Simplify Remote Deployment With Zero-Touch Provisioning

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  • Parent Category Name: End-User Computing Strategy
  • Parent Category Link: /end-user-computing-strategy

Provide better end-user device support to a remote workforce:

  • Remain compliant while purchasing, deploying, supporting, and decommissioning devices.
  • Save time and resources during device deployment while providing a high-quality experience to remote end users.
  • Build a set of capabilities that will let you support different use cases.

Our Advice

Critical Insight

  • Zero-touch is more than just deployment. This is more difficult than turning on a tool and provisioning new devices to end users.
  • Consider the entire user experience and device lifecycle to show value to the organization. Don’t forget that you will eventually need to touch the device.

Impact and Result

Approach zero-touch provisioning and patching from the end user’s experience:

  • Align your zero-touch approach with stakeholder priorities and larger IT strategies.
  • Build your zero-touch provisioning and patching plan from both the asset lifecycle and the end-user perspective to take a holistic approach that emphasizes customer service.
  • Tailor deployment plans to more easily scope and resource deployment projects.

Simplify Remote Deployment With Zero-Touch Provisioning Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should adopt zero-touch provisioning, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. Design the zero-touch experience

Design the user’s experience and build a vision to direct your zero-touch provisioning project. Update your ITAM practices to reflect the new experience.

  • Zero-Touch Provisioning and Support Plan
  • HAM Process Workflows (Visio)
  • HAM Process Workflows (PDF)
  • End-User Device Management Standard Operating Procedure

2. Update device management, provisioning, and patching

Leverage new tools to manage remote endpoints, keep those devices patched, and allow users to get the apps they need to work.

  • End-User Device Build Book Template

3. Build a roadmap and communication plan

Create a roadmap for migrating to zero-touch provisioning.

  • Roadmap Tool
  • Communication Plan Template
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Understand Common IT Contract Provisions to Negotiate More Effectively

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  • Parent Category Name: Vendor Management
  • Parent Category Link: /vendor-management
  • Contract reviews are tedious, and reviewers may lack the skills and experience to effectively complete the process.
  • Vendors have a repository of contract terms and conditions that are road-tested and often biased in their favor.
  • Vendors change their contracts frequently through hyperlinked documents without notifying customers, and the onus is on you to stay compliant.

Our Advice

Critical Insight

  • Focus on the terms and conditions, not just the price. Too often, organizations focus on the price contained within their contracts, neglecting to address core terms and conditions that can end up costing multiples of the initial price.
  • Lawyers can’t ensure you get the best business deal. Lawyers tend to look at general terms and conditions for legal risk and may not understand IT-specific components and business needs.

Impact and Result

  • Align contract language to meet IT and business needs.
  • Communicate more effectively with Legal and the vendors.
  • Identify and reduce contractual and performance risk.
  • Understand the relationship between contract provisions.
  • Negotiate more effectively.

Understand Common IT Contract Provisions to Negotiate More Effectively Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should employ a systematic process for reviewing contracts, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. Assess contract terms and conditions

Review and assess your IT contracts for vendor-biased terms and conditions, and gain tips for getting vendors to take on their fair share of risk and become more accountable.

  • Contract Review Tool
  • Contract Playbook
[infographic]

Workshop: Understand Common IT Contract Provisions to Negotiate More Effectively

Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

1 Assess Contract Terms and Conditions

The Purpose

Understand IT contract clauses, improve risk identification, and be more effective at negotiating contract terms.

Key Benefits Achieved

Increased awareness of how contract provisions relate to each other.

Demystification of legalese and legal concepts.

Increased ability to seek assistance from internal parties (e.g. Legal, Risk, and Procurement).

Activities

1.1 Review the Contract Review Tool.

1.2 Review the Contract Playbook template.

1.3 Review 35 contract provisions and reinforce key learnings with exercises (spread across three days)

Outputs

Partial completion of the template

Exercise results and debrief

Master M&A Cybersecurity Due Diligence

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  • Parent Category Name: Governance, Risk & Compliance
  • Parent Category Link: /governance-risk-compliance

This research is designed to help organizations who are preparing for a merger or acquisition and need help with:

  • Understanding the information security risks associated with the acquisition or merger.
  • Avoiding the unwanted possibility of acquiring or merging with an organization that is already compromised by cyberattackers.
  • Identifying best practices for information security integration post merger.

Our Advice

Critical Insight

The goal of M&A cybersecurity due diligence is to assess security risks and the potential for compromise. To succeed, you need to look deeper.

Impact and Result

  • A repeatable methodology to systematically conduct cybersecurity due diligence.
  • A structured framework to rapidly assess risks, conduct risk valuation, and identify red flags.
  • Look deeper by leveraging compromise diagnostics to increase confidence that you are not acquiring a compromised entity.

Master M&A Cybersecurity Due Diligence Research & Tools

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. Start here – read the Executive Brief

Read our concise Executive Brief to find out how to master M&A cyber security due diligence, review Info-Tech’s methodology, and understand how we can support you in completing this project.

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Implement a New IT Organizational Structure

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  • Parent Category Name: Organizational Design
  • Parent Category Link: /organizational-design
  • Organizational design implementations can be highly disruptive for IT staff and business partners. Without a structured approach, IT leaders may experience high turnover, decreased productivity, and resistance to the change.
  • CIOs walk a tightrope as they manage the operational and emotional turbulence while aiming to improve business satisfaction within IT. Failure to achieve balance could result in irreparable failure.

Our Advice

Critical Insight

  • Mismanagement will hurt you. The majority of IT organizations do not manage organizational design implementations effectively, resulting in decreased satisfaction, productivity loss, and increased IT costs.
  • Preventing mismanagement is within your control. 72% of change management issues can be directly improved by managers. IT leaders have a tendency to focus their efforts on operational changes rather than on people.

Impact and Result

Leverage Info-Tech’s organizational design implementation process and deliverables to build and implement a detailed transition strategy and to prepare managers to lead through change.

Follow Info-Tech’s 5-step process to:

  1. Effect change and sustain productivity through real-time employee engagement monitoring.
  2. Kick off the organizational design implementation with effective communication.
  3. Build an integrated departmental transition strategy.
  4. Train managers to effectively lead through change.
  5. Develop personalized transition plans.

Implement a New IT Organizational Structure Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out how you should implement a new organizational design, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. Build a change communication strategy

Create strategies to communicate the changes to staff and maintain their level of engagement.

  • Implement a New Organizational Structure – Phase 1: Build a Change Communication Strategy
  • Organizational Design Implementation FAQ
  • Organizational Design Implementation Kick-Off Presentation

2. Build the organizational transition plan

Build a holistic list of projects that will enable the implementation of the organizational structure.

  • Implement a New Organizational Structure – Phase 2: Build the Organizational Transition Plan
  • Organizational Design Implementation Project Planning Tool

3. Lead staff through the reorganization

Lead a workshop to train managers to lead their staff through the changes and build transition plans for all staff members.

  • Implement a New Organizational Structure – Phase 3: Lead Staff Through the Reorganization
  • Organizational Design Implementation Manager Training Guide
  • Organizational Design Implementation Stakeholder Engagement Plan Template
  • Organizational Design Implementation Transition Plan Template
[infographic]

Workshop: Implement a New IT Organizational Structure

Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

1 Build Your Change Project Plan

The Purpose

Create a holistic change project plan to mitigate the risks of organizational change.

Key Benefits Achieved

Building a change project plan that encompasses both the operational changes and minimizes stakeholder and employee resistance to change.

Activities

1.1 Review the new organizational structure.

1.2 Determine the scope of your organizational changes.

1.3 Review your MLI results.

1.4 Brainstorm a list of projects to enable the change.

Outputs

Project management planning and monitoring tool

McLean Leadership Index dashboard

2 Finalize Change Project Plan

The Purpose

Finalize the change project plan started on day 1.

Key Benefits Achieved

Finalize the tasks that need to be completed as part of the change project.

Activities

2.1 Brainstorm the tasks that are contained within the change projects.

2.2 Determine the resource allocations for the projects.

2.3 Understand the dependencies of the projects.

2.4 Create a progress monitoring schedule.

Outputs

Completed project management planning and monitoring tool

3 Enlist Your Implementation Team

The Purpose

Enlist key members of your team to drive the implementation of your new organizational design.

Key Benefits Achieved

Mitigate the risks of staff resistance to the change and low engagement that can result from major organizational change projects.

Activities

3.1 Determine the members that are best suited for the team.

3.2 Build a RACI to define their roles.

3.3 Create a change vision.

3.4 Create your change communication strategy.

Outputs

Communication strategy

4 Train Your Managers to Lead Through Change

The Purpose

Train your managers who are more technically focused to handle the people side of the change.

Key Benefits Achieved

Leverage your managers to translate how the organizational change will directly impact individuals on their teams.

Activities

4.1 Conduct the manager training workshop with managers.

4.2 Review the stakeholder engagement plans.

4.3 Review individual transition plan template with managers.

Outputs

Conflict style self-assessments

Stakeholder engagement plans

Individual transition plan template

5 Build Your Transition Plans

The Purpose

Complete transition plans for individual members of your staff.

Key Benefits Achieved

Create individual plans for your staff members to ease the transition into their new roles.

Activities

5.1 Bring managers back in to complete transition plans.

5.2 Revisit the new organizational design as a source of information.

5.3 Complete aspects of the templates that do not require staff feedback.

5.4 Discuss strategies for transitioning.

Outputs

Individual transition plan template

Further reading

Implement a New IT Organizational Structure

Prioritize quick wins and critical services during IT org changes.

This blueprint is part 3/3 in Info-Tech’s organizational design program and focuses on implementing a new structure

Part 1: Design Part 2: Structure Part 3: Implement
IT Organizational Architecture Organizational Sketch Organizational Structure Organizational Chart Transition Strategy Implement Structure
  1. Define the organizational design objectives.
  2. Develop strategically-aligned capability map.
  3. Create the organizational design framework.
  4. Define the future state work units.
  5. Create future state work unit mandates.
  1. Assign work to work units (accountabilities and responsibilities).
  2. Develop organizational model options (organizational sketches).
  3. Assess options and select go-forward model.
  1. Define roles by work unit.
  2. Create role mandates.
  3. Turn roles into jobs.
  4. Define reporting relationships between jobs.
  5. Define competency requirements.
  1. Determine number of positions per job.
  2. Conduct competency assessment.
  3. Assign staff to jobs.
  1. Form OD implementation team.
  2. Develop change vision.
  3. Build communication presentation.
  4. Identify and plan change projects.
  5. Develop organizational transition plan.
  1. Train managers to lead through change.
  2. Define and implement stakeholder engagement plan.
  3. Develop individual transition plans.
  4. Implement transition plans.
Risk Management: Create, implement, and monitor risk management plan.
HR Management: Develop job descriptions, conduct job evaluation, and develop compensation packages.

Monitor and Sustain Stakeholder Engagement →

The sections highlighted in green are in scope for this blueprint. Click here for more information on designing or on structuring a new organization.

Our understanding of the problem

This Research is Designed For:

  • CIOs

This Research Will Help You:

  • Effectively implement a new organizational structure.
  • Develop effective communications to minimize turnover and lost productivity during transition.
  • Identify a detailed transition strategy to move to your new structure with minimal interruptions to service quality.
  • Train managers to lead through change and measure ongoing employee engagement.

This Research Will Also Assist:

  • IT Leaders

This Research Will Help Them:

  • Effectively lead through the organizational change.
  • Manage difficult conversations with staff and mitigate staff concerns and turnover.
  • Build clear transition plans for their teams.

Executive summary

Situation

  • Organizational Design (OD) projects are typically undertaken in order to enable organizational priorities, improve IT performance, or to reduce IT costs. However, due to the highly disruptive nature of the change, only 25% of changes achieve their objectives over the long term. (2013 Towers Watson Change and Communication ROI Survey)

Complication

  • OD implementations can be highly disruptive for IT staff and business partners. Without a structured approach, IT leaders may experience high turnover, decreased productivity, and resistance to the change.
  • CIOs walk a tightrope as they manage the operational and emotional turbulence while aiming to improve business satisfaction within IT. Failure to achieve balance could result in irreparable failure.

Resolution

  • Leverage Info-Tech’s organizational design implementation process and deliverables to build and implement a detailed transition strategy and to prepare managers to lead through change. Follow Info-Tech’s 5-step process to:
    1. Effect change and sustain productivity through real-time employee engagement monitoring.
    2. Kick off the organizational design implementation with effective communication.
    3. Build an integrated departmental transition strategy.
    4. Train managers to effectively lead through change.
    5. Develop personalized transition plans.

Info-Tech Insight

  1. Mismanagement will hurt you. The majority of IT organizations do not manage OD implementations effectively, resulting in decreased satisfaction, productivity loss, and increased IT costs.
  2. Preventing mismanagement is within your control. 72% of change management issues can be directly improved by managers. (Abilla, 2009) IT leaders have a tendency to focus their efforts on operational changes rather than on people. This is a recipe for failure.

Organizational Design Implementation

Managing organizational design (OD) changes effectively is critical to maintaining IT service levels and retaining top talent throughout a restructure. Nevertheless, many organizations fail to invest appropriate consideration and resources into effective OD change planning and execution.

THREE REASONS WHY CIOS NEED TO EFFECTIVELY MANAGE CHANGE:

  1. Failure is the norm; not the exception. According to a study by Towers Watson, only 55% of organizations experience the initial value of a change. Even fewer organizations, a mere 25%, are actually able to sustain change over time to experience the full expected benefits. (2013 Towers Watson Change and Communication ROI Survey)
  2. People are the biggest cause of failure. Organizational design changes are one of the most difficult types of changes to manage as staff are often highly resistant. This leads to decreased productivity and poor results. The most significant people challenge is the loss of momentum through the change process which needs to be actively managed.
  3. Failure costs money. Poor IT OD implementations can result in increased turnover, lost productivity, and decreased satisfaction from the business. Managing the implementation has a clear ROI as the cost of voluntary turnover is estimated to be 150% of an employee’s annual salary. (Inc)

86% of IT leaders believe organization and leadership processes are critical, yet the majority struggle to be effective

PERCENTAGE OF IT LEADERS WHO BELIEVE THEIR ORGANIZATION AND LEADERSHIP PROCESSES ARE HIGHLY IMPORTANT AND HIGHLY EFFECTIVE

A bar graph, with the following organization and leadership processes listed on the Y-axis: Human Resources Management; Leadership, Culture, Values; Organizational Change Management; and Organizational Design. The bar graph shows that over 80% of IT leaders rate these processes as High Importance, but less than 40% rate them as having High Effectiveness.

GAP BETWEEN IMPORTANCE AND EFFECTIVENESS

Human Resources Management - 61%

Leadership, Culture, Values - 48%

Organizational Change Management - 55%

Organizational Design - 45%

Note: Importance and effectiveness were determined by identifying the percentage of individuals who responded with 8-10/10 to the questions…

  • “How important is this process to the organization’s ability to achieve business and IT goals?” and…
  • “How effective is this process at helping the organization to achieve business and IT goals?”

Source: Info-Tech Research Group, Management and Governance Diagnostic. N=22,800 IT Professionals

Follow a structured approach to your OD implementation to improve stakeholder satisfaction with IT and minimize risk

  • IT reorganizations are typically undertaken to enable strategic goals, improve efficiency and performance, or because of significant changes to the IT budget. Without a structured approach to manage the organizational change, IT might get the implementation done, but fail to achieve the intended benefits, i.e. the operation succeeds, but the patient has died on the table.
  • When implementing your new organizational design, it’s critical to follow a structured approach to ensure that you can maintain IT service levels and performance and achieve the intended benefits.
  • The impact of organizational structure changes can be emotional and stressful for staff. As such, in order to limit voluntary turnover, and to maintain productivity and performance, IT leaders need to be strategic about how they communicate and respond to resistance to change.

TOP 3 BENEFITS OF FOLLOWING A STRUCTURED APPROACH TO IMPLEMENTING ORGANIZATIONAL DESIGN

  1. Improved stakeholder satisfaction with IT. A detailed change strategy will allow you to successfully transition staff into new roles with limited service interruptions and with improved stakeholder satisfaction.
  2. Experience minimal voluntary turnover throughout the change. Know how to actively engage and minimize resistance of stakeholders throughout the change.
  3. Execute implementation on time and on budget. Effectively managed implementations are 65–80% more likely to meet initial objectives than those with poor organizational change management. (Boxley Group, LLC)

Optimize your organizational design implementation results by actively preparing managers to lead through change

IT leaders have a tendency to make change even more difficult by focusing on operations rather than on people. This is a recipe for failure. People pose the greatest risk to effective implementation and as such, IT managers need to be prepared and trained on how to lead their staff through the change. This includes knowing how to identify and manage resistance, communicating the change, and maintaining positive momentum with staff.

Staff resistance and momentum are the most challenging part of leading through change (McLean & Company, N=196)

A bar graph with the following aspects of Change Management listed on the Y-Axis, in increasing order of difficulty: Dealing with Technical Issues; Monitoring metrics to measure progress; Amending policies and processes; Coordinating with stakeholders; Getting buy-in from staff; Maintaining a positive momentum with staff.

Reasons why change fails: 72% of failures can be directly improved by the manager (shmula)

A pie chart showing the reasons why change fails: Management behavior not supportive of change = 33%; Employee resistance to change = 39%; Inadequate resources or budget = 14%; and All other obstacles = 14%.

Leverage organizational change management (OCM) best practices for increased OD implementation success

Effective change management correlates with project success

A line graph, with Percent of respondents that met or exceeded project objectives listed on the Y-axis, and Poor, Fair, Good, and Excellent listed on the X-axis. The line represents the overall effectiveness of the change management program, and as the value on the Y-axis increases, so does the value on the X-axis.

Source: Prosci. From Prosci’s 2012 Best Practices in Change Management benchmarking report.

95% of projects with excellent change management met or EXCEEDED OBJECTIVES, vs. 15% of those with poor OCM. (Prosci)

143% ROI on projects with excellent OCM. In other words, for every dollar spent on the project, the company GAINS 43 CENTS. This is in contrast to 35% ROI on projects with poor OCM. (McKinsey)

Info-Tech’s approach to OD implementation is a practical and tactical adaptation of several successful OCM models

BUSINESS STRATEGY-ORIENTED OCM MODELS. John Kotter’s 8-Step model, for instance, provides a strong framework for transformational change but doesn’t specifically take into account the unique needs of an IT transformation.

GENERAL-PURPOSE OCM FRAMEWORKS such as ACMP’s Standard for Change Management, CMI’s CMBoK, and Prosci’s ADKAR model are very comprehensive and need to be configured to organizational design implementation-specific initiatives.

COBIT MANAGEMENT PRACTICE BAI05: MANAGE ORGANIZATIONAL CHANGE ENABLEMENT follows a structured process for implementing enterprise change quickly. This framework can be adapted to OD implementation; however, it is most effective when augmented with the people and management training elements present in other frameworks.

References and Further Reading

Tailoring a comprehensive, general-purpose OCM framework to an OD implementation requires familiarity and experience. Info-Tech’s OD implementation model adapts the best practices from a wide range of proven OCM models and distills it into a step-by-step process that can be applied to an organizational design transformation.

The following OD implementation symptoms can be avoided through structured planning

IN PREVIOUS ORGANIZATIONAL CHANGES, I’VE EXPERIENCED…

“Difficultly motivating my staff to change.”

“Higher than average voluntary turnover during and following the implementation.”

“An overall sense of staff frustration or decreased employee engagement.”

“Decreased staff productivity and an inability to meet SLAs.”

“Increased overtime caused by being asked to do two jobs at once.”

“Confusion about the reporting structure during the change.”

“Difficulty keeping up with the rate of change and change fatigue from staff.”

“Business partner dissatisfaction about the change and complaints about the lack of effort or care put in by IT employees.”

“Business partners not wanting to adjust to the change and continuing to follow outdated processes.”

“Decrease in stakeholder satisfaction with IT.”

“Increased prevalence of shadow IT during or following the change.”

“Staff members vocally complaining about the IT organization and leadership team.”

Follow this blueprint to develop and execute on your OD implementation

IT leaders often lack the experience and time to effectively execute on organizational changes. Info-Tech’s organizational design implementation program will provide you with the needed tools, templates, and deliverables. Use these insights to drive action plans and initiatives for improvement.

How we can help

  • Measure the ongoing engagement of your employees using Info-Tech’s MLI diagnostic. The diagnostic comes complete with easily customizable reports to track and act on employee engagement throughout the life of the change.
  • Use Info-Tech’s customizable project management tools to identify all of the critical changes, their impact on stakeholders, and mitigate potential implementation risks.
  • Develop an in-depth action plan and transition plans for individual stakeholders to ensure that productivity remains high and that service levels and project expectations are met.
  • Align communication with real-time staff engagement data to keep stakeholders motivated and focused throughout the change.
  • Use Info-Tech’s detailed facilitation guide to train managers on how to effectively communicate the change, manage difficult stakeholders, and help ensure a smooth transition.

Leverage Info-Tech’s customizable deliverables to execute your organizational design implementation

A graphic with 3 sections: 1.BUILD A CHANGE COMMUNICATION STRATEGY; 2.BUILD THE ORGANIZATIONAL TRANSITION PLAN; 3.1 TRAIN MANAGERS TO LEAD THROUGH CHANGE; 3.2 TRANSITION STAFF TO NEW ROLES. An arrow emerges from point one and directs right, over the rest of the steps. Text above the arrow reads: ONGOING ENGAGEMENT MONITORING AND COMMUNICATION. Dotted arrows emerge from points two and three directing back toward point one. Text below the arrow reads: COMMUNICATION STRATEGY ITERATION.

CUSTOMIZABLE PROJECT DELIVERABLES

1. BUILD A CHANGE COMMUNICATION STRATEGY

  • McLean Leadership Index: Real-Time Employee Engagement Dashboard
  • Organizational Design
  • Implementation Kick-Off Presentation
  • Organizational Design Implementation FAQ

2. BUILD THE ORGANIZATIONAL TRANSITION PLAN

  • Organizational Design Implementation Project Planning Tool

3.1 TRAIN MANAGERS TO LEAD THROUGH CHANGE

3.2 TRANSITION STAFF TO NEW ROLES

  • Organizational Design Implementation Manager Training Guide
  • Organizational Design Implementation Transition Plan Template

Leverage Info-Tech’s tools and templates to overcome key engagement program implementation challenges

KEY SECTION INSIGHTS:

BUILD A CHANGE COMMUNICATION STRATEGY

Effective organizational design implementations mitigate the risk of turnover and lost productivity through ongoing monitoring and managing of employee engagement levels. Take a data-driven approach to managing engagement with Info-Tech’s real-time MLI engagement dashboard and adjust your communication and implementation strategy before engagement risks become issues.

BUILD THE ORGANIZATIONAL TRANSITION PLAN

Your organizational design implementation is made up of a series of projects and needs to be integrated into your larger project schedule. Too often, organizations attempt to fit the organizational design implementation into their existing schedules which results in poor resource planning, long delays in implementation, and overall poor results.

LEAD STAFF THROUGH THE REORGANIZATION

The majority of IT managers were promoted because they excelled at the technical aspect of their job rather than in people management. Not providing training is setting your organization up for failure. Train managers to effectively lead through change to see a 72% decrease in change management issues. (Abilla, 2009)

METRICS:

  1. Voluntary turnover: Conduct an exit interview with all staff members during and after transition. Identify any staff members who cite the change as a reason for departure. For those who do leave, multiply their salary by 1.5% (the cost of a new hire) and track this over time.
  2. Business satisfaction trends: Conduct CIO Business Vision one year prior to the change vs. one year after change kick-off. Prior to the reorganization, set metrics for each category for six months after the reorganization, and one year following.
  3. Saved development costs: Number of hours to develop internal methodology, tools, templates, and process multiplied by the salary of the individual.

Use this blueprint to save 1–3 months in implementing your new organizational structure

Time and Effort Using Blueprint Without Blueprint
Assess Current and Ongoing Engagement 1 person ½ day – 4 weeks 1–2 hours for diagnostic set up (allow extra 4 weeks to launch and review initial results). High Value 4–8 weeks
Set Up the Departmental Change Workbooks 1–5 people 1 day 4–5 hours (varies based on the scope of the change). Medium Value 1–2 weeks
Design Transition Strategy 1–2 people 1 day 2–10 hours of implementation team’s time. Medium Value 0–2 weeks
Train Managers to Lead Through Change 1–5 people 1–2 weeks 1–2 hours to prepare training (allow for 3–4 hours per management team to execute). High Value 3–5 weeks

These estimates are based on reviews with Info-Tech clients and our experience creating the blueprint.

Totals:

Workshop: 1 week

GI/DIY: 2-6 weeks

Time and Effort Saved: 8-17 weeks

CIO uses holistic organizational change management strategies to overcome previous reorganization failures

CASE STUDY

Industry: Manufacturing

Source: Client interview

Problem

When the CIO of a large manufacturing company decided to undertake a major reorganization project, he was confronted with the stigma of a previous CIO’s attempt. Senior management at the company were wary of the reorganization since the previous attempt had failed and cost a lot of money. There was major turnover since staff were not happy with their new roles costing $250,000 for new hires. The IT department saw a decline in their satisfaction scores and a 10% increase in help desk tickets. The reorganization also cost the department $400,000 in project rework.

Solution

The new CIO used organizational change management strategies in order to thoroughly plan the implementation of the new organizational structure. The changes were communicated to staff in order to improve adoption, every element of the change was mapped out, and the managers were trained to lead their staff through the change.

Results

The reorganization was successful and eagerly adopted by the staff. There was no turnover after the new organizational structure was implemented and the engagement levels of the staff remained the same.

$250,000 - Cost of new hires and salary changes

10% - Increase in help desk tickets

$400,000 - Cost of project delays due to the poorly effective implementation of changes

Info-Tech offers various levels of support to best suit your needs

DIY Toolkit

“Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

Guided Implementation

“Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

Workshop

“We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

Consulting

“Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

Diagnostics and consistent frameworks used throughout all four options

Implement a New Organizational Structure

3. Lead Staff Through the Reorganization
1. Build a Change Communication Strategy 2. Build the Organizational Transition Plan 3.1 Train Managers to Lead Through Change 3.2 Transition Staff to New Roles
Best-Practice Toolkit

1.1 Launch the McLean Leadership Index to set a baseline.

1.2 Establish your implementation team.

1.3 Build your change communication strategy and change vision.

2.1 Build a holistic list of change projects.

2.2 Monitor and track the progress of your change projects.

3.1.1 Conduct a workshop with managers to prepare them to lead through the change.

3.1.2 Build stakeholder engagement plans and conduct conflict style self-assessments.

3.2.1 Build transition plans for each of your staff members.

3.2.2 Transition your staff to their new roles.

Guided Implementations
  • Set up your MLI Survey.
  • Determine the members and roles of your implementation team.
  • Review the components of a change communication strategy.
  • Review the change dimensions and how they are used to plan change projects.
  • Review the list of change projects.
  • Review the materials and practice conducting the workshop.
  • Debrief after conducting the workshop.
  • Review the individual transition plan and the process for completing it.
  • Final consultation before transitioning staff to their new roles.
Onsite Workshop Module 1: Effectively communicate the reorganization to your staff. Module 2: Build the organizational transition plan. Module 3.1: Train your managers to lead through change. Module 3.2: Complete your transition plans

Phase 1 Results:

  • Plans for effectively communicating with your staff.

Phase 2 Results:

  • A holistic view of the portfolio of projects required for a successful reorg

Phase 3.1 Results:

  • A management team that is capable of leading their staff through the reorganization

Phase 3.2 Results:

  • Completed transition plans for your entire staff.

Workshop overview

Contact your account representative or email Workshops@InfoTech.com for more information.

Workshop Day 1 Workshop Day 2 Workshop Day 3 Workshop Day 4 Workshop Day 5
Activities

Build Your Change Project Plan

1.1 Review the new organizational structure.

1.2 Determine the scope of your organizational changes.

1.3 Review your MLI results.

1.4 Brainstorm a list of projects to enable the change.

Finalize Change Project Plan

2.1 Brainstorm the tasks that are contained within the change projects.

2.2 Determine the resource allocation for the projects.

2.3 Understand the dependencies of the projects.

2.4 Create a progress monitoring schedule

Enlist Your Implementation Team

3.1 Determine the members that are best suited for the team.

3.2 Build a RACI to define their roles.

3.3 Create a change vision.

3.4 Create your change communication strategy.

Train Your Managers to Lead Through Change

4.1 Conduct the manager training workshop with managers.

4.2 Review the stakeholder engagement plans.

4.3 Review individual transition plan template with managers

Build Your Transition Plans

5.1 Bring managers back in to complete transition plans.

5.2 Revisit new organizational design as a source for information.

5.3 Complete aspects of the template that do not require feedback.

5.4 Discuss strategies for transitioning.

Deliverables
  1. McLean Leadership Index Dashboard
  2. Organizational Design Implementation Project Planning Tool
  1. Completed Organizational Design Implementation Project Planning Tool
  1. Communication Strategy
  1. Stakeholder Engagement Plans
  2. Conflict Style Self-Assessments
  3. Organizational Design Implementation Transition Plan Template
  1. Organizational Design Implementation Transition Plan Template

Phase 1

Build a Change Communication Strategy

Build a change communication strategy

Outcomes of this Section:

  • Launch the McLean Leadership Index
  • Define your change team
  • Build your reorganization kick-off presentation and FAQ for staff and business stakeholders

This section involves the following participants:

  • CIO
  • IT leadership team
  • IT staff

Key Section Insight:

Effective organizational design implementations mitigate the risk of turnover and lost productivity through ongoing monitoring of employee engagement levels. Take a data-driven approach to managing engagement with Info-Tech’s real-time MLI engagement dashboard and adjust your communication and implementation strategy in real-time before engagement risks become issues.

Phase 1 outline

Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

Guided Implementation 1: Build a Change Communication Strategy

Proposed Time to Completion (in weeks): 1-6 weeks

Step 1.1: Launch Your McLean Leadership Index Survey

Start with an analyst kick off call:

  • Discuss the benefits and uses of the MLI.
  • Go over the required information (demographics, permissions, etc.).
  • Set up a live demo of the survey.

Then complete these activities…

  • Launch the survey with your staff.
  • Have a results call with a member of the Info-Tech staff.

With these tools & templates:

McLean Leadership Index

Step 1.2: Establish Your Implementation Team

Review findings with analyst:

  • Review what members of your department should participate.
  • Build a RACI to determine the roles of your team members.

Then complete these activities…

  • Hold a kick-off meeting with your new implementation team.
  • Build the RACI for your new team members and their roles.

Step 1.3: Build Your Change Communication Strategy

Finalize phase deliverable:

  • Customize your reorganization kick-off presentation.
  • Create your change vision. Review the communication strategy.

Then complete these activities…

  • Hold your kick-off presentation with staff members.
  • Launch the reorganization communications.

With these tools & templates:

  • Organizational Design Implementation Kick-Off Presentation
  • Organizational Design Implementation FAQ

Set the stage for the organizational design implementation by effectively introducing and communicating the change to staff

Persuading people to change requires a “soft,” empathetic approach to keep them motivated and engaged. But don’t mistake “soft” for easy. Managing the people and communication aspects around the change are amongst the toughest work there is, and require a comfort and competency with uncertainty, ambiguity, and conflict.

Design Engagement Transition
Communication

Communication and engagement are the chains linking your design to transition. If the organizational design initiative is going to be successful it is critical that you manage this effectively. The earlier you begin planning the better. The more open and honest you are about the change the easier it will be to maintain engagement levels, business satisfaction, and overall IT productivity.

Kick-Off Presentation Inputs

  • LAUNCH THE MCLEAN LEADERSHIP INDEX
  • IDENTIFY YOUR CHANGE TEAM
  • DETERMINE CHANGE TEAM RESPONSIBILITIES
  • DEVELOP THE CHANGE VISION
  • DEFINE KEY MESSAGES AND GOALS
  • IDENTIFY MAJOR CHANGES
  • IDENTIFY KEY MILESTONES
  • BUILD AND MAINTAIN A CHANGE FAQ

Use the MLI engagement dashboard to measure your current state and the impact of the change in real-time

The McLean Leadership Index diagnostic is a low-effort, high-impact program that provides real-time metrics on staff engagement levels. Use these insights to understand your employees’ engagement levels throughout the organizational design implementation to measure the impact of the change and to manage turnover and productivity levels throughout the implementation.

WHY CARE ABOUT ENGAGEMENT DURING THE CHANGE? ENGAGED EMPLOYEES REPORT:

39% Higher intention to stay at the organization.

29% Higher performance and increased likelihood to work harder and longer hours. (Source: McLean and Company N=1,308 IT Employees)

Why the McLean Leadership Index?

Based on the Net Promoter Score (NPS), the McLean Leadership Index is one question asked monthly to assess engagement at various points in time.

Individuals responding to the MLI question with a 9 or 10 are your Promoters and are most positive and passionate. Those who answer 7 or 8 are Passives while those who answer 0 to 6 are Detractors.

Track your engagement distribution using our online dashboard to view MLI data at any time and view results based on teams, locations, manager, tenure, age, and gender. Assess the reactions to events and changes in real-time, analyze trends over time, and course-correct.

Dashboard reports: Know your staff’s overall engagement and top priorities

McLean Leadership Index

OVERALL ENGAGEMENT RESULTS

You get:

  • A clear breakdown of your detractors, passives, and promotors.
  • To view results by team, location, and individual manager.
  • To dig deeper into results by reviewing results by age, gender, and tenure at the organization to effectively identify areas where engagement is weak.

TIME SERIES TRENDS

You get:

  • View of changes in engagement levels for each team, location, and manager.
  • Breakdown of trends weekly, monthly, quarterly, and yearly.
  • To encourage leaders to monitor results to analyze root causes for changes and generate improvement initiatives.

QUALITATIVE COMMENTS

You get:

  • To view qualitative comments provided by staff on what is impacting their engagement.
  • To reply directly to comments without impacting the anonymity of the individuals making the comments.
  • To leverage trends in the comments to make changes to communication approaches.

Launch the McLean Leadership Index in under three weeks

Info-Tech’s dedicated team of program managers will facilitate this diagnostic program remotely, providing you with a convenient, low-effort, high-impact experience.

We will guide you through the process with your goals in mind to deliver deep insight into your successes and areas to improve.

What You Need To Do:

  1. Contact Info-Tech to launch the program and test the functionality in a live demo.
  2. Identify demographics and set access permissions.
  3. Complete manager training with assistance from Info-Tech Advisors.
  4. Participate in a results call with an Info-Tech Advisor to review results and develop an action plan.

Info-Tech’s Program Manager Will:

  1. Collect necessary inputs and generate your custom dashboard.
  2. Launch, maintain, and support the online system in the field.
  3. Send out a survey to 25% of the staff each week.
  4. Provide ongoing support over the phone, and the needed tools and templates to communicate and train staff as well as take action on results.

Explore your initial results in a one-hour call with an Executive Advisor to fully understand the results and draw insights from the data so you can start your action plan.

Start Your Diagnostic Now

We'll help you get set up as soon as you're ready.

Start Now

Communication has a direct impact on employee engagement; measure communication quality using your MLI results

A line graph titled: The impact of manager communication on employee engagement. The X-axis is labeled from Strongly Disagree to Strongly Agree, and the Y-axis is labeled: Percent of Engaged Respondents. There are 3 colour-coded lines: dark blue indicates My manager provides me with high-quality feedback; light blue indicates I clearly understand what is expected of me on the job; and green indicates My manager keeps me well informed about decisions that affect me. The line turns upward as it moves to the right of the graph.

(McLean & Company, 2015 N=17,921)

A clear relationship exists between how effective a manager’s communication is perceived to be and an employee’s level of engagement. If engagement drops, circle back with employees to understand the root causes.

Establish an effective implementation team to drive the organizational change

The implementation team is responsible for developing and disseminating information around the change, developing the transition strategy, and for the ongoing management of the changes.

The members of the implementation team should include:

  • CIO
  • Current IT leadership team
  • Project manager
  • Business relationship managers
  • Human resources advisor

Don’t be naïve – building and executing the implementation plan will require a significant time commitment from team members. Too often, organizations attempt to “fit it in” to their existing schedules resulting in poor planning, long delays, and overall poor results. Schedule this work like you would a project.

TOP 3 TIPS FOR DEFINING YOUR IMPLEMENTATION TEAM

  1. Select a Project Manager. Info-Tech strongly recommends having one individual accountable for key project management activities. They will be responsible for keeping the project on time and maintaining a holistic view of the implementation.
  2. Communication with Business Partners is Critical. If you have Business Relationship Managers (BRMs), involve them in the communication planning or assign someone to play this role. You need your business partners to be informed and bought in to the implementation to maintain satisfaction.
  3. Enlist Your “Volunteer Army.” (Kotter’s 8 Principles) If you have an open culture, Info-Tech encourages you to have an extended implementation team made up of volunteers interested in supporting the change. Their role will be to support the core group, assist in planning, and communicate progress with peers.

Determine the roles of your implementation team members

1.1 30 Minutes

Input

  • Implementation team members

Output

  • RACI for key transition elements

Materials

  • RACI chart and pen

Participants

  • Core implementation committee
  1. Each member should be actively engaged in all elements of the organizational design implementation. However, it’s important to have one individual who is accountable for key activities and ensures they are done effectively and measured.
  2. Review the chart below and as a group, brainstorm any additional key change components.
  3. For each component listed below, identify who is Accountable, Responsible, Consulted, and Informed for each (suggested responsibility below).
CIO IT Leaders PM BRM HR
Communication Plan A R R R C
Employee Engagement A R R R C

Departmental Transition Plan

R A R I R
Organizational Transition Plan R R A I C
Manager Training A R R I C

Individual Transition Plans

R A R I I
Technology and Logistical Changes R R A I I
Hiring A R I I R
Learning and Development R A R R R
Union Negotiations R I I I A
Process Development R R A R I

Fast-track your communication planning with Info-Tech’s Organizational Design Implementation Kick-Off Presentation

Organizational Design Implementation Kick-Off Presentation

Communicate what’s important to your staff in a simple, digestible way. The communication message should reflect what is important to your stakeholders and what they want to know at the time.

  • Why is this change happening?
  • What are the goals of the reorganization?
  • What specifically is changing?
  • How will this impact me?
  • When is this changing?
  • How and where can I get more information?

It’s important that the tone of the meeting suits the circumstances.

  • If the reorganization is going to involve lay-offs: The meeting should maintain a positive feel, but your key messages should stress the services that will be available to staff, when and how people will be communicated with about the change, and who staff can go to with concerns.
  • If the reorganization is to enable growth: Focus on celebrating where the organization is going, previous successes, and stress that the staff are critical in enabling team success.

Modify the Organizational Design ImplementationKick-Off Presentation with your key messages and goals

1.2 1 hour

Input

  • New organizational structure

Output

  • Organizational design goal statements

Materials

  • Whiteboard & marker
  • ODI Kick-off Presentation

Participants

  • OD implementation team
  1. Within your change implementation team, hold a meeting to identify and document the change goals and key messages.
  2. As a group, discuss what the key drivers were for the organizational redesign by asking yourselves what problem you were trying to solve.
  3. Select 3–5 key problem statements and document them on a whiteboard.
  4. For each problem statement, identify how the new organizational design will allow you to solve those problems.
  5. Document these in your Organizational Design Implementation Kick-Off Presentation.

Modify the presentation with your unique change vision to serve as the center piece of your communication strategy

1.3 1 hour

Input

  • Goal statements

Output

  • Change vision statement

Materials

  • Sticky notes
  • Pens
  • Voting dots

Participants

  • Change team
  1. Hold a meeting with the change implementation team to define your change vision. The change vision should provide a picture of what the organization will look like after the organizational design is implemented. It should represent the aspirational goal, and be something that staff can all rally behind.
  2. Hand out sticky notes and ask each member to write down on one note what they believe is the #1 desired outcome from the organizational change and one thing that they are hoping to avoid (you may wish to use your goal statements to drive this).
  3. As a group, review each of the sticky notes and group similar statements in categories. Provide each individual with 3 voting dots and ask them to select their three favorite statements.
  4. Select your winning statements in teams of 2–3. Review each statement and as a team work to strengthen the language to ensure that the statement provides a call to action, that it is short and to the point, and motivational.
  5. Present the statements back to the group and select the best option through a consensus vote.
  6. Document the change vision in your Organizational Design Implementation Kick-Off Presentation.

Customize the presentation identifying key changes that will be occurring

1.4 2 hours

Input

  • Old and new organizational sketch

Output

  • Identified key changes that are occurring

Materials

  • Whiteboard
  • Sticky notes & Pens
  • Camera

Participants

  • OD implementation team
  1. On a whiteboard, draw a high-level picture of your previous organizational sketch and your new organizational sketch.
  2. Using sticky notes, ask individuals to highlight key high-level challenges that exist in the current model (consider people, process, and technology).
  3. Consider each sticky note, and highlight and document how and where your new sketch will overcome those challenges and the key differences between the old structure and the new.
  4. Take a photo of the two sketches and comments, and document these in your Organizational Design Implementation Kick-Off Presentation.

Modify the presentation by identifying and documenting key milestones

1.5 1 hour

Input

  • OD implementation team calendars

Output

  • OD implementation team timeline

Materials

  • OD Implementation Kick-Off Presentation

Participants

  • OD implementation team
  1. Review the timeline in the Organizational Design Implementation Kick-Off Presentation. As a group, discuss the key milestones identified in the presentation:
    • Kick-off presentation
    • Departmental transition strategy built
    • Organizational transition strategy built
    • Manager training
    • One-on-one meetings with staff to discuss changes to roles
    • Individual transition strategy development begins
  2. Review the timeline, and keeping your other commitments in mind, estimate when each of these tasks will be completed and update the timeline.

Build an OD implementation FAQ to proactively address key questions and concerns about the change

Organizational Design Implementation FAQ

Leverage this template as a starting place for building an organizational design implementation FAQ.

This template is prepopulated with example questions and answers which are likely to arise.

Info-Tech encourages you to use the list of questions as a basis for your FAQ and to add additional questions based on the changes occurring at your organization.

It may also be a good idea to store the FAQ on a company intranet portal so that staff has access at all times and to provide users with a unique email address to forward questions to when they have them.

Build your unique organizational design implementation FAQ to keep staff informed throughout the change

1.6 1 hour + ongoing

Input

  • OD implementation team calendars

Output

  • OD implementation team timeline

Materials

  • OD Implementation Kick-Off Presentation

Participants

  • OD implementation team
  1. Download a copy of the Organizational Design Implementation FAQ and as a group, review each of the key questions.
  2. Delete any questions that are not relevant and add any additional questions you either believe you will receive or which you have already been asked.
  3. Divide the questions among team members and have each member provide a response to these questions.
  4. The CIO and the project manager should review the responses for accuracy and ensure they are ready to be shared with staff.
  5. Publish the responses on an IT intranet site and make the location known to your IT staff.

Dispelling rumors by using a large implementation team

CASE STUDY

Industry: Manufacturing

Source: CIO

Challenge

When rumors of the impending reorganization reached staff, there was a lot of confusion and some of the more vocal detractors in the department enforced these rumors.

Staff were worried about changes to their jobs, demotions, and worst of all, losing their jobs. There was no communication from senior management to dispel the gossip and the line managers were also in the dark so they weren’t able to offer support.

Staff did not feel comfortable reaching out to senior management about the rumors and they didn’t know who the change manager was.

Solution

The CIO and change manager put together a large implementation team that included many of the managers in the department. This allowed the managers to handle the gossip through informal conversations with their staff.

The change manager also built a communication strategy to communicate the stages of the reorganization and used FAQs to address the more common questions.

Results

The reorganization was adopted very quickly since there was little confusion surrounding the changes with all staff members. Many of the personnel risks were mitigated by the communication strategy because it dispelled rumors and took some of the power away from the vocal detractors in the department.

An engagement survey was conducted 3 months after the reorganization and the results showed that the engagement of staff had not changed after the reorganization.

If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

Book a workshop with our Info-Tech analysts:

  • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
  • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
  • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

The following are sample activities that will be conducted by Info-Tech analysts with your team:

1a: Launch the MLI Dashboard (Pre-Work)

Prior to the workshop, Info-Tech’s advisors will work with you to launch the MLI diagnostic to understand the overall engagement levels of your organization.

1b: Review Your MLI Results

The analysts will facilitate several exercises to help you and your team identify your current engagement levels, and the variance across demographics and over time.

If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

Book a workshop with our Info-Tech analysts:

1.1: Define Your Change Team Responsibilities

Review the key responsibilities of the organizational design implementation team and define the RACI for each individual member.

1.3: Define Your Change Vision and Goals

Identify the change vision statement which will serve as the center piece for your change communications as well as the key message you want to deliver to your staff about the change. These messages should be clear, emotionally impactful, and inspirational.

1.4: Identify Key Changes Which Will Impact Staff

Collectively brainstorm all of the key changes that are happening as a result of the change, and prioritize the list based on the impact they will have on staff. Document the top 10 biggest changes – and the opportunities the change creates or problems it solves.

If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

Book a workshop with our Info-Tech analysts:

1.5: Define the High-Level Change Timeline

Identify and document the key milestones within the change as a group, and determine key dates and change owners for each of the key items. Determine the best way to discuss these timelines with staff, and whether there are any which you feel will have higher levels of resistance.

1.5: Build the FAQ and Prepare for Objection Handling

As a group, brainstorm the key questions you believe you will receive about the change and develop a common FAQ to provide to staff members. The advisor will assist you in preparing to manage objections to limit resistance.

Phase 2

Build The Organizational Transition Plan

Build the organizational transition plan

Outcomes of this section:

  • A holistic list of projects that will enable the implementation of the organizational structure.
  • A schedule to monitor the progress of your change projects.

This section involves the following participants:

  • CIO
  • Reorganization Implementation Team

Key Section Insight:

Be careful to understand the impacts of the change on all groups and departments. For best results, you will need representation from all departments to limit conflict and ensure a smooth transition. For large IT organizations, you will need to have a plan for each department/work unit and create a larger integration project.

Phase 2 outline

Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

Guided Implementation 2: Build the Organizational Transition Plan

Proposed Time to Completion (in weeks): 2-4 weeks

Step 2.1: Review the Change Dimensions and How They Are Used to Plan Change Projects

Start with an analyst kick off call:

  • Review the purpose of the kick-off meeting.
  • Review the change project dimensions.
  • Review the Organizational Design Implementation Project Planning Tool.

Then complete these activities…

  • Conduct your kick-off meeting.
  • Brainstorm a list of reorganization projects and their related tasks.

With these tools & templates:

  • Organizational Design Implementation Project Planning Tool

Step 2.2: Review the List of Change Projects

Review findings with analyst:

  • Revisit the list of projects and tasks developed in the brainstorming session.
  • Assess the list and determine resourcing and dependencies for the projects.
  • Review the monitoring process.

Then complete these activities…

  • Complete the Organizational Design Implementation Project Planning Tool.
  • Map out your project dependencies and resourcing.
  • Develop a schedule for monitoring projects.

With these tools & templates:

  • Organizational Design Implementation Project Planning Tool

Use Info-Tech’s Organizational Design Implementation Project Planning Tool to plan and track your reorganization

  • Use Info-Tech’s Organizational Design Implementation Project Planning Tool to document and track all of the changes that are occurring during your reorganization.
  • Automatically build Gantt charts for all of the projects that are being undertaken, track problems in the issue log, and monitor the progress of projects in the reporting tab.
  • Each department/work group will maintain its own version of this tool throughout the reorganization effort and the project manager will maintain a master copy with all of the projects listed.
  • The chart comes pre-populated with example data gathered through the research and interview process to help generate ideas for your own reorganization.
  • Review the instructions at the top of each work sheet for entering and modifying the data within each chart.

Have a short kick-off meeting to introduce the project planning process to your implementation team

2.1 30 minutes

Output

  • Departmental ownership of planning tool

Materials

  • OD Implementation Project Planning Tool

Participants

  • Change Project Manager
  • Implementation Team
  • Senior Management (optional)
  1. The purpose of this kick-off meeting is to assign ownership of the project planning process to members of the implementation team and to begin thinking about the portfolio of projects required to successfully complete the reorganization.
  2. Use the email template included on this slide to invite your team members to the meeting.
  3. The topics that need to be covered in the meeting are:
    • Introducing the materials/templates that will be used throughout the process.
    • Assigning ownership of the Organizational Design Implementation Project Planning Tool to members of your team.
      • Ownership will be at the departmental level where each department or working group will manage their own change projects.
    • Prepare your implementation team for the next meeting where they will be brainstorming the list of projects that will need to be completed throughout the reorganization.
  4. Distribute/email the tools and templates to the team so that they may familiarize themselves with the materials before the next meeting.

Hello [participant],

We will be holding our kickoff meeting for our reorganization on [date]. We will be discussing the reorganization process at a high level with special attention being payed to the tools and templates that we will be using throughout the process. By the end of the meeting, we will have assigned ownership of the Project Planning Tool to department representatives and we will have scheduled the next meeting where we’ll brainstorm our list of projects for the reorganization.

Consider Info-Tech’s four organizational change dimensions when identifying change projects

CHANGE DIMENSIONS

  • TECHNOLOGY AND LOGISTICS
  • COMMUNICATION
  • STAFFING
  • PROCESS

Technology and Logistics

  • These are all the projects that will impact the technology used and physical logistics of your workspace.
  • These include new devices, access/permissions, new desks, etc.

Communication

  • All of the required changes after the reorganization to ongoing communications within IT and to the rest of the organization.
  • Also includes communication projects that are occurring during the reorganization.

Staffing

  • These projects address the changes to your staff’s roles.
  • Includes role changes, job description building, consulting with HR, etc.

Process

  • Projects that address changes to IT processes that will occur after the reorganization.

Use these trigger questions to help identify all aspects of your coming changes

STAFFING

  • Do you need to hire short or long-term staff to fill vacancies?
  • How long does it typically take to hire a new employee?
  • Will there be staff who are new to management positions?
  • Is HR on board with the reorganization?
  • Have they been consulted?
  • Have transition plans been built for all staff members who are transitioning roles/duties?
  • Will gaps in the structure need to be addressed with new hires?

COMMUNICATION

  • When will the change be communicated to various members of the staff?
  • Will there be disruption to services during the reorganization?
  • Who, outside of IT, needs to know about the reorganization?
  • Do external communications need to be adjusted because of the reorganization? Moving/centralizing service desk, BRMs, etc.?
  • Are there plans/is there a desire to change the way IT communicates with the rest of the organization?
  • Will the reorganization affect the culture of the department? Is the new structure compatible with the current culture?

Use these trigger questions to help identify all aspects of your coming changes (continued)

TECHNOLOGY AND LOGISTICS

  • Will employees require new devices in their new roles?
  • Will employees be required to move their workspace?
  • What changes to the workspace are required to facilitate the new organization?
  • Does new furniture have to be purchased to accommodate new spaces/staff?
  • Is the workspace adequate/up to date technologically (telephone network, Wi-Fi coverage, etc.)?
  • Will employees require new permissions/access for their changing roles?
  • Will permissions/access need to be removed?
  • What is your budget for the reorganization?
  • If a large geographical move is occurring, have problems regarding geography, language barriers, and cultural sensitivities been addressed?

PROCESS

  • What processes need to be developed?
  • What training for processes is required?
  • Is the daily functioning of the IT department predicted to change?
  • Are new processes being implemented during the reorganization?
  • How will the project portfolio be affected by the reorganization?
  • Is new documentation required to accompany new/changing processes?

Brainstorm the change projects to be carried out during the reorganization for your team/department

2.2 3 hours

Input

  • Constructive group discussion

Output

  • Thorough list of all reorganization projects

Materials

  • Whiteboard, sticky notes
  • OD Implementation Project Planning Tool

Participants

  • Implementation Team
  • CIO
  • Senior Management
  1. Before the meeting, distribute the list of trigger questions presented on the two previous slides to prepare your implementation team for the brainstorming session.
  2. Begin the meeting by dividing up your implementation team into the departments/work groups that they represent (and have ownership of the tool over).
  3. Distribute a different color of sticky notes to each team and have them write out each project they can think of for each of the change planning dimensions (Staffing, Communication, Process and Technology/Logistics) using the trigger questions.
  4. After one hour, ask the groups to place the projects that they brainstormed onto the whiteboard divided into the four change dimensions.
  5. Discuss the complete list of projects on the board.
    • Remove projects that are listed more than once since some projects will be universal to some/all departments.
    • Adjust the wording of projects for the sake of clarity.
    • Identify projects that are specific to certain departments.
  6. Document the list of high-level projects on tab 2 “Project Lists” within the OD Implementation Project Planning Tool after the activity is complete.

Prioritize projects to assist with project planning modeling

Prioritization is the process of ranking each project based on its importance to implementation success. Hold a meeting for the implementation team and extended team to prioritize the project list. At the conclusion of the meeting, each requirement should be assigned a priority level. The implementation teams will use these priority levels to ensure efforts are targeted towards the proper projects. A simple way to do this for your implementation is to use the MoSCoW Model of Prioritization to effectively order requirements.

The MoSCoW Model of Prioritization

MUST HAVE - Projects must be implemented for the organizational design to be considered successful.

SHOULD HAVE - Projects are high priority that should be included in the implementation if possible.

COULD HAVE - Projects are desirable but not necessary and could be included if resources are available.

WON'T HAVE - Projects won’t be in the next release, but will be considered for the future releases.

The MoSCoW model was introduced by Dai Clegg of Oracle UK in 1994.

Keep the following criteria in mind as you determine your priorities

Effective Prioritization Criteria

Criteria Description
Regulatory & Legal Compliance These requirements will be considered mandatory.
Policy or Contract Compliance Unless an internal policy or contract can be altered or an exception can be made, these projects will be considered mandatory.
Business Value Significance Give a higher priority to high-value projects.
Business Risk Any project with the potential to jeopardize the entire project should be given a high priority and implemented early.
Implementation Complexity Give a higher priority to quick wins.
Alignment with Strategy Give a higher priority to requirements that enable the corporate strategy and IT strategy.
Urgency Prioritize projects based on time sensitivity.
Dependencies A project on its own may be low priority, but if it supports a high-priority requirement, then its priority must match it.
Funding Availability Do we have the funding required to make this change?

Prioritize the change projects within your team/department to be executed during the reorganization

2.3 3 hours

Input

  • Organizational Design Implementation Project Planning Tool

Output

  • Prioritized list of projects

Materials

  • Whiteboard, sticky notes
  • OD Implementation Project Planning Tool

Participants

  • Implementation Team
  • Extended Implementation Team
  1. Divide the group into their department teams. Draw 4 columns on a whiteboard, including the following:
    • Must have
    • Should have
    • Could have
    • Won’t have
  2. As a group, review each project and collaboratively identify which projects fall within each category. You should have a strong balance between each of the categories.
  3. Beginning with the “must have” projects, determine if each has any dependencies. If any of the projects are dependent on another, add the dependency project to the “must have” category. Group and circle the dependent projects.
  4. Continue the same exercise with the “should have” and “could have” options.
  5. Record the results on tab “2. Project List” of the Organizational Design Implementation Project Planning Tool using the drop down option.

Determine resource availability for completing your change projects

2.4 2 hours

Input

  • Constructive group discussion

Output

  • Thorough list of all reorganization projects

Materials

  • Whiteboard, sticky notes
  • OD Implementation Project Planning Tool

Participants

  • Implementation Team
  • CIO
  • Senior Management
  1. Divide the group into their department teams to plan the execution of the high-level list of projects developed in activity 2.2.
  2. Review the list of high-level projects and starting with the “must do” projects, consider each in turn and brainstorm all of the tasks required to complete these projects. Write down each task on a sticky note and place it under the high-level project.
  3. On the same sticky note as the task, estimate how much time would be required to complete each task. Be realistic about time frames since these projects will be on top of all of the regular day-to-day work.
  4. Along with the time frame, document the resources that will be required and who will be responsible for the tasks. If you have a documented Project Portfolio, use this to determine resourcing.
  5. After mapping out the tasks, bring the group back together to present their list of projects, tasks, and required resources.
    • Go through the project task lists to make sure that nothing is missed.
    • Review the timelines to make sure they are feasible.
    • Review the resources to ensure that they are available and realistic based on constraints (time, current workload, etc.).
    • Repeat the process for the Should do and Could do projects.
  1. Document the tasks and resources in tab “3. Task Monitoring” in the OD Implementation Project Planning Tool after the activity is complete.

Map out the change project dependencies at the departmental level

2.5 2 hours

Input

  • Constructive group discussion

Output

  • Thorough list of all reorganization projects

Materials

  • Whiteboard, sticky notes
  • OD Implementation Project Planning Tool

Participants

  • Implementation Team
  • CIO
  • Senior Management
  1. Divide the group into their department teams to map the dependencies of their tasks created in activity 2.3.
  2. Take the project task sticky notes created in the previous activity and lay them out along a timeline from start to finish.
  3. Determine the dependencies of the tasks internal to the department. Map out the types of dependencies.
    • Finish to Start: Preceding task must be completed before the next can start.
    • Start to Start: Preceding task must start before the next task can start.
    • Finish to Finish: Predecessor must finish before successor can finish.
    • Start to Finish: Predecessor must start before successor can finish.
  4. Bring the group back together and review each group’s timeline and dependencies to make sure that nothing has been missed.
  5. As a group, determine whether there are dependencies that span the departmental lists of projects.
  6. Document all of the dependencies within the department and between departmental lists of projects and tasks in the OD Implementation Project Planning Tool.

Amalgamate all of the departmental change planning tools into a master copy

2.6 3 hours

Input

  • Department-specific copies of the OD Implementation Project Planning Tool

Output

  • Universal list of all of the change projects

Materials

  • Whiteboard and sticky notes

Participants

  • Implementation Project Manager
  • Members of the implementation team for support (optional)
  1. Before starting the activity, gather all of the OD Implementation Project Planning Tools completed at the departmental level.
  2. Review each completed tool and write all of the individual projects with their timelines on sticky notes and place them on the whiteboard.
  3. Build timelines using the documented dependencies for each department. Verify that the resources (time, people, physical) are adequate and feasible.
  4. Combine all of the departmental project planning tools into one master tool to be used to monitor the overall status of the reorganization. Separate the projects based on the departments they are specific to.
  5. Finalize the timeline based on resource approval and using the dependencies mapped out in the previous exercise.
  6. Approve the planning tools and store them in a shared drive so they can be accessed by the implementation team members.

Create a progress monitoring schedule

2.7 1 hour weekly

Input

  • OD Implementation Project Planning Tools (departmental & organizational)

Output

  • Actions to be taken before the next pulse meeting

Participants

  • Implementation Project Manager
  • Members of the implementation team for support
  • Senior Management
  1. Hold weekly pulse meetings to keep track of project progress.
  2. The agenda of each meeting should include:
    • Resolutions to problems/complications raised at the previous week’s meeting.
    • Updates on each department’s progress.
    • Raising any issues/complications that have appeared that week.
    • A discussion of potential solutions to the issues/complications.
    • Validating the work that will be completed before the next meeting.
    • Raising any general questions or concerns that have been voiced by staff about the reorganization.
  3. Upload notes from the meeting about resolutions and changes to the schedules to the shared drive containing the tools.
  4. Increase the frequency of the meetings towards the end of the project if necessary.

Building a holistic change plan enables adoption of the new organizational structure

CASE STUDY

Industry: Manufacturing

Source: CIO

Challenge

The CIO was worried about the impending reorganization due to problems that they had run into during the last reorganization they had conducted. The change management projects were not planned well and they led to a lot of uncertainty before and after the implementation.

No one on the staff was ready for the reorganization. Change projects were completed four months after implementation since many of them had not been predicted and cataloged. This caused major disruptions to their user services leading to drops in user satisfaction.

Solution

Using their large and diverse implementation team, they spent a great deal of time during the early stages of planning devoted to brainstorming and documenting all of the potential change projects.

Through regular meetings, the implementation team was able to iteratively adjust the portfolio of change projects to fit changing needs.

Results

Despite having to undergo a major reorganization that involved centralizing their service desk in a different state, there were no disruptions to their user services.

Since all of the change projects were documented and completed, they were able to move their service desk staff over a weekend to a workspace that was already set up. There were no changes to the user satisfaction scores over the period of their reorganization.

If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

Book a workshop with our Info-Tech analysts:

  • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
  • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
  • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

The following are sample activities that will be conducted by Info-Tech analysts with your team:

2.2 Brainstorm Your List of Change Projects

Review your reorganization plans and facilitate a brainstorming session to identify a complete list of all of the projects needed to implement your new organizational design.

2.5 Map Out the Dependencies and Resources for Your Change Projects

Examine your complete list of change projects and determine the dependencies between all of your change projects. Align your project portfolio and resource levels to the projects in order to resource them adequately.

Phase 3

Lead Staff Through the Reorganization

Train managers to lead through change

Outcomes of this Section:

  • Completed the workshop: Lead Staff Through Organizational Change
  • Managers possess stakeholder engagement plans for each employee
  • Managers are prepared to fulfil their roles in implementing the organizational change

This section involves the following participants:

  • CIO
  • IT leadership team
  • IT staff

Key Section Insight:

The majority of IT managers were promoted because they excelled at the technical aspect of their job rather than in people management. Not providing training is setting your organization up for failure. Train managers to effectively lead through change to see a 72% decrease in change management issues. (Source: Abilla, 2009)

Phase 3 outline

Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

Guided Implementation 3: Train Managers to Lead Through Change

Proposed Time to Completion (in weeks): 1-2 weeks

Step 3.1: Train Your Managers to Lead Through the Change

Start with an analyst kick off call:

  • Go over the manager training workshop section of this deck.
  • Review the deliverables generated from the workshop (stakeholder engagement plan and conflict style self-assessment).

Then complete these activities…

  • Conduct the workshop with your managers.

With these tools & templates:

  • Organizational Design Implementation Manager Training Guide
  • Organizational Design Implementation Stakeholder Engagement Plan Template

Step 3.2: Debrief After the Workshop

Review findings with analyst:

  • Discuss the outcomes of the manager training.
  • Mention any feedback.
  • High-level overview of the workshop deliverables.

Then complete these activities…

  • Encourage participants to review and revise their stakeholder engagement plans.
  • Review the Organizational Design Implementation Transition Plan Template and next steps.

Get managers involved to address the majority of obstacles to successful change

Managers all well-positioned to translate how the organizational change will directly impact individuals on their teams.

Reasons Why Change Fails

EMPLOYEE RESISTANCE TO CHANGE - 39%

MANAGEMENT BEHAVIOR NOT SUPPORTIVE OF CHANGE - 33%

INADEQUATE RESOURCE OR BUDGET - 14%

OTHER OBSTACLES - 14%

72% of change management issues can be directly improved by management.

(Source: shmula)

Why are managers crucial to organizational change?

  • Managers are extremely well-connected.
    • They have extensive horizontal and vertical networks spanning the organization.
    • Managers understand the informal networks of the organization.
  • Managers are valuable communicators.
    • Managers have established strong relationships with employees.
    • Managers influence the way staff perceive messaging.

Conduct a workshop with managers to help them lead their teams through change

Organizational Design Implementation Manager Training Guide

Give managers the tools and skills to support their employees and carry out difficult conversations.

Understand the role of management in communicating the change

Understand reactions to change

Resolve conflict

Respond to FAQs

Monitor and measure employee engagement

Prepare managers to effectively execute their role in the organizational change by running a 2-hour training workshop.

Complete the activities on the following slides to:

  • Plan and prepare for the workshop.
  • Execute the group exercises.
  • Help managers develop stakeholder engagement plans for each of their employees.
  • Initiate the McLean Leadership Index™ survey to measure employee engagement.

Plan and prepare for the workshop

3.1 Plan and prepare for the workshop.

Output

  • Workshop participants
  • Completed workshop prep

Materials

  • Organizational Design Implementation Manager Training Guide

Instructions

  1. Create a list of all managers that will be responsible for leading their teams through the change.
  2. Select a date for the workshop.
    • The training session will run approximately 2 hours and should be scheduled within a week of when the implementation plan is communicated organization-wide.
  3. Review the material outlined in the presentation and prepare the Organizational Design Implementation Manager Training Guide for the workshop:
    • Copy and print the “Pre-workshop Facilitator Instructions” and “Facilitator Notes” located in the notes section below each slide.
    • Revise frequently asked questions (FAQs) and responses.
    • Delete instruction slides.

Invite managers to the workshop

Workshop Invitation Email Template

Make necessary modifications to the Workshop Invitation Email Template and send invitations to managers.

Hi ________,

As you are aware, we are starting to roll out some of the initiatives associated with our organizational change mandate. A key component of our implementation plan is to ensure that managers are well-prepared to lead their teams through the transition.

To help you proactively address the questions and concerns of your staff, and to ensure that the changes are implemented effectively, we will be conducting a workshop for managers on .

While the change team is tasked with most of the duties around planning, implementing, and communicating the change organization-wide, you and other managers are responsible for ensuring that your employees understand how the change will impact them specifically. The workshop will prepare you for your role in implementing the organizational changes in the coming weeks, and help you refine the skills and techniques necessary to engage in challenging conversations, resolve conflicts, and reduce uncertainty.

Please confirm your attendance for the workshop. We look forward to your participation.

Kind regards,

Change team

Prepare managers for the change by helping them build useful deliverables

ODI Stakeholder Engagement Plan Template & Conflict Style Self-Assessment

Help managers create useful deliverables that continue to provide value after the workshop is completed.

Workshop Deliverables

Organizational Design Implementation Stakeholder Engagement Plan Template

  • Document the areas of change resistance, detachment, uncertainty, and support for each employee.
  • Document strategies to overcome resistance, increase engagement, reduce uncertainty, and leverage their support.
  • Create action items to execute after the workshop.

Conflict Style Self-Assessment

  • Determine how you approach conflicts.
  • Analyze the strengths and weaknesses of this approach.
  • Identify ways to adopt different conflict styles depending on the situation.

Book a follow-up meeting with managers and determine which strategies to Start, Stop, or Continue

3.2 1 hour

Output

  • Stakeholder engagement templates

Materials

  • Sticky notes
  • Pen and paper

Participants

  • Implementation Team
  • Managers
  1. Schedule a follow-up meeting 2–3 weeks after the workshop.
  2. Facilitate an open conversation on approaches and strategies that have been used or could be used to:
    • Overcome resistance
    • Increase engagement
    • Reduce uncertainty
    • Leverage support
  3. During the discussion, document ideas on the whiteboard.
  4. Have participants vote on whether the approaches and strategies should be started, stopped, or continued.
    • Start: actions that the team would like to begin.
    • Stop: actions that the team would like to stop.
    • Continue: actions that work for the team and should proceed.
  5. Encourage participants to review and revise their stakeholder engagement plans.

If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

Book a workshop with our Info-Tech analysts:

  • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
  • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
  • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

The following are sample activities that will be conducted by Info-Tech analysts with your team:

3.1 The Change Maze

Break the ice with an activity that illustrates the discomfort of unexpected change, and the value of timely and instructive communication.

3.2 Perform a Change Management Retrospective

Leverage the collective experience of the group. Share challenges and successes from previous organizational changes and apply those lessons to the current transition.

3.3 Create a Stakeholder Engagement Plan

Have managers identify areas of resistance, detachment, uncertainty, and support for each employee and share strategies for overcoming resistance and leveraging support to craft an action plan for each of their employees.

3.4 Conduct a Conflict Style Self-Assessment

Give participants an opportunity to better understand how they approach conflicts. Administer the Conflict Style Self-Assessment to identify conflict styles and jumpstart a conversation about how to effectively resolve conflicts.

Transition your staff to their new roles

Outcomes of this Section:

  • Identified key responsibilities to transition
  • Identified key relationships to be built
  • Built staff individual transition plans and timing

This section involves the following participants:

  • All IT staff members

Key Section Insight

In order to ensure a smooth transition, you need to identify the transition scheduled for each employee. Knowing when they will retire and assume responsibilities and aligning this with the organizational transition will be crucial.

Phase 3b outline

Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

Guided Implementation 3b: Transition Staff to New Roles

Proposed Time to Completion (in weeks): 2-4

Step 4.1: Build Your Transition Plans

Start with an analyst kick off call:

  • Review the Organizational Design Implementation Transition Plan Template and its contents.
  • Return to the new org structure and project planning tool for information to fill in the template.

Then complete these activities…

  • Present the template to your managers.
  • Have them fill in the template with their staff.
  • Approve the completed templates.

With these tools & templates:

  • Organizational Design Implementation Project Planning Tool
  • Organizational Design Implementation Transition Plan Template

Step 4.2: Finalize Your Transition Plans

Review findings with analyst:

  • Discuss strategies for timing the transition of your employees.
  • Determine the readiness of your departments for transitioning.

Then complete these activities…

  • Build a transition readiness timeline of your departments.
  • Move your employees to their new roles.

With these tools & templates:

  • Organizational Design Implementation Project Planning Tool
  • Organizational Design Implementation Transition Plan Template

Use Info-Tech’s transition plan template to map out all of the changes your employees will face during reorganization

Organizational Design Implementation Transition Plan Template

  • Use Info-Tech’s Organizational Design Implementation Transition Plan Template to document (in consultation with your employees) all of the changes individual staff members need to go through in order to transition into their new roles.
  • It provides a holistic view of all of the changes aligned to the change planning dimensions, including:
    • Current and new job responsibilities
    • Outstanding projects
    • Documenting where the employee may be moving
    • Technology changes
    • Required training
    • New relationships that need to be made
    • Risk mitigation
  • The template is designed to be completed by managers for their direct reports.

Customize the transition plan template for all affected staff members

4.1 30 minutes per employee

Output

  • Completed transition plans

Materials

  • Individual transition plan templates (for each employee)

Participants

  • Implementation Team
  • Managers
  1. Implementation team members should hold one-on-one meetings with the managers from the departments they represent to go through the transition plan template.
  2. Some elements of the transition plan can be completed at the initial meeting with knowledge from the implementation team and documentation from the new organizational structure:
    • Employee information (except for the planned transition date)
    • New job responsibilities
    • Logistics and technology changes
    • Relationships (recommendations can be made about beneficial relationships to form if the employee is transitioning to a new role)
  3. After the meeting, managers can continue filling in information based on their own knowledge of their employees:
    • Current job responsibilities
    • Outstanding projects
    • Training (identify gaps in the employee’s knowledge if their role is changing)
    • Risks (potential concerns or problems for the employee during the reorganization)

Verify and complete the individual transition plans by holding one-on-one meetings with the staff

4.2 30 minutes per employee

Output

  • Completed transition plans

Materials

  • Individual transition plan templates (for each employee)

Participants

  • Managers
  • Staff (Managers’ Direct Reports)
  1. After the managers complete everything they can in the transition plan templates, they should schedule one-on-one meetings with their staff to review the completed document to ensure the information is correct.
  2. Begin the meeting by verifying the elements that require the most information from the employee:
    • Current job responsibilities
    • Outstanding projects
    • Risks (ask about any problems or concerns they may have about the reorganization)
  3. Discuss the following elements of the transition plan to get feedback:
    • Training (ask if there is any training they feel they may need to be successful at the organization)
    • Relationships (determine if there are any relationships that the employee would like to develop that you may have missed)
  4. Since this may be the first opportunity that the staff member has had to discuss their new role (if they are moving to one), review their new job title and new job responsibilities with them. If employees are prepared for their new role, they may feel more accountable for quickly adopting the reorganization.
  5. Document any questions that they may have so that they can be answered in future communications from the implementation team.
  6. After completing the template, managers will sign off on the document in the approval section.

Validate plans with organizational change project manager and build the transition timeline

4.3 3 hours

Input

  • Individual transition plans
  • Organizational Design Implementation Project Planning Tool

Output

  • Timeline outlining departmental transition readiness

Materials

  • Whiteboard

Participants

  • Implementation Project Manager
  • Implementation Team
  • Managers
  1. After receiving all of the completed individual transition plan templates from managers, members of the implementation team need to approve the contents of the templates (for the departments that they represent).
  2. Review the logistics and technology requirements for transition in each of the templates and align them with the completion dates of the related projects in the Project Planning Tool. These dates will serve as the earliest possible time to transition the employee. Use the latest date from the list to serve as the date that the whole department will be ready to transition.
  3. Hand the approved transition plan templates and the dates at which the departments will be ready for transitioning to the Implementation Project Manager.
  4. The Project Manager needs to verify the contents of the transition plans and approve them.
  5. On a calendar or whiteboard, list the dates that each department will be ready for transitioning.
  6. Review the master copy of the Project Planning Tool. Determine if the outstanding projects limit your ability to transition the departments (when they are ready to transition). Change the ready dates of the departments to align with the completion dates of those projects.
  7. Use these dates to determine the timeline for when you would like to transition your employees to their new roles.

Overcoming inexperience by training managers to lead through change

CASE STUDY

Industry: Manufacturing

Source: CIO

Challenge

The IT department had not undergone a major reorganization in several years. When they last reorganized, they experienced high turnover and decreased business satisfaction with IT.

Many of the managers were new to their roles and only one of them had been around for the earlier reorganization. They lacked experience in leading their staff through major organizational changes.

One of the major problems they faced was addressing the concerns, fears, and resistance of their staff properly.

Solution

The implementation team ran a workshop for all of the managers in the department to train them on the change and how to communicate the impending changes to their staff. The workshop included information on resistance and conflict resolution.

The workshop was conducted early on in the planning phases of the reorganization so that any rumors or gossip could be addressed properly and quickly.

Results

The reorganization was well accepted by the staff due to the positive reinforcement from their managers. Rumors and gossip about the reorganization were under control and the staff adopted the new organizational structure quickly.

Engagement levels of the staff were maintained and actually improved by 5% immediately after the reorganization.

Voluntary turnover was minimal throughout the change as opposed to the previous reorganization where they lost 10% of their staff. There was an estimated cost savings of $250,000–$300,000.

If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

Book a workshop with our Info-Tech analysts:

  • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
  • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
  • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

The following are sample activities that will be conducted by Info-Tech analysts with your team:

3.2.1 Build Your Staff Transition Plan

Review the contends of the staff transition plan, and using the organizational change map as a guide, build the transition schedule for one employee.

3.2.1 Review the Transition Plan With the Transition Team

Review and validate the results for your transition team schedule with other team members. As a group, discuss what makes this exercise difficult and any ideas for how to simplify the exercise.

Works cited

American Productivity and Quality Center. “Motivation Strategies.” Potentials Magazine. Dec. 2004. Web. November 2014.

Bersin, Josh. “Time to Scrap Performance Appraisals?” Forbes Magazine. 5 June 2013. Web. 30 Oct 2013.

Bridges, William. Managing Transitions, 3rd Ed. Philadelphia: Da Capo Press, 2009.

Buckley, Phil. Change with Confidence – Answers to the 50 Biggest Questions that Keep Change Leaders up at Night. Canada: Jossey-Bass, 2013.

“Change and project management.” Change First. 2014. Web. December 2009. <http://www.changefirst.com/uploads/documents/Change_and_project_management.pdf>.

Cheese, Peter, et al. “Creating an Agile Organization.” Accenture. Oct. 2009. Web. Nov. 2013.

Croxon, Bruce et al. “Dinner Series: Performance Management with Bruce Croxon from CBC's 'Dragon's Den.'” HRPA Toronto Chapter. Sheraton Hotel, Toronto, ON. 12 Nov. 2013. Panel discussion.

Culbert, Samuel. “10 Reasons to Get Rid of Performance Reviews.” Huffington Post Business. 18 Dec. 2012. Web. 28 Oct. 2013. <http://www.huffingtonpost.com/samuel-culbert/performance-reviews_b_2325104.html>.

Denning, Steve. “The Case Against Agile: Ten Perennial Management Objections.” Forbes Magazine. 17 Apr. 2012. Web. Nov. 2013.

Works cited cont.

“Establish A Change Management Structure.” Human Technology. Web. December 2014.

Estis, Ryan. “Blowing up the Performance Review: Interview with Adobe’s Donna Morris.” Ryan Estis & Associates. 17 June 2013. Web. Oct. 2013. <http://ryanestis.com/adobe-interview/>.

Ford, Edward L. “Leveraging Recognition: Noncash incentives to Improve Performance.” Workspan Magazine. Nov 2006. Web. Accessed May 12, 2014.

Gallup, Inc. “Gallup Study: Engaged Employees Inspire Company Innovation.” Gallup Management Journal. 12 Oct. 2006. Web. 12 Jan 2012.

Gartside, David, et al. “Trends Reshaping the Future of HR.” Accenture. 2013. Web. 5 Nov. 2013.

Grenville-Cleave, Bridget. “Change and Negative Emotions.” Positive Psychology News Daily. 2009.

Heath, Chip, and Dan Heath. Switch: How to Change Things When Change Is Hard. Portland: Broadway Books. 2010.

HR Commitment AB. Communicating organizational change. 2008.

Keller, Scott, and Carolyn Aiken. “The Inconvenient Truth about Change Management.” McKinsey & Company, 2009. <http://www.mckinsey.com/en.aspx>.

Works cited cont.

Kotter, John. “LeadingChange: Why Transformation Efforts Fail.” Harvard Business Review. March-April 1995. <http://hbr.org>.

Kubler-Ross, Elisabeth and David Kessler. On Grief and Grieving: Finding the Meaning of Grief Through the Five Stages of Loss. New York: Scribner. 2007.

Lowlings, Caroline. “The Dangers of Changing without Change Management.” The Project Manager Magazine. December 2012. Web. December 2014. <http://changestory.co.za/the-dangers-of-changing-without-change-management/>.

“Managing Change.” Innovative Edge, Inc. 2011. Web. January 2015. <http://www.getcoherent.com/managing.html>.

Muchinsky, Paul M. Psychology Applied to Work. Florence: Thomson Wadsworth, 2006.

Nelson, Kate and Stacy Aaron. The Change Management Pocket Guide, First Ed., USA: Change Guides LLC, 2005.

Nguyen Huy, Quy. “In Praise of Middle Managers.” Harvard Business Review. 2001. Web. December 2014. <https://hbr.org/2001/09/in-praise-of-middle-managers/ar/1>

“Only One-Quarter of Employers Are Sustaining Gains From Change Management Initiatives, Towers Watson Survey Finds.” Towers Watson. August 2013. Web. January 2015. <http://www.towerswatson.com/en/Press/2013/08/Only-One-Quarter-of-Employers-Are-Sustaining-Gains-From-Change-Management>.

Shmula. “Why Transformation Efforts Fail.” Shmula.com. September 28, 2009. <http://www.shmula.com/why-transformation-efforts-fail/1510/>

Modernize Enterprise Storage

  • Buy Link or Shortcode: {j2store}538|cart{/j2store}
  • member rating overall impact: N/A
  • member rating average dollars saved: N/A
  • member rating average days saved: N/A
  • Parent Category Name: Storage & Backup Optimization
  • Parent Category Link: /storage-and-backup-optimization
  • Current storage solutions are nearing end of life, performance or capacity limits.
  • Data continues to grow at an exponential rate, and management complexity is growing even faster. Some kinds of data, like unstructured data, are leading factors in the exponential growth of data.
  • Emerging storage technologies and storage software/automation are disrupting the market and redefining the role of disk arrays, including how storage aligns with people and process.
  • Storage infrastructure budgets are not satisfying the exponential growth of data.

Our Advice

Critical Insight

  • Start with the data, not storage. Answer what is being stored and why before investigating the where and how of storage solutions.
  • Governance and archiving are not IT projects. These can have tremendous benefits for managing data growth but must involve the larger business.
  • More capacity is not a long-term solution. Data is growing faster than decreasing storage costs. Data and capacity mitigation strategies will help in more effective and efficient infrastructure utilization and cost reduction.

Impact and Result

  • It’s about the data. Start with what is being supported and why. Decide on what and how data is stored before you decide on where. Let the needs of your workloads and governance requirements of your business drive your storage infrastructure decisions and the technologies you adopt.
  • Identify current and future capacity needs for current and future data drivers. Evaluating the ability of current infrastructure to meet these needs will help you discover necessary additions to meet these requirements.
  • Identify governance requirements and constraints that exist across the organization and are specific to workloads. Technology has to conform to these requirements and constraints, not the other way around.
  • Align people and process with technology changes. To effectively utilize the changes in storage, appropriate changes must be made to existing people and process.

Modernize Enterprise Storage Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should modernize enterprise storage, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. Build the case for storage modernization

Develop the business case for modernizing storage and assess your existing infrastructure for meeting data needs.

  • Modernize Enterprise Storage – Phase 1: Build the Case for Storage Modernization
  • Modernize Enterprise Storage Workbook

2. Develop your storage technology needs and goals

Review data governance, explore emerging storage technologies, and identify current and future storage needs.

  • Modernize Enterprise Storage – Phase 2: Develop Your Storage Technology Needs and Goals
  • Evaluate Hyperconverged Infrastructure for Your Infrastructure Roadmap
  • Evaluate Software-Defined Storage Solutions for Your Infrastructure Roadmap
  • Evaluate All Flash in Primary Storage for Your Infrastructure Roadmap
  • Infrastructure Roadmap Technology Assessment Tool

3. Develop and communicate the roadmap, TCO, and RFP

Communicate the roadmap with people, process, and technology initiatives, develop an RFP, and conduct a TCO.

  • Modernize Enterprise Storage – Phase 3: Develop and Communicate the Roadmap and RFP
  • Modernize Enterprise Storage Communications Report
[infographic]

Workshop: Modernize Enterprise Storage

Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

1 Identify Business Case and Assess Current State

The Purpose

Identify a business case and need for storage modernization by assessing current and future storage needs.

Key Benefits Achieved

A clear understanding of the business expectations and needs of storage infrastructure.

Activities

1.1 Identify current storage pain points.

1.2 Discuss storage modernization drivers.

1.3 Identify data growth drivers.

1.4 Determine relative growth burden.

Outputs

Alignment of storage modernization with organizational pain points

Desired outcomes of storage modernization

An understanding of growth impact across drivers

An understanding of capacity and expansion needs

2 Review Governance and Emerging Technologies

The Purpose

Review existing data governance.

Explore emerging technologies and trends in the storage space.

Key Benefits Achieved

Review data governance objectives that must be met.

Identify a shortlist of storage technologies and trends that may be of interest.

Activities

2.1 Shortlist interest in storage technologies.

2.2 Prioritize shortlist of storage technologies.

2.3 Identify solutions that meet data and governance needs.

Outputs

A starting point for research into new and emerging storage technologies

Expressed interest in adopting storage technologies

A list of storage solutions needed to deliver on future data and governance needs

3 Identify Storage Needs and Develop Initiatives

The Purpose

Identify the people, process, and technology initiatives required to adopt new storage technologies.

Key Benefits Achieved

Align your organizational people and process with new and disruptive technologies to best take advantage of what these new technologies have to offer.

Activities

3.1 Complete future storage structure planning tool.

3.2 Identify storage modernization technology initiatives.

3.3 Identify storage modernization people initiatives.

3.4 Identify storage modernization process initiatives.

Outputs

A understanding of the future state of your storage infrastructure

Technology initiatives needed to adopt storage structure

People initiatives needed to adopt storage structure

Process initiatives needed to adopt storage structure

4 Build a Roadmap and RFP, Calculate TCO

The Purpose

Develop an executive communications report.

Conduct a TCO analysis comparing on-premises and cloud storage solutions.

Key Benefits Achieved

Communicate storage modernization goals and plans to stakeholders.

Activities

4.1 Prioritize storage modernization initiatives.

4.2 Complete project timeline and build roadmap.

4.3 Compare TCO of on-premises and cloud storage solutions.

Outputs

Alignment of people, process, and technology with storage adoption

Communicate storage modernization goals and plans to stakeholders and executives

Compare cost of on-premises and cloud storage alternatives

2020 IT Talent Trend Report

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  • Parent Category Name: Lead
  • Parent Category Link: /lead
  • IT is an employee’s market.
  • Automation, outsourcing, and emerging technologies are widening the skill gap and increasing the need for skilled staff.
  • IT departments must find new ways to attract and retain top talent.

Our Advice

Critical Insight

  • Improving talent management is the way forward, but many IT leaders are approaching it the wrong way.
  • Among the current climate of automating everything in the workplace, we need to bring the human element back into talent management.

Impact and Result

  • Using talent management strategies that speak to employees as individuals, rather than cogs in a machine, produces more effective IT departments.
  • IT leaders who make use of these strategies see benefits across the talent lifecycle – from hiring, to training, to retention.

2020 IT Talent Trend Report Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should focus on talent management and get an overview of what successful IT leaders are doing differently heading into 2020 – the six new talent management trends.

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. IT takes ownership of talent acquisition

IT leaders who get personally involved in recruitment see better results. Read this section to learn how leader are getting involved, and how to take the first steps.

  • 2020 IT Talent Trend Report – Trend 1: IT Takes Ownership of Talent Acquisition

2. Flexible work becomes fluid work

Heading into 2020, flexible work is table stakes. Read this section to learn what organizations offer and how you can take advantage of opportunities your competitors are missing.

  • 2020 IT Talent Trend Report – Trend 2: Flexible Work Becomes Fluid Work

3. The age of radical transparency

Ethics and transparency are emerging as key considerations for employees. How can you build a culture that supports this? Read this section to learn how.

  • 2020 IT Talent Trend Report – Trend 3: The Age of Radical Transparency

4. People analytics is business analytics

Your staff is the biggest line item in your budget, but are you using data to make decisions about your people they way you do in other areas of the business? Read this section to learn how analytics can be applied to the workforce no matter what level you are starting at.

  • 2020 IT Talent Trend Report – Trend 4: People Analytics Is Business Analytics

5. IT departments become their own universities

With the rapid pace of technological change, it is becoming increasingly harder to hire skilled people for critical roles. Read this section to learn how some IT departments are turning to in-house training to fill the skill gap.

  • 2020 IT Talent Trend Report – Trend 5: IT Departments Become Their Own Universities

6. Offboarding: The missed opportunity

What do an employee's last few days with your company look like? For most organizations, they are filled with writing rushed documentation, hosting last-minute training sessions and finishing up odd jobs. Read this section to understand the crucial opportunity most IT departments are missing when it comes to departing staff.

  • 2020 IT Talent Trend Report – Trend 6: Offboarding: The Missed Opportunity
[infographic]

Spread Best Practices With an Agile Center of Excellence

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  • Parent Category Name: Development
  • Parent Category Link: /development
  • Your organization is looking to create consistency across all Agile teams to drive greater business results and alignment.
  • You are seeking to organically grow Agile capabilities within the organization through a set of support structures and facilitated through shared learning and capabilities.

Our Advice

Critical Insight

  • Social capital can be an enabler, but also a barrier. People can only manage a finite number of relationships; ensure that the connections the Center of Excellence (CoE) facilitates are purposeful.
  • Don’t over govern. Empowerment is critical to enable improvements; set boundaries and let teams work inside them with autonomy.
  • Legitimize through listening. A CoE will not be leveraged unless it aligns with the needs of its users. Invest the time to align with the functional expectations of your Agile teams.

Impact and Result

  • Create a set of service offerings aligned with both corporate objectives and the functional expectations of its customers to ensure broad support and utility of the invested resources.
  • Understand some of the cultural and processual challenges you will face when forming a center of excellence, and address them using Info-Tech’s Agile adoption model.

Spread Best Practices With an Agile Center of Excellence Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should build an Agile Center of Excellence, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Besides the small introduction, subscribers and consulting clients within this management domain have access to:

1. Strategically align the Center of Excellence

Create strategic alignment between the CoE and the organization’s goals, objectives, and vision.

  • Spread Best Practices With an Agile Center of Excellence – Phase 1: Strategically Align the Center of Excellence

2. Standardize the Center of Excellence’s service offerings

Build an engagement plan based on a standardized adoption model to ensure your CoE service offerings are accessible and consistent across the organization.

  • Spread Best Practices With an Agile Center of Excellence – Phase 2: Standardize the Center of Excellence’s Service Offerings

3. Operate the Center of Excellence

Operate the CoE to provide service offerings to Agile teams, identify improvements to optimize the function of your Agile teams, and effectively manage and communicate change.

  • Spread Best Practices With an Agile Center of Excellence – Phase 3: Operationalize Your Agile Center of Excellence
  • ACE Satisfaction Survey
  • CoE Maturity Diagnostic Tool
  • ACE Benefits Tracking Tool
  • ACE Communications Deck
[infographic]

Workshop: Spread Best Practices With an Agile Center of Excellence

Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

1 Determine Vision of CoE

The Purpose

Create strategic alignment between the CoE and the organization’s goals, objectives, and vision.

Understand how your key stakeholders will impact the longevity of your CoE.

Determine your CoE structure and staff.

Key Benefits Achieved

Top-down alignment with strategic aims of the organization.

A set of high-level use cases to form the CoE’s service offerings around.

Visualization of key stakeholders, with their current and desired power and involvement documented.

Activities

1.1 Identify and prioritize organizational business objectives.

1.2 Form use cases for the points of alignment between your Agile Center of Excellence (ACE) and business objectives.

1.3 Prioritize your ACE stakeholders.

Outputs

Prioritized business objectives

Business-aligned use cases to form CoE’s service offerings

Stakeholder map of key influencers

2 Define Service Offerings of CoE

The Purpose

Document the functional expectations of the Agile teams.

Refine your business-aligned use cases with your collected data to achieve both business and functional alignment.

Create a capability map that visualizes and prioritizes your key service offerings.

Key Benefits Achieved

Understanding of some of the identified concerns, pain points, and potential opportunities from your stakeholders.

Refined use cases that define the service offerings the CoE provides to its customers.

Prioritization for the creation of service offerings with a capability map.

Activities

2.1 Classified pains and opportunities.

2.2 Refine your use cases to identify your ACE functions and services.

2.3 Visualize your ACE functions and service offerings with a capability map.

Outputs

Classified pains and opportunities

Refined use cases based on pains and opportunities identified during ACE requirements gathering

ACE Capability Map

3 Define Engagement Plans

The Purpose

Align service offerings with an Agile adoption model so that teams have a structured way to build their skills.

Standardize the way your organization will interact with the Center of Excellence to ensure consistency in best practices.

Key Benefits Achieved

Mechanisms put in place for continual improvement and personal development for your Agile teams.

Interaction with the CoE is standardized via engagement plans to ensure consistency in best practices and predictability for resourcing purposes.

Activities

3.1 Further categorize your use cases within the Agile adoption model.

3.2 Create an engagement plan for each level of adoption.

Outputs

Adoption-aligned service offerings

Role-based engagement plans

4 Define Metrics and Plan Communications

The Purpose

Develop a set of metrics for the CoE to monitor business-aligned outcomes with.

Key Benefits Achieved

The foundations of continuous improvement are established with a robust set of Agile metrics.

Activities

4.1 Define metrics that align with your Agile business objectives.

4.2 Define target ACE performance metrics.

4.3 Define Agile adoption metrics.

4.4 Assess the interaction and communication points of your Agile team.

4.5 Create a communication plan for change.

Outputs

Business objective-aligned metrics

CoE performance metrics

Agile adoption metrics

Assessment of organizational design

CoE communication plan

Further reading

Spread Best Practices With an Agile Center of Excellence

Achieve ongoing alignment between Agile teams and the business with a set of targeted service offerings.

ANALYST PERSPECTIVE

"Inconsistent processes and practices used across Agile teams is frequently cited as a challenge to adopting and scaling Agile within organizations. (VersionOne’s 13th Annual State of Agile Report [N=1,319]) Creating an Agile Center of Excellence (ACE) is a popular way to try to impose structure and improve performance. However, simply establishing an ACE does not guarantee you will be successful with Agile. When setting up an ACE you must: Define ACE services based on identified stakeholder needs. Staff the ACE with respected, “hands on” people, who deliver identifiable value to your Agile teams. Continuously evolve ACE service offerings to maximize stakeholder satisfaction and value delivered."

Alex Ciraco, Research Director, Applications Practice Info-Tech Research Group

Our understanding of the problem

This Research Is Designed For:

  • A CIO who is looking for a way to optimize their Agile capabilities and ensure ongoing alignment with business objectives.
  • An applications director who is looking for mechanisms to inject continuous improvement into organization-wide Agile practices.

This Research Will Help You:

  • Align your Agile support structure with business objectives and the functional expectations of its users.
  • Standardize the ways in which Agile teams develop and learn to create consistency in purpose and execution.
  • Track and communicate successes to ensure the long-term viability of an Agile Center of Excellence (ACE).

This Research Will Also Assist

  • Project managers who are tasked with managing Agile projects.
  • Application development managers who are struggling with establishing consistency, transparency, and collaboration across their teams.

This Research Will Help Them:

  • Provide service offerings to their team members that will help them personally and collectively to develop desired skills.
  • Provide oversight and transparency into Agile projects and outcomes through ongoing monitoring.

Executive summary

Situation

  • Your organization has had some success with Agile, but needs to drive consistency across Agile teams for better business results and alignment.
  • You are seeking to organically grow Agile capabilities within the organization through a set of support services and facilitated through shared learning and capabilities.

Complication

  • Organizational constraints, culture clash, and lack of continuous top-down support are hampering your Agile growth and maturity.
  • Attempts to create consistency across Agile teams and processes fail to account for the expectations of users and stakeholders, leaving them detached from projects and creating resistance.

Resolution

  • Align the service offerings of your ACE with both corporate objectives and the functional expectations of its stakeholders to ensure broad support and utilization of the invested resources.
  • Understand some of the culture and process challenges you will face when forming an ACE, and address them using Info-Tech’s Agile adoption journey model.
  • Track the progress of the ACE and your Agile teams. Use this data to find root causes for issues, and ideate to implement solutions for challenges as they arise over time.
  • Effectively define and propagate improvements to your Agile teams in order to drive business-valued results.
  • Communicate progress to interested stakeholders to ensure long-term viability of the Center of Excellence (CoE).

Info-Tech Insight

  1. Define ACE services based on stakeholder needs.Don’t assume you know what your stakeholders need without talking to them.
  2. Staff the ACE strategically. Choose those who are thought leaders and proven change agents.
  3. Continuously improve based on metrics and feedback.Constantly monitor how your ACE is performing and adjust to feedback.

Info-Tech’s Agile Journey related Blueprints

1. Stabilize

Implement Agile Practices That Work

Begin your Agile transformation with a comprehensive readiness assessment and a pilot project to adopt Agile development practices and behaviors that fit.

2. Sustain

YOU ARE HERE

Spread Best Practices with an Agile Center of Excellence

Form an ACE to support Agile development at all levels of the organization with thought leadership, strategic development support & process innovation.

3. Scale

Enable Organization-Wide Collaboration by Scaling Agile

Extend the benefits of your Agile pilot project into your organization by strategically scaling Agile initiatives that will meet stakeholders’ needs.

4. Satisfy

Transition to Product Delivery Introduce product-centric delivery practices to drive greater benefits and better delivery outcomes.

1.1 Determine the vision of your ACE

1.2 Define the service offerings of your ACE

2.1 Define an adoption plan for Agile teams

2.2 Create an ACE engagement plan

2.3 Define metrics to measure success

3.1 Optimize the success of your ACE

3.2 Plan change to enhance your Agile initiatives

3.3 Conduct ongoing retrospectives

Supporting Capabilities and Practices

Modernize Your SDLC

Remodel the stages of your lifecycle to standardize your definition of a successful product.

Build a Strong Foundation for Quality

Instill quality assurance practices and principles in each stage of your software development lifecycle.

Implement DevOps Practices That Work

Fix, deploy, and support applications quicker though development and operations collaboration.

What is an Agile Center of Excellence?

NOTE: Organizational change is hard and prone to failure. Determine your organization’s level of readiness for Agile transformation (and recommended actions) by completing Info-Tech’s Agile Transformation Readiness Tool.

An ACE amplifies good practices that have been successfully employed within your organization, effectively allowing you to extend the benefits obtained from your Agile pilot(s) to a wider audience.

From the viewpoint of the business, members of the ACE provide expertise and insights to the entire organization in order to facilitate Agile transformation and ensure standard application of Agile good practices.

From the viewpoint of your Agile teams, it provides a community of individuals that share experiences and lessons learned, propagate new ideas, and raise questions or concerns so that delivering business value is always top of mind.

An ACE provides the following:

  1. A mechanism to gather thought leadership to maximize the accessibility and reach of your Agile investment.
  2. A mechanism to share innovations and ideas to facilitate knowledge transfer and ensure broadly applicable innovations do not go to waste.
  3. Strategic alignment to ensure that Agile practices are driving value towards business objectives.
  4. Purposeful good practices to ensure that the service offerings provided align with expectations of both your Agile practitioners and stakeholders.

SIDEBAR: What is a Community of Practice? (And how does it differ from a CoE?)

Some organizations prefer Communities of Practice (CoP) to Centers of Excellence (CoE). CoPs are different from CoEs:

A CoP is an affiliation of people who share a common practice and who have a desire to further the practice itself … and of course to share knowledge, refine best practices, and introduce standards. CoPs are defined by their domain of interest, but the membership is a social structure comprised of volunteer practitioners

– Wenger, E., R. A. McDermott, et al. (2002) Cultivating communities of practice: A guide to managing knowledge, Harvard Business Press.

CoPs differ from a CoE mainly in that they tend to have no geographical boundaries, they hold no hierarchical power within a firm, and they definitely can never have structure determined by the company. However, one of the most obvious and telling differences lies in the stated motive of members – CoPs exist because they have active practitioner members who are passionate about a specific practice, and the goals of a CoP are to refine and improve their chosen domain of practice – and the members provide discretionary effort that is not paid for by the employer

– Matthew Loxton (June 1, 2011) CoP vs CoE – What’s the difference, and Why Should You Care?, Wordpress.com

What to know about CoPs:

  1. Less formal than a CoE
    • Loosely organized by volunteer practitioners who are interested in advancing the practice.
  2. Not the Authoritative Voice
    • Stakeholders engage the CoP voluntarily, and are not bound by them.
  3. Not funded by Organization
    • CoP members are typically volunteers who provide support in addition to their daily responsibilities.
  4. Not covered in this Blueprint
    • In depth analysis on CoPs is outside the scope of this Blueprint.

What does an ACE do? Six main functions derived from Info-Tech’s CLAIM+G Framework

  1. Learning
  • Provide training and development and enable engagement based on identified interaction points to foster organizational growth.
  • Tooling
    • Promote the use of standardized tooling to improve efficiency and consistency throughout the organization.
  • Supporting
    • Enable your Agile teams to access subject-matter expertise by facilitating knowledge transfer and documenting good practices.
  • Governing
    • Create operational boundaries for Agile teams, and monitor their progress and ability to meet business objectives within these boundaries.
  • Monitoring
    • Demonstrate the value the CoE is providing through effective metric setting and ongoing monitoring of Agile’s effectiveness.
  • Guiding
    • Provide guidance, methodology, and knowledge for teams to leverage to effectively meet organizational business objectives.
  • Many organizations encounter challenges to scaling Agile

    Tackle the following barriers to Agile adoption with a business-aligned ACE.

    List based on reported impediments from VersionOne’s 13th Annual State of Agile Report (N=1,319)

    1. Organizational culture at odds with Agile values
    • The ACE identifies and measures the value of Agile to build support from senior business leaders for shifting the organizational culture and achieving tangible business benefits.
  • General organizational resistance to change
    • Resistance comes from a lack of trust. Optimized value delivery from Info-Tech’s Agile adoption model will build the necessary social capital to drive cultural change.
  • Inadequate management support and sponsorship
    • Establishing an ACE will require senior management support and sponsorship. Its formation sends a strong signal to the organizational leadership that Agile is here to stay.
  • Lack of skills/experience with Agile methods
    • The ACE provides a vehicle to absorb external training into an internal development program so that Agile capabilities can be grown organically within the organization.
  • Inconsistent processes and practices across teams
    • The ACE provides support to individual Agile teams and will guide them to adopt consistent processes and practices which have a proven track record in the organization.
  • Insufficient training and education
    • The ACE will assist teams with obtaining the Agile skills training they need to be effective in the organization, and support a culture of continuous learning.
  • Overcome your Agile scaling challenges with a business aligned ACE

    An ACE drives consistency and transparency without sacrificing the ability to innovate. It can build on the success of your Agile pilot(s) by encouraging practices known to work in your organization.

    Support Agile Teams

    Provide services designed to inject evolving good practices into workflows and remove impediments or roadblocks from your Agile team’s ability to deliver value.

    Maintain Business Alignment

    Maintain alignment with corporate objectives without impeding business agility in the long term. The ACE functions as an interface layer so that changing expectations can be adapted without negatively impacting Agile teams.

    Facilitate Learning Events

    Avoid the risk of innovation and subject-matter expertise being lost or siloed by facilitating knowledge transfer and fostering a continuous learning environment.

    Govern Improvements

    Set baselines, monitor metrics, and run retrospectives to help govern process improvements and ensure that Agile teams are delivering expected benefits.

    Shift Culture

    Instill Agile thinking and behavior into the organization. The ACE must encourage innovation and be an effective agent for change.

    Use your ACE to go from “doing” Agile to “being” Agile

    Organizations that do Agile without embracing the changes in behavior will not reap the benefits.

    Doing what was done before

    • Processes and Tools
    • Comprehensive Documentation
    • Contract Negotiation
    • Following a Plan

    Being Prescriptive

    Going through the motions

    • Uses SCRUM and tools such as Jira
    • Plans multiple sprints in detail
    • Talks to stakeholders once in a release
    • Works off a fixed scope BRD

    Doing Agile

    Living the principles

    • Individuals and Interactions
    • Working Software
    • Customer Collaboration
    • Responding to Change

    Being Agile

    “(‘Doing Agile’ is) just some rituals but without significant change to support the real Agile approach as end-to-end, business integration, value focus, and team empowerment.” - Arie van Bennekum

    Establishing a CoE does not guarantee success

    Simply establishing a Center of Excellence for any discipline does not guarantee its success:

    The 2019 State of DevOps Report found that organizations which had established DevOps CoEs underperformed compared to organizations which adopted other approaches for driving DevOps transformation. (Accelerate State of DevOps Report 2019 [N=~1,000])

    Still, Agile Centers of Excellence can and do successfully drive Agile adoption in organizations. So what sets the successful examples apart from the others? Here’s what some have to say:

    The ACE must be staffed with qualified people with delivery experience! … [It is] effectively a consulting practice, that can evolve and continuously improve its services … These services are collectively about ‘enablement’ as an output, more than pure training … and above all, the ability to empirically measure the progress” – Paul Blaney, TD Bank

    “When leaders haven’t themselves understood and adopted Agile approaches, they may try to scale up Agile the way they have attacked other change initiatives: through top-down plans and directives. The track record is better when they behave like an Agile team. That means viewing various parts of the organization as their customers.” – HBR, “Agile at Scale”

    “the Agile CoE… is truly meant to be measured by the success of all the other groups, not their own…[it] is meant to be serving the teams and helping them improve, not by telling them what to do, but rather by listening, understanding and helping them adapt.” - Bart Gerardi, PMI

    The CoE must also avoid becoming static, as it’s crucial the team can adjust as quickly as business and customer needs change, and evolve the technology as necessary to remain competitive.” – Forbes, “RPA CoE (what you need to know)”

    "The best CoEs are formed from thought leaders and change agents within the CoE domain. They are the process and team innovators who will influence your CoE roadmap and success. Select individuals who feel passionate about Agile." – Hans Eckman, InfoTech

    To be successful with your ACE, do the following…

    Info-Tech Insight

    Simply establishing an Agile Center of Excellence does not guarantee its success. When setting up your ACE, optimize its impact on the organization by doing the following 3 things:

    1. Define ACE services based on stakeholder needs. Be sure to broadly survey your stakeholders and identify the ACE functions and services which will best meet their needs. ACE services must clearly deliver business value to the organization and the Agile teams it supports.
    2. Staff the ACE strategically. Select ACE team members who have real world, hands-on delivery experience, and are well respected by the Agile teams they will serve. Where possible, select internal thought leaders in your organization who have the credibility needed to effect positive change.
    3. Continuously improve ACE services based on metrics and feedback. The value your ACE brings to the organization must be clear and measurable, and do not assume that your functions and services will remain static. You must regularly monitor both your metrics and feedback from your Agile teams, and adjust ACE behavior to improve/maximize these over time.

    Spread Best Practices With an Agile Center of Excellence

    This blueprint will walk you through the steps needed to build the foundations for operational excellence within an Agile Center of Excellence.

    Phase 1 - Strategically Align the CoE

    Create strategic alignment between the CoE and the organization’s goals, objectives, and vision. This alignment translates into the CoE mandate intended to enhance the way Agile will enable teams to meet business objectives.

    Phase 2 - Standardize the CoEs Service Offerings

    Build an engagement plan based on a standardized adoption model to ensure your CoE service offerings are accessible and consistent across the organization. Create and consolidate key performance indicators to measure the CoEs utility and whether or not the expected value is being translated to tangible results.

    Phase 3 - Operate the CoE

    Operate the CoE to provide service offerings to Agile teams, identify improvements to optimize the function of your Agile teams, and effectively manage and communicate change so that teams can grow within the Agile adoption model and optimize value delivery both within your Agile environment and across functions.

    Info-Tech’s Practice Adoption Journey

    Use Info-Tech’s Practice Adoption Journey model to establish your ACE. Building social capital (stakeholders’ trust in your ability to deliver positive outcomes) incrementally is vital to ensure that everyone is aligned to new mindsets and culture as your Agile practices scale.

    Trust & Competency ↓

    DEFINE

    Begin to document your development workflow or value chain, implement a tracking system for KPIs, and start gathering metrics and reporting them transparently to the appropriate stakeholders.

    ITERATE

    Use collected metrics and retrospectives to stabilize team performance by reducing areas of variability in your workflow and increasing the consistency at which targets are met.

    COLLABORATE

    Use information to support changes and adopt appropriate practices to make incremental improvements to the existing environment.

    EMPOWER

    Drive behavioral and cultural changes that will empower teams to be accountable for their own success and learning.

    INNOVATE

    Use your built-up trust and support practice innovation, driving the definition and adoption of new practices.

    Align your ACE with your organization’s strategy

    This research set will assist you with aligning your ACEs services to the objectives of the business in order to justify the resources and funding required by your Agile program.

    Business Objectives → Alignment ←ACE Functions

    Business justification to continue to fund a Center of Excellence can be a challenge, especially with traditional thinking and rigid stakeholders. Hit the ground running and show value to your key influencers through business alignment and metrics that will ensure that the ACE is worth continuous investment.

    Alignment leads to competitive advantage

    The pace of change in customer expectations, competitive landscapes, and business strategy is continuously increasing. It is critical to develop a method to facilitate ongoing alignment to shifting business and development expectations seamlessly and ensure that your Agile teams are able to deliver expected business value.

    Use Info-Tech’s CoE Operating Model to define the service offerings of your ACE

    Understand where your inputs and outputs lie to create an accessible set of service offerings for your Agile teams.

    The image shows a graphic of the COE Operating Model, showing the inputs and outputs, including Other CoEs (at top); Stakeholder Needs (at left); Metrics and Feedback (at bottom); and ACE Functions and Services (at right)

    Continuously improve the ACE to ensure long-term viability

    Improvement involves the continuous evaluation of the performance of your teams, using well-defined metrics and reasonable benchmarks that are supplemented by analogies and root-cause analysis in retrospectives.

    Monitor

    Monitor your metrics to ensure desired benefits are being realized. The ACE is responsible for ensuring that expected Agile benefits are achievable and on track. Monitor against your defined baselines to create transparency and accountability for desired outcomes.

    Iterate

    Run retrospectives to drive improvements and fixes into Agile projects and processes. Metrics falling short of expectations must be diagnosed and their root causes found, and fixes need to be communicated and injected back into the larger organization.

    Define

    Define metrics and set targets that align with the goals of the ACE. These metrics represent the ACEs expected value to the organization and must be measured against on a regular basis to demonstrate value to your key stakeholders.

    Beware the common risks of implementing your ACE

    Culture clash between Agile teams and larger organization

    Agile leverages empowered teams, meritocracy, and broad collaboration for success, but typical organizations are siloed and hierarchical with top down decision making. There needs to be a plan to enable a smooth transition from the current state towards the Agile target state.

    Persistence of tribal knowledge

    Agile relies on easy and open knowledge sharing, but organizational knowledge can sit in siloes. Employees may also try to protect their expertise for job security. It is important to foster knowledge sharing to ensure that critical know-how is accessible and doesn’t leave the organization with the individual.

    Rigid management structures

    Rigidity in how managers operate (performance reviews, human resource management, etc.) can result in cultural rejection of Agile. People need to be assessed on how they enable their teams rather than as individual contributors. This can help ensure that they are given sufficient opportunities to succeed. More support and less strict governance is key.

    Breakdown due to distributed teams

    When face-to-face interactions are challenging, ensure that you invest in the right communication technologies and remove cultural and process impediments to facilitate organization-wide collaboration. Alternative approaches like using documentation or email will not provide the same experience and value as a face-to-face conversation.

    The State of Maine used an ACE to foster positive cultural change

    CASE STUDY

    Industry - Government

    Source - Cathy Novak, Agile Government Leadership

    The State of Maine’s Agile Center of Excellence

    “The Agile CoE in the State of Maine is completely focused on the discipline of the methodology. Every person who works with Agile, or wants to work with Agile, belongs to the CoE. Every member of the CoE tells the same story, approaches the methodology the same way, and uses the same tools. The CoE also functions as an Agile research lab, experimenting with different standards and tools.

    The usual tools of project management – mission, goals, roles, and a high-level definition of done – can be found in Maine’s Agile CoE. For story mapping, teams use sticky notes on a large wall or whiteboard. Demonstrating progress this way provides for positive team dynamics and a psychological bang. The State of Maine uses a project management framework that serves as its single source of truth. Everyone knows what’s going on at all times and understands the purpose of what they are doing. The Agile team is continually looking for components that can be reused across other agencies and programs.”

    Results:

    • Realized positive culture change, leading to more collaborative and supportive teams.
    • Increased visibility of Agile benefits across functional groups.
    • Standardized methodology across Agile teams and increased innovation and experimentation with new standards and tools.
    • Improved traceability of projects.
    • Increased visibility and ability to determine root causes of problems and right the course when outcomes are not meeting expectations.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Spread Best Practices With an Agile Center of Excellence – project overview

    1. Strategically align the Center of Excellence 2. Standardize the CoEs service offerings 3. Operate the Center of Excellence
    Best-Practice Toolkit

    1.1 Determine the vision of your ACE.

    1.2 Define the service offerings of your ACE.

    2.1 Define an adoption plan for your Agile teams.

    2.2 Create an ACE engagement plan.

    2.3 Define metrics to measure success.

    3.1 Optimize the success of your ACE.

    3.2 Plan change to enhance your Agile initiatives.

    3.3 Conduct ongoing retrospectives of your ACE.

    Guided Implementations
    • Align your ACE with the business.
    • Align your ACE with its users.
    • Dissect the key attributes of Agile adoption.
    • Form engagement plans for your Agile teams.
    • Discuss effective ACE metrics.
    • Conduct a baseline assessment of your Agile environment.
    • Interface ACE with your change management function.
    • Build a communications deck for key stakeholders.
    Onsite Workshop Module 1: Strategically align the ACE Module 2: Standardize the offerings of the ACE Module 3: Prepare for organizational change
    Phase 1 Outcome: Create strategic alignment between the CoE and organizational goals.

    Phase 2 Outcome: Build engagement plans and key performance indicators based on a standardized Agile adoption plan.

    Phase 3 Outcome: Operate the CoEs monitoring function, identify improvements, and manage the change needed to continuously improve.

    Workshop overview

    Contact your account representative or email Workshops@InfoTech.com for more information.

    Workshop Module 1 Workshop Module 2 Workshop Module 3 Workshop Module 4
    Activities

    Determine vision of CoE

    1.1 Identify and prioritize organizational business objectives.

    1.2 Form use cases for the points of alignment between your ACE and business objectives.

    1.3 Prioritize your ACE stakeholders.

    Define service offerings of CoE

    2.1 Form a solution matrix to organize your pain points and opportunities.

    2.2 Refine your use cases to identify your ACE functions and services.

    2.3 Visualize your ACE functions and service offerings with a capability map.

    Define engagement plans

    3.1 Further categorize your use cases within the Agile adoption model.

    3.2 Create an engagement plan for each level of adoption.

    Define metrics and plan communications

    4.1 Define metrics that align with your Agile business objectives.

    4.2 Define target ACE performance metrics.

    4.3 Define Agile adoption metrics.

    4.4 Assess the interaction and communication points of your Agile team.

    4.5 Create a communication plan for change.

    Deliverables
    1. Prioritized business objectives
    2. Business-aligned use cases to form CoEs service offerings
    3. Prioritized list of stakeholders
    1. Classified pains and opportunities
    2. Refined use cases based on pains and opportunities identified during ACE requirements gathering
    3. ACE capability map
    1. Adoption-aligned service offerings
    2. Role-specific engagement plans
    1. Business objective-aligned metrics
    2. ACE performance metrics
    3. Agile adoption metrics
    4. Assessment of organization design
    5. ACE Communication Plan

    Phase 1

    Strategically Align the Center of Excellence

    Spread Best Practices With an Agile Center of Excellence

    Begin by strategically aligning your Center of Excellence

    The first step to creating a high-functioning ACE is to create alignment and consensus amongst your key stakeholders regarding its purpose. Engage in a set of activities to drill down into the organization’s goals and objectives in order to create a set of high-level use cases that will evolve into the service offerings of the ACE.

    Phase 1 - Strategically Align the CoE

    Create strategic alignment between the CoE and the organization’s goals, objectives, and vision. This alignment translates into the CoE mandate intended to enhance the way Agile will enable teams to meet business objectives.

    Phase 2 - Standardize the CoEs Service Offerings

    Build an engagement plan based on a standardized adoption model to ensure your CoE service offerings are accessible and consistent across the organization. Create and consolidate key performance indicators to measure the CoEs utility and whether or not the expected value is being translated to tangible results.

    Phase 3 - Operate the CoE

    Operate the CoE to provide service offerings to Agile teams, identify improvements to optimize the function of your Agile teams, and effectively manage and communicate change so that teams can grow within the Agile adoption model and optimize value delivery both within your Agile environment and across functions.

    Phase 1 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 1: Strategically align the ACE

    Proposed Time to Completion (in weeks): 1

    Step 1.1: Determine the vision of your ACE

    Start with an analyst kick off call:

    • Align your ACE with the business.

    Then complete these activities…

    1.1.1 Optional: Baseline your ACE maturity.

    1.1.2 Identify and prioritize organizational business objectives.

    1.1.3 Form use cases for the points of alignment between your ACE and business objectives.

    1.1.4 Prioritize your ACE stakeholders.

    1.1.5 Select a centralized or decentralized model for your ACE.

    1.1.6 Staff your ACE strategically.

    Step 1.2: Define the service offerings of your ACE

    Start with an analyst kick off call:

    • Align your ACE with its users.

    Then complete these activities…

    1.2.1 Form the Center of Excellence.

    1.2.2 Gather and document your existing Agile practices for the CoE.

    1.2.3 Interview stakeholders to align ACE requirements with functional expectations.

    1.2.4 Form a solution matrix to organize your pain points and opportunities.

    1.2.5 Refine your use cases to identify your ACE functions and services.

    1.2.6 Visualize your ACE functions and service offerings with a capability map.

    Phase 1 Results & Insights:

    • Aligning your ACE with the functional expectations of its users is just as critical as aligning with the business. Invest the time to understand how the ACE fits at all levels of the organization to ensure its highest effectiveness.

    Phase 1, Step 1: Determine the vision of your ACE

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities:

    1.1.1 Optional: Baseline your ACE maturity.

    1.1.2 Identify and prioritize organizational business objectives.

    1.1.3 Form use cases for the points of alignment between your ACE and business objectives.

    1.1.4 Prioritize your ACE stakeholders.

    1.1.5 Select a centralized or decentralized model for your ACE.

    1.1.6 Staff your ACE strategically.

    Outcomes:

    • Gather your leadership to position the ACE and align it with business priorities.
    • Form a set of high-level use cases for services that will support the enablement of business priorities.
    • Map the stakeholders of the ACE to visualize expected influence and current support levels for your initiative.

    What does an ACE do? Six main functions derived from Info-Tech’s CLAIM+G Framework

    1. Learning
    • Provide training and development and enable engagement based on identified interaction points to foster organizational growth.
  • Tooling
    • Promote the use of standardized tooling to improve efficiency and consistency throughout the organization.
  • Supporting
    • Enable your Agile teams to access subject-matter expertise by facilitating knowledge transfer and documenting good practices.
  • Governing
    • Create operational boundaries for Agile teams, and monitor their progress and ability to meet business objectives within these boundaries.
  • Monitoring
    • Demonstrate the value the CoE is providing through effective metric setting and ongoing monitoring of Agile’s effectiveness.
  • Guiding
    • Provide guidance, methodology, and knowledge for teams to leverage to effectively meet organizational business objectives.
  • OPTIONAL: If you have an existing ACE, use Info-Tech’s CoE Maturity Diagnostic Tool to baseline current practices

    1.1.1 Existing CoE Maturity Assessment

    Purpose

    If you already have established an ACE, use Info-Tech’s CoE Maturity Diagnostic Tool to baseline its current maturity level (this will act as a baseline for comparison after you complete this Blueprint). Assessing your ACEs maturity lets you know where you currently are, and where to look for improvements.

    Steps

    1. Download the CoE Maturity Diagnostic Tool to assess the maturity of your ACE.
    2. Complete the assessment tool with all members of your ACE team to determine your current Maturity score.
    3. Document the results in the ACE Communications Deck.

    Document results in the ACE Communications Deck.

    INFO-TECH DELIVERABLE

    The image is a screen capture of the CoE Maturity Diagnostic Tool

    Download the CoE Maturity Diagnostic Tool.

    Get your Agile leadership together and position the ACE

    Stakeholder Role Why they are essential players
    CIO/ Head of IT Program sponsor: Champion and set the tone for the Agile program. Critical in gaining and maintaining buy-in and momentum for the spread of Agile service offerings. The head of IT has insight and influence to drive buy-in from executive stakeholders and ensure the long-term viability of the ACE.
    Applications Director Program executor: Responsible for the formation of the CoE and will ensure the viability of the initial CoE objectives, use cases, and service offerings. Having a coordinator who is responsible for collating performance data, tracking results, and building data-driven action plans is essential to ensuring continuous success.
    Agile Subject-Matter Experts Program contributor: Provide information on the viability of Agile practices and help build capabilities on existing best practices. Agile’s success relies on adoption. Leverage the insights of people who have implemented and evangelized Agile within your organization to build on top of a working foundation.
    Functional Group Experts Program contributor: Provide information on the functional group’s typical processes and how Agile can achieve expected benefits. Agile’s primary function is to drive value to the business – it needs to align with the expected capabilities of existing functional groups in order to enhance them for the better.

    Align your ACE with your organization’s strategy

    This research set will assist you with aligning your ACEs services to the objectives of the business in order to justify the resources and funding required by your Agile program.

    Business Objectives → Alignment ←ACE Functions

    Business justification to continue to fund a Center of Excellence can be a challenge, especially with traditional thinking and rigid stakeholders. Hit the ground running and show value to your key influencers through business alignment and metrics that will ensure that the ACE is worth continuous investment.

    Alignment leads to competitive advantage

    The pace of change in customer expectations, competitive landscapes, and business strategy is continuously increasing. It is critical to develop a method to facilitate ongoing alignment to shifting business and development expectations seamlessly and ensure that your Agile teams are able to deliver expected business value.

    Activity: Identify and prioritize organizational business objectives

    1.1.2 2 Hours

    Input

    • Organizational business objectives

    Output

    • Prioritized business objectives

    Materials

    • Whiteboard
    • Markers

    Participants

    • Agile leadership group
    1. List the primary high-level business objectives that your organization aims to achieve over the course of the following year (focusing on those that ACE can impact/support).
    2. Prioritize these business objectives while considering the following:
    • Criticality of completion: How critical is the initiative in enabling the business to achieve its goals?
    • Transformational impact: To what degree is the foundational structure of the business affected by the initiative (rationale: Agile can support impact on transformational issues)?
  • Document the hypothesized role of Agile in supporting these business objectives. Take the top three prioritized objectives forward for the establishment of your ACE. While in future years or iterations you can inject more offerings, it is important to target your service offerings to specific critical business objectives to gain buy-in for long-term viability of the CoE.
  • Sample Business Objectives:

    • Increase customer satisfaction.
    • Reduce time-to-market of product releases.
    • Foster a strong organizational culture.
    • Innovate new feature sets to differentiate product. Increase utilization rates of services.
    • Reduce product delivery costs.
    • Effectively integrate teams from a merger.
    • Offer more training programs for personal development.
    • Undergo a digital transformation.

    Understand potential hurdles when attempting to align with business objectives

    While there is tremendous pressure to align IT functions and the business due to the accelerating pace of change and technology innovation, you need to be aware that there are limitations in achieving this goal. Keep these challenges at the top of mind as you bring together your stakeholders to position the service offerings of your ACE. It is beneficial to make your stakeholders self-aware of these biases as well, so they come to the table with an open mind and are willing to find common ground.

    The search for total alignment

    There are a plethora of moving pieces within an organization and total alignment is not a plausible outcome.

    The aim of a group should not be to achieve total alignment, but rather reframe and consider ways to ensure that stakeholders are content with the ways they interact and that misalignment does not occur due to transparency or communication issues.

    “The business” implies unity

    While it may seem like the business is one unified body, the reality is that the business can include individuals or groups (CEO, CFO, IT, etc.) with conflicting priorities. While there are shared business goals, these entities may all have competing visions of how to achieve them. Alignment means compromise and agreement more than it means accommodating all competing views.

    Cost vs. reputation

    There is a political component to alignment, and sometimes individual aspirations can impede collective gain.

    While the business side may be concerned with cost, those on the IT side of things can be concerned with taking on career-defining projects to bolster their own credentials. This conflict can lead to serious breakdowns in alignment.

    Panera Bread used Agile to adapt to changing business needs

    CASE STUDY

    Industry Food Services

    Source Scott Ambler and Associates, Case Study

    Challenge

    Being in an industry with high competition, Panera Bread needed to improve its ability to quickly deliver desired features to end customers and adapt to changing business demands from high internal growth.

    Solution

    Panera Bread engaged in an Agile transformation through a mixture of Agile coaching and workshops, absorbing best practices from these engagements to drive Agile delivery frameworks across the enterprise.

    Results

    Adopting Agile delivery practices resulted in increased frequency of solution delivery, improving the relationship between IT and the business. Business satisfaction increased both with the development process and the outcomes from delivery.

    The transparency that was needed to achieve alignment to rapidly changing business needs resulted in improved communication and broad-scale reduced risk for the organization.

    "Agile delivery changed perception entirely by building a level of transparency and accountability into not just our software development projects, but also in our everyday working relationships with our business stakeholders. The credibility gains this has provided our IT team has been immeasurable and immediate."

    – Mike Nettles, VP IT Process and Architecture, Panera Bread

    Use Info-Tech’s CoE Operating Model to define the service offerings of your ACE

    Understand where your inputs and outputs lie to create an accessible set of service offerings for your Agile teams.

    Functional Input

    • Application Development
    • Project Management
    • CIO
    • Enterprise Architecture
    • Data Management
    • Security
    • Infrastructure & Operations
    • Who else?

    The image shows a graphic of the COE Operating Model, showing the inputs and outputs, including Other CoEs (at top); Stakeholder Needs (at left); Metrics and Feedback (at bottom); and ACE Functions and Services (at right)

    Input arrows represent functional group needs, feedback from Agile teams, and collaboration with other CoEs and CoPs

    Output arrows represent the services the CoE delivers and the benefits realized across the organization.

    ACE Operating Model: Governance & Metrics

    Governance & Metrics involves enabling success through the management of the ACEs resources and services, and ensuring that organizational structures evolve in concert with Agile growth and maturity. Your focus should be on governing, measuring, implementing, and empowering improvements.

    Effective governance will function to ensure the long-term effectiveness and viability of your ACE. Changes and improvements will happen continuously and you need a way to decide which to adopt as best practices.

    "Organizations have lengthy policies and procedures (e.g. code deployment, systems design, how requirements are gathered in a traditional setting) that need to be addressed when starting to implement an Agile Center of Excellence. Legacy ideas that end up having legacy policy are the ones that are going to create bottlenecks, waste resources, and disrupt your progress." – Doug Birgfeld, Senior Partner, Agile Wave

    Governance & Metrics

    • Manage organizational Agile standards, policies, and procedures.
    • Define organizational boundaries based on regulatory, compliance, and cultural requirements.
    • Ensure ongoing alignment of service offerings with business objectives.
    • Adapt organizational change management policies to reflect Agile practices.
    • CoE governance functions include:
      • Policy Management
      • Change Management
      • Risk Management
      • Stakeholder Management
      • Metrics/Feedback Monitoring

    ACE Operating Model: Services

    Services refers to the ability to deliver resourcing, guidance, and assistance across all Agile teams. By creating a set of shared services, you enable broad access to specialized resources, knowledge, and insights that will effectively scale to more teams and departments as Agile matures in your organization.

    A Services model:

    • Supports the organization by standardizing and centralizing service offerings, ensuring consistency of service delivery and accessibility across functional groups.
    • Provides a mechanism for efficient knowledge transfer and on-demand support.
    • Helps to drive productivity and project efficiencies through the organization by disseminating best practices.

    Services

    • Provide reference, support, and re-assurance to implement and adapt organizational best practices.
    • Interface relevant parties and facilitate knowledge transfer through shared learning and communities of practice.
    • Enable agreed-upon service levels through standardized support structures.
    • Shared services functions include:
      • Engagement Planning
      • Knowledge Management
      • Subject-Matter Expertise
      • Agile Team Evaluation

    ACE Operating Model: Technology

    Technology refers to a broad range of supporting tools to enable employees to complete their day-to-day tasks and effectively report on their outcomes. The key to technological support is to strike the right balance between flexibility and control based on your organization's internal and external constraints (policy, equipment, people, regulatory, etc.).

    "We sometimes forget the obvious truth that technology provides no value of its own; it is the application of technology to business opportunities that produces return on investment." – Robert McDowell, Author, In Search of Business Value

    Technology

    • Provide common software tools to enable alignment to organizational best practices.
    • Enable access to locally desired tools while considering organizational, technical, and scaling constraints.
    • Enable communication with a technical subject matter expert (SME).
    • Enable reporting consistency through training and maintenance of reporting mechanisms.
    • Technology functions can include:
      • Vendor Management
      • Application Support
      • Tooling Standards
      • Tooling Use Cases

    ACE Operating Model: Staff

    Staff is all about empowerment. The ACE should support and facilitate the sharing of ideas and knowledge sharing. Create processes and spaces where people are encouraged to come together, learn from, and share with each other. This setting will bring up new ideas to enhance productivity and efficiency in day-to-day activities while maintaining alignment with business objectives.

    "An Agile CoE is legitimized by its ability to create a space where people can come together, share, and learn from one another. By empowering teams to grow by themselves and then re-connect with each other you allow the creativity of your employees to flow back into the CoE." – Anonymous, Founder, Agile consultancy group

    Staff

    • Develop and provide training and day-to-day coaching that are aligned with organizational engagement and growth plans.
    • Include workflow change management to assist traditional roles with accommodating Agile practices.
    • Support the facilitation of knowledge transfer from localized Agile teams into other areas of the organization.
    • Achieve team buy-in and engagement with ACE services and capabilities. Provide a forum for collaboration and innovation.
    • People functions can include:
      • Onboarding
      • Coaching
      • Learning Facilitation

    Form use cases to align your ACE with business objectives

    What is a use case?

    A use case tells a story about how a system will be used to achieve a goal from the perspective of a user of that system. The people or other systems that interact with the use case are called “actors.” Use cases describe what a system must be able to do, not how it will do it.

    How does a use case play a role in building your ACE?

    Use cases are used to guide design by allowing you to highlight the intended function of a service provided by the Center of Excellence while maintaining a business focus. Jumping too quickly to a solution without fully understanding user and business needs leads to the loss of stakeholder buy-in and the Centers of Excellence rejection by teams.

    Hypothesized ACE user needs →Use Case←Business objective

    Activity: Form use cases for the points of alignment between your ACE and business objectives

    1.1.3 2 Hours

    Input

    • Prioritized business objectives
    • ACE functions

    Output

    • ACE use cases

    Materials

    • Whiteboard
    • Markers

    Participants

    • Agile leadership group
    1. Using your prioritized business objectives and the six functions of a CoE, create high-level use cases for each point of alignment that describe how the Center of Excellence will better facilitate the realization of that business objective.
    2. For each use case, define the following:
      • Name: Generalized title for the use case.
      • Description: A high-level description of the expected CoE action.
    AGILE CENTER OF EXCELLENCE FUNCTIONS:
    Guiding Learning Tooling Supporting Governing Monitoring
    BUSINESS OBJECTIVES Reduce time-to-market of product releases
    Reduce product delivery costs
    Effectively integrate teams from a merger

    Activity: Form use cases for the points of alignment between your ACE and business objectives (continued)

    1.1.3 2 Hours

    The image shows the Reduce time-to-market of product releases row from the table in the previous section, filled in with sample information.

    Your goal should be to keep these as high level and generally applicable as possible as they provide an initial framework to further develop your service offerings. Begin to talk about the ways in which the ACE can support the realization of your business objectives and what those interactions may look like to customers of the ACE.

    Involve all relevant stakeholders to discuss the organizational goals and objectives of your ACE

    Avoid the rifts in stakeholder representation by ensuring you involve the relevant parties. Without representation and buy-in from all interested parties, your ACE may omit and fail to meet long-term organizational goals.

    By ensuring every group receives representation, your service offerings will speak for the broad organization and in turn meet the needs of the organization as a whole.

    • Business Units: Any functional groups that will be expected to engage with the ACE in order to achieve their business objectives.
    • Team Leads: Representation from the internal Agile community who is aware of the backgrounds, capabilities, and environments of their respective Agile teams.
    • Executive Sponsors: Those expected to evangelize and set the tone and direction for the ACE within the executive ranks of the organization. These roles are critical in gaining buy-in and maintaining momentum for ACE initiatives.

    Organization

    • ACE
      • Executive Sponsors
      • Team Leads
      • Business Units

    Activity: Prioritize your ACE stakeholders

    1.1.4 1 Hour

    Input

    • Prioritized business objectives

    Output

    • Prioritized list of stakeholders

    Materials

    • Whiteboard
    • Markers

    Participants

    • Agile leadership group
    1. Using your prioritized business objectives, brainstorm, as a group, the potential list of stakeholders (representatives from business units, team leads, and executive sponsors) that would need to be involved in setting the tone and direction of your ACE.
    2. Evaluate each stakeholder in terms of power, involvement, impact, and support.
    • Power: How much influence does the stakeholder have? Enough to drive the CoE forward or into the ground?
    • Involvement: How interested is the stakeholder? How involved is the stakeholder in the project already?
    • Impact: To what degree will the stakeholder be impacted? Will this significantly change how they do their job?
    • Support: Is the stakeholder a supporter of the project? Neutral? A resister?
  • Map each stakeholder to an area on the power map on the next slide based on his or her level of power and involvement.
  • Vary the size of the circle to distinguish stakeholders that are highly impacted by the ACE from those who are not. Color each circle to show each stakeholder’s estimated or gauged level of support for the project.
  • Prioritize your ACE stakeholders (continued)

    1.1.4 1 Hour

    The image shows a matrix on the left, and a legend on the right. The matrix is labelled with Involvement at the bottom, and Power on the left side, and has the upper left quadrant labelled Keep Satisfied, the upper right quadrant labelled Key players, the lower right quadrant labelled Keep informed, and the lower left quadrant labelled Minimal effort.

    Should your ACE be Centralized or Decentralized?

    An ACE can be organized differently depending on your organization’s specific needs and culture.

    The SAFe Model:©

    “For smaller enterprises, a single centralized [ACE] can balance speed with economies of scale. However, in larger enterprises—typically those with more than 500 – 1,000 practitioners—it’s useful to consider employing either a decentralized model or a hub-and-spoke model.”

    The image shows 3 models: centralized, represented by a single large circle; decentralized, represented by 5 smaller circles; and hub-and-spoke, represented by a central circle, connected to 5 surrounding circles.

    © Scaled Agile, Inc.

    The Spotify Model:

    Spotify avoids using an ACE and instead spreads agile practices using Squads, Tribes, Chapters, Guilds, etc.

    It can be a challenging model to adopt because it is constantly changing, and must be fundamentally supported by your organization’s culture. (Linders, Ben. “Don't Copy the Spotify Model.” InfoQ.com. 6 Oct. 2016.)

    Detailed analysis of The Spotify Model is out of scope for this Blueprint.

    The image shows the Spotify model, with two sections, each labelled Tribe, and members from within each Tribe gathered together in a section labelled Guild.

    Activity: Select a Centralized or Decentralized ACE Model

    1.1.5 30 minutes

    Input

    • Prioritized business objectives
    • Use Cases
    • Organization qualities

    Output

    • Centralized or decentralized ACE model

    Materials

    • Whiteboard
    • Markers

    Participants

    • Agile leadership group
    1. Using your prioritized business objectives, your ACE use cases, your organization size, structure, and culture, brainstorm the relative pros and cons of a centralized vs decentralized ACE model.
    2. Consider this: to improve understanding and acceptance, ask participants who prefer a centralized model to brainstorm the pros and cons of a decentralized model, and vice-versa.
    3. Collectively decide whether your ACE should be centralized, decentralized or hub-and-spoke and document it.
    Centralized ACE Decentralized ACE
    Pros Cons Pros Cons
    Centralize Vs De-centralize Considerations Prioritized Business Objectives
    • Neutral (objectives don’t favor either model)
    • Neutral (objectives don’t favor either model)
    ACE Use Cases
    • Neutral (use cases don’t favor either model)
    • Neutral (use cases don’t favor either model)
    Organization Size
    • Org. is small enough for centralized ACE
    • Overkill for a small org. like ours
    Organization Structure
    • All development done in one location
    • Not all locations do development
    Organization Culture
    • All development done in one location
    • Decentralized ACE may have yield more buy-in

    SELECTED MODEL: Centralized ACE

    Activity: Staff your ACE strategically

    1.1.6 1 Hour

    Input

    • List of potential ACE staff

    Output

    • Rated list of ACE staff

    Materials

    • Whiteboard
    • Markers

    Participants

    • Agile leadership group
    1. Identify your list of potential ACE staff (this may be a combination of full time and contract staff).
    2. Add/modify/delete the rating criteria to meet your specific needs.
    3. Discuss and adjust the relative weightings of the rating criteria to best suit your organization’s needs.
    4. Rate each potential staff member and compare results to determine the best suited staff for your ACE.
    Candidate: Jane Doe
    Rating Criteria Criteria Weighting Candidate's Score (1-5)
    Candidate has strong theoretical knowledge of Agile. 8% 4
    Candidate has strong hands on experience with Agile. 18% 5
    Candidate has strong hands on experience with Agile. 10% 4
    Candidate is highly respected by the Agile teams. 18% 5
    Candidate is seen as a thought leader in the organization. 18% 5
    Candidate is seen as a change agent in the organization. 18% 5
    Candidate has strong desire to be member of ACE staff. 10% 3
    Total Weighted Score 4.6

    Phase 1, Step 2: Define the service offerings of your ACE

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities:

    1.2.1 Form the Center of Excellence.

    1.2.2 Gather and document your existing Agile practices for the CoE.

    1.2.3 Interview stakeholders to align ACE requirements with functional expectations.

    1.2.4 Form a solution matrix to organize your pain points and opportunities.

    1.2.5 Refine your use cases to identify your ACE functions and services.

    1.2.6 Visualize your ACE functions and service offerings with a capability map.

    Outcomes:

    • Collect data regarding the functional expectations of the Agile teams.
    • Refine your business-aligned use cases with your collected data to achieve both business and functional alignment.
    • Create a capability map that visualizes and prioritizes your key service offerings.

    Structure your ACE with representation from all of your key stakeholders

    Now that you have a prioritized list of stakeholders, use their influence to position the ACE to ensure maximum representation with minimal bottlenecks.

    By operating within a group of your key players, you can legitimize your Center of Excellence by propagating the needs and interests of those who interface and evangelize the CoE within the larger organization.

    The group of key stakeholders will extend the business alignment you achieved earlier by refining your service offerings to meet the needs of the ACEs customers. Multiple representations at the table will generate a wide arrangement of valuable insights and perspectives.

    Info-Tech Insight

    While holistic representation is necessary, ensure that the list is not too comprehensive and will not lead to progress roadblocks. The goal is to ensure that all factors relevant to the organization are represented; too many conflicting opinions may create an obstruction moving forward.

    ACE

    • Executive Sponsors
    • Team Leads
    • Business Units

    Determine how you will fund your ACE

    Choose the ACE funding model which is most aligned to your current system based on the scenarios provided below. Both models will offer the necessary support to ensure the success of your Agile program going forward.

    Funding Model Funding Scenario I Funding Scenario II
    Funded by the CIO Funded by the CIO office and a stated item within the general IT budget. Charged back to supported functional groups with all costs allocated to each functional group’s budget.
    Funded by the PMO Charged back to supported functional groups with all costs allocated to each functional group’s budget. Charged back to supported functional groups with all costs allocated to each functional group’s budget.

    Info-Tech Insight

    Your funding model may add additional key influencers into the mix. After you choose your funding model, ensure that you review your stakeholder map and add anyone who will have a direct impact in the viability and stability of your ACE.

    Determine how you will govern your ACE

    An Agile Center of Excellence is unique in the way you must govern the actions of its customers. Enable “flexible governance” to ensure that Agile teams have the ability to locally optimize and innovate while still operating within expected boundaries.

    ACE Governing Body

    ↑ Agile Team → ACE ← Agile Team ↑

    Who should take on the governance role?

    The governing body can be the existing executive or standing committees, or a newly formed committee involving your key ACE influencers and stakeholders.

    Flexible governance means that your ACE set boundaries based on your cultural, regulatory, and compliance requirements, and your governance group monitors your Agile teams’ adherence to these boundaries.

    Governing Body Responsibilities

    • Review and approve ACE strategy annually and ensure that it is aligned with current business strategy.
    • Provide detailed quality information for board members.
    • Ensure that the ACE is adequately resourced and that the organization has the capacity to deliver the service offerings.
    • Assure that the ACE is delivering benefits and achieving targets.
    • Assure that the record keeping and reporting systems are capable of providing the information needed to properly assess the quality of service.

    Modify your resourcing strategy based on organizational need

    Your Agile Center of Excellence can be organized either in a dedicated or a virtual configuration, depending on your company’s organizational structure and complexity.

    There is no right answer to how your Center of Excellence should be resourced. Consider your existing organizational structure and culture, the quality of relationships between functional groups, and the typical budgetary factors that would weigh on choosing between a virtual and dedicated CoE structure.

    COE Advantages Disadvantages
    Virtual
    • No change in organization structure required, just additional task delegation to your Agile manager or program manager.
    • Less effort and cost to implement.
    • Investment in quality is proportional to return.
    • Resources are shared between practice areas, and initiatives will take longer to implement.
    • Development and enhancement of best practices can become difficult without a centralized knowledge repository.
    Dedicated
    • Demonstrates a commitment to the ACEs long-term existence.
    • Allows for dedicated maintenance of best practices.
    • Clear lines of accountability for Agile processes.
    • Ability to develop highly skilled employees as their responsibilities are not shared.
    • Requires dedicated resources that can in turn be more costly.
    • Requires strong relationships with the functional groups that interface with the ACE.

    Staffing the ACE: Understand virtual versus dedicated ACE organizational models

    Virtual CoE

    The image shows an organizational chart titled Virtual CoE, with Head of IT at the top, then PMO and CoE Lead/Apps Director at the next level. The chart shows that there is crossover between the CoE Lead's reports, and the PMO's, indicated through dotted lines that connect them.

    • Responsibilities for CoE are split and distributed throughout departments on a part-time basis.
    • CoE members from the PMO report to apps director who also functions as the CoE lead on a part-time basis.

    The image shows a organizational chart titled Dedicated CoE, with all CoE members under the CoE.

    • Requires re-organization and dedicated full-time staff to run the CoE with clear lines of responsibility and accountability.
    • Hiring or developing highly skilled employees who have a sole function to facilitate and monitor quality best practices within the IT department may be necessary.

    Activity: Form the Center of Excellence

    1.2.1 1 Hour

    Input

    • N/A

    Output

    • ACE governance and resourcing plan

    Materials

    • Whiteboard

    Participants

    • Agile leadership group
    1. As a group, discuss if there is an existing body that would be able to govern the Center of Excellence. This body will monitor progress on an ongoing basis and assess any change requests that would impact the CoEs operation or goals.
    • List current governing bodies that are closely aligned with your current Agile environment and determine if the group could take on additional responsibilities.
    • Alternatively, identify individuals who could form a new ACE governing body.
  • Using the results of Exercise 1.1.6 in Step 1, select the individuals who will participate in the Center of Excellence. As a rough rule of thumb for sizing, an ACE staffed with 3-5 people can support 8-12 Agile Teams.
  • Document results in the ACE Communications Deck.

    Leverage your existing Agile practices and SMEs when establishing the ACE

    The synergy between Agile and CoE relies on its ability to build on existing best practices. Agile cannot grow without a solid foundation. ACE gives you the way to disseminate these practices and facilitate knowledge transfer from a centralized sharing environment. As part of defining your service offerings, engage with stakeholders across the organization to evaluate what is already documented so that it can be accommodated in the ACE.

    Documentation

    • Are there any existing templates that can be leveraged (e.g. resource planning, sprint planning)?
    • Are there any existing process documents that can be leveraged (e.g. SIPOC, program frameworks)?
    • Are there any existing standards documents the CoE can incorporate (e.g. policies, procedures, guidelines)?

    SMEs

    • Interview existing subject-matter experts that can give you an idea of your current pains and opportunities.
    • You already have feedback from those in your workshop group, so think about the rest of the organization:
      • Agile practitioners
      • Business stakeholders
      • Operations
      • Any other parties not represented in the workshop group

    Metrics

    • What are the current metrics being used to measure the success of Agile teams?
    • What metrics are currently being used to measure the completion of business objectives?
    • What tools or mediums are currently used for recording and communicating metrics?

    Info-Tech Insight

    When considering existing practices, it is important to evaluate the level of adherence to these practices. If they have been efficiently utilized, injecting them into ACE becomes an obvious decision. If they have been underutilized, however, it is important to understand why this occurred and discuss how you can drive higher adherence.

    Examples of existing documents to leverage

    People

    • Agile onboarding planning documents
    • Agile training documents
    • Organizational Agile manifesto
    • Team performance metrics dashboard
    • Stakeholder engagement and communication plan
    • Development team engagement plan
    • Organizational design and structure
    • Roles and responsibilities chart (i.e. RACI)
    • Compensation plan Resourcing plan

    Process

    • Tailored Scrum process
    • Requirements gathering process
    • Quality stage-gate checklist (including definitions of ready and done)
    • Business requirements document
    • Use case document
    • Business process diagrams
    • Entity relationship diagrams
    • Data flow diagrams
    • Solution or system architecture
    • Application documentation for deployment
    • Organizational and user change management plan
    • Disaster recovery and rollback process
    • Test case templates

    Technology

    • Code review policies and procedures
    • Systems design policies
    • Build, test, deploy, and rollback scripts
    • Coding guidelines
    • Data governance and management policies
    • Data definition and glossary
    • Request for proposals (RFPs)
    • Development tool standards and licensing agreements
    • Permission to development, testing, staging, and production environments
    • Application, system, and data integration policies

    Build upon the lessons learned from your Agile pilots

    The success of your Center of Excellence relies on the ability to build sound best practices within your organization’s context. Use your previous lessons learned and growing pains as shared knowledge of past Agile implementations within the ACE.

    Implement Agile Practices That Work

    Draw on the experiences of your initial pilot where you learned how to adapt the Agile manifesto and practices to your specific context. These lessons will help onboard new teams to Agile since they will likely experience some of the same challenges.

    Download

    Documents for review include:

    • Tailored Scrum Process
    • Agile Pilot Metrics
    • Info-Tech’s Agile Pilot Playbook

    Enable Organization-Wide Collaboration by Scaling Agile

    Draw on previous scaling Agile experiences to help understand how to interface, facilitate, and orchestrate cross-functional teams and stakeholders for large and complex projects. These lessons will help your ACE teams develop collaboration and problem-solving techniques involving roles with different priorities and lines of thinking.

    Download

    Documents for review include:

    • Agile Program Framework
    • Agile Pilot Program Metrics
    • Scaled Agile Development Process
    • Info-Tech’s Scaling Agile Playbook

    Activity: Gather and document your existing Agile practices for the CoE

    1.2.2 Variable time commitment based on current documentation state

    Input

    • Existing practices

    Output

    • Practices categorized within operating model

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE team
    1. Compile a list of existing practices that will be shared by the Center of Excellence. Consider any documents, templates, or tools that are used regularly by Agile teams.
    2. Evaluate the level of adherence to use of the practices (whether the practice is complied with regularly or not) with a high, medium, or low. Low compliance will need a root-cause analysis to understand why and how to remedy the situation.
    3. Determine the best fit for each practice under the ACE operational model.
    Name Type Adherence Level CoE Best Fit Source
    1 Tailored Scrum process Process High Shared Services Internal Wiki
    2
    3

    Activity: Interview stakeholders to understand the ACE functional expectations

    1.2.3 30-60 Minutes per interview

    Interview Stakeholders (from both Agile teams and functional areas) on their needs from the ACE. Ensure you capture both pain points and opportunities. Capture these as either Common Agile needs or Functional needs. Document using the tables below:

    Common Agile Needs
    Common Agile Needs
    • Each Agile Team interprets Agile differently
    • Need common approach to Agile with a proven track record within the organization
    • Making sure all Team members have a good understanding of Agile
    • Common set of tool(s) with a proven track record, along with a strong understanding of how to use the tool(s) efficiently and effectively
    • Help troubleshooting process related questions
    • Assistance with addressing the individual short comings of each Agile Team
    • Determining what sort of help each Agile Team needs most
    • Better understanding of the role played by Scrum Master and associated good practices
    • When and how do security/privacy/regulatory requirements get incorporated into Agile projects
    Functional Needs Ent Arch Needs
    • How do we ensure Ent Arch has insight and influence on Agile software design
    • Better understanding of Agile process
    • How to measure compliance with reference architectures

    PMO Needs

    • Better understanding of Agile process
    • Understanding role of PM in Agile
    • Project status reports that determine current level of project risk
    • How does project governance apply on Agile projects
    • What deliverables/artifacts are produced by Agile projects and when are they completed

    Operations Needs

    • Alignment on approaches for doing releases
    • Impact of Agile on change management and support desk processes
    • How and when will installation and operation instructions be available in Agile

    Activity: Form a solution matrix to organize your pain points and opportunities

    1.2.4 Half day

    Input

    • Identified requirements

    Output

    • Classified pains and opportunities

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE team
    1. Review the listed pain points from the data gathering process. Sort the pain points on sticky notes into technology, governance, people, and shared services.
    2. Consider opportunities under each defining element based on the identified business requirements.
    3. Document your findings.
    4. Discuss the results with the project team and prioritize the opportunities.
      • Where do the most pains occur?
      • What opportunities exist to alleviate pains?
    Governance Shared Services Technology People
    Pain Points
    Opportunities

    Document results in the ACE Communications Deck.

    Activity: Refine your use cases to identify your ACE functions and services

    1.2.5 1 Hour

    Input

    • Use cases from activity 1.1.2

    Output

    • Refined use cases based on data collection

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE team
    1. Refine your initial use cases for the points of alignment between your ACE and business objectives using your classified pain points and opportunities.
    2. Add use cases to address newly realized pain points.
    3. Determine the functions and services the CoE can offer to address the identified requirements.
    4. Evaluate the outputs in the form of realized benefits and extracted inefficiencies.

    Possible ACE use cases:

    • Policy Management
    • Change Management
    • Risk Management
    • Stakeholder Management
    • Engagement Planning
    • Knowledge Management
    • Subject-Matter Expertise
    • Agile Team Evaluation
    • Operations Support
    • Onboarding
    • Coaching
    • Learning Facilitation
    • Communications Training
    • Vendor Management
    • Application Support
    • Tooling Standards

    Document results in the ACE Communications Deck.

    Activity: Visualize your ACE functions and service offerings with a capability map

    1.2.6 1 Hour

    Input

    • Use cases from activity 1.2.4

    Output

    • ACE capability map

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE team
    1. Review the refined and categorized list of service offerings.
    2. Determine how these new capabilities will add, remove, or enhance your existing service and capabilities.
    3. Categorize the capabilities into the following groups:
    • Governance and Metrics
    • Services
    • Staff
    • Technology
  • Label the estimated impact of the service offering based on your business priorities for the year. This will guide your strategy for implementing your Agile Center of Excellence moving forward.
  • Document results in the ACE Communications Deck.

    Activity: Visualize your ACE functions and service offerings with a capability map (continued)

    Governance

    Policy Management (Medium Potential)

    Change Management (High Potential)

    Risk Management (High Potential)

    Stakeholder Management (High Potential)

    Metrics/Feedback Monitoring (High Potential)

    Shared Services

    Engagement Planning (High Potential)

    Knowledge Management (High Potential)

    Subject-Matter Expertise (High Potential)

    Agile Team Evaluation (High Potential)

    Operations Support (High Potential)

    People

    Onboarding (Medium Potential)

    Coaching (High Potential)

    Learning Facilitation (High Potential)

    Internal Certification Program (Low Potential)

    Communications Training (Medium Potential)

    Technology

    Vendor Management (Medium Potential)

    Application Support (Low Potential)

    Tooling Standards (High Potential)

    Checkpoint: Are you ready to standardize your CoEs service offerings?

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Self-Auditing Guidelines

    • Have you identified and prioritized the key business objectives for the upcoming year that the ACE will align with?
    • Do you have a high-level set of use cases for points of alignment between your ACE and business objectives?
    • Have you mapped your stakeholders and identified the key players that will have an influence over the future success of your ACE?
    • Have you identified how your organization will fund, resource, and govern the ACE?
    • Have you collected data to understand the functional expectations of the users the ACE is intended to serve?
    • Have you refined your use cases to align with both business objectives and functional expectations?

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    1.1.2 Identify and prioritize organizational business objectives

    Our analyst team will help you organize and prioritize your business objectives for the year in order to ensure that the service offerings the ACE offers are delivering consistent business value.

    1.1.3 Form use cases for the points of alignment between your ACE and business objectives

    Our analyst team will help you turn your prioritized business objectives into a set of high-level use cases that will provide the foundation for defining user-aligned services.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    1.1.4 Prioritize your ACE stakeholders

    Our analysts will walk you through an exercise of mapping and prioritizing your Centers of Excellence stakeholders based on impact and power within so you can ensure appropriate presentation of interests within the organization.

    1.2.4 Form a solution matrix to organize your pain points and opportunities

    Our analyst team will help you solidify the direction of your Center of Excellence by overlaying your identified needs, pain points, and potential opportunities in a matrix guided by Info-Tech’s CoE operating model.

    1.2.5 Refine your use cases to identify your ACE functions and services

    Our analyst team will help you further refine your business-aligned use cases with the functional expectations from your Agile teams and stakeholders, ensuring the ACEs long-term utility.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    1.2.6 Visualize your ACE functions and service offerings with a capability map

    Our analysts will walk you through creating your Agile Centers of Excellence capability map and help you to prioritize which service offerings are critical to the success of your Agile teams in meeting their objectives.

    Phase 2

    Standardize the Centers of Excellence Service Offerings

    Spread Best Practices With an Agile Center of Excellence

    The ACE needs to ensure consistency in service delivery

    Now that you have aligned the CoE to the business and functional expectations, you need to ensure its service offerings are consistently accessible. To effectively ensure accessibility and delegation of shared services in an efficient way, the CoE needs to have a consistent framework to deliver its services.

    Phase 1 - Strategically Align the CoE

    Create strategic alignment between the CoE and the organization’s goals, objectives, and vision. This alignment translates into the CoE mandate intended to enhance the way Agile will enable teams to meet business objectives.

    Phase 2 - Standardize the CoEs Service Offerings

    Build an engagement plan based on a standardized adoption model to ensure your CoE service offerings are accessible and consistent across the organization. Create and consolidate key performance indicators to measure the CoEs utility and whether or not the expected value is being translated to tangible results.

    Phase 3 - Operate the CoE

    Operate the CoE to provide service offerings to Agile teams, identify improvements to optimize the function of your Agile teams, and effectively manage and communicate change so that teams can grow within the Agile adoption model and optimize value delivery both within your Agile environment and across functions.

    Phase 2 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Standardize the CoEs Service Offerings

    Proposed Time to Completion (in weeks): 2

    Step 2.1: Define an adoption plan for your Agile teams

    Start with an analyst kick off call:

    • Dissect the key attributes of Agile adoption.

    Then complete these activities…

    2.1.1 Further categorize your use cases within the Agile adoption model.

    Step 2.2: Create an ACE engagement plan

    Start with an analyst kick off call:

    • Form engagement plans for your Agile teams.

    Then complete these activities…

    2.2.1 Create an engagement plan for each level of adoption.

    Step 2.3: Define metrics to measure success

    Finalize phase deliverable:

    • Discuss effective ACE metrics.

    Then complete these activities…

    2.3.1 Collect existing team-level metrics.

    2.3.2 Define metrics that align with your Agile business objectives.

    2.3.3 Define target ACE performance metrics.

    2.3.4 Define Agile adoption metrics.

    2.3.5 Consolidate metrics for stakeholder impact.

    2.3.6 Use Info-Tech’s ACE Benefits Tracking Tool to monitor, evaluate, refine, and ensure continued business value.

    Phase 2 Results & Insights:

    • Standardizing your service offerings allows you to have direct influence on the dissemination of best practices.

    Phase 2, Step 1: Define an adoption plan for your Agile teams

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities:

    2.1.1 Further categorize your use cases within the Agile adoption model.

    Outcomes:

    • Refine your previously determined use cases within the Agile adoption model to ensure that teams can be assisted at any level of Agile adoption.
    • Understand the key attributes of Agile adoption and how they impact success.

    Understand the implementation challenges that the ACE may face

    Culture clash between ACE and larger organization

    It is important to carefully consider the compatibility between the current organizational culture and Agile moving forward. Agile compels empowered teams, meritocracy, and broad collaboration for success; while typical organizational structures are siloed and hierarchical and decisions are delegated from the top down.

    This is not to say that the culture of the ACE has to match the larger organizational culture; part of the overarching aim of the ACE is to evolve the current organizational culture for the better. The point is to ensure you enable a smooth transition with sufficient management support and a team of Agile champions.

    The changing role of middle management

    Very similar to the culture clash challenge, cultural rigidity in how middle managers operate (performance review, human resource management, etc.) can cause cultural rejection. They need to become enablers for high performance and give their teams the sufficient tools, skills, and opportunities to succeed and excel.

    What impedes Agile adoption?

    Based on a global survey of Agile practitioners (N=1,319)*:

    52% Organizational culture at odds with agile values

    44% Inadequate management support and sponsorship

    48% General organization resistance to change

    *Respondents were able to make multiple selections

    (13th Annual State of Agile Report, VersionOne, 2019)

    Build competency and trust through a structured Agile adoption plan

    The reality of cultural incompatibility between Agile and traditional organization structures necessitates a structured adoption plan. Systematically build competency so teams can consistently achieve project success and solidify trust in your teams’ ability to meet business needs with Agile.

    By incrementally gaining the trust of management as you build up your Agile capabilities, you enable a smooth cultural transition to an environment where teams are empowered, adapt quickly to changing needs, and are trusted to innovate and make successes out of their failures.

    Optimized value delivery occurs when there is a direct relationship between competency and trust. There will be unrealized value when competency or trust outweigh the other. That value loss increases as either dimension of adoption continues to grow faster than the other.

    The image shows a graph with Competency on the x-axis and Trust on the y-axis. There are 3 sections: Level 1, Level 2, and Level 3, in subsequently larger arches in the background of the graph. The graph shows two diagonal arrows, the bottom one labelled Current Value Delivery and the top one labelled Optimized Value Delivery. The space between the two arrows is labelled Value Loss.

    Use Info-Tech’s Practice Adoption Optimization Model to systematically increase your teams’ ability to deliver

    Using Info-Tech’s Practice adoption optimization model will ensure you incrementally build competency and trust to optimize your value delivery.

    Agile adoption at its core, is about building social capital. Your level of trust with key influencers increases as you continuously enhance your capabilities, enabling the necessary cultural changes away from traditional organizational structures.

    Trust & Competency ↓

    DEFINE

    Begin to document your development workflow or value chain, implement a tracking system for KPIs, and start gathering metrics and reporting them transparently to the appropriate stakeholders.

    ITERATE

    Use collected metrics and retrospectives to stabilize team performance by reducing areas of variability in your workflow and increasing the consistency at which targets are met.

    COLLABORATE

    Use information to support changes and adopt appropriate practices to make incremental improvements to the existing environment.

    EMPOWER

    Drive behavioral and cultural changes that will empower teams to be accountable for their own success and learning.

    INNOVATE

    Use your built-up trust and support practice innovation, driving the definition and adoption of new practices.

    Review these key attributes of Agile adoption

    Agile adoption is unique to every organization. Consider these key attributes within your own organizational context when thinking about levels of Agile adoption.

    Adoption Attributes

    Team Organization

    Considers the degree to which teams are able to self-organize based on internal organizational structures (hierarchy vs. meritocracy) and inter-team capabilities.

    Team Coordination

    Considers the degree to which teams can coordinate, both within and across functions.

    Business Alignment

    Considers the degree to which teams can understand and/or map to business objectives.

    Coaching

    Considers what kind of coaching/training is offered and how accessible the training is.

    Empowerment

    Considers the degree to which teams are able and capable to address project, process, and technical challenges without significant burden from process controls and bureaucracy.

    Failure Tolerance

    Considers the degree to which stakeholders are risk tolerant and if teams are capable of turning failures into learning outcomes.

    Why are these important?

    These key attributes function as qualities or characteristics that, when improved, will successively increase the degree to which the business trusts your Agile teams’ ability to meet their objectives.

    Systematically improving these attributes as you graduate levels of the adoption model allows the business to acclimatize to the increased capability the Agile team is offering, and the risk of culture clash with the larger organization decreases.

    Start to consider at what level of adoption each of your service offerings become useful. This will allow you to standardize the way your Agile teams interact with the CoE.

    Activity: Further categorize your use cases within the Agile adoption model

    2.1.1 1.5 Hours

    Input

    • List of service offerings

    Output

    • Service offerings categorized within adoption model

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Team
    1. Gather the list of your categorized use cases.
    2. Based on Info-Tech’s Agile adoption model, categorize which use cases would be useful to help the Agile team graduate to the next level of adoption.
      • Conceptualize: Begin to document your workflow or value chain, implement a tracking system for KPIs, and gather metrics and report them transparently to the appropriate stakeholders.
      • Iterate: Use collected metrics to stabilize team performance by reducing areas of variability in your workflow and increasing the consistency at which targets are met.
      • Collaborate: Use information to drive changes and adopt appropriate Agile practices to make incremental improvements to the existing environment.
      • Empower: Drive behavioral and cultural changes that will empower teams to be accountable for their own successes given the appropriate resources.
      • Innovate: Use your built-up trust to begin to make calculated risks and innovate more, driving new best practices into the CoE.

    The same service offering could be offered at different levels of adoption. In these cases, you will need to re-visit the use case and differentiate how the service (if at all) will be delivered at different levels of adoption.

    1. Use this opportunity to brainstorm alternative or new use cases for any gaps identified. It is the CoEs goal to assist teams at every level of adoption to meet their business objectives. Use a different colored sticky note for these so you can re-visit and map out their inputs, outputs, metrics, etc.

    Activity: Further categorize your use cases within the Agile adoption model (continued)

    2.1.1 1.5 Hours

    Input

    • List of service offerings

    Output

    • Service offerings categorized within adoption model

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Team

    Example:

    Service Offerings
    Level 5: Innovate
    Level 4: Empower
    Level 3: Collaborate Coaching -- Communications Training
    Level 2: Iterate Tooling Standards
    Level 1: Conceptualize

    Learning Facilitation

    Draw on the service offerings identified in activity 1.2.4

    Phase 2, Step 2: Create an ACE engagement plan

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities:

    2.2.1 Create an engagement plan for each level of adoption.

    Outcomes:

    • Understand the importance of aligning with the functional expectations of your ACE customers.
    • Understand the relationship between engagement and continuous improvement.
    • Create an engagement plan for each level of adoption to standardize the way customers interact with the ACE.

    Enable Agile teams to interface with ACE service offerings to meet their business objectives

    A Center of Excellence aligned with your service offerings is only valuable if your CoEs customers can effectively access those services. At this stage, you have invested in ensuring that your CoE aligns to your business objectives and that your service offerings align to its customers. Now you need to ensure that these services are accessible in the day-to-day operation of your Agile teams.

    Engagement Process → Service Offering

    Use backwards induction from your delivery method to the service offering. This is an effective method to determine the optimal engagement action for the CoE, as it considers the end customer as the driver for best action for every possible situation.

    Info-Tech Insight

    Your engagement process should be largely informed by your ACE users. Teams have constraints as well as in-the-trenches concerns and issues. If your service offerings don’t account for these, it can lead to rejection of the culture you are trying to inspire.

    Show the way, do not dictate

    Do not fix problems for your Agile teams, give them the tools and knowledge to fix the problems themselves.

    Facilitate learning to drive success

    A primary function of your ACE is to transfer knowledge to Agile teams to increase their capability to achieve desired outcomes.

    While this can take the form of coaching, training sessions, libraries, and wikis, a critical component of ACE is creating interactions where individuals from Agile teams can come together and share their knowledge.

    Ideas come from different experiences. By creating communities of practice (CoP) around topics that the ACE is tasked with supporting (e.g. Agile business analysts), you foster social learning and decrease the likelihood that change will result in some sort of cultural rejection.

    Consider whether creating CoPs would be beneficial in your organization’s context.

    "Communities of practice are a practical way to frame the task of managing knowledge. They provide a concrete organizational infrastructure for realizing the dream of a learning organization." – Etienne Wenger, Digital Habitats: Stewarding technology for communities

    A lack of top-down support will result in your ACE being underutilized

    Top-down support is critical to validate the CoE to its customers and ensure they feel compelled to engage with its services. Relevancy is a real concern for the long-term viability of a CoE and championing its use from a position of authority will legitimize its function and deter its fading from relevancy of day-to-day use for Agile teams.

    Although you are aligning your engagement processes to the customers of your Agile Center of Excellence, you still need your key influencers to champion its lasting organizational relevancy. Don’t let your employees think the ACE is just a coordinating body or a committee that is convenient but non-essential – make sure they know that it drives their own personal growth and makes everyone better as a collective.

    "Even if a CoE is positioned to meet a real organizational need, without some measure of top-down support, it faces an uphill battle to remain relevant and avoid becoming simply one more committee in the eyes of the wider organization. Support from the highest levels of the organization help fight the tendency of the larger organization to view the CoE as a committee with no teeth and tip the scales toward relevancy for the CoE." – Joe Shepley, VP and Practice Lead, Doculabs

    Info-Tech Insight

    Stimulate top-down support with internal certifications. This allows your employees to gain accreditation while at the same time encouraging top-down support and creating a compliance check for the continual delivery and acknowledgement of your evolving best practices.

    Ensure that best practices and lessons learned are injected back into the ACE

    For your employees to continuously improve, so must the Center of Excellence. Ensure the ACE has the appropriate mechanisms to absorb and disseminate best practices that emerge from knowledge transfer facilitation events.

    Facilitated Learning Session →Was the localized adaption well received by others in similar roles? →Document Localized Adaptation →Is there broad applicability and benefit to the proposed innovation? →CoE Absorbs as Best Practice

    Continuous improvement starts with the CoE

    While facilitating knowledge transfer is key, it is even more important that the Center of Excellence can take localized adaptations from Agile teams and standardize them as best practices when well received. If an individual were to leave without sharing their knowledge, the CoE and the larger organization will lose that knowledge and potential innovation opportunities.

    Experience matters

    To organically grow your ACE and be cost effective, you want your teams to continuously improve and to share that knowledge. As individual team members develop and climb the adoption model, they should participate as coaches and champions for less experienced groups so that their knowledge is reaching the widest audience possible.

    Case study: Agile learning at Spotify

    CASE STUDY

    Industry Digital Media

    Source Henrik Kniberg & Anders Ivarsson, 2012

    Methods of Agile learning at Spotify

    Spotify has continuously introduced innovative techniques to facilitate learning and ensure that that knowledge gets injected back into the organization. Some examples are the following:

    • Hack days: Self-organizing teams, referred to as squads, come together, try new ideas, and share them with their co-workers. This facilitates a way to stay up to date with new tools and techniques and land new product innovations.
    • Coaching: Every squad has access to an Agile coach to help inject best practices into their workflow – coaches run retrospectives, sprint planning meetings, facilitate one-on-one coaching, etc.
    • Tribes: Collections of squads that hold regular gatherings to show the rest of the tribe what they’ve been working on so others can learn from what they are doing.
    • Chapters: People with similar skills within a tribe come together to discuss their area of expertise and their specific challenges.
    • Guilds: A wide-reaching community of interest where members from different tribes can come together to share knowledge, tools, and codes, and practice (e.g. a tester guild, an Agile coaching guild).

    The image shows the Spotify model, with two sections, each labelled Tribe, and members from within each Tribe gathered together in a section labelled Guild.

    "As an example of guild work, we recently had a ‘Web Guild Unconference,’ an open space event where all web developers at Spotify gathered up in Stockholm to discuss challenges and solutions within their field."

    Activity: Create an engagement plan for each level of adoption

    2.2.1 30 Minutes per role

    Input

    • Categorized use cases

    Output

    • Role-based engagement plans

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Team
    1. On the top bar, define the role you are developing the engagement plan for. This will give you the ability to standardize service delivery across all individuals in similar roles.
    2. Import your categorized service offerings for each level of adoption that you think are applicable to the given role.
    3. Using backwards induction, determine the engagement processes that will ensure that those service offerings are accessible and fit the day-to-day operations of the role.
    4. Fill in the template available on the next slide with each role’s engagement plan.

    Document results in the ACE Communications Deck.

    Example engagement plan: Developer

    2.2.1 30 Minutes per role

    Role: Developer
    Level 1 Level 2 Level 3 Level 4 Level 5
    Service Offering
    1. Onboarding
    2. Coaching
    3. Learning Facilitation
    1. Tooling Standards
    2. Learning Facilitation
    1. Communications Training
    2. Learning Facilitation
    1. Subject-Matter Expertise
    2. Coaching
    1. Knowledge Management
    Engagement Process
    1. Based on service request or need identified by dev. manager.
    2. Based on service request or need identified by dev. manager.
    3. Weekly mandatory community of practice meetings.
    1. When determined to have graduated to level 2, receive standard Agile tooling standards training.
    2. Weekly mandatory community of practice meetings.
    1. When determined to have graduated to level 3, receive standard Agile communications training.
    2. Weekly mandatory community of practice meetings
    1. Peer-based training on how to effectively self-organize.
    2. Based on service request or need identified by dev. manager.
    1. Review captured key learnings from last and have CoE review KPIs related to any area changed.

    Example engagement plan: Tester

    2.2.1 30 Minutes per role

    Role: Tester
    Level 1Level 2Level 3Level 4Level 5
    Service Offering
    1. Onboarding
    2. Coaching
    1. Product Training
    2. Communications Training
    1. Communications Training
    2. Learning Facilitation
    1. Subject-Matter Expertise
    2. Coaching
    1. Tooling Standards
    2. Training
    3. Coaching
    Engagement Process
    1. Based on service request or need identified by dev. manager.
    1. Weekly mandatory community of practice meetings.
    2. Provide training on effective methods for communicating with development teams based on organizational best practices.
    1. When determined to have graduated to level 3, receive standard training based on organizational testing best practices. Weekly mandatory community of practice meetings.
    1. Peer-to-peer training with level 5 certified coach.
    2. Based on service request or need identified by dev. manager. .
    1. Periodic updates of organizational tooling standards based on community of practice results.
    2. Automation training.
    3. Provide coaching to level 1 developers on a rotating basis to develop facilitation skills.

    Example engagement plan: Product Owner

    2.2.1 30 Minutes per role

    Role: Product Owner
    Level 1 Level 2 Level 3 Level 4 Level 5
    Service Offering
    1. Onboarding
    2. Coaching
    1. Coaching
    2. Learning Facilitation
    1. Coaching
    2. Communications Training
    3. Learning Facilitation
    1. Coaching
    2. Learning Facilitation
    1. Coaching
    2. Learning Facilitation
    Engagement Process
    1. Provide onboarding materials for Agile product owners.
    2. Provide bi-weekly reviews and subsequent guidance at the end of retrospective processes.
    1. Provide monthly reviews and subsequent guidance based on retrospective results.
    2. Bi-weekly mandatory community of practice meetings
    1. When determined to have graduated to level 3, receive standard training based on organizational testing best practices.
    2. Bi-weekly mandatory community of practice meetings.
    1. Provide monthly reviews and subsequent guidance based on retrospective results.
    2. Bi-weekly mandatory community of practice meetings
    1. Provide quarterly reviews and subsequent guidance based on retrospective results.
    2. Bi-weekly mandatory community of practice meetings

    Phase 2, Step 3: Define metrics to measure success

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities:

    2.3.1 Define existing team-level metrics.

    2.3.2 Define metrics that align with your Agile business objectives.

    2.3.3 Define target ACE performance metrics.

    2.3.4 Define Agile adoption metrics.

    2.3.5 Consolidate your metrics for stakeholder impact.

    2.3.6 Use Info-Tech’s ACE Benefits Tracking Tool to monitor, evaluate, refine, and ensure continued business value.

    Outcomes:

    • Understand the importance of aligning with the functional expectations of your ACE customers.
    • Understand the relationship between engagement and continuous improvement.
    • Create an engagement plan for each level of adoption to standardize the way customers interact with the ACE.

    Craft metrics that will measure the success of your Agile teams

    Quantify measures that demonstrate the effectiveness of your ACE by establishing distinct metrics for each of your service offerings. This will ensure that you have full transparency over the outputs of your CoE and that your service offerings maintain relevance and are utilized.

    Questions to Ask

    1. What are leading indicators of improvements that directly affect the mandate of the CoE?
    2. How do you measure process efficiency and effectiveness?

    Creating meaningful metrics

    Specific

    Measureable

    Achievable

    Realistic

    Time-bound

    Follow the SMART framework when developing metrics for each service offering.

    Adhering to this methodology is a key component of the lean management methodology. This framework will help you avoid establishing general metrics that aren’t relevant.

    "It’s not about telling people what they are doing wrong. It’s about constantly steering everyone on the team in the direction of success, and never letting any individual compromise the progress of the team toward success." – Mary Poppendieck, qtd. in “Questioning Servant Leadership”

    For important advice on how to avoid the many risks associated with metrics, refer to Info-Tech’s Select and Use SDLC Metrics Effectively.

    Ensure your metrics are addressing criteria from different levels of stakeholders and enterprise context

    There will be a degree of overlap between the metrics from your business objectives, service offerings, and existing Agile teams. This is a positive thing. If a metric can speak to multiple benefits it is that much more powerful in commuting successes to your key stakeholders.

    Existing metrics

    Business objective metrics

    Service offering metrics

    Agile adoption metrics

    Finding points of overlap means that you have multiple stakeholders with a vested interest in the positive trend of a specific metric. These consolidated metrics will be fundamental for your CoE as they will help build consensus through communicating the success of the ACE in a common language for a diverse audience.

    Activity: Define existing team-level metrics

    2.3.1 1 Hour

    Input

    • Current metrics

    Output

    • Service offerings categorized within adoption model

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Team
    1. Gather any metrics related documentation that you collected during your requirements gathering in Phase 1.
    2. Collect team-level metrics for your existing Agile teams:
      • Examine outputs from any feedback mechanisms you have (satisfaction surveys, emails, existing SLAs, burndown charts, resourcing costs, licensing costs per sprint, etc.).
      • Look at historical trends and figures when available. Be careful of frequent anomalies as these may indicate a root cause that needs to be addressed.
      • Explore the definition of specific metrics across different functional teams to ensure consistency of measurement and reporting.
    Team Objective Expected Benefits Metrics
    Improve productivity
    • Improve transparency with business decisions
    • Team burndown and velocity
    • Number of releases per milestone
    Increase team morale and motivation
    • Teams are engaged and motivated to develop new opportunities to deliver more value quicker.
    • Team satisfaction with Agile environment
    • Degree of engagement in ceremonies
    Improve transparency with business decisions
    • Teams are engaged and motivated to develop new opportunities to deliver more value quicker.
    • Stakeholder satisfaction with completed product
    • Number of revisions to products in demonstrations

    Activity: Define metrics that align with your Agile business objectives

    2.3.2 1 Hour

    Input

    • Organizational business objectives from Phase 1

    Output

    • Metrics aligned to organizational business objectives

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE
    1. List the business objectives that you determined in 1.1.2.
    2. Create a shortlist of expected benefits from those business objectives. These will help to drive metrics that align with the intended purpose of completing those business objectives, and affirm they are aligned to realizable benefits.
    3. Define metrics that speak to the benefits of your business objectives. While engaging in this process, ensure to document the collection method for each metrics.
    Business Objectives Expected Benefits Metrics
    Decrease time-to-market of product releases
    • Faster feedback from customers.
    • Increased customer satisfaction.
    • Competitive advantage.
    Decrease time-to-market of product releases
    • Alignment to organizational best practices.
    • Improved team productivity.
    • Greater collaboration across functional teams.
    • Policy and practice adherence and acknowledgement
    • Number of requests for ACE services
    • Number of suggestions to improve Agile best practices and ACE operations

    Activity: Define target ACE performance metrics

    2.3.3 1 Hour

    Input

    • Service offerings
    • Satisfaction surveys
    • Usage rates

    Output

    • CoE performance metrics

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE
    1. Define metrics to measure the success of each of your service offerings.
    2. Create a shortlist of expected benefits from those business objectives. These will help to drive metrics that align with the intended purpose of those service offerings, and affirm they are aligned to realizable benefits.
    3. Define metrics that speak to the benefits of your service offerings.
    4. Compare these to your team performance metrics.
    Service Offering Expected Benefits Metrics
    Knowledge management
    • Comprehensive knowledgebase that accommodates various company products and office locations.
    • Easily accessible resources.
    • Number of practices extracted from ACE and utilized
    • Frequency of updates to knowledgebase
    Tooling standards
    • Tools adhere to company policies, security guidelines, and regulations.
    • Improved support of tools and technologies.
    • Tools integrate and function well with enterprise systems.
    • Number of teams and functional groups using standardized tools
    • Number of supported standardized tools
    • Number of new tools added to the standards list
    • Number of tools removed from standards list

    Activity: Define Agile adoption metrics

    2.3.4 1 Hour

    Input

    • Agile adoption model

    Output

    • Agile adoption metrics
    1. Define metrics to measure the success of each of your service offerings.
    2. Create a shortlist of expected benefits from those business objectives. These will help to drive metrics that align with the intended purpose of those service offerings, and affirm they are aligned to realizable benefits.
    3. Define metrics that speak to the benefits of your service offerings.
    4. It is possible that you will need to adjust these metrics after baselines are established when you begin to operate the ACE. Keep this in mind moving forward.
    Adoption attributes Expected Benefits Metrics
    Team organization
    • Acquisition of the appropriate roles and skills to successfully deliver products.
    • Degree of flexibility to adjust team compositions on a per project basis
    Team coordination
    • Ability to successfully undertake large and complex projects involving multiple functional groups.
    • Number of ceremonies involving teams across functional groups
    Business alignment
    • Increased delivery of business value from process optimizations.
    • Number of business-objective metrics surpassing targets
    Coaching
    • Teams are regularly trained with new and better best practices.
    • Number of coaching and training requests
    Empowerment
    • Teams can easily and quickly modify processes to improve productivity without following a formal, rigorous process.
    • Number of implemented changes from team retrospectives
    Failure tolerance
    • Stakeholders trust teams will adjust when failures occur during a project.
    • Degree of stakeholder trust to address project issues quickly and effectively

    Activity: Consolidate your metrics for stakeholder impact

    2.3.5 30 Minutes

    Input

    • New and existing Agile metrics

    Output

    • Consolidated Agile metrics

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • ACE
    1. Take all the metrics defined from the previous activities and compare them as a group.
    2. If there are overlapping metrics that are measuring similar outcomes or providing similar benefits, see if there is a way to merge them together so that a single metric can report outcomes to multiple stakeholders. This reduces the amount of resources invested in metrics gathering and helps to show consensus or alignment between multiple stakeholder interests.
    3. Compare these to your existing Agile metrics, and explore ways to consolidate existing metrics that are established with some of your new metrics. Established metrics are trusted and if they can be continued it can be viewed as beneficial from a consensus and consistency perspective to your stakeholders.

    Activity: Use Info-Tech’s ACE Benefits Tracking Tool to monitor, evaluate, refine, and ensure continued business value

    2.3.6 1 Hour

    Purpose

    The CoE governance team can use this tool to take ownership of the project’s benefits, track progress, and act on any necessary changes to address gaps. In the long term, it can be used to identify whether the team is ahead, on track, or lagging in terms of benefits realization.

    Steps

    1. Enter your identified metrics from the following activities into the ACE Benefits Tracking Tool.
    2. Input your baselines from your data collection (Phase 3) and a goal value for each metric.
    3. Document the results at key intervals as defined by the tool.
    4. Use the summary report to identify metrics that are not tracking well for root cause analysis and communicate with key stakeholders the outcomes of your Agile Center of Excellence based on your communication schedule from Phase 3, Step 3.

    INFO-TECH DELIVERABLE

    Download the ACE Benefits Tracking Tool.

    Checkpoint: Are you ready to operate your ACE?

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Self Auditing Guidelines

    • Have you categorized your ACE service offerings within Info-Tech’s Agile adoption model?
    • Have you formalized engagement plans to standardize the access to your service offerings?
    • Do you understand the function of learning events and their criticality to the function of the ACE?
    • Do you understand the key attributes of Agile adoption and how social capital leads to optimized value delivery?
    • Have you defined metrics for different goals (adoption, effective service offerings, business objectives) of the ACE?
    • Do your defined metrics align to the SMART framework?

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    2.1.1 Further categorize your use cases within the Agile adoption model

    Our analyst team will help you categorize the Centers of Excellence service offerings within Info-Tech’s Agile adoption model to help standardize the way your organization engages with the Center of Excellence.

    2.2.1 Create an engagement plan for each level of adoption

    Our analyst team will help you structure engagement plans for each role within your Agile environment to provide a standardized pathway to personal development and consistency in practice.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.3.2 Define metrics that align with your Agile business objectives

    Our analysts will walk you through defining a set of metrics that align with your Agile business objectives identified in Phase 1 of the blueprint so the CoEs monitoring function can ensure ongoing alignment during operation.

    2.3.3 Define target ACE performance metrics

    Our analysts will walk you through defining a set of metrics that monitors how successful the ACE has been at providing its services so that business and IT stakeholders can ensure the effectiveness of the ACE.

    2.3.4 Define Agile adoption metrics

    Our analyst team will help you through defining a set of metrics that aligns with your organization’s fit of the Agile adoption model in order to provide a mechanism to track the progress of Agile teams maturing in capability and organizational trust.

    Phase 3

    Operationalize Your Agile Center of Excellence

    Spread Best Practices With an Agile Center of Excellence

    Operate your ACE to drive optimized value from your Agile teams

    The final step is to engage in monitoring of your metrics program to identify areas for improvement. Using metrics as a driver for operating your ACE will allow you to identify and effectively manage needed change, as well as provide you with the data necessary to promote outcomes to your stakeholders to ensure the long-term viability of the ACE within your organization.

    Phase 1 - Strategically Align the CoE

    Create strategic alignment between the CoE and the organization’s goals, objectives, and vision. This alignment translates into the CoE mandate intended to enhance the way Agile will enable teams to meet business objectives.

    Phase 2 - Standardize the CoEs Service Offerings

    Build an engagement plan based on a standardized adoption model to ensure your CoE service offerings are accessible and consistent across the organization. Create and consolidate key performance indicators to measure the CoEs utility and whether or not the expected value is being translated to tangible results.

    Phase 3 - Operate the CoE

    Operate the CoE to provide service offerings to Agile teams, identify improvements to optimize the function of your Agile teams, and effectively manage and communicate change so that teams can grow within the Agile adoption model and optimize value delivery both within your Agile environment and across functions.

    Phase 3 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 3: Operate the CoE

    Proposed Time to Completion (in weeks): Variable depending on communication plan

    Step 3.1: Optimize the success of your ACE

    Start with an analyst kick off call:

    • Conduct a baseline assessment of your Agile environment.

    Then complete these activities…

    3.1.1 Use Info-Tech’s ACE Satisfaction Survey to help establish your baseline.

    3.1.2 Use Info-Tech’s CoE Maturity Diagnostic Tool to measure the maturity level of your ACE.

    3.1.3 Prioritize ACE actions by monitoring your metrics.

    Step 3.2: Plan change to enhance your Agile initiatives

    Start with an analyst kick off call:

    • Interface with the ACE with your change management function.

    Then complete these activities…

    3.2.1 Assess the interaction and communication points of your Agile teams.

    3.2.2 Determine the root cause of each metric falling short of expectations.

    3.2.3 Brainstorm solutions to identified issues.

    3.2.4 Review your metrics program.

    3.2.5 Create a communication plan for change.

    Step 3.3: Conduct ongoing retrospectives of your ACE

    Finalize phase deliverable:

    • Build a communications deck for key stakeholders.

    Then complete these activities…

    3.3.1 Use the outputs from your metrics tracking tool to communicate progress.

    3.3.2 Summarize adjustments in areas where the ACE fell short.

    3.3.3 Review the effectiveness of your service offerings.

    3.3.4 Evaluate your ACE Maturity.

    3.3.5 Use Info-Tech’s ACE Communications Deck to deliver your outcomes to the key stakeholders.

    Phase 3 Results & Insights:

    Inject improvements into your Agile environment with operational excellence. Plan changes and communicate them effectively, monitor outcomes on a regular basis, and keep stakeholders in the loop to ensure that their interests are being looked after to ensure long-term viability of the CoE.

    Phase 3, Step 1: Optimize the success of your ACE

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Tools:

    3.1.1 Use Info-Tech’s ACE Satisfaction Survey to help establish your baseline.

    3.1.2 Use Info-Tech’s CoE Maturity Diagnostic Tool to measure the maturity level of your ACE.

    3.1.3 Prioritize ACE actions by monitoring your metrics.

    Outcomes:

    • Conduct a baseline assessment of your ACE to measure against using a variety of data sources, including interviews, satisfaction surveys, and historical data.
    • Use the Benefits Tracking Tool to start monitoring the outcomes of the ACE and to keep track of trends.

    Ensure the CoE is able to collect the necessary data to measure success

    Establish your collection process to ensure that the CoE has the necessary resources to collect metrics and monitor progress, that there is alignment on what data sources are to be used when collecting data, and that you know which stakeholder is interested in the outcomes of that metric.

    Responsibility

    • Does the CoE have enough manpower to collect the metrics and monitor them?
    • If automated through technology, is it clear who is responsible for its function?

    Source of metric

    • Is the method of data collection standardized so that multiple people could collect the data in the same way?

    Impacted stakeholder

    • Do you know which stakeholder is interested in this metric?
    • How often should the interested stakeholder be informed of progress?

    Intended function

    • What is the expected benefit of increasing this metric?
    • What does the metric intend to communicate to the stakeholder?

    Conduct a baseline assessment of your ACE to measure success

    Establishing the baseline performance of the ACE allows you to have a reasonable understanding of the impact it is having on meeting business objectives. Use user satisfaction surveys, stakeholder interviews, and any current metrics to establish a concept of how you are performing now. Setting new metrics can be a difficult task so it is important to collect as much current data as possible. After the metrics have been established and monitored for a period of time, you can revisit the targets you have set to ensure they are realistic and usable.

    Without a baseline, you cannot effectively:

    • Establish reasonable target metrics that reflect the performance of your Center of Excellence.
    • Identify, diagnose, and resolve any data that deviates from expected outcomes.
    • Measure ongoing business satisfaction given the level of service.

    Info-Tech Insight

    Invest the needed time to baseline your activities. These data points are critical to diagnose successes and failures of the CoE moving forward, and you will need them to be able to refine your service offerings as business conditions or user expectations change. While it may seem like something you can breeze past, the investment is critical.

    Use a variety of sources to get the best picture of your current state; a combination of methods provides the richest insight

    Interviews

    What to do:

    • Conduct interviews (or focus groups) with key influencers and Agile team members.

    Benefits:

    • Data comes from key business decision makers.
    • Identify what is top of mind for your top-level stakeholders.
    • Ask follow-up questions for detail.

    Challenges:

    • This will only provide a very high-level view.
    • Interviewer biases may skew the results.

    Surveys

    What to do:

    • Distribute an Agile-specific stakeholder satisfaction survey. The survey should be specific to identify factors of your current environment.

    Benefits:

    • Every end user/business stakeholder will be able to provide feedback.
    • The survey will be simple to develop and distribute.

    Challenges:

    • Response rates can be low if stakeholders do not understand the value in their opinions.

    Historical Data

    What to do:

    • Collect and analyze existing Agile data such as past retrospectives, Agile team metrics, etc.

    Benefits:

    • Get a full overview of current service offerings, past issues, and current service delivery.
    • Allows you to get an objective view of what is really going on within your Agile teams.

    Challenges:

    • Requires a significant time investment and analytical skills to analyze the data and generate insights on business satisfaction and needs.

    Use Info-Tech’s ACE Satisfaction Survey to help establish your baseline

    3.1.1 Baseline satisfaction survey

    Purpose

    Conduct a user satisfaction survey prior to setting your baseline for your ACE. This will include high-level questions addressing your overall Agile environment and questions addressing teams’ current satisfaction with their processes and technology.

    Steps

    1. Modify the satisfaction survey template to suit your organization and the service offerings you have defined for the Agile Center of Excellence.
    2. Distribute the satisfaction survey to any users who are expected to interface with the ACE.
    3. Document the results and communicate them with the relevant key stakeholders.
    4. Combine these results with historical data points (if available) and stakeholder interviews to get a holistic picture of your current state.

    INFO-TECH DELIVERABLE

    Download the ACE Satisfaction Survey.

    Use Info-Tech’s CoE Maturity Diagnostic Tool to measure the maturity level of your ACE

    3.1.2 CoE maturity assessment

    Purpose

    Assessing your ACEs maturity lets you know where they currently are and what to track to get them to the next step. This will help ensure your ACE is following good practices and has the appropriate mechanisms in place to serve your stakeholders.

    Steps

    1. Download the CoE Maturity Diagnostic Tool to assess the maturity of your ACE.
    2. Complete the assessment tool with all members of your ACE team to determine your maturity score.
    3. Document the results and communicate them with the relevant key stakeholders.
    4. Combine these results with historical data points (if available) and stakeholder interviews to get a holistic picture of your ACE maturity level.

    Document results in the ACE Communications Deck.

    INFO-TECH DELIVERABLE

    Download the CoE Maturity Diagnostic Tool.

    Activity: Prioritize ACE actions by monitoring your metrics

    3.1.3 Variable time commitment

    Input

    • Metrics from ACE Benefits Tracking Tool

    Output

    • Prioritized actions for the ACE

    Materials

    • ACE Benefits Tracking Tool

    Participants

    • ACE team
    1. Review your ACE Benefits Tracking Tool periodically (at the end of sprint cycles, quarterly, etc.) and document metrics that are trending or actively falling short of goals or expectations.
    2. Take the documented list and have the ACE staff consider what actions or decisions can be prioritized to help mend the identified gaps. Look for any trends that could potentially speak to a larger problem or a specific aspect of the ACE or the organizational Agile environment that is not functioning as expected.
    3. Take the opportunity to review metrics that are also tracking above expected value to see if there are any lessons learned that can be extended to other ACE service offerings (e.g. effective engagement or communication strategies) so that the organization can start to learn what is effective and what is not based on their internal struggles and challenges. Spreading successes is just as important as identifying challenges in a CoE model.

    Phase 3, Step 2: Plan change to enhance your Agile initiatives

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities:

    3.2.1 Assess the interaction and communication points of your Agile teams.

    3.2.2 Determine the root cause of each metric falling short of expectations.

    3.2.3 Brainstorm solutions to identified issues

    3.2.4 Review your metrics program.

    3.2.5 Create a communication plan for change.

    Outcomes:

    • Understand how your existing change management process interfaces with the Center of Excellence.
    • Identify issues and ideate solutions to metrics falling short of expectations.
    • Create a communication plan to prepare groups for any necessary change.

    Manage the adaptation of teams as they adopt Agile capabilities

    As Agile spreads, be cognizant of your cultural tolerance to change and its ability to deliver on such change. Change will happen more frequently and continuously, and there may be conceptual (change tolerance) or capability (delivery tolerance) roadblocks along the way that will need to be addressed.

    The Agile adoption model will help to graduate both the tolerance to change and tolerance to deliver over time. As your level of competency to deliver change increases, organizational tolerance to change, especially amongst management, will increase as well. Remember that optimized value delivery comes from this careful balance of aptitude and trust.

    Tolerance to change

    Tolerance to change refers to the conceptual capacity of your people to consume and adopt change. Change tolerance may become a barrier to success because teams might be too engrained with current structures and processes and find any changes too disruptive and uncomfortable.

    Tolerance to deliver

    Tolerance to deliver refers to the capability to deliver on expected change. While teams may be tolerant, they may not have the necessary capacity, skills, or resources to deliver the necessary changes successfully. The ACE can help solve this problem with training and coaching, or possibly by obtaining outside help where necessary.

    Understand how the ACE interfaces with your current change management process

    As the ACE absorbs best practices and identifies areas for improvement, a change management process should be established to address the implementation and sustainability of change without introducing significant disruptions and costs.

    To manage a continuously changing environment, your ACE will need to align and coordinate with organizational change management processes. This process should be capable of evaluating and incorporating multiple change initiatives continuously.

    Desired changes will need to be validated, and localized adaptations will need to be disseminated to the larger organization, and current state policy and procedures will need to be amended as the adoption of Agile spreads and capabilities increase.

    The goal here is to have the ACE governance group identify and interface with parties relevant to successfully implementing any specific change.

    INFO-TECH RELATED RESEARCH:

    Strategy and Leadership: Optimize Change Management

    Optimize your stakeholder management process to identify, prioritize, and effectively manage key stakeholders.

    Where should your Agile change requests come from?

    Changes to the services, structure, or engagement model of your ACE can be triggered from various sources in your organization. You will see that proposed changes may be requested with the best intentions; however, the potential impacts they may have to other areas of the organization can be significant. Consult all sources of ACE change requests to obtain a consensus that your change requests will not deteriorate the ACEs performance and use.

    ACE Governance

    • Sources of ACE Change Requests
      • ACE Policies/Stakeholders
        • Triggers for Change:
          • Changes in business and functional group objectives.
          • Dependencies and legacy policies and procedures.
      • ACE Customers
        • Triggers for Change:
          • Retrospectives and post-mortems.
          • Poor fit of best practices to projects.
      • Metrics
        • Triggers for Change:
          • Performance falling short of expectations.
          • Lack of alignment with changing objectives.
      • Tools and Technologies
        • Triggers for Change:
          • New or enhanced tools and technologies.
          • Changes in development and technology standards.

    Note: Each source of ACE change requests may require a different change management process to evaluate and implement the change.

    Activity: Assess the interaction and communication points of your Agile teams

    3.2.1 1.5 Hours

    Input

    • Understanding of team and organization structure

    Output

    • Current assessment of organizational design

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Development team
    1. Identify everyone who is directly or indirectly involved in projects completed by Agile teams. This can include those that are:
    • Informed of a project’s progress.
    • Expected to interface with the Agile team for solution delivery (e.g. DevOps).
    • Impacted by the success of the delivered solutions.
    • Responsible for the removal of impediments faced by the Agile team.
  • Indicate how each role interacts with the others and how frequently these interactions occur for a typical project. Do this by drawing a diagram on a whiteboard using labelled arrows to indicate types and frequency of interactions.
  • Identify the possible communication, collaboration, and alignment challenges the team will face when working with other groups.
  • Agile Team n
    Group Type of Interaction Potential challenges
    Operations
    • Release management
    • Past challenges transitioning to DevOps.
    • Communication barrier as an impediment.
    PMO
    • Planning
    • Product owner not located with team in organization.
    • PMO still primarily waterfall; need Agile training/coaching

    Activity: Determine the root cause of each metric falling short of expectations

    3.2.2 30 Minutes per metric

    Input

    • Metrics from Benefits Tracking Tool

    Output

    • Root causes to issues

    Materials

    • Whiteboard
    • Markers

    Participants

    • ACE team
    1. Take each metric from the ACE Benefits Tracking Tool that is lagging behind or has missed expectations and conduct an analysis of why it is performing that way.
    2. Conduct individual webbing sessions to clarify the issues. The goal is to drive out the reasons why these issues are present or why scaling Agile may introduce additional challenges.
    3. Share and discuss these findings with the entire team.

    Example:

    • Lack of best-practice documentation
      • Why?
        • Knowledge siloed within teams
        • No centralized repository for best practices
          • Why?
            • No mechanisms to share between teams
              • Why? Root causes
                • Teams are not sharing localized adaptations
                • CoE is not effectively monitoring team communications
            • Access issues at team level to wiki
              • Why? Root causes
                • Administration issues with best-practice wiki
                • Lack of ACE visibility into wiki access

    Activity: Brainstorm solutions to identified issues

    3.2.3 30 Minutes per metric

    Input

    • Root causes of issues

    Output

    • Fixes and solutions to scaling Agile issues

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Development team
    1. Using the results from your root-cause analysis, brainstorm potential solutions to the identified problems. Frame your brainstorming within the following perspectives: people, process, and technology. Map these solutions using the matrix below.
    2. Synthesize your ideas to create a consolidated list of initiatives.
      1. Highlight the solutions that can address multiple issues.
      2. Collaborate on how solutions can be consolidated into a single initiative.
    3. Write your synthesized solutions on sticky notes.
    SOLUTION CATEGORY
    People Process Technology
    ISSUES Poor face-to-face communication
    Lack of best-practice documentation

    Engage those teams affected by change early to ensure they are prepared

    Strategically managing change is an essential component to ensure that the ACE achieves its desired function. If the change that comes with adopting Agile best practices is going to impact other functions and change their expected workflows, ensure they are well prepared and the benefits for said changes are clearly communicated to them.

    Necessary change may be identified proactively (dependency assessments, system integrity, SME indicates need, etc.) or reactively (through retrospectives, discussions, completing root-cause analyses, etc.), but both types need to be handled the same way – through proper planning and communication with the affected parties.

    Plan any necessary change

    Understand the points where other groups will be affected by the adoption of Agile practices and recognize the potential challenges they may face. Plan changes to accommodate interactions between these groups without roadblocks or impediments.

    Communicate the change

    Structure a communication plan based on your identified challenges and proposed changes so that groups are well prepared to make the necessary adjustments to accommodate Agile workflows.

    Review and modify your metrics and baselines to ensure they are achievable in changing environments

    Consider the possible limitations that will exist from environmental complexities when measuring your Agile teams. Dependencies and legacy policies and procedures that pose a bottleneck to desired outcomes will need to be changed before teams can be measured justifiably. Take the time to ensure the metrics you crafted earlier are plausible in your current environment and there is not a need for transitional metrics.

    Are your metrics achievable?

    Specific

    Measureable

    Achievable

    • Adopting Agile is a journey, not just a destination. Ensure that the metrics a team is measured against reflect expectations for the team’s current level of Agile adoption and consider external dependencies that may limit their ability to achieve intended results.

    Realistic

    Time-bound

    Info-Tech Insight

    Use metrics as diagnostics, not as motivation. Teams will find ways to meet metrics they are measured by making sacrifices and taking unneeded risk to do so. To avoid dysfunction in your monitoring, use metrics as analytical tools to inform decision making, not as a yardstick for judgement.

    Activity: Review your metrics program

    3.2.4 Variable time commitment

    Input

    • Identified gaps
    • Agile team interaction points

    Output

    • ACE baselines
    • Past measurements

    Materials

    • ACE Benefits Tracking Tool

    Participants

    • ACE
    1. Now that you have identified gaps in your current state, see if those will have any impact on the achievability of your current metrics program.
    2. Review your root-cause analyses and brainstormed solutions, and hypothesize whether or not they will have any downstream impact to goal attainment. It is possible that there is no impact, but as cross-functional collaboration increases, the likelihood that groups will act as bottlenecks or impediments to expected performance will increase.
    3. Consider how any changes will impact the interaction points between teams based on the results from activity 3.2.1: Assess the interaction and communication points of your Agile teams. If there are too many negative impacts it may be a sign to re-consider the hypothesized solution to the problem and consider alternatives.
    4. In any cases where a metric has been altered, adjust its goal measurement to reflect its changes in the ACE Benefits Tracking Tool.

    Case study: Agile change at the GSA

    CASE STUDY

    Industry Government

    Source Navin Vembar, Agile Government Leadership

    Challenge

    The GSA is tasked with completed management of the Integrated Award Environment (IAE).

    • The IAE manages ten federal information technology systems that enable registering, searching, and applying for federal awards, as well as tracking them.
    • The IAE also manages the Federal Service Desk.

    The IAE staff had to find a way to break down the problem of modernization into manageable chunks that would demonstrate progress, but also had to be sure to capture a wide variety of user needs with the ability to respond to those needs throughout development.

    Had to work out the logistics of executing Agile change within the GSA, an agency that relies heavily on telework. In the case of modernization, they had a product owner in Florida while the development team was spread across the metro Washington, DC area.

    Solution

    Agile provided the ability to build incremental successes that allowed teams successful releases and built enthusiasm around the potential of adopting Agile practices offered.

    • GSA put in place an organization framework that allowed for planning of change at the portfolio level to enable the change necessary to allow for teams to execute tasks at the project level.
    • A four-year plan with incremental integration points allowed for larger changes on a quarterly basis while maintaining a bi-weekly sprint cycle.
    • They adopted IBM’s RTC tool for a Scrum board and on Adobe Connect for daily Scrum sessions to ensure transparency and effectiveness of outcomes across their collocated teams.

    Create a clear, concise communication plan

    Communication is key to avoid surprises and lost productivity created by the implementation of changes.

    User groups and the business need to be given sufficient notice of an impending change. Be concise, be comprehensive, and ensure that the message is reaching the right audience so that no one is blindsided and unable to deliver what is needed. This will allow them to make appropriate plans to accept the change, minimizing the impact of the change on productivity.

    Key Aspects of a Communication Plan

    • The method of communication (email, meetings, workshops, etc.).
    • The delivery strategy (who will deliver the message?).
    • The communication responsibility structure.
    • The communication frequency.
    • A feedback mechanism that allows you to review the effectiveness of your plan.
    • The message that you need to present.

    Communicating change

    • What is the change?
    • Why are we doing it?
    • How are we going to go about it?
    • What are we trying to achieve?
    • How often will we be updated?

    (Cornelius & Associates, The Qualities of Leadership: Leading Change)

    Apply the following principles to enhance the clarity of your message

    1. Be Consistent
    • "This is important because..."
      • The core message must be consistent regardless of audience, channel, or medium.
      • Test your communication and obtain feedback before delivering your message.
      • A lack of consistency can be perceived as deception.
  • Be Clear
    • "This means..."
      • Say what you mean and mean what you say.
      • Choice of language is important.
      • Don’t use jargon.
  • Be Relevant
    • "This affects you because..."
      • Talk about what matters to the audience.
      • Talk about what matters to the change initiative.
      • Tailor the details of the message to each audience’s specific concerns.
      • Communicate truthfully; do not make false promises or hide bad news.
  • Be Concise
    • "In summary..."
      • Keep communication short and to the point so key messages are not lost in the noise.
  • Activity: Create a communication plan for change

    3.2.5 1.5 Hours

    Input

    • Desired messages
    • Stakeholder list

    Output

    • Communication plan

    Materials

    • Whiteboard
    • Markers

    Participants

    • CoE
    1. Define the audience(s) for your communications. Consider who needs to be the audience of your different communication events and how it will impact them.
    2. Identify who the messenger will be to deliver the message.
    3. Identify your communication methods. Decide on the methods you will use to deliver each communication event. Your delivery method may vary depending on the audience it is targeting.
    4. Establish a timeline for communication releases. Set dates for your communication events. This can be recurring (weekly, monthly, etc.) or one-time events.
    5. Determine what the content of the message must include. Use the guidelines on the following slide to ensure the message is concise and impactful.

    Note: It is important to establish a feedback mechanism to ensure that the communication has been effective in communicating the change to the intended audiences. This can be incorporated into your ACE satisfaction surveys.

    Audience Messenger Format Timing Message
    Operations Development team Email
    • Monthly (major release)
    • Ad hoc (minor release and fixes)
    Build ready for release
    Key stakeholders CIO Meeting
    • Monthly unless dictated otherwise
    Updates on outcomes from past two sprint cycles

    Phase 3, Step 3: Conduct ongoing retrospectives of your ACE

    Phase 1

    1.1 Determine the vision of your ACE

    1.2 Define the service offerings of your ACE

    Phase 2

    2.1 Define an adoption plan for your Agile teams

    2.2 Create an ACE engagement plan

    2.3 Define metrics to measure success

    Phase 3

    3.1 Optimize the success of your ACE

    3.2 Plan change to enhance your Agile initiatives

    3.3 Conduct ongoing retrospectives of your ACE

    Activities/Tools:

    3.3.1 Use the outputs from your metrics tracking tool to communicate progress.

    3.3.2 Summarize adjustments in areas where the ACE fell short.

    3.3.3 Re-conduct satisfaction surveys and compare against your baseline.

    3.3.4 Use Info-Tech’s CoE Maturity Diagnostic Tool to baseline current practices

    3.3.5 Use Info-Tech’s ACE Communications Deck to deliver your outcomes to the key stakeholders.

    Outcomes:

    • Conduct a retrospective of your ACE to enable the continuous improvement of your Agile program.
    • Structure a communications deck to communicate with stakeholders the outcomes from introducing the ACE to the organization.

    Reflect on your ACEs performance to lead the way to enterprise agility

    After functioning for a period of time, it is imperative to review the function of your ACE to ensure its continual alignment and see in what ways it can improve.

    At the end of the year, take the time to deliberately review and discuss:

    1. The effectiveness and use of your ACEs service offerings.
    2. What went well or wrong during the ACEs operation.
    3. What can be done differently to improve reach, usability, and effectiveness.
    4. Bring together Agile teams and discuss the processes they follow and inquire about suggestions for improvement.

    What is involved?

    • Use your metrics program to diagnose areas of issue and success. The diagnostic value of your metrics can help lead conversations with your Agile teams when attempting to inquire about suggestions for improvement.
    • Leverage your satisfaction surveys from the creation of your ACE and compare them against satisfaction surveys run after a year of operation. What are the lessons learned between then and now?
    • While it is primarily conducted by the ACE team, keep in mind it is a collaborative function and should involve all members, including Agile teams, product owners, Scrum masters, etc.

    Communicating with your key influencers is vital to ensure long-term operation of the ACE

    To ensure the long-term viability of your ACE and that your key influencers will continue funding, you need to demonstrate the ROI the Center of Excellence has provided.

    The overlying purpose of your ACE is to effectively align your Agile teams with corporate objectives. This means that there have to be communicable benefits that point to the effort and resources invested being valuable to the organization. Re-visit your prioritized stakeholder list and get ready to show them the impact the ACE has had on business outcomes.

    Communication with stakeholders is the primary method of building and developing a lasting relationship. Correct messaging can build bridges and tear down barriers, as well as soften opposition and bolster support.

    This section will help you to prepare an effective communication piece that summarizes the metrics stakeholders are interested in, as well as some success stories or benefits that are not communicable through metrics to provide extra context to ongoing successes of the ACE.

    INFO-TECH RELATED RESEARCH:

    Strategy and Leadership: Manage Stakeholder Relations

    Optimize your stakeholder management process to identify, prioritize, and effectively manage key stakeholders.

    Involve key stakeholders in your retrospectives to justify the funding for your ACE

    Those who fund the ACE have a large influence on the long-term success of your ACE. If you have not yet involved your stakeholders, you need to re-visit your organizational funding model for the ACE and ensure that your key stakeholders include the key decision makers for your funding. While they may have varying levels of interest and desires for granularity of data reporting, they need to at least be informed on a high level and kept as champions of the ACE so that there are no roadblocks to the long-term viability of this program.

    Keep this in mind as the ACE begins to demonstrate success, as it is not uncommon to have additional members added to your funding model as your service scales, especially in the chargeback models.

    As new key influencers are included, the ACEs governing group must ensure that collective interests may align and that more priorities don’t lead to derailment.

    The image shows a matrix. The matrix is labelled with Involvement at the bottom, and Power on the left side, and has the upper left quadrant labelled Keep Satisfied, the upper right quadrant labelled Key players, the lower right quadrant labelled Keep informed, and the lower left quadrant labelled Minimal effort. In the matric, there are several roles shown, with roles such as CFO, Apps Director, Funding Group, and CIO highlighted in the Key players section.

    Use the outputs from your metrics tracking tool to communicate progress

    3.3.1 1 Hour

    Use the ACE Benefits Tracking Tool to track the progress of your Agile environment to monitor whether or not the ACE is having a positive impact on the business’ ability to meet its objectives. The outputs will allow you to communicate incremental benefits that have been realized and point towards positive trends that will ensure the long-term buy-in of your key influencers.

    For communication purposes, use this tool to:

    • Re-visit who the impacted or interested stakeholders are so you can tailor your communications to be as impactful as possible for each key influencer of the ACE.

    The image shows a screen capture of the Agile CoE Metrics Tracking sheet.

    • Collate the benefits of the current projects undertaken by the Center of Excellence to give an overall recap of the ACEs impact.

    The image is a screen capture of the Summary Report sheet.

    Communicate where the ACE fell short

    Part of communicating the effectiveness of your ACE is to demonstrate that it is able to remedy projects and processes when they fall short of expectations and brainstorm solutions that effectively address these challenges. Take the opportunity to summarize where results were not as expected, and the ways in which the ACE used its influence or services to drive a positive outcome from a problem diagnosis. Stakeholders do not want a sugar-coated story – they want to see tangible results based on real scenarios.

    Summarizing failures will demonstrate to key influencers that:

    • You are not cherry-picking positive metrics to report and that the ACE faced challenges that it was able to overcome to drive positive business outcomes.
    • You are being transparent with the successes and challenges faced by the ACE, fostering increased trust within your stakeholders regarding the capabilities of Agile.
    • Resolution mechanisms are working as intended, successfully building failure tolerance and trust in change management policies and procedures.

    Activity: Summarize adjustments in areas where the ACE fell short

    3.3.2 15 Minutes per metric

    Input

    • Diagnosed problems from tracking tool
    • Root-cause analyses

    Output

    • Summary of change management successes

    Materials

    • Whiteboard
    • Markers

    Participants

    • ACE
    1. Create a list of items from the ACE Benefits Tracking Tool that fell short of expectations or set goals.
    2. For each point, create a brief synopsis of the root-cause analysis completed and summarize the brainstormed solution and its success in remedying the issue. If this process is not complete, create a to-date summary of any progress.
    3. Choose two to three pointed success stories from this list that will communicate broad success to your set of stakeholders.
    Name of metric that fell short
    Baseline measurement 65% of users satisfied with ACE services.
    Goal measurement 80% of users satisfied with ACE services.
    Actual measurement 70% of users satisfied with ACE services.
    Results of root-cause analysis Onboarding was not extensive enough; teams were unaware of some of the services offered, rendering them unsatisfied.
    Proposed solution Revamp onboarding process to include capability map of service offered.
    Summary of success TBD

    Re-conduct surveys with the ACE Satisfaction Survey to review the effectiveness of your service offerings

    3.3.3 Re-conduct satisfaction surveys and compare against your baseline

    Purpose

    This satisfaction survey will give you a template to follow to monitor the effectiveness of your ACEs defined service offerings. The goal is to understand what worked, and what did not, so you can add, retract, or modify service offerings where necessary.

    Steps

    1. Re-use the satisfaction survey to measure the effectiveness of the service offerings. Add questions regarding specific service offerings where necessary.
    2. Cross-analyze your satisfaction survey with metrics tied to your service offerings to help understand the root cause of the issues.
    3. Use the root-cause analysis exercises from step 3.2 to find the root causes of issues.
    4. Create a set of recommendations to add, amend, or improve any existing service offerings.

    INFO-TECH DELIVERABLE

    Download the ACE Satisfaction Survey.

    Use Info-Tech’s CoE Maturity Diagnostic Tool to baseline current practices

    3.3.4 ACE Maturity Assessment

    Purpose

    Assess your ACEs maturity by using Info-Tech’s CoE Maturity Diagnostic Tool. Assessing your ACEs maturity lets you know where you currently are, and where to look for improvements. Note that your optimal Maturity Level will depend on organizational specifics (e.g. a small organization with a handful of Agile Teams can be less mature than a large organization with hundreds of Agile Teams).

    Steps

    1. Download the CoE Maturity Diagnostic Tool to assess the maturity of your ACE.
    2. Complete the assessment tool with all members of your ACE team to determine your current Maturity score.
    3. Document the results in the ACE Communications Deck.

    Document results in the ACE Communications Deck.

    INFO-TECH DELIVERABLE

    Download the CoE Maturity Diagnostic Tool.

    Use Info-Tech’s ACE Communications Deck to deliver your outcomes to the key stakeholders

    3.3.5 Structure communications to each of your key stakeholders

    Purpose

    The ACE Communications Deck will give you a template to follow to effectively communicate with your stakeholders and ensure the long-term viability of your Agile Center of Excellence. Fill in the slides as instructed and provide each stakeholder with a targeted view of the successes of the ACE.

    Steps

    1. Determine who your target audience is for the Communications Deck – you may desire to create one for each of your key stakeholders as they may have different sets of interests.
    2. Fill out the ACE Communications Deck with the suggested inputs from the exercises you have completed during this research set.
    3. Review communications with members of the ACE to ensure that there are no communicable benefits that have been missed or omitted in the deck.

    INFO-TECH DELIVERABLE

    Download the ACE Communications Deck.

    Summary of accomplishment

    Knowledge Gained

    • An understanding of social capital as the key driver for organizational Agile success, and how it optimizes the value delivery of your Agile teams.
    • Importance of flexible governance to balance the benefits of localized adaptation and centralized control.
    • Alignment of service offerings with both business objectives and functional expectations as critical to ensuring long-term engagement with service offerings.

    Processes Optimized

    • Knowledge management and transfer of Agile best practices to new or existing Agile teams.
    • Optimization of service offerings for Agile teams based on organizational culture and objectives.
    • Change request optimization via interfacing ACE functions with existing change management processes.
    • Communication planning to ensure transparency during cross-functional collaboration.

    Deliverables Completed

    • A set of service offerings offered by the Center of Excellence that are aligned with the business, Agile teams, and related stakeholders.
    • Engagement plans for Agile team members based on a standardized adoption model to access the ACEs service offerings.
    • A suite of Agile metrics to measure effectiveness of Agile teams, the ACE itself, and its ability to deliver positive outcomes.
    • A communications plan to help create cross-functional transparency over pending changes as Agile spreads.
    • A communications deck to communicate Agile goals, actions, and outcomes to key stakeholders to ensure long-term viability of the CoE.

    Research contributors and experts

    Paul Blaney, Technology Delivery Executive, Thought Leader and passionate Agile Advocate

    Paul has been an Agile practitioner since the manifesto emerged some 20 years ago, applying and refining his views through real life experience at several organizations from startups to large enterprises. He has recently completed the successful build out of the inaugural Agile Delivery Centre of Excellence at TD bank in Toronto.

    John Munro, President Scrum Masters Inc.

    John Munro is the President of Scrum Masters Inc., a software optimization professional services firm using Agile, Scrum, and Lean to help North American firms “up skill” their software delivery people and processes. Scrum Masters’ unique, highly collaborative “Master Mind” consulting model leverages Agile/Lean experts on a biweekly basis to solve clients’ technical and process challenges.

    Doug Birgfeld, Senior Partner Agile Wave

    Doug has been a leader in building great teams, Agile project management, and business process innovation for over 20 years. As Senior Partner and Chief Evangelist at Agile Wave, his mission is to educate and to learn from all those who care about effective government delivery, nationally.

    Related Info-Tech research

    Implement Agile Practices That Work

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    Enable Organization-Wide Collaboration by Scaling Agile

    Execute a disciplined approach to rolling out Agile methods in the organization.

    Improve Application Development Throughput

    Drive down your delivery time by eliminating development inefficiencies and bottlenecks while maintaining high quality.

    Implement DevOps Practices That Work

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    Related Info-Tech research (continued)

    Maximize the Benefits from Enterprise Applications with a Center of Excellence

    Optimize your organization’s enterprise application capabilities with a refined and scalable methodology.

    Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program

    Be proactive; it costs exponentially more to fix a problem the longer it goes unnoticed.

    Optimize the Change Management Process

    Right-size your change management process.

    Improve Requirements Gathering

    Back to basics: great products are built on great requirements.

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    Cornelius & Associates. “The Qualities of Leadership: Leading Change.” Cornelius & Associates, n.d. Web.

    Craig, William et al. “Generalized Criteria and Evaluation Method for Center of Excellence: A Preliminary Report.” Carnegie Mellon University Research Showcase @ CMU – Software Engineering Institute. Dec. 2009. Web. 20 Apr. 2016.

    Forsgren, Dr. Nicole et al (2019), Accelerate: State of DevOps 2019, Google, https://services.google.com/fh/files/misc/state-of-devops-2019.pdf

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    Gerardi, Bart (2017), Champions of Agile Adoption, PMI Projectmanagement.com, https://www.projectmanagement.com/articles/418151/Champions-of-Agile-Adoption

    Gerardi, Bart (2017), The Roles of an Agile COE, PMI Projectmanagement.com, https://www.projectmanagement.com/articles/413346/The-Roles-of-an-Agile-COE

    Hohl, P. et al. “Back to the future: origins and directions of the ‘Agile Manifesto’ – views of the originators.” Journal of Software Engineering Research and Development, vol. 6, no. 15, 2018. https://link.springer.com/article/10.1186/s40411-0...

    Kaltenecker, Sigi and Hundermark, Peter. “What Are Self-Organising Teams?” InfoQ. 18 July 2014. Web. 14 Apr. 2016.

    Kniberg, Henrik and Anderson Ivarsson. “Scaling Agile @ Spotify with Tribes, Squads, Chapters & Guilds.” Oct. 2012. Web. 30 Apr. 2016.

    Kumar, Alok et al. “Enterprise Agile Adoption: Challenges and Considerations.” Scrum Alliance. 30 Oct. 2014. Web. 30 May 2016.

    Levison, Mark. “Questioning Servant Leadership.” InfoQ, 4 Sept. 2008. Web. https://www.infoq.com/news/2008/09/servant_leadership/

    Linders, Ben. “Don't Copy the Spotify Model.” InfoQ.com. 6 Oct. 2016.

    Loxton, Matthew (June 1, 2011), CoP vs CoE – What’s the difference, and Why Should You Care?, Wordpress.com

    McDowell, Robert, and Bill Simon. In Search of Business Value: Ensuring a Return on Your Technology Investment. SelectBooks, 2010

    Novak, Cathy. “Case Study: Agile Government and the State of Maine.” Agile Government Leadership, n.d. Web.

    Pal, Nirmal and Daniel Pantaleo. “Services are the Language and Building Blocks of an Agile Enterprise.” The Agile Enterprise: Reinventing your Organization for Success in an On-Demand World. 6 Dec. 2015. Springer Science & Business Media.

    Rigby, Darrell K. et al (2018), Agile at Scale, Harvard Business Review, https://hbr.org/2018/05/agile-at-scale

    Scaledagileframework.com, Create a Lean-Agile Center of Excellence, Scaled Agile, Inc, https://www.scaledagileframework.com/lace/

    Shepley, Joe. “8 reasons COEs fail (Part 2).” Agile Ramblings, 22 Feb. 2010. https://joeshepley.com/2010/02/22/8-reasons-coes-fail-part-2/

    Stafford, Jan. “How upper management misconceptions foster Agile failures.” TechTarget. Web. 07 Mar. 2016.

    Taulli, Tom (2020), RPA Center Of Excellence (CoE): What You Need To Know For Success, Forbes.com, https://www.forbes.com/sites/tomtaulli/2020/01/25/rpa-center-of-excellence-coe-what-you-need-to-know-for-success/#24364620287a

    Telang, Mukta. “The CMMI Agile Adoption Model.” ScrumAlliance. 29 May 2015. Web. 15 Apr. 2016.

    VersionOne. “13th Annual State of Agile Report.” VersionOne. 2019. Web.

    Vembar, Navin. “Case Study: Agile Government and the General Services Administration (Integrated Award Environment).” Agile Government Leadership, n.d. Web.

    Wenger, E., R. A. McDermott, et al. (2002), Cultivating communities of practice: A guide to managing knowledge, Harvard Business Press.

    Wenger, E., White, N., Smith, J.D. Digital Habitats; Stewarding Technology for Communities. Cpsquare (2009).

    Automate Work Faster and More Easily With Robotic Process Automation

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    • Parent Category Name: Optimization
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    • Your organization has many business processes that rely on repetitive, routine manual data collection and processing work, and there is high stakeholder interest in automating them.
    • You’re investigating whether robotic process automation (RPA) is a suitable technological enabler for automating such processes.
    • Being a trending technology, especially with its association with artificial intelligence (AI), there is much marketing fluff, hype, and misunderstanding about RPA.
    • Estimating the potential impact of RPA on business is difficult, as the relevant industry statistics often conflict each other and you aren’t sure how applicable it is to your business.

    Our Advice

    Critical Insight

    • There are no physical robots in RPA. RPA is about software “bots” that interact with applications as if they were human users to perform routine, repetitive work in your place. It’s for any business in any industry, not just for manufacturing.
    • RPA is lightweight IT; it reduces the cost of entry, maintenance, and teardown of automation as well as the technological requirement of resources that maintain it, as it complements existing automation solutions in your toolkit.
    • RPA is rules-based. While AI promises to relax the rigidity of rules, it adds business risks that are poorly understood by both businesses and subject-matter experts. Rules-based “RPA 1.0” is mature and may pose a stronger business case than AI-enabled RPA.
    • RPA’s sweet spot is “swivel chair automation”: processes that require human workers to act as a conduit between several systems, moving between applications, manually keying, re-keying, copying, and pasting information. A bot can take their place.

    Impact and Result

    • Discover RPA and how it differentiates from other automation solutions.
    • Understand the benefits and risks of complementing RPA with AI.
    • Identify existing business processes best suited for automation with RPA.
    • Communicate RPA’s potential business benefits to stakeholders.

    Automate Work Faster and More Easily With Robotic Process Automation Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should use RPA to automate routine, repetitive data collection and processing work, review Info-Tech’s methodology, and understand the ways we can support you.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Discover robotic process automation

    Learn about RPA, including how it compares to IT-led automation rooted in business process management practices and the role of AI.

    • Automate Work Faster and More Easily With Robotic Process Automation – Phase 1: Discover Robotic Process Automation
    • Robotic Process Automation Communication Template

    2. Identify processes best suited for robotic process automation

    Identify and prioritize candidate processes for RPA.

    • Automate Work Faster and More Easily With Robotic Process Automation – Phase 2: Identify Processes Best Suited for Robotic Process Automation
    • Process Evaluation Tool for Robotic Process Automation
    • Minimum Viable Business Case Document
    [infographic]

    Modernize Your SDLC

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    • Parent Category Name: Development
    • Parent Category Link: /development
    • Today’s rapidly scaling and increasingly complex products create mounting pressure on delivery teams to release new features and changes quickly and with sufficient quality.
    • Many organizations lack the critical capabilities and resources needed to satisfy their growing backlog, jeopardizing product success.

    Our Advice

    Critical Insight

    • Delivery quality and throughput go hand in hand. Focus on meeting minimum process and product quality standards first. Improved throughput will eventually follow.
    • Business integration is not optional. The business must be involved in guiding delivery efforts, and ongoing validation and verification product changes.
    • The software development lifecycle (SDLC) must deliver more than software. Business value is generated through the products and services delivered by your SDLC. Teams must provide the required product support and stakeholders must be willing to participate in the product’s delivery.

    Impact and Result

    • Standardize your definition of a successful product. Come to an organizational agreement of what defines a high-quality and successful product. Accommodate both business and IT perspectives in your definition.
    • Clarify the roles, processes, and tools to support business value delivery and satisfy stakeholder expectations. Indicate where and how key roles are involved throughout product delivery to validate and verify work items and artifacts. Describe how specific techniques and tools are employed to meet stakeholder requirements.
    • Focus optimization efforts on most affected stages. Reveal the health of your SDLC from the value delivery, business and technical practice quality standards, discipline, throughput, and governance perspectives with a diagnostic. Identify and roadmap the solutions to overcome the root causes of your diagnostic results.

    Modernize Your SDLC Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should modernize your SDLC, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Set your SDLC context

    State the success criteria of your SDLC practice through the definition of product quality and organizational priorities. Define your SDLC current state.

    • Modernize Your SDLC – Phase 1: Set Your SDLC Context
    • SDLC Strategy Template

    2. Diagnose your SDLC

    Build your SDLC diagnostic framework based on your practice’s product and process objectives. Root cause your improvement opportunities.

    • Modernize Your SDLC – Phase 2: Diagnose Your SDLC
    • SDLC Diagnostic Tool

    3. Modernize your SDLC

    Learn of today’s good SDLC practices and use them to address the root causes revealed in your SDLC diagnostic results.

    • Modernize Your SDLC – Phase 3: Modernize Your SDLC
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    Workshop: Modernize Your SDLC

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Set Your SDLC Context

    The Purpose

    Discuss your quality and product definitions and how quality is interpreted from both business and IT perspectives.

    Review your case for strengthening your SDLC practice.

    Review the current state of your roles, processes, and tools in your organization.

    Key Benefits Achieved

    Grounded understanding of products and quality that is accepted across the organization.

    Clear business and IT objectives and metrics that dictate your SDLC practice’s success.

    Defined SDLC current state people, process, and technologies.

    Activities

    1.1 Define your products and quality.

    1.2 Define your SDLC objectives.

    1.3 Measure your SDLC effectiveness.

    1.4 Define your current SDLC state.

    Outputs

    Product and quality definitions.

    SDLC business and technical objectives and vision.

    SDLC metrics.

    SDLC capabilities, processes, roles and responsibilities, resourcing model, and tools and technologies.

    2 Diagnose Your SDLC

    The Purpose

    Discuss the components of your diagnostic framework.

    Review the results of your SDLC diagnostic.

    Key Benefits Achieved

    SDLC diagnostic framework tied to your SDLC objectives and definitions.

    Root causes to your SDLC issues and optimization opportunities.

    Activities

    2.1 Build your diagnostic framework.

    2.2 Diagnose your SDLC.

    Outputs

    SDLC diagnostic framework.

    Root causes to SDLC issues and optimization opportunities.

    3 Modernize Your SDLC

    The Purpose

    Discuss the SDLC practices used in the industry.

    Review the scope and achievability of your SDLC optimization initiatives.

    Key Benefits Achieved

    Knowledge of good practices that can improve the effectiveness and efficiency of your SDLC.

    Realistic and achievable SDLC optimization roadmap.

    Activities

    3.1 Learn and adopt SDLC good practices.

    3.2 Build your optimization roadmap.

    Outputs

    Optimization initiatives and target state SDLC practice.

    SDLC optimization roadmap, risks and mitigations, and stakeholder communication flow.

    Requirements Gathering

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    • Parent Category Name: Project Portfolio Management and Projects
    • Parent Category Link: /ppm-and-projects

    The challenge

    • The number reason projects fail because from the outset, what people wanted was not clear.
    • Without proper due diligence, IT will deliver projects that fail to meet business expectations and fail to provide business value.
    • If you failed to accurately capture the needs and desires, your projects are set up for costly rework. That will hurt your business's financial performance and result in damage to your relationship with your business partners.
    • Even with requirements gathering processes in place, your business analysts may not have the required competencies to execute them.

    Our advice

    Insight

    • You need to gather requirements with your organizations' end-state in mind. That requires IT and business alignment.
    • You would be good to create a set of standard operating procedures around requirements gathering. But many companies fail to do so.
    • Bring standardization and conformity to your requirements gathering processes via a centralized center of excellence. That brings cohesion and uniformity to your practice.
    • It is critical that your business analysts have the necessary competencies to execute your processes and that they ask the right questions.

    Impact and results 

    • Better requirements analysis will result in shorter cycle timed and reduced project rework and overhead.
    • You will enjoy better relationships with your business partners, greater stakeholder satisfaction, and gradually a better standing of IT.
    • Most importantly, the applications and systems you deliver will contain all must-haves and some nice-to-haves. Your minimal viable deliverable will start to create business value immediately.

    The roadmap

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    Get started.

    Read our executive brief to understand why you should invest in optimizing requirements gathering in your company. We show you how we can support you.

    Build the target state

    Fully understand the target needs of the requirements gathering process.

    • Build a Strong Approach to Business Requirements Gathering – Phase 1: Build the Target State for the Requirements Gathering Process (ppt)
    • Requirements Gathering SOP and BA Playbook (doc)
    • Requirements Gathering Maturity Assessment (xls)
    • Project Level Selection Tool (xls)
    • Business Requirements Analyst (doc)
    • Requirements Gathering Communication Tracking Template (xls)

    Develop best practices to gather business requirements

    • Build a Strong Approach to Business Requirements Gathering – Phase 2: Define the Elicitation Process (ppt)
    • Business Requirements Document Template (xls)
    • Scrum Documentation Template (doc)

    Analyze and validate requirements

    Standardize your frameworks for analysis and validation of the business requirements

    • Build a Strong Approach to Business Requirements Gathering – Phase 3: Analyze and Validate Requirements (ppt)
    • Requirements Gathering Documentation Tool (xls)
    • Requirements Gathering Testing Checklist (doc)

    Build your requirements gathering governance action plan

    Formalize governance.

    • Build a Strong Approach to Business Requirements Gathering – Phase 4: Create a Requirements Governance Action Plan (ppt)
    • Requirements Traceability Matrix (xls)

     

     

    Build a Roadmap for Service Management Agility

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    • Parent Category Name: Service Management
    • Parent Category Link: /service-management
    • Business is moving faster than ever and IT is getting more demands at a faster pace.
    • Many IT organizations have traditional structures and approaches that have served them well in the past. However, these frameworks and approaches alone are no longer sufficient for today’s challenges and rapidly changing environment.
    • The inability to adaptively design and deliver services as requirements change has led to diminishing service quality and an increase in shadow IT.

    Our Advice

    Critical Insight

    • Being Agile is a mindset. It is not meant to be prescriptive, but to encourage you to leverage the best approaches, frameworks, and tools to meet your needs and get the job done now.
    • The goal of service management is to enable and drive value for the business. Service management practices have to be flexible and adaptable enough to manage and deliver the right service value at the right time at the right level of quality.

    Impact and Result

    • Understand Agile principles, how they align with service management principles, and what the optimal states for agility look like.
    • Use Info-Tech’s advice and tools to perform an assessment of your organization’s state of agility, identify the gaps, and create a custom roadmap to incorporate agility into your service management practice.
    • Increase business satisfaction. The ultimate outcome of having agility in your service delivery is satisfied customers.

    Build a Roadmap for Service Management Agility Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should create a roadmap for service management agility, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Understand the optimal state for agility

    Understand the components of agility and what the optimal states are for service management agility.

    • Build a Roadmap for Service Management Agility – Phase 1: Understand the Optimal States for Agility

    2. Assess your current state of agility

    Determine the current state of agility in the service management practice.

    • Build a Roadmap for Service Management Agility – Phase 2: Assess Your Current State of Agility
    • Service Management Agility Assessment Tool

    3. Build the roadmap

    Create a roadmap for service management agility and present it to key stakeholders to obtain their support.

    • Build a Roadmap for Service Management Agility – Phase 3: Build the Roadmap for Service Management Agility
    • Service Management Agility Roadmap Template
    • Building Agility Into Our Service Management Practice Stakeholders Presentation Template
    [infographic]

    Workshop: Build a Roadmap for Service Management Agility

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Define the Optimal States for Agility in Service Management

    The Purpose

    Understand agility and how it can complement service management.

    Understand how the components of culture, structure, processes, and resources enable agility in service management.

    Key Benefits Achieved

    Clear understanding of Agile principles.

    Identifying opportunities for agility.

    Understanding of how Agile principles align with service management.

    Activities

    1.1 Understand agility.

    1.2 Understand how Agile methodologies can complement service management through culture, structure, processes, and resources.

    Outputs

    Summary of Agile principles.

    Summary of optimal components in culture, structure, processes, and resources that enable agility.

    2 Assess Your Current State of Agility in Service Management

    The Purpose

    Assess your current organizational agility with respect to culture, structure, processes, and resources.

    Identify your agility strengths and weaknesses with the agility score.

    Key Benefits Achieved

    Understand your organization’s current enablers and constraints for agility.

    Have metrics to identify strengths or weaknesses in culture, structure, processes, and resources.

    Activities

    2.1 Complete an agility assessment.

    Outputs

    Assessment score of current state of agility.

    3 Build the Roadmap for Service Management Agility

    The Purpose

    Determine the gaps between the current and optimal states for agility.

    Create a roadmap for service management agility.

    Create a stakeholders presentation.

    Key Benefits Achieved

    Have a completed custom roadmap that will help build sustainable agility into your service management practice.

    Present the roadmap to key stakeholders to communicate your plans and get organizational buy-in.

    Activities

    3.1 Create a custom roadmap for service management agility.

    3.2 Create a stakeholders presentation on service management agility.

    Outputs

    Completed roadmap for service management agility.

    Completed stakeholders presentation on service management agility.

    Extend Agile Practices Beyond IT

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    • Parent Category Name: Architecture & Strategy
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    • Your organization has started to realize benefits from adopting Agile principles and practices. However, these advances are contained within your IT organization.
    • You are seeking to extend Agile development beyond IT into other areas of the organization. You are looking for a coordinated approach aligned to business priorities.

    Our Advice

    Critical Insight

    • Not all lessons from scaling Agile to IT are transferable. IT Agile scaling processes are tailored to IT’s scope, team, and tools, which may not account for diverse attributes within your organization.
    • Control may be necessary for coordination. With increased time-to-value, enforcing consistent cadences, reporting, and communication is a must if teams are not disciplined or lack good governance.
    • Extend Agile in departments tolerant to change. Incrementally roll out Agile in departments where its principles are accepted (e.g. a culture that embraces failures as lessons).

    Impact and Result

    • Complete an assessment of your prior efforts to scale Agile across IT to gauge successful, consistent adoption. Identify the business objectives and the group drivers that are motivating the extension of Agile to the business.
    • Understand the challenges that you may face when extending Agile to business partners. Investigate the root causes of existing issues that can derail your efforts.
    • Ideate solutions to your scaling challenges and envision a target state for your growing Agile environment. Your target state should realize new opportunities to drive more business value and eliminate current activities driving down productivity.
    • Coordinate the implementation and execution of your scaling Agile initiatives with an implementation action plan. This collaborative document will lay out the process, roles, goals, and objectives needed to successfully manage your Agile environment.

    Extend Agile Practices Beyond IT Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should extend Agile practices to improve product delivery, review Info-Tech’s methodology, and understand the ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Assess your readiness to scale agile vertically

    Assess your readiness to scale Agile vertically by identifying and mitigating potential Agile maturity gaps remaining after scaling Agile across your IT organization.

    • Extend Agile Practices Beyond IT – Phase 1: Assess Your Readiness to Scale Agile Vertically
    • Agile Maturity Assessment Tool

    2. Establish an enterprise scaled agile framework

    Complete an overview of various scaled Agile models to help you develop your own customized delivery framework.

    • Extend Agile Practices Beyond IT – Phase 2: Establish an Enterprise Scaled Agile Framework
    • Framework Selection Tool

    3. Create your implementation action plan

    Determine the effort and steps required to implement your extended delivery framework.

    • Extend Agile Practices Beyond IT – Phase 3: Create Your Implementation Action Plan
    [infographic]

    Workshop: Extend Agile Practices Beyond IT

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Assess Current State of Agile Maturity

    The Purpose

    Assess your readiness to scale Agile vertically.

    Identify and mitigate potential Agile maturity gaps remaining after scaling Agile across your IT organization.

    Key Benefits Achieved

    IT Agile maturity gaps identified and mitigated to ensure successful extension of Agile to the business

    Activities

    1.1 Characterize your Agile implementation using the CLAIM model.

    1.2 Assess the maturity of your Agile teams and organization.

    Outputs

    Maturity gaps identified with mitigation requirements

    2 Establish an Enterprise Scaled Agile Framework

    The Purpose

    Complete a review of scaled Agile models to help you develop your own customized delivery framework.

    Key Benefits Achieved

    A customized Agile delivery framework

    Activities

    2.1 Explore various scaled frameworks.

    2.2 Select an appropriate scaled framework for your enterprise.

    2.3 Define the future state of your team and the communication structure of your functional business group.

    Outputs

    Blended framework delivery model

    Identification of team and communication structure impacts resulting from the new framework

    3 Create Your Implementation Action Plan

    The Purpose

    Create your implementation action plan for the new Agile delivery framework.

    Key Benefits Achieved

    A clearly defined action plan

    Activities

    3.1 Define your value drivers.

    3.2 Brainstorm the initiatives that must be completed to achieve your target state.

    3.3 Estimate the effort of your Agile initiatives.

    3.4 Define your Agile implementation action plan.

    Outputs

    List of target state initiatives

    Estimation of effort to achieve target state

    An implementation action plan

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    Manage Your Chromebooks and MacBooks

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    • Parent Category Name: End-User Computing Devices
    • Parent Category Link: /end-user-computing-devices

    Windows is no longer the only option. MacBooks and Chromebooks are justified, but now you have to manage them.

    • If you have modernized your end-user computing strategy, you may have Windows 10 devices as well as MacBooks.
    • Virtual desktop infrastructure (VDI) and desktop as a service (DaaS) are becoming popular. Chromebooks may be ideal as a low-cost interface into DaaS for your employees.
    • Managing Chromebooks can be particularly challenging as they grow in popularity in the education sector.

    Our Advice

    Critical Insight

    Managing end-user devices may be accomplished with a variety of solutions, but many of those solutions advocate integration with a Microsoft-friendly solution to take advantage of features such as conditional access, security functionality, and data governance.

    Impact and Result

    • Many solutions are available to manage end-user devices, and they come with a long list of options and features. Clarify your needs and define your requirements before you purchase another endpoint management tool. Don’t purchase capabilities that you may never use.
    • Use the associated Endpoint Management Selection Tool spreadsheet to identify your desired endpoint solution features and compare vendor solution functionality based on your desired features.

    Manage Your Chromebooks and MacBooks Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Manage Your Chromebooks and MacBooks deck – MacBooks and Chromebooks are growing in popularity in enterprise and education environments, and now you have to manage them.

    Explore options, guidance and some best practices related to the management of Chromebooks and MacBooks in the enterprise environment and educational institutions. Our guidance will help you understand features and options available in a variety of solutions. We also provide guidance on selecting the best endpoint management solution for your own environment.

    • Manage Your Chromebooks and MacBooks Storyboard

    2. Endpoint Management Selection Tool – Select the best endpoint management tool for your environment. Build a table to compare endpoint management offerings in relation to the features and options desired by your organization.

    This tool will help you determine the features and options you want or need in an endpoint management solution.

    • Endpoint Management Selection Tool
    [infographic]

    Further reading

    Manage Your Chromebooks and MacBooks

    Financial constraints, strategy, and your user base dictate the need for Chromebooks and MacBooks – now you have to manage them in your environment.

    Analyst Perspective

    Managing MacBooks and Chromebooks is similar to managing Windows devices in many ways and different in others. The tools have many common features, yet they struggle to achieve the same goals.

    Until recently, Windows devices dominated the workplace globally. Computing devices were also rare in many industries such as education. Administrators and administrative staff may have used Windows-based devices, but Chromebooks were not yet in use. Most universities and colleges were Windows-based in offices with some flavor of Unix in other areas, and Apple devices were gaining some popularity in certain circles.

    That is a stark contrast compared to today, where Chromebooks dominate the classrooms and MacBooks and Chromebooks are making significant inroads into the enterprise environment. MacBooks are also a common sight on many university campuses. There is no doubt that while Windows may still be the dominant player, it is far from the only one in town.

    Now that Chromebooks and MacBooks are a notable, if not significant, part of the education and enterprise environments, they must be afforded the same considerations as Windows devices in those environments when it comes to management. The good news is that there is no lack of available solutions for managing these devices, and the endpoint management landscape is continually evolving and improving.

    This is a picture of P.J. Ryan, Research Director, Infrastructure & Operations, Info-Tech Research Group

    P.J. Ryan
    Research Director, Infrastructure & Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • You modernized your end-user computing strategy and now have Windows 10 devices as well as MacBooks.
    • Virtual desktop infrastructure (VDI) and desktop as a service (DaaS) are becoming popular. Chromebooks would be ideal as a low-cost interface into DaaS for your employees.
    • You are responsible for the management of all the new Chromebooks in your educational district.
    • Windows is no longer the only option. MacBooks and Chromebooks are justified, but now you have to manage them.

    Common Obstacles

    • Endpoint management solutions typically do a great job at managing one category of devices, like Windows or MacBooks, but they struggle to fully manage alternative endpoints.
    • Multiple solutions to manage multiple devices will result in multiple dashboards. A single view would be better.
    • One solution may not fit all, but multiple solutions is not desirable either, especially if you have Windows devices, MacBooks, and Chromebooks.

    Info-Tech's Approach

    • Use the tools at your disposal first – don't needlessly spend money if you don't have to. Many solutions can already manage other types of devices to some degree.
    • Use the integration capabilities of endpoint management tools. Many of them can integrate with each other to give you a single interface to manage multiple types of devices while taking advantage of additional functionality.
    • Don't purchase capabilities you will never use. Using 80% of a less expensive tool is economically smarter than using 10% of a more expensive tool.

    Info-Tech Insight

    Managing end-user devices may be accomplished with a variety of solutions, but many of those solutions advocate integration with a Microsoft-friendly solution to take advantage of features such as conditional access, security functionality, and data governance.

    Insight Summary

    Insight 1

    Google Admin Console is necessary to manage Chromebooks, but it can be paired with other tools. Implementation partnerships provide solutions to track the device lifecycle, track the repair lifecycle, sync with Google Admin Console as well as PowerSchool to provide a more complete picture of the user and device, and facilitate reminders to return the device, pay fees if necessary, pick up a device when a repair is complete, and more.

    Insight 2

    The Google Admin Console allows admins to follow an organizational unit (OU) structure very similar to what they may have used in Microsoft's Active Directory environment. This familiarity makes the task of administering Chromebooks easier for admins.

    Insight 3

    Chromebook management goes beyond securing and manipulating the device. Controls to protect the students while online, such as Safe Search and Safe Browsing, should also be implemented.

    Insight 4

    Most companies choose to use a dedicated MacBook management tool. Many unified endpoint management (UEM) tools can manage MacBooks to some extent, but admins tend to agree that a MacBook-focused endpoint management tool is best for MacBooks while a Windows-based endpoint management tool is best for Windows devices.

    Insight 5

    Some MacBook management solutions advocate integration with Windows UEM solutions to take advantage of Microsoft features such as conditional access, security functionality, and data governance. This approach can also be applied to Chromebooks.

    Chromebooks

    Chromebooks had a respectable share of the education market before 2020, but the COVID-19 pandemic turbocharged the penetration of Chromebooks in the education industry.

    Chromebooks are also catching the attention of some decision makers in the enterprise environment.

    "In 2018, Chromebooks represented an incredible 60 percent of all laptop or tablet devices in K-12 -- up from zero percent when the first Chromebook launched during the summer break in 2011."
    – "Will Chromebooks Rule the Enterprise?" Computerworld

    "Chromebooks were the best performing PC products in Q3 2020, with shipment volume increasing to a record-high 9.4 million units, up a whopping 122% year-on-year."
    – Android Police

    "Until the pandemic, Chrome OS' success was largely limited to U.S. schools. Demand in 2020 appears to have expanded beyond that small but critical part of the U.S. PC market."
    – Geekwire

    "In addition to running a huge number of Chrome Extensions and Apps at once, Chromebooks also run Android, Linux and Windows apps."
    – "Will Chromebooks Rule the Enterprise?" Computerworld

    Managing Chromebooks

    Start with the Google Admin Console (GAC)

    GAC is necessary to initially manage Chrome OS devices.

    GAC gives you a centralized console that will allow you to:

    • Create organizational units
    • Add your Chromebook devices
    • Add users
    • Assign users to devices
    • Create groups
    • Create and assign policies
    • Plus more

    GAC can facilitate device management with features such as:

    • Control admin permissions
    • Encryption and update settings
    • App deployment, screen timeout settings
    • Perform a device wipe if required
    • Audit user activity on a device
    • Plus more

    Device and user addition, group and organizational unit creation and administration, applying policies to devices and users – does all this remind you of your Active Directory environment?

    GAC lets you administer users and devices with a similar approach.

    Managing Chromebooks

    Use Active Directory to manage Chromebooks.

    • Enable Active Directory (AD) management from within GAC and you will be able to integrate your Chromebook devices with your AD environment.
    • Devices will be visible in both the GAC and AD environment.
    • Use Windows Group Policy to manage devices and to push policies to users and devices.
    • Users can use their AD username and password to sign into Chromebook devices.
    • GAC can still be used for devices that are not synced with AD.

    Chromebooks can also be managed through these approved partners:

    • Cisco Meraki
    • Citrix XenMobile
    • IBM MaaS360
    • ManageEngine Mobile Device Manager Plus
    • VMware Workspace ONE

    Source: Google

    You must be running the Chrome Enterprise Upgrade and have any licenses required by the approved partner to take advantage of this management option. The partner admin policies supersede GAC.

    If you stop using the approved partner admin console to manage your devices, the polices and settings in GAC will immediately take over the devices.

    Microsoft still has the market share when it comes to device sales, and many administrators are already familiar with Microsoft's Active Directory. Google took advantage of that familiarity when it designed the Google Admin Console structure for users, groups, and organizational units.

    Chromebook Deployment

    Chromebook deployment becomes a challenge when device quantities grow. The enrollment process can be time consuming, and every device must be enrolled before it can be used by an employee or a student. Many admins enlist their full IT teams to assist in the short term. Some vendor partners may assist with distribution options if staffing levels permit. Recent developments from Google have opened additional options for device enrollment beyond the manual enrollment approach.

    Enrolling Chromebooks comes down to one of two approaches:

    1. Manually enrolling one device at a time
      • Users can assist by entering some identifying details during the enrollment if permitted.
      • Some third-party solutions exist, such as USB drives to reduce repetitive keystrokes or hubs to facilitate manually enrolling multiple Chromebooks simultaneously.
    2. Google's Chrome Enterprise Upgrade or the Chrome Education Upgrade
      • This allows you to let your users enroll devices after they accept the end-user license agreement.
      • You can take advantage of Google's vendor partner program and use a zero-touch deployment method where the Chromebook devices automatically receive the assigned policies, apps, and settings as soon as the device is powered on and an authorized user signs in.
      • The Enterprise Upgrade and the Education Upgrade do come with an annual cost per device, which is currently less than US$50.
      • The Enterprise and Education Upgrades come with other features as well, such as enhanced security.

    Chromebooks are automatically assigned to the top-level organizational unit (OU) when enrolled. Devices can be manually moved to another OU, but admins can also create enrollment policies to place newly enrolled devices in a specific OU or have the device locate itself in the same OU as the user.

    Chromebooks in Education

    GAC is also used with Education-licensed devices

    Most of the settings and features previously mentioned are also available for Education-licensed devices and users. Enterprise-specific features will not be available to Education licenses. (Active Directory integration with Education licenses, for example, is accomplished using a different approach)

    • Groups, policies, administrative controls, app deployment and management, adding devices and users, creating organizational units, and more features are all available to Education Admins to use.

    Education device policies and settings tend to focus more on protecting the students with controls such as:

    • Disable incognito mode
    • Disable location tracking
    • Disable external storage devices
    • Browser based protections such as Safe Search or Safe Browsing
    • URL blocking
    • Video input disable for websites
    • App installation prevention, auto re-install, and app blocking
    • Forced re-enrollment to your domain after a device is wiped
    • Disable Guest Mode
    • Restrict who can sign in
    • Audit user activity on a device

    When a student takes home a Chromebook assigned to them, that Chromebook may be the only computer in the household. Administrative polices and settings must take into account the fact that the device may have multiple users accessing many different sites and applications when the device is outside of the school environment.

    Chromebook Management Extended

    An online search for Chromebook management solutions will reveal several software solutions that augment the capabilities of the Google Admin Console. Many of these solutions are focused on the education sector and classroom and student options, although the features would be beneficial to enterprises and educational organizations alike.

    These solutions assist or augment Chromebook management with features such as:

    • Ability to sync with Google Admin Console
    • Ability to sync with student information systems, such as PowerSchool
    • Financial management, purchase details, and chargeback
    • Asset lifecycle management
    • 1:1 Chromebook distribution management
    • Repair programs and repair process management
    • Check-out/loan program management
    • Device distribution/allocation management, including barcode reader integration
    • Simple learning material distribution to the classroom for teachers
    • Facilitate GAC bulk operations
    • Manage inventory of non-IT assets such as projectors, TVs, and other educational assets
    • Plus more

    "There are many components to managing Chromebooks. Schools need to know which student has which device, which school has which device, and costs relating to repairs. Chromebook Management Software … facilitates these processes."
    – VIZOR

    MacBooks

    • MacBooks are gaining popularity in the Enterprise world.
    • Some admins claim MacBooks are less expensive in the long run over Windows-based PCs.
    • Users claim less issues when using a MacBook, and overall, companies report increased retention rates when users are using MacBooks.

    "Macs now make up 23% of endpoints in enterprises."
    – ComputerWeekly.com

    "When given the choice, no less than 72% of employees choose Macs over PCs."
    – "5 Reasons Mac is a must," Jamf

    "IBM says it is 3X more expensive to manage PCs than Macs."
    – Computerworld

    "74% of those who previously used a PC for work experienced fewer issues now that they use a Mac"
    – "Global Survey: Mac in the Enterprise," Jamf

    "When enterprise moves to Mac, staff retention rates improve by 20%. That's quite a boost! "
    – "5 Reasons Mac is a must," Jamf

    Managing MacBooks

    Can your existing UEM keep up?

    Many Windows unified endpoint management (UEM) tools can manage MacBooks, but most companies choose to use a dedicated MacBook management tool.

    • UEM tools that are primarily Windows focused do not typically go deep enough into the management capabilities of non-Windows devices.
    • Admins have noted limitations when it comes to using Windows UEM tools, and reasons they prefer a dedicated MacBook management solution include:
      • Easier to use
      • Faster response times when deploying settings and policies
      • Better control over notification settings and lock screen settings.
      • Easier Apple Business Manager (ABM) integration and provisioning.
    • Note that not every UEM will have the same limitations or advantages. Functionality is different between vendor products.

    Info-Tech Insight

    Most Windows UEM tools are constantly improving, and it is only a matter of time before they rival many of the dedicated MacBook management tools out there.

    Admins tend to agree that a Windows UEM is best for Windows while an Apple-based UEM is best for Apple devices.

    Managing MacBooks

    The market for "MacBook-first" management solutions includes a variety of players of varying ages such as:

    • Jamf
    • Kandji
    • Mosyle
    • SimpleMDM
    • Others

    MacBook-focused management tools can provide features such as:

    • Encryption and update settings
    • App deployment and lifecycle management
    • Remote device wipe, scan, shutdown, restart, and lock
    • Zero touch deployment and support
    • Location tracking
    • Browser content filtering
    • Enable, hide/block, or disable built-in features
    • Configure Wi-Fi, VPN, and certificate-based settings
    • Centralized dashboard with device and app listings as well as individual details
    • Data restrictions
    • Plus more

    Unified endpoint management (UEM) solutions that can provide MacBook management to some degree include (but are not limited to):

    • Intune
    • Ivanti
    • Endpoint Central
    • WorkspaceOne

    Dedicated solutions advocate integration with UEM solutions to take advantage of conditional access, security functionality, and data governance features.

    Jamf and Microsoft entered into a collaboration several years ago with the intention of making the MacBook management process easier and more secure.

    Microsoft Intune and Jamf Pro: Better together to manage and secure Macs
    Microsoft Conditional Access with Jamf Pro ensures that company data is only accessed by trusted users, on trusted devices, using trusted apps. Jamf extends this Enterprise Mobile + Security (EMS) functionality to Mac, iPhone and iPad.
    – "Microsoft Intune and Jamf Pro," Jamf

    Endpoint Management Selection Tool
    Activity

    There are many solutions available to manage end-user devices, and they come with a long list of options and features. Clarify your needs and define your requirements before you purchase another endpoint management tool. Don't purchase capabilities that you may never use.

    Use the Endpoint Management Selection Tool to identify your desired endpoint solution features and compare vendor solution functionality based on your desired features.

    1. List out the desired features you want in an endpoint solution for your devices and record those features in the first column. Use the features provided, or add your own and edit or delete the existing ones if necessary.
    2. List your selected endpoint management solution vendors in each of the columns in place of "Vendor 1," "Vendor 2," etc.
    3. Fill out the spreadsheet by changing the corresponding desired feature cell under each vendor to a "yes" or "no" based on your findings while investigating each vendor solution.
    4. When you have finished your investigation, review your spreadsheet to compare the various offerings and pros and cons of each vendor.
    5. Select your endpoint management solution.

    Endpoint Management Selection Tool

    In the first column, list out the desired features you want in an endpoint solution for your devices. Use the features provided if desired, or add your own and edit or delete the existing ones if necessary. As you look into various endpoint management solution vendors, list them in the columns in place of "Vendor 1," "Vendor 2," etc. Use the "Desired Feature" list as a checklist and change the values to "yes" or "no" in the corresponding box under the vendors' names. When complete, you will be able to look at all the features and compare vendors in a single table.

    Desired Feature Vendor 1 Vendor 2 Vendor 3
    Organizational unit creation Yes No Yes
    Group creation Yes Yes Yes
    Ability to assign users to devices No Yes Yes
    Control of administrative permissions Yes Yes Yes
    Conditional access No Yes Yes
    Security policies enforced Yes No Yes
    Asset management No Yes No
    Single sign-on Yes Yes Yes
    Auto-deployment No Yes No
    Repair lifecycle tracking No Yes No
    Application deployment Yes Yes No
    Device tracking Yes Yes Yes
    Ability to enable encryption Yes No Yes
    Device wipe Yes No Yes
    Ability to enable/disable device tracking No No Yes
    User activity audit No No No

    Related Info-Tech Research

    this is a screenshot from Info-Tech's Modernize and Transform Your End-User Computing Strategy.

    Modernize and Transform Your End-User Computing Strategy
    This project helps support the workforce of the future by answering the following questions: What types of computing devices, provisioning models, and operating systems should be offered to end users? How will IT support devices? What are the policies and governance surrounding how devices are used? What actions are we taking and when? How do end-user devices support larger corporate priorities and strategies?

    Best Unified Endpoint Management (UEM) Software 2022 | SoftwareReviews
    Compare and evaluate unified endpoint management vendors using the most in-depth and unbiased buyer reports available. Download free comprehensive 40+ page reports to select the best unified endpoint management software for your organization.

    Best Enterprise Mobile Management (EMM) Software 2022 | (softwarereviews.com)
    Compare and evaluate enterprise mobile management vendors using the most in-depth and unbiased buyer reports available. Download free comprehensive 40+ page reports to select the best enterprise mobile management software for your organization.

    Bibliography

    Bridge, Tom. "Macs in the enterprise – what you need to know". Computerweekly.com, TechTarget. 27 May 2022. Accessed 12 Aug. 2022.
    Copley-Woods, Haddayr. "5 reasons Mac is a must in the enterprise". Jamf.com, Jamf. 28 June 2022. Accessed 16 Aug. 2022.
    Duke, Kent. "Chromebook sales skyrocketed in Q3 2020 with online education fueling demand." androidpolice.com, Android Police. 16 Nov 2020. Accessed 10 Aug. 2022.
    Elgin, Mike. "Will Chromebooks Rule the Enterprise? (5 Reasons They May)". Computerworld.com, Computerworld. 30 Aug 2019. Accessed 10 Aug. 2022.
    Evans, Jonny. "IBM says it is 3X more expensive to manage PCs than Macs". Computerworld.com, Computerworld. 19 Oct 2016. Accessed 23 Aug. 2022.
    "Global Survey: Mac in the Enterprise". Jamf.com, Jamf. Accessed 16 Aug. 2022.
    "How to Manage Chromebooks Like a Pro." Vizor.cloud, VIZOR. Accessed 10 Aug. 2022.
    "Manage Chrome OS Devices with EMM Console". support.google.com, Google. Accessed 16 Aug. 2022.
    Protalinski, Emil. "Chromebooks outsold Macs worldwide in 2020, cutting into Windows market share". Geekwire.com, Geekwire. 16 Feb 2021. Accessed 22 Aug. 2022.
    Smith, Sean. "Microsoft Intune and Jamf Pro: Better together to manage and secure Macs". Jamf.com, Jamf. 20 April 2022. Accessed 16 Aug. 2022.

    Domino – Maintain, Commit to, or Vacate?

    • Buy Link or Shortcode: {j2store}113|cart{/j2store}
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    • Parent Category Name: Strategy and Organizational Design
    • Parent Category Link: /strategy-and-organizational-design

    If you have a Domino/Notes footprint that is embedded within your business units and business processes and is taxing your support organization, you may have met resistance from the business and been asked to help the organization migrate away from the Lotus Notes platform. The Lotus Notes platform was long used by technology and businesses and a multipurpose solution that, over the years, became embedded within core business applications and processes.

    Our Advice

    Critical Insight

    For organizations that are struggling to understand their options for the Domino platform, the depth of business process usage is typically the biggest operational obstacle. Migrating off the Domino platform is a difficult option for most organizations due to business process and application complexity. In addition, migrating clients have to resolve the challenges with more than one replaceable solution.

    Impact and Result

    The most common tactic is for the organization to better understand their Domino migration options and adopt an application rationalization strategy for the Domino applications entrenched within the business. Options include retiring, replatforming, migrating, or staying with your Domino platform.

    Domino – Maintain, Commit to, or Vacate? Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Domino – Maintain, Commit to, or Vacate? – A brief deck that outlines key migration options for HCL Domino platforms.

    This blueprint will help you assess the fit, purpose, and price of Domino options; develop strategies for overcoming potential challenges; and determine the future of Domino for your organization.

    • Domino – Maintain, Commit to, or Vacate? Storyboard

    2. Application Rationalization Tool – A tool to understand your business-developed applications, their importance to business process, and the potential underlying financial impact.

    Use this tool to input the outcomes of your various application assessments.

    • Application Rationalization Tool
    [infographic]

    Further reading

    Domino – Maintain, Commit to, or Vacate?

    Lotus Domino still lives, and you have options for migrating away from or remaining with the platform.

    Executive Summary

    Info-Tech Insight

    “HCL announced that they have somewhere in the region of 15,000 Domino customers worldwide, and also claimed that that number is growing. They also said that 42% of their customers are already on v11 of Domino, and that in the year or so since that version was released, it’s been downloaded 78,000 times. All of which suggests that the Domino platform is, in fact, alive and well.”
    – Nigel Cheshire in Team Studio

    Your Challenge

    You have a Domino/Notes footprint embedded within your business units and business processes. This is taxing your support organization; you are meeting resistance from the business, and you are now asked to help the organization migrate away from the Lotus Notes platform. The Lotus Notes platform was long used by technology and businesses as a multipurpose solution that, over the years, became embedded within core business applications and processes.

    Common Obstacles

    For organizations that are struggling to understand their options for the Domino platform, the depth of business process usage is typically the biggest operational obstacle. Migrating off the Domino platform is a difficult option for most organizations due to business process and application complexity. In addition, migrating clients have to resolve the challenges with more than one replaceable solution.

    Info-Tech Approach

    The most common tactic is for the organization to better understand their Domino migration options and adopt an application rationalization strategy for the Domino applications entrenched within the business. Options include retiring, replatforming, migrating, or staying with your Domino platform.

    Review

    Is “Lotus” Domino still alive?

    Problem statement

    The number of member engagements with customers regarding the Domino platform has, as you might imagine, dwindled in the past couple of years. While many members have exited the platform, there are still many members and organizations that have entered a long exit program, but with how embedded Domino is in business processes, the migration has slowed and been met with resistance. Some organizations had replatformed the applications but found that the replacement target state was inadequate and introduced friction because the new solution was not a low-code/business-user-driven environment. This resulted in returning the Domino platform to production and working through a strategy to maintain the environment.

    This research is designed for:

    • IT strategic direction decision-makers
    • IT managers responsible for an existing Domino platform
    • Organizations evaluating migration options for mission-critical applications running on Domino

    This research will help you:

    1. Evaluate migration options.
    2. Assess the fit and purpose.
    3. Consider strategies for overcoming potential challenges.
    4. Determine the future of this platform for your organization.

    The “everything may work” scenario

    Adopt and expand

    Believe it or not, Domino and Notes are still options to consider when determining a migration strategy. With HCL still committed to the platform, there are options organizations should seek to better understand rather than assuming SharePoint will solve all. In our research, we consider:

    Importance to current business processes

    • Importance of use
    • Complexity in migrations
    • Choosing a new platform

    Available tools to facilitate

    • Talent/access to skills
    • Economies of scale/lower cost at scale
    • Access to technology

    Info-Tech Insight

    With multiple options to consider, take the time to clearly understand the application rationalization process within your decision making.

    • Archive/retire
    • Application migration
    • Application replatform
    • Stay right where you are

    Eliminate your bias – consider the advantages

    “There is a lot of bias toward Domino; decisions are being made by individuals who know very little about Domino and more importantly, they do not know how it impacts business environment.”

    – Rob Salerno, Founder & CTO, Rivet Technology Partners

    Domino advantages include:

    Modern Cloud & Application

    • No-code/low-code technology

    Business-Managed Application

    • Business written and supported
    • Embrace the business support model
    • Enterprise class application

    Leverage the Application Taxonomy & Build

    • A rapid application development platform
    • Develop skill with HCL training

    HCL Domino is a supported and developed platform

    Why consider HCL?

    • Consider scheduling a Roadmap Session with HCL. This is an opportunity to leverage any value in the mission and brand of your organization to gain insights or support from HCL.
    • Existing Domino customers are not the only entities seeking certainty with the platform. Software solution providers that support enterprise IT infrastructure ecosystems (backup, for example) will also be seeking clarity for the future of the platform. HCL will be managing these relationships through the channel/partner management programs, but our observations indicate that Domino integrations are scarce.
    • HCL Domino should be well positioned feature-wise to support low-code/NoSQL demands for enterprises and citizen developers.

    Visualize Your Application Roadmap

    1. Focus on the application portfolio and crafting a roadmap for rationalization.
      • The process is intended to help you determine each application’s functional and technical adequacy for the business process that it supports.
    2. Document your findings on respective application capability heatmaps.
      • This drives your organization to a determination of application dispositions and provides a tool to output various dispositions for you as a roadmap.
    3. Sort the application portfolio into a disposition status (keep, replatform, retire, consolidate, etc.)
      • This information will be an input into any cloud migration or modernization as well as consolidation of the infrastructure, licenses, and support for them.

    Our external support perspective

    by Darin Stahl

    Member Feedback

    • Some members who have remaining Domino applications in production – while the retire, replatform, consolidate, or stay strategy is playing out – have concerns about the challenges with ongoing support and resources required for the platform. In those cases, some have engaged external services providers to augment staff or take over as managed services.
    • While there could be existing support resources (in house or on retainer), the member might consider approaching an external provider who could help backstop the single resource or even provide some help with the exit strategies. At this point, the conversation would be helpful in any case. One of our members engaged an external provider in a Statement of Work for IBM Domino Administration focused on one-time events, Tier 1/Tier 2 support, and custom ad hoc requests.
    • The augmentation with the managed services enabled the member to shift key internal resources to a focus on executing the exit strategies (replatform, retire, consolidate), since the business knowledge was key to that success.
    • The member also very aggressively governed the Domino environment support needs to truly technical issues/maintenance of known and supported functionality rather than coding new features (and increasing risk and cost in a migration down the road) – in short, freezing new features and functionality unless required for legal compliance or health and safety.
    • There obviously are other providers, but at this point Info-Tech no longer maintains a market view or scan of those related to Domino due to low member demand.

    Domino database assessments

    Consider the database.

    • Domino database assessments should be informed through the lens of a multi-value database, like jBase, or an object system.
    • The assessment of the databases, often led by relational database subject matter experts grounded in normalized databases, can be a struggle since Notes databases must be denormalized.
    Key/Value Column

    Use case: Heavily accessed, rarely updated, large amounts of data
    Data Model: Values are stored in a hash table of keys.
    Fast access to small data values, but querying is slow
    Processor friendly
    Based on amazon's Dynamo paper
    Example: Project Voldemort used by LinkedIn

    this is a Key/Value example

    Use case: High availability, multiple data centers
    Data Model: Storage blocks of data are contained in columns
    Handles size well
    Based on Google's BigTable
    Example: Hadoop/Hbase used by Facebook and Yahoo

    This is a Column Example
    Document Graph

    Use case: Rapid development, Web and programmer friendly
    Data Model: Stores documents made up of tagged elements. Uses Key/Value collections
    Better query abilities than Key/Value databases.
    Inspired by Lotus Notes.
    Example: CouchDB used by BBC

    This is a Document Example

    Use case: Best at dealing with complexity and relationships/networks
    Data model: Nodes and relationships.
    Data is processed quickly
    Inspired by Euler and graph theory
    Can easily evolve schemas
    Example: Neo4j

    This is a Graph Example

    Understand your options

    Archive/Retire

    Store the application data in a long-term repository with the means to locate and read it for regulatory and compliance purposes.

    Migrate

    Migrate to a new version of the application, facilitating the process of moving software applications from one computing environment to another.

    Replatform

    Replatforming is an option for transitioning an existing Domino application to a new modern platform (i.e. cloud) to leverage the benefits of a modern deployment model.

    Stay

    Review the current Domino platform roadmap and understand HCL’s support model. Keep the application within the Domino platform.

    Archive/retire

    Retire the application, storing the application data in a long-term repository.

    Abstract

    The most common approach is to build the required functionality in whatever new application/solution is selected, then archive the old data in PDFs and documents.

    Typically this involves archiving the data and leveraging Microsoft SharePoint and the new collaborative solutions, likely in conjunction with other software-as-a-service (SaaS) solutions.

    Advantages

    • Reduce support cost.
    • Consolidate applications.
    • Reduce risk.
    • Reduce compliance and security concerns.
    • Improve business processes.

    Considerations

    • Application transformation
    • eDiscovery costs
    • Legal implications
    • Compliance implications
    • Business process dependencies

    Info-Tech Insights

    Be aware of the costs associated with archiving. The more you archive, the more it will cost you.

    Application migration

    Migrate to a new version of the application

    Abstract

    An application migration is the managed process of migrating or moving applications (software) from one infrastructure environment to another.

    This can include migrating applications from one data center to another data center, from a data center to a cloud provider, or from a company’s on-premises system to a cloud provider’s infrastructure.

    Advantages

    • Reduce hardware costs.
    • Leverage cloud technologies.
    • Improve scalability.
    • Improve disaster recovery.
    • Improve application security.

    Considerations

    • Data extraction, starting from the document databases in NSF format and including security settings about users and groups granted to read and write single documents, which is a powerful feature of Lotus Domino documents.
    • File extraction, starting from the document databases in NSF format, which can contain attachments and RTF documents and embedded files.
    • Design of the final relational database structure; this activity should be carried out without taking into account the original structure of the data in Domino files or the data conversion and loading, from the extracted format to the final model.
    • Design and development of the target-state custom applications based on the new data model and the new selected development platform.

    Application replatform

    Transition an existing Domino application to a new modern platform

    Abstract

    This type of arrangement is typically part of an application migration or transformation. In this model, client can “replatform” the application into an off-premises hosted provider platform. This would yield many benefits of cloud but in a different scaling capacity as experienced with commodity workloads (e.g. Windows, Linux) and the associated application.

    Two challenges are particularly significant when migrating or replatforming Domino applications:

    • The application functionality/value must be reproduced/replaced with not one but many applications, either through custom coding or a commercial-off-the-shelf/SaaS solution.
    • Notes “databases” are not relational databases and will not migrate simply to an SQL database while retaining the same business value. Notes databases are essentially NoSQL repositories and are difficult to normalize.

    Advantages

    • Leverage cloud technologies.
    • Improve scalability.
    • Align to a SharePoint platform.
    • Improve disaster recovery.
    • Improve application security.

    Considerations

    • Application replatform resource effort
    • Network bandwidth
    • New platform terms and conditions
    • Secure connectivity and communication
    • New platform security and compliance
    • Degree of complexity

    Info-Tech Insights

    There is a difference between a migration and a replatform application strategy. Determine which solution aligns to the application requirements.

    Stay with HCL

    Stay with HCL, understanding its future commitment to the platform.

    Abstract

    Following the announced acquisition of IBM Domino and up until around December 2019, HCL had published no future roadmap for the platform. The public-facing information/website at the time stated that HCL acquired “the product family and key lab services to deliver professional services.” Again, there was no mention or emphasis on upcoming new features for the platform. The product offering on their website at the time stated that HCL would leverage its services expertise to advise clients and push applications into four buckets:

    1. Replatform
    2. Retire
    3. Move to cloud
    4. Modernize

    That public-facing messaging changed with release 11.0, which had references to IBM rebranded to HCL for the Notes and Domino product – along with fixes already inflight. More information can be found on HCL’s FAQ page.

    Advantages

    • Known environment
    • Domino is a supported platform
    • Domino is a developed platform
    • No-code/low-code optimization
    • Business developed applications
    • Rapid application framework

    This is the HCL Domino Logo

    Understand your tools

    Many tools are available to help evaluate or migrate your Domino Platform. Here are a few common tools for you to consider.

    Notes Archiving & Notes to SharePoint

    Summary of Vendor

    “SWING Software delivers content transformation and archiving software to over 1,000 organizations worldwide. Our solutions uniquely combine key collaborative platforms and standard document formats, making document production, publishing, and archiving processes more efficient.”*

    Tools

    Lotus Notes Data Migration and Archiving: Preserve historical data outside of Notes and Domino

    Lotus Note Migration: Replacing Lotus Notes. Boost your migration by detaching historical data from Lotus Notes and Domino.

    Headquarters

    Croatia

    Best fit

    • Application archive and retire
    • Migration to SharePoint

    This is an image of the SwingSoftware Logo

    * swingsoftware.com

    Domino Migration to SharePoint

    Summary of Vendor

    “Providing leading solutions, resources, and expertise to help your organization transform its collaborative environment.”*

    Tools

    Notes Domino Migration Solutions: Rivit’s industry-leading solutions and hardened migration practice will help you eliminate Notes Domino once and for all.

    Rivive Me: Migrate Notes Domino applications to an enterprise web application

    Headquarters

    Canada

    Best fit

    • Application Archive & Retire
    • Migration to SharePoint

    This is an image of the RiVit Logo

    * rivit.ca

    Lotus Notes to M365

    Summary of Vendor

    “More than 300 organizations across 40+ countries trust skybow to build no-code/no-compromise business applications & processes, and skybow’s community of customers, partners, and experts grows every day.”*

    Tools

    SkyBow Studio: The low-code platform fully integrated into Microsoft 365

    Headquarters:

    Switzerland

    Best fit

    • Application Archive & Retire
    • Migration to SharePoint

    This is an image of the SkyBow Logo

    * skybow.com | About skybow

    Notes to SharePoint Migration

    Summary of Vendor

    “CIMtrek is a global software company headquartered in the UK. Our mission is to develop user-friendly, cost-effective technology solutions and services to help companies modernize their HCL Domino/Notes® application landscape and support their legacy COBOL applications.”*

    Tools

    CIMtrek SharePoint Migrator: Reduce the time and cost of migrating your IBM® Lotus Notes® applications to Office 365, SharePoint online, and SharePoint on premises.

    Headquarters

    United Kingdom

    Best fit

    • Application replatform
    • Migration to SharePoint

    This is an image of the CIMtrek Logo

    * cimtrek.com | About CIMtrek

    Domino replatform/Rapid application selection framework

    Summary of Vendor

    “4WS.Platform is a rapid application development tool used to quickly create multi-channel applications including web and mobile applications.”*

    Tools

    4WS.Platform is available in two editions: Community and Enterprise.
    The Platform Enterprise Edition, allows access with an optional support pack.

    4WS.Platform’s technical support provides support services to the users through support contracts and agreements.

    The platform is a subscription support services for companies using the product which will allow customers to benefit from the knowledge of 4WS.Platform’s technical experts.

    Headquarters

    Italy

    Best fit

    • Application replatform

    This is an image of the 4WS PLATFORM Logo

    * 4wsplatform.org

    Activity

    Understand your Domino options

    Application Rationalization Exercise

    Info-Tech Insight

    Application rationalization is the perfect exercise to fully understand your business-developed applications, their importance to business process, and the potential underlying financial impact.

    This activity involves the following participants:

    • IT strategic direction decision-makers.
    • IT managers responsible for an existing Domino platform
    • Organizations evaluating platforms for mission-critical applications.

    Outcomes of this step:

    • Completed Application Rationalization Tool

    Application rationalization exercise

    Use this Application Rationalization Tool to input the outcomes of your various application assessments

    In the Application Entry tab:

    • Input your application inventory or subset of apps you intend to rationalize, along with some basic information for your apps.

    In the Business Value & TCO Comparison tab, determine rationalization priorities.

    • Input your business value scores and total cost of ownership (TCO) of applications.
    • Review the results of this analysis to determine which apps should require additional analysis and which dispositions should be prioritized.

    In the Disposition Selection tab:

    • Add to or adapt our list of dispositions as appropriate.

    In the Rationalization Inputs tab:

    • Add or adapt the disposition criteria of your application rationalization framework as appropriate.
    • Input the results of your various assessments for each application.

    In the Disposition Settings tab:

    • Add or adapt settings that generate recommended dispositions based on your rationalization inputs.

    In the Disposition Recommendations tab:

    • Review and compare the rationalization results and confirm if dispositions are appropriate for your strategy.

    In the Timeline Considerations tab:

    • Enter the estimated timeline for when you execute your dispositions.

    In the Portfolio Roadmap tab:

    • Review and present your roadmap and rationalization results.

    Follow the instructions to generate recommended dispositions and populate an application portfolio roadmap.

    This image depicts a scatter plot graph where the X axis is labeled Business Value, and the Y Axis is labeled Cost. On the graph, the following datapoints are displayed: SF; HRIS; ERP; ALM; B; A; C; ODP; SAS

    Info-Tech Insight

    Watch out for misleading scores that result from poorly designed criteria weightings.

    Related Info-Tech Research

    Build an Application Rationalization Framework

    Manage your application portfolio to minimize risk and maximize value.

    Embrace Business-Managed Applications

    Empower the business to implement their own applications with a trusted business-IT relationship.

    Satisfy Digital End Users With Low- and No-Code

    Extend IT, automation, and digital capabilities to the business with the right tools, good governance, and trusted organizational relationships.

    Maximize the Benefits from Enterprise Applications with a Center of Excellence

    Optimize your organization’s enterprise application capabilities with a refined and scalable methodology.

    Drive Successful Sourcing Outcomes With a Robust RFP Process

    Leverage your vendor sourcing process to get better results.

    Research Authors

    Darin Stahl, Principal Research Advisor, Info-Tech Research Group

    Darin Stahl, Principal Research Advisor,
    Info-Tech Research Group

    Darin is a Principal Research Advisor within the Infrastructure practice, leveraging 38+ years of experience. His areas of focus include IT operations management, service desk, infrastructure outsourcing, managed services, cloud infrastructure, DRP/BCP, printer management, managed print services, application performance monitoring, managed FTP, and non-commodity servers (zSeries, mainframe, IBM i, AIX, Power PC).

    Troy Cheeseman, Practice Lead, Info-Tech Research Group

    Troy Cheeseman, Practice Lead,
    Info-Tech Research Group

    Troy has over 24 years of experience and has championed large enterprise-wide technology transformation programs, remote/home office collaboration and remote work strategies, BCP, IT DRP, IT operations and expense management programs, international right placement initiatives, and large technology transformation initiatives (M&A). Additionally, he has deep experience working with IT solution providers and technology (cloud) startups.

    Research Contributors

    Rob Salerno, Founder & CTO, Rivit Technology Partners

    Rob Salerno, Founder & CTO, Rivit Technology Partners

    Rob is the Founder and Chief Technology Strategist for Rivit Technology Partners. Rivit is a system integrator that delivers unique IT solutions. Rivit is known for its REVIVE migration strategy which helps companies leave legacy platforms (such as Domino) or move between versions of software. Rivit is the developer of the DCOM Application Archiving solution.

    Bibliography

    Cheshire, Nigel. “Domino v12 Launch Keeps HCL Product Strategy On Track.” Team Studio, 19 July 2021. Web.

    “Is LowCode/NoCode the best platform for you?” Rivit Technology Partners, 15 July 2021. Web.

    McCracken, Harry. “Lotus: Farewell to a Once-Great Tech Brand.” TIME, 20 Nov. 2012. Web.

    Sharwood, Simon. “Lotus Notes refuses to die, again, as HCL debuts Domino 12.” The Register, 8 June 2021. Web.

    Woodie, Alex. “Domino 12 Comes to IBM i.” IT Jungle, 16 Aug. 2021. Web.

    Deliver on Your Digital Product Vision

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    • Product organizations are under pressure to align the value they provide to the organization’s goals and overall company vision.
    • You need to clearly convey your direction, strategy, and tactics to gain alignment, support, and funding from your organization.
    • Products require continuous additions and enhancements to sustain their value. This requires detailed, yet simple communication to a variety of stakeholders.

    Our Advice

    Critical Insight

    • A vision without tactics is an unsubstantiated dream, while tactics without a vision is working without a purpose. You need to have a handle on both to achieve outcomes that are aligned with the needs of your organization.

    Impact and Result

    • Recognize that a vision is only as good as the data that backs it up – lay out a comprehensive backlog with quality built-in that can be effectively communicated and understood through roadmaps.
    • Your intent is only a dream if it cannot be implemented – define what goes into a release plan via the release canvas.
    • Define a communication approach that lets everyone know where you are heading.

    Deliver on Your Digital Product Vision Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a digital product vision that you can stand behind. Review Info-Tech’s methodology and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Define a digital product vision

    Define a digital product vision that takes into account your objectives, business value, stakeholders, customers, and metrics.

    • Deliver on Your Digital Product Vision – Phase 1: Define a Digital Product Vision
    • Digital Product Strategy Template
    • Digital Product Strategy Supporting Workbook

    2. Build a better backlog

    Build a structure for your backlog that supports your product vision.

    • Deliver on Your Digital Product Vision – Phase 2: Build a Better Backlog
    • Product Backlog Item Prioritization Tool

    3. Build a product roadmap

    Define standards, ownership for your backlog to effectively communicate your strategy in support of your digital product vision.

    • Deliver on Your Digital Product Vision – Phase 3: Build a Product Roadmap
    • Product Roadmap Tool

    4. Release and deliver value

    Understand what to consider when planning your next release.

    • Deliver on Your Digital Product Vision – Phase 4: Release and Deliver Value

    5. Communicate the strategy – make it happen

    Build a plan for communicating and updating your strategy and where to go next.

    • Deliver on Your Digital Product Vision – Phase 5: Communicate the Strategy – Make It Happen!

    Infographic

    Workshop: Deliver on Your Digital Product Vision

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Define a Digital Product Vision

    The Purpose

    Understand the elements of a good product vision and the pieces that back it up.

    Key Benefits Achieved

    Provide a great foundation for an actionable vision and goals people can align to.

    Activities

    1.1 Build out the elements of an effective digital product vision

    Outputs

    Completed product vision definition for a familiar product via the product canvas

    2 Build a Better Backlog

    The Purpose

    Define the standards and approaches to populate your product backlog that support your vision and overall strategy.

    Key Benefits Achieved

    A prioritized backlog with quality throughout that enables alignment and the operationalization of the overall strategy.

    Activities

    2.1 Introduction to key activities required to support your digital product vision

    2.2 What do we mean by a quality backlog?

    2.3 Explore backlog structure and standards

    2.4 Define backlog data, content, and quality filters

    Outputs

    Articulate the activities required to support the population and validation of your backlog

    An understanding of what it means to create a quality backlog (quality filters)

    Defining the structural elements of your backlog that need to be considered

    Defining the content of your backlog and quality standards

    3 Build a Product Roadmap

    The Purpose

    Define standards and procedures for creating and updating your roadmap.

    Key Benefits Achieved

    Enable your team to create a product roadmap to communicate your product strategy in support of your digital product vision.

    Activities

    3.1 Disambiguating backlogs vs. roadmaps

    3.2 Defining audiences, accountability, and roadmap communications

    3.3 Exploring roadmap visualizations

    Outputs

    Understand the difference between a roadmap and a backlog

    Roadmap standards and agreed-to accountability for roadmaps

    Understand the different ways to visualize your roadmap and select what is relevant to your context

    4 Define Your Release, Communication, and Next Steps

    The Purpose

    Build a release plan aligned to your roadmap.

    Key Benefits Achieved

    Understand what goes into defining a release via the release canvas.

    Considerations in communication of your strategy.

    Understand how to frame your vision to enable the communication of your strategy (via an executive summary).

    Activities

    4.1 Lay out your release plan

    4.2 How to introduce your product vision

    4.3 Communicate changes to your strategy

    4.4 Where do we get started?

    Outputs

    Release canvas

    An executive summary used to introduce other parties to your product vision

    Specifics on communication of the changes to your roadmap

    Your first step to getting started

    Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization

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    • Parent Category Name: Vendor Management
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    More than at any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.

    It is increasingly likely that one of your vendors, or their n-party support vendors, will fall out of regulatory compliance. Therefore, organizations must protect themselves by creating better mechanisms to hold their n-party vendors accountable and validate that they comply.

    Our Advice

    Critical Insight

    • Identifying and managing a vendor’s potential regulatory impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes may affect operations.
    • Organizational leadership is often taken unaware by changes, and their plans lack the flexibility to adjust to significant regulatory upheavals.

    Impact and Result

    Vendor management practices educate organizations on the different potential risks from vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    • Prioritize and classify your vendors with quantifiable, standardized rankings.
    • Prioritize focus on your high-risk vendors.
    • Standardize your processes for identifying and monitoring vendor risks with our Regulatory Risk Impact Tool to manage potential impacts.

    Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Identify and Manage Regulatory and Compliance Risk Impacts to Your Organization Storyboard – Use the research to better understand the negative impacts of vendor actions to your brand reputation.

    Use this research to identify and quantify the potential regulatory impacts caused by vendors. Use Info-Tech's approach to look at the regulatory impact from various perspectives to better prepare for issues that may arise.

    • Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization Storyboard

    2. Regulatory Risk Impact Tool – Use this tool to help identify and quantify the operational impacts of negative vendor actions.

    By playing the “what if” game and asking probing questions to draw out – or eliminate – possible negative outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    • Regulatory Risk Impact Tool
    [infographic]

    Further reading

    Identify and Manage Risk Impacts on Your Organization

    It is easier for prospective clients to find out what you did wrong than that you fixed the issue.

    Analyst perspective

    Organizations must understand the regulatory damage vendors may cause from lack of compliance.

    Frank Sewell.

    The sheer number of regulations on the international market is immense, ever-changing, and make it almost impossible for any organization to consistently keep up with compliance.

    As regulatory enforcement increases, organizations must hold their vendors accountable for compliance through ongoing monitoring and validation of regulatory compliance to the relevant standards in their industries, or face increasing penalties for non-compliance.

    Frank Sewell,

    Research Director, Vendor Management

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    More than at any previous time, our world is changing rapidly. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.

    It is increasingly likely that one of your vendors, or their n-party support vendors, will fall out of regulatory compliance. Organizations must protect themselves by creating better mechanisms to hold their n-party vendors accountable and validate that they comply.

    Identifying and managing a vendor’s potential regulatory impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes may affect operations.

    Organizational leadership is often taken unaware by changes, and their plans lack the flexibility to adjust to significant regulatory upheavals.

    Vendor management practices educate organizations on the different potential risks from vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    Prioritize and classify your vendors with quantifiable, standardized rankings.

    Prioritize focus on your high-risk vendors.

    Standardize your processes for identifying and monitoring vendor risks with our Regulatory Risk Impact Tool to manage potential impacts.

    Info-Tech Insight

    Organizations must evolve their risk assessments to be more adaptive to respond to regulatory changes in the global market. Ongoing monitoring of the vendors who must comply with industry and governmental regulations is crucial to avoiding penalties and maintaining your regulatory compliance.

    Info-Tech’s multi-blueprint series on vendor risk assessment

    There are many individual components of vendor risk beyond cybersecurity.

    The image contains a cube that is divided into 6 asymmetrical to highlight the six components of vendor risk. Strategic, Security, Regulatory & Compliance, Financial, Reputational, Operational.

    This series will focus on the individual components of vendor risk and how vendor management practices can facilitate organizations’ understanding of those risks.

    Out of Scope:

    This series will not tackle risk governance, determining overall risk tolerance and appetite, or quantifying inherent risk.

    Regulatory and Compliance risk impacts

    Potential losses to the organization due regulatory and compliance incidents.

    • In this blueprint we’ll:
      • Explore regulatory and compliance risks and their impacts.
      • Identify potentially disruptive events to assess the overall impact on organizations and implement adaptive measures to identify, manage, and monitor vendor performance.

    The image contains a cube that is divided into 6 asymmetrical to highlight the six components of vendor risk. Strategic, Security, Regulatory & Compliance, Financial, Reputational, Operational. Regulatory & Compliance is highlighted on the cube.

    The world is constantly changing

    The IT market is constantly reacting to global influences. By anticipating changes, leaders can set expectations and work with their vendors to accommodate them and avoid penalties.

    When the unexpected happens, being able to adapt quickly to new priorities and regulations ensures continued long-term business success.

    Below are some things no one expected to happen in the last few years:

    45%

    Have no visibility into their upstream supply chain, or they can only see as far as their first-tier suppliers.

    2022 McKinsey

    61%

    Of compliance officers expect to increase investment in their compliance function over the next two years.

    2022 Accenture

    $770k+

    Breaches involving third-party vendors cost more on average.

    2022 HIT Consultant.net

    Regulatory Compliance

    Consider implementing vendor management initiatives and practices in your organization to help gain compliance with your expanding vendor landscape.

    Your organizational risks may be monitored but are your n-party vendors?

    The image contains a cube that is divided into 6 asymmetrical to highlight the six components of vendor risk. Strategic, Security, Regulatory & Compliance, Financial, Reputational, Operational.

    Review your expectations with your vendors and hold them accountable.

    Regulatory entities are looking beyond your organization’s internal compliance these days. More and more they are diving into your third-party and downstream relationships, particularly as awareness of downstream breaches increases globally.

    • Are you assessing your vendors regularly?
    • Are you validating those assessments?
    • Do your vendors have a map of their downstream support vendors?
    • Do they have the mechanisms to hold those downstream vendors accountable to your standards?

    Regulatory Guidance and Industry Standards

    Are you confident your vendors meet your standards?

    Identify and manage regulatory and compliance risks

    Environmental, Social, Governance (ESG)
    Regulatory agencies are putting more enforcement on ESG practices across the globe. As a result, organizations will need to monitor the changing regulations and validate that their vendors and n-party support vendors are adhering to these regulations, or face penalties for non-compliance.

    Data Protection
    Data Protection remains an issue in the world. Organizations should ensure that the data their vendors obtain remains protected throughout the vendor’s lifecycle, including post-termination. Otherwise, they could be monitoring for a data breach in perpetuity.

    Mergers and Acquisitions
    More prominent vendors continuously buy smaller companies to control the market in the IT industry. Therefore, organizations should put protections in their contracts to ensure that an IT vendor’s acquisition does not put them in a relationship with someone that could cause them an issue.

    What to look for

    Identify regulatory and compliance risk impacts.

    • Is there a record of complaints against the vendor from their employees or customers?
    • Has the vendor been cited for regulatory compliance issues in the past?
    • Does the vendor have a comprehensive list of their n-party vendor partners?
      • Are they willing to accept appropriate contractual protections regarding them?
    • Does the vendor self-audit, or do they use a vetted third-party audit firm to issue a SOC report annually?
    • Does the vendor operate in regions known for regulatory violations?
    • Is the vendor willing to make concessions on contractual protections, or are they only offering “one-sided” agreements with “as-is” warranties?

    Prepare your vendor risk management for success

    Due diligence will enable successful outcomes.

    1. Obtain top-level buy-in; it is critical to success.
    2. Build enterprise risk management (ERM) through incremental improvement.
    3. Focus initial efforts on the “big wins” to prove the process works.
    4. Use existing resources.
    5. Build on any risk management activities that already exist in the organization.
    6. Socialize ERM throughout the organization to gain additional buy‑in.
    7. Normalize the process long term, with ongoing updates and continuing education for the organization.

    (Adapted from COSO)

    How to assess third-party risk

    1. Review Organizational Regulations
    2. Understand the organization’s regulatory risks to prepare for the “What If” game exercise.

    3. Identify & Understand Potential Regulatory-Compliance Risks
    4. Play the “What If” game with the right people at the table.

    5. Create a Risk Profile Packet for Leadership
    6. Pull all the information together in a presentation document.

    7. Validate the Risks
    8. Work with leadership to ensure that the proposed risks are in line with their thoughts.

    9. Plan to Manage the Risks
    10. Lower the overall risk potential by putting mitigations in place.

    11. Communicate the Plan
    12. It is important not only to have a plan but also to socialize it in the organization for awareness.

    13. Enact the Plan
    14. Once the plan is finalized and socialized, put it in place with continued monitoring for success.

    Adapted from Harvard Law School Forum on Corporate Governance

    Insight summary

    Regulatory risk impacts often come from unexpected places and have significant consequences. Knowing who your vendors are using for their support and supply chain could be crucial in eliminating the risk of non-compliance for your organization. Having a plan to identify and validate the regulatory compliance of your vendors is a must for any organization, to avoid penalties.

    Insight 1

    Organizations fail to plan for vendor acquisitions appropriately.

    Vendors routinely get acquired in the IT space. Does your organization have appropriate safeguards from inadvertently entering a negative relationship? Do you have plans around replacing critical vendors purchased in such a manner?

    Insight 2

    Organizations often fail to understand how n-party vendors could place them in non-compliance.

    Even if you know your complete third-party vendor landscape, you may not be aware of the downstream vendors in play. Ensure that you get visibility into this space as well and hold your direct vendors accountable for the actions of their vendors.

    Insight 3

    Organizations need to know where their data lives and ensure it is protected.

    Make sure you know which vendors are accessing/storing your data, where they are keeping it, and that you can get it back and have the vendors destroy it when the relationship is over. Without adequate protection throughout the lifecycle of the vendor, you could be monitoring for breaches in perpetuity.

    Identifying regulatory and compliance risks

    Who should be included in the discussion.

    • While it is true that executive-level leadership defines the strategy for an organization, it is vital for those making decisions to make informed decisions.
    • Getting input from regulatory risk experts within your organization will enhance your long-term potential for successful compliance.
    • Involving those who not only directly manage vendors but also understand your regulatory requirements will aid in determining the path forward for relationships with your current vendors, and identifying new emerging potential partners.

    See the blueprint Build an IT Risk Management Program

    Review your risk management plans for new risks on a regular basis.

    Keep in mind Risk = Likelihood x Impact (R=L*I).

    Impact (I) tends to remain the same, while Likelihood (L) is becoming closer to 100% as threat actors become more prevalent

    Managing vendor regulatory and compliance risk impacts

    How could your vendors fall out of compliance?

    • Review vendors’ downstream connections to understand thoroughly with whom you are in business.
      • Monitor their regulatory stance as it could reflect on your organization.
    • Institute proper vendor lifecycle management.
      • Make sure to follow corporate due diligence and risk assessment policies and procedures.
      • Failure to consistently do so is a recipe for disaster.
    • Develop IT risk governance and change control.
    • Introduce continual risk assessment to monitor the relevant vendor markets.
      • Regularly review your regulatory requirements for new and changing risks.
    • Be adaptable and allow for innovations that arise from the current needs.
      • Capture lessons learned from prior incidents to improve over time, and adjust your plans accordingly.

    Organizations must review their regulatory risk appetite and tolerance levels, considering their complete landscape.

    Changing regulations, acquisitions, and events that affect global supply chains are current realities, not unlikely scenarios.

    Ongoing Improvement

    Incorporating lessons learned.

    • Over time, despite everyone’s best observations and plans, incidents will catch us off guard.
    • When it happens, follow your incident response plans and act accordingly.
    • An essential step is to document what worked and what did not – collectively known as the “lessons learned.”
    • Use the lessons learned document to devise, incorporate, and enact a better risk management process.

    Sometimes disasters occur despite our best plans to manage them.

    When this happens, it is important to document the lessons learned and update our plans.

    The “what if” game

    1-3 hours

    Vendor management professionals are in an excellent position to help senior leadership identify and pull together resources across the organization to determine potential risks. By playing the "what if" game and asking probing questions to draw out – or eliminate – possible adverse outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    1. Break into smaller groups (or if too small, continue as a single group).
    2. Use the Regulatory Risk Impact Tool to prompt discussion on potential risks. Keep this discussion flowing organically to explore all potentials but manage the overall process to keep the discussion pertinent and on track.
    3. Collect the outputs and ask the subject matter experts (SMEs) for management options for each one in order to present a comprehensive risk strategy. You will use this to educate senior leadership so that they can make an informed decision to accept or reject the solution.
    Input Output
    • List of identified potential risk scenarios scored by regulatory-compliance impact
    • List of potential mitigations of the scenarios to reduce the risk
    • Comprehensive regulatory risk profile on the specific vendor solution
    Materials Participants
    • Whiteboard/flip charts
    • Regulatory Risk Impact Tool to help drive discussion
    • Vendor Management – Coordinator
    • Organizational Leadership
    • Operations Experts (SMEs)
    • Legal/Compliance/Risk Manager

    High risk example from tool

    The image contains a screenshot demonstrating high risk example from the tool.

    How to mitigate:

    Contractually insist that the vendor have a third-party security audit performed annually, with the stipulation that they will not denigrate below your acceptable standards.

    Note: Even though a few items are “scored” they have not been added to the overall weight, signaling that the company has noted but does not necessarily hold them against the vendor.

    Low risk example from tool

    The image contains a screenshot demonstrating low risk example from the tool.

    Summary

    Seek to understand all regulatory requirements to obtain compliance.

    • Organizations need to understand and map out their entire vendor landscape.
    • Understand where all your data lives and how you can control it throughout the vendor lifecycle.
    • Those organizations that consistently follow their established risk assessment and due diligence processes are better positioned to avoid penalties.
    • Bring the right people to the table to outline potential risks in the market and your organization.
    • Incorporate “lessons learned” from prior incidents into your risk management process to build better plans for future issues.

    Keeping up with the ever-changing regulations can make compliance a difficult task.

    Organizations should increase the resources dedicated to monitoring these regulations as agencies continue to hold them more accountable.

    Related Info-Tech Research

    Identify and Manage Financial Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential financial impacts that vendors may incur and suggest systems to help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage financial impacts with our Financial Risk Impact Tool.

    Identify and Manage Reputational Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your reputation and brand with our Reputational Risk Impact Tool.

    Identify and Manage Strategic Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your strategic plan with our Strategic Risk Impact Tool.

    Info-Tech Insight

    It is easier for prospective clients to find out what you did wrong than that you fixed the issue.


    Bibliography

    Alicke, Knut, et al. "Taking the pulse of shifting supply chains", McKinsey & Company, August 26th 2022. Accessed October 31st
    Regan, Samantha, et al. "Can compliance keep up with warp-speed Change?", accenture, May 18th 2022. Accessed Oct 31st 2022.
    Feria, Nathalie, and Rosenberg, Daniel. "Mitigating Healthcare Cyber Risk Through Vendor Management", HIT Consultant, October 17th 2022. Accessed Oct 31st 2022.
    Tonello, Matteo. “Strategic Risk Management: A Primer for Directors.” Harvard Law School Forum on Corporate Governance, 23 Aug. 2012.
    Frigo, Mark L., and Richard J. Anderson. “Embracing Enterprise Risk Management: Practical Approaches for Getting Started.” COSO, 2011.

    Design Data-as-a-Service

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    • Parent Category Name: Data Management
    • Parent Category Link: /data-management
    • Lack of a consistent approach in accessing internal and external data within the organization and sharing data with third parties.
    • Data consumed by most organizations lacks proper data quality, data certification, standards tractability, and lineage.
    • Organizations are looking for guidance in terms of readily accessible data from others and data that can be shared with others or monetized.

    Our Advice

    Critical Insight

    • Despite data being everywhere, most organizations struggle to find accurate, trustworthy, and meaningful data when required.
    • Connecting to data should be as easy as connecting to the internet. This is achievable if all organizations start participating in the data marketplace ecosystem by leveraging a Data-as-a-Service (DaaS) framework.

    Impact and Result

    • Data marketplaces facilitate data sharing between the data producer and the data consumer. The data product must be carefully designed to truly benefit in today’s connected data ecosystem.
    • Follow Info-Tech’s step-by-step approach to establish your DaaS framework:
      1. Understand Data Ecosystem
      2. Design Data Products
      3. Establish DaaS framework

    Design Data-as-a-Service Research & Tools

    Start here – Read the Executive Brief

    Read our concise Executive Brief to find out why you should design Data-as-a-Service (DaaS), review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Understand data ecosystem

    Provide clear benefits of adopting the DaaS framework and solid rationale for moving towards a more connected data ecosystem and avoiding data silos.

    • Design Data-as-a-Service – Phase 1: Understand Data Ecosystem

    2. Design data product

    Leverage design thinking methodology and templates to document your most important data products.

    • Design Data-as-a-Service – Phase 2: Design Data Product

    3. Establish a DaaS framework

    Capture internal and external data sources critical to data products success for the organization and document an end-to-end DaaS framework.

    • Design Data-as-a-Service – Phase 3: Establish a DaaS Framework
    [infographic]

    Workshop: Design Data-as-a-Service

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Data Marketplace and DaaS Explained

    The Purpose

    The purpose of this module is to provide a clear understanding of the key concepts such as data marketplace, data sharing, and data products.

    Key Benefits Achieved

    This module will provide clear benefits of adopting the DaaS framework and solid rationale for moving towards a more connected data ecosystem and avoiding data silos.

    Activities

    1.1 Review the business context

    1.2 Understand the data ecosystem

    1.3 Draft products ideas and use cases

    1.4 Capture data product metrics

    Outputs

    Data product ideas

    Data sharing use cases

    Data product metrics

    2 Design Data Product

    The Purpose

    The purpose of this module is to leverage design thinking methodology and templates to document the most important data products.

    Key Benefits Achieved

    Data products design that incorporates end-to-end customer journey and stakeholder map.

    Activities

    2.1 Create a stakeholder map

    2.2 Establish a persona

    2.3 Data consumer journey map

    2.4 Document data product design

    Outputs

    Data product design

    3 Assess Data Sources

    The Purpose

    The purpose of this module is to capture internal and external data sources critical to data product success.

    Key Benefits Achieved

    Break down silos by integrating internal and external data sources

    Activities

    3.1 Review the conceptual data model

    3.2 Map internal and external data sources

    3.3 Document data sources

    Outputs

    Internal and external data sources relationship map

    4 Establish a DaaS Framework

    The Purpose

    The purpose of this module is to document end-to-end DaaS framework.

    Key Benefits Achieved

    End-to-end framework that breaks down silos and enables data product that can be exchanged for long-term success.

    Activities

    4.1 Design target state DaaS framework

    4.2 Document DaaS framework

    4.3 Assess the gaps between current and target environments

    4.4 Brainstorm initiatives to develop DaaS capabilities

    Outputs

    Target DaaS framework

    DaaS initiative

    Identify and Manage Strategic Risk Impacts on Your Organization

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    Moreso than any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their strategic plans to accommodate risk on an unprecedented level.

    A new global change will impact your organizational strategy at any given time. So, make sure your plans are flexible enough to manage the inevitable consequences.

    Our Advice

    Critical Insight

    • Identifying and managing a vendor’s potential strategic impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes affect strategic plans.
    • Organizational leadership is often taken unaware during crises, and their plans lack the flexibility needed to adjust to significant market upheavals.

    Impact and Result

    • Vendor management practices educate organizations on the different potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Prioritize and classify your vendors with quantifiable, standardized rankings.
    • Prioritize focus on your high-risk vendors.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your strategic plan with our Strategic Risk Impact Tool.

    Identify and Manage Strategic Risk Impacts on Your Organization Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Identify and Manage Strategic Risk Impacts to Your Organization Deck – Use the research to better understand the negative impacts of vendor actions on your strategic plans.

    Use this research to identify and quantify the potential strategic impacts caused by vendors. Use Info-Tech’s approach to look at the strategic impact from various perspectives to better prepare for issues that may arise.

    • Identify and Manage Strategic Risk Impacts on Your Organization Storyboard

    2. What If Vendor Strategic Impact Tool – Use this tool to help identify and quantify the strategic impacts of negative vendor actions

    By playing the “what if” game and asking probing questions to draw out – or eliminate – possible negative outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    • Strategic Risk Impact Tool
    [infographic]

    Further reading

    Identify and Manage Strategic Risk Impacts on Your Organization

    The world is in a perpetual state of change. Organizations need to build adaptive resiliency into their strategic plans to adjust to ever-changing market dynamics.

    Analyst perspective

    Organizations need to build flexible resiliency into their strategic plans to be able to adjust to ever-changing market dynamics.

    This is a picture of Frank Sewell, Research Director, Vendor Management at Info-Tech Research Group

    Like most people, organizations are poor at assessing the likelihood of risk. If the past few years have taught us anything, it is that the probability of a risk occurring is far more flexible in the formula Risk = Likelihood * Impact than we ever thought possible. The impacts of these risks have been catastrophic, and organizations need to be more adaptive in managing them to strengthen their strategic plans.

    Frank Sewell,
    Research Director, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Moreso than any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their strategic plans to accommodate risk on an unprecedented level.

    A new global change will impact your organizational strategy at any given time. So, make sure your plans are flexible enough to manage the inevitable consequences.

    Common Obstacles

    Identifying and managing a vendor’s potential strategic impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes affect strategic plans.

    Organizational leadership is often taken unaware during crises, and their plans lack the flexibility needed to adjust to significant market upheavals.

    Info-Tech’s Approach

    Vendor management practices educate organizations on the different potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    Prioritize and classify your vendors with quantifiable, standardized rankings.

    Prioritize focus on your high-risk vendors.

    Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your strategic plan with our Strategic Impacts Tool.

    Info-Tech Insight

    Organizations must evolve their strategic risk assessments to be more adaptive to respond to global changes in the market. Ongoing monitoring of the market and the vendors tied to company strategies is imperative to achieving success.

    Info-Tech’s multi-blueprint series on vendor risk assessment

    There are many individual components of vendor risk beyond cybersecurity.

    This image depicts a cube divided into six different coloured sections. The sections are labeled: Financial; Reputational; Operational; Strategic; Security; Regulatory & Compliance.

    This series will focus on the individual components of vendor risk and how vendor management practices can facilitate organizations’ understanding of those risks.

    Out of Scope:

    This series will not tackle risk governance, determining overall risk tolerance and appetite, or quantifying inherent risk.

    Strategic risk impacts

    Potential losses to the organization due to risks to the strategic plan

    • In this blueprint, we’ll explore strategic risks (risks to the Strategic Plans of the organization) and their impacts.
    • Identify potentially disruptive events to assess the overall impact on organizations and implement adaptive measures to correct strategic plans.
    This image depicts a cube divided into six different coloured sections. The section labeled Strategic is highlighted.

    The world is constantly changing

    The IT market is constantly reacting to global influences. By anticipating changes, leaders can set expectations and work with their vendors to accommodate them.

    When the unexpected happens, being able to adapt quickly to new priorities ensures continued long-term business success.

    Below are some things no one expected to happen in the last few years:

    62%

    of IT professionals are more concerned about being a victim of ransomware than they were a year ago.

    82%

    of Microsoft’s non-essential employees shifted to working from home in 2020, joining the 18% already remote.

    89%

    of organizations invested in web conferencing technology to facilitate collaboration.

    Source: Info-Tech Tech Trends Survey 2022

    Strategic risks on a global scale

    Odds are at least one of these is currently affecting your strategic plans

    • Vendor Acquisitions
    • Global Pandemic
    • Global Shortages
    • Gas Prices
    • Poor Vendor Performance
    • Travel Bans
    • War
    • Natural Disasters
    • Supply Chain Disruptions
    • Security Incidents

    Make sure you have the right people at the table to identify and plan to manage impacts.

    Identify & manage strategic risks

    Global Pandemic

    Very few people could have predicted that a global pandemic would interrupt business on the scale experienced today. Organizations should look at their lessons learned and incorporate adaptable preparations into their strategic planning moving forward.

    Vendor Acquisitions

    The IT market is an ever-shifting environment. Larger companies often gobble up smaller ones to control their sectors. Incorporating plans to manage those shifts in ownership will be key to many strategic plans that depend on niche vendor solutions for success. Be sure to monitor the potentially affected markets on an ongoing cadence.

    Global Shortages

    Organizations need to accept that shortages will recur periodically and that preparing for them will significantly increase the success potential of long-term strategic plans. Understand what your business needs to stock for project needs and where those supplies are located, and plan how to rapidly access and distribute them as required if supply chain disruptions occur.

    What to look for in vendors

    Identify strategic risk impacts

    • A vendor acquires many smaller, seemingly irrelevant IT products. Suddenly their revenue model includes aggressive license compliance audits.
      • Ensure that your installed software meets license compliance requirements with good asset management practices.
      • Monitor the market for such acquisitions or news of audits hitting companies.
    • A vendor changes their primary business model from storage and hardware to becoming a self-proclaimed “professional services guru,” relying almost entirely on their name recognition to build their marketing.
      • Be wary of self-proclaimed experts and review their successes and failures with other organizations before adopting them into your business strategy.
      • Review the backgrounds their “experts” have and make sure they have the industry and technical skill sets to perform the services to the required level.

    Not preparing for your growth can delay your goals

    Why can’t I get a new laptop?

    For example:

    • An IT professional services organization plans to take advantage of the growing work-from-home trend to expand its staff by 30% over the coming year.
    • Logically, this should include a review of the necessary tasks involved, including onboarding.
      • Suppose the company does not order enough equipment in preparation to cover the new staff plus routine replacement. In that case, this will delay the output of the new team members immeasurably as they wait for their company equipment and will delay existing staff whose equipment breaks, preventing them from getting back to work efficiently.

    Sometimes an organization has the right mindset to take advantage of the changes in the market but can fail to plan for the particulars.

    When your strategic plan changes, you need to revisit all the steps in the processes to ensure a successful outcome.

    Strategic risks

    Poor or uninformed business decisions can lead to organizational strategic failures

    • Supply chain disruptions and global shortages
      • Geopolitical disruptions and natural disasters have caused unprecedented interruptions to business. Incorporate forecasting of product and ongoing business continuity planning into your strategic plans to adapt as events unfold.
    • Poor vendor performance
      • Consider the impact of a vendor that fails to perform midway through the implementation. Organizations need to be able to manage the impact of replacing that vendor and cutting their losses rather than continuing to throw good money away after bad performance.
    • Vendor acquisitions
      • A lot of acquisition is going on in the market today. Large companies are buying competitors and either imposing new terms on customers or removing the competing products from the market. Prepare options for any strategy tied to a niche product.

    It is important to identify potential risks to strategic plans to manage the risk and be agile enough in planning to adapt to the changing environments.

    Info-Tech Insight
    Few organizations are good at identifying risks to their strategic plan. As a result, almost none realistically plan to monitor, manage, and adapt their strategies to those risks.

    Prepare your strategic risk management for success

    Due diligence will enable successful outcomes

    1. Obtain top-level buy-in; it is critical to success.
    2. Build enterprise risk management (ERM) through incremental improvement.
    3. Focus initial efforts on the “big wins” to prove the process works.
    4. Use existing resources.
    5. Build on any risk management activities that already exist in the organization.
    6. Socialize ERM throughout the organization to gain additional buy‑in.
    7. Normalize the process long term with ongoing updates and continuing education for the organization.

    (Adapted from COSO)

    How to assess strategic risk

    1. Review Organizational Strategy
      Understand the organizational strategy to prepare for the “What If” game exercise.
    2. Identify & Understand Potential Strategic Risks
      Play the “What If” game with the right people at the table.
    3. Create a Risk Profile Packet for Leadership
      Pull all the information together in a presentation document.
    4. Validate the Risks
      Work with leadership to ensure that the proposed risks are in line with their thoughts.
    5. Plan to Manage the Risks
      Lower the overall risk potential by putting mitigations in place.
    6. Communicate the Plan
      It is important not only to have a plan but also to socialize it in the organization for awareness.
    7. Enact the Plan
      Once the plan is finalized and socialized, put it in place with continued monitoring for success.

    Insight summary

    Insight 1

    Organizations build portions of their strategies around chosen vendors and should protect those plans against the risks of unforeseen acquisitions in the market.
    Is your vendor solvent? Does it have enough staff to accommodate your needs? Has its long-term planning been affected by changes in the market? Is it unique in its space?

    Insight 2

    Organizations’ strategic plans need to be adaptable to avoid vendors’ negative actions causing an expedited shift in priorities.
    For example, Philip's recall of ventilators impacted its products and the availability of its competitor’s products as demand overwhelmed the market.

    Insight 3

    Organizations need to become better at risk assessment and actively manage the identified risks to their strategic plans.
    Few organizations are good at identifying risks to their strategic plan. As a result, almost none realistically plan to monitor, manage, and adapt their strategies to those risks.

    Strategic risk impacts are often unanticipated, causing unforeseen downstream effects. Anticipating the potential changes in the global IT market and continuously monitoring vendors’ risk levels can help organizations modify their strategic alignment with the new norms.

    Identifying strategic risk

    Who should be included in the discussion

    • While it is true that executive-level leadership defines the strategy for an organization, it is vital for those making decisions to make informed decisions.
    • Getting input from operational experts at your organization will enhance the long-term potential for success of your strategies.
    • Involving those who directly manage vendors and understand the market will aid operational experts in determining the forward path for relationships with your current vendors and identifying new emerging potential strategic partners.

    Review your strategic plans for new risks and evolving likelihood on a regular basis.

    Keep in mind Risk = Likelihood x Impact (R=L*I).

    Impact (I) tends to remain the same, while Likelihood (L) is a very flexible variable.

    See the blueprint Build an IT Risk Management Program

    Managing strategic risk impacts

    What can we realistically do about the risks?

    • Review business continuity plans and disaster recovery testing.
    • Institute proper contract lifecycle management.
    • Re-evaluate corporate policies frequently.
    • Develop IT governance and change control.
    • Ensure strategic alignment in contracts.
    • Introduce continual risk assessment to monitor the relevant vendor markets.
      • Regularly review your strategic plans for new risks and evolving likelihood.
      • Risk = Likelihood x Impact (R=L*I)
        • Impact (I) tends to remain the same and be well understood, while Likelihood (L) turns out to be highly variable.
    • Be adaptable and allow for innovations that arise from the current needs.
      • Capture lessons learned from prior incidents to improve over time, and adjust your strategy based on the lessons.

    Organizations need to be reviewing their strategic risk plans considering the likelihood of incidents in the global market.

    Pandemics, extreme weather, and wars that affect global supply chains are a current reality, not unlikely scenarios.

    Ongoing Improvement

    Incorporating lessons learned

    • Over time, despite everyone’s best observations and plans, incidents will catch us off guard.
    • When it happens, follow your incident response plans and act accordingly.
    • An essential step is to document what worked and what did not – collectively known as the “lessons learned.”
    • Use the lessons learned document to devise, incorporate, and enact a better risk management process.

    Sometimes disasters occur despite our best plans to manage them.

    When this happens, it is important to document the lessons learned and improve our plans going forward.

    The “what if” game

    1-3 hours

    Vendor management professionals are in an excellent position to help senior leadership identify and pull together resources across the organization to determine potential risks. By playing the "what if" game and asking probing questions to draw out – or eliminate – possible adverse outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    1. Break into smaller groups (or if too small, continue as a single group).
    2. Use the Strategic Risk Impact Tool to prompt discussion on potential risks. Keep this discussion flowing organically to explore all potentials but manage the overall process to keep the discussion pertinent and on track.
    3. Collect the outputs and ask the subject matter experts (SMEs) for management options for each one in order to present a comprehensive risk strategy. You will use this to educate senior leadership so that they can make an informed decision to accept or reject the solution.

    Download the Strategic Risk Impact Tool

    Input Output
    • List of identified potential risk scenarios scored by likelihood and financial impact
    • List of potential management of the scenarios to reduce the risk
    • Comprehensive strategic risk profile on the specific vendor solution
    Materials Participants
    • Whiteboard/flip charts
    • Strategic Risk Impact Tool to help drive discussion
    • Vendor Management – Coordinator
    • Organizational Leadership
    • Operations Experts (SMEs)
    • Legal/Compliance/Risk Manager

    Case Study

    Airline Industry Strategic Adaptation

    Industry: Airline

    Impact categories: Pandemic, Lockdowns, Travel Bans, Increased Fuel Prices

    • In 2019 the airline industry yielded record profits of $35.5 billion.
    • In 2020 the pandemic devastated the industry with losses around $371 billion.
    • The industry leaders engaged experts to conduct a study on how the pandemic impacted them and propose measures to ensure the survival of their industry in the future after the pandemic.
    • They determined that “[p]recise decision-making based on data analytics is essential and crucial for an effective Covid-19 airline recovery plan.”

    Results

    The pandemic prompted systemic change to the overall strategic planning of the airline industry.

    Summary

    Be vigilant and adaptable to change

    • Organizations need to learn how to assess the likelihood of potential risks in the changing global world.
    • Those organizations that incorporate adaptive risk management processes can prepare their strategic plans for greater success.
    • Bring the right people to the table to outline potential risks in the market.
    • Socialize the risk management process throughout the organization to heighten awareness and enable employees to help protect the strategic plan.
    • Incorporate lessons learned from incidents into your risk management process to build better plans for future issues.

    Organizations must evolve their strategic risk assessments to be more adaptive to respond to global changes in the market.

    Ongoing monitoring of the market and the vendors tied to company strategies is imperative to achieving success.

    Related Info-Tech Research

    Identify and Manage Financial Risk Impacts on Your Organization

    This image contains a screenshot from Info-Tech's Identify and Manage Financial Risk Impacts on Your Organization.
    • Vendor management practices educate organizations on the different potential financial impacts that vendors may incur and suggest systems to help manage them.
    • Prioritize and classify your vendors with quantifiable, standardized rankings.
    • Prioritize focus on your high-risk vendors.
    • Standardize your processes for identifying and monitoring vendor risks to manage financial impacts with our Financial Risk Impact Tool.

    Identify and Reduce Agile Contract Risk

    This image contains a screenshot from Info-Tech's Identify and Reduce Agile Contract Risk
    • Customer maturity levels with Agile are low, with 67% of organizations using Agile for less than five years.
    • Customer competency levels with Agile are also low, with 84% of organizations stating they are below a high level of competency.
    • Contract disputes are the number one or two types of disputes faced by organizations across all industries.

    Build an IT Risk Management Program

    This image contains a screenshot from Info-Tech's Build an IT Risk Management Program
    • Transform your ad hoc IT risk management processes into a formalized, ongoing program, and increase risk management success.
    • Take a proactive stance against IT threats and vulnerabilities by identifying and assessing IT’s greatest risks before they occur.
    • Involve key stakeholders including the business senior management team to gain buy-in and to focus on IT risks most critical to the organization.

    Bibliography

    Olaganathan, Rajee. “Impact of COVID-19 on airline industry and strategic plan for its recovery with special reference to data analytics technology.” Global Journal of Engineering and Technology Advances, vol 7, no 1, 2021, pp. 033-046.

    Tonello, Matteo. “Strategic Risk Management: A Primer for Directors.” Harvard Law School Forum on Corporate Governance, 23 Aug. 2012.

    Frigo, Mark L., and Richard J. Anderson. “Embracing Enterprise Risk Management: Practical Approaches for Getting Started.” COSO, 2011.

    Research Contributors and Experts

    • Frank Sewell
      Research Director, Info-Tech Research Group
    • Steven Jeffery
      Principal Research Director, Info-Tech Research Group
    • Scott Bickley
      Practice Lead, Info-Tech Research Group
    • Donna Glidden
      Research Director, Info-Tech Research Group
    • Phil Bode
      Principal Research Director, Info-Tech Research Group
    • David Espinosa
      Senior Director, Executive Services, Info-Tech Research Group
    • Rick Pittman
      Vice President, Research, Info-Tech Research Group
    • Patrick Philpot
      CISSP
    • Gaylon Stockman
      Vice President, Information Security
    • Jennifer Smith
      Senior Director

    Make the Case for Legacy Application Modernization

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    • Parent Category Name: Selection & Implementation
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    • Organizations are under continual pressure to deliver faster, with shorter time-to-market, while introducing new products and services at the same time.
    • You and your team have concerns that your existing portfolio of applications is not up to the task.
    • While you understand the need for more investments to modernize your portfolio, your leadership does not appreciate what is required.

    Our Advice

    Critical Insight

    • Legacy modernization is a process, not a single event.
    • Your modernization approach requires you to understand your landscape and decide on a path that minimizes business continuity risks, keeps the investments under control, and is prepared for surprises but always has your final state in mind.

    Impact and Result

    • Evaluate the current state, develop a legacy application strategy, and execute in an agile manner.
    • When coupled with a business case and communications strategy, this approach gives the organization a clear decision-making framework that will maximize business outcomes and deliver value where needed.

    Make the Case for Legacy Application Modernization Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Make the Case for Legacy Application Modernization Storyboard – Understand legacy application modernization in the context of your organization, assess your landscape of applications, and define prioritization and disposition.

    This blueprint provides the steps necessary to build your own enterprise application implementation playbook that can be deployed and leveraged by your implementation teams.

    • Make the Case for Legacy Application Modernization Storyboard

    2. Make the Case for Legacy Application Modernization Presentation Template – The key output from leveraging this research is a presentation to pitch the modernization process.

    Build a proposal deck to make the case for legacy application modernization for your stakeholders. This will contain a definition of what a legacy application is in the context of your organization, a list of candidate applications to modernize, and a disposition strategy for each selected application.

    • Make the Case for Legacy Application Modernization Presentation Template
    [infographic]

    Further reading

    Make the Case for Legacy Application Modernization

    Revamp your business potential to improve agility, security, and user experience while reducing costs.

    Analyst Perspective

    An old application may have served us reliably, but it can prevent us from pursuing future business needs.

    Legacy systems remain well-embedded in the fabric of many organizations' application portfolios. They were often custom-built to meet the needs of the business. Typically, these are core tools that the business leverages to accomplish its goals.

    A legacy application becomes something we need to address when it no longer supports our business goals, is no longer supportable, bears an unsustainable ownership cost, or poses a threat to the organization's cybersecurity or compliance.

    When approaching your legacy application strategy, you must navigate a complex web of business, stakeholder, software, hardware, resourcing, and financial decisions. To complicate matters, the full scope of required effort is not immediately clear. Years of development are embedded in these legacy applications, which must be uncovered and dealt with appropriately.

    IT leaders require a proactive approach for evaluating the current state, developing a legacy application strategy, and executing in an agile manner. When coupled with a business case and communications strategy, the organization will have a clear decision-making framework that will maximize business outcomes and deliver value where needed.

    Ricardo de Oliveira, Research Director, Enterprise Applications

    Ricardo de Oliveira
    Research Director, Enterprise Applications
    Info-Tech Research Group

    Executive Summary

    Your Challenge Common Obstacles Info-Tech's Approach
    • Organizations face continual pressure to decrease time-to-market while also introducing new products and services.
    • You and your team have concerns that the existing application portfolio is not up to the task.
    • While you may understand the need for greater investment to modernize your portfolio, leadership does not appreciate what is required.
    • For well-established organizations, applications can have a long lifespan. Employees who are used to existing tools and processes often resist change.
    • Modernization plans can be substantial, but budget and resources are limited.
    • Poor documentation of legacy applications can make it challenging to know what to modernize and how to do it effectively.
    • There are concerns that any changes will have material impacts on business continuity.
    • Info-Tech will enable you to build a proposal deck to make the case for legacy application modernization for your stakeholders. This will assist with:
      • Defining what a legacy application is in the context of your organization.
      • Creating a list of candidate applications for modernization.
      • Articulating the right disposition strategy for each selected applications.
      • Laying out what is next on your modernization journey.

    Info-Tech Insight
    Legacy modernization is a process, not a single event. Your modernization approach requires you to understand your landscape and decide on a path that minimizes business continuity risks, keeps investments under control, and is prepared for surprises but always has your final state in mind.

    An approach to making the case for legacy application modernization

    Understand
    Assess the challenges, lay out the reasons, define your legacy, and prepare to remove the barriers to modernization.
    Assess
    Determine the benefits by business capability. Leverage APM foundations to select the candidate applications and prioritize.
    Legacy Application Modernization
    Define
    Use the prioritized application list to drive the next steps to modernization.

    Legacy application modernization is perceived as necessary to remain competitive

    The 2022 State CIO Survey by NASCIO shows that legacy application modernization jumped from fifth to second in state CIO priorities.

    "Be patient and also impatient. Patient because all states have a lot of legacy tech they are inheriting and government is NOT easy. But also, impatient because there is a lot to do - make your priorities clear but also find out what the CIO needs to accomplish those priorities."

    Source: NASCIO, 2022

    State CIO Priorities

    US government agencies feel pressured to deal with legacy applications

    In fiscal year 2021, the US government planned to spend over $100 billion on information technology. Most of that was to be used to operate and maintain existing systems, including legacy applications, which can be both more expensive to maintain and more vulnerable to hackers. The Government Accountability Office (GAO) identified:

    • 10 critical federal IT legacy systems
    • In operation between 8 and 51 years
    • Collectively cost $337 million per year to operate and maintain

    Source: U.S. Government Accountability Office, 2021

    Example: In banking, modern platforms are essential

    Increasing competition from fintech 73% of financial services executives perceive retail banking as being the most susceptible to fintech disruption (PwC, 2016)
    Growing number of neo-banks The International Monetary Fund (IMF) notes the fast growth of fintech in financial services is creating systemic risk to global financial stability (IMF, 2022)
    Access to data and advanced analytics Estimated global bank revenue lost due to poor data is 15% to 25% (MIT, 2017)
    Shifting client expectations/demographics 50% of Gen X, millennials, and Gen Z use a digital bank to provide their primary checking account (Finextra, 2022)
    Generational transfer of wealth It is estimated that up to US$68 trillion in wealth will be transferred from baby boomers (Forbes, 2021)

    Case Study

    Delta takes off with a modernized blend of mainframes and cloud

    INDUSTRY: Transportation
    SOURCE: CIO Magazine, 2023

    Challenge
    The airline has hundreds of applications in the process of moving to the cloud, but most main capabilities are underpinned by workloads on the mainframe and will remain so for the foreseeable future.
    Some of those workloads include travel reservation systems and crew scheduling systems - mission-critical, 24/7 applications that are never turned off.
    Solution
    Delta has shifted to a hybrid architecture, with a customer experience transformation that makes the most of the cloud's agility and the mainframe's dependability.
    Delta's foray into the cloud began about two years ago as the pandemic brought travel to a virtual halt. The airline started migrating many front-end and distributed applications to the cloud while retaining traditional back-end workloads on the mainframe.
    Results
    Hybrid infrastructures are expected to remain in complex industries such as airlines and banking, where high availability and maximum reliability are non-negotiable.
    While some CIOs are sharpening their mainframe exit strategies by opting for a steep journey to the cloud, mainframes remain ideal for certain workloads.

    Phase 1: Make the Case for Legacy Application Modernization

    Phase 1
    1.1 Understand your challenges
    1.2 Define legacy applications
    1.3 Assess your barriers
    1.4 Find the impacted capabilities
    1.5 Define candidate applications
    1.6 Now, Next, Later

    This phase will walk you through the following activities:

    • Understand your challenges with modernization
    • Define legacy applications in your context
    • Assess your barriers to modernization
    • Find the impacted capabilities and their benefits
    • Define candidate applications and dispositions

    This phase involves the following participants:

    • Application group leaders
    • Individual application owners

    Establish Effective Data Stewardship

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    • Data stewardship is a critical function in modern data governance. Every data-driven firm needs stewards who can tackle data issues and challenges rapidly. Data stewards help to reach agreement on data definition, quality, and usage. They direct efforts aimed at completing metadata, improving data quality, and ensuring regulatory compliance.
    • Stewards must also provide recommendations regarding data access, security, distribution, retention, archiving, and disposal.

    Our Advice

    Critical Insight

    • While the data steward role is crucial to establishing and sustaining effective governance of data, it is the role in the data governance operating structure that is often left ambiguous.
    • It is often perceived as requiring incremental IT skills and one with all new or unfamiliar functions.
    • In the ambition and haste to deliver on data governance, the various data governance role titles are communicated out to the wider organization, with data stewards especially left wondering: “Why am I being asked to be a data steward? What is expected of me? How will succeed in this role?”

    Impact and Result

    To establish effective and impactful data stewardship:

    • Clearly articulate the data stewardship value proposition.
    • Formally design and detail the data steward role, including functions, capabilities, etc.
    • Set up your data stewards for success: having a detailed role definition on paper is certainly not enough. Ensure you go the extra mile to deliver relevant training such as data stewardship onboarding, awareness program, etc.

    Establish Effective Data Stewardship Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Establish Effective Data Stewardship Storyboard – Research that provides a step-by-step approach to aid in the successful establishment of data steward role.

    Use this deck to establish a solid data governance foundation in your organization. Start by defining the value of data stewardship and data governance and demystifying the role.

    • Establish Effective Data Stewardship – Phases 1-3

    2. Data Governance Role Accelerator Kit – A brief deck that defines the clear functions for different roles in data governance.

    This brief guide outlines how to adapt a data governance organizational structure for your organization and defines the roles of data owner, data steward, and data custodian.

    • Data Governance Roles Accelerator Kit
    [infographic]

    Further reading

    Establish Effective Data Stewardship

    Leverage your organization's business subject matter experts to drive impactful data use and handling.

    Analyst perspective

    Leverage your organization's business subject matter experts to drive impactful data use and handling.

    Data stewards bring valuable expertise and knowledge about their business areas: priorities, business capabilities and processes, and challenges and opportunities with respect to data. Because this knowledge cannot be easily replicated, going outside your organization to hire a data steward is not the most effective route.

    While it may seem difficult, organizing internally to harvest the already existing institutional knowledge of your business subject matter experts (SMEs) will give a better – and faster – return when setting up and formalizing data stewardship.

    The role must be well defined and communicated. We cannot expect SMEs to wear a hat without understanding the expectations for their role. They must be set up for success – they must be empowered, recognized, and rewarded.

    Crystal Singh, Director, Research and Advisory, Data and Analytics Practice

    Crystal Singh
    Director, Research and Advisory, Data and Analytics Practice
    Info-Tech Research Group

    Phase breakdown

    Phase 1: Data Stewardship Value Proposition

    • Define the value of data stewardship and data governance, their importance, and the relationship between them.
    • Determine where data stewards fit in the bigger data governance operating structure. The data steward role will not be effective without the other data governance roles.
    • Highlight the gains of effective data stewardship: e.g. data quality management, data definition, data sharing, and the ethical use and handling of data.

    Phase breakdown

    Phase 2: Data Steward Role Design

    • Who makes a good data steward? Important knowledge and skills include subject area expertise, institutional knowledge, collaborative skills, interpersonal, and political skills, an understanding of your organization's culture, and the ability to build good partnerships across business functions and with data management.
    • Seek out SMEs from within your organization. This may require you to mold and shape individuals to step up and into the role. An external hire will give capacity but will be more difficult (and time consuming) to ramp up.
    • Consult internally in your organization. For example, consult and liaise with Human Resources (HR) to determine if job descriptions need to be updated, if there would be any impact to compensation, etc.
    • Determine if this role needs to be a full-time role.
    • Demystify the role. Clarify that this is not an IT role and therefore will not require IT skills.
    • Leverage Info-Tech data governance patterns:
      • Data Stewardship in Action – Sample Data Quality Issue Resolution Process Template and Business Term and Data Definitions
      • Sample Data Steward (and Data Owner) to Data Domain Mapping

    Phase breakdown

    Phase 3: Strategies for Data Stewardship Success

    • Establish a solid data governance foundation in your organization.
    • Develop data stewardship onboarding: e.g. literacy and training, and frequently asked questions (FAQs).
    • Gain support from data owners, the director general (DG) committee, data leadership, and executive leaders/champions.
    • Set up rewards and recognition for the role.
    • Establish a feedback loop/mechanism for data stewards so the stewardship program can be adjusted accordingly.
    • Establish communication and create awareness of the role.

    Establishing effective data stewardship

    Leverage your organization's business SMEs to drive impactful data use and handling.

    Unlock the value of data through people.

    Data Steward Value Proposition
    Clearly articulate the data stewardship value proposition. What's in it for the person, their line of business or mandate, and your organization as a whole.

    Data Steward Role Design
    Formally design and define the role of a data steward, including the functions and capabilities.

    Strategies for Success
    Set up your data stewards for success. Having a detailed role definition on paper is not enough. Ensure that you go the extra mile to deliver the relevant training, such as data stewardship onboarding and an awareness program.

    Executive summary

    Your Challenge Common Obstacles Info-Tech's Approach
    Data stewardship is a critical function in modern data governance. Every data-driven firm needs stewards who can rapidly tackle data issues and challenges. Data stewards help to reach agreement on data definition, quality, and usage. They direct efforts aimed at completing metadata, improving data quality, and ensuring regulatory compliance.
    Stewards must also provide recommendations regarding data access, security, distribution, retention, archiving, and disposal.
    While the data steward role is crucial to establishing and sustaining the effective governance of data, it is the role in the data governance operating structure that is often left unclear, ambiguous, and open to misinterpretation.
    It is often perceived as requiring incremental IT skills and one with all new or unfamiliar functions.
    In the ambition and haste to deliver on data governance, the various data governance role titles are communicated to the wider organization, often leaving data stewards wondering why they are being asked to be a data steward, what is expected of them, and how they will succeed in this role.
    Info-Tech's approach to establish effective and impactful data stewardship:
    • Clearly articulate the data stewardship value proposition.
    • Formally design and define the role of data steward, including the functions and capabilities.
    • Set up your data stewards for success. Having a detailed role definition on paper is not enough. Ensure that you go the extra mile to deliver the relevant training, such as data stewardship onboarding and an awareness program.

    Info-Tech Insight
    Effective data governance requires a solid foundation. Data stewards provide the foundation for data governance. The time and effort to define this role properly will yield sound data governance return.

    Phase 1: Data Stewardship Value Proposition

    What is the VALUE of a DATA STEWARD?

    Value of a Data Steward

    Improved Data Quality Management

    Clear and Consistent Data Definition

    Increased Data Sharing and Collaboration

    Ethical Handling of Data

    Define the strategic value of data in your organization

    Harness the value of data to power intelligent and transformative organizational performance.

    Optimize the way you serve your stakeholders.

    Respond to industry disruption.

    Develop products and services to meet ever-evolving needs.

    Manage operations and mitigate risk.

    Data governance is an enabling framework of decision rights, responsibilities, and accountabilities for data assets across an organization.

    Data governance is:

    • Executed according to agreed-upon models that describe who can take what actions with what information, when, and using what methods (CIO.com, 2021).
    • True business-IT collaboration that leads to increased consistency and confidence in data to support decision making

    If done correctly, data governance is not:

    • An annoying, finger-waving roadblock in the way of getting things done
    • An inhibitor or impediment to using and sharing data

    Data governance is about putting guard rails in place to better support the use and handling of your organization's data.

    Is there a clear definition of data accountability and responsibility in your organization?

    The ESG Imperative and Its Impact on Organizations

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    • Parent Category Name: IT Governance, Risk & Compliance
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    • Global regulatory climate disclosure requirements are still evolving and are not consistent.
    • Sustainability is becoming a corporate imperative, but IT’s role is not fully clear.
    • The environmental, social, and governance (ESG) data challenge is large and continually expanding in scope.
    • Collecting the necessary data and managing ethical issues across supply chains is a daunting task.
    • Communicating long-term value is difficult when customer and employee expectations are shifting.

    Our Advice

    Critical Insight

    • An organization's approach to ESG cannot be static or tactical. It is a moving landscape that requires a flexible, holistic approach across the organization. Cross-functional coordination is essential in order to be ready to respond to changing conditions.
    • Even though the ESG data requirements are large and continually expanding in scope, many organizations have well-established data frameworks and governance practices in place to meet regulatory obligations such as Sarbanes–Oxley that should used as a starting point.

    Impact and Result

    • Organizations will have greater success if they focus their ESG program efforts on the ESG factors that will have a material impact on their company performance and their key stakeholders.
    • Continually evaluating the evolving ESG landscape and its impact on key stakeholders will enable organizations to react quickly to changing conditions.
    • A successful ESG program requires a collaborative and integrated approach across key business stakeholders.
    • Delivering high-quality metrics and performance indicators requires a flexible and digital data approach, where possible, to enable data interoperability.

    The ESG Imperative and Its Impact on Organizations Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. The ESG Imperative and Its Impact on Organizations Deck – Learn why sustainability is becoming a key measurement of corporate performance and how to set your organization up for success.

    Understand the foundational components and drivers of the broader concept of sustainability: environmental, social, and governance (ESG) and IT’s roles within an organization’s ESG program. Learn about the functional business areas involved, the roles they play and how they interact with each other to drive program success.

    • The ESG Imperative and Its Impact on Organizations Storyboard

    Infographic

    Further reading

    The ESG Imperative and Its Impact on Organizations

    Design to enable an active response to changing conditions.

    Analyst Perspective

    Environmental, social, and governance (ESG) is a corporate imperative that is tied to long-term value creation. An organization's social license to operate and future corporate performance depends on managing ESG factors well.

    Central to an ESG program is having a good understanding of the ESG factors that may have a material impact on enterprise value and key internal and external stakeholders. A comprehensive ESG strategy supported by strong governance and risk management is also essential to success.

    Capturing relevant data and applying it within risk models, metrics, and internal and external reports is necessary for sharing your ESG story and measuring your progress toward meeting ESG commitments. Consequently, the data challenges have received a lot of attention, and IT leaders have a role to play as strategic partner and enabler to help address these challenges. However, ESG is more than a data challenge, and IT leaders need to consider the wider implications in managing third parties, selecting tools, developing supporting IT architecture, and ensuring ethical design.

    For many organizations, the ESG program journey has just begun, and collaboration between IT and risk, procurement, and compliance will be critical in shaping program success.

    This is a picture of Donna Bales, Principal Research Director, Info-Tech Research Group

    Donna Bales
    Principal Research Director
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Global regulatory climate disclosure requirements are still evolving and are not consistent.
    • Sustainability is becoming a corporate imperative, but IT's role is not fully clear.
    • The ESG data challenge is large and continually expanding in scope.
    • Collecting the necessary data and managing ethical issues across supply chains is a daunting task.
    • Communicating long-term value is difficult when customer and employee expectations are shifting.

    Common Obstacles

    • The data necessary for data-driven insights and accurate disclosure is often hampered by inaccurate and incomplete primary data.
    • Other challenges include:
      • Approaching ESG holistically and embedding it into existing governance, risk, and IT capabilities.
      • Building knowledge and adapting culture throughout all levels of the organization.
      • Monitoring stakeholder sentiment and keeping strategy aligned to expectations.

    Info-Tech's Approach

    • Use this blueprint to educate yourself on ESG factors and the broader concept of sustainability.
    • Learn about Info-Tech's ESG program approach and use it as a framework to begin your ESG program journey.
    • Identify changes that may be needed in your organizational operating model, strategy, governance, and risk management approach.
    • Discover areas of IT that may need to be prioritized and resourced.

    Info-Tech Insight

    An organization's approach to ESG cannot be static or tactical. ESG is a moving landscape that requires a flexible, holistic approach across the organization. It must become part of the way you work and enable an active response to changing conditions.

    This is an image of Info-Tech's thoughtmap for eight steps of the ESG Program Journey

    Putting ESG in context

    ESG has moved beyond the tipping point to corporate table stakes

    • In recent years, ESG issues have moved from voluntary initiatives driven by corporate responsibility teams to an enterprise-wide strategic imperative.
    • Organizations are no longer being measured by financial performance but by how they contribute to a sustainable and equitable future, such as how they support sustainable innovation through their business models and their focus on collaboration and inclusion.
    • A corporation's efforts toward sustainability is measured by three components: environmental, social, and governance.

    Sustainability

    The ability of a corporation and broader society to endure and survive over the long term by managing adverse impacts well and promoting positive opportunities.

    This is an image of the United Nation's 17 sustainable goals.

    Source: United Nations

    Putting "E," "S," and "G" in context

    Corporate sustainability depends on managing ESG factors well

    • Environmental, social, and governance are the component pieces of a sustainability framework that is used to understand and measure how an organization impacts or is affected by society as a whole.
    • Human activities, particularly fossil fuel burning since the mid twentieth century, have increased greenhouse gas concentration, resulting in observable changes to the atmosphere, ocean, cryosphere, and biosphere.
    • The E in ESG relates to the positive and negative impacts an organization may have on the environment, such as the energy it takes in and the waste it discharges.
    • The S in ESG is the most ambiguous component in the framework, as social impact relates not only to risks but also prosocial behaviour. It's the most difficult to measure but can have significant financial and reputational impact on corporations if material and poorly managed.
    • The G in ESG is foundational to the realization of S and E. It encompasses how well an organization integrates these considerations into the business and how well the organization engages with key stakeholders, receives feedback, and is transparent with its intentions.

    Common examples of ESG issues include: Environmental: Climate change, greenhouse gas emissions (CHG), deforestation, biodiversity, pollution, water, waste, extended producer responsibility, etc. Social: Customer relations, employee relations, labor, human rights, occupational health and safety, community relations, supply chains, etc. Governance: Board management practices, succession planning, compensation, diversity, equity and inclusion, regulatory compliance, corruption, fraud, data hygiene and security, etc. Source: Getting started with ESG - Sustainalytics

    Understanding the drivers behind ESG

    $30 trillion is expected to be transferred from the baby boomers to Generation Z and millennials over the next decade
    – Accenture

    Drivers

    • The rapid rise of ESG investing
    • The visibility of climate change is driving governments, society, and corporations to act and to initiate and support net zero goals.
    • A younger demographic that has strong convictions and financial influence
    • A growing trend toward mandatory climate and diversity, equity, and inclusion (DEI) disclosures required by global regulators
    • Recent emphasis by regulators on board accountability and fiduciary duty
    • Greater societal awareness of social issues and sustainability
    • A new generation of corporate leadership that is focused on sustainable innovation

    The evolving regulatory landscape

    Global regulators are mobilizing toward mandatory regulatory climate disclosure

    Canada

    • Canadian Securities Administrators (CSA) NI 51-107 Disclosure of Climate-related Matters

    Europe

    • European Commission, Sustainable Finance Disclosure Regulation (SFDR)
    • European Commission, EU Supply Chain Act
    • Germany – The German Supply Chain Act (GSCA)
    • Financial Conduct Authority UK, Proposal (DP 21/4) Sustainability Disclosure Requirements and investment labels
    • UK Modern Slavery Act, 2015

    United States

    • Securities and Exchange Commission (SEC) 33-11042– The Enhancement and Standardization of Climate-Related Disclosures for Investors
    • SEC 33-11038 Cybersecurity Risk Management, Strategy, Governance, and Incident Disclosure
    • Nasdaq Board Diversity Rule (5605(f))

    New Zealand

    • New Zealand, The Financial Sector (Climate-related Disclosures and Other Matters) Amendment Act 2021

    Begin by setting your purpose

    Consider your role as a corporation in society and your impact on key stakeholders

    • The impact of a corporation can no longer be solely measured by financial impact but also its impact on social good. Corporations have become real-world actors that impact and are affected by the environment, people, and society.
    • An ESG program should start with defining your organization's purpose in terms of corporate responsibility, the role it will play, and how it will endure over time through managing adverse impacts and promoting positive impacts.
    • Corporations should look inward and outward to assess the material impact of ESG factors on their organization and key internal and external stakeholders.
    • Once stakeholders are identified, consider how the ESG factors might be perceived by delving into what matters to stakeholders and what drives their behavior.

    Understanding your stakeholder landscape is essential to achieving ESG goals

    Internal Stakeholders: Board; Management; Employees. External Stakeholders: Activists; Regulators; Customers; Lenders; Government; Investors; Stakeholders; Community; Suppliers

    Assess ESG impact

    Materiality assessments help to prioritize your ESG strategy and enable effective reporting

    • The concept of materiality as it relates to ESG is the process of gaining different perspectives on ESG issues and risks that may have significant impact (both positive and negative) on or relevance to company performance.
    • The objective of a materiality assessment is to identify material ESG issues most critical to your organization by looking a broad range of social and environmental factors. Its purpose is to narrow strategic focus and enable an organization to assess the impact of financial and non-financial risks aggregately.
    • It helps to make the case for ESG action and strategy, assess financial impact, get ahead of long-term risks, and inform communication strategies.
    • Organizations can leverage assessment tools from Sustainalytics or SASB Standards to help assess ESG risks or use guidance or benchmarking information from industry associations.

    Info-Tech Insight

    Survey key stakeholders to obtain a more holistic viewpoint of expectations and the industry landscape and gain credibility through the process.

    Use a materiality matrix to understand ESG exposure

    This is an image of a materiality matrix used to understand ESG exposure.

    Example: Beverage Company

    Follow a holistic approach

    To deliver on your purpose, sustainability must be integrated throughout the organization

    • An ESG program cannot be implemented in a silo. It must be anchored on its purpose and supported by a strong governance structure that is intertwined with other functional areas.
    • Effective governance is essential to instill trust, support sound decision making, and manage ESG.
    • Governance extends beyond shareholder rights to include many other factors, such as companies' interactions with competitors, suppliers, and governments. More transparency is sought on:
      • Corporate behavior, executive pay, and oversight of controls.
      • Board diversity, compensation, and skill set.
      • Oversight of risk management, particularly risks related to fraud, product, data, and cybersecurity

    "If ESG is the framework of non-financial risks that may have a material impact on the company's stakeholders, corporate governance is the process by which the company's directors and officers manage those risks."
    – Zurich Insurance

    A pyramid is depicted. The top of the pyramid is labeled Continual Improvement, and the following terms are inside this box. Governance: Strategy; Risk Management; Metrics & Targets. At the bottom of the pyramid is a box with right facing arrows, labeled Transparency and Disclosure. This is Informed by the TCFD Framework

    Governance and organization approach

    There is no one-size-fits-all approach

    47% of companies reported that the full board most commonly oversees climate related risks and opportunities while 20% delegate to an existing board governance committee (EY Research, 2021).

    • The organizational approach to ESG will differ across industry segments and corporations depending on material risks and their upstream and downstream value change. However, the accountability for ESG sits squarely at the CEO and board level.
    • Some organizations have taken the approach of hiring a Chief Sustainability Officer to work alongside the CEO on execution of ESG goals and stakeholder communication, while others use other members of the strategic leadership to drive the desired outcomes.
    Governance Layer Responsibilities
    Board
    • Overall accountability lies with the full board. Some responsibilities may be delegated to newly formed dedicated ESG governance committee.
    Oversight
    Executive leadership
    • Accountable for sustainability program success and will work with CEO to set ESG purpose and goals.
    Oversight and strategic direction
    Management
    • Senior management drives execution; sometimes led by a cross-functional committee.
    Execution

    Strategy alignment

    "74% of finance leaders say that investors increasingly use nonfinancial information in their decision-making."

    – "Aligning nonfinancial reporting..." EY, 2020

    • Like any journey, the ESG journey requires knowing where you are starting from and where you are heading to.
    • Once your purpose is crystalized, identify and surface gaps between where you want to go as an organization (your purpose and goals) and what you need to deliver as an organization to meet the expectations of your internal and external stakeholders (your output).
    • Using the results of the materiality assessment, weigh the risk, opportunities, and financial impact to help prioritize and determine vulnerabilities and where you might excel.
    • Finally, evaluate and make changes to areas of your business that need development to be successful (culture, accountability and board structure, ethics committee, etc.)

    Gap analysis example for delivering reporting requirements

    Organizational Goals

    • Regulatory Disclosure
      • Climate
      • DEI
      • Cyber governance
    • Performance Tracking/Annual Reporting
      • Corporate transparency on ESG performance via social, annual circular
    • Evidence-Based Business Reporting
      • Risk
      • Board
      • Suppliers

    Risk-size your ESG goals

    When integrating ESG risks, stick with a proven approach

    • Managing ESG risks is central to making sound organizational decisions regarding sustainability but also to anticipating future risks.
    • Like any new risk type, ESG risk should be interwoven into your current risk management and control framework via a risk-based approach.
    • Yet ESG presents some new risk challenges, and some risk areas may need new control processes or enhancements.
    NET NEW ENHANCEMENT
    Climate disclosure Data quality management
    Assurance specific to ESG reporting Risk sensing and assessment
    Supply chain transparency tied back to ESG Managing interconnections
    Scenario analysis
    Third-party ratings and monitoring

    Info-Tech Insight

    Integrate ESG risks early, embrace uncertainty by staying flexible, and strive for continual improvement.

    A funnel chart is depicted. The inputs to the funnel are: Strategy - Derive ESG risks from strategy, and Enterprise Risk Appetite. Inside the funnel, are the following terms: ESG; Data; Cyber. The output of the funnel is: Evidence based reporting ESG Insights & Performance metrics

    Managing supplier risks

    Suppliers are a critical input into an organization's ESG footprint

    "The typical consumer company's supply chain ... [accounts] for more than 80% of greenhouse-gas emissions and more than 90% of the impact on air, land, water, biodiversity, and geological resources."
    – McKinsey & Company, 2016

    • Although companies are accustomed to managing third parties via procurement processes, voluntary due-diligence, and contractual provisions, COVID-19 surfaced fragility across global supply chains.
    • The mismanagement of upstream and downstream risks of supply chains can harm the reputation, operations, and financial performance of businesses.
    • To build resiliency to and visibility of supply chain risk, organizations need to adapt current risk management programs, procurement practices, and risk assessment tools and techniques.
    • Procurement departments have an enhanced function, effectively acting as gatekeepers by performing due diligence, evaluating performance, and strengthening the supplier relationship through continual feedback and dialogue.
    • Technologies such as blockchain and IoT are starting to play a more dominant role in supply chain transparency.

    Raw materials are upstream and consumers are downstream.

    "Forty-five percent of survey respondents say that they either have no visibility into their upstream supply chain or that they can see only as far as their first-tier suppliers."
    – "Taking the pulse of shifting supply chains," McKinsey & Company, 2022

    Metrics and targets

    Metrics are key to stakeholder transparency, measuring performance against goals, and surfacing organizational blind spots

    • ESG metrics are qualitative or quantitative insights that measure organizations' performance against ESG goals. Along with traditional business metrics, they assist investors with assessing the long-term performance of companies based on non-financial ESG risks and opportunities.
    • Metrics, key performance indicators (KPIs), and key risk indicators (KRIs) are used to measure how ESG factors affect an organization and how an organization may impact any of the underlying issues related to each ESG factor.
    • There are several reporting standards that offer specific ESG performance metrics, such as the Global Reporting Institute (GRI), Sustainability Accounting Standards Board (SASB), and World Economic Forum (WEF).
    • For climate-related disclosures, global regulators are converging on the Task Force for Climate-related Disclosures (TCFD) and the International Sustainability Standards Board (ISSB).

    Example metrics for ESG factors

    Example metrics for environment include greenhouse gas emissions, water footprint, renewable energy share, and % of recycled material. Example social metrics include rates of injury, proportion of spend on local supplies, and percentage of gender or ethnic groups in management roles. Example governance metrics include annual CEO compensation compared to median, number of PII data breaches, and completed number of supplier assessments.

    The impact of ESG on IT

    IT plays a critical role in achieving ESG goals

    • IT groups have a critical role to play in helping organizations develop strategic plans to meet ESG goals, measure performance, monitor risks, and deliver on disclosure requirements.
    • IT's involvement extends from the CIO providing input at a strategic level to leading the charge within IT to instill new goals and adapt the culture toward one focused on sustainability.
    • To set the tone, CIOs should begin by updating their IT governance structure and setting ESG goals for IT.
    • IT leaders will need to think about resource use and efficiency and incorporate this into their IT strategy.

    Info-Tech Insight

    IT leaders need to work collaboratively with risk management to optimize decision making and continually improve ESG performance and disclosure.

    "A great strategy meeting is a meeting of the minds."
    – Max McKeown

    The data challenge

    The ESG data requirement is large and continually expanding in scope

    • To meet ESG objectives, corporations are challenged with collecting non-financial data from across functional business and geographical locations and from their supplier base and supply chains.
    • One of the biggest impediments to ESG implementation is the lack of high-quality data and of mature processes and tools to support data collection.
    • The data challenge is compounded by the availability and usability of data, immature and fragmented standards that hinder comparability, and workflow integration.

    Info-Tech Insight

    Keep your data model flexible and digital where possible to enable data interoperability.

    A flow chart is depicted. the top box is labeled ESG Program. Below that are Boxes labeled Tactical and Strategic. Below the Tactical Box, is a large X showing a lack of connection to the following points: Duplicative; Inefficient/Costly. Below the box labeled Strategic are the following terms: Data-Driven; Reusable; Digital.

    "You can have data without information, but you cannot have information without data."
    – Daniel Keys Moran

    It's more than a data challenge

    Organizations will rely on IT for execution, and IT leaders will need to be ready

    Data Management: Aggregated Reporting; Supplier Management; Cyber Management; Operational Management; Ethical Design(AI, Blockchain); IT Architecture; Resource Efficiency; Processing & Tooling; Supplier Assessment.

    Top impacts on IT departments

    1. ESG requires corporations to keep track of ESG-related risks of third parties. This will mean more robust assessments and monitoring.
    2. Many areas of ESG are new and will require new processes and tools.
    3. The SEC has upped the ante recently, requiring more rigorous accountability and reporting on cyber incidents.
    4. New IT systems and architecture may be needed to support ESG programs.
    5. Current reporting frameworks may need updating as regulators move to digital.
    6. Ethical design will need to be considered when AI is used to support risk/data management and when it is used as part of product solutions.

    Key takeaways

    • It's critical for organizations to look inward and outward to assess the material impact of ESG factors on their organization and key internal and external stakeholders.
    • ESG requires a flexible, holistic approach across the organization. It must become part of the way you work and enable an active response to changing conditions.
    • ESG introduces new risks that should not be viewed in isolation but interwoven into your current risk management and control framework via a risk-based approach.
    • Identify and integrate risks early, embrace uncertainty by staying flexible, and strive for continual improvement.
    • Metrics are key to telling your ESG story. Place the appropriate importance on the information that will be reported.
    • Recognize that the data challenge is complex and evolving and design your data model to be flexible, interoperable, and digital.
    • IT's role is far reaching, and IT will have a critical part in managing third parties, selecting tools, developing supporting IT architecture, and using ethical design.

    Definitions

    TERM DEFINITON
    Corporate Social Responsibility Management concept whereby organizations integrate social and environmental concerns in their operations and interactions with their stakeholders.
    Chief Sustainability Officer Steers sustainability commitments, helps with compliance, and helps ensure internal commitments are met. Responsibilities may extend to acting as a liaison with government and public affairs, fostering an internal culture, acting as a change agent, and leading delivery.
    ESG An acronym that stands for environment, social, and governance. These are the three components of a sustainability program.
    ESG Standard Contains detailed disclosure criteria including performance measures or metrics. Standards provide clear, consistent criteria and specifications for reporting. Typically created through consultation process.
    ESG Framework A broad contextual model for information that provides guidance and shapes the understanding of a certain topic. It sets direction but does not typically delve into the methodology. Frameworks are often used in conjunction with standards.
    ESG Factors The factors or issues that fall under the three ESG components. Measures the sustainability performance of an organization.
    ESG Rating An aggregated score based on the magnitude of an organization's unmanaged ESG risk. Ratings are provided by third-party rating agencies and are increasingly being used for financing, transparency to investors, etc.
    ESG Questionnaire ESG surveys or questionnaires are administered by third parties and used to assess an organization's sustainability performance. Participation is voluntary.
    Key Risk Indicator (KRI) A measure to indicate the potential presence, level, or trend of a risk.
    Key Performance Indicator (KPI) A measure of deviation from expected outcomes to help a firm see how it is performing.
    Materiality Material topics are topics that have a direct or indirect impact on an organization's ability to create, preserve, or erode economic, environment and social impact for itself and its stakeholder and society as a whole
    Materiality Assessment A materiality assessment is a tool to identify and prioritize the ESG issues most critical to the organization.
    Risk Sensing The range of activities carried out to identify and understand evolving sources of risk that could have a significant impact on the organization (e.g. social listening).
    Sustainability The ability of an organization and broader society to endure and survive over the long term by managing adverse impacts well and promoting positive opportunities.
    Sustainalytics Now part of Morningstar. Sustainalytics provides ESG research, ratings, and data to institutional investors and companies.
    UN Guiding Principles on Business and Human Rights (UNGPs) UN Guiding Principles on Business and Human Rights (UNGPs) provide an essential methodological foundation for how impacts across all dimensions should be assessed.

    Reporting & standard frameworks

    STANDARD DEFINITION AND FOCUS
    CDP CDP has created standards and metrics for comparing sustainability impact. Focuses on environmental data (e.g. carbon, water, and forests) and on data disclosure and benchmarking.
    (Formally Carbon Disclosure Project) Audience: All stakeholders
    Dow Jones Sustainability Indices (DJSI) Heavy on corporate governance and company performance. Equal balance of economic, environmental, and social.
    Audience: All stakeholders
    Global Reporting Initiative (GRI) International standards organization that has a set of standards to help organizations understand and communicate their impacts on climate change and social responsibility. The standard has a strong emphasis on transparency and materiality, especially on social issues.
    Audience: All stakeholders
    International Sustainability Standards Board (ISSB) Standard-setting board that sits within the International Financial Reporting Standards (IFRS) Foundation. The IFRS Foundation is a not-for-profit, public-interest organization established to develop high-quality, understandable, enforceable, and globally accepted accounting and sustainability disclosure standards.
    Audience: Investor-focused
    United Nations Sustainable Development Goals (UNSDG) Global partnership across sectors and industries to achieve sustainable development for all (17 Global Goals)
    Audience: All stakeholders
    Sustainability Accounting Standards Board (SASB) Industry-specific standards to help corporations select topics that may impact their financial performance. Focus on material impacts on financial condition or operating performance.
    Audience: Investor-focused
    Task Force Of Climate-related Disclosures (TCFD; created by the Financial Stability Board) Standards framework focused on the impact of climate risk on financial and operating performance. More broadly the disclosures inform investors of positive and negative measures taken to build climate resilience and make transparent the exposure to climate-related risk.
    Audience: Investors, financial stakeholders

    Bibliography

    Anne-Titia Bove and Steven Swartz, McKinsey, "Starting at the source: Sustainability in supply chains", 11 November 2016

    Accenture, "The Greater Wealth Transfer – Capitalizing on the intergenerational shift in wealth", 2012

    Beth Kaplan, Deloitte, "Preparing for the ESG Landscape, Readiness and reporting ESG strategies through controllership playbook", 15 February 2022

    Bjorn Nilsson et al, McKinsey & Company, "Financial institutions and nonfinancial risk: How corporates build resilience," 28 February 2022

    Bolden, Kyle, Ernst and Young, "Aligning nonfinancial reporting with your ESG strategy to communicate long-term value", 18 Dec. 2020

    Canadian Securities Administrators, "Canadian securities regulators seek comment on climate-related disclosure requirements", 18 October 2021

    Carol A. Adams et al., Global Risk Institute, "The double-materiality concept, Application and issues", May 2021

    Dunstan Allison-Hope et al, BSR, "Impact-Based Materiality, Why Companies Should-Focus Their Assessments on Impacts Rather than Perception", 3 February 2022

    EcoVadis, "The World's Most Trusted Business Sustainability Ratings",

    Ernst and Young, "Four opportunities for enhancing ESG oversight", 29 June 2021

    Federal Ministry of Labour and Social Affairs, The Act on Corporate Due Diligence Obligations in Supply Chains (Gesetz über die unternehmerischen Sorgfaltspflichten in Lieferketten)", Published into Federal Law Gazette, 22, July 2021

    "What Every Company Needs to Know", Sustainalytics

    Global Risk Institute, The GRI Perspective, "The materiality madness: why definitions matter", 22 February 2022

    John P Angkaw "Applying ERM to ESG Risk Management", 1 August 2022

    Hillary Flynn et al., Wellington Management, "A guide to ESG materiality assessments", June 2022

    Katie Kummer and Kyle Lawless, Ernst and Young, "Five priorities to build trust in ESG", 14 July 2022

    Knut Alicke et al., McKinsey & Company, "Taking the pulse of shifting supply chains", 26 August 2022

    Kosmas Papadopoulos and Rodolfo Arauj. The Harvard School Forum on Corporate Governance, "The Seven Sins of ESG Management", 23 September 2020

    KPMG, Sustainable Insight, "The essentials of materiality assessment", 2014

    Lorraine Waters, The Stack, "ESG is not an environmental issue, it's a data one", 20 May 2021

    Marcel Meyer, Deloitte, "What is TCFD and why does it matter? Understanding the various layers and implications of the recommendations",

    Michael W Peregnne et al., "The Harvard Law School Forum on Corporate Governance, The Important Legacy of the Sarbanes Oxley Act," 30 August 2022

    Michael Posner, Forbes, "Business and Human Rights: Looking Ahead To The Challenges Of 2022", 15 December 2021

    Myles Corson and Tony Kilmas, Ernst and Young, "How the CFO can balance competing demands and drive future growth", 3 November 2020

    Novisto, "Navigating Climate Data Disclosure", 2022

    Novisto, "XBRL is coming to corporate sustainability reporting", 17 April 2022

    "Official Journal of the European Union, Regulation (EU) 2019/2088 of the European Parliament and of the Council of 27 November 2019 on sustainability-related disclosures in the financial services sector", 9 December 2019

    Osler, "ESG and the future of sustainability", Podcast, 01 June 2022

    Osler, "The Rapidly Evolving World of ESG Disclosure: ISSB draft standards for sustainability and climate related disclosures", 19 May 2022

    Sarwar Choudhury and Zach Johnston, Ernst and Young "Preparing for Sox-Like ESG Regulation", 7 June 2022

    Securities and Exchange Commission, "The Enhancement and Standardization of Climate-related Disclosures for Investors", 12 May 2022

    "Securities and Exchange Commission, SEC Proposes Rules on Cybersecurity, Risk Management, Strategy, Governance, and Incident Disclosure by Public Companies, 9 May 2022

    Sean Brown and Robin Nuttall, McKinsey & Company, "The role of ESG and purpose", 4 January 2022

    Statement by Chair Gary Gensler, "Statement on ESG Disclosure Proposal", 25 May 2022

    Svetlana Zenkin and Peter Hennig, Forbes, "Managing Supply Chain Risk, Reap ESG Rewards", 22 June 2022

    Task Force on Climate Related Financial Disclosures, "Final Report, Recommendations of the Task Force on Climate-related Financial Disclosures", June 2017

    World Economic Forum, "Why sustainable governance and corporate integrity are crucial for ESG", 29 July 2022

    World Economic Forum (in collaboration with PwC) "How to Set Up Effective Climate Governance on Corporate Boards, Guiding Principles and questions", January 2019

    World Economic Forum, "Defining the "G" in ESG Governance Factors at the Heart of Sustainable Business", June 2022

    World Economic Forum, "The Risk and Role of the Chief Integrity Officer: Leadership Imperatives in and ESG-Driven World", December 2021

    World Economic Forum, "How to Set Up Effective Climate Governance on Corporate Boards Guiding principles and questions", January 2019

    Zurich Insurance, "ESG and the new mandate for corporate governance", 2022

    Build a Strategic IT Workforce Plan

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    • Parent Category Name: Organizational Design
    • Parent Category Link: /organizational-design
    • Talent has become a competitive differentiator. To 46% of business leaders, workforce planning is a top priority – yet only 13% do it effectively.
    • CIOs aren’t sure what they need to give the organization a competitive edge or how current staffing line-ups fall short.

    Our Advice

    Critical Insight

    • A well defined strategic workforce plan (SWP) isn’t just a nice-to-have, it’s a must-have.
    • Integrate as much data as possible into your workforce plan to best prepare you for the future. Without knowledge of your future initiatives, you are filling hypothetical holes.
    • To be successful, you need to understand your strategic initiatives, workforce landscape, and external and internal trends.

    Impact and Result

    The workforce planning process does not need to be onerous, especially with help from Info-Tech’s solid planning tools. With the right people involved and enough time invested, developing an SWP will be easier than first thought and time well spent. Leverage Info-Tech’s client-tested 5-step process to build a strategic workforce plan:

    1. Build a project charter
    2. Assess workforce competency needs
    3. Identify impact of internal and external trends
    4. Identify the impact of strategic initiatives on roles
    5. Build and monitor the workforce plan

    Build a Strategic IT Workforce Plan Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a strategic workforce plan for IT, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Initiate the project

    Assess the value of a strategic workforce plan and the IT department’s fit for developing one, and then structure the workforce planning project.

    • Build a Strategic Workforce Plan – Phase 1: Initiate the Project
    • IT Strategic Workforce Planning Project Charter Template
    • IT Strategic Workforce Planning Project Plan Template

    2. Analyze workforce needs

    Gather and analyze workforce needs based on an understanding of the relevant internal and external trends, and then produce a prioritized plan of action.

    • Build a Strategic Workforce Plan – Phase 2: Analyze Workforce Needs
    • Workforce Planning Workbook

    3. Build the workforce plan

    Evaluate workforce priorities, plan specific projects to address them, and formalize and integrate strategic workforce planning into regular planning processes.

    • Build a Strategic Workforce Plan – Phase 3: Build and Monitor the SWP
    [infographic]

    Workshop: Build a Strategic IT Workforce Plan

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Identify Project Goals, Metrics, and Current State

    The Purpose

    Develop a shared understanding of the challenges your organization is facing with regards to talent and workforce planning.

    Key Benefits Achieved

    An informed understanding of whether or not you need to develop a strategic workforce plan for IT.

    Activities

    1.1 Identify goals, metrics, and opportunities

    1.2 Segment current roles

    1.3 Identify organizational culture

    1.4 Assign job competencies

    1.5 Assess current talent

    Outputs

    Identified goals, metrics, and opportunities

    Documented organizational culture

    Aligned competencies to roles

    Identified current talent competency levels

    2 Assess Workforce and Analyze Trends

    The Purpose

    Perform an in-depth analysis of how internal and external trends are impacting the workforce.

    Key Benefits Achieved

    An enhanced understanding of the current talent occupying the workforce.

    Activities

    2.1 Assess environmental trends

    2.2 Identify impact on workforce requirements

    2.3 Identify how trends are impacting critical roles

    2.4 Explore viable options

    Outputs

    Complete internal trends analysis

    Complete external trends analysis

    Identified internal and external trends on specific IT roles

    3 Perform Gap Analysis

    The Purpose

    Identify the changing competencies and workforce needs of the future IT organization, including shortages and surpluses.

    Key Benefits Achieved

    Determined impact of strategic initiatives on workforce needs.

    Identification of roles required in the future organization, including surpluses and shortages.

    Identified projects to fill workforce gaps.

    Activities

    3.1 Identify strategic initiatives

    3.2 Identify impact of strategic initiatives on roles

    3.3 Determine workforce estimates

    3.4 Determine projects to address gaps

    Outputs

    Identified workforce estimates for the future

    List of potential projects to address workforce gaps

    4 Prioritize and Plan

    The Purpose

    Prepare an action plan to address the critical gaps identified.

    Key Benefits Achieved

    A prioritized plan of action that will fill gaps and secure better workforce outcomes for the organization.

    Activities

    4.1 Determine and prioritize action items

    4.2 Determine a schedule for review of initiatives

    4.3 Integrate workforce planning into regular planning processes

    Outputs

    Prioritized list of projects

    Completed workforce plan

    Identified opportunities for integration

    Project Management

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    • Parent Category Name: Project Portfolio Management and Projects
    • Parent Category Link: /ppm-and-projects

    The challenge

    • Ill-defined or even lack of upfront project planning will increase the perception that your IT department cannot deliver value because most projects will go over time and budget.
    • The perception is those traditional ways of delivering projects via the PMBOK only increase overhead and do not have value. This is less due to the methodology and more to do with organizations trying to implement best-practices that far exceed their current capabilities.
    • Typical best-practices are too clinical in their approach and place unrealistic burdens on IT departments. They fail to address the daily difficulties faces by staff and are not sized to fit your organization.
    • Take a flexible approach and ensure that your management process is a cultural and capacity fit for your organization. Take what fits from these frameworks and embed them tailored into your company.

    Our advice

    Insight

    • The feather-touch is often the right touch. Ensure that you have a lightweight approach for most of your projects while applying more rigor to the more complex and high-risk developments.
    • Pick the right tools. Your new project management processes need the right tooling to be successful. Pick a tool that is flexible enough o accommodate projects of all sizes without imposing undue governance onto smaller projects.
    • Yes, take what fits within your company from frameworks, but there is no cherry-picking. Ensure your processes stay in context: If you do not inform for effective decision-making, all will be in vain. Develop your methods such that guide the way to big-picture decision taking and support effective portfolio management.

    Impact and results 

    • The right amount of upfront planning is a function of the type of projects you have and your company. The proper levels enable better scope statements, better requirements gathering, and increased business satisfaction.
    • An investment in a formal methodology is critical to projects of all sizes. An effective process results in more successful projects with excellent business value delivery.
    • When you have a repeatable and consistent approach to project planning and execution, you can better communicate between the IT project managers and decision-makers.
    • Better communication improves the visibility of the overall project activity within your company.

    The roadmap

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    Get started.

    Read our executive brief to understand why you should tailor project management practices to the type of projects you do and your company and review our methodology. We show you how we can support you.

    Lay the groundwork for project management success

    Assess your current capabilities to set the right level of governance.

    • Tailor Project Management Processes to Fit Your Projects – Phase 1: Lay the Groundwork for PM Success (ppt)
    • Project Management Triage Tool (xls)
    • COBIT BAI01 (Manage Programs and Projects) Alignment Workbook (xls)
    • Project Level Definition Matrix (xls)
    • Project Level Selection Tool (xls)
    • Project Level Assessment Tool (xls)
    • Project Management SOP Template (doc)

    Small project require a lightweight framework

    Increase small project's throughput.

    • Tailor Project Management Processes to Fit Your Projects – Phase 2: Build a Lightweight PM Process for Small Initiatives (ppt)
    • Level 1 Project Charter Template (doc)
    • Level 1 Project Status Report Template (doc)
    • Level 1 Project Closure Checklist Template (doc)

    Build the standard process medium and large-scale projects

    The standard process contains fully featured initiation and planning.

    • Tailor Project Management Processes to Fit Your Projects – Phase 3: Establish Initiation and Planning Protocols for Medium-to-Large Projects (ppt)
    • Project Stakeholder and Impact Assessment Tool (xls)
    • Level 2 Project Charter Template (doc)
    • Level 3 Project Charter Template (doc)
    • Kick-Off Meeting Agenda Template (doc)
    • Scope Statement Template (doc)
    • Project Staffing Plan(xls)
    • Communications Management Plan Template (doc)
    • Customer/Sponsor Project Status Meeting Template (doc)
    • Level 2 Project Status Report Template (doc)
    • Level 3 Project Status Report Template (doc)
    • Quality Management Workbook (xls)
    • Benefits Management Plan Template (xls)
    • Risk Management Workbook (xls)

    Build a standard process for the execution and closure of medium to large scale projects

    • Tailor Project Management Processes to Fit Your Projects – Phase 4: Develop Execution and Closing Procedures for Medium-to-Large Projects (ppt)
    • Project Team Meeting Agenda Template (doc)
    • Light Project Change Request Form Template (doc)
    • Detailed Project Change Request Form Template (doc)
    • Light Recommendation and Decision Tracking Log Template (xls)
    • Detailed Recommendation and Decision Tracking Log Template (xls)
    • Deliverable Acceptance Form Template (doc)
    • Handover to Operations Template (doc)
    • Post-Mortem Review Template (doc)
    • Final Sign-Off and Acceptance Form Template (doc)

    Implement your project management standard operating procedures (SOP)

    Develop roll-out and training plans, implement your new process and track metrics.

    • Tailor Project Management Processes to Fit Your Projects – Phase 5: Implement Your PM SOP (ppt)
    • Level 2 Project Management Plan Template (doc)
    • Project Management Process Costing Tool (xls)
    • Project Management Process Training Plan Template (doc)
    • Project Management Training Monitoring Tool (xls)
    • Project Management Process Implementation Timeline Tool (MS Project)
    • Project Management Process Implementation Timeline Tool (xls)

     

     

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    Expert risk management consultancy firm

    Based on experience
    Implementable advice
    human-based and people-oriented

    Engage Tymans Group, expert risk management and consultancy company, to advise you on mitigating, preventing, and monitoring IT and information security risks within your business. We offer our extensive experience as a risk consulting company to provide your business with a custom roadmap and practical solutions to any risk management problems you may encounter.

    Security and risk management

    Our security and risk services

    Security strategy

    Security Strategy

    Embed security thinking through aligning your security strategy to business goals and values

    Read more

    Disaster Recovery Planning

    Disaster Recovery Planning

    Create a disaster recovey plan that is right for your company

    Read more

    Risk Management

    Risk Management

    Build your right-sized IT Risk Management Program

    Read more

    Check out all our services

    Setting up risk management within your company with our expert help

    Risk is unavoidable when doing business, but that does not mean you should just accept it and move on. Every company should try to manage and mitigate risk as much as possible, be it risks regarding data security or general corporate security. As such, it would be wise to engage an expert risk management and consultancy company, like Tymans Group. Our risk management consulting firm offers business practical solutions for setting up risk management programs and IT risk monitoring protocols as well as solutions for handling IT incidents. Thanks to our experience as a risk management consulting firm, you enjoy practical and proven solutions based on a people-oriented approach.

    Benefit from our expert advice on risk management

    If you engage our risk management consultancy company you get access to various guides and documents to help you set up risk management protocols within you company. Additionally, you can book a one-hour online talk with our risk management consulting firm’s CEO Gert Taeymans to discuss any problems you may be facing or request an on-site appointment in which our experts analyze your problems. The talk can discuss any topic, from IT risk control to external audits and even corporate security consultancy. If you have any questions about our risk management and consulting services for your company, we are happy to answer them. Just contact our risk management consulting firm through the online form and we will get in touch with as soon as possible.

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    Marketing Management Suite Software Selection Guide

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    • Parent Category Name: Marketing Solutions
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    • Selecting and implementing the right MMS platform – one that aligns with your requirements is a significant undertaking.
    • Despite the importance of selecting and implementing the right MMS platform, many organizations struggle to define an approach to picking the most appropriate vendor and rolling out the solution in an effective and cost-efficient manner.
    • IT often finds itself in the unenviable position of taking the fall for an MMS platform that doesn’t deliver on the promise of the MMS strategy.

    Our Advice

    Critical Insight

    • MMS platform selection must be driven by your overall customer experience management strategy. Link your MMS selection to your organization’s CXM framework.
    • Determine what exactly you require from your MMS platform; leverage use cases to help guide selection.
    • Ensure strong points of integration between your MMS and other software such as CRM and POS. Your MMS solution should not live in isolation; it must be part of a wider ecosystem.

    Impact and Result

    • An MMS platform that effectively meets business needs and delivers value.
    • Reduced costs during MMS vendor platform selection and faster time to results after implementation.

    Marketing Management Suite Software Selection Guide Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Marketing Management Suite Software Selection Guide – A deck that walks you through the process of building your business case and selecting the proper MMS platform.

    This blueprint will help you build a business case for selecting the right MMS platform, define key requirements, and conduct a thorough analysis and scan of the current state of the ever-evolving MMS market space.

    • Marketing Management Suite Software Selection Guide Storyboard
    [infographic]

    Further reading

    Marketing Management Suite Software Selection Guide

    Streamline your organizational approach to selecting a right-sized marketing management platform.

    Analyst perspective

    A robustly configured and comprehensive MMS platform is a crucial ingredient to help kick-start your organization's cross-channel and multichannel marketing management initiatives.

    Modern marketing management suites (MMS) are imperative given today's complex, multitiered, and often non-standardized marketing processes. Relying on isolated methods such as lead generation or email marketing techniques for executing key cross-channel and multichannel marketing initiatives is not enough to handle the complexity of contemporary marketing management activities.

    Organizations need to invest in highly customizable and functionally extensive MMS platforms to provide value alongside the marketing value chain and a 360-degree view of the consumer's marketing journey. IT needs to be rigorously involved with the sourcing and implementation of the new MMS tool, and the necessary business units also need to own the requirements and be involved from the initial stages of software selection.

    To succeed with MMS implementation, consider drafting a detailed roadmap that outlines milestone activities for configuration, security, points of integration, and data migration capabilities and provides for ongoing application maintenance and support.

    This is a picture of Yaz Palanichamy

    Yaz Palanichamy
    Senior Research Analyst, Customer Experience Strategy
    Info-Tech Research Group

    Executive summary

    Your Challenge

    • Many organizations struggle with taking a systematic and structured approach to selecting a right-sized marketing management suite (MMS) – an indispensable part of managing an organization's specific and nuanced marketing management needs.
    • Organizations must define a clear-cut strategic approach to investing in a new MMS platform. Exercising the appropriate selection and implementation rigor for a right-sized MMS tool is a critical step in delivering concrete business value to sustain various marketing value chains across the organization.

    Common Obstacles

    • An MMS vendor that is not well aligned to marketing requirements wastes resources and causes an endless cascade of end-user frustration.
    • The MMS market is rapidly evolving, making it difficult for vendors to retain a competitive foothold in the space.
    • IT managers and/or marketing professionals often find themselves in the unenviable position of taking the fall for MMS platforms that fail to deliver on the promise of the overarching marketing management strategy.

    Info-Tech's Approach

    • MMS platform selection must be driven by your overall marketing management strategy. Email marketing techniques, social marketing, and/or lead management strategies are often not enough to satisfy the more sophisticated use cases demanded by increasingly complex customer segmentation levels.
    • For organizations with a large audience or varied product offerings, a well-integrated MMS platform enables the management of various complex campaigns across many channels, product lines, customer segments, and marketing groups throughout the enterprise.

    Info-Tech Insight

    IT must collaborate with marketing professionals and other key stakeholder groups to define a unified vision and holistic outlook for a right-sized MMS platform.

    Info-Tech's methodology for selecting a right-sized marketing management suite platform

    1. Understand Core MMS Features

    2. Build the Business Case & Streamline Requirements

    3. Discover the MMS Market Space & Prepare for Implementation

    Phase Steps

    1. Define MMS Platforms
    2. Classify Table Stakes & Differentiating Capabilities
    3. Explore Trends
    1. Build the Business Case
    2. Streamline the Requirements Elicitation Process for a New MMS Platform
    3. Develop an Inclusive RFP Approach
    1. Discover Key Players in the Vendor Landscape
    2. Engage the Shortlist & Select Finalist
    3. Prepare for Implementation

    Phase Outcomes

    1. Consensus on scope of MMS and key MMS platform capabilities
    1. MMS platform selection business case
    2. Top-level use cases and requirements
    3. Procurement vehicle best practices
    1. Market analysis of MMS platforms
    2. Overview of shortlisted vendors
    3. Implementation considerations

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3

    Call #1: Understand what a marketing management suite is. Discuss core capabilities and key trends.

    Call #2: Build the business case
    to select a right-sized MMS.

    Call #3: Define your core
    MMS requirements.

    Call #4: Build and sustain procurement vehicle best practices.

    Call #5: Evaluate the MMS vendor landscape and short-list viable options.


    Call #6: Review implementation considerations.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    The MMS procurement process should be broken into segments:

    1. Create a vendor shortlist using this buyer's guide.
    2. Define a structured approach to selection.
    3. Review the contract.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    EXECUTIVE BRIEF

    What are marketing management suite platforms?

    Our Definition: Marketing management suite (MMS) platforms are core enterprise applications that provide a unified set of marketing processes for a given organization and, typically, the capability to coordinate key cross-channel marketing initiatives.

    Key product capabilities for sophisticated MMS platforms include but are not limited to:

    • Email marketing
    • Lead nurturing
    • Social media management
    • Content curation and distribution
    • Marketing reporting and analytics
    • Consistent brand messaging

    Using a robust and comprehensive MMS platform equips marketers with the appropriate tools needed to make more informed decisions around campaign execution, resulting in better targeting, acquisition, and customer retention initiatives. Moreover, such tools can help bolster effective revenue generation and ensure more viable growth initiatives for future marketing growth enablement strategies.

    Info-Tech Insight

    Feature sets are rapidly evolving over time as MMS offerings continue to proliferate in this market space. Ensure that you focus on core components such as customer conversion rates and new lead captures through maintaining well- integrated multichannel campaigns.

    Marketing Management Suite Software Selection Buyer's Guide

    Info-Tech Insight

    A right-sized MMS software selection and procurement decision should involve comprehensive requirements and needs analysis by not just Marketing but also other organizational units such as IT, in conjunction with input suppled from the internal vendor procurement team.

    MMS Software Selection & Vendor Procurement Journey. The three main steps are: Envision the Art of the Possible; Elicit Granular Requirements; Contextualize the MMS Vendor Market Space

    Phase 1

    Understand Core MMS Features

    Phase 1

    Phase 2

    Phase 3

    1.1 Define MMS Platforms

    1.2 Classify Table Stakes & Differentiating Capabilities

    1.3 Explore Trends

    2.1 Build the Business Case

    2.2 Streamline Requirements Elicitation

    2.3 Develop an Inclusive RFP Approach

    3.1 Discover Key Players in the Vendor Landscape

    3.2 Engage the Shortlist & Select Finalist

    3.3 Prepare for Implementation

    This phase will walk you through the following activities:

    • Level-set an understanding of MMS technology.
    • Define which MMS features are table stakes (standard) and which are key differentiating functionalities.
    • Identify the art of the possible in a modern MMS platform from sales, marketing, and service lenses.

    This phase involves the following participants:

    • CMO
    • Digital Marketing Project Manager
    • Marketing Data Analytics Analyst
    • Marketing Management Executive

    What are marketing management suite platforms?

    Our Definition: Marketing management suite (MMS) platforms are core enterprise applications that provide a unified set of marketing processes for a given organization and, typically, the capability to coordinate key cross-channel marketing initiatives.

    Key product capabilities for sophisticated MMS platforms include but are not limited to:

    • Email marketing
    • Lead nurturing
    • Social media management
    • Content curation and distribution
    • Marketing reporting and analytics
    • Consistent brand messaging

    Using a robust and comprehensive MMS platform equips marketers with the appropriate tools needed to make more informed decisions around campaign execution, resulting in better targeting, acquisition, and customer retention initiatives. Moreover, such tools can help bolster effective revenue generation and ensure more viable growth initiatives for future marketing growth enablement strategies.

    Info-Tech Insight

    Feature sets are rapidly evolving over time as MMS offerings continue to proliferate in this market space. Ensure that you focus on core components such as customer conversion rates and new lead captures through maintaining well- integrated multichannel campaigns.

    Marketing through the ages

    Tracing the foundational origins of marketing management practices

    Initial traction for marketing management strategies began with the need to holistically understand the effects of advertising efforts and how the media mix could be best optimized.

    1902

    1920s-1930s

    1942

    1952-1964

    1970s-1990s

    Recognizing the increasing need for focused and professional marketing efforts, the University of Pennsylvania offers the first marketing course, dubbed "The Marketing of Products."

    As broadcast media began to peak, marketers needed to manage a greater number of complex and interspersed marketing channels.

    The introduction of television ads in 1942 offered new opportunities for brands to reach consumers across a growing media landscape. To generate the highest ROI, marketers sought to understand the consumer and focus on more tailored messaging and product personalization. Thus, modern marketing practices were born.

    Following the introduction of broadcast media, marketers had to develop strategies beyond traditional spray-and-pray methods. The first modern marketing measurement concept, "marketing mix," was conceptualized in 1952 and popularized in 1964 by Neil Borden.

    This period marked the digital revolution and the new era of marketing. With the advent of new communications technology and the modern internet, marketing management strategies reached new heights of sophistication. During the early 1990s, search engines emerged to help users navigate the web, leading to early forms of search engine optimization and advertising.

    Where it's going: the future state of marketing management

    1. Increasing Complexity Driving Consumer Purchasing Decisions
      • "The main complexity is dealing with the increasing product variety and changing consumer demands, which is forcing marketers to abandon undifferentiated marketing strategies and even niche marketing strategies and to adopt a mass customization process interacting one-to-one with their customers." – Complexity, 2019
    2. Consumers Seeking More Tailored Brand Personalization
      • Financial Services marketers lead all other industries in AI application adoption, with 37% currently using them (Salesforce, 2019).
    3. The Inclusion of More AI-Enabled Marketing Strategies
      • According to a 2022 Nostro report, 70% of consumers say it is important that brands continue to offer personalized consumer experiences.
    4. Green Marketing
      • Recent studies have shown that up to 80% of all consumers are interested in green marketing strategies (Marketing Schools, 2020).

    Marketing management by the numbers

    Key trends

    6%

    As a continuously growing discipline, marketing management roles are predicted to grow faster than average, at a rate of 6% over the next decade.

    Source: U.S. Bureau of Labor Statistics, 2021

    17%

    While many marketing management vendors offer A/B testing, only 17% of marketers are actively using A/B testing on landing pages to increase conversion rates.

    Source: Oracle, 2022

    70%

    It is imperative that technology and SaaS companies begin to use marketing automation as a core component of their martech strategy to remain competitive. About 70% of technology and SaaS companies are employing integrated martech tools.

    Source: American Marketing Association, 2021

    Understand MMS table stakes features

    Organizations can expect nearly all MMS vendors to provide the following functionality

    Email Marketing

    Lead Nurturing

    Reporting, Analytics, and Marketing KPIs

    Marketing Campaign Management

    Integrational Catalog

    The use of email alongside marketing efforts to promote a business' products and services. Email marketing can be a powerful tool to maintain connections with your audience and ensure sustained brand promotion.

    The process of developing and nurturing relationships with key customer contacts at every major touchpoint in their customer journey. MMS platforms can use automated lead-nurturing functions that are triggered by customer behavior.

    The use of well-defined metrics to help curate, gather, and analyze marketing data to help track performance and improve the marketing department's future marketing decisions and strategies.

    Tools needed for the planning, execution, tracking, and analysis of direct marketing campaigns. Such tools are needed to help gauge your buyers' sentiments toward your company's product offerings and services.

    MMS platforms should generally have a comprehensive open API/integration catalog. Most MMS platforms should have dedicated integration points to interface with various tools across the marketing landscape (e.g. social media, email, SEO, CRM, CMS tools, etc.).

    Identify differentiating MMS features

    While not always deemed must-have functionality, these features may be the deciding factor when choosing between two MMS-focused vendors.

    Digital Asset Management (DAM)

    A DAM can help manage digital media asset files (e.g. photos, audio files, video).

    Customer Data Management

    Customer data management modules help your organization track essential customer information to maximize your marketing results.

    Text-Based Marketing

    Text-based marketing strategy is ideal for any organization primarily focused on coordinating structured and efficient marketing campaigns.

    Customer
    Journey Orchestration

    Customer journey orchestration enables users to orchestrate customer conversations and journeys across the entire marketing value chain.

    AI-Driven Workflows

    AI-powered workflows can help eliminate complexities and allow marketers to automate and optimize tasks across the marketing spectrum.

    Dynamic Segmentation

    Dynamic segmentation to target audience cohorts based on recent actions and stated preferences.

    Advanced Email Marketing

    These include capabilities such as A/B testing, spam filter testing, and detailed performance reporting.

    Ensure you understand the art of the possible across the MMS landscape

    Understanding the trending feature sets that encompass the broader MMS vendor landscape will best equip your organization with the knowledge needed to effectively match today's MMS platforms with your organization's marketing requirements.

    Holistically examine the potential of any MMS solution through three main lenses:

    Data-Driven
    Digital Advertising

    Adapt innovative techniques such as conversational marketing to help collect, analyze, and synthesize crucial audience information to improve the customer marketing experience and pre-screen prospects in a more conscientious manner.

    Next Best Action Marketing

    Next best action marketing (NBAM) is a customer-centric paradigm/marketing technique designed to capture specific information about customers and their individual preferences. Predicting customers' future actions by understanding their intent during their purchasing decisions stage will help improve conversion rates.

    AI-Driven Customer
    Segmentation

    The use of inclusive and innovative AI-based forecast modeling techniques can help more accurately analyze customer data to create more targeted segments. As such, marketing messages will be more accurately tailored to the customer that is reading them.

    Art of the possible: data-driven digital advertising

    CONVERSATIONAL MARKETING INTELLIGENCE

    Are you curious about the measures needed to boost engagement among your client base and other primary target audience groups? Conversational marketing intelligence metrics can help collect and disseminate key descriptive data points across a broader range of audience information.

    AI-DRIVEN CONVERSATIONAL MARKETING DEVICES

    Certain social media channels (e.g. LinkedIn and Facebook) like to take advantage of click-to-Messenger-style applications to help drive meaningful conversations with customers and learn more about their buying preferences. In addition, AI-driven chatbot applications can help the organization glean important information about the customer's persona by asking probing questions about their marketing purchase behaviors and preferences.

    METAVERSE- DRIVEN BRANDING AND ADVERTISING

    One of the newest phenomena in data-driven marketing technology and digital advertising techniques is the metaverse, where users can represent themselves and their brand via virtual avatars to further gamify their marketing strategies. Moreover, brands can create immersive experiences and engage with influencers and established communities and collect a wealth of information about their audience that can help drive customer retention and loyalty.

    Case study

    This is the logos for Gucci and Roblox.

    Metaverse marketing extends the potential for commercial brand development and representation: a deep dive into Gucci's metaverse practice

    INDUSTRY: Luxury Goods Apparel
    SOURCE: Vogue Business

    Challenge

    Beginning with a small, family-owned leather shop known as House of Gucci in Florence, Italy, businessman and fashion designer Guccio Gucci sold saddles, leather bags, and other accessories to horsemen during the 1920s. Over the years, Gucci's offerings have grown to include various other personal luxury goods.

    As consumer preferences have evolved over time, particularly with the younger generation, Gucci's professional marketing teams looked to invest in virtual technology environments to help build and sustain better brand awareness among younger consumer audiences.

    Solution

    In response to the increasing presence of metaverse-savvy gamers on the internet, Gucci began investing in developing its online metaverse presence to bolster its commercial marketing brand there.

    A recent collaboration with Roblox, an online gaming platform that offers virtual experiences, provided Gucci the means to showcase its fashion items using the Gucci Garden – a virtual art installation project for Generation Z consumers, powered by Roblox's VR technology. The Gucci Garden virtual system featured a French-styled garden environment where players could try on and buy Gucci virtual fashion items to dress up their blank avatars.

    Results

    Gucci's disruptive, innovative metaverse marketing campaign project with Roblox is proof of its commitment to tapping new marketing growth channels to showcase the brand to engage new and prospective consumers (e.g. Roblox's player base) across more unique sandboxed/simulation environments.

    The freedom and flexibility in the metaverse environments allows brands such as Gucci to execute a more flexible digital marketing approach and enables them to take advantage of innovative metaverse-driven technologies in the market to further drive their data-driven digital marketing campaigns.

    Art of the possible: next best action marketing (NBAM)

    NEXT BEST ACTION PREDICTIVE MODELING

    To improve conversion propensity, next best action techniques can use predictive modeling methods to help build a dynamic overview of the customer journey. With information sourced from actionable marketing intelligence data, MMS platforms can use NBAM techniques to identify customer needs based on their buying behavior, social media interactions, and other insights to determine what unique set of actions should be taken for each customer.

    MACHINE LEARNING–BASED RECOMMENDER SYSTEMS

    Rules-based recommender systems can help assign probabilities of purchasing behaviors based on the patterns in touchpoints of a customer's journey and interaction with your brand. For instance, a large grocery chain company such as Walmart or Whole Foods will use ML-based recommender systems to decide what coupons they should offer to their customers based on their purchasing history.

    Art of the possible: AI-driven customer segmentation

    MACHINE/DEEP LEARNING (ML/DL) ALGORITHMS

    The inclusion of AI in data analytics helps make customer targeting more accurate
    and meaningful. Organizations can analyze customer data more thoroughly and generate in-depth contextual and descriptive information about the targeted segments. In addition, they can use this information to automate the personalization of marketing campaigns for a specific target audience group.

    UNDERSTANDING CUSTOMER SENTIMENTS

    To greatly benefit from AI-powered customer segmentation, organizations must deploy specialized custom AI solutions to help organize qualitative comments into quantitative data. This approach requires companies to use custom AI models and tools that will analyze customer sentiments and experiences based on data extracted from various touchpoints (e.g. CRM systems, emails, chatbot logs).

    Phase 2

    Build the Business Case and Streamline Requirements

    Phase 1

    Phase 2

    Phase 3

    1.1 Define MMS Platforms

    1.2 Classify Table Stakes & Differentiating Capabilities

    1.3 Explore Trends

    2.1 Build the Business Case

    2.2 Streamline Requirements Elicitation

    2.3 Develop an Inclusive RFP Approach

    3.1 Discover Key Players in the Vendor Landscape

    3.2 Engage the Shortlist & Select Finalist

    3.3 Prepare for Implementation

    This phase will walk you through the following activities:

    • Define and build the business case for the selection of a right-sized MMS platform.
    • Elicit and prioritize granular requirements for your MMS platform.

    This phase involves the following participants:

    • CMO
    • Technical Marketing Analyst
    • Digital Marketing Project Manager
    • Marketing Data Analytics Analyst
    • Marketing Management Executive

    Software Selection Engagement

    5 Advisory Calls over a 5-Week Period to Accelerate Your Selection Process

    Expert analyst guidance over 5 weeks on average to select software and negotiate with the vendor.

    Save money, align stakeholders, speed up the process and make better decisions.

    Use a repeatable, formal methodology to improve your application selection process.

    Better, faster results, guaranteed, included in your membership.

    This is an image of the plan for five advisory calls over a five-week period.

    CLICK HERE to book your Selection Engagement

    Elicit and prioritize granular requirements for your marketing management suite (MMS) platform

    Understanding business needs through requirements gathering is the key to defining everything you need from your software. However, it is an area where people often make critical mistakes.

    Poorly scoped requirements

    Best practices

    • Fail to be comprehensive and miss certain areas of scope.
    • Focus on how the solution should work instead of what it must accomplish.
    • Have multiple levels of detail within the requirements, causing inconsistency and confusion.
    • Drill all the way down to system-level detail.
    • Add unnecessary constraints based on what is done today rather than focusing on what is needed for tomorrow.
    • Omit constraints or preferences that buyers think are obvious.
    • Get a clear understanding of what the system needs to do and what it is expected to produce.
    • Test against the principle of MECE – requirements should be "mutually exclusive and collectively exhaustive."
    • Explicitly state the obvious and assume nothing.
    • Investigate what is sold on the market and how it is sold. Use language that is consistent with that of the market and focus on key differentiators – not table stakes.
    • Contain the appropriate level of detail – the level should be suitable for procurement and sufficient for differentiating vendors.

    Info-Tech Insight
    Poor requirements are the number one reason projects fail. Review Info-Tech's Improve Requirements Gathering blueprint to learn how to improve your requirements analysis and get results that truly satisfy stakeholder needs.

    Info-Tech's approach

    Develop an inclusive and thorough approach to the RFP process

    Identity Need; Define Business requirements; Gain Business Authorization; Perform RFI/RFP; Negotiate Agreement; Purchase Goods and Services; Assess and Measure Performance.

    Info-Tech Insight

    Review Info-Tech's process and understand how you can prevent your organization from leaking negotiation leverage while preventing vendors from taking control of your RFP.

    The Info-Tech difference:

    1. The secret to managing an RFP is to make it as manageable and as thorough as possible. The RFP process should be like any other aspect of business – by developing a standard process. With a process in place, you are better able to handle whatever comes your way, because you know the steps you need to follow to produce a top-notch RFP.
    2. The business then identifies the need for more information about a product/service or determines that a purchase is required.
    3. A team of stakeholders from each area impacted gather all business, technical, legal, and risk requirements. What are the expectations of the vendor relationship post-RFP? How will the vendors be evaluated?
    4. Based on the predetermined requirements, either an RFI or an RFP is issued to vendors with a due date.

    Leverage Info-Tech's Contract Review Service to level the playing field with your shortlisted vendors

    You may be faced with multiple products, services, master service agreements, licensing models, service agreements, and more.
    Use Info-Tech's Contract Review Service to gain insights on your agreements:

    1. Are all key terms included?
    2. Are they applicable to your business?
    3. Can you trust that results will be delivered?
    4. What questions should you be asking from an IT perspective?

    Validate that a contract meets IT's and the business' needs by looking beyond the legal terminology. Use a practical set of questions, rules, and guidance to improve your value for dollar spent.

    This is an image of three screenshots from Info-Tech's Contract Review Service.

    CLICK to BOOK The Contract Review Service

    CLICK to DOWNLOAD Master Contract Review and Negotiation for Software Agreements

    Phase 3

    Discover the MMS Market Space and Prepare for Implementation

    Phase 1

    Phase 2

    Phase 3

    1.1 Define MMS Platforms

    1.2 Classify Table Stakes & Differentiating Capabilities

    1.3 Explore Trends

    2.1 Build the Business Case

    2.2 Streamline Requirements Elicitation

    2.3 Develop an Inclusive RFP Approach

    3.1 Discover Key Players in the Vendor Landscape

    3.2 Engage the Shortlist & Select Finalist

    3.3 Prepare for Implementation

    This phase will walk you through the following activities:

    • Dive into the key players of the MMS vendor landscape.
    • Understand best practices for building a vendor shortlist.
    • Understand key implementation considerations for MMS.

    This phase involves the following participants:

    • CMO
    • Marketing Management Executive
    • Applications Manager
    • Digital Marketing Project Manager
    • Sales Executive
    • Vendor Outreach and Partnerships Manager

    Review your use cases to start your shortlist

    Your Info-Tech analysts can help you narrow down the list of vendors that will meet your requirements.

    Next steps will include:

    1. Reviewing your requirements.
    2. Checking out SoftwareReviews.
    3. Shortlisting your vendors.
    4. Conducting demos and detailed proposal reviews.
    5. Selecting and contracting with a finalist!

    Get to know the key players in the MMS landscape

    The following slides provide a top-level overview of the popular players you will encounter in your MMS shortlisting process.

    This is a series of images of the logos for the companies which will be discussed later in this blueprint.

    Evaluate software category leaders through vendor rankings and awards

    SoftwareReviews

    This is an image of two screenshots from the Data Quadrant Report.

    The Data Quadrant is a thorough evaluation and ranking of all software in an individual category to compare platforms across multiple dimensions.

    Vendors are ranked by their Composite Score, based on individual feature evaluations, user satisfaction rankings, vendor capability comparisons, and likeliness to recommend the platform.

    This is an image of two screenshots from the Emotional Footprint Report.

    The Emotional Footprint is a powerful indicator of overall user sentiment toward the relationship with the vendor, capturing data across five dimensions.

    Vendors are ranked by their Customer Experience (CX) Score, which combines the overall Emotional Footprint rating with a measure of the value delivered by the solution.

    Speak with category experts to dive deeper into the vendor landscape

    SoftwareReviews

    • Fact-based reviews of business software from IT professionals.
    • Product and category reports with state-of-the-art data visualization.
    • Top-tier data quality backed by a rigorous quality assurance process.
    • User-experience insight that reveals the intangibles of working with a vendor.

    CLICK HERE to ACCESS

    Comprehensive software reviews
    to make better IT decisions

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

    SoftwareReviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today's technology. Combined with the insight of our expert analysts, our members receive unparalleled support in their buying journey.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Advanced Campaign Management
    • Email Marketing Automation
    • Multichannel Integration

    Areas to Improve:

    • Mobile Marketing Management
    • Advanced Data Segmentation
    • Pricing Sensitivity and Implementation Support Model

    This is an image of SoftwareReviews analysis for Adobe Experience Cloud.

    history

    This is the Logo for Adobe Experience Cloud

    "Adobe Experience Cloud (AEC), formerly Adobe Marketing Cloud (AMC), provides a host of innovative multichannel analytics, social, advertising, media optimization, and content management products (just to name a few). The Adobe Marketing Cloud package allows users with valid subscriptions to download the entire collection and use it directly on their computer with open access to online updates. Organizations that have a deeply ingrained Adobe footprint and have already reaped the benefits of Adobe's existing portfolio of cloud services products (e.g. Adobe Creative Cloud) will find the AEC suite a functionally robust and scalable fit for their marketing management and marketing automation needs.

    However, it is important to note that AEC's pricing model is expensive when compared to other competitors in the space (e.g. Sugar Market) and, therefore, is not as affordable for smaller or mid-sized organizations. Moreover, there is the expectation of a learning curve with the AEC platform. Newly onboarded users will need to spend some time learning how to navigate and work comfortably with AEC's marketing automaton modules. "
    - Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    Adobe Experience Cloud Platform pricing is opaque.
    Request a demo.*

    *Info-Tech recommends reaching out to the vendor's internal sales management team for explicit details on individual pricing plans for the Adobe Marketing Cloud suite.

    2021

    Adobe Experience Platform Launch is integrated into the Adobe Experience Platform as a suite of data collection technologies (Experience League, Adobe).

    November 2020

    Adobe announces that it will spend $1.5 billion to acquire Workfront, a provider of marketing collaboration software (TechTarget, 2020).

    September 2018

    Adobe acquires marketing automation software company Marketo (CNBC, 2018).

    June 2018

    Adobe buys e-commerce services provider Magento Commerce from private equity firm Permira for $1.68 billion (TechCrunch, 2018).

    2011

    Adobe acquires DemDex, Inc. with the intention of adding DemDex's audience-optimization software to the Adobe Online Marketing Suite (Adobe News, 2011).

    2009

    Adobe acquires online marketing and web analytics company Omniture for $1.8 billion and integrates its products into the Adobe Marketing Cloud (Zippia, 2022).

    Adobe platform launches in December 1982.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Marketing Workflow Management
    • Advanced Data Segmentation
    • Marketing Operations Management

    Areas to Improve:

    • Email Marketing Automation
    • Marketing Asset Management
    • Process of Creating and/or Managing Marketing Lists

    This is an image of SoftwareReviews analysis for Dynamics 365

    history

    This is the logo for Dynamics 365

    2021

    Microsoft Dynamics 365 suite adds customer journey orchestration as a viable key feature (Tech Target, 2021)

    2019

    Microsoft begins adding to its Dynamics 365 suite in April 2019 with new functionalities such as virtual agents, fraud detection, new mixed reality (Microsoft Dynamics 365 Blog, 2019).

    2017

    Adobe and Microsoft expand key partnership between Adobe Experience Manager and Dynamics 365 integration (TechCrunch, 2017).

    2016

    Microsoft Dynamics CRM paid seats begin growing steadily at more than 2.5x year-over-year (TechCrunch, 2016).

    2016

    On-premises application, called Dynamics 365 Customer Engagement, contains the Dynamics 365 Marketing Management platform (Learn Microsoft, 2023).

    Microsoft Dynamics 365 product suite is released on November 1, 2016.

    "Microsoft Dynamics 365 for Marketing remains a viable option for organizations that require a range of innovative MMS tools that can provide a wealth of functional capabilities (e.g. AI-powered analytics to create targeted segments, A/B testing, personalizing engagement for each customer). Moreover, Microsoft Dynamics 365 for Marketing offers trial options to sandbox their platform for free for 30 days to help users familiarize themselves with the software before buying into the product suite.

    However, ensure that you have the time to effectively train users on implementing the MS Dynamics 365 platform. The platform does not score high on customizability in SoftwareReviews reports. Developers have only a limited ability to modify the core UI, so organizations need to be fully equipped with the knowledge needed to successfully navigate MS-based applications to take full advantage of the platform. For organizations deep in the Microsoft stack, D365 Marketing is a compelling option."
    Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    Dynamics 365
    Marketing

    Dynamics 365
    Marketing (Attachment)

    • Starts from $1,500 per tenant/month*
    • Includes 10,000 contacts, 100,000 interactions, and 1,000 SMS messages
    • For organizations without any other Dynamics 365 application
    • Starts from $750 per tenant/month*
    • Includes 10,000 contacts, 100,000 interactions, and 1,000 SMS messages
    • For organizations with a qualifying Dynamics 365 application

    * Pricing correct as of October 2022. Listed in USD and absent discounts. See pricing on vendor's website for latest information.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Marketing Analytics
    • Marketing Workflow Management
    • Lead Nurturing

    Areas to Improve:

    • Advanced Campaign Management
    • Email Marketing Automation
    • Marketing Segmentation

    This is an image of SoftwareReviews analysis for HubSpot

    history

    This is an image of the Logo for HubSpot

    2022

    HubSpot Marketing Hub releases Campaigns 2.0 module for its Marketing Hub platform (HubSpot, 2022).

    2018


    HubSpot announces the launch of its Marketing Hub Starter platform, a new offering that aims to give growing teams the tools they need to start marketing right (HubSpot Company News, 2018).

    2014

    HubSpot celebrates its first initial public offering on the NYSE market (HubSpot Company News, 2014).

    2013

    HubSpot opens its first international office location in Dublin, Ireland
    (HubSpot News, 2013).

    2010

    Brian Halligan and Dharmesh Shah write "Inbound Marketing," a seminal book that focuses on inbound marketing principles (HubSpot, n.d.).

    HubSpot opens for business in Cambridge, MA, USA, in 2005.

    "HubSpot's Marketing Hub software ranks consistently high in scores across SoftwareReviews reports and remains a strong choice for organizations that want to run successful inbound marketing campaigns that make customers interested and engaged with their business. HubSpot Marketing Hub employs comprehensive feature sets, including the option to streamline ad tracking and management, perform various audience segmentation techniques, and build personalized and automated marketing campaigns.

    However, SoftwareReviews reports indicate end users are concerned that HubSpot Marketing Hub's platform may be slightly overpriced in recent years and not cost effective for smaller and mid-sized companies that are working with a limited budget. Moreover, when it comes to mobile user accessibility reports, HubSpot's Marketing Hub does not directly offer data usage reports in relation to how mobile users navigate various web pages on the customer's website."
    Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    HubSpot Marketing Hub (Starter Package)

    HubSpot Marketing Hub (Professional Package)

    HubSpot Marketing Hub (Enterprise Package)

    • Starts from $50/month*
    • Includes 1,000 marketing contacts
    • All non-marketing contacts are free, up to a limit of 15 million overall contacts (marketing contacts + non-marketing contracts)
    • Starts from $890/month*
    • Includes 2,000 marketing contacts
    • Onboarding is required for a one-time fee of $3,000
    • Starts from $3600/month*
    • Includes 10,000 marketing contacts
    • Onboarding is required for a one-time fee of $6,000

    *Pricing correct as of October 2022. Listed in USD and absent discounts.
    See pricing on vendor's website for latest information.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Email Marketing Automation
    • Customer Journey Mapping
    • Contacts Management

    Areas to Improve:

    • Pricing Model Flexibility
    • Integrational API Support
    • Antiquated UI/CX Design Elements

    This is an image of SoftwareReviews analysis for Maropost

    history

    This is an image of the Logo for MAROPOST Marketing Cloud

    2022

    Maropost acquires Retail Express, leading retail POS software in Australia for $55M (PRWire, 2022).

    2018


    Maropost develops innovative product feature updates to its marketing cloud platform (e.g. automated social campaign management, event segmentation for mobile apps) (Maropost, 2019).

    2015

    US-based communications organization Success selects Maropost Marketing Cloud for marketing automation use cases (Apps Run The World, 2015).

    2017

    Maropost is on track to become one of Toronto's fastest-growing companies, generating $30M in annual revenue (MarTech Series, 2017).

    2015

    Maropost is ranked as a "High Performer" in the Email Marketing category in a G2 Crowd Grid Report (VentureBeat, 2015).

    Maropost is founded in 2011 as a customer-centric ESP platform.

    Maropost Marketing Cloud – Essential

    Maropost
    Marketing Cloud –Professional

    Maropost
    Marketing Cloud –Enterprise

    • Starts from $279/month*
    • Includes baseline features such as email campaigns, A/B campaigns, transactional emails, etc.
    • Starts from $849/month*
    • Includes additional system functionalities of interest (e.g. mobile keywords, more journeys for marketing automation use cases)
    • Starts from $1,699/month*
    • Includes unlimited number of journeys
    • Upper limit for custom contact fields is increased by 100-150

    *Pricing correct as of October 2022. Listed in USD and absent discounts.
    See pricing on vendor's website for latest information.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Advanced Data Segmentation
    • Marketing Analytics
    • Multichannel Integration

    Areas to Improve:

    • Marketing Operations
      Management
    • Marketing Asset Management
    • Community Marketing Management

    This is an image of SoftwareReviews analysis for Oracle Marketing Cloud.

    history

    This is an image of the Logo for Oracle Marketing Cloud

    2021

    New advanced intelligence capabilities within Oracle Eloqua Marketing Automation help deliver more targeted and personalized messages (Oracle, Marketing Automation documentation).

    2015


    Oracle revamps its marketing cloud with new feature sets, including Oracle ID Graph for cross-platform identification of customers, AppCloud Connect, etc. (Forbes, 2015).

    2014

    Oracle announces the launch of the Oracle Marketing Cloud (TechCrunch, 2014).

    2005

    Oracle acquires PeopleSoft, a company that produces human resource management systems, in 2005 for $10.3B (The Economic Times, 2016).

    1982

    Oracle becomes the first company to sell relational database management software (RDBMS). In 1982 it has revenue of $2.5M (Encyclopedia.com).

    Relational Software, Inc (RSI) – later renamed Oracle Corporation – is founded in 1977.

    "Oracle Marketing Cloud offers a comprehensive interwoven and integrated marketing management solution that can help end users launch cross-channel marketing programs and unify all prospect and customer marketing signals within one singular view. Oracle Marketing Cloud ranks consistently high across our SoftwareReviews reports and sustains top scores in overall customer experience rankings at a factor of 9.0. The emotional sentiment of users interacting with Oracle Marketing Cloud is also highly favorable, with Oracle's Emotional Footprint score at +93.

    Users should be aware that some of the reporting mechanisms and report-generation capabilities may not be as mature as those of some of its competitors in the MMS space (e.g. Salesforce, Adobe). Data exportability also presents a challenge in Oracle Marketing Cloud and requires a lot of internal tweaking between end users of the system to function properly. Finally, pricing sensitivity may be a concern for small and mid-sized organizations who may find Oracle's higher-tiered pricing plans to be out of reach. "
    Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    Oracle Marketing Cloud pricing is opaque.
    Request a demo.*

    *Info-Tech recommends reaching out to the vendor's internal sales management team for explicit details on individual pricing plans for the Adobe Marketing Cloud suite.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Marketing Analytics
    • Advanced Campaign Management
    • Email Marketing Automation
    • Social Media Marketing Management

    Areas to Improve:

    • Community Marketing Management
    • Marketing Operations Management
    • Pricing Sensitivity and Vendor Support Model

    This is an image of SoftwareReviews analysis for Salesforce

    history

    This is an image of the Logo for Salesforce Marketing Cloud

    2022

    Salesforce announces sustainability as a core company value (Forbes, 2022).

    2012



    Salesforce unveils Salesforce Marketing Cloud during Dreamforce 2012, with 90,000 registered attendees (Dice, 2012).

    2009

    Salesforce launches Service Cloud, bringing customer service and support automation features to the market (TechCrunch, 2009).

    2003


    The first Dreamforce event is held at the Westin St. Francis hotel in downtown San Francisco
    (Salesforce, 2020).

    2001


    Salesforce delivers $22.4M in revenue for the fiscal year ending January 31, 2002 (Salesforce, 2020).

    Salesforce is founded in 1999.

    "Salesforce Marketing Cloud is a long-term juggernaut of the marketing management software space and is the subject of many Info-Tech member inquiries. It retains strong composite and customer experience (CX) scores in our SoftwareReviews reports. Some standout features of the platform include marketing analytics, advanced campaign management functionalities, email marketing automation, and customer journey management capabilities. In recent years Salesforce has made great strides in improving the overall user experience by investing in new product functionalities such as the Einstein What-If Analyzer, which helps test how your next email campaign will impact overall customer engagement, triggers personalized campaign messages based on an individual user's behavior, and uses powerful real-time segmentation and sophisticated AI to deliver contextually relevant experiences that inspire customers to act.

    On the downside, we commonly see Salesforce's solutions as costlier than competitors' offerings, and its commercial/sales teams tend to be overly aggressive in marketing its solutions without a distinct link to overarching business requirements. "
    Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    Marketing Cloud Basics

    Marketing Cloud Pro

    Marketing Cloud Corporate

    Marketing Cloud Enterprise

    • Starts at $400*
    • Per org/month
    • Personalized promotional email marketing
    • Starts at $1,250*
    • Per org/month
    • Personalized marketing automation with email solutions
    • Starts at $3,750*
    • Per org/month
    • Personalized cross-channel strategic marketing solutions

    "Request a Quote"

    *Pricing correct as of October 2022. Listed in USD and absent discounts. See pricing on vendor's website for latest information.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Email Marketing Automation
    • Marketing Workflow Management
    • Marketing Analytics

    Areas to Improve:

    • Mobile Marketing Management
    • Marketing Operations Management
    • Advanced Data Segmentation

    This is an image of SoftwareReviews analysis for SAP

    history

    This is an image of the Logo for SAP

    2022

    SAP announces the second cycle of the 2022 SAP Customer Engagement Initiative. (SAP Community Blog, 2022).

    2020

    SAP acquires Austrian cloud marketing company Emarsys (TechCrunch, 2020).

    2015

    SAP Digital for Customer Engagement launches in May 2015 (SAP News, 2015).

    2009

    SAP begins branching out into three markets of the future (mobile technology, database technology, and cloud). SAP acquires some of its competitors (e.g. Ariba, SuccessFactors, Business Objects) to quickly establish itself as a key player in those areas (SAP, n.d.).

    1999

    SAP responds to the internet and new economy by launching its mysap.com strategy (SAP, n.d.).

    SAP is founded In 1972.

    "Over the years, SAP has positioned itself as one of the usual suspects across the enterprise applications market. While SAP has a broad range of capabilities within the CRM and customer experience space, it consistently underperforms in many of our user-driven SoftwareReviews reports for MMS and adjacent areas, ranking lower in MMS product feature capabilities such as email marketing automation and advanced campaign management than other mainstream MMS vendors, including Salesforce Marketing Cloud and Adobe Experience Cloud. The SAP Customer Engagement Marketing platform seems decidedly a secondary focus for SAP, behind its more compelling presence across the enterprise resource planning space.

    If you are approaching an MMS selection from a greenfield lens and with no legacy vendor baggage for SAP elsewhere, experience suggests that your needs will be better served by a vendor that places greater primacy on the MMS aspect of their portfolio."
    Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    SAP Customer Engagement Marketing pricing is opaque:
    Request a demo.*

    *Info-Tech recommends reaching out to the vendor's internal sales management team for explicit details on individual pricing plans for the Adobe Marketing Cloud suite.

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Social Media Automation
    • Email Marketing Automation
    • Marketing Analytics

    Areas to Improve:

    • Ease of Data Integration
    • Breadth of Features
    • Marketing Workflow Management

    b

    SoftwareReviews' Enterprise MMS Rankings

    Strengths:

    • Campaign Management
    • Segmentation
    • Email Delivery

    Areas to Improve:

    • Mobile Optimization
    • A/B Testing
    • Content Authoring

    This is an image of SoftwareReviews analysis for ZOHO Campaigns.

    history

    This is an image of the Logo for ZOHO Campaigns

    2021

    Zoho announces CRM-Campaigns sync (Zoho Campaigns Community Learning, 2021).

    2020

    Zoho reaches more than 50M customers in January ( Zippia, n.d.).

    2017

    Zoho launches Zoho One, a comprehensive suite of 40+ applications (Zoho Blog, 2017).

    2012

    Zoho releases Zoho Campaigns (Business Wire, 2012).

    2007

    Zoho expands into the collaboration space with the release of Zoho Docs and Zoho Meetings (Zoho, n.d.).

    2005

    Zoho CRM is released (Zoho, n.d.).

    Zoho platform is founded in 1996.

    "Zoho maintains a long-running repertoire of end-to-end software solutions for business development purposes. In addition to its flagship CRM product, the company also offers Zoho Campaigns, which is an email marketing software platform that enables contextually driven marketing techniques via dynamic personalization, email interactivity, A/B testing, etc. For organizations that already maintain a deep imprint of Zoho solutions, Zoho Campaigns will be a natural extension to their immediate software environment.

    Zoho Campaigns is a great ecosystem play in environments that have a material Zoho footprint. In the absence of an existing Zoho environment, it's prudent to consider other affordable products as well."
    Yaz Palanichamy
    Senior Research Analyst, Info-Tech Research Group

    Free Version

    Standard

    Professional

    • Starts at $0*
    • Per user/month billed annually
    • Up to 2,000 contacts
    • 6,000 emails/month
    • Starts at $3.75*
    • Per user/month billed annually
    • Up to 100,000 contacts
    • Advanced email templates
    • SMS marketing
    • Starts at $6*
    • Per user/month billed annually
    • Advanced segmentation
    • Dynamic content

    *Pricing correct as of October 2022. Listed in USD and absent discounts.

    See pricing on vendor's website for latest information.

    Leverage Info-Tech's research to plan and execute your MMS implementation

    Use Info-Tech's three-phase implementation process to guide your planning:

    1. Assess

    2. Prepare

    3. Govern & Course Correct

    Download Info-Tech's Governance and Management of Enterprise Software Implementation
    Establish and execute an end-to-end, agile framework to succeed with the implementation of a major enterprise application.

    Ensure your implementation team has a high degree of trust and communication

    If external partners are needed, dedicate an internal resource to managing the vendor and partner relationships.

    Communication

    Teams must have some type of communication strategy. This can be broken into:

    • Regularity: Having a set time each day to communicate progress and a set day to conduct retrospectives.
    • Ceremonies: Injecting awards and continually emphasizing delivery of value to encourage relationship building and constructive motivation.
    • Escalation: Voicing any concerns and having someone responsible for addressing them.

    Proximity

    Distributed teams create complexity as communication can break down. This can be mitigated by:

    • Location: Placing teams in proximity to eliminate the barrier of geographical distance and time zone differences.
    • Inclusion: Making a deliberate attempt to pull remote team members into discussions and ceremonies.
    • Communication Tools: Having the right technology (e.g. video conference) to help bring teams closer together virtually.

    Trust

    Members should trust other members are contributing to the project and completing their required tasks on time. Trust can be developed and maintained by:

    • Accountability: Having frequent quality reviews and feedback sessions. As work becomes more transparent, people become more accountable.
    • Role Clarity: Having a clear definition of what everyone's role is.

    Selecting a right-sized MMS platform

    This selection guide allows organizations to execute a structured methodology for picking an MMS platform that aligns with their needs. This includes:

    • Alignment and prioritization of key business and technology drivers for an MMS selection business case.
    • Identification of key use cases and requirements for a right-sized MMS platform.
    • A comprehensive market scan of key players in the MMS market space.

    This formal MMS selection initiative will drive business-IT alignment, identify pivotal sales and marketing automation priorities, and thereby allow for the rollout of a streamlined MMS platform that is highly likely to satisfy all stakeholder needs.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop

    contact your account representative for more information

    workshops@infotech.com

    1-888-670-8889

    Summary of accomplishment

    Knowledge Gained

    • What marketing management is
    • Historical origins of marketing management
    • The future of marketing management
    • Key trends in marketing management suites

    Processes Optimized

    • Requirements gathering
    • RFPs and contract reviews
    • Marketing management suite vendor selection
    • Marketing management platform implementation

    Marketing Management

    • Adobe Experience Cloud
    • Microsoft Dynamics 365 for Marketing
    • HubSpot Marketing Hub
    • Maropost Marketing Cloud
    • Oracle Marketing Cloud

    Vendors Analyzed

    • Salesforce Marketing Cloud
    • SAP
    • Sugar Market
    • Zoho Campaigns

    Related Info-Tech Research

    Select a Marketing Management Suite

    Many organizations struggle with taking a systematic approach to selection that pairs functional requirements with specific marketing workflows, and as a result they choose a marketing management suite (MMS) that is not well aligned to their needs, wasting resources and causing end-user frustration.

    Get the Most Out of Your CRM

    Customer relationship management (CRM) application portfolios are often messy,
    with multiple integration points, distributed data, and limited ongoing end-user training. A properly optimized CRM ecosystem will reduce costs and increase productivity.

    Customer Relationship Management Platform Selection Guide

    Speed up the process to build your business case and select your CRM solution. Despite the importance of CRM selection and implementation, many organizations struggle to define an approach to picking the right vendor and rolling out the solution in an effective and cost-efficient manner.

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    Marketing Automation Provider, Salesfusion, Continues to Help Marketers Achieve Their Goals With Enhanced User Interface and Powerful Email Designer Updates." Yahoo Finance, 10 Dec 2013. Accessed Oct 2022.
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    Widman, Jeff. "Salesforce.com Launches The Service Cloud,, A Customer Service SaaS Application." TechCrunch, 15 Jan. 2009. Web.
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    Zoho. "About Us." Zoho, n.d. Web.

    Need hands-on assistance?

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    Achieve IT Spend & Staffing Transparency

    • IT spend has increased in volume and complexity, but how IT spend decisions are made has not kept pace.
    • In most organizations, technology has evolved faster than the business’ understanding of what it is, how it works, and what it can do for them.
    • How traditional financial accounting methods are applied to IT expenditure don’t align well to modern IT realities.
    • IT is often directed to make cuts when cost optimization and targeted investment are what’s really needed to sustain and grow the organization in the long term.

    Our Advice

    Critical Insight

    • Meaningful conversations about IT spend don’t happen nearly as frequently as they should. When they do happen, they are often inhibited by a lack of IT financial management (ITFM) maturity combined with the absence of a shared vocabulary between IT, the CFO, and other business function leaders.
    • Supporting data about actual technology spend taking place that would inform decision making is often scattered and incomplete.
    • Creating transparency in your IT financial data is essential to powering collaborative and informed technology spend decisions.

    Impact and Result

    • Understand the uses and benefits of making your IT spend more transparent.
    • Discover and organize your IT financial data.
    • Map your organization’s total technology spend against four IT stakeholder views: CFO, CIO, CXO, and CEO.
    • Gain vocabulary and facts that will help you tell the true story of IT spend.

    Members may also be interested in Info-Tech's IT Spend & Staffing Benchmarking Service.

    Achieve IT Spend & Staffing Transparency Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Achieve IT Spend & Staffing Transparency Deck – A detailed, do-it-yourself framework and process for clearly mapping your organization’s total technology spend.

    This deck mirrors Info-Tech’s own internal methods for delivering its IT Spend & Staffing Benchmarking Service in a do-it-yourself format. Based on Info-Tech’s proven ITFM Cost Model, it includes an IT spend mapping readiness assessment, expert advice for sourcing and organizing your financial data, a methodology for mapping IT staff and vendor spend according to four key stakeholder views (CFO, CIO, CXO, and CEO), and guidance on how to analyze and share your results.

    • Achieve IT Spend & Staffing Transparency Storyboard

    2. IT Spend & Staffing Transparency Workbook – A structured Excel tool that allows you to allocate your IT spend across four key stakeholder views and generate high-impact visualizations.

    This workbook offers a step-by-step approach for mapping and visualizing your organization’s true IT spend.

    • IT Spend & Staffing Transparency Workbook

    3. IT Spend & Staffing Transparency Executive Presentation Template – A PowerPoint template that helps you summarize and showcase key results from your IT spend transparency exercise.

    This presentation template offers a recommended structure for introducing key executive stakeholders to your organization’s true IT spending behavior and IT financial management as a whole.

    • IT Spend & Staffing Transparency Executive Presentation Template

    Infographic

    Further reading

    Achieve IT Spend & Staffing Transparency

    Lay a foundation for meaningful conversations with the business.

    Analyst Perspective

    Take the first step in your IT spend journey.

    Talking about money is hard. Talking to the CEO, CFO, and other business leaders about money is even harder, especially if IT is seen as just a cost center, is not understood by stakeholders, or is simply taken for granted. In times of economic hardship, already lean IT operations are tasked with becoming even leaner.

    When there's little fat to trim, making IT spend decisions without understanding the spend's origin, location, extent, and purpose can lead to mistakes that weaken, not strengthen, the organization.

    The first step in optimizing IT spend decisions is setting a baseline. This means having a comprehensive and transparent view of all technology spend, organization-wide. This baseline is the only way to have meaningful, data-driven conversations with stakeholders and approvers around what IT delivers to the business and the implications of making changes to IT funding.

    Before stepping forward in your IT financial management journey, know exactly where you're standing today.

    Jennifer Perrier, Principal Research Director, ITFM Practice

    Jennifer Perrier
    Principal Research Director, ITFM Practice
    Info-Tech Research Group

    Executive Summary

    Your Challenge Common Obstacles Info-Tech's Approach
    IT spend has increased in volume and complexity, but how IT spend decisions are made has not kept pace:
    • Technology has evolved faster than the business' understanding of what it is, how it works, and what it can do for them.
    • How traditional financial accounting methods are applied doesn't align well to modern IT realities.
    • IT is directed to make cuts when cost optimization and targeted investment are what's really needed to sustain and grow the organization in the long-term.
    Meaningful conversations about IT spend don't happen nearly as much as they should. This is often due to:
    • A lack of maturity in how ITFM (IT financial management) is executed within IT and across the organization as a whole.
    • The absence of a shared vocabulary between IT, the CFO, and other business function leaders.
    • Scattered and incomplete data about the actual technology spend taking place in the organization.
    Lay a foundation for meaningful conversations and informed decision-making around IT spend.
    • Understand the uses and benefits of making your IT spend more transparent.
    • Discover and organize your IT financial data.
    • Map your organization's total technology spend against four IT stakeholder views: CFO, CIO, CXO, and CEO.
    • Gain both vocabulary and facts that will help you tell the true story of IT spend.

    Info-Tech Insight
    Create transparency in your IT financial data to power both collaborative and informed technology spend decisions.

    IT spend has grown alongside IT complexity

    IT spend has grown alongside IT complexity

    Growth creates change ... and challenges

    IT has become more integral to business operations and achievement of strategic goals, driving complexity in how IT funds are allocated and managed.

    How IT funds are spent has changed
    Value demonstration is two-pronged. The first is return on performance investment, focused on formal and objective goals, metrics, and KPIs. The second is stakeholder satisfaction, a more subjective measure driven by IT-business alignment and relationship. IT leaders must do both well to prove and promote IT's value.
    Funding decision cadence has sped up
    Many organizations have moved from three- to five-year strategic planning cycles to one-year planning horizons or less, most noticeably since the 2008/2009 recession. Not only has the pace of technological change accelerated, but so too has volatility in the broader business and economic environments, forcing rapid response.
    Justification rigor around IT spend has increased
    The need for formal business cases, proposals, and participation in formal governance processes has increased, as has demand for financial transparency. With many IT departments still reporting into the CFO, there's no getting around it - today's IT leaders need to possess financial management savvy.
    Clearly showing business value has become priority
    IT spend has moved from the purchase of discrete hardware and software tools traditionally associated with IT to the need to address larger-scale issues around interoperability, integration, and virtualized cloud solutions. Today's focus is more on big-picture architecture than on day-to-day operations.

    ITFM capabilities haven't grown with IT spend

    IT still needs to prove itself.

    Increased integration with the core business has made it a priority for the head of IT to be well-versed in business language and practice, specifically in the areas of measurement and financial management.

    However, IT staff across all industries aren't very confident in how well IT is doing in managing its finances via three core processes:

    • Accounting of costs and budgets.
    • Optimizing costs to gain the best return on investment.
    • Demonstrating IT's value to the business.

    Recent data from 4,137 respondents to Info-Tech's IT Management & Governance Diagnostic shows that while most IT staff feel that these three financial management processes are important, notably fewer feel that IT management is effective at executing them.

    IT leadership's capabilities around fundamental cost data capture appear to be lagging, not to mention the essential value-added capabilities around optimizing costs and showing how IT contributes to business value.

    Graph of Cost and Budget Management

    Graph of Cost Optimization

    Questions for support transition

    Source: IT Management & Governance Diagnostic, Info-Tech Research Group, 2022.

    Take the perspective of key IT stakeholders as a first step in ITFM capability improvement

    Other business unit leaders need to deliver on their own specific and unique accountabilities. Create true IT spend transparency by accounting for these multiple perspectives.

    Exactly how is IT spending all that money we give them?
    Many IT costs, like back-end infrastructure and apps maintenance, can be invisible to the business.

    Why doesn't my department get more support from IT?
    Some business needs won't align with spend priorities, while others seem to take more than their fair share.

    Does the amount we spend on each IT service make sense?
    IT will get little done or fall short of meeting service level requirements without appropriate funding.

    I know what IT costs us, but what is it really worth?
    Questions about value arise as IT investment and spend increase. How to answer these questions is critical.

    At the end of the day, telling IT's spend story to the business is a significant challenge if you don't understand your audience, have a shared vocabulary, or use a repeatable framework.

    Mapping your IT spend against a reusable framework helps generate transparency

    A framework makes transparency possible by simplifying methods, creating common language, and reducing noise.

    However, the best methodological framework won't work if the materials and information plugged into it are weak. With IT spend, the materials and information are your staff and your vendor financial data. To achieve true transparency, inputs must have the following three characteristics:

    Availability Reliability Usability
    The data and information are up-to-date and accessible when needed. The data and information are accurate, complete, and verifiable. The data and information are clearly defined, consistently and predictably organized, consumable, and meaningful for decision-making.

    A framework is an organizing principle. When it comes to better understanding your IT spend, the things being organized by a framework are your method and your data.

    If your IT spend information is transparent, you have an excellent foundation for having the right conversations with the right people in order to make strategically impactful decisions.

    Info-Tech's approach enables meaningful dialogue with stakeholders about IT spend

    View of meaningful dialogue with stakeholders about IT spend

    Investing time in preparing and mapping your IT spend data enables better IT governance

    While other IT spend transparency methods exist, Info-Tech's is designed to be straightforward and tactical.

    Info-Tech method for IT spend transparency

    Put your data to work instead of being put to work by your data.

    Introducing Info-Tech's methodology for creating transparency on technology spend

    1. Know your objectives 2. Gather required data 3. Map your IT staff spend 4. Map your IT vendor spend 5. Identify implications for IT
    Phase Steps
    1. Review your business context
    2. Set IT staff and vendor spend transparency objectives
    3. Assess effort and readiness
    1. Collect IT staff spend data
    2. Collect IT vendor spend data
    3. Define industry-specific CXO Business View categories
    1. Categorize IT staff spend in each of the four views
    2. Validate
    1. Categorize IT vendor spend in each of the four views
    2. Validate
    1. Analyze your findings
    2. Craft your key messages
    3. Create an executive presentation
    Phase Outcomes Goals and scope for your IT spend and staffing transparency effort. Information and data required to perform the IT staff and vendor spend transparency initiative. A mapping of the allocation of IT staff spend across the four views of the Info-Tech ITFM Cost Model. A mapping of the allocation of IT vendor spend across the four views of the Info-Tech ITFM Cost Model. An analysis of your results and a presentation to aid your communication of findings with stakeholders.

    Insight Summary

    Overarching insight
    Take the perspective of key stakeholders and lay out your organization's complete IT spend footprint in terms they understand to enable meaningful conversations and start evolving your IT financial management capability.

    Phase 1 insight
    Your IT spend transparency efforts are only useful if you actually do something with the outcomes of those efforts. Be clear about where you want your IT transparency journey to take you.

    Phase 2 insight
    Your IT spend transparency efforts are only as good as the quality of your inputs. Take the time to properly source, clean, and organize your data.

    Phase 3 insight
    Map your IT staff spend data first. It involves work but is relatively straightforward. Practice your mapping approach here and carry forward your lessons learned.

    Phase 4 insight
    The importance of good, usable data will become apparent when mapping your IT vendor spend. Apply consistent and meaningful vendor labels to enable true aggregation and insight.

    Phase 5 insight
    Communicating your final IT spend transparency mapping with executive stakeholders is your opportunity to debut IT financial management as not just an IT issue but an organization-wide concern.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals.

    Use this tool in Phases 1-4

    IT Spend & Staffing Transparency Workbook

    Input your IT staff and vendor spend data to generate visual outputs for analysis and presentation in your communications.

    Key deliverable:

    IT Spend & Staffing Transparency Executive Presentation

    Create a showcase for your newly-transparent IT staff and vendor spend data and present it to key business stakeholders.

    Use this tool in Phase 5

    IT and business blueprint benefits

    IT Benefits Business Benefits
    • Gain insight into exactly where you're spending IT funds on hardware, software, service providers, and the workforce.
    • Understand how much it's costing IT to deliver specific IT services.
    • Illustrate differences in business consumption of IT spend.
    • Learn the ratio of spend allocated to innovation vs. growth vs. keeping the lights on (KTLO).
    • Develop a series of core IT spend metrics including IT spend as a percent of revenue, IT spend per organization employee, and IT spend per IT staff member.
    • Create a complete IT spend baseline to serve as a foundation for future benchmarking, cost optimization, and other forms of IT financial analysis.
    • Understand the relative allocation of IT spend across capital vs. operational expenditure.
    • See the degree to which IT differentially supports and enables organizational goals, strategies, and functions.
    • Have better data for informing the organization's IT spend allocation and prioritization decisions.
    • Gain better visibility into real-life IT spending behaviors, cadences, and patterns.
    • Identify potential areas of spend waste as well as underinvestment.
    • Understand the true value that IT brings to the business.

    Measure the value of this blueprint

    You will know that your IT spend and staffing transparency effort is succeeding when:

    • Your understanding of where technology funds are really being allocated is comprehensive.
    • You're having active and meaningful dialogue with key stakeholders about IT spend issues.
    • IT spend transparency is a permanent part of your IT financial management toolkit.

    In phase 1 of this blueprint, we will help you identify initiatives where you can leverage the outcomes of your IT spend and staffing transparency effort.

    In phases 2, 3, and 4, we will guide you through the process of mapping your IT staff and vendor spend data so you can generate your own IT spend metrics based on reliable sources and verifiable facts.

    Win #1: Knowing how to reliably source the financial data you need to make decisions.

    Win #2: Getting your IT spend data in an organized format that you can actually analyze.

    Win #3: Having a framework that puts IT spend in a language stakeholders understand.

    Win #4: Gaining a practical starting point to mature ITFM practices like cost optimization.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit Guided Implementation Workshop Consulting
    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks are used throughout all four options.

    Guided Implementation

    Info-Tech recommends the following calls in your Guided Implementation.

    Phase 1: Know your objectives Phase 2: Gather required data Phase 3: Map your IT staff spend Phase 4: Map your IT vendor spend Phase 5: Identify implications for IT
    Call #1: Discuss your IT spend and staffing transparency objectives and readiness. Call #2: Review spend and staffing data sources and identify data organization and cleanup needs. Call #3: Review your mapped IT staff spend and resolve lingering challenges. Call #4: Review your mapped IT vendor spend and resolve lingering challenges. Call #5: Analyze your mapping outputs for opportunities and devise next steps.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between four to six calls over the course of two to three months.

    Want even more help with your IT spend transparency effort?

    Let us fast-track your IT spend journey.

    The path to IT financial management maturity starts with knowing exactly where your money is going. To streamline this effort, Info-Tech offers an IT Spend & Staffing Benchmarking service that provides full transparency into where your money is going without any heavy lifting on your part.

    This unique service features:

    • A client-proven approach to meet your IT spend transparency goals.
    • Vendor and staff spend mapping that reveals business consumption of IT.
    • Industry benchmarking to compare your spending and staffing to that of your peers.
    • Results in a fraction of the time with much less effort than going it alone.
    • Expert review of results and ongoing discussions with Info-Tech analysts.

    If you'd like Info-Tech to pave the way to IT spend transparency, contact your account manager for more information - we're happy to talk anytime.

    Phase 1

    Know Your Objectives

    This phase will walk you through the following activities:

    • Establish IT spend and staffing transparency uses and objectives
    • Assess your readiness to tackle IT spend and staffing transparency

    This phase involves the following participants:

    • Head of IT
    • IT financial lead
    • Other members of IT management

    Phase 1: Know your objectives

    Envision what transparency can do.

    You're at the very beginning of your IT spend transparency journey. In this phase you will:

    • Set your objectives for making your IT spend and staffing transparent.
    • Assess your readiness to tackle the exercise and gauge how much work you'll need to do in order to do it well.

    "I've heard this a lot lately from clients: 'I've got my hands on this data, but it's not structured in a way that will allow me to make any decisions about it. I have these journal entries and they have some accounting codes, GL descriptors, cost objects, and some vendors, but it's not enough detail to make any decisions about my services, my applications, my asset spend.'"
    - Angie Reynolds, Principal Research Director, ITFM Practice, Info-Tech Research Group

    Transparency positively enables both business outcomes and the practice of business ethics

    However, transparency's real superpower is in how it provides fact-based context.

    • More accurate and relevant data for decision-making.
    • Better managed and more impactful financial outcomes.
    • Increased inclusion of people in the decisions that affect them.
    • Clearer accountabilities for organizational efficiency and effectiveness goals.
    • Concrete proof that business priorities and decisions are being acted on and implemented.
    • Greater trust and respect between IT and the business.
    • Demonstration of integrity in how funds are being used.

    IT spend transparency efforts are only useful if you actually do something with the outputs

    Identify in advance how you plan to leverage IT spend transparency outcomes.

    CFO expense view

    • Demonstrate actual IT costs at the right level of granularity.
    • Update/change the categories finance uses to track IT spend.
    • Adjust the expected CapEx/OpEx ratio.

    CXO business view

    • Calculate consumption of IT resources by department.
    • Implement a showback/chargeback mechanism.
    • Change the funding conversation about proposed IT projects.

    CIO service view

    • Calculate the total cost to deliver a specific IT service.
    • Adjust the IT service spend-to-value ratio as per business priorities.
    • Rightsize IT service levels to reflect true value to the business.

    CEO innovation view

    • Formalize the organization's position on use of cloud/outsourcing.
    • Reduce the portion of spend dedicated to "keeping the lights on."
    • Develop a plan for boosting commitment to innovation investment.

    When determining your end objectives, think about the real questions IT is being asked by the business and how IT spend transparency will help you answer them.

    CFO: Financial accounting perspective

    IT spend used to be looked at from a strictly financial accounting perspective - this is the view of the CFO and the finance department. Their question, "exactly how is IT spending all that money we give them," is really about how money is distributed across different asset classes. This question breaks down into other questions that IT leaders needs to ask themselves in order to provide answers:

    • How should I classify my IT costs? What are the standard categories you need to have that are meaningful to folks crunching the corporate numbers? If you're too detailed, it won't make sense to them. If you pick outmoded categories, you'll have to adjust in the future as IT evolves, which makes tracking year-over-year spend patterns harder.
    • What information should I include in my plans and reports? This is about two things. One is about communicating with the finance department in language that reduces back-and-forth and eliminates misinterpretation. The other is about aligning with the categories the finance department uses to track financial data in the general ledger.
    • How do I justify current spend? This is about clarity and transparency. Specifically itemizing spend into categories that are meaningful for your audience does a lot of justification work for you since you don't have to re-explain what everything means.
    • How do I justify a budget increase? In a declining economy, this question may not be appropriate. However, establishing a baseline puts you in a better position to discuss spend requirements based on past performance and to focus the conversation.

    Exactly how is IT spending all that money we give them?

    Example
    Asset Class % IT Spend
    Workforce 42.72%
    Software - Cloud 9.26%
    Software - On Prem 13.61%
    Hardware - Cloud 0.59%
    Hardware - On Prem 15.68%
    Contract Services 18.14%
    Info-Tech IT Spend & Staffing Studies, 2022.

    CIO: IT operations management perspective

    As the CIO role was adopted, IT spend was viewed from the IT operations management perspective. Optimizing the IT delivery model is a critical step to reducing time to provision services. For the IT leader, the questions they need to ask themselves are:

    • What's the impact of cloud adoption on speed of delivery? Leveraging a SaaS solution can reduce time to deployment as well as increase your ability to scale; however, integration with other functionality will still be a challenge that will incur costs.
    • Where can I improve spend efficiency? This is about optimizing spend in your IT delivery model. What service levels does the business require and what's the most cost-effective way to meet those levels without incurring significant technical debt?
    • Is my support model optimized? By reviewing where support staff are focused and which services are using most of your resources, you can investigate underlying drivers of your staffing requirements. If staff costs in support of a business function are high, perhaps the portfolio of applications needs to be reviewed.
    • How does our spend compare to others? Benchmarking against peers is a useful input, but reflects common practice, not best practice. For example, if you need to invest in IT security, your entire industry is lagging on this front, and you happen to be doing slightly better than most, then bringing forth this benchmark won't help you make the case. Starting with year-over-year internal benchmarking is essential - establish your categories, establish your baseline, and track it consistently.

    Does the amount we spend on each IT service make sense?

    Example
    Service Area % IT Spend
    App Development 9.06%
    App Maintenance 30.36%
    Hosting/Network 25.39%
    End User 18.59%
    Data & BI 3.58%
    Security & Risk 5.21%
    IT Management 7.82%
    Info-Tech IT Spend & Staffing Studies, 2022.

    CXO: Business unit perspective

    As business requests have increased, so too has the importance of the business unit perspective. Each business function has a unique mandate to fulfill in the organization and also competes with other business functions for IT resources. By understanding business consumption of IT, organizations can bring transparency and drive a different dialog with their business partners. Every IT leader should find out the answers to these questions:

    • Which business units consume the most IT resources? By understanding consumption of IT by business function, IT organizations can clearly articulate which business units are getting the highest share of IT resources. This will bring much needed clarity when it comes to IT spend prioritization and investment.
    • Which business units are underserved by IT? By providing full transparency into where all IT spend is consumed, organizations can determine if certain business functions may need increased attention in an upcoming budget cycle. Knowing which levers to pull is critical in aligning IT activities with delivering business value.
    • How do I best communicate spend data internally? Different audiences need information presented to them differently. This is not just about the language - it's also about the frequency, format, and channel you use. Ask your audiences directly what methods of communication stand the best chance of you being seen and heard.
    • Where do I need better business sponsorship for IT projects? If a lot of IT spend is going toward one or two business units, the leaders of those units need to be active sponsors of IT projects and associated spend that will benefit all users.

    Why doesn't my business unit get more support from IT?

    Example
    Business Function % IT Spend
    HR Department 6.16%
    Finance Department 15.15%
    IT Department 10.69%
    Business Function 1 23.80%
    Business Function 2 10.20%
    Business Function 3 6.80%
    Business Function 4 27.20%
    Source: Info-Tech IT Spend & Staffing Studies, 2022.

    CEO: Strategic vs. operations perspective

    With a business view now available, evaluating IT spend from a strategic standpoint is critical. Simply put, how much is being spent keeping the lights on (KTLO) in the organization versus supporting business or organizational growth versus net-new business innovations? This view is not about what IT costs but rather how it is being prioritized to drive revenue, operating margin, or market share. Here are the questions IT leaders should be asking themselves along with the organization's executive leadership and the CEO:

    • Why is KTLO spend so high? This question is a good gauge of where the line is drawn between operations and strategy. Many IT departments want to reduce time spent on maintenance and redeploy resource investment toward strategic projects. This reallocation must include retiring or eliminating technologies to free up funds.
    • What should our operational spend priorities be? Maintenance and basic operations aren't going anywhere. The issue is what is necessary and what could be done more wisely. Are you throwing good money after bad on a high-maintenance legacy system?
    • Which projects and investments should we prioritize? The answer to this question should tightly align with business strategic goals and account for the lion's share of growth and innovation spend.
    • Are we spending enough on innovative initiatives? This is the ultimate dialogue between business partners, the CEO, and IT that needs to take place, yet often doesn't.

    I know what IT costs us, but what is it really worth?

    Example
    Focus Area % IT Spend
    KTLO 89.16%
    Grow 7.18%
    Innovate 3.66%
    Info-Tech IT Spend Studies, 2022.

    Be clear about where you want your IT spend transparency journey to take you in real life

    Transparent IT spend data will allow you to have conversations you couldn't have before. Consider this example of how telling an IT spend story could evolve.

    I want to ...
    Analyze the impact of the cloud on IT operating expenditure to update finance's expectations of a realistic IT CapEx/OpEx ratio now and into the future.

    To address the problem of ...

    • Many of our key software vendors have eliminated on-premises products and only offer software as an OpEx service.
    • Assumptions that modern IT solutions are largely on-premises and can be treated as capitalizable assets are out-of-date and don't reflect IT financial realities.

    And will use transparency to ...

    • Provide the CFO with specific, accurate, and annotated OpEx by product/service and vendor for all cloud-based and on-premises solutions.
    • Facilitate a realistic calculation of CapEx/OpEx distribution based on actuals, as well as let us develop defendable projections of OpEx into the future based on typical annual service fee increases and anticipated growth in the number of users/licenses.

    1.1 Establish ITFM objectives that leverage IT spend transparency

    Duration: One hour

    1. Consider the problems or issues commonly voiced by the business about IT, as well as your own ongoing challenges in communicating with stakeholders. Document these problems/issues as questions or statements as spoken by a person. To help structure your brainstorming, consider these general process domains and examples:
      1. Spend tracking and reporting. E.g. Why is IT's OpEx so high? We need you to increase IT's percentage of CapEx.
      2. Service levels and business continuity. E.g. Why do we need to hire more service desk staff? There are more of them in IT than any other role.
      3. Project and operations resourcing. E.g. Why can't IT just buy this new app we want? It's not very expensive.
      4. Strategy and innovation. E.g. Did output increase or decrease last quarter per input unit? IT should be able to run those reports for us.
    2. For each problem/issue noted, identify:
      1. The source(s) of the question/concern (e.g. CEO, CFO, CXO, CIO).
      2. The financial process involved (e.g. accurate costing, verification of costs, building a business case to invest).
    3. For each problem/issue, identify a broader project-style initiative where having transparent IT spend data is a valuable input. One initiative may apply to multiple problems/issues. For each initiative:
      1. Give it a working title.
      2. State the goal for the initiative with reference to ITFM aspirations.
      3. Identify key stakeholders (these will likely overlap with the problem/issue source).
      4. Set general time frames for resolution.

    Document your outputs on the slide immediately following the instruction slides for this exercise. Examples are included.

    1.1 Establish ITFM objectives that leverage IT spend transparency

    Input Output
    • Organizational knowledge
    • List of the potential uses and objectives of transparent IT spend and staffing data
    Materials Participants
    • Whiteboard/flip charts
    • Head of IT
    • IT financial lead

    ITFM initiatives that leverage transparency

    Problem/Issue Statement Source/ Stakeholder Associated ITFM Process Potential Initiative Initiative Goal Time Frame
    "Why is IT's OpEx so high? We need you to increase IT's percentage of CapEx." CFO IT spend categorization and reporting. Analyze the impact of the cloud on IT operating expenditure. To update finance's expectations of a realistic IT CapEx/OpEx ratio. <12 months
    "Why do we need to hire more service desk staff? There are more of them in IT than any other role." CFO, VP of HR Business case for hiring IT staff. Document ongoing IT support requirements for proposed ERP platform migration project. To ensure sufficient resources for an anticipated increase in service desk tickets due to implementation of a new ERP system. 1-3 months
    "Why can't IT just buy this new app we want? It's not very expensive." CEO, all CXOs/VPs Total cost of technology ownership. Develop a mechanism to review the lifecycle impact on IT of proposed technology purchases. To determine if functionality of new tool already exists in the org. and the total cost of ownership of a new app. <6 months
    "Did output increase or decrease last quarter per input unit? IT should be able to run those reports for us." CEO, CFO, VP of Production IT service costing. Develop an organizational business intelligence strategy. To create a comprehensive plan for evolving BI capability in the organization and transferring report development to users. Select a department for pilot. <12 months

    Your organization's governance culture will affect how you approach transparency

    Know your governance culture Lower Governance
    • Few regulations.
    • Financial reporting is largely internal.
    • Change is frequent and rapid.
    • Informal or nonexistent mechanisms and structures.
    • Data sharing behavior driven by competitive concerns.
    Higher Governance
    • Many regulations.
    • Stringent and regular external reporting requirements.
    • Change is limited and/or slow.
    • Defined and established mechanisms and structures.
    • Data sharing behavior driven by regulatory concerns.
    Determine impact on opportunities How does your governance culture impact IT spend transparency opportunities?
    Resistance to formality and bureaucracy Resistance to change and uncertainty
    Set expectations and approach You have plenty of room to implement transparency rigor within the confines of IT, but getting others to give you the time and attention you want will be a challenge. One-on-one, informal relationship building to create goodwill and dialogue is needed before putting forth recommendations or numbers. Many existing procedures must be accommodated and respected. While you can benefit by working with preexisting mechanisms and touchpoints, expect any changes you want to make to things like IT cost categories or CapEx/OpEx ratios to require a lot of time, meetings, and case-making.

    IT's current maturity around ITFM practice will also affect your approach to transparency

    Know your ITFM maturity level Lower ITFM Maturity
    • No/few formal policies, standards, or procedures exist.
    • There is little/no formal education or experience within IT around budget, costing, charging, or accounting practices.
    • Financial reporting is sporadic and inconsistent in its contents.
    • Business cases are rarely used in decision-making.
    • Financial data is neither reliable nor readily available.
    Higher ITFM Maturity
    • Formal policies, standards, and procedures are enforced organization-wide for all financial management activities.
    • Formally-trained accountants are embedded within IT.
    • Financial reporting is regular, scheduled, and defined.
    • Business cases are leveraged in most decision-making activities.
    • Financial data is governed, centralized, and current.
    Determine stakeholders' financial literacy How does your degree of ITFM maturity impact IT spend transparency opportunities?
    Improve your own financial literacy first Determine stakeholders' financial literacy
    Set expectations and approach Brush up on core financial management and accounting concepts before taking the discussion beyond IT's walls. Do start mapping your costs, but just know how to communicate what the data is saying before sharing it. Not everyone will be at your level, familiar with ITFM language and concepts, or focused on the same things you are. Gauge where your audience is at so you can prepare for meaningful dialogue.

    1.2 Assess your readiness to tackle IT spend transparency

    Duration: One hour

    Note: This assessment is general in nature. It's intended to help you identify and prepare for potential challenges in your IT spend and staffing transparency effort.

    1. Rate your agreement with the "Data & Information" and "Experience, Expertise, & Support" statements listed on the slide immediately following the two instruction slides for this exercise. For each statement, indicate the extent to which you agree or disagree, where:
      1. 1 = Strongly disagree
      2. 2 = Disagree
      3. 3 = Neither agree nor disagree
      4. 4 = Agree
      5. 5 = Strongly agree
    2. Add up your numerical scores for all statements, where the highest possible score is 65.
    3. Assess your general readiness against the following guidelines:
      1. 50-65: Ready. The transparency exercise will involve work, but should be straightforward since you have the data, skills, tools, processes, and support to do it.
      2. 40-49: Ready, with caveats. The transparency exercise is doable but will require some preparatory legwork and investigation on your part around data sourcing, organization, and interpretation.
      3. 30-39: Challenged. The transparency exercise will present some obstacles. Expect to encounter data gaps, inconsistencies, errors, roadblocks, and frustrations that will need to be resolved.
      4. Less than 30: Not ready. You don't have the data, skills, tools, processes, and/or support to do the data transparency exercise. Take time to develop a stronger foundation of financial literacy and governance before tackling it.

    Document your outputs on the slide immediately following the two instruction slides for this exercise.

    1.2 Assess your readiness to tackle IT spend transparency

    InputOutput
    • Organizational knowledge
    • Estimation of IT spend and staffing transparency effort
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT financial lead

    IT spend transparency readiness assessment

    Data & Information
    Statement Rating
    We know how to access all IT department spend records.
    We know how to access all non-IT-department technology spend records.
    We know how to access all IT vendor/contractor agreements.
    We know how to access data about our IT staff costs and allocation, such as organizational charts and salaries/benefits.
    Our financial and staffing data is up-to-date.
    Our financial and staffing data are labeled, described, and organized so that we know what they're referring to.
    Our financial and staffing data are in a format that we can easily manipulate (e.g. export, copy and paste, perform calculations).
    Experience, Expertise, & Support
    Statement Rating
    We have sufficient expertise within the IT department to navigate and accurately interpret financial records.
    We have reasonable access to expertise/resources in our finance department to support us in an IT spend transparency exercise.
    We can allocate sufficient time (about 40 hours) and resources in the near term to do an IT spend transparency exercise.
    We have current accountabilities to track and internally report financial information to others on at least a monthly basis.
    There are existing financial policies, procedures, and standards in the organization with which we must closely adhere and comply.
    We have had the experience of participating in, or responding to the results of, an internal or external audit.

    Rating scale:
    1 = Strongly Disagree; 2 = Disagree; 3 = Neither agree nor disagree; 4 = Agree; 5 = Strongly agree
    Assessment scale:
    Less than 30 = Not ready; 30-39 = Challenged; 40-49 = Ready with caveats; 50-65 = Ready

    Take a closer look at the statements you rated 1, 2, or 3. These will be areas of challenge no matter what your total score on the assessment scale.

    Phase 1: Know your objectives

    Achievement summary

    You've now completed the first two steps on your IT spend transparency journey. You have:

    • Set your objectives for making your IT spend and staffing transparent.
    • Assessed your readiness to tackle the exercise and know how much work you'll need to do in order to do it well.

    "Mapping to a transparency model is labor intensive. You can do it once and never revisit it again, but we would never advise that. What it does is play well into an IT financial management maturity roadmap."
    - Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group

    Phase 2

    Gather Required Data

    This phase will walk you through the following activities:

    • Gather, clean, and organize your data
    • Build your industry-specific business views

    This phase involves the following participants:

    • Head of IT
    • IT financial lead
    • Other members of IT management

    Phase 2: Gather required data

    Finish your preparation.

    You're now ready to do the final preparation for your IT spend and staffing transparency journey. In this phase you will:

    • Gather your IT spend and staffing data and information.
    • Clean and organize your data to streamline mapping.
    • Identify your baseline data points.

    "Some feel like they don't have all the data, so they give up. Don't. Every data point counts."
    - Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

    Your IT spend transparency efforts are only as good as the quality of your inputs

    Aim for a comprehensive, complete, and accurate set of data and information.

    Diagram of comprehensive, complete, and accurate set of data and information

    Start by understanding what's included in technology spend

    Info-Tech's ITFM Technology Inventory

    In scope:

    • All network, telecom, and data center equipment.
    • All end-user productivity software and devices (e.g. laptops, peripheral devices, cell phones).
    • Information security.
    • All acquisition, development, maintenance, and management of business and operations software.
    • All systems used for the storage and management of business assets, data, records, and information.
    • All managed IT services.
    • Third-party consulting services.
    • All identifiable spend from the business for the above.

    Expand your thinking: Total tech spend goes beyond what's under IT's operational umbrella

    "Technology" means all technology in the organization regardless of where it lives, who bought it, who owns it, who runs it, or who uses it.

    IT may have low or no visibility into technologies that exist in the broader business environment beyond IT. Accept that you won't gain 100% visibility right now. However, do get started and be persistent.

    Where to look for non-IT technology ...

    • Highly specialized business functions - niche tools that are probably used by only a few people.
    • Power users and the "underserved" - cloud-based workflow, communication, and productivity tools they got on their own.
    • Operational technology - network-connected industrial, building, or physical security sensors and control systems.
    • Recently acquired/merged entities - inherited software.

    Who might get you what you need ...

    • Business unit and team leaders - identification of what they use and copies of their spend records and/or contracts.
    • Finance - a report of the "software" expenditure category to spot unrecognized technologies and their owners.
    • Vendors - copies of contracts if not forthcoming internally.
    • Your service desk - informal knowledge gained about unknown technologies at play in the course of doing their job.

    The IT spend and staffing transparency exercise is an opportunity to kick-start a technology discovery process that will give you and the business a true picture of your technology profile, use, and spend.

    Seek out data at the right level of granularity with the right supporting information

    Key data and information to seek out:

    • Credits applied to appropriate debits that show net expense, or detailed descriptions of credits with no matching debit.
    • Cash-based accounting (not accrual accounting). If accrual, will need to determine how to simplify the data for your uses.
    • Vendor names, asset classes, descriptors, and departments.
    • A total spend amount (CapEx + OpEx) that:
      • Aligns with the spend period.
      • Passes your gut check for total IT spend.
      • Includes annual amounts for multi-year contracts (e.g. one year of a three-year Microsoft enterprise agreement).
      • Includes technology spend from the business (e.g. OT that IT supports).
    • Insights on large projects.
    • Consolidated recurring payments, salaries and benefits, and other small expenses.

    Look for these data descriptors in your files:

    • Cost center/accounting unit
    • Cost center/department description
    • GL ACCT
    • CL account description
    • Activity description
    • Status
    • Program/business function/project description
    • Accounting period
    • Transaction amount
    • Vendor/vendor name
    • Product/product name

    Avoid data that's hard to use or problematic as it will slow you down and bring limited benefits

    Spend data that's out of scope:

    • Depreciation/amortization.
    • Gain or loss of asset write-off.
    • Physical security (e.g. key cards, cameras, motion sensors, floodlights).
    • Printer consumables costs.
    • Heating and cooling costs (for data centers).

    Challenging data formats:

    • Large raw data files with limited or no descriptors.
    • Major accounts (hardware and software) combined in the same line item.
    • Line items (especially software) with no vendor reference information.
    • PDF files or screenshots that you can't extract data from readily. Use Excel or CSV files whenever possible.

    Getting at the data you need can be easy or hard – it all depends

    This is where your governance culture and ITFM maturity start to come into play.

    Data source Potential data and information What to expect
    IT Current/past budget, vendor agreements, IT project records, discretionary spend, number of IT employees. The rigor of your ITFM practice and centralization of data and documents will affect how straightforward this is.
    Finance General ledger, cash and income statements, contractor payments and other accounts payable, general revenue. Secure their expertise early. Let them know what you're trying to do and what you need. They may be willing to prepare data for you in the format you need and help you decipher records.
    Purchasing List of vendors/suppliers, vendor agreements, purchase invoices. Purchasing often has more descriptive information about vendors than finance. They can also point you to tech spend in other departments that you didn't know about.
    Human Resources Organizational chart, staff salaries and benefits, number of employees overall and by department. Data about benefits costs is something you're not likely to have, and there's only one place you can reliably get it.
    Other Business Units Non-IT technology spend vendor agreements and purchase invoices, number of department employees. Other departments may be tracking spend in an entirely different way than you. Be prepared to dig and reconcile.

    There may be some data or information you can't get without a Herculean effort. Don't worry about it too much - these items are usually relatively minor and won't significantly affect the overall picture.

    Commit to finding out what you don't know

    Many IT leaders don't have visibility into other departments' technology spend. In some cases, the fact that spend is even happening may be a complete surprise.

    Near-term visibility fix ...

    • Ask your finance department for a report on all technology-related spend categories. "Software" is a broad category that finance departments tend to track. Scan the report for items that don't look familiar and confirm the originating department or approver.
    • Check in with the procurement office. See what technology-related contracts they have on record and which departments "own" them. Get copies of those contracts if possible.
    • Contact individual department heads or technology spend approvers. Devise your contact shortlist based on what you already know or learned from finance and procurement. Position your outreach as a discovery process that supports your transparency effort. Avoid coming across as though you're judging their spend or planning to take over their technologies.

    Long-term visibility fix ...

    • Develop your relationships with other business unit leaders. This will help open the lines of communication permanently.
    • Establish a cross-functional central technology office or group. The main task of this unit is to set and manage technology standards organization-wide, including standards for tracking and documenting technology costs and asset lifecycle factors.
    • Ensure IT is formally involved in all technology spend proposals and plans. This gives IT the opportunity to assess them for security compliance, IT network/system interoperability, manageability, and IT support requirements prior to purchase.
    • Ensure IT is notified of all technology financial transactions. This includes contracts, invoices, and payments for all one-time purchases, subscription fees, and maintenance costs.

    Finally, note any potential anomalies in the IT spend period you're looking at

    No two years have the exact same spend patterns. One-time spend for a big capital project, for example, can dramatically alter your overall spend landscape.

    Look for the following anomalies:

    • New or ongoing capital implementations or projects that span more than one fiscal year.
    • Completed projects that have recently transitioned, or are transitioning, from CapEx (decreasing) to OpEx (increasing).
    • A major internal reorganization or merger, acquisition, or divestiture event.
    • Crises, disasters, or other rare emergencies.
    • Changes in IT funding sources (e.g. new or expiring grants).

    These anomalies often explain why IT spend is unusually high in certain areas. There's often a good business reason.

    In many cases, doing a separate spend transparency exercise for these anomalous projects or events can isolate their costs from other spend so their true nature and impact can be better understood.

    2.1 Gather your input data and information

    Duration: Variable

    1. Develop a complete list of the spending and staffing data and information you need to complete the transparency mapping exercise. For each required item, note the following:
      1. Description of data needed (i.e. type, timeframe, and format).
      2. Ideal timeframe or deadline for receipt.
      3. Probable source(s) and contact(s).
      4. Additional facilitation/support required.
      5. Person on your transparency team responsible for obtaining it.
    2. Set up a data and information repository to store all files as soon as they're received. Ideally, you'll want all data/information files to be in an electronic format so that everything can be stored in one place. Avoid paper documents if possible.
    3. Conduct your outreach to obtain the input data and information on your list. This could include delegating it to a subordinate, sending emails, making phone calls, booking meetings, and so on.
    4. Review the data and information received to confirm that it's the right type of data, at the correct level of granularity, for the right timeframe, in a usable format, and is generally accurate.
    5. Enter documentation about your data and information sources in tab "1. Data & Information Sources" in the IT Spend & Staffing Transparency Workbook to reflect what you needed and where you got it in order to make the discovery process easier in the future.
    6. In the same tab in the IT Spend & Staffing Transparency Workbook, document any significant events that occurred that directly or indirectly impacted the selected year's spend values. These could include mergers/acquisitions/divestitures, major reorganizations or changes in leadership, significant shifts in product offerings or strategic direction, large capital projects, legal/regulatory changes, natural disasters, or changes in the economy.

    Download the IT Spend & Staffing Transparency Workbook

    2.1 Gather your input data and information

    InputOutput
    • Knowledge of potential data and information sources
    • List of data and information required to complete the IT spend and staffing transparency exercise
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT financial lead

    Tidy up your data before beginning any spend mapping

    Most organizations aren't immaculate in their tech spend documentation and tracking practices. This creates data rife with gaps that lives in hard-to-use formats.

    The more preparation you do to approach the "good data" intersection point in the diagram below, the easier your mapping effort will be and the more useful and insightful your final findings.

    Venn diagram of good data

    Make your data "un-unique" to reduce the number of line items and make it manageable

    There's a good chance that the IT spend data you've received is in the form of tens of thousands of unique line items. Use the checklist below to help you roll it up.

    Warning: Never overwrite your original data. Insert new columns/rows and put your alternate information in these instead.

    Step 1: Standardize vendor names

    • Start with known large vendors.
    • Select a standard name for the vendor.
    • Brainstorm possible variations on the vendor name, including abbreviations and shortforms.
    • Search for the vendor in your data and document the new standardized vendor name in the appropriate row.
    • Repeat the above for all vendors.
    • Sort the new vendor name column from A-Z. Look for instances where names remain unique or are missing entirely. Reconcile if needed and fill in missing data.

    Step 2: Consolidate vendor spend

    • Sort the new vendor name column from A-Z. Start with vendors that have the most line items.
    • Add together related spend items from a given vendor. Create a new row for the consolidated spend item and flag it as consolidated. Keep the following item types in separate rows:
      • Hardware vs. software spend for the same vendor.
      • Cloud vs. on-premises spend for the same vendor.
    • Repeat the above for all vendors.
    • Consider breaking out separate rows for overly consolidated line items that contain too many different types of IT spend.

    2.2 Clean and organize your data

    Duration: Variable

    1. Check to ensure that you have all data and information required to conduct the IT spend transparency exercise.
    2. Conduct an initial scan to assess the data's current state of hygiene and overall usability. Flag anything of concern and follow up with the data/information provider to fix or reconcile any issues.
    3. Normalize your data to make it easier to work with. This includes selecting data format standards and changing anything that doesn't conform to those standards. This includes items such as date conventions, currencies, and so on.
    4. Standardize product and vendor naming/references throughout to enable searching, sorting, and grouping. For example, Microsoft Office may be variably referred to as "Microsoft", "Office", "Office 365", and "Office365" throughout your data. Pick one descriptor for the product/vendor and replace all related references with that descriptor.
    5. Consolidate and aggregate your data. Ideally, the data you received from your sources has already been simplified; however, you may need to further organize it to reduce the number of individual line items to a more manageable number. The transparency exercise uses relatively high-level categories, so combine data sets and aggregate where feasible without losing appropriate granularity.
    6. Archive any original copies of files that have been modified or replaced with consolidated/aggregated versions for future reference if needed.

    2.2 Clean and organize your data

    InputOutput
    • Data and information files
    • A normalized set of data and information for completing the IT spend and staffing transparency exercise
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT financial lead

    Select IT spend "buckets" for the CXO Business View as your final preparatory step

    Every organization has both industry-agnostic and industry-specific lines of business that are the direct beneficiaries of IT spend.

    Common shared business functions:

    • Human resources.
    • Finance and accounting.
    • Sales/customer service.
    • Marketing and advertising.
    • Legal services and regulatory compliance.
    • Information technology.

    It may seem odd to see IT on the business functions list since the purpose of this exercise is to map IT spend. For business view purposes, IT spend refers to what IT spends on itself to support its own internal operations.

    Examples of industry-specific functions:

    • Manufacturing: Product research and development; production operations; supply chain management.
    • Retail banking: Core banking services; loan, mortgage and credit services; investment and wealth management services.
    • Hospitals: Patient intake and admissions; patient diagnosis; patient treatment; patient recovery and ongoing care.
    • Insurance: Actuarial analysis; policy creation; underwriting; claims processing.

    See the Appendix of this blueprint for definitions of shared business functions plus sample industry-specific business view categories.

    Define your CXO Business View categories to set yourself up well for future ITFM analyses

    The CXO Business View buckets you set up today are tools you can and should reuse in your overall approach to ITFM governance. Spend some time to get them right.

    Stay high-level

    Getting too granular invites administrative headaches and overhead. Keep things high-level and general:

    • Limit the number of direct stakeholders represented: This will reduce communication overhead and ensure you're dealing only with people who have real decision-making authority.
    • Look to your org. chart: Note the departments or business units listed across the top of the chart that have one executive or top-ranking senior manager accountable for them. These business units often translate as-is into a tidy CXO Business View category.

    Limit your number of buckets

    Tracking IT spend across more than 8-10 shared and industry-specific business categories is impractical.

    • Simplify your options: Too many buckets gets confusing and invites time-wasting doubt.
    • Reduce future rework: Business structures will change, which means recategorizing spend data. Using a forklift is a lot easier than using tweezers.
    • Stick to major business units: Create separate "Business Other" and "Industry Other" catch-all categories to track IT spend for smaller functions that fall outside of major business unit structures.

    Stay high-level with the CXO Business View

    Be clear on what's in and what's out of your categories to keep everyone on the same page

    Clear lines of demarcation between CXO Business View categories reduce confusion, doubt, and wheel-reinvention when deciding where to allocate IT spend.

    Ensure clear boundaries

    Mutual exclusivity is key when defining categories in any taxonomical structure.

    • Avoid overlaps: Each high-level business function category should have few or no core function or process overlaps with another business function category. Aim for clear vertical separation.
    • Be encompassing: When defining a category, list all the business capabilities and sub-functions included in that category. For example, if defining the finance and accounting function, remember to specify its less obvious accountabilities, like enterprise asset management if appropriate.

    Identify exclusions

    Listing what's out can be just as informative and clarifying as listing what's in.

    • Beware odd bedfellows: Minor business groups are often tucked under a bigger organizational entity even though the two use different processes and technologies. Separate them if appropriate and state this exclusion in the bigger entity's definition.
    • Draw a line: If a process crosses business function categories, state which sub-steps are out of scope.
    • Document your decisions: This helps ensure you allocate IT spend the same way every time.

    Clear lines of demarcation between CXO Business View categories

    2.3 Build your industry-specific business views

    Duration: Two hours

    1. Confirm your list of high-level shared business services (human resources, finance and accounting, etc.) as provided in Info-Tech's IT Spend & Staffing Transparency Workbook. Rename them if needed to match the nomenclature used in your organization.
    2. Set and define your additional list of high-level, industry-specific business categories that are unique to or define your industry. See the slides immediately following this exercise for tips on developing these categories, as well as the appendix of this blueprint for some examples of industry-specific categories and definitions.
    3. Create "Business Other" and "Industry Other" categories to capture minor groups and activities supported by IT that fall beyond the major shared and industry-specific business functions you've shortlisted. Briefly note the business groups/activities that fall under these categories.
    4. Edit/enter your shared and industry-specific business function categories and their definitions on tab "2. Business View Definitions" in the IT Spend & Staffing Transparency Workbook.

    Download the IT Spend & Staffing Transparency Workbook

    2.3 Build your industry-specific business views

    InputOutput
    • Knowledge about your organization's structure and business functions/units
    • A list of major shared business functions and industry-specific business functions/capabilities that are defining of your industry
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT financial lead

    Lock in key pieces of baseline data

    Calculating core IT spend metrics relies on a few key numbers. Settle these first based on known data before diving into detailed mapping.

    These baseline data will allow you to calculate high-level metrics like IT spend as a percent of revenue and year-over-year percent change in IT spend, as well as more granular metrics like IT staff spend per employee for a specific IT service.

    Baseline data checklist

    • IT spend analysis period (date range).
    • Currency used.
    • Organizational revenue.
    • Organizational OpEx.
    • Total current year IT spend.
    • Total current year IT CapEx and IT OpEx.
    • Total previous-year IT spend.
    • Total projected next-year IT spend.
    • Number of organizational employees.
    • Number of IT employees.

    You may have discovered some things you didn't know about during the mapping process. Revisit your baseline data when your mapping is complete and make adjustments where needed.

    2.4 Enter your baseline data

    Duration: One hour

    1. Navigate to tab "3. Baseline Data" in the IT Spend & Staffing Transparency Workbook. Using the data you've gathered, enter the following information to set your baseline data for future calculations:
      1. Your IT spend analysis date range. This can be concrete dates, a fiscal year abbreviation, etc.
      2. The currency you will be using throughout the workbook. It's important that all monetary values entered are in the same currency.
      3. Your organization's total revenue and total operating expenditure (OpEx) for the spend analysis data range you've specified. Revenue includes all sources of funding/income.
      4. Your total IT OpEx and total IT capital expenditure (CapEx). The workbook will add your OpEx and CapEx values for you to arrive at a total IT spend value.
      5. Total IT spend for the year prior to the current IT spend analysis date range, as well as anticipated total IT spend for the year following.
      6. Total IT staff spend (salaries, benefits, training, travel, and fees for employees and contractors in a staff augmentation role) for the spend analysis date range.
      7. The total number of organizational employees and total number of IT employees. These are typically full-time equivalent (FTE) values and include contractors in a staff augmentation role.
    2. Make note of any issues that have influenced the values you entered.

    Download the IT Spend & Staffing Transparency Workbook

    2.4 Enter your baseline data

    InputOutput
    • Cleaned and organized spend and staffing data and information
    • Finalized baseline data for deriving spend metrics
    MaterialsParticipants
    • IT Spend & Staffing Transparency Workbook
    • Head of IT
    • IT financial lead

    Phase 2: Gather required data

    Achievement summary

    You've now completed all preparation steps for your IT spend transparency journey. You have:

    • Gathered your IT spend and staffing data and information.
    • Cleaned and organized your data to streamline mapping.
    • Identified your baseline data points.

    "As an IT person, you're not speaking the same language at all as the accounting department. There's almost always a session of education that's required first."
    - Angie Reynolds, Principal Research Director, ITFM Practice, Info-Tech Research Group

    Phase 3

    Map Your IT Staff Spend

    This phase will walk you through the following activities:

    • Mapping your IT staff spend across the four views of the ITFM Cost Model
    • Validating your mapping

    This phase involves the following participants:

    • Head of IT
    • IT financial lead
    • Other members of IT management

    Phase 3: Map your IT staff spend

    Allocate your workforce costs across the four views.

    Now it's time to tackle the first part of your hands-on spend mapping effort, namely IT staff spend. In this phase you will:

    • Allocate your IT staff spend across the four views of the ITFM Cost Model.
    • Validate your mapping to ensure that it's accurate and complete.

    "We're working towards the truth. We know the answer, but it's how to get it. Take Data & BI. For some organizations, four FTEs is too many. Are these people really doing Data & BI? Look at the big picture and see if something's missing."
    - Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

    Staffing costs comprise a significant percent of OpEx

    Staffing is the first thing that comes to mind when it comes to spend. Intentionally bring it out of the shadows to promote constructive conversations.

    • Total staffing costs stand out from other IT spend line items. This is because they're comparatively large, often comprising 30-50% of total IT costs.
    • Standing out comes at a price. Staff costs are where business leadership looks first if they want cuts. If IT leadership doesn't bring forward ways to cut staffing costs as part of a broader cost-cutting mandate, it will be seen as ignorant of business priorities at best and outright insubordinate at worst.
    • Staffing costs as a percentage of total costs vary between IT functions. On the business side, there's a lack of understanding about what functions IT staff serve and support and the real-world costs of obtaining (and keeping) needed IT skills. For example, IT security staffing costs as a percentage of that service's total OpEx will likely be higher than service desk staff given the scarcity and higher market value of the former. Trimming 20% of IT staffing costs from the IT security function has much different implications than cutting 20% of service desk staffing costs.

    Staffing spend transparency can do a lot to change the conversation from one where the business thinks that IT management is just being self-protecting to one where they know that IT management is actually protecting the business.

    Demonstrating the legitimate reasons behind IT staff spend is critical in both rationalizing past and current spend decisions as well as informing future decisions.

    Info-Tech recommends that you map your IT staffing costs before all other IT costs

    Mapping your IT staffing spend first is a good idea because:

    • Staffing costs are usually documented more clearly, simply, and accurately than other IT costs.
    • Gathering all your IT staffing data is usually a one-stop shop (i.e. the HR department).
    • The comparative straightforwardness of mapping staff costs compared to other IT costs gives you the opportunity to:
      • Get familiar with the ITFM Cost Model views and categories.
      • Get the hang of the hands-on mapping process.
      • Determine the kinds of speed bumps and questions you'll encounter down the road when you tackle the more complicated mappings.

    "Some companies will say software developer. Others say application development specialist or engineer. What are these things? You have to have conversations ..."
    - Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

    Understand the CFO Expense View: "Workforce" categories defined

    For the staffing spend mapping exercise, we're defining the Workforce category here and will offer Vendor category definitions in the vendor spend mapping exercise later.

    Workforce: The total costs of employing labor in the IT organization. This includes all salary/wages, benefits, travel/training, dues and memberships, and contractor pay. Managed services expenses associated with an external service provider should be excluded from Workforce and included in Contract Services.

    Employee: A person employed by the IT organization on a permanent full-time or part-time basis. Costs include salary, benefits, training, travel and expenses, and professional dues and memberships. These relationships are managed under human resources and the bulk of spend transactions via payroll processes.

    Contractor: A person serving in a non-permanent staff augmentation role. These relationships are typically managed under procurement or finance and spend transactions handled via invoicing and accounts payable processes. Labor costs associated with an external service provider are excluded.

    CFO Expense View

    Mapping your IT staff across the CFO Expense View is relatively cut-and-dried

    The CFO Expense View is the most straightforward in terms of mapping IT staffing costs as it's made up of only two main categories: Workforce and Vendor.

    In the CFO Expense View, all IT spend on staffing is allocated to the Workforce bucket under either Employee or Contractor.

    What constitutes a Contractor can be confusing given increased use of long-term labor augmentation strategies, so being absolutely clear about this is imperative. For spend mapping purposes:

    • Any staff members under independent contract where individuals are paid directly by your organization as opposed to indirectly via a service provider (e.g. staffing firm) are considered Workforce > Contractor.
    • Any circumstances where you pay a third-party organization for labor is slotted under Vendor > Contract Services.

    CFO Expense View

    Understand the CIO Service View: Categories defined

    We've provided definitions for the major categories that require clarification.

    Applications Development: Purchase/development, testing, and deployment of application projects. Includes internally developed or packaged solutions.

    Applications Maintenance: Software maintenance fees or maintaining current application functionality along with minor enhancements.

    Hosting & Networks: Compute, storage, and network functionality for running/hosting applications and providing communications/connectivity for the organization.

    End User: Procurement, provision, management, and maintenance (break/fix) of end-user devices (desktop, laptops, tablets, peripherals, and phones) as well as purchase/support and use of productivity software on these devices. The IT service desk is included here as well.

    PPM & Projects: People, processes, and technologies dedicated to the management of IT projects and the IT project portfolio as a whole.

    Data & BI: Strategy and oversight of the technology used to support data warehousing, business intelligence, and analytics.

    IT Management: Senior IT leadership, IT finance, IT strategy and governance, enterprise architecture, process management, vendor management, talent management, and program and portfolio management oversight.

    Security: Information security strategy and oversight, practices, procedures, compliance, and risk mitigation to protect and prevent unauthorized access to organizational data and technology assets.

    CIO Service View

    Mapping your IT staff across the CIO Service View is a slightly harder exercise

    The complexity of mapping staff across this view depends on how your IT department is organized and the degree of role specialization vs. generalization.

    The CIO Service View mirrors how many IT departments are organized into teams or work groups. However, some partial percentage-based allocations are probably required, especially for smaller IT units with more generalized, cross-functional roles. For example:

    • A systems administrator's costs may need to be allocated 80% to Hosting & Networks and 20% to Security.
    • An app development team lead may spend about 40% of their time doing hands-on Development work and the other 60% on project management (i.e. PPM & Projects).

    Info-Tech has found that allocating staffing costs for Data & BI raises the most doubts as it can be very entangled with Applications and other spend. Do the best you can.

    Understand the CXO Expense View: Categories defined

    Expand shared services and industry function categories as suits your organization.

    Industry Functions: As listed and defined by you for your specific industry.

    Human Resources: IT staff and specific application functionality in support of organizational human resource management.

    Finance & Accounting: IT staff and specific application functionality in support of corporate finance and accounting.

    Shared Services Other: IT staff and specific application functionality in support of all other shared enterprise functions.

    Information Technology: IT staff and specific application functionality in support of IT performing its own internal IT operations functions.

    Industry Other: IT staff and specific application functionality in support of all other industry-specific functions.

    CXO Expense View

    Mapping your IT staff across the CXO Business View warrants the most time

    This view is probably the most difficult as many IT department roles are set up according to lines of IT service, not lines of business. Prepare to do a little math.

    The CXO Expense View also requires percentage-based splitting of role spend, but to a greater extent.

    • Start by mapping staff cost allocations for those roles that are at, or close to, 100% dedicated to a specific business function (if any).
    • For IT roles that support organization-wide or multi-department functions, knowing the percent of employees that work in each relevant business unit and parceling IT staff spend by those same percentages may be easiest. For example, a general systems administrator's costs could be allocated as 4% to HR, 2% to finance, 25% to sales, 20% to production operations, and so on based on the percentage of employees in each of the supported business units.

    Take a minute to figure out how you plan to map IT's indirect CXO Business View costs

    Direct IT costs are those that are dedicated to a specific business unit or user group, such a marketing campaign management app, specialized devices used by a specific subset of workers in the field, or a business analyst embedded full-time in a sales organization.

    VS

    Indirect IT costs are pretty much everything else that's shared broadly across the organization and can't be tied to just one stakeholder or user group, such as network infrastructure, the service desk, and office productivity apps. These costs must be fairly and evenly distributed.

    No indirect mapping method is perfect, but here's a suggestion:

    • Take the respective headcount of all business functions sharing the IT resource/service in question.
    • Calculate each business function's staff as a percentage of all organizational staff.
    • Use this same percent of staff to calculate and allocate a business function's indirect staff and indirect vendor costs.

    "There is always a conversation about indirect allocations. There's never been an organization I've heard of or worked for which has been able to allocate every technology cost directly to a business consumption or business unit."
    Monica Braun, ITFM Research Director, Info-Tech Research Group

    Example:

    • A company of 560 employees has six HR staff (about 1.1% of total staff).
    • Network admin staffing costs $143,000, so $1,573 (1.1%) would be allocated to HR.
    • Internet services cost $40,000, so $440 (1.1%) would be allocated to HR.

    Some indirect costs are shared by multiple business functions, but not all. In these cases, exclude non-participating business functions from the total number of organizational employees and re-calculate a new percent of staff for each participating business function.

    Know where you're most likely to encounter direct vs. indirect IT staffing costs

    Info-Tech has found that direct vs. indirect staffing spend is more commonly found in some areas than others. Use this insight to focus your work.

    Direct IT staffing spend

    Definition: Individuals or teams whose total time is formally dedicated to the support of one business unit/function.

    • Data & BI (direct to one non-IT unit)
    • IT Management (direct to IT)
      • Service planning & Architecture
      • Strategy & Governance
      • Financial Management
      • People & Resources

    Hybrid IT staffing spend

    Definition: Teams with a percent of time or entire FTEs formally dedicated to one business unit/function while the remainder of the time or team is generalized.

    • Applications
      • Applications Development
      • Applications Maintenance
    • IT Management
      • PPM & Projects

    Indirect IT staffing spend

    Definition: Individuals or teams whose total time is generalized to the support of multiple or all business units or functions.

    • Infrastructure
      • Hosting & Networks
      • End Users
    • Security

    Indirect staff spend only comes into play in the CXO Business View. Thoroughly map the CIO Service View first and leverage its outcomes to inform your allocations to individual business and industry functions.

    Understand the CEO Innovation View: Categories defined

    Be particularly clear on your understanding of the difference between business growth and business innovation.

    Business Innovation: IT spend/ activities focused on the development of new business capability, new products and services, and/or introduction of existing products/ services into new markets. It does not include expansion or update of existing capabilities.

    Business Growth: IT spend/activities focused on the expansion, scaling, or modernization of an existing business capability, product/service, or market. This is specifically related to growth within a current market.

    Keep the Lights On: IT spend/activities focused on keeping the organization running on a day-to-day basis. This includes all activities used to ensure the smooth operation of business functions and overall business continuity.

    CEO Innovation View

    Important Note

    Info-Tech analysts often skip mapping staff for the CEO Innovation View when delivering the IT Spend & Staffing Benchmarking Service.

    This is because, for many organizations, either most IT staff spend is allocated to Keep the Lights On or any IT staff allocation to Business Growth and Business Innovation activities is untracked, undocumented, and difficult to parse out.

    Mapping your IT staff across the CEO Innovation View is largely straightforward

    Clear divisions between CapEx and OpEx can be your friend when it comes to mapping this view. Focus your efforts on parsing growth vs. innovation.

    • The majority of IT staff costs are OpEx: And the majority of OpEx will land in the Keep the Lights On category. This is a comparatively simple mapping exercise. Know in advance that this will be the largest of the three buckets in the CEO Innovation View by a very wide margin, so don't be surprised if over 90% of IT staffing costs end up here.
    • Most of the remaining IT staff costs will be tied to capital projects and investments: This means that they will land in either Business Growth or Business Innovation, with the majority typically sitting under Business Growth. Again, don't be surprised if the Business Innovation category holds less than 3% of total IT staffing spend.

    Take your IT staff spend mapping to the next level with detailed time and headcount data

    Overlay a broader assessment of your IT staff

    Info-Tech's IT Staffing Assessment diagnostic can expand your view of what's really happening on the staffing front.

    • Learn your true distribution of IT staff across the same IT services listed in the ITFM Cost Model's CIO Service View.
    • Get other metrics such as degrees of seniority, manager span of control, and IT staff perception of their effectiveness.

    Take action

    1. Set it up: Contact your Info-Tech Account Manager and sign your team up to take the diagnostic.
    2. Assess the findings: Review the output report, specifically how your staff says they spend their time versus what your organization chart's been telling you.
    3. Apply the percentages: Use the FTE allocation percentages in the output report to guide how you distribute your staff spend across the CIO Service View.
    4. Expand your analysis: Use your staff's feedback around perceived aids and obstacles to effectiveness in order to inform and defend your recommendations and decisions on how IT funds should be spent.

    Consider these final tips for mapping your IT staffing costs before diving in

    Mapping your IT staffing costs definitely requires some work. However, knowing the common stumbling blocks and being systematic will yield the best results.

    Approach: Be efficient to be effective

    Start with what you know best: Map the CFO Expense View first to plug in information you already have. Next, map the CIO Service View since it's most aligned to your organization chart.

    Keep a list of questions: You'll need to seek clarifications. Note your questions, but don't reach out until you've done a first pass at the mapping - don't annoy people with a barrage of questions.

    Delegate: Your managers and leads have a more accurate view of exactly what their staff do. Consider delegating the CIO Service View and CXO Business View to them or turn the mapping exercise into a series of collaborative leadership team activities.

    Biggest challenge: Role/title ambiguity

    • The Business Analyst role is often vague. These staffers are often jacks-of-all-trades in IT. You probably can't rely on a generic job description to figure out exactly which services and business functions BAs are spending their time on. Plan to ask a lot of questions.
    • Other role titles may be completely inaccurate. Is the word "system" referring to apps, infrastructure, or both? Is the user experience specialist actually a programmer? Is a manager really managing anything? Know your organization's tendencies around meaningful job titling and set your workload expectations accordingly.

    Key step - validate! If you see services or functions with low or no allocation, or something just doesn't look right, investigate. Someone's doing that work - take the time to figure out who.

    3.1 Map your IT staffing costs

    Duration: Variable

    1. Navigate to tab "4. Staff Spend Mapping" in the IT Spend & Staffing Transparency Workbook. On one row, enter the name of an individual or group to be mapped, their role/title (if an individual), and their total known cost as per your collected data.
    2. Under the CFO Expense View (columns F-G), enter the number of FTEs represented by the individual or group named and their status (i.e. Employee or Contractor).
    3. Under the CIO Service View (columns L-AF), allocate the individual or group's spend as a percentage across all service categories. If the allocation for a service is 0%, leave the cell blank.
    4. Under the CXO Business View (columns AI-BA), allocate the individual or group's spend as a percentage across all business function and industry-specific function categories. If the allocation for a function is 0%, leave the cell blank.
    5. Under the CEO Innovation View (columns BD-BH), allocate the individual or group's spend as a percentage across Business Innovation, Business Growth, and Keep the Lights On. If the allocation for an investment type is 0%, leave the cell blank.
    6. Repeat steps 2 to 5 for all other IT staff (as individuals or groups).
    7. Follow up on and resolve any additional inquiries you need to make based on questions that arose during the mapping process.
    8. Validate your mapping by:
      1. Identifying spend categories that have zero staff spend allocation. Additional percentage allocation splits for certain roles are probably required.
      2. Investigating spend categories that seem to have very high or very low spend allocations based on a gut check. Again, double-check your percentage allocation splits.
      3. Ensuring your amounts add up to your previously calculated total IT staff spend. A balance tracker is provided on tab "6. Tracker & General Outputs" of the IT Spend & Staffing Transparency Workbook.

    Download the IT Spend & Staffing Transparency Workbook

    3.1 Map your staffing costs

    Input Output
    • Cleaned and organized IT staffing data and information
    • Finalized mapping of IT staff spend across the four views of the ITFM Cost Model
    Materials Participants
    • IT Spend & Staffing Transparency Workbook
    • Head of IT
    • IT financial lead
    • Other IT management as required

    Phase 3: Map your IT staff spend

    Achievement summary

    You've now completed your IT staff spend mapping. You have:

    • Allocated your IT staff spend across the four views of the ITFM Cost Model.
    • Validated your mapping to ensure it's accurate and complete.

    "Some want to allocate everybody to IT, but that's not how we do it. [In one CXO Business View mapping], a client allocated all their sand network people to the IT department. At the end of the process, the IT department itself accounted for 20% of total IT spend. We went back and reallocated those indirect staff costs across the business."
    - Kennedy Confurius, Research Analyst, ITFM Practice, Info-Tech Research Group

    Phase 4

    Map Your IT Vendor Spend

    This phase will walk you through the following activities:

    • Mapping your IT vendor spend across the four views of the ITFM Cost Model
    • Validating your mapping

    This phase involves the following participants:

    • Head of IT
    • IT financial lead
    • Other members of IT management

    Phase 4: Map your IT vendor spend

    Allocate your vendor costs across the four views.

    Now you're ready to take on the second part of your spend mapping, namely IT vendor spend. In this phase you will:

    • Allocate your IT vendor spend across the four views of the ITFM Cost Model.
    • Validate your mapping to ensure it's accurate and complete.

    "[One CIO] said that all technology spend runs through their IT group. But they didn't have hardware in their financial data file - no cellphones or laptops, no network or server expenses. They thought they had everything, but they didn't know what they didn't have. Assume it's out there somewhere."
    - Kennedy Confurius, Research Analyst, ITFM Practice, Info-Tech Research Group

    Tackle the non-staff side of IT spend

    Info-Tech analysts find that mapping the IT vendor spend data is harder because the source data is often scattered and not meaningfully labeled.

    • Be patient and systematic. As with mapping your IT staff spend data, the more organized you are from the outset and the more thoroughly you've prepared your data, the more straightforward the exercise will be.
      • Did you "un-unique" your data? If not, do that now before attempting mapping.
    • Get comfortable with making some assumptions. You need to get through the exercise, so sometimes making a best guess and entering a value is better than diving down a rabbit hole. Your gut is probably right anyway. But only make assumptions around smaller line items that don't have a massive impact on your final numbers. Never assume anything when it comes to big-ticket items.
    • Curb your urge to fix. Some of your buckets will start to get big, while others will barely budge. This is normal ... and interesting! Resist the urge to "balance" staffing spend in a bucket by loading it with apps and hardware for fear that the staffing spend looks too high and will be questioned. This exercise is about how things are, not how they look.

    "A common financial data problem is no vendor names. I've noticed that, even if the vendor name is there, there are no descriptors. You cannot actually tell what type of service it is. Data security? Infrastructure? Networking? Ask yourself 'What did we purchase and what does it do?'"
    - Aman Kumari, Research Specialist, ITFM Practice, Info-Tech Research Group

    Understand the CFO Expense View: Vendor categories defined

    These are the final definitions for this view. See the previous section for CFO Expense View > Workforce definitions used in the IT staffing cost mapping exercise.

    Vendor: Provider of a good or service in exchange for payment.

    Hardware: Costs of procuring, maintaining, and managing all IT hardware, including end-user devices, data center and networking equipment, cabling, and hybrid appliances for both on-premises and cloud-based providers.

    Software: Costs for all software (applications, database, middleware, utilities, tools) used across the organization. This includes purchase, maintenance, and licensing costs.

    Contract Services: Costs for all third-party services including managed service providers, consultants, and advisory services.

    Cloud: Offsite hosting and delivery of an on-demand software or hardware computing function by a third-party provider, often on a subscription-type basis.

    On-Prem: On-site hosting and delivery of a software or hardware computing function, often requiring upfront purchase cost and subsequent maintenance costs.

    Managed Services: Costs for outsourcing the provision and maintenance of a technical process or function.

    Consulting & Advisory: Costs for the third-party provision of professional or technical advice and expertise.

    CFO Expense View

    Know if a technology is cloud-based or on-premises before mapping

    A technology may be one, the other, or both if multiple versions are in play. Financial records rarely indicate which, but on-premises vs. cloud matters in your planning.

    On-Premises

    • Check your CapEx. Any net-new purchases of software or hardware for the IT spend analysis year in question should appear on the CapEx side of the equation. After the first year of implementation/rollout, all ongoing maintenance and management costs should be found under OpEx.
    • Focus on real in-year costs.
      • Don't try to map depreciation or amortization associated with CapEX. Instead, map any upfront purchase costs that occurred in the relevant IT spend analysis year.
      • Map any OpEX costs incurred from maintenance and management. For multi-year maintenance contracts, apply the percentage of fees paid for the relevant year.

    Cloud

    • Check your OpEx. Cloud services are typically fee-based, which means the costs often come in the form of regularly timed bills akin to a subscription.
    • Differentiate new services from older ones. If the cloud service was initiated during the IT spend analysis year in question, there may be some one-time service setup and initiation fees that were legitimately slotted under CapEx. If the cloud service isn't new, then all costs should be OpEx.

    Vendors are increasingly "retiring" on-premises software products. This means an older version may be on-prem, a newer one cloud, and you may have both in play.

    Mapping built-in data, analytics, and security functions can raise doubts

    With so many apps focused on capturing, manipulating, and protecting data, built-in analytics, reporting, and security functions blur CIO Service View bucket boundaries.

    Applications vs. Data & BI

    • In recent years, much more powerful analysis and report-generation features have been added to core enterprise applications. If analytics and reporting functionality is an extended feature of a database-driven application, such as ERP or CRM, then map it to one of the Applications buckets.
    • If the sole purpose of the application is to store, manipulate, query, analyze, and/or visualize data, then log its costs under Data & BI. These would include technologies such as data warehouses, marts, cubes, and lakes; desktop data visualization tools; enterprise business intelligence platforms; and specialized reporting tools.

    Applications vs. Security

    • A similar conundrum exists for Security. So many tools today have built-in security functionality that cannot be unintegrated from the app they support. Don't even try to isolate native security functionality for spend mapping purposes - map it to Applications.
    • If the tool is a special-purpose, standalone security tool or security platform, then map it to Security. These tools usually sit within, and are used/managed by, IT. They include firewalls; antivirus/anti-malware; intrusion prevention, detection and response; access control and authentication; encryption; and penetration testing and vulnerability assessment.

    Putting spend in the right bucket does matter. However, if uncertainty persists, err on the side of consistency. For most organizations Applications Maintenance does end up being the biggest bucket.

    When mapping the CXO Business View, do the biggest vendors first

    Below is a suggested order of operations to clear through the majority of vendor spend as early as possible in the process.

    1 Sort high to low Sort your list of vendor spend from highest to lowest. Your top 20 vendors should constitute most of the spend.
    2 Map multi-department enterprise apps Flag your top apps vendors that have presence in most or all of your business units. Map these first. These tend to be enterprise-level business apps "owned" by core business functions but used broadly across the organization such as enterprise resource planning (ERP), customer relationship management (CRM), and people management systems.
    3 Map end-user spend Identify top vendors of general end-user technologies like office productivity apps, desktop hardware, and IT service desk tools. Allocate percentages according to your selected indirect spend mapping method.
    4 Map core infrastructure spend Map the behind-the-scenes network, telecom, and data center technologies that underpin IT, plus any infrastructure managed services. Again, apply your selected indirect spend mapping method.
    5 Map business-unit specific technologies This is the spend that's often incurred by just one department. This may also be technology spend that's out in the business, not in IT proper. Map it to the right business function or put it in Business Other or Industry Other if the business function doesn't have its own bucket.
    6 Map the miscellaneous Only smaller spend items likely remain at this point. When in doubt, map them to either Business Other or Industry Other.

    After mapping the CXO Business View, your Other buckets might be getting a bit big

    It's common for the Business Other and Industry Other categories to be quite large, and even the largest. This is okay, but plan to dig deeper and understand why.

    Remember "when in doubt, map to either the Business Other or Industry Other category"? Know what large Other buckets might really be telling you. After your first pass at mapping the CXO Business View, review Business Other and Industry Other if either is more than about 10% of your total spend.
    Diversification: Your organization has a wide array of business functions and/or associated staff that exist outside the core business and industry-specific categories selected. Are there minor business functions that can reasonably be included with the core categories identified? If not, don't force it. Better to keep your core buckets clean and uncomplicated.
    Non-core monolith: There's a significant technology installation outside the core that's associated with a comparatively minor business function. Is there a business function incurring substantial technology spend that should probably be broken out on its own and added to the core? If so, do it. Spend is unlikely to get smaller as the organization grows, so best to shine a light on it now.
    Shadow IT: There's significant technology spend in several areas of the organization that is unowned, unmanaged, or serving an unknown purpose as far as IT is concerned. Is a lot of the spend non-IT technology in the business? If yes, flag it and plan to learn more. It's likely that technologies living elsewhere in the organization will become IT concerns eventually. Better to be ready than to be surprised.

    As with staffing, CapEx vs. OpEx helps map the CEO Innovation View

    Mapping to this view was optional for IT staffing. For hard technology vendor spend, mapping this view is key. Use the guidance below to determine what goes where.

    Keep the Lights On
    Spend usually triggered by a service deck ticket or work order, not a formal project. Includes:

    • Daily maintenance and management.
    • Repair or upgrade of existing technology to preserve business function/continuity.
    • Purchase of "commodity" technology, such as standard-issue laptops and licenses for office productivity software.

    Business Growth
    Spend usually in the context of a formal project under a CapEx umbrella. Includes:

    • Technology spend that directly supports business expansion of an existing product or service and/or market.
    • Modernizing existing technology.
    • Extension of, or investment in, existing infrastructure to ensure reliability and availability in response to growth-driven scaling of headcount and utilization.

    Business Innovation
    Spend is always in the context of a formal project and should be 100% CapEx in the first year after purchase. Includes:

    • Technology spend that directly supports development and rollout of new products or service and/or entry into new markets.
    • Use of existing technology or investment in net-new technology in direct support of a new business initiative, direction, or requirement.

    In many organizations, most technology spend will be allocated to Keep the Lights On. This is normal but should generate conversations with the business about redirecting funds to growth and innovation.

    Remember these top tips when mapping your technology vendor spend

    The benefits of having tidy and organized data can't be overstated, as your source data will be in a more varied state for this phase of the mapping than with IT staffing data.

    Approach: Move from macro to micro

    • Start with the big enterprise apps: These will probably be in the top five of your vendor spend list and will likely have good info about how and by whom they're used. Get them out of the way.
    • Clear out shared technologies. This will feature infrastructure and operations plus office productivity and communications spend. Portioning spend by department headcount for the CXO Business View is the hardest part. Get this forklift task out of the way too.
    • Don't sweat the small stuff. Wasting hours chasing the details of a $500 line item isn't worth it when you have five-, six-, or even seven-figure line items to map.

    Biggest challenge: Poor vendor labeling

    • Vendor labels are often an inconsistent mess or missing entirely. Standardize and apply consistent vendor labels throughout your data so that you can aggregate your data into a workable form.
    • Spend transactions with the same vendor can be scattered all over the place in your general ledger. Take the time to "un-unique" your data to save yourself tremendous grief later on.
    • Start new go-forward labeling habits. Talk to finance about your new list of vendor naming standards and tagging spend as on-prem or cloud. Getting their cooperation with these are major wins.

    Key step - validate! If you see services or functions with low or no allocation, or something just doesn't look right, investigate. There's probably a technology out there in the business doing that work.

    4.1 Map your IT vendor spend

    Duration: Variable

    1. Navigate to tab "5. Vendor Spend Mapping" in the IT Spend & Staffing Transparency Workbook. On one row, enter a spend line item (vendor, product, etc.), a brief description, and the known amount of spend.
    2. Under the CFO Expense View (columns F-P), allocate the line item's spend as a percentage across all asset-class categories. If the allocation for a line item is 0%, leave the cell blank.
    3. Under the CIO Service View (columns S-AM), allocate the line item's spend as a percentage across all service categories. If the allocation for a service is 0%, leave the cell blank.
    4. Under the CXO Business View (columns AP-BH), allocate the line item's spend as a percentage across all business function and industry-specific function categories. If the allocation for a function is 0%, leave the cell blank.
    5. Under the CEO Innovation View (columns BK-BO), allocate the line item's spend as a percentage across Business Innovation, Business Growth, and Keep the Lights On. If the allocation for an investment type is 0%, leave the cell blank.
    6. Repeat steps 2-5 for all spend line items.
    7. Follow up on and resolve any additional inquiries you need to make based on questions that arose during the mapping process.
    8. Validate your mapping by:
      1. Ensuring your amounts add up to your previously calculated total IT vendor spend. A balance tracker is provided on tab "6. Tracker & General Outputs" of the IT Spend & Staffing Transparency Workbook.
      2. Identifying spend categories that have zero spend allocation. Additional percentage allocation splits for certain line items are probably required.
      3. Investigating spend categories that seem to have very high or very low spend allocations based on a gut check. Again, double-check your percentage allocation splits.

    Download the IT Spend & Staffing Transparency Workbook

    4.1 Map your IT vendor spend

    InputOutput
    • Cleaned and organized IT vendor spend data and information
    • Finalized mapping of IT vendor spend across the four views of the IT Cost Model
    MaterialsParticipants
    • IT Spend & Staffing Transparency Workbook
    • Head of IT
    • IT financial lead
    • Other IT management as required

    Phase 4: Map your IT vendor spend

    Achievement summary

    You've now completed your IT vendor spend mapping. You have:

    • Allocated your IT vendor spend across the four views of the ITFM Cost Model.
    • Validated your mapping to ensure it's accurate and complete.

    "A lot of organizations log their spending by vendor name with no description of the goods or services they actually purchased from the vendor. It could be hardware, software, consulting services ... anything. Having a clear understanding of what's really in there is an essential aspect of the spend conversation."
    - Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

    Phase 5

    Identify Implications for IT

    This phase will walk you through the following activities:

    • Analyzing the results of your IT staff and vendor spend mapping across the four views of the ITFM Cost Model
    • Preparing an executive presentation of your transparent IT spend

    This phase involves the following participants:

    • Head of IT
    • IT financial lead
    • Other members of IT management

    Phase 5: Identify implications for IT

    Analyze and communicate.

    You're now nearing the end of the first leg in your IT spend transparency journey. In this phase you will:

    • Analyze the results of your IT spend mapping process.
    • Revisit your transparency objectives.
    • Prepare an executive presentation so you can share findings with other leaders in your organization.

    "Don't plug in numbers just to make yourself look good or please someone else. The only way to improve is to look at real life."
    - Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group

    You've mapped your IT spend data. Now what?

    With mapped data in hand, now you can start to tell IT's spend story with stakeholders in the business.

    Mapping your IT spend is a lot of work, but what you've achieved is impressive (applause!) as well as essential for growing your ITFM maturity. Now put your hard work to work.

    • Consider benchmarking. While not covered in-depth here, benchmarking against yourself in a year-over-year approach as well as against external industry peers are very useful exercises in your technology spend analysis.
    • Review your numbers and graphs. Your IT Spend & Staffing Transparency Workbook contains a series of data visualizations that will help you see the big picture as well as relationships between spend categories.
    • Note the very big numbers, the very small numbers, and the things that just look odd. You'll want to investigate and understand these further.
    • Prepare to communicate. Facilitating conversations with stakeholders in the business is the immediate objective of the IT spend and staffing transparency exercise. Decide where and with whom you want to start dialogue.

    The slides that follow show sample data summaries and visualizations generated in the IT Spend & Staffing Transparency Workbook. We'll take a look at the metrics, tables, and graphs you now have available to you post-mapping and how you can potentially use them in conversations with different IT stakeholders.

    Evaluate how you might use benchmarks before diving into your analysis

    Benchmarking can be a useful input for contextualizing and interpreting your IT spend data. It's not essential at this point but should be part of your ITFM toolkit.

    There are two basic types of benchmarking ...

    Internal: Capturing a current-state set of data about an in-house operation to serve as a baseline. Over time, snapshots of the same data are taken and compared to the baseline to track and assess changes. Common uses for internal benchmarking include:

    • Assessing the impact of a project or initiative.
    • Measuring year-over-year performance.

    External: Seeking out aggregated, current-state data about a peer-group operation to assess your own relative status or performance on the same operation. Common uses for external benchmarking include:

    • Understanding common practices in the industry.
    • Strategic and operational visioning, planning, and goal-setting.
    • Putting together a business case for change or investment.

    Both types of benchmarking benefit from some formality and rigor. Info-Tech can help you stand up an ITFM benchmarking approach as well as connect you with actual IT spend peer benchmarks via our IT Spend & Staffing Benchmarking service.

    5.1 Analyze the results of your IT spend mapping

    Duration: Variable

    1. Review the guidance slides that follow the two instruction slides for this exercise to provide yourself with a grounding on how to interpret and analyze your mapped IT staff and vendor spend data.
    2. Systematically review the data tables and graphs on the "Outputs" tabs 6 through 10 in the IT Spend & Staffing Transparency Workbook. There are several approaches you can take - use the one that works best for you. For example:
      1. Review each view in its entirety, one at a time.
      2. Review all workforce spend collectively across all four views, followed by all vendor spend across all four views (or vice versa).
    3. Make note of any spend values that are comparatively high or low or strike you as odd or worth further investigation.
    4. Craft a series of spend-related questions you want to answer for yourself and your stakeholders using the data.
      1. For example, you need to cut costs and apps maintenance is high. Your question could be, "Can we cut costs on applications maintenance staffing?"
      2. Alternatively, you can develop a series of statements (research hypotheses) that you seek to prove true or false with the data. This approach is useful for testing assumptions you've been making. For example, "We can cut spending on applications maintenance staff. True or false?"
    5. Use the template provided on tab "11. Data Analysis" in the IT Spend & Staffing Transparency Workbook to document your findings and conclusions, along with the data that supports them.

    Download the IT Spend & Staffing Transparency Workbook

    5.1 Analyze the results of your IT spend mapping

    InputOutput
    • Tabular and graphical data outputs
    • Conclusions and potential actions about IT staff and vendor spend
    MaterialsParticipants
    • IT Spend & Staffing Transparency Workbook
    • Head of IT
    • IT financial lead
    • Other IT management as required

    High-level findings: Use these IT spend metrics to review and set big picture goals

    Think of these metrics as key anchors in your long-term strategic planning efforts.

    Use IT spend metrics to review and set big goals

    It's common for the business to want a sacrifice in IT OpEx in favor of CapEx

    CapEx and OpEx approval mechanisms are often entirely separate. Different tax treatment for CapEx means that it's usually preferred by the business over OpEx.

    OpEx is often seen as a sunk cost (i.e. an IT problem).

    • Barring a major decision or event, OpEx on an individual item will generally trend upward over time, often by a few percent every year, in lockstep with inflation and growth in organizational headcount.
    • A good portion of OpEx, however, is necessary for basic business continuity.

    CapEx is usually seen as investment (i.e. a business growth opportunity).

    • CapEx behaves quite differently than OpEx. On-the-books capitalized spend on an individual asset tends to trend downward over time due to depreciation or amortization.
    • CapEx only tends to go up when a net-new capital project is initiated, and organizations often have more control over if, when, and how this spend happens.

    Break down the OpEx/CapEx wall. Reference OpEx whenever you talk about CapEx. The best way to do this is via Total Cost of Ownership (TCO).

    • Present data on long-term OpEx projections whenever a new capital project is proposed and ensure ongoing maintenance funds are secured.
    • Educate your CFO about the impact of the cloud on OpEx. See if internal OpEx/CapEx ratio expectations can be adjusted to reflect this reality.

    Spend by asset class offers the CFO a visual illustration of where the money's really gone

    The major spend categories should look very familiar to your CFO. It's the minor sub-categories that sit underneath where you ultimately want to drive the conversation.

    Traditional categories don't reflect IT reality anymore.

    • Most finance departments have "software" accounts that contain apples and oranges, plus other dissimilar fruit.
    • Software isn't just software anymore. Now it's on-premises (CapEx) or cloud (OpEx). The same distinction applies to traditional hardware due to the advent of managed services.
    • The basic categories traditionally used to tag IT spend are out of date. This makes it hard for IT to have meaningful conversations with the CFO since they're not working from the same glossary.

    "Software (on-premises)" and "hardware (cloud)" are more meaningful descriptors than "software" and "hardware." Shift the dialogue.

    Start the migration from major categories to minor categories.

    • Still give the CFO the traditional major categories they're looking for but start including minor category breakdowns into your communications. Most importantly, have a meeting to explain what these minor categories are and why they're important to managing IT effectively.
    • Next, see if the CFO can formally split on-premises vs. cloud software on the books as a first step in making IT spend tracking more meaningful.

    Employees vs. contractors warrants a specific conversation, plus a change in mindset

    IT leaders often find it easier to get approval for contracted labor than to hire a permanent employee. However, the true value proposition for contractors does vary.

    The decision to go with permanent employees or contractors depends on your ultimate goals.

    • Contractors tend to be less expensive and provide more flexibility when adjusting to changing business needs. However, contractors may be less dedicated and take their skills and knowledge with them when they leave.
    • Permanent employees bring additional costs like benefits and training. Plus, letting them go is a lot more complicated. However, they can also bring real value in a way a contractor can't when it comes to sustaining long-term strategic growth. They're assets in themselves.

    Far too often, labor-sourcing decisions are driven by controlling near-term costs instead of generating and sustaining long-term value.

    Introduce the cost-to-value ratio to your workforce spend conversations.

    • Your mapped data will allow you to talk about comparative headcount and spend. This is a financial conversation devoid of context.
    • Go beyond. Show how workforce spend has allowed stated goals to be achieved while controlling for costs. This is the true definition of value.

    CFO Expense View: Shift the ITFM conversation

    Now that you've mapped your IT spend data to the CFO Expense View, there are some questions you're better equipped to answer, namely:

    • How should I classify my IT costs?
    • What information should I include in my plans and reports?
    • How do I justify current spend?
    • How do I justify a budget increase?

    You now have:

    • A starting point for educating the CFO about IT spend realities.
    • A foundation for creating a shared glossary of terms that works for both IT and the finance department and facilitates more meaningful conversations.
    • Proof that there are major areas of IT spend, such as cloud software, that are distinctive and probably warrant their own financial category in the general ledger.
    • A transparent record of IT spend that shows that you understand and care about financial issues, fostering the goodwill and trust that facilitates investment in IT.
    • A starting point to change the ITFM conversation with the CFO from one focused on cost to one focused on value.

    Exactly how is IT spending all that money we give them?

    Exactly like this ...

    Chart of the CFO Expense View

    The CIO Service View aligns with how IT organizes and manages itself – this is your view

    The data mapped here is a critical input for IT's service planning and management program and should be integrated into your IT performance measurement activities.

    Major service categories: These values give a high-level snapshot of your general IT service spend priorities. In most organizations, Applications dominates, making it a focus for cost optimization.

    Minor service categories: The level of granularity for these values prove more practical when measuring performance and making service management decisions - not too big, not too small. While not reflected in this example, application maintenance is usually the largest relative consumer of IT spend in most organizations.

    Data & BI and security: Isolating the exact spend for these services is challenging given that they're often entangled in applications and infrastructure spend respectively, and separate spend tracking for both is a comparatively recent practice.

    Table of CIO Service View

    Check the alignment of individual service spend against known business objectives

    Some IT services are taken for granted by the business, while others are virtually invisible. This lack of visibility often translates into funding misalignments.

    Is the amount of spend on a given service in parallel with the service's overall importance?

    • Though often unstated, ensuring continuity of basic business operations is always the top priority. This means business apps, core infrastructure, end users, and security need to be appropriately funded - these should collectively comprise the majority of IT service spend.
    • Strategy-supporting IT services, like data & BI, see high investment variability between organizations. If its strategic role/importance doesn't align with spend, flag it as an issue you'll need to reconcile with the business by increasing funding (important) or reducing service levels (unimportant).
    • The strategic importance of IT as a whole is often reflected in the spend on IT management services. If spend is low, IT's probably seen as a support function, not a strategic one.

    Identify the hot spots and pick your battles.

    • Spend levels are just approximate gauges of where and how the business is willing to spend its money. Start with this simple gut check.
    • Noting the areas of importance vs. spend misalignment will help you identify where negotiations with the business should probably happen.

    A mature IT cost optimization practice is often approached from the service perspective

    When optimizing IT costs, you have two OpEx levers to pull - vendor spend and staff spend. Isolating these two sources of IT service spend will help shortlist your options.

    It's all about how much room you have to move.

    • Any decision made about how a service is provisioned will push vendor and staff spend in clear, predictable, and often opposite directions (e.g. in-house and people-intensive services tend to see higher staff spend, while outsourced and tech-intensive services higher vendor spend).
    • Service levels required by the business should be the driving factor behind service design and spend decisions. High service spend may reflect priority but may also indicate it's over-built and is ripe for a cost-optimization treatment.
    • Service spend is a useful barometer for tracking the financial impact of any changes made to IT. Add simple unit-cost metrics like "service spend per organizational employee" and "service spend per FTE assigned to the service" to see if and how the dial has moved over time.

    Grow your IT service management practice.

    • The real power of the CIO Service View is laying the groundwork for next-level IT service management initiatives like developing a service catalog, negotiating service-level agreements, rolling out chargeback and showback mechanisms, and calculating IT's value to the business.
    • Use service spend as a common denominator for both your IT service management and IT performance management programs. Better yet, integrate the two programs to ensure a single version of the truth.

    CIO Service View: Optimize your cost-to-value ratio

    Now that you've mapped your IT spend data to the CIO Service View, there are some questions you're better equipped to answer, namely:

    • What's the impact of cloud adoption on speed of delivery?
    • Where can I improve spend efficiency?
    • Is my support model optimized?
    • How does our spend compare to others?

    You now have:

    • Data that shows the financial impact of change decisions on service costs.
    • Insight into the relationship between vendor spend and staff spend within a given IT service.
    • The information you need to start developing service unit costing mechanisms.
    • A tool for setting and right-sizing service-level agreements with the business.
    • A more focused starting point for investigating IT cost-optimization opportunities.
    • A baseline for benchmarking common IT services against your peers.

    Does the amount we spend on each IT service make sense?

    We have some good opportunities for optimization ...

    Chart of CIO Service View

    The CXO Business View will spur conversations that may have never happened before

    This view is a potential game changer as previously unknown technology spend is often revealed, triggering change in IT's relationship with business unit leaders.

    Table of CXO Business View

    The big beneficiaries of IT spend will leap out

    The CXO Business View mapping does have a "shock and awe" quality to it given large spend disparities. They may be totally legitimate, but they're still eye-catching.

    Share information, don't push recommendations.

    • Have a series of one-on-one meetings with business unit leaders to present these numbers.
      • Approach initial meetings as information-sharing sessions only. The data is probably new to them, and they'll need time to reflect and ask questions.
      • Bring a list of the big-ticket spend items for that business unit to focus the conversation.
    • Present these numbers at a broader leadership meeting.
      • It's critical for everyone to hear the same truth and learn about each other's technology needs and uses.
      • This is where recommendations for better aligning IT spend with business goals and cost-optimization strategies should surface. A group approach will bring technology haves and have-nots into the open, as well as provide a forum for collaborative solutioning.

    If possible, slice the numbers by business unit headcount.

    • IT spend per business unit employee is an attention-getting metric that can help gain entry to important conversations.
    • Comparing per-employee spend across different business functions is not necessarily an apples-to-apples comparison, as units like HR may have few employees but serve the entire organization. Bring up these kinds of differences to provide context and avoid misinterpretations.

    Questions will arise in how you calculated and allocated indirect IT spend

    IT spend for things like core infrastructure and end-user services must be distributed fairly across multiple or all business units. Be prepared to explain your methods.

    Be transparent in your transparency.

    • Distributing indirect spend is imprecise by nature. You can't account for every unique circumstance. However, you can devise a logic-driven, general approach that's defensible, fair, and works for most people most of the time.
    • Lay out your assumptions from the start. This is an important part of communicating transparently and can prevent unwanted descent into weedy rabbit holes.
      • List what you classified as indirect spend. Use the CFO Expense View and/or CIO Service View categories to aid your presentation of this information.
      • Point out known circumstances that didn't fit your general allocation method and how you handled them. Opting to ignore minor anomalies is reasonable but be sure to tell business unit leaders you did this and why.

    Use questions about indirect IT staff spend distribution to engage stakeholders.

    • As a percentage, the indirect IT staff spend allocation to a specific business unit may be higher than that for IT vendor spend since IT staff tend to operate more generally than the technologies they support.
    • Leverage any pushback about indirect spend as an opportunity to engage the broader business leadership group. Let them arrive at a consensus of how they want it done and confirm buy-in.

    CXO Business View: Bring the truth to light

    Now that you've mapped your IT spend data to the CXO Business View, there are some questions you're better equipped to answer, namely:

    • Which business units consume the most IT resources?
    • Which business units are underserved by IT?
    • How do I best communicate spend data internally?
    • Where do I need better business sponsorship for IT projects?

    You now have:

    • A reason-based accounting of direct and indirect amounts spent on IT vendors and staff in support of each major business unit.
    • Insight into the technology haves and have-nots in your organization and where opportunities to optimize costs may exist.
    • Attention-getting numbers that will help you engage business-unit leaders in meaningful conversations about their use of IT resources and the value they receive.
    • A mechanism to assess if a business unit's consumption of IT is appropriate and aligned with its purpose and mandate in the organization.
    • A list of previously unknown business-side technologies that IT will investigate further.

    Why doesn't my business unit get more support from IT?

    Let's look at how you compare to the other departments ...

    Chart of the CXO Business View

    From the CEO's high-level perspective, IT spend is a collection of distinct financial islands

    From IT's perspective, these islands are intimately connected, with events on one affecting what happens (or doesn't) on another. Focus on the bridges.

    Table of CEO High-level Perspective

    Focus more on unifying the view of technology spend than on the numbers

    When talking to the CEO, seek to build mutual understanding and encourage a holistic approach to the organization's technology spend.

    Use the numbers to get to the real issues.

    • Clarify with the CEO what business innovation, business growth, and KTLO means to them and the role each plays in the organization's strategic and operational plans.
    • Find out the role they think IT, and technology as a whole, has in realizing business plans. Only then can you look at the relative allocation of IT spend with them to see if the aspiration aligns with reality.
    • Eventually, you'll need to discuss expectations around who pays the bills for operationally supporting capital technology investments over the long-term (i.e. IT or the business units that actually want and use it). You'll have concrete examples of business projects that consumed IT operations resources without a corresponding increase in IT's OpEx budget.

    Focus your KTLO spend conversation on risk and trade-off.

    • Every strategic conversation needs to look at the impact on ongoing operations. Every discussion about CapEx needs to investigate the long-term repercussions for OpEx. Look at the whole tech spend picture.
    • Use risk to get KTLO/OpEx into the conversation. Be straightforward (i.e. "If we do/don't do this, then we can/can't do that"). Simply put, mitigating the risks that get in the way of having it all usually requires spending.

    CEO Innovation View: Learn what's really expected of IT

    Now that you've mapped your IT spend data to the CEO Innovation View, there are some questions you're better equipped to answer, namely:

    • Why is KTLO spend so high?
    • What should our operational spend priorities be?
    • Which projects and investments should we prioritize?
    • Are we spending enough on innovative initiatives?

    You now have:

    • A holistic, organization-wide view of total technology spend in support of different investment types, namely business innovation, business growth, and keeping things up and running.
    • Data-driven examples that prove the impact of near-term capital spend on long-term operational expenses and the intimate relationship between the two types of spend.
    • A way to measure the degree of alignment between the innovation and growth goals the organization has and how money is actually being spent to realize those goals.
    • A platform to discuss how technology investment decision-making and governance can work better to realize organizational mandates and goals.

    I know what IT costs us, but what is it really worth?

    Here's how tech spend directly supports business objectives ...

    Chart of CEO Innovation View

    Revisit your IT spend transparency objectives before crafting your executive presentation

    Go back to exercise 1.1 to remind yourself why you undertook this effort in the first place, clear your head of all that data, and refocus on the big picture.

    Review the real problems and issues you need to address and the key stakeholders.
    This will guide what data you focus on or showcase with other business leaders. For example, if IT OpEx is perceived as high, be prepared to examine the CapEx/OpEx ratio as well as cloud-related spend's impact on OpEx.

    Flag ITFM processes you'll develop as part of your ITFM maturity improvement plan.
    You won't become a TCO math expert overnight, but being able to communicate your awareness of and commitment to developing and applying ITFM capabilities helps build confidence in you and the information you're presenting.

    Use your first big presentation to debut ITFM.
    ITFM as a formal practice and the changes you hope to make may be a novel concept for your business peers. Use your newfound IT spend and staffing transparency to gently wade into the topic instead of going for the deep dive.

    Now it's time to present your transparent IT spend and staffing data to your executive

    Pull out of analysis mode. You're starting to tell the IT spend story, and this is just the first chapter. Introduce your cast of characters and pique your audience's interest.

    The goal of this first presentation is to showcase IT spend in general and make sure that everyone's getting the same information as everyone else.

    Go broad, not deep
    Defer any in-depth examinations until after you're sure you have everyone's attention. Only dive deep when you're ready to talk about specific plans via follow-up sessions.

    Focus on the CXO
    Given your audience, the CXO Business View may be the most interesting for them and will trigger the most questions and discussion. Plan to spend the largest chunk of your time here.

    Avoid judgment
    Let the numbers speak for themselves. Do point out what's high and what's low, but don't offer your opinion about whether it's good or bad. Let your audience draw their own conclusions.

    Ask for impressions
    Education and awareness are primary objectives. What comes up will give a good indication of what's known, what's news, who's interested, and where there's work to do.

    Pick a starting point
    Ask what they see as high-priority areas for both optimizing IT costs as well as improving the organization's approach to making IT spend decisions in general.

    What to include in your presentation ...

    • Purpose: Why you did the IT spend and staffing transparency exercise.
    • Method: The models and processes you used to map the data.
    • Data: Charts from the IT Spend & Staffing Transparency Workbook.
    • Feedback: Space for your audience to voice their thoughts.
    • Next steps: Discussion and summary of actions to come.

    5.2 Develop an executive presentation

    Duration: Two hours

    1. Download the IT Staff & Spend Executive Presentation Template.
    2. Copy and paste the IT spend output tables and graphs into the template. (Note: Pasting as an image will preserve formatting.)
    3. Incorporate observations and insights about your analysis of your IT spend metrics.
    4. Conduct an internal review of the final presentation to ensure it includes all the elements you need and is error free.
    5. Book time to make your presentation to the executive team. Plan time after the presentation to field questions, engage in follow-up information sessions, and act on feedback.

    Note: Refer to your organization's standards and norms for executive-level presentations and either adapt the Info-Tech template accordingly or use your own.

    Input Output
    • Tabular and graphical data outputs in the IT Spend & Staffing Transparency Workbook
    • Executive presentation summarizing your organization's actual IT spend
    Materials Participants
    • IT Spend & Staffing Transparency Workbook
    • IT Staff & Spend Executive Presentation Template
    • CIO/IT directors
    • IT financial lead
    • Other IT management

    Download the IT Spend & Staffing Transparency Executive Presentation TemplateTemplate

    Phase 5: Identify implications for IT

    Achievement summary

    You've done the hard part in starting your IT spend transparency journey. You have:

    • Analyzed the results of your IT spend mapping process.
    • Revisited your transparency objectives.
    • Prepared an executive presentation so you can share findings with other leaders in your organization.

    "Having internal conversations, especially if there is doubt, allows for accuracy and confidence in your model. I was showing someone the cost of a service he managed. He didn't believe the service was so expensive. We went through it: here are the people we allocated, the assets we allocated, and the software we allocated. It was right - that was the total cost. He was like, 'No way. Wow.' The costs were high, and the transparency is what allowed for a conversation on cost optimization."
    - Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group

    Next Steps

    Achieve IT Spend & Staffing Transparency

    This final section will provide you with:

    • An overall summary of accomplishment
    • Recommended next steps
    • A list of contributors to this research
    • Some related Info-Tech resources to help you grow your ITFM practice

    Summary of Accomplishment

    Congratulations! You now have a fully transparent view of your IT spend.

    You've now mapped the entirety of technology spend in your organization. You've:

    1. Learned the key sources of spend data and information in your organization.
    2. Set some standards for data organization and labeling.
    3. Have a methodology for continuing to track and document spend in a transparent way.
    4. Crafted an executive presentation that's a first step in having more meaningful and constructive conversations about IT spend with your key stakeholders.

    What's next?

    With a reliable baseline, you can look forward to more informed and defensible IT budgeting and cost optimization. Use your newly-transparent IT spend as a foundation for improving your financial data hygiene in the near term and evolving your overall ITFM governance maturity in the long-term.

    If you would like additional support, have our analysts guide you through an Info-Tech full-service engagement or Guided Implementation.

    Contact your account representative for more information.

    1-888-670-8889

    Research Contributors and Experts

    Monica Braun, Research Director, ITFM Practice

    Monica Braun
    Research Director, ITFM Practice
    Info-Tech Research Group

    Dave Kish, Practice Lead, ITFM Practice

    Dave Kish
    Practice Lead, ITFM Practice
    Info-Tech Research Group

    Kennedy Confurius, Research Analyst, ITFM Practice

    Kennedy Confurius
    Research Analyst, ITFM Practice
    Info-Tech Research Group

    Aman Kumari, Research Specialist, ITFM Practice

    Aman Kumari
    Research Specialist, ITFM Practice
    Info-Tech Research Group

    Rex Ding, Research Specialist, ITFM Practice

    Rex Ding
    Research Specialist, ITFM Practice
    Info-Tech Research Group

    Angie Reynolds, Principal Research Director, ITFM Practice

    Angie Reynolds
    Principal Research Director, ITFM Practice
    Info-Tech Research Group

    Related Info-Tech Research

    Build Your IT Cost Optimization Roadmap

    • Cost optimization often doesn't go beyond the cutting part, but cutting costs isn't strategic - it's reactive and can easily result in mistakes.
    • True cost optimization is much more than this. Re-focus your efforts on optimizing your cost-to-value ratio and implementing a sustainable cost-optimization practice.

    Build an IT Budget

    • Budgetary approval is difficult because finance executives have a limited understanding of IT and use a different vocabulary.
    • Detailed budgets must be constructed in a way that is transparent but at a level of appropriate detail in order to limit complexity and confusion.

    Manage an IT Budget

    • No one likes to be over budget, but being under budget isn't necessarily good either.
    • Implement a budget management process that documents your planned budget and actual expenditures, tracks variances, and responds to those variances to stay on track.
    • Control for under- or overspending using Info Tech's budget management tool and tactics.

    APPENDIX

    Sample shared business services

    Sample industry-specific business services

    Sample shared business functions

    Business function Definition
    Human Resources The management of the recruitment, training, development, appraisal, compensation/reward, retention, and departure of employees in an organization. Does not include management of subcontractor or outsourced relationships.
    Finance and Accounting The management and analysis of an organization's revenue, funds, spend, investments, financial transactions, accounts, and financial statements. Often includes enterprise asset management.
    Procurement and Supplier Management Acquiring materials, goods, and services from an external party, including identifying potential suppliers/providers, managing tendering or bidding processes, negotiating terms and agreements, and managing the relationship with the vendor/provider.
    Information Technology The development, management, and optimization of information technology resources and systems over their lifecycle in support of an organization's work priorities and goals. Includes computer-based information and communication systems, but typically excludes industrial operational technologies.
    Legal Expertise in interpretation, implication, and application of legislation and regulation that affects the enterprise, including guidance and support in the areas of risk, contracting, compliance, ownership, and litigation.
    Regulatory Affairs and Compliance Management Identification, operationalization, monitoring, reporting, and enforcement of the standards, rules, codes, and laws that apply to an organization's operating environment and the products and services it offers.
    Sales Transactional provision of a product or service to a buyer at an agreed-upon price. Includes identifying and developing prospective buyers, presenting and explaining the product/service, overcoming prospect objections and concerns to purchase, negotiating terms, developing contracts, and billing or invoicing.
    Customer Service and Support A range of activities designed to optimize the customer experience with an organization and its products and services throughout the customer lifecycle with the goals of retaining the customer; encouraging additional spend or consumption; the customer positively influencing other potential customers; and minimizing financial and reputational business risks.
    Marketing and Advertising Understanding customer/prospect needs, developing strategies to meet those needs, and promotion of the organization's products/services to a target market via a range of channels to maximize revenue, membership, donations, and/or develop the organization's brand or reputation. Includes market research and analysis and promotion, campaign, and brand management.

    Sample industry-specific functions

    Supply chain and capital-intensive industries.

    Industry function Definition
    Product Innovation Research, design, development, and launch of new products, including the engineering of their underlying production processes.
    Product and Service Portfolio Management The management of an organization's collection of products and services, including management of the product/service roadmap; product/service portfolio and catalog; product/service quality and performance; and product/service pricing, bundling and markdown.
    Logistics and Supply Chain Management Sourcing raw materials or component parts needed and shipping of a finished product. Includes demand planning; procurement/supplier management; inventory management; yard management; allocation management; fulfillment and replenishment; and product distribution and delivery.
    Production Operations Manufacture, storage, and tracking of a product and ensuring product and production process quality. Includes operations management, materials management, quality/safety control, packaging management, and management of the tools, equipment, and technologies that support it.
    Architecture & Engineering The design and planning of structures or critical infrastructure systems according to scientific, functional, and aesthetic principles.
    Construction New construction, assembly, or alteration of buildings and critical infrastructure (e.g. transportation systems; telecommunications systems; utilities generation/transmission/distribution facilities and systems). Includes management of all construction project plans and the people, materials, and equipment required to execute.
    Real Estate Management Management of any residential, commercial, or industrial real estate holdings (land and buildings), including any financial dealings such as its purchase, sale, transfer, and rental as well as ongoing maintenance and repair of associated infrastructure and capital assets.

    Sample industry-specific functions

    Financial services and insurance industries.

    Industry function Definition
    Core Banking Services Includes ATM management; account management (opening, deposit/withdrawal, interest calculation, overdraft management, closing); payments processing; funds transfers; foreign currency exchange; cash management.
    Loan, Mortgage, and Credit Services Includes application, adjudication, and approval; facility; disbursement/card issuance; authorization management; merchant services; interest calculation; billing/payment; debt/collections management.
    Investment and Wealth Management Processes for the investment of premiums/monies received from policy holders/customers to generate wealth. Often two-pronged: internal investment to fund claim payout in the case of insurance, and customer-facing investment as a financial service (e.g. retirement planning/annuities). Includes product development and management, investment management, safety deposit box services, trust management services.
    Actuarial Analysis & Policy Creation Development of new policy products based on analysis of past losses and patterns, forecasts of financial risks, and assessment of potential profitability (i.e. actuarial science). These processes also include development of rate schedules (pricing) and the reserves that the insurer needs to have available for potential claim payouts.
    Underwriting & Policy Administration Processes for assessing risk of a potential policy holder; determining whether to insure them or not; setting the premiums the policy holder must pay; and administering the policy over the course of its lifecycle (including updates and billing).
    Claims Processing & Claims Management Processes for receiving, investigating, evaluating, approving/denying, and disbursing a claim payout. This process is unique to the insurance industry. In health insurance, ongoing case management processes need to be considered here whereby the insurer monitors and approves patient treatments over a long-term basis to ensure that the treatments are both necessary and beneficial.

    Sample industry-specific functions

    Healthcare industry

    Industry function Definition
    Patient Intake & Admissions Processes whereby key pieces of information about a patient are registered, updated, or confirmed with the healthcare provider in order to access healthcare services. Includes patient triage, intake management, and admissions management. These processes are generally administrative in nature.
    Patient Diagnosis A range of methods for determining the medical condition a patient has in order to provide appropriate care or treatment. Includes examination, consultation, testing, and diagnostic imaging.
    Patient Treatment The range of medical procedures, methods, and interventions to mitigate, relieve, or cure a patient's symptom, injury, disease, or other medical condition. Includes consultation and referral; treatment and care planning; medical procedure management; nursing and personal support; medicine management; trauma management; diet and nutrition management; and patient transportation.
    Patient Recovery & Ongoing Care Processes and methods for tracking the progress of a patient post-treatment; improving their health outcomes; restoring, maintaining, or improving their quality of life; and discharging or transferring them to other providers. Includes remote monitoring of vital parameters, physical therapy, post-trauma care, and a range of restorative and lifestyle modification programs.

    Sample industry-specific functions

    Gaming and hospitality industries

    Industry function Definition
    Accommodation Short-term lodging in hotel facilities. Includes management and maintenance of guest rooms and common spaces, amenities (e.g. swimming pool), and other related services (e.g. valet parking).
    Gaming Includes table wagering games and gambling activities such as slot machines or any other activity that includes on premises mobile casino gaming.
    Food & Beverage Services Food and beverages prepared, served, or available for sale by the hotel on the hotel premises via restaurants and bars and room service. Excludes catering (see Events Management) and management or operation of independent leased food and beverage establishments located on the hotel premises.
    Entertainment & Events Planning, coordination, and on-premises hosting of events including conferences, conventions, trade shows, parties, ceremonies and live entertainment, and other forms of recreation on the hotel premises. Includes all aspects of entertainment operations, facility management and catering for the event.

    The First 100 Days As CIO

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    • Parent Category Name: High Impact Leadership
    • Parent Category Link: /lead
    • You’ve been promoted from within to the role of CIO.
    • You’ve been hired externally to take on the role of CIO.

    Our Advice

    Critical Insight

    • Foundational understanding must be achieved before you start. Hit the ground running before day one by using company documents and initial discussions to pin down the company’s type and mode.
    • Listen before you act (usually). In most situations, executives benefit from listening to peers and staff before taking action.
    • Identify quick wins early and often. Fix problems as soon as you recognize them to set the tone for your tenure.

    Impact and Result

    • Collaborate to collect the details needed to identify the right mode for your organization and determine how it will influence your plan.
    • Use Info-Tech’s diagnostic tools to align your vision with that of business executives and form a baseline for future reference.

    The First 100 Days As CIO Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why the first 100 days of being a new executive is a crucial time that requires the right balance of listening with taking action. See how seven calls with an executive advisor will guide you through this period.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Check in with your executive advisor over seven calls

    Organize your first 100 days as CIO into activities completed within two-week periods, aided by the guidance of an executive advisor.

    • The First 100 Days As CIO – Storyboard
    • Organizational Catalog
    • Cultural Archetype Calculator
    • IT Capability Assessment

    2. Communicate your plan to your manager

    Communicate your strategy with a presentation deck that you will complete in collaboration with Info-Tech advisors.

    • The First 100 Days As CIO – Presentation Deck

    3. View an example of the final presentation

    See an example of a completed presentation deck, from the new CIO of Gotham City.

    • The First 100 Days As CIO – Presentation Deck Example

    4. Listen to our podcast

    Check out The Business Leadership podcast in Info-Tech's special series, The First 100 Days.

    • "The First 100 Days" Podcast – Alan Fong, CTO, DealerFX
    • "The First 100 Days" Podcast – Denis Gaudreault, country manager for Intel’s Canada and Latin America region
    • "The First 100 Days" Podcast – Dave Penny & Andrew Wertkin, BlueCat
    • "The First 100 Days" Podcast – Susan Bowen, CEO, Aptum
    • "The First 100 Days" Podcast – Wayne Berger, CEO IWG Plc Canada and Latin America
    • "The First 100 Days" Podcast – Eric Wright, CEO, LexisNexis Canada
    • "The First 100 Days" Podcast – Erin Bury, CEO, Willful
    [infographic]

    Further reading

    The First 100 Days As CIO

    Partner with Info-Tech for success in this crucial period of transition.

    Analyst Perspective

    The first 100 days refers to the 10 days before you start and the first three months on the job.

    “The original concept of ‘the first 100 days’ was popularized by Franklin Delano Roosevelt, who passed a battery of new legislation after taking office as US president during the Great Depression. Now commonly extended to the business world, the first 100 days of any executive role is a critically important period for both the executive and the organization.

    But not every new leader should follow FDR’s example of an action-first approach. Instead, finding the right balance of listening and taking action is the key to success during this transitional period. The type of the organization and the mode that it’s in serves as the fulcrum that determines where the point of perfect balance lies. An executive facing a turnaround situation will want to focus on more action more quickly. One facing a sustaining success situation or a realignment situation will want to spend more time listening before taking action.” (Brian Jackson, Research Director, CIO, Info-Tech Research Group)

    Executive summary

    Situation

    • You’ve been promoted from within to the role of CIO.
    • You’ve been hired externally to take on the role of CIO.

    Complication

    Studies show that two years after a new executive transition, as many as half are regarded as failures or disappointments (McKinsey). First impressions are hard to overcome, and a CIO’s first 100 days are heavily weighted in terms of how others will assess their overall success. The best way to approach this period is determined by both the size and the mode of an organization.

    Resolution

    • Work with Info-Tech to prepare a 100-day plan that will position you for success.
    • Collaborate to collect the details needed to identify the right mode for your organization and determine how it will influence your plan.
    • Use Info-Tech’s diagnostic tools to align your vision with that of business executives and form a baseline for future reference.

    Info-Tech Insight

    1. Foundational understanding must be achieved before you start.
      Hit the ground running before day one by using company documents and initial discussions to pin down the company’s type and mode.
    2. Listen before you act (usually).
      In most situations, executives benefit from listening to peers and staff before taking action.
    3. Identify quick wins early and often.
      Fix problems as soon as you recognize them to set the tone for your tenure.

    The First 100 Days: Roadmap

    A roadmap timeline of 'The 100-Day Plan' for your first 100 days as CIO and related Info-Tech Diagnostics. Step A: 'Foundational Preparation' begins 10 days prior to your first day. Step B: 'Management's Expectations' is Days 0 to 30, with the diagnostic 'CIO-CEO Alignment'. Step C: 'Assessing the IT Team' is Days 10 to 75, with the diagnostics 'IT M&G Diagnostic' at Day 30 and 'IT Staffing Assessment' at Day 60. Step D: 'Assess the Key Stakeholders' is Days 40 to 85 with the diagnostic 'CIO Business Vision Survey'. Step E: 'Deliver First-Year Plan' is Days 80 to 100.

    Concierge service overview

    Organize a call with your executive advisor every two weeks during your first 100 days. Info-Tech recommends completing our diagnostics during this period. If you’re not able to do so, instead complete the alternative activities marked with (a).

    Call 1 Call 2 Call 3 Call 4 Call 5 Call 6 Call 7
    Activities
    Before you start: Day -10 to Day 1
    • 1.1 Interview your predecessor.
    • 1.2 Learn the corporate structure.
    • 1.3 Determine STARS mode.
    • 1.4 Create a one-page intro sheet.
    • 1.5 Update your boss.
    Day 0 to 15
    • 2.1 Introduce yourself to your team.
    • 2.2 Document your sphere of influence.
    • 2.3 Complete a competitor array.
    • 2.4 Complete the CEO-CIO Alignment Program.
    • 2.4(a) Agree on what success looks like with the boss.
    • 2.5 Inform team of IT M&G Framework.
    Day 16 to 30
    • 3.1 Determine the team’s cultural archetype.
    • 3.2 Create a cultural adjustment plan.
    • 3.3 Initiate IT M&G Diagnostic.
    • 3.4 Conduct a high-level analysis of current IT capabilities.
    • 3.4 Update your boss.
    Day 31 to 45
    • 4.1 Inform stakeholders about CIO Business Vision survey.
    • 4.2 Get feedback on initial assessments from your team.
    • 4.3 Initiate CIO Business Vision survey.
    • 4.3(a) Meet stakeholders and catalog details.
    Day 46 to 60
    • 5.1 Inform the team that you plan to conduct an IT staffing assessment.
    • 5.2 Initiate the IT Staffing Assessment.
    • 5.3 Quick wins: Make recommend-ations based on CIO Business Vision Diagnostic/IT M&G Framework.
    • 5.4 Update your boss.
    Day 61 to 75
    • 6.1 Run a start, stop, continue exercise with IT staff.
    • 6.2 Make a categorized vendor list.
    • 6.3 Determine the alignment of IT commitments with business objectives.
    Day 76 to 90
    • 7.1 Finalize your vision – mission – values statement.
    • 7.2 Quick Wins: Make recommend-ations based on IT Staffing Assessment.
    • 7.3 Create and communicate a post-100-day plan.
    • 7.4 Update your boss.
    Deliverables Presentation Deck Section A: Foundational Preparation Presentation Deck slides 9, 11-13, 19-20, 29 Presentation Deck slides 16, 17, 21 Presentation Deck slides 30, 34 Presentation Deck slides 24, 25, 2 Presentation Deck slides 27, 42

    Call 1

    Before you start: Day -10 to Day 1

    Interview your predecessor

    Interviewing your predecessor can help identify the organization’s mode and type.

    Before reaching out to your predecessor, get a sense of whether they were viewed as successful or not. Ask your manager. If the predecessor remains within the organization in a different role, understand your relationship with them and how you'll be working together.

    During the interview, make notes about follow-up questions you'll ask others at the organization.

    Ask these open-ended questions in the interview:

    • Tell me about the team.
    • Tell me about your challenges.
    • Tell me about a major project your team worked on. How did it go?
    • Who/what has been helpful during your tenure?
    • Who/what created barriers for you?
    • What do your engagement surveys reveal?
    • Tell me about your performance management programs and issues.
    • What mistakes would you avoid if you could lead again?
    • Why are you leaving?
    • Could I reach out to you again in the future?

    Learn the corporate structure

    Identify the organization’s corporate structure type based on your initial conversations with company leadership. The type of structure will dictate how much control you'll have as a functional head and help you understand which stakeholders you'll need to collaborate with.

    To Do:

    • Review the organization’s structure list and identify whether the structure is functional, prioritized, or a matrix. If it's a matrix organization, determine if it's a strong matrix (project manager holds more authority), weak matrix (functional manager holds more authority), or balanced matrix (managers hold equal authority).

    Functional

    • Most common structure.
    • Traditional departments such as sales, marketing, finance, etc.
    • Functional managers hold most authority.

    Projectized

    • Most programs are implemented through projects with focused outcomes.
    • Teams are cross-functional.
    • Project managers hold the most authority.

    Matrix

    • Combination of projectized and functional.
    • Organization is a dynamic environment.
    • Authority of functional manager flows down through division, while authority of project manager flows sideways through teams.

    This organization is a ___________________ type.

    (Source: Simplilearn)

    Presentation Deck, slide 6

    Determine the mode of the organization: STARS

    Based on your interview process and discussions with company leadership, and using Michael Watkins’ STARS assessment, determine which mode your organization is in: startup, turnaround, accelerated growth, realignment, or sustaining success.

    Knowing the mode of your organization will determine how you approach your 100-day plan. Depending on the mode, you'll rebalance your activities around the three categories of assess, listen, and deliver.

    To Do:

    • Review the STARS table on the right.

    Based on your situation, prioritize activities in this way:

    • Startup: assess, listen, deliver
    • Turnaround: deliver, listen, assess
    • Accelerated Growth: assess, listen, deliver
    • Realignment: listen, assess, deliver
    • Sustaining success: listen, assess, deliver

    This organization is a ___________________ type.

    (Source: Watkins, 2013.)

    Presentation Deck, slide 6

    Determine the mode of the organization: STARS

    STARS Startup Turnaround Accelerated Growth Realignment Sustaining Success
    Definition Assembling capabilities to start a project. Project is widely seen as being in serious trouble. Managing a rapidly expanding business. A previously successful organization is now facing problems. A vital organization is going to the next level.
    Challenges Must build strategy, structures, and systems from scratch. Must recruit and make do with limited resources. Stakeholders are demoralized; slash and burn required. Requires structure and systems to scale; hiring and onboarding. Employees need to be convinced change is needed; restructure at the top required. Risk of living in shadow of a successful former leader.
    Advantages No rigid preconceptions. High-energy environment and easy to pivot. A little change goes a long way when people recognize the need. Motivated employee base willing to stretch. Organization has clear strengths; people desire success. Likely a strong team; foundation for success likely in place.

    Satya Nadella's listen, lead, and launch approach

    CASE STUDY

    Industry Software
    Source Gregg Keizer, Computerworld, 2014

    When Satya Nadella was promoted to the CEO role at Microsoft in 2014, he received a Glassdoor approval rating of 85% and was given an "A" grade by industry analysts after his first 100 days. What did he do right?

    • Created a sense of urgency by shaking up the senior leadership team.
    • Already understood the culture as an insider.
    • Listened a lot and did many one-on-one meetings.
    • Established a vision communicated with a mantra that Microsoft would be "mobile-first, cloud-first."
    • Met his words with actions. He launched Office for iPad and made many announcements for cloud platform Azure.
    Photo of Satya Nadella, CEO, Microsoft Corp.
    Satya Nadella, CEO, Microsoft Corp. (Image source: Microsoft)

    Listen to 'The First 100 Days' podcast – Alan Fong

    Create a one-page introduction sheet to use in communications

    As a new CIO, you'll have to introduce yourself to many people in the organization. To save time on communicating who you are as a person outside of the office, create a brief one-pager that includes a photo of you, where you were born and raised, and what your hobbies are. This helps make a connection more quickly so your conversations can focus on the business at hand rather than personal topics.

    For your presentation deck, remove the personal details and just keep it professional. The personal aspects can be used as a one-pager for other communications. (Source: Personal interview with Denis Gaudreault, Country Lead, Intel.)

    Presentation Deck, slide 5

    Call 2

    Day 1 to Day 15

    Introduce yourself to your team

    Prepare a 20-second pitch about yourself that goes beyond your name and title. Touch on your experience that's relevant to your new role or the industry you're in. Be straightforward about your own perceived strengths and weaknesses so that people know what to expect from you. Focus on the value you believe you'll offer the group and use humor and humility where you're comfortable. For example:

    “Hi everyone, my name is John Miller. I have 15 years of experience marketing conferences like this one to vendors, colleges, and HR departments. What I’m good at, and the reason I'm here, is getting the right people, businesses, and great ideas in a room together. I'm not good on details; that's why I work with Tim. I promise that I'll get people excited about the conference, and the gifts and talents of everyone else in this room will take over from there. I'm looking forward to working with all of you.”

    Have a structured set of questions ready that you can ask everyone.

    For example:
    • How well is the company performing based on expectations?
    • What must the company do to sustain its financial performance and market competitiveness?
    • How do you foresee the CIO contributing to the team?
    • How have past CIOs performed from the perspective of the team?
    • What would successful performance of this role look like to you? To your peers?
    • What challenges and obstacles to success am I likely to encounter? What were the common challenges of my predecessor?
    • How do you view the culture here and how do successful projects tend to get approved?
    • What are your greatest challenges? How could I help you?

    Get to know your sphere of influence: prepare to connect with a variety of people before you get down to work

    Your ability to learn from others is critical at every stage in your first 100 days. Keep your sphere of influence in the loop as you progress through this period.

    A diagram of circles within circles representing your spheres of influence. The smallest circle is 'IT Leaders' and is noted as your 'Immediate circle'. The next largest circle is 'IT Team', then 'Peers - Business Leads', then 'Internal Clients' which is noted as you 'Extended circle'. The largest circle is 'External clients'.

    Write down the names, or at least the key people, in each segment of this diagram. This will serve as a quick reference when you're planning communications with others and will help you remember everyone as you're meeting lots of new people in your early days on the job.

    • Everyone knows their networks are important.
    • However, busy schedules can cause leaders to overlook their many audiences.
    • Plan to meet and learn from all people in your sphere to gain a full spectrum of insights.

    Presentation Deck, slide 29

    Identify how your competitors are leveraging technology for competitive advantage

    Competitor identification and analysis are critical steps for any new leader to assess the relative strengths and weaknesses of their organization and develop a sense of strategic opportunity and environmental awareness.

    Today’s CIO is accountable for driving innovation through technology. A competitive analysis will provide the foundation for understanding the current industry structure, rivalry within it, and possible competitive advantages for the organization.

    Surveying your competitive landscape prior to the first day will allow you to come to the table prepared with insights on how to support the organization and ensure that you are not vulnerable to any competitive blind spots that may exist in the evaluations conducted by the organization already.

    You will not be able to gain a nuanced understanding of the internal strengths and weaknesses until you are in the role, so focus on the external opportunities and how competitors are using technology to their advantage.

    Info-Tech Best Practice

    For a more in-depth approach to identifying and understanding relevant industry trends and turning them into insights, leverage the following Info-Tech blueprints:

    Presentation Deck, slide 9

    Assess the external competitive environment

    Associated Activity icon

    INPUT: External research

    OUTPUT: Competitor array

    1. Conduct a broad analysis of the industry as a whole. Seek to answer the following questions:
      1. Are there market developments or new markets?
      2. Are there industry or lifestyle trends, e.g. move to mobile?
      3. Are there geographic changes in the market?
      4. Are there demographic changes that are shaping decision making?
      5. Are there changes in market demand?
    2. Create a competitor array by identifying and listing key competitors. Try to be as broad as possible here and consider not only entrenched close competitors but also distant/future competitors that may disrupt the industry.
    3. Identify the strengths, weaknesses, and key brand differentiators that each competitor brings to the table. For each strength and differentiator, brainstorm ways that IT-based innovation enables each. These will provide a toolkit for deeper conversations with your peers and your business stakeholders as you move further into your first 100 days.
    Competitor Strengths Weaknesses Key Differentiators IT Enablers
    Competitor 1
    Competitor 2
    Competitor 3

    Complete the CEO-CIO Alignment Program

    Associated Activity icon Run the diagnostic program or use the alternative activities to complete your presentation

    INPUT: CEO-CEO Alignment Program (recommended)

    OUTPUT: Desired and target state of IT maturity, Innovation goals, Top priorities

    Materials: Presentation Deck, slides 11-13

    Participants: CEO, CIO

    Introduce the concept of the CEO-CIO Alignment Program using slide 10 of your presentation deck and the brief email text below.

    Talk to your advisory contact at Info-Tech about launching the program. More information is available on Info-Tech’s website.

    Once the report is complete, import the results into your presentation:

    • Slide 11, the CEO’s current and desired states
    • Slide 12, IT innovation goals
    • Slide 13, top projects and top departments from the CEO and the CIO

    Include any immediate recommendations you have.

    Hello CEO NAME,

    I’m excited to get started in my role as CIO, and to hit the ground running, I’d like to make sure that the IT department is aligned with the business leadership. We will accomplish this using Info-Tech Research Group’s CEO-CIO Alignment Program. It’s a simple survey of 20 questions to be completed by the CEO and the CIO.

    This survey will help me understand your perception and vision as I get my footing as CIO. I’ll be able to identify and build core IT processes that will automate IT-business alignment going forward and create an effective IT strategy that helps eliminate impediments to business growth.

    Research shows that IT departments that are effectively aligned to business goals achieve more success, and I’m determined to make our IT department as successful as possible. I look forward to further detailing the benefits of this program to you and answering any questions you may have the next time we speak.

    Regards,
    CIO NAME

    New KPIs for CEO-CIO Alignment — Recommended

    Info-Tech CEO-CIO Alignment Program

    Info-Tech's CEO-CIO Alignment Program is set up to build IT-business alignment in any organization. It helps the CIO understand CEO perspectives and priorities. The exercise leads to useful IT performance indicators, clarifies IT’s mandate and which new technologies it should invest in, and maps business goals to IT priorities.

    Benefits

    Master the Basics
    Cut through the jargon.
    Take a comprehensive look at the CEO perspective.
    Target Alignment
    Identify how IT can support top business priorities. Address CEO-CIO differences.
    Start on the Right Path
    Get on track with the CIO vision. Use correct indicators and metrics to evaluate IT from day one.

    Supporting Tool or Template icon Additional materials are available on Info-Tech’s website.

    The desired maturity level of IT — Alternative

    Associated Activity icon Use only if you can’t complete the CEO-CIO Alignment Program

    Step 1: Where are we today?

    Determine where the CEO sees the current overall maturity level of the IT organization.

    Step 2: Where do we want to be as an organization?

    Determine where the CEO wants the IT organization to be in order to effectively support the strategic direction of the business.

    A colorful visual representation of the different IT maturity levels. At the bottom is 'STRUGGLE, Unable to Provide Reliable Business Services', then moving upwards are 'SUPPORT, Reliable Infrastructure and IT Service Desk', 'OPTIMIZE, Effective Fulfillment of Work Orders, Functional Business Applications, and Reliable Service Management', 'EXPAND, Effective Execution on Business Projects, Strategic Use of Analytics and Customer Technology', and at the top is 'TRANSFORM, Reliable Technology Innovation'.

    Presentation Deck, slide 11

    Tim Cook's powerful use of language

    CASE STUDY

    Industry Consumer technology
    Source Carmine Gallo, Inc., 2019

    Apple CEO Tim Cook, an internal hire, had big shoes to fill after taking over from the late Steve Jobs. Cook's ability to control how the company is perceived is a big credit to his success. How does he do it? His favorite five words are “The way I see it..." These words allow him to take a line of questioning and reframe it into another perspective that he wants to get across. Similarly, he'll often say, "Let me tell you the way I look at it” or "To put it in perspective" or "To put it in context."

    In your first two weeks on the job, try using these phrases in your conversations with peers and direct reports. It demonstrates that you value their point of view but are independently coming to conclusions about the situation at hand.

    Photo of Tim Cook, CEO, Apple Inc.
    Tim Cook, CEO, Apple Inc. (Image source: Apple)

    Listen to 'The First 100 Days' podcast – Denis Gaudreault

    Inform your team that you plan to do an IT Management & Governance Diagnostic survey

    Associated Activity icon Run the diagnostic program or use the alternative activities to complete your presentation

    INPUT: IT Management & Governance Diagnostic (recommended)

    OUTPUT: Process to improve first, Processes important to the business

    Materials: Presentation Deck, slides 19-20

    Participants: CIO, IT staff

    Introduce the IT Management & Governance Diagnostic survey that will help you form your IT strategy.

    Explain that you want to understand current IT capabilities and you feel a formal approach is best. You’ll also be using this approach as an important metric to track your department’s success. Tell them that Info-Tech Research Group will be conducting the survey and it’s important to you that they take action on the email when it’s sent to them.

    Example email:

    Hello TEAM,

    I appreciate meeting each of you, and so far I’m excited about the talents and energy on the team. Now I need to understand the processes and capabilities of our department in a deeper way. I’d like to map our process landscape against an industry-wide standard, then dive deeper into those processes to understand if our team is aligned. This will help us be accountable to the business and plan the year ahead. Advisory firm Info-Tech Research Group will be reaching out to you with a simple survey that shouldn’t take too long to complete. It’s important to me that you pay attention to that message and complete the survey as soon as possible.

    Regards,
    CIO NAME

    Call 3

    Day 16 to Day 30

    Leverage team interviews as a source of determining organizational culture

    Info-Tech recommends that you hold group conversations with your team to uncover their opinions of the current organizational culture. This not only helps build transparency between you and your team but also gives you another means of observing behavior and reactions as you listen to team members’ characterizations of the current culture.

    A visualization of the organizational culture of a company asks the question 'What is culture?' Five boxes are stacked, the bottom two are noted as 'The invisible causes' and the top two are noted as 'The visible signs'. From the bottom, 'Fundamental assumptions and beliefs', 'Values and attitudes', 'The way we do things around here', 'Behaviors', and at the top, 'Environment'. (Source: Hope College Blog Network)

    Note: It is inherently difficult for people to verbalize what constitutes a culture – your strategy for extracting this information will require you to ask indirect questions to solicit the highest value information.

    Questions for Discussion:

    • What about the current organizational environment do you think most contributes to your success?
    • What barriers do you experience as you try to accomplish your work?
    • What is your favorite quality that is present in our organization?
    • What is the one thing you would most like to change about this organization?
    • Do the organization's policies and procedures support your efforts to accomplish work or do they impede your progress?
    • How effective do you think IT’s interactions are with the larger organization?
    • What would you consider to be IT’s top three guiding principles?
    • What kinds of people fail in this organization?

    Supporting Tool or Template icon See Info-Tech’s Cultural Archetype Calculator.

    Use the Competing Values Framework to define your organization’s cultural archetype

    THE COMPETING VALUES FRAMEWORK (CVF):

    CVF represents the synthesis of academic study of 39 indicators of effectiveness for organizations. Using a statistical analysis, two polarities that are highly predictive of differences in organizational effectiveness were isolated:

    1. Internal focus and integration vs. external focus and differentiation.
    2. Stability and control vs. flexibility and discretion.

    By plotting these dimensions on a matrix of competing values, four main cultural archetypes are identified with their own value drivers and theories of effectiveness.

    A map of cultural archetypes with 'Internal control and integration' on the left, 'External focus and differentiation' on the right, 'Flexibility and discretion' on top, and 'Stability and control' on the bottom. Top left is 'Clan Archetype', internal and flexible. Top right is 'Adhocracy Archetype', external and flexible. Bottom left is 'Hierarchy Archetype', internal and controlled. Bottom right is 'Market Archetype', external and controlled.

    Presentation Deck, slide 16

    Create a cultural adjustment plan

    Now that you've assessed the cultural archetype, you can plan an appropriate approach to shape the culture in a positive way. When new executives want to change culture, there are a few main options at hand:

    Autonomous evolution: Encourage teams to learn from each other. Empower hybrid teams to collaborate and reward teams that perform well.

    Planned and managed change: Create steering committee and project-oriented taskforces to work in parallel. Appoint employees that have cultural traits you'd like to replicate to hold responsibility for these bodies.

    Cultural destruction: When a toxic culture needs to be eliminated, get rid of its carriers. Putting new managers or directors in place with the right cultural traits can be a swift and effective way to realign.

    Each option boils down to creating the right set of incentives and deterrents. What behaviors will you reward and which ones will you penalize? What do those consequences look like? Sometimes, but not always, some structural changes to the team will be necessary. If you feel these changes should be made, it's important to do it sooner rather than later. (Source: “Enlarging Your Sphere of Influence in Your Organization,” MindTools Corporate, 2014.)

    As you're thinking about shaping a desired culture, it's helpful to have an easy way to remember the top qualities you want to espouse. Try creating an acronym that makes it easy for staff to remember. For example: RISE could remind your staff to be Responsive, Innovative, Sustainable, and Engaging (RISE). Draw upon your business direction from your manager to help produce desired qualities (Source: Jennifer Schaeffer).

    Presentation Deck, slide 17

    Gary Davenport’s welcome “surprise”

    CASE STUDY

    Industry Telecom
    Source Interview with Gary Davenport

    After Gary Davenport was hired on as VP of IT at MTS Allstream, his first weekend on the job was spent at an all-executive offsite meeting. There, he learned from the CEO that the IT department had a budget reduction target of 25%, like other departments in the company. “That takes your breath away,” Davenport says.

    He decided to meet the CEO monthly to communicate his plans to reduce spending while trying to satisfy business stakeholders. His top priorities were:

    1. Stabilize IT after seven different leaders in a five-year period.
    2. Get the IT department to be respected. To act like business owners instead of like servants.
    3. Better manage finances and deliver on projects.

    During Davenport’s 7.5-year tenure, the IT department became one of the top performers at MTS Allstream.

    Photo of Gary Davenport.
    Gary Davenport’s first weekend on the job at MTS Allstream included learning about a 25% reduction target. (Image source: Ryerson University)

    Listen to 'The First 100 Days' podcast – David Penny & Andrew Wertkin

    Initiate IT Management & Governance Diagnostic — Recommended

    Info-Tech Management & Governance Diagnostic

    Talk to your Info-Tech executive advisor about launching the survey shortly after informing your team to expect it. You'll just have to provide the names and email addresses of the staff you want to be involved. Once the survey is complete, you'll harvest materials from it for your presentation deck. See slides 19 and 20 of your deck and follow the instructions on what to include.

    Benefits

    A sample of the 'High Level Process Landscape' materials available from Info-Tech. A sample of the 'Strategy and Governance In Depth Results' materials available from Info-Tech. A sample of the 'Process Accountability' materials available from Info-Tech.
    Explore IT Processes
    Dive deeper into performance. Highlight problem areas.
    Align IT Team
    Build consensus by identifying opposing views.
    Ownership & Accountability
    Identify process owners and hold team members accountable.

    Supporting Tool or Template icon Additional materials available on Info-Tech’s website.

    Conduct a high-level analysis of current IT capabilities — Alternative

    Associated Activity icon

    INPUT: Interviews with IT leadership team, Capabilities graphic on next slide

    OUTPUT: High-level understanding of current IT capabilities

    Run this activity if you're not able to conduct the IT Management & Governance Diagnostic.

    Schedule meetings with your IT leadership team. (In smaller organizations, interviewing everyone may be acceptable.) Provide them a list of the core capabilities that IT delivers upon and ask them to rate them on an effectiveness scale of 1-5, with a short rationale for their score.

    • 1. Not effective (NE)
    • 2. Somewhat Effective (SE)
    • 3. Effective (E)
    • 4. Very Effective (VE)
    • 5. Extremely Effective (EE)

    Presentation Deck, slide 21

    Use the following set of IT capabilities for your assessment

    Strategy & Governance

    IT Governance Strategy Performance Measurement Policies Quality Management Innovation

    People & Resources

    Stakeholder Management Resource Management Financial Management Vendor Selection & Contract Management Vendor Portfolio Management Workforce Strategy Strategic Comm. Organizational Change Enablement

    Service Management & Operations

    Operations Management Service Portfolio Management Release Management Service Desk Incident & Problem Management Change Management Demand Management

    Infrastructure

    Asset Management Infrastructure Portfolio Management Availability & Capacity Management Infrastructure Management Configuration Management

    Information Security & Risk

    Security Strategy Risk Management Compliance, Audit & Review Security Detection Response & Recovery Security Prevention

    Applications

    Application Lifecycle Management Systems Integration Application Development User Testing Quality Assurance Application Maintenance

    PPM & Projects

    Portfolio Management Requirements Gathering Project Management

    Data & BI

    Data Architecture BI & Reporting Data Quality & Governance Database Operations Enterprise Content Management

    Enterprise Architecture

    Enterprise Architecture Solution Architecture

    Quick wins: CEO-CIO Alignment Program

    Complete this while waiting on the IT M&G survey results. Based on your completed CEO-CIO Alignment Report, identify the initiatives you can tackle immediately.

    If you are here... And want to be here... Drive toward... Innovate around...
    Business Partner Innovator Leading business transformation
    • Emerging technologies
    • Analytical capabilities
    • Risk management
    • Customer-facing tech
    • Enterprise architecture
    Trusted Operator Business Partner Optimizing business process and supporting business transformation
    • IT strategy and governance
    • Business architecture
    • Projects
    • Resource management
    • Data quality
    Firefighter Trusted Operator Optimize IT processes and services
    • Business applications
    • Service management
    • Stakeholder management
    • Work orders
    Unstable Firefighter Reduce use disruption and adequately support the business
    • Network and infrastructure
    • Service desk
    • Security
    • User devices

    Call 4

    Day 31 to Day 45

    Inform your peers that you plan to do a CIO Business Vision survey to gauge your stakeholders’ satisfaction

    Associated Activity icon Run the diagnostic program or use the alternative activities to complete your presentation

    INPUT: CIO Business Vision survey (recommended)

    OUTPUT: True measure of business satisfaction with IT

    Materials: Presentation Deck, slide 30

    Participants: CIO, IT staff

    Meet the business leaders at your organization face-to-face if possible. If you can't meet in person, try a video conference to establish some rapport. At the end of your introduction and after listening to what your colleague has to say, introduce the CIO Business Vision Diagnostic.

    Explain that you want to understand how to meet their business needs and you feel a formal approach is best. You'll also be using this approach as an important metric to track your department's success. Tell them that Info-Tech Research Group will be conducting the survey and it’s important to you that they take the survey when the email is sent to them.

    Example email:

    Hello PEER NAMES,

    I'm arranging for Info-Tech Research Group to invite you to take a survey that will be important to me. The CIO Business Vision survey will help me understand how to meet your business needs. It will only take about 15 minutes of your time, and the top-line results will be shared with the organization. We will use the results to plan initiatives for the future that will improve your satisfaction with IT.

    Regards,
    CIO NAME

    Gain feedback on your initial assessments from your IT team

    There are two strategies for gaining feedback on your initial assessments of the organization from the IT team:

    1. Review your personal assessments with the relevant members of your IT organization as a group. This strategy can help to build trust and an open channel for communication between yourself and your team; however, it also runs the risk of being impacted by groupthink.
    2. Ask for your team to complete their own assessments for you to compare and contrast. This strategy can help extract more candor from your team, as they are not expected to communicate what may be nuanced perceptions of organizational weaknesses or criticisms of the way certain capabilities function.

    Who you involve in this process will be impacted by the size of your organization. For larger organizations, involve everyone down to the manager level. In smaller organizations, you may want to involve everyone on the IT team to get an accurate lay of the land.

    Areas for Review:

    • Strategic Document Review: Are there any major themes or areas of interest that were not covered in my initial assessment?
    • Competitor Array: Are there any initiatives in flight to leverage new technologies?
    • Current State of IT Maturity: Does IT’s perception align with the CEO’s? Where do you believe IT has been most effective? Least effective?
    • IT’s Key Priorities: Does IT’s perception align with the CEO’s?
    • Key Performance Indicators: How has IT been measured in the past?

    Info-Tech Best Practice

    You need your team’s hearts and minds or you risk a short tenure. Overemphasizing business commitment by neglecting to address your IT team until after you meet your business stakeholders will result in a disenfranchised group. Show your team their importance.

    Susan Bowen's talent maximization

    CASE STUDY

    Industry Infrastructure Services
    Source Interview with Susan Bowen

    Susan Bowen was promoted to be the president of Cogeco Peer 1, an infrastructure services firm, when it was still a part of Cogeco Communications. Part of her mandate was to help spin out the business to a new owner, which occurred when it was acquired by Digital Colony. The firm was renamed Aptum and Bowen was put in place as CEO, which was not a certainty despite her position as president at Cogeco Peer 1. She credits her ability to put the right talent in the right place as part of the reason she succeeded. After becoming president, she sought a strong commitment from her directors. She gave them a choice about whether they'd deliver on a new set of expectations – or not. She also asks her leadership on a regular basis if they are using their talent in the right way. While it's tempting for directors to want to hold on to their best employees, those people might be able to enable many more people if they can be put in another place.

    Bowen fully rounded out her leadership team after Aptum was formed. She created a chief operating officer and a chief infrastructure officer. This helped put in place more clarity around roles at the firm and put an emphasis on client-facing services.

    Photo of Susan Bowen, CEO, Aptum.
    Susan Bowen, CEO, Aptum (Image source: Aptum)

    Listen to 'The First 100 Days' podcast – Susan Bowen

    Initiate CIO Business Vision survey – new KPIs for stakeholder management — Recommended

    Info-Tech CIO Business Vision

    Be sure to effectively communicate the context of this survey to your business stakeholders before you launch it. Plan to talk about your plans to introduce it in your first meetings with stakeholders. When ready, let your executive advisor know you want to launch the tool and provide the names and email addresses of the stakeholders you want involved. After you have the results, harvest the materials required for your presentation deck. See slide 30 and follow the instructions on what to include.

    Benefits

    Icon for Key Stakeholders. Icon for Credibility. Icon for Improve. Icon for Focus.
    Key Stakeholders
    Clarify the needs of the business.
    Credibility
    Create transparency.
    Improve
    Measure IT’s progress.
    Focus
    Find what’s important.

    Supporting Tool or Template icon Additional materials are available on Info-Tech’s website.

    Create a catalog of key stakeholder details to reference prior to future conversations — Alternative

    Only conduct this activity if you’re not able to run the CIO Business Vision diagnostic.

    Use the Organizational Catalog as a personal cheat sheet to document the key details around each of your stakeholders, including your CEO when possible.

    The catalog will be an invaluable tool to keep the competing needs of your different stakeholders in line, while ensuring you are retaining the information to build the political capital needed to excel in the C-suite.

    Note: It is important to keep this document private. While you may want to communicate components of this information, ensure your catalog remains under lock and (encryption) key.

    Screenshot of the Organizational Catalog for Stakeholders. At the top are spaces for 'Name', 'Job Title', etc. Boxes include 'Key Personal Details', 'Satisfaction Levels With IT', 'Preferred Communications', 'Key Activities', 'In-Flight and Scheduled Projects', 'Key Performance Indicators', and 'Additional Details'.

    Info-Tech Insight

    While profiling your stakeholders is important, do not be afraid to profile yourself as well. Visualizing how your interests overlap with those of your stakeholders can provide critical information on how to manage your communications so that those on the receiving end are hearing exactly what they need.

    Activity: Conduct interviews with your key business stakeholders — Alternative

    Associated Activity icon

    1. Once you have identified your key stakeholders through your interviews with your boss and your IT team, schedule a set of meetings with those individuals.
    2. Use the meetings to get to know your stakeholders, their key priorities and initiatives, and their perceptions of the effectiveness of IT.
      1. Use the probative questions to the right to elicit key pieces of information.
      2. Refer to the Organizational Catalog tool for more questions to dig deeper in each category. Ensure that you are taking notes separate from the tool and are keeping the tool itself secure, as it will contain private information specific to your interests.
    3. Following each meeting, record the results of your conversation and any key insights in the Organizational Catalog. Refer to the following slide for more details.

    Questions for Discussion:

    • Be indirect about your personal questions – share stories that will elicit details about their interests, kids, etc.
    • What are your most critical/important initiatives for the year?
    • What are your key revenue streams, products, and services?
    • What are the most important ways that IT supports your success? What is your satisfaction level with those services?
    • Are there any current in-flight projects or initiatives that are a current pain point? How can IT assist to alleviate challenges?
    • How is your success measured? What are your targets for the year on those metrics?

    Presentation Deck, slide 34

    Call 5

    Day 46 to Day 60

    Inform your team that you plan to do an IT staffing assessment

    Associated Activity icon Introduce the IT Staffing Assessment that will help you get the most out of your team

    INPUT: Email template

    OUTPUT: Ready to launch diagnostic

    Materials: Email template, List of staff, Sample of diagnostic

    Participants: CIO, IT staff

    Explain that you want to understand how the IT staff is currently spending its time by function and by activity. You want to take a formal approach to this task and also assess the team’s feelings about its effectiveness across different processes. The results of the assessment will serve as the foundation that helps you improve your team’s effectiveness within the organization.

    Example email:

    Hello PEER NAMES,

    The feedback I've heard from the team since joining the company has been incredibly useful in beginning to formulate my IT strategy. Now I want to get a clear picture of how everyone is spending their time, especially across different IT functions and activities. This will be an opportunity for you to share feedback on what we're doing well, what we need to do more of, and what we're missing. Expect to receive an email invitation to take this survey from Info-Tech Research Group. It's important to me that you complete the survey as soon as you're can. Attached you’ll find an example of the report this will generate. Thank you again for providing your time and feedback.

    Regards,
    CIO NAME

    Wayne Berger's shortcut to solve staffing woes

    CASE STUDY

    Industry Office leasing
    Source Interview with Wayne Berger

    Wayne Berger was hired to be the International Workplace Group (IWG) CEO for Canada and Latin America in 2014.

    Wayne approached his early days with the office space leasing firm as a tour of sorts, visiting nearly every one of the 48 office locations across Canada to host town hall meetings. He heard from staff at every location that they felt understaffed. But instead of simply hiring more staff, Berger actually reduced the workforce by 33%.

    He created a more flexible approach to staffing:

    • Employees no longer just reported to work at one office; instead, they were ready to go to wherever they were most needed in a specific geographic area.
    • He centralized all back-office functions for the company so that not every office had to do its own bookkeeping.
    • Finally, he changed the labor profile to consist of full-time staff, part-time staff, and time-on-demand workers.
    Photo of Wayne Berger, CEO, IWG Plc.
    Wayne Berger, CEO, IWG Plc (Image source: IWG)

    Listen to 'The First 100 Days' podcast – Wayne Berger

    Initiate IT Staffing Assessment – new KPIs to track IT performance — Recommended

    Info-Tech IT Staffing Assessment

    Info-Tech’s IT Staffing Assessment provides benchmarking of key metrics against 4,000 other organizations. Dashboard-style reports provide key metrics at a glance, including a time breakdown by IT function and by activity compared against business priorities. Run this survey at about the 45-day mark of your first 90 days. Its insights will be used to inform your long-term IT strategy.

    Benefits

    Icon for Right-Size IT Headcount. Icon for Allocate Staff Correctly. Icon for Maximize Teams.
    Right-Size IT Headcount
    Find the right level for stakeholder satisfaction.
    Allocate Staff Correctly
    Identify staff misalignments with priorities.
    Maximize Teams
    Identify how to drive staff.

    Supporting Tool or Template icon Additional materials are available on Info-Tech’s website.

    Quick wins: Make recommendations based on IT Management & Governance Framework

    Complete this exercise while waiting on the IT Staffing Assessment results. Based on your completed IT Management & Governance report, identify the initiatives you can tackle immediately. You can conduct this as a team exercise by following these steps:

    1. Create a shortlist of initiatives based on the processes that were identified as high need but scored low in effectiveness. Think as broadly as possible during this initial brainstorming.
    2. Write each initiative on a sticky note and conduct a high-level analysis of the amount of effort that would be required to complete it, as well as its alignment with the achievement of business objectives.
    3. Draw the matrix below on a whiteboard and place each sticky note onto the matrix based on its potential impact and difficulty to address.
    A matrix of initiative categories based on effort to achieve and alignment with business objectives. It is split into quadrants: the vertical axis is 'Potential Impact' with 'High, Fully supports achievement of business objectives' at the top and 'Low, Limited support of business objectives' at the bottom; the horizontal axis is 'Effort' with 'Low' on the left and 'High' on the right. Low impact, low effort is 'Low Current Value, No immediate attention required, but may become a priority in the future if business objectives change'. Low impact, high effort is 'Future Reassessment, No immediate attention required, but may become a priority in the future if business objectives change'. High impact, high effort is 'Long-Term Initiatives, High impact on business outcomes but will take more effort to implement. Schedule these in your long-term roadmap'. High impact, low effort is 'Quick Wins, High impact on business objectives with relatively small effort. Some combination of these will form your early wins'.

    Call 6

    Day 61 to Day 75

    Run a start, stop, continue exercise with your IT staff — Alternative

    This is an alternative activity to running an IT Staffing Assessment, which contains a start/stop/continue assessment. This activity can be facilitated with a flip chart or a whiteboard. Create three pages or three columns and label them Start, Stop, and Continue.

    Hand out sticky notes to each team member and then allow time for individual brainstorming. Instruct them to write down their contributions for each category on the sticky notes. After a few minutes, have everyone stick their notes in the appropriate category on the board. Discuss as a group and see what themes emerge. Record the results that you want to share in your presentation deck (GroupMap).

    Gather your team and explain the meaning of these categories:

    Start: Activities you're not currently doing but should start doing very soon.

    Stop: Activities you're currently doing but aren’t working and should cease.

    Continue: Things you're currently doing and are working well.

    Presentation Deck, slide 24

    Determine the alignment of IT commitments with business objectives

    Associated Activity icon

    INPUT: Interviews with IT leadership team

    OUTPUT: High-level understanding of in-flight commitments and investments

    Run this only as an alternative to the IT Management & Governance Diagnostic.

    1. Schedule meetings with IT leadership to understand what commitments have been made to the business in terms of new products, projects, or enhancements.
    2. Determine the following about IT’s current investment mix:
      1. What are the current IT investments and assets? How do they align to business goals?
      2. What investments in flight are related to which information assets?
      3. Are there any immediate risks identified for these key investments?
      4. What are the primary business issues that demand attention from IT consistently?
      5. What choices remain undecided in terms of strategic direction of the IT organization?
    3. Document your key investments and commitments as well as any points of misalignment between objectives and current commitments as action items to address in your long-term plans. If they are small fixes, consider them during your quick-win identification.

    Presentation Deck, slide 25

    Determine the alignment of IT commitments with business objectives

    Run this only as an alternative to the IT Staffing Assessment diagnostic.

    Schedule meetings with IT leadership to understand what commitments have been made to the business in terms of new products, projects, or enhancements.

    Determine the following about IT’s current investment mix:

    • What are the current IT investments and assets?
    • How do they align to business goals?
    • What in-flight investments are related to which information assets?
    • Are there any immediate risks identified for these key investments?
    • What are the primary business issues that demand attention from IT consistently?
    • What remains undecided in terms of strategic direction of the IT organization?

    Document your key investments and commitments, as well as any points of misalignment between objectives and current commitments, as action items to address in your long-term plans. If they are small-effort fixes, consider them during your quick-win identification.

    Presentation Deck, slide 25

    Make a categorized vendor list by IT process

    As part of learning the IT team, you should also create a comprehensive list of vendors under contract. Collaborate with the finance department to get a clear view of how much of the IT budget is spent on specific vendors. Try to match vendors to the IT processes they serve from the IT M&G framework.

    You should also organize your vendors based on their budget allocation. Go beyond just listing how much money you’re spending with each vendor and categorize them into either “transactional” relationships or “strategic relationships.” Use the grid below to organize them. Ideally, you’ll want most relationships to be high spend and strategic (Source: Gary Davenport).

    A matrix of vendor categories with the vertical axis 'Spend' increasing upward, and the horizontal axis 'Type of relationship' with values 'Transactional' or 'Strategic'. The bottom left corner is 'Low Spend Transactional', the top right corner is 'High Spend Strategic'.

    Where to source your vendor list:

    • Finance department
    • Infrastructure managers
    • Vendor manager in IT

    Further reading: Manage Your Vendors Before They Manage You

    Presentation Deck, slide 26

    Jennifer Schaeffer’s short-timeline turnaround

    CASE STUDY

    Industry Education
    Source Interview with Jennifer Schaeffer

    Jennifer Schaeffer joined Athabasca University as CIO in November 2017. She was entering a turnaround situation as the all-online university lacked an IT strategy and had built up significant technical debt. Armed with the mandate of a third-party consultant that was supported by the president, Schaeffer used a people-first approach to construct her strategy. She met with all her staff, listening to them carefully regardless of role, and consulted with the administrative council and faculty members. She reflected that feedback in her plan or explained to staff why it wasn’t relevant for the strategy. She implemented a “strategic calendaring” approach for the organization, making sure that her team members were participating in meetings where their work was assessed and valued. Drawing on Spotify as an inspiration, she designed her teams in a way that everyone was connected to the customer experience. Given her short timeline to execute, she put off a deep skills analysis of her team for a later time, as well as creating a full architectural map of her technology stack. The outcome is that 2.5 years later, the IT department is unified in using the same tooling and optimization standards. It’s more flexible and ready to incorporate government changes, such as offering more accessibility options.

    Photo of Jennifer Schaeffer.
    Jennifer Schaeffer took on the CIO role at Athabasca University in 2017 and was asked to create a five-year strategic plan in just six weeks.
    (Image source: Athabasca University)

    Listen to 'The First 100 Days' podcast – Eric Wright

    Call 7

    Day 76 to Day 90

    Finalize your vision – mission – values statement

    A clear statement for your values, vision, and mission will help crystallize your IT strategy and communicate what you're trying to accomplish to the entire organization.

    Mission: This statement describes the needs that IT was created to meet and answers the basic question of why IT exists.

    Vision: Write a statement that captures your values. Remember that the vision statement sets out what the IT organization wants to be known for now and into the future.

    Values: IT core values represent the standard axioms by which the IT department operates. Similar to the core values of the organization as a whole, IT’s core values are the set of beliefs or philosophies that guide its strategic actions.

    Further reading: IT Vision and Mission Statements Template

    Presentation Deck, slide 42

    John Chen's new strategic vision

    CASE STUDY

    Industry Mobile Services
    Source Sean Silcoff, The Globe and Mail

    John Chen, known in the industry as a successful turnaround executive, was appointed BlackBerry CEO in 2014 following the unsuccessful launch of the BlackBerry 10 mobile operating system and a new tablet.

    He spent his first three months travelling, talking to customers and suppliers, and understanding the company's situation. He assessed that it had a problem generating cash and had made some strategic errors, but there were many assets that could benefit from more investment.

    He was blunt about the state of BlackBerry, making cutting observations of the past mistakes of leadership. He also settled a key question about whether BlackBerry would focus on consumer or enterprise customers. He pointed to a base of 80,000 enterprise customers that accounted for 80% of revenue and chose to focus on that.

    His new mission for BlackBerry: to transform it from being a "mobile technology company" that pushes handset sales to "a mobile solutions company" that serves the mobile computing needs of its customers.

    Photo of John Chen, CEO of BlackBerry.
    John Chen, CEO of BlackBerry, presents at BlackBerry Security Summit 2018 in New York City (Image source: Brian Jackson)

    Listen to 'The First 100 Days' podcast – Erin Bury

    Quick wins: Make recommendations based on the CIO Business Vision survey

    Based on your completed CIO Business Vision survey, use the IT Satisfaction Scorecard to determine some initiatives. Focus on areas that are ranked as high importance to the business but low satisfaction. While all of the initiatives may be achievable given enough time, use the matrix below to identify the quick wins that you can focus on immediately. It’s important to not fail in your quick-win initiative.

    • High Visibility, Low Risk: Best bet for demonstrating your ability to deliver value.
    • Low Visibility, Low Risk: Worth consideration, depending on the level of effort required and the relative importance to the stakeholder.
    • High Visibility, High Risk: Limit higher-risk initiatives until you feel you have gained trust from your stakeholders, demonstrating your ability to deliver.
    • Low Visibility, High Risk: These will be your lowest value, quick-win initiatives. Keep them in a backlog for future consideration in case business objectives change.
    A matrix of initiative categories based on organizational visibility and risk of failure. It is split into quadrants: the vertical axis is 'Organizational Visibility' with 'High' at the top and 'Low' at the bottom; the horizontal axis is 'Risk of Failure' with 'Low' on the left and 'High' on the right. 'Low Visibility, Low Risk, Few stakeholders will benefit from the initiative’s implementation.' 'Low Visibility, High Risk, No immediate attention is required, but it may become a priority in the future if business objectives change.' 'High Visibility, Low Risk, Multiple stakeholders will benefit from the initiative’s implementation, and it has a low risk of failure.' 'High Visibility, High Risk, Multiple stakeholders will benefit from the initiative’s implementation, but it has a higher risk of failure.'

    Presentation Deck, slide 27

    Create and communicate a post-100 plan

    The last few slides of your presentation deck represent a roundup of all the assessments you’ve done and communicate your plan for the months ahead.

    Slide 38. Based on the information on the previous slide and now knowing which IT capabilities need improvement and which business priorities are important to support, estimate where you'd like to see IT staff spend their time in the near future. Will you be looking to shift staff from one area to another? Will you be looking to hire staff?

    Slide 39. Take your IT M&G initiatives from slide 19 and list them here. If you've already achieved a quick win, list it and mark it as completed to show what you've accomplished. Briefly outline the objectives, how you plan to achieve the result, and what measurement will indicate success.

    Slide 40. Reflect your CIO Business Vision initiatives from slide 31 here.

    Slide 41. Use this roadmap template to list your initiatives by roughly when they’ll be worked on and completed. Plan for when you’ll update your diagnostics.

    Expert Contributors

    Photo of Alan Fong, Chief Technology Officer, Dealer-FX Alan Fong, Chief Technology Officer, Dealer-FX
    Photo of Andrew Wertkin, Chief Strategy Officer, BlueCat NetworksPhoto of David Penny, Chief Technology Officer, BlueCat Networks Andrew Wertkin, Chief Strategy Officer, BlueCat Networks
    David Penny, Chief Technology Officer, BlueCat Networks
    Photo of Susan Bowen, CEO, Aptum Susan Bowen, CEO, Aptum
    Photo of Erin Bury, CEO, Willful Erin Bury, CEO, Willful
    Photo of Denis Gaudreault, Country Manager, Intel Canada and Latin America Denis Gaudreault, Country Manager, Intel Canada and Latin America
    Photo of Wayne Berger, CEO, IWG Plc Wayne Berger, CEO, IWG Plc
    Photo of Eric Wright, CEO, LexisNexis Canada Eric Wright, CEO, LexisNexis Canada
    Photo of Gary Davenport Gary Davenport, past president of CIO Association” of Canada, former VP of IT, Enterprise Solutions Division, MTS AllStream
    Photo of Jennifer Schaeffer, VP of IT and CIO, Athabasca University Jennifer Schaeffer, VP of IT and CIO, Athabasca University

    Bibliography

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    “Enlarging Your Sphere of Influence in Your Organization: Your Learning and Development Guide to Getting People on Side.” MindTools Corporate, 2014.

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    Forbes, Jeff. “Are You Ready for the C-Suite?” KBRS, n.d. Web.

    Gallo, Carmine. “Tim Cook Uses These 5 Words to Take Control of Any Conversation.” Inc., 9 Aug. 2019. Web.

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    Hakobyan, Hayk. “On Louis Gerstner And IBM.” Hayk Hakobyan, n.d. Web.

    Bibliography

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    Heathfield, Susan M. “Why ‘Blink’ Matters: The Power of Your First Impressions." The Balance Careers, 25 June 2019. Web.

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    Drive Successful Sourcing Outcomes With a Robust RFP Process

    • Buy Link or Shortcode: {j2store}216|cart{/j2store}
    • member rating overall impact: 9.4/10 Overall Impact
    • member rating average dollars saved: $25,860 Average $ Saved
    • member rating average days saved: 14 Average Days Saved
    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management
    • Most IT organizations do not have standard RFP templates and tools.
    • Many RFPs lack sufficient requirements.
    • Most RFP team members are not adequately trained on RFP best practices.
    • Most IT departments underestimate the amount of time that is required to perform an effective RFP.

    Our Advice

    Critical Insight

    • Vendors generally do not like RFPs
      Vendors view RFPs as time consuming and costly to respond to and believe that the decision is already made.
    • Dont ignore the benefits of an RFI
      An RFI is too often overlooked as a tool for collecting information from vendors about their product offerings and services.
    • Leverage a pre-proposal conference to maintain an equal and level playing field
      Pre-proposal conference is a convenient and effective way to respond to vendors’ questions ensuring all vendors have the same information to provide a quality response.

    Impact and Result

    • A bad or incomplete RFP results in confusing and incomplete vendor RFP responses which consume time and resources.
    • Incomplete or misunderstood requirements add cost to your project due to the change orders required to complete the project.

    Drive Successful Sourcing Outcomes With a Robust RFP Process Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Storyboard – Leverage your vendor sourcing process to get better results

    Discover a proven process for your RFPs. Review Info-Tech’s process and understand how you can prevent your organization from leaking negotiation leverage while preventing vendors from taking control of your RFP. Our 7-phase process prevents a bad RFP from taking your time, money, and resources.

    • Drive Successful Sourcing Outcomes With a Robust RFP Process Storyboard

    2. Define your RFP Requirements Tool – A convenient tool to gather your requirements and align them to your negotiation strategy.

    Use this tool to assist you and your team in documenting the requirements for your RFP. Use the results of this tool to populate the requirements section of your RFP.

    • RFP Requirements Worksheet

    3. RFP Development Suite of Tools – Use Info-Tech’s RFP, pricing, and vendor response tools and templates to increase your efficiency in your RFP process.

    Configure this time-saving suite of tools to your organizational culture, needs, and most importantly the desired outcome of your RFP initiative. This suite contains four unique RFP templates. Evaluate which template is appropriate for your RFP. Also included in this suite are a response evaluation guidebook and several evaluation scoring tools along with a template to report the RFP results to stakeholders.

    • RFP Calendar and Key Date Tool
    • Vendor Pricing Tool
    • Lean RFP Template
    • Short-Form RFP Template
    • Long-Form RFP Template
    • Excel Form RFP Tool
    • RFP Evaluation Guidebook
    • RFP Evaluation Tool
    • Vendor TCO Tool
    • Consolidated Vendor RFP Response Evaluation Summary
    • Vendor Recommendation Presentation

    Infographic

    Workshop: Drive Successful Sourcing Outcomes With a Robust RFP Process

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Foundation for Creating Requirements

    The Purpose

    Problem Identification

    Key Benefits Achieved

    Current process mapped and requirements template configured

    Activities

    1.1 Overview and level-setting

    1.2 Identify needs and drivers

    1.3 Define and prioritize requirements

    1.4 Gain business authorization and ensure internal alignment

    Outputs

    Map Your Process With Gap Identification

    Requirements Template

    Map Your Process With Gap Identification

    Requirements Template

    Map Your Process With Gap Identification

    Requirements Template

    Map Your Process With Gap Identification

    Requirements Template

    2 Creating a Sourcing Process

    The Purpose

    Define Success Target

    Key Benefits Achieved

    Baseline RFP and evaluation templates

    Activities

    2.1 Create and issue RFP

    2.2 Evaluate responses/proposals and negotiate the agreement

    2.3 Purchase goods and services

    Outputs

    RFP Calendar Tool

    RFP Evaluation Guidebook

    RFP Respondent Evaluation Tool

    3 Configure Templates

    The Purpose

    Configure Templates

    Key Benefits Achieved

    Configured Templates

    Activities

    3.1 Assess and measure

    3.2 Review templates

    Outputs

    Long-Form RFP Template

    Short-Form RFP Template

    Excel-Based RFP Template

    Further reading

    Drive Successful Sourcing Outcomes With a Robust RFP Process

    Leverage your vendor sourcing process to get better results.

    EXECUTIVE BRIEF

    Drive Successful Sourcing Outcomes with a Robust RFP Process

    Lack of RFP Process Causes...
    • Stress
    • Confusion
    • Frustration
    • Directionless
    • Exhaustion
    • Uncertainty
    • Disappointment
    Solution: RFP Process
    Steps in an RFP Process, 'Identify Need', 'Define Business Requirements', 'Gain Business Authorization', 'Perform RFI/RFP', 'Negotiate Agreement', 'Purchase Good and Services', and 'Assess and Measure Performance'.
    • Best value solutions
    • Right-sized solutions
    • Competitive Negotiations
    • Better requirements that feed negotiations
    • Internal alignment on requirements and solutions
    • Vendor Management Governance Plan
    Requirements
    • Risk
    • Legal
    • Support
    • Security
    • Technical
    • Commercial
    • Operational
    • Vendor Management Governance
    Templates, Tools, Governance
    • RFP Template
    • Your Contracts
    • RFP Procedures
    • Pricing Template
    • Evaluation Guide
    • Evaluation Matrix
    Vendor Management
    • Scorecards
    • Classification
    • Business Review Meetings
    • Key Performance Indicators
    • Contract Management
    • Satisfaction Survey

    Analyst Perspective

    Consequences of a bad RFP

    Photo of Steven Jeffery, Principal Research Director, Vendor Management, Co-Author: The Art of Creating a Quality RFP, Info-Tech Research Group

    “A bad request for proposal (RFP) is the gift that keeps on taking – your time, your resources, your energy, and your ability to accomplish your goal. A bad RFP is ineffective and incomplete, it creates more questions than it answers, and, perhaps most importantly, it does not meet your organization’s expectations.”

    Steven Jeffery
    Principal Research Director, Vendor Management
    Co-Author: The Art of Creating a Quality RFP
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Most IT organizations are absent of standard RFP templates, tools, and processes.
    • Many RFPs lack sufficient requirements from across the business (Legal, Finance, Security, Risk, Procurement, VMO).
    • Most RFP team members are not adequately trained on RFP best practices.
    • Most IT departments underestimate the amount of time required to perform an effective RFP.
    • An ad hoc sourcing process is a common recipe for vendor performance failure.

    Common Obstacles

    • Lack of time
    • Lack of resources
    • Right team members not engaged
    • Poorly defined requirements
    • Too difficult to change supplier
    • Lack of a process
    • Lack of adequate tools/processes
    • Lack of a vendor communications plan that includes all business stakeholders.
    • Lack of consensus as to what the ideal result should look like.

    Info-Tech’s Approach

    • Establish a repeatable, consistent RFP process that maintains negotiation leverage and includes all key components.
    • Create reusable templates to expedite the RFP evaluation and selection process.
    • Maximize the competition by creating an equal and level playing field that encourages all the vendors to respond to your RFP.
    • Create a process that is clear and understandable for both the business unit and the vendor to follow.
    • Include Vendor Management concepts in the process.

    Info-Tech Insight

    A well planned and executed sourcing strategy that focuses on solid requirements, evaluation criteria, and vendor management will improve vendor performance.

    Executive Summary

    Your Challenge

    Your challenge is to determine the best sourcing tool to obtain vendor information on capabilities, solution(s), pricing and contracting: RFI, RFP, eRFX.

    Depending on your organization’s knowledge of the market, your available funding, and where you are in the sourcing process, there are several approaches to getting the information you need.

    An additional challenge is to answer the question “What is the purpose of our RFX?”

    If you do not have in-depth knowledge of the market, available solutions, and viable vendors, you may want to perform an RFI to provide available market information to guide your RFP strategy.

    If you have defined requirements, approved funding, and enough time, you can issue a detailed, concise RFP.

    If you have “the basics” about the solution to be acquired and are on a tight timeframe, an “enhanced RFI” may fit your needs.

    This blueprint will provide you with the tools and processes and insights to affect the best possible outcome.

    Executive Summary

    Common Obstacles

    • Lack of process/tools
    • Lack of input from stakeholders
    • Stakeholders circumventing the process to vendors
    • Vendors circumventing the process to key stakeholders
    • Lack of clear, concise, and thoroughly articulated requirements
    • Waiting until the vendor is selected to start contract negotiations
    • Waiting until the RFP responses are back to consider vendor management requirements
    • Lack of clear communication strategy to the vendor community that the team adheres to

    Many organizations underestimate the time commitment for an RFP

    70 Days is the average duration of an IT RFP.

    The average number of evaluators is 5-6

    4 Is the average number of vendor submissions, each requiring an average of two to three hours to review. (Source: Bonfire, 2019. Note: The 2019 Bonfire report on the “State of the RFP” is the most recent published.)

    “IT RFPs take the longest from posting to award and have the most evaluators. This may be because IT is regarded as a complex subject requiring complex evaluation. Certainly, of all categories, IT offers the most alternative solutions. The technology is also changing rapidly, as are the requirements of IT users – the half-life of an IT requirement is less than six months (half the requirements specified now will be invalid six months from now). And when the RFP process takes up two of those months, vendors may be unable to meet changed requirements when the time to implement arrives. This is why IT RFPs should specify the problem to be resolved rather than the solution to be provided. If the problem resolution is the goal, vendors are free to implement the latest technologies to meet that need.” (Bonfire, “2019 State of the RFP”)

    Why Vendors Don’t Like RFPs

    Vendors’ win rate

    44%

    Vendors only win an average of 44% of the RFPs they respond to (Loopio, 2022).
    High cost to respond

    3-5%

    Vendors budget 3-5% of the anticipated contract value to respond (LinkedIn, 2017, Note: LinkedIn source is the latest information available).
    Time spent writing response

    23.8 hours

    Vendors spend on average 23.8 hours to write or respond to your RFP (Marketingprofs, 2021).

    Negative effects on your organization from a lack of RFP process

    Visualization titled 'Lack of RFP Process Causes' with the following seven items listed.

    Stress, because roles and responsibilities aren’t clearly defined and communication is haphazard, resulting in strained relationships.

    Confusion, because you don’t know what the expected or desired results are.

    Directionless, because you don’t know where the team is going.

    Uncertainty, with many questions of your own and many more from other team members.

    Frustration, because of all the questions the vendors ask as a result of unclear or incomplete requirements.

    Exhaustion, because reviewing RFP responses of insufficient quality is tedious.

    Disappointment in the results your company realizes.

    (Source: The Art of Creating a Quality RFP)

    Info-Tech’s approach

    Develop an inclusive and thorough approach to the RFP Process

    Steps in an RFP Process, 'Identify Need', 'Define Business Requirements', 'Gain Business Authorization', 'Perform RFI/RFP', 'Negotiate Agreement', 'Purchase Good and Services', and 'Assess and Measure Performance'.

    The Info-Tech difference:

    1. The secret to managing an RFP is to make it as manageable and as thorough as possible. The RFP process should be like any other aspect of business – by developing a standard process. With a process in place, you are better able to handle whatever comes your way, because you know the steps you need to follow to produce a top-notch RFP.
    2. The business then identifies the need for more information about a product/service or determines that a purchase is required.
    3. A team of stakeholders from each area impacted gather all business, technical, legal, and risk requirements. What are the expectations of the vendor relationship post-RFP? How will the vendors be evaluated?
    4. Based on the predetermined requirements, either an RFI or an RFP is issued to vendors with a predetermined due date.

    Insight Summary

    Overarching insight

    Without a well defined, consistent RFP process, with input from all key stakeholders, the organization will not achieve the best possible results from its sourcing efforts.

    Phase 1 insight

    Vendors are choosing to not respond to RFPs due to their length and lack of complete requirements.

    Phase 2 insight

    Be clear and concise in stating your requirements and include, in addition to IT requirements, procurement, security, legal, and risk requirements.

    Phase 3 insight

    Consider adding vendor management requirements to manage the ongoing relationship post contract.

    Tactical insight

    Consider the RFP Evaluation Process as you draft the RFP, including weighting the RFP components. Don’t underestimate the level of effort required to effectively evaluate responses – write the RFP with this in mind.

    Tactical insight

    Provide strict, prescriptive instructions detailing how the vendor should submit their responses. Controlling vendor responses will increase your team’s efficiency in evaluations while providing ease of reference responses across multiple vendors.

    Key deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key deliverables:

    Info-Tech provides you with the tools you need to go to market in the most efficient manner possible, with guidance on how to achieve your goals.

    Sample of

    Long-Form RFP Template
    For when you have complete requirements and time to develop a thorough RFP.
    Sample of the Long-Form RFP Template deliverable. Short-Form RFP Template
    When the requirements are not as extensive, time is short, and you are familiar with the market.
    Sample of the Short-Form RFP Template deliverable.
    Lean RFP Template
    When you have limited time and some knowledge of the market and wish to include only a few vendors.
    Sample of the Lean RFP Template deliverable. Excel-Form RFP Template
    When there are many requirements, many options, multiple vendors, and a broad evaluation team.
    Sample of the Excel-Form RFP Template deliverable.

    Blueprint benefits

    IT Benefits
    • Side-by-side comparison of vendor capabilities
    • Pricing alternatives
    • No surprises
    • Competitive solutions to deliver the best results
    Mutual IT and Business Benefits
    • Reduced time to implement
    • Improved alignment between IT /Business
    • Improved vendor performance
    • Improved vendor relations
    Business Benefits
    • Budget alignment, reduced cost
    • Best value
    • Risk mitigation
    • Legal and risk protections

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is seven to twelve calls over the course of four to six months.

    What does a typical GI on this topic look like?

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    Phase 5

    Phase 6

    Phase 7

    Call #1: Identify the need Call #3: Gain business authorization Call #5: Negotiate agreement strategy Call #7: Assess and measure performance
    Call #2: Define business requirements Call #4: Review and perform the RFX or RFP Call #6: Purchase goods and services

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Day 1 Day 2 Day 3
    Activities
    Answer “What problem do we need to solve?”

    1.1 Overview and level-setting

    1.2 Identify needs and drivers

    1.3 Define and prioritize requirements

    1.4 Gain business authorization and ensure internal alignment

    Define what success looks like?

    2.1 Create and issue RFP

    2.2 Evaluate responses/ proposals and negotiate the agreement.

    2.3 Purchase goods and services

    Configure Templates

    3.1 Assess and measure

    3.2 Review tools

    Deliverables
    1. Map your process with gap identification
    2. RFP Requirements Worksheet
    1. RFP Calendar and Key Date Tool
    2. RFP Evaluation Guidebook
    3. RFP Evaluation Tool
    1. Long-form RFP Template
    2. Short-form RFP Template
    3. Excel-based RFP Tool
    4. Lean RFP Template

    Phase 1

    Identify Need

    Steps

    1.1 Establish the need to either purchase goods/services (RFP) or acquire additional information from the market (RFI).

    Steps in an RFP Process with the first step, 'Identify Need', highlighted.

    This phase involves the following participants:

    • Business stakeholders
    • IT
    • Sourcing/Procurement
    • Finance

    Identify the need based on business requirements, changing technology, increasing vendor costs, expiring contracts, and changing regulatory requirements.

    Outcomes of this phase

    Agreement on the need to go to market to make a purchase (RFP) or to acquire additional information (RFI) along with a high-level agreement on requirements, rough schedule (is there time to do a full blown RFP or are you time constrained, which may result in an eRFP) and the RFP team is identified.

    Identify Need
    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Identify the Need for Your RFP

    • An RFP is issued to the market when you are certain that you intend to purchase a product/service and have identified an adequate vendor base from which to choose as a result of:

      • IT Strategy
      • Changes in technology
      • Marketplace assessment
      • Contract expiration/renewal
      • Changes in regulatory requirements
      • Changes in the business’ requirements
    • An RFI is issued to the market when you are uncertain as to available technologies or supplier capabilities and need budgetary costs for planning purposes.
    • Be sure to choose the right RFx tool for your situation!
    Stock photo of a pen circling the word 'needs' on a printed document.

    Phase 2

    Define Your RFP Requirements

    Steps

    2.1 Define and classify the technical, business, financial, legal, and support and security requirements for your business.

    Steps in an RFP Process with the second step, 'Define Business Requirements', highlighted.

    This phase involves the following participants:

    • IT
    • Legal
    • Finance
    • Risk management
    • Sourcing/Procurement
    • Business stakeholders

    Outcomes of this phase

    A detailed list of required business, technical, legal and procurement requirements classified as to absolute need(s), bargaining and concession need(s), and “nice to haves.”

    Define Business Requirements

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Define RFP Requirements

    Key things to consider when defining requirements

    • Must be inclusive of the needs of all stakeholders: business, technical, financial, and legal
    • Strive for clarity and completeness in each area of consideration.
    • Begin defining your “absolute,” “bargaining,” “concession,” and ‘”dropped/out of scope” requirements to streamline the evaluation process.
    • Keep the requirements identified as “absolute” to a minimum, because vendors that do not meet absolute requirements will be removed from consideration.
    • Do you have a standard contract that can be included or do you want to review the vendor’s contract?
    • Don’t forget Data Security!
    • Begin defining your vendor selection criteria.
    • What do you want the end result to look like?
    • How will you manage the selected vendor after the contract? Include key VM requirements.
    • Defining requirements can’t be rushed or you’ll find yourself answering many questions, which may create confusion.
    • Collect all your current spend and budget considerations regarding the needed product(s) and service(s).

    “Concentrate on the needs of the organization and not the wants of the individuals when creating requirements to avoid scope creep.” (Donna Glidden, ITRG Research Director)

    Leverage the “ABCD” approach found in our Prepare for Negotiations More Effectively blueprint:
    https://tymansgrpup.com/research/ss/prepare-for-negotiations-more-effectively

    2.1 Prioritize your requirements

    1 hr to several days

    Input: List of all requirements from IT and IT Security, Business, Sourcing/Procurement, Risk Management, and Legal

    Output: Prioritized list of RFP requirements approved by the stakeholder team

    Materials: The RFP Requirements Worksheet

    Participants: All stakeholders impacted by the RFP: IT, IT Security, the Business, Sourcing/ Procurement, Risk Management, Legal

    1. Use this tool to assist you and your team in documenting the requirements for your RFP. Leverage it to collect and categorize your requirements in preparation for negotiations. Use the results of this tool to populate the requirements section of your RFP.
    2. As a group, review each of the requirements and determine their priority as they will ultimately relate to the negotiations.
      • Prioritizing your requirements will set up your negotiation strategy and streamline the process.
      • By establishing the priority of each requirement upfront, you will save time and effort in the selection process.
    3. Review RFP requirements with stakeholders for approval.

    Download the RFP Requirements Worksheet

    Phase 3

    Gain Business Authorization

    Steps

    3.1 Obtain business authorization from the business, technology, finance and Sourcing/Procurement

    Steps in an RFP Process with the third step, 'Gain Business Authorization', highlighted.

    This phase involves the following participants:

    • Business stakeholders
    • Technology and finance (depending upon the business)
    • Sourcing/Procurement

    Outcomes of this phase

    Approval by all key stakeholders to proceed with the issuing of the RFP and to make a purchase as a result.

    Gain Business Authorization

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Gain Business Authorization

    Gain authorization for your RFP from all relevant stakeholders
    • Alignment of stakeholders
    • Agreement on final requirements
    • Financial authorization
    • Commitment of resources
    • Agreement on what constitutes vendor qualification
    • Finalization of selection criteria and their prioritization

    Obtaining cross-function alignment will clear the way for contract, SOW, and budget approvals and not waste any of your and your vendor’s resources in performing an RFP that your organization is not ready to implement or invest financial and human resources in.

    Stock photo of the word 'AUTHORIZED' stamped onto a white background with a much smaller stamp laying beside it.

    Phase 4

    Create and Issue

    Steps

    4.1 Build your RFP

    4.2 Decide RFI or not

    4.3 Create your RFP

    4.4 Receive & answer questions

    4.5 Perform Pre-Proposal Conference

    4.6 Evaluate responses

    Steps in an RFP Process with the fourth step, 'Perform RFI/RFP', highlighted.

    This phase involves the following participants:

    • The RFP owner
    • IT
    • Business SMEs/stakeholders

    Outcomes of this phase

    RFP package is issued to vendors and includes the date of the Pre-Proposal Conference, which should be held shortly after RFP release and includes all parties.

    SME’s/stakeholders participate in providing answers to RFP contact for response to vendors.

    Create and Issue Your RFP/RFI

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Build your RFP with evaluation in mind

    Easing evaluation frustrations

    At the beginning of your RFP creation process consider how your requirements will impact the vendor’s response. Concentrate on the instructions you provide the vendors and how you wish to receive their responses. View the RFP through the lens of the vendors and envision how they are going to respond to the proposal.

    Limiting the number of requirements included in the RFP will increase the evaluation team’s speed when reviewing vendors’ responses. This is accomplished by not asking questions for common features and functionality that all vendors provide. Don’t ask multiple questions within a question. Avoid “lifting” vendor-specific language to copy into the RFP as this will signal to vendors who their competition might be and may deter their participation. Concentrate your requirement questions to those areas that are unique to your solution to reduce the amount of time required to evaluate the vendors’ response.

    Things to Consider When Creating Your RFP:

    • Consistency is the foundation for ease of evaluation.
    • Provide templates, such as an Excel worksheet, for the vendor’s pricing submissions and for its responses to close-ended questions.
    • Give detailed instructions on how the vendor should organize their response.
    • Limit the number of open-ended questions requiring a long narrative response to must-have requirements.
    • Organize your requirements and objectives in a numerical outline and have the vendor respond in the same manner, such as the following:
      • 1
      • 1.1
      • 1.1.1

    Increase your response quality

    Inconsistent formatting of vendor responses prevents an apples-to-apples evaluation between vendor responses. Evaluation teams are frequently challenged and are unable to evaluate vendors’ responses equally against each other for the following reasons:

    Challenges
    • Vendor responses are submitted with different and confusing nomenclature
    • Inconsistent format in response
    • Disparate order of sections in the vendors responses
    • Different style of outlining their responses, e.g. 1.1 vs. I.(i)
    • Pricing proposal included throughout their response
    • Responses are comingled with marketing messages
    • Vendor answers to requirements or objectives are not consolidated in a uniform manner
    • Disparate descriptions for response subsections
    Prevention
    • Provide specific instructions as to how the vendor is to organize their response:
      • How to format and outline the response
      • No marketing material
      • No pricing in the body of the response
    • Provide templates for pricing, technical, operational, and legal aspects.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Perform Request for Information

    Don’t underestimate the importance of the RFI

    As the name implies, a request for information (RFI) is a tool for collecting information from vendors about the companies, their products, and their services. We find RFIs useful when faced with a lot of vendors that we don’t know much about, when we want to benchmark the marketplace for products and services, including budgetary information, and when we have identified more potential vendors than we care to commit a full RFP to.

    RFIs are simpler and less time-consuming than RFPs to prepare and evaluate, so it can make a lot of sense to start with an RFI. Eliminating unqualified vendors from further consideration will save your team from weeding through RFP responses that do not meet your objectives. For their part, your vendors will appreciate your efforts to determine up-front which of them are the best bets before asking them to spend resources and money producing a costly proposal.

    While many organizations rarely use RFIs, they can be an effective tool in the vendor manager’s toolbox when used at the right time in the right way. RFIs can be deployed in competitive targeted negotiations.

    A Lean RFP is a two-stage strategy that speeds up the typical RFP process. The first stage is like an RFI on steroids, and the second stage is targeted competitive negotiation.

    Don’t rely solely on the internet to qualify vendors; use an RFI to acquire additional information before finalizing an RFP.

    4.2.1 In a hurry? Consider a Lean RFP instead of an RFP

    Several days
    1. Create an RFI with all of the normal and customary components. Next, add a few additional RFP-like requirements (e.g. operational, technical, and legal requirements). Make sure you include a request for budgetary pricing and provide any significant features and functionality requirements so that the vendors have enough information to propose solutions. In addition, allow the vendors to ask questions through your single point of coordination and share answers with all of the vendors. Finally, notify the vendors that you will not be doing an RFP.
    2. Review the vendors’ proposals and evaluate their proposals against your requirements along with their notional or budgetary pricing.
    3. Have the evaluators utilize the Lean RFP Template to record their scores accordingly.
    4. After collecting the scores from the evaluators, consolidate the scores together to discuss which vendors – we recommend two or three – you want to present demos.
    5. Based on the vendors’ demos, the team selects at least two vendors to negotiate contract and pricing terms with intent of selecting the best-value vendor.
    6. The Lean RFP shortens the typical RFP process, maintains leverage for your organization, and works great with low- to medium-spend items (however your organization defines them). You’ll get clarification on vendors’ competencies and capabilities, obtain a fair market price, and meet your internal clients’ aggressive timelines while still taking steps to protect your organization.

    Download the Lean RFP Template

    Download the RFP Evaluation Tool

    4.2.1 In a hurry? Consider a Lean RFP instead of an RFP continued

    Input

    • List of technical, operational, business, and legal requirements
    • Budgetary pricing ask

    Output

    • A Lean RFP document that includes the primary components of an RFP
    • Lean RFP vendors response evaluation

    Materials

    • Lean RFP Template
    • RFP Evaluation Tool
    • Contracting requirements
    • Pricing

    Participants

    • IT
    • Business
    • Finance
    • Sourcing/Procurement

    Case Study

    A Lean RFP saves time
    INDUSTRY: Pharmaceutical
    SOURCE: Guided Implementation
    Challenge
    • The vendor manager (VM) was experiencing pressure to shorten the expected five-month duration to perform an RFP for software that planned, coordinated, and submitted regulatory documents to the US Food and Drug Administration.
    • The VM team was not completely familiar with the qualified vendors and their solutions.
    • The organization wanted to capitalize on this opportunity to enhance its current processes with the intent of improving efficiencies in documentation submissions.
    Solution
    • Leveraging the Lean RFP process, the team reduced the 200+ RFP questionnaire into a more manageable list of 34 significant questions to evaluate vendor responses.
    • The team issued the Lean RFP and requested the vendors’ responses in three weeks instead of the five weeks planned for the RFP process.
    • The team modified the scoring process to utilize a simple weighted-scoring methodology, using a scale of 1-5.
    Results
    • The Lean RFP scaled back the complexity of a large RFP.
    • The customer received three vendor responses ranging from 19 to 43 pages and 60-80% shorter than expected if the RFP had been used. This allowed the team to reduce the evaluation period by three weeks.
    • The duration of the RFx process was reduced by more than two months – from five months to just under three months.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    4.3.1 RFP Calendar

    1 hour

    Input: List duration in days of key activities, RFP Calendar and Key Date Tool, For all vendor-inclusive meetings, include the dates on your RFP calendar and reference them in the RFP

    Output: A timeline to complete the RFP that has the support of each stakeholder involved in the process and that allows for a complete and thorough vendor response.

    Materials: RFP Calendar and Key Date Tool

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    1. As a group, identify the key activities to be accomplished and the amount of time estimated to complete each task:
      1. Identify who is ultimately accountable for the completion of each task
      2. Determine the length of time required to complete each task
    2. Use the RFP Calendar and Key Date Tool to build the calendar specific to your needs.
    3. Include vendor-related dates in the RFP, i.e., Pre-Proposal Conference, deadline for RFP questions as well as response.

    Download the RFP Calendar and Key Date Tool

    Draft your RFP

    Create and issue your RFP, which should contain at least the following:
    • The ability for the vendors to ask clarifying questions (in writing, sent to the predetermined RFP contact)
    • Pre-Proposal/Pre-Bid Conference schedule where vendors can receive the same answer to all clarifying written questions
    • A calendar of events (block the time on stakeholder calendars – see template).
    • Instructions to potential vendors on how they should construct and return their response to enable effective and timely evaluation of each offer.
    • Requirements; for example: Functional, Operational, Technical, and Legal.
    • Specification drawings as if applicable.
    • Consider adding vendor management requirements – how do you want to manage the relationship after the deal is done?
    • A pricing template for vendors to complete that facilitates comparison across multiple vendors.
    • Contract terms required by your legal team (or your standard contract for vendors to redline as part of their response and rated/ranked accordingly).
    • Create your RFP with the evaluation process and team in mind to ensure efficiency and timeliness in the process. Be clear, concise, and complete in the document.
    • Consistency and completeness is the foundation for ease of evaluation.
    • Give vendors detailed instruction on how to structure and organize their response.
    • Limit the number of open-ended questions requiring a long narrative response.
    • Be sure to leverage Info-Tech’s proven and field-tested Short-Form, Long-Form, and Lean RFP Templates provided in this blueprint.

    Create a template for the vendors’ response

    Dictating to the vendors the format of their response will increase your evaluation efficiency
    Narrative Response:

    Create either a Word or Excel document that provides the vendor with an easy vehicle for their response. This template should include the question identifier that ties the response back to the requirement in the RFP. Instruct vendors to include the question number on any ancillary materials they wish to include.

    Pricing Response:

    Create a separate Excel template that the vendors must use to provide their financial offer. This template should include pricing for hardware, software, training, implementation, and professional services, as well as placeholders for any additional fees.

    Always be flexible in accepting alternative proposals after the vendor has responded with the information you requested in the format you require.

    Stock image of a paper checklist in front of a laptop computer's screen.

    4.3.2 Vendor Pricing Tool

    1 hour

    Input: Identify pricing components for hardware, software, training, consulting/services, support, and additional licenses (if needed)

    Output: Vendor Pricing Tool

    Materials: RFP Requirements Worksheet, Pricing template

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement, Vendor management

    1. Using a good pricing template will prevent vendors from providing pricing offers that create a strategic advantage designed to prevent you from performing an apples-to-apples comparison.
    2. Provide specific instructions as to how the vendor is to organize their pricing response, which should be submitted separate from the RFP response.
    3. Configure and tailor pricing templates that are specific to the product and/or services.
    4. Upon receipt of all the vendor’s responses, simply cut and paste their total response to your base template for an easy side-by-side pricing comparison.
    5. Do not allow vendors to submit financial proposals outside of your template.

    Download the Vendor Pricing Tool

    Three RFP Templates

    Choose the right template for the right sourcing initiative

    • Short-Form
    • Use the Short-Form RFP Template for simple, non-complex solutions that are medium to low dollar amounts that do not require numerous requirements.

    • Long-Form
    • We recommend the Long-Form RFP Template for highly technical and complex solutions that are high dollar and have long implementation duration.

    • Excel-Form
    • Leverage the Excel-Form RFP Tool for requirements that are more specific in nature to evaluate a vendor’s capability for their solution. This template is designed to be complete and inclusive of the RFP process, e.g., requirements, vendor response, and vendor response evaluation scoring.

    Like tools in a carpenters’ tool box or truck, there is no right or wrong template for any job. Take into account your organization culture, resources available, time frame, policies, and procedures to pick the right tool for the job. (Steve Jeffery, Principal Research Director, Vendor Management, Co-Author: The Art of Creating a Quality RFP, Info-Tech Research Group)

    4.3.3 Short-Form RFP Template

    1-2 hours

    Input: List of technical, legal, business, and data security requirements

    Output: Full set of requirements, prioritized, that all participants agree to

    Materials: Short-Form RFP Template, Vendor Pricing Tool, Supporting exhibits

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    • This is a less complex RFP that has relatively basic requirements and perhaps a small window in which the vendors can respond. As with the long-form RFP, exhibits are placed at the end of the RFP, an arrangement that saves both your team and the vendors time. Of course, the short-form RFP contains less-specific instructions, guidelines, and rules for vendors’ proposal submissions.
    • We find that short-form RFPs are a good choice when you need to use something more than a request for quote (RFQ) but less than an RFP running 20 or more pages. It’s ideal, for example, when you want to send an RFP to only one vendor or to acquire items such as office supplies, contingent labor, or commodity items that don’t require significant vendor risk assessment.

    Download the Short-Form RFP Template

    4.3.4 Long-Form RFP Template

    1-3 hours

    Input: List of technical, legal, business, and data security requirements

    Output: Full set of requirements, prioritized, that all stakeholders agree to

    Materials: Long-Form RFP Template, Vendor Pricing Tool, Supporting exhibits

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    • A long-form or major RFP is an excellent tool for more complex and complicated requirements. This template is for a baseline RFP.
    • It starts with best-in-class RFP terms and conditions that are essential to maintaining your control throughout the RFP process. The specific requirements for the business, functional, technical, legal, and pricing areas should be included in the exhibits at the end of the template. That makes it easier to tailor the RFP for each deal, since you and your team can quickly identify specific areas that need modification. Grouping the exhibits together also makes it convenient for both your team to review and the vendors to respond.
    • You can use this sample RFP as the basis for your template RFP, taking it all as is or picking and choosing the sections that best meet the mission and objectives of the RFP and your organization.

    Download the Long-Form RFP Template

    4.3.5 Excel-Form RFP Tool

    Several weeks

    Input: List of technical, legal, business, and data security requirements

    Output: Full set of requirements, prioritized, that all stakeholders agree to

    Materials: Excel-Form RFP Template, Vendor Pricing Tool, Supporting exhibits

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    • The Excel-Form RFP Tool is used as an alternative to the other RFP toolsets if you have multiple requirements and have multiple vendors to choose from.
    • Requirements are written as a “statement” and the vendor can select from five answers as to their ability to meet the requirements, with the ability to provide additional context and materials to augment their answers, as needed.
    • Requirements are listed separately in each tab, for example, Business, Legal, Technical, Security, Support, Professional Services, etc.

    Download the Excel-Form RFP Template

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Answer Vendor Questions

    Maintaining your equal and level playing field among vendors

    • Provide an adequate amount of time from the RFP issue date to the deadline for vendor questions. There may be multiple vendor staff/departments that need to read the RFP and then discuss their response approach and gather any clarifying questions, so we generally recommend three to five business days.
    • There should be one point of contact for all Q&A, which should be submitted in writing via email only. Be sure to plan for enough time to get the answers back from the RFP stakeholders.
    • After the deadline, collect all Q&A and begin the process of consolidating into one document.
    Large silver question mark.
    • Be sure to anonymize both vendor questions and your responses, so as not to reveal who asked or answered the question.
    • Send the document to all RFP respondents via your sourcing tool or BCC in an email to the point of contact, with read receipt requested. That way, you can track who has received and opened the correspondence.
    • Provide the answers a few days prior to the Pre-Proposal Conference to allow all respondents time to review the document and prepare any additional questions.
    • Begin the preparation for the Pre-Proposal Conference.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Conduct Pre-Proposal Conference

    Maintain an equal and level playing field

    • Consolidate all Q&A to be presented to all vendors during the Pre-Proposal Conference.
    • If the Pre-Proposal Conference is conducted via conference call, be sure to record the session and advise all participants at the beginning of the call.
    • Be sure to have key stakeholders present on the call to answer questions.
    • Read each question and answer, after which ask if there are any follow up questions. Be sure to capture them and then add them to the Q&A document.
    • Remind respondents that no further questions will be entertained during the remainder of the RFP response period.
    • Send the updated and completed document to all vendors (even if circumstances prevented their attending the Pre-Proposal Conference). Use the same process as when you sent out the initial answers: via email, blind copy the respondents and request read/receipt.

    “Using a Pre-Proposal Conference allows you to reinforce that there is a level playing field for all of the vendors…that each vendor has an equal chance to earn your business. This encourages and maximizes competition, and when that happens, the customer wins.” (Phil Bode, Principal Research Director, Co-Author: The Art of Creating a Quality RFP, Info-Tech Research Group)

    Pre-Proposal Conference Agenda

    Modify this agenda for your specific organization’s culture
    1. Opening Remarks & Welcome – RFP Manager
      1. Agenda review
      2. Purpose of the Pre-Proposal Conference
    2. Review Agenda
      1. Introduction of your (customer) attendees
    3. Participating Vendor Introduction (company name)
    4. Executive or Sr. Leadership Comments (limit to five minutes)
      1. Importance of the RFP
      2. High-level business objective or definition of success
    5. Review Key Dates in the RFP

    (Source: The Art of Creating a Quality RFP, Jeffery et al., 2019)
    1. Review of any Technical Drawings or Information
      1. Key technical requirements and constraints
      2. Key infrastructure requirements and constraints
    2. Review of any complex RFP Issues
      1. Project scope/out of scope
    3. Question &Answer
      1. Vendors’ questions in alphabetical order
    4. Review of Any Specific Instructions for the Respondents
    5. Conclusion/Closing
      1. Review how to submit additional questions
      2. Remind vendors of the single point of contact

    Allow your executive or leadership sponsor to leave the Pre-Proposal Conference after they provide their comments to allow them to continue their day while demonstrating to the vendors the importance of the project.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Evaluate Responses

    Other important information

    • Consider separating the pricing component from the RFP responses before sending them to reviewers to maintain objectivity until after you have received all ratings on the proposals themselves.
    • Each reviewer should set aside focused time to carefully read each vendor’s response
    • Read the entire vendor proposal – they spent a lot time and money responding to your request, so please read everything.
    • Remind reviewers that they should route any questions to the vendor through the RFP manager.
    • Using the predetermined ranking system for each section, rate each section of the response, capturing any notes, questions, or concerns as you proceed through the document(s).
    Stock photo of a 'Rating' meter with values 'Very Bad to 'Excellent'.

    Use a proven evaluation method

    Two proven methods to reviewing vendors’ proposals are by response and by objective

    The first, by response, is when the evaluator reviews each vendor’s response in its entirety.

    The second, reviewing by objective, is when the evaluator reviews each vendor’s response to a single objective before moving on to the next.

    By Response

    Two-way arrow with '+ Pros' in green on the left and 'Cons -' in red on the right.

    By Objective

    Two-way arrow with '+ Pros' in green on the left and 'Cons -' in red on the right.

    • Each response is thoroughly read all the way through.
    • Response inconsistencies are easily noticed.
    • Evaluators obtain a good feel for the vendor's response.
    • Evaluators will lose interest as they move from one response to another.
    • Evaluation will be biased if the beginning of response is subpar, influencing the rest of the evaluation.
    • Deficiencies of the perceived favorite vendor are overlooked.
    • Evaluators concentrate on how each objective is addressed.
    • Evaluators better understand the responses, resulting in identifying the best response for the objective.
    • Evaluators are less susceptible to supplier bias.
    • Electronic format of the response hampers response review per objective.
    • If a hard copy is necessary, converting electronic responses to hard copy is costly and cumbersome.
    • Discipline is required to score each vendor's response as they go.

    Maintain evaluation objectivity by reducing response evaluation biases

    Evaluation teams can be naturally biased during their review of the vendors’ responses.

    You cannot eliminate bias completely – the best you can do is manage it by identifying these biases with the team and mitigating their influence in the evaluation process.

    Vendor

    The evaluator only trusts a certain vendor and is uncomfortable with any other vendor.
    • Evaluate the responses blind of vendor names, if possible.
    Centerpiece for this table, titled 'BIAS' and surrounding by iconized representations of the four types listed.

    Account Representatives

    Relationships extend beyond business, and an evaluator doesn't want to jeopardize them.
    • Craft RFP objectives that are vendor neutral.

    Technical

    A vendor is the only technical solution the evaluator is looking for, and they will not consider anything else.
    • Conduct fair and open solution demonstrations.

    Price

    As humans, we can justify anything at a good price.
    • Evaluate proposals without awareness of price.

    Additional insights when evaluating RFPs

    When your evaluation team includes a member of the C-suite or senior leadership, ensure you give them extra time to sufficiently review the vendor's responses. When your questions require a definitive “Yes”/“True” or “No”/“False” responses, we recommend giving the maximum score for “Yes”/“True” and the minimum score for “No”/“False”.
    Increase your efficiency and speed of evaluation by evaluating the mandatory requirements first. If a vendor's response doesn't meet the minimum requirements, save time by not reviewing the remainder of the response. Group your RFP questions with a high-level qualifying question, then the supporting detailed requirements. The evaluation team can save time by not evaluating a response that does not meet a high-level qualifying requirement.

    Establish your evaluation scoring scale

    Define your ranking scale to ensure consistency in ratings

    Within each section of your RFP are objectives, each of which should be given its own score. Our recommended approach is to award on a scale of 0 to 5. With such a scale, you need to define every level. Below are the recommended definitions for a 0 to 5 scoring scale.

    Score Criteria for Rating
    5 Outstanding – Complete understanding of current and future needs; solution addresses current and future needs
    4 Competent – Complete understanding and adequate solution
    3 Average – Average understanding and adequate solution
    2 Questionable – Average understanding; proposal questionable
    1 Poor – Minimal understanding
    0 Not acceptable – Lacks understanding
    Stock photo of judges holding up their ratings.

    Weigh the sections of your RFP on how important or critical they are to the RFP

    Obtain Alignment on Weighting the Scores of Each Section
    • There are many ways to score responses, ranging from extremely simple to highly complicated. The most important thing is that everyone responsible for completing scorecards is in total agreement about how the scoring system should work. Otherwise, the scorecards will lose their value, since different weighting and scoring templates were used to arrive at their scores.
    • You can start by weighting the scores by section, with all sections adding up to 100%.
    Example RFP Section Weights
    Pie chart of example RFP section weights, 'Operational, 20%', 'Service-Level Agreements, 20%', 'Financial, 20%', 'Legal/Contractual, 15%', 'Technical, 10%' 'Functional, 15%'.
    (Source: The Art of Creating a Quality RFP, Jeffery et al., 2019)

    Protect your negotiation leverage with these best practices

    Protect your organization's reputation within the vendor community with a fair and balanced process.
    • Unless you regularly have the evaluators on your evaluation team, always assume that the team members are not familiar nor experienced with your process and procedures.
    • Do not underestimate the amount of preparations required to ensure that your evaluation team has everything they need to evaluate vendors’ responses without bias.
    • Be very specific about the expectations and time commitment required for the evaluation team to evaluate the responses.
    • Explain to the team members the importance of evaluating responses without conflicts of interest, including the fact that information contained within the responses and all discussions within the team are considered company owned and confidential.
    • Include examples of the evaluation and scoring processes to help the evaluators understand what they should be doing.
    • Finally – don’t forget to the thank the evaluation team and their managers for their time and commitment in contributing to this essential decision.
    Stock photo of a cork board with 'best practice' spelled out by tacked bits of paper, each with a letter in a different font.

    Evaluation teams must balance commercial vs. technical requirements

    Do not alter the evaluation weights after responses are submitted.
    • Evaluation teams are always challenged by weighing the importance of price, budget, and value against the technical requirements of “must-haves” and super cool “nice-to-haves.”
    • Encouraging the evaluation team not to inadvertently convert the nice-to-haves to must-haves will prevent scope creep and budget pressure. The evaluation team must concentrate on the vendors’ responses that drive the best value when balancing both commercial and technical requirements.
    Two blocks labelled 'Commercial Requirements' and 'Technical Requirements' balancing on either end of a flat sheet, which is balancing on a silver ball.

    4.6.1 Evaluation Guidebook

    1 hour

    Input: RFP responses, Weighted Scoring Matrix, Vendor Response Scorecard

    Output: One or two finalists for which negotiations will proceed

    Materials: RFP Evaluation Guidebook

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement, Vendor management

    1. Info-Tech provides an excellent resource for your evaluation team to better understand the process of evaluating vendor response. The guidebook is designed to be configured to the specifics of your RFP, with guidance and instructions to the team.
    2. Use this guidebook to provide instruction to the evaluation team as to how best to score and rate the RFP responses.
    3. Specific definitions are provided for applying the numerical scores to the RFP objectives will ensure consistency among the appropriate numerical score.

    Download the RFP Evaluation Guidebook

    4.6.2 RFP Vendor Proposal Scoring Tool

    1-4 hours

    Input: Each vendor’s RFP response, A copy of the RFP (less pricing), A list of the weighted criteria incorporated into a vendor response scorecard

    Output: A consolidated ranked and weighted comparison of the vendor responses with pricing

    Materials: Vendor responses, RFP Evaluation Tool

    Participants: Sourcing/Procurement, Vendor management

    1. Using the RFP outline as a base, develop a scorecard to evaluate and rate each section of the vendor response, based on the criteria predetermined by the team.
    2. Provide each stakeholder with the scorecard when you provide the vendor responses for them to review and provide the team with adequate time to review each response thoroughly and completely.
    3. Do not, at this stage, provide the pricing. Allow stakeholders to review the responses based on the technical, business, operational criteria without prejudice as to pricing.
    4. Evaluators should always be reminded that they are evaluating each vendor’s response against the objectives and requirements of the RFP. The evaluators should not be evaluating each vendor’s response against one another.
    5. While the team is reviewing and scoring responses, review and consolidate the vendor pricing submissions into one document for a side-by-side comparison.

    Download the RFP Evaluation Tool

    4.6.3 Total Cost of Owners (TCO)

    1-2 hours

    Input: Consolidated vendor pricing responses, Consolidated vendor RFP responses, Current spend within your organization for the product/service, if available, Budget

    Output: A completed TCO model summarizing the financial results of the RFP showing the anticipated costs over the term of the agreement, taking into consideration the impact of renewals.

    Materials: Vendor TCO Tool, Vendor pricing responses

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement

    • Use Info-Tech’s Vendor TCO Tool to normalize each vendor’s pricing proposal and account for the lifetime cost of the product.
    • Fill in pricing information (the total of all annual costs) from each vendor's returned Pricing Proposal.
    • The tool will summarize the net present value of the TCO for each vendor proposal.
    • The tool will also provide the rank of each pricing proposal.

    Download the Vendor TCO Tool

    Conduct an evaluation team results meeting

    Follow the checklist below to ensure an effective evaluation results meeting

    • Schedule the evaluation team’s review meeting well in advance to ensure there are no scheduling conflicts.
    • Collect the evaluation team’s scores in advance.
    • Collate scores and provide an initial ranking.
    • Do not reveal the pricing evaluation results until after initial discussions and review of the scoring results.
    • Examine both high and low scores to understand why the team members scored the response as they did.
    • Allow the team to discuss, debate, and arrive at consensus on the ranking.
    • After consensus, reveal the pricing to examine if or how it changes the ranking.
    • Align the team on the next steps with the applicable vendors.

    4.6.4 Consolidated RFP Response Scoring

    1-2 hours

    Input: Vendor Response Scorecard from each stakeholder, Consolidated RFP responses and pricing, Any follow up questions or items requiring further vendor clarification.

    Output: An RFP Response Evaluation Summary that identifies the finalists based on pre-determined criteria.

    Materials: RFP Evaluation Tool from each stakeholder, Consolidated RFP responses and pricing.

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement, Vendor management

    1. Collect from the evaluation team all scorecards and any associated questions requiring further clarification from the vendor(s). Consolidate the scorecards into one for presentation to the team and key decision makers.
    2. Present the final scores to the team, with the pricing evaluation, to determine, based on your needs, two or three finalists that will move forward to the next steps of negotiations.
    3. Discuss any scores that are have large gaps, e.g., a requirement with a score of one from one evaluator and the same requirement with a score five from different evaluator.
    4. Arrive at a consensus of your top one or two potential vendors.
    5. Determine any required follow-up actions with the vendors and include them in the Evaluation Summary.

    Download the Consolidated Vender RFP Response Evaluation Summary

    4.6.5 Vendor Recommendation Presentation

    1-3 hours
    1. Use the Vendor Recommendation Presentation to present your finalist and obtain final approval to negotiate and execute any agreements.
    2. The Vendor Recommendation Presentation provides leadership with:
      1. An overview of the RFP, its primary goals, and key requirements
      2. A summary of the vendors invited to participate and why
      3. A summary of each component of the RFP
      4. A side-by-side comparison of key vendor responses to each of the key/primary requirements, with ranking/weighting results
      5. A summary of the vendor’s responses to key legal terms
      6. A consolidated summary of the vendors’ pricing, augmented by the TCO calculations for the finalist(s).
      7. The RFP team’s vendor recommendations based on its findings
      8. A summary of next steps with dates
      9. Request approval to proceed to next steps of negotiations with the primary and secondary vendor

    Download the Vendor Recommendation Presentation

    4.6.5 Vendor Recommendation Presentation

    Input

    • Consolidated RFP responses, with a focus on key RFP goals
    • Consolidated pricing responses
    • TCO Model completed, approved by Finance, stakeholders

    Output

    • Presentation deck summarizing the key findings of the RFP results, cost estimates and TCO and the recommendation for approval to move to contract negotiations with the finalists

    Materials

    • Consolidated RFP responses, including legal requirements
    • Consolidated pricing
    • TCO Model
    • Evaluators scoring results

    Participants

    • IT
    • Finance
    • Business stakeholders
    • Legal
    • Sourcing/Procurement

    Caution: Configure templates and tools to align with RFP objectives

    Templates and tools are invaluable assets to any RFP process

    • Leveraging templates and tools saves time and provides consistency to your vendors.
    • Maintain a common repository of your templates and tools with different versions and variations. Include a few sentences with instructions on how to use the template and tools for team members who might not be familiar with them.

    Templates/Tools

    RFP templates and tools are found in a variety of places, such as previous projects, your favorite search engine, or by asking a colleague.

    Sourcing

    Regardless of the source of these documents, you must take great care and consideration to sanitize any reference to another vendor, company, or name of the deal.

    Review

    Then you must carefully examine the components of the deal before creating your final documents.

    Popular RFP templates include:

    • RFP documents
    • Pricing templates
    • Evaluation and scoring templates
    • RFP requirements
    • Info-Tech research

    Phase 5

    Negotiate Agreement(s)

    Steps

    5.1 Perform negotiation process

    Steps in an RFP Process with the fifth step, 'Negotiate Agreement', highlighted.

    This phase involves the following participants:

    • Procurement
    • Vendor management
    • Legal
    • IT stakeholders
    • Finance

    Outcomes of this phase

    A negotiated agreement or agreements that are a result of competitive negotiations.

    Negotiate Agreement(s)

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Negotiate Agreement

    You should evaluate your RFP responses first to see if they are complete and the vendor followed your instructions.


    Then you should:

    • Plan negotiation(s) with one or more vendors based on your questions and opportunities identified during evaluation.
    • Select finalist(s).
    • Apply selection criteria.
    • Resolve vendors’ exceptions.

    Info-Tech Insight

    Be certain to include any commitments made in the RFP, presentations, and proposals in the agreement – dovetails to underperforming vendor.

    Centerpiece of the table, titled 'Negotiation Process'.

    Leverage Info-Tech's negotiation process research for additional information

    Negotiate before you select your vendor:
    • Negotiating with two or more vendors will maintain your competitive leverage while decreasing the time it takes to negotiate the deal.
    • Perform legal reviews as necessary.
    • Use sound competitive negotiations principles.

    Info-Tech Insight

    Providing contract terms in an RFP can dramatically reduce time for this step by understanding the vendor’s initial contractual position for negotiation.

    Phase 6

    Purchase Goods and Services

    Steps

    6.1 Purchase Goods & Services

    Steps in an RFP Process with the sixth step, 'Purchase Goods and Services', highlighted.

    This phase involves the following participants:

    • Procurement
    • Vendor management
    • IT stakeholders

    Outcomes of this phase

    A purchase order that completes the RFP process.

    The beginning of the vendor management process.

    Purchase Goods and Services

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Purchase Goods and Services

    Prepare to purchase goods and services

    Prepare to purchase goods and services by completing all items on your organization’s onboarding checklist.
    • Have the vendor complete applicable tax forms.
    • Set up the vendor in accounts payable for electronic payment (ACH) set-up.
    Then transact day-to-day business:
    • Provide purchasing forecasts.
    • Complete applicable purchase requisition and purchase orders. Be sure to reference the agreement in the PO.
    Stock image of a computer monitor with a full grocery cart shown on the screen.

    Info-Tech Insight

    As a customer, honoring your contractual obligations and commitments will ensure that your organization is not only well respected but considered a customer of choice.

    Phase 7

    Assess and Measure Performance

    Steps

    7.1 Assess and measure performance against the agreement

    Steps in an RFP Process with the seventh step, 'Assess and Measure Performance', highlighted.

    This phase involves the following participants:

    • Vendor management
    • Business stakeholders
    • Senior leadership (as needed)
    • IT stakeholders
    • Vendor representatives & senior management

    Outcomes of this phase

    A list of what went well during the period – it’s important to recognize successes

    A list of areas needing improvement that includes:

    • A timeline for each item to be completed
    • The team member(s) responsible

    Purchase Goods and Services

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Assess and Measure Performance

    Measure to manage: the job doesn’t end when the contract is signed.

    • Classify vendor
    • Assess vendor performance
    • Manage improvement
    • Conduct periodic vendor performance reviews or quarterly business reviews
    • Ensure contract compliance for both the vendor and your organization
    • Build knowledgebase for future
    • Re-evaluate and improve appropriately your RFP processes

    Info-Tech Insight

    To be an objective vendor manager, you should also assess and measure your company’s performance along with the vendor’s performance.

    Summary of Accomplishment

    Problem Solved

    Upon completion of this blueprint, guided implementation, or workshop, your team should have a comprehensive, well-defined end-to-end approach to performing a quality sourcing event. Leverage Info-Tech’s industry-proven tools and templates to provide your organization with an effective approach to maintain your negotiation leverage, improve the ease with which you evaluate vendor proposals, and reduce your risk while obtaining the best market value for your goods and services.

    Additionally, your team will have a foundation to execute your vendor management principles. These principles will assist your organization in ensuring you receive the perceived value from the vendor as a result of your competitive negotiations.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    Final Thoughts: RFP Do’s and Don’ts

    DO

    • Leverage your team’s knowledge
    • Document and explain your RFP process to stakeholders and vendors
    • Include contract terms in your RFP
    • Consider vendor management requirements up front
    • Plan to measure and manage performance after contract award leveraging RFP objectives
    • Seek feedback from the RFP team for process improvements

    DON'T

    • Reveal your budget
    • Do an RFP in a vacuum
    • Send an RFP to a vendor your team is not willing to award the business to
    • Hold separate conversations with candidate vendors during your RFP process
    • Skimp on the requirements definition to speed the process
    • Tell the vendor they are selected before negotiating

    Bibliography

    “2022 RFP Response Trends & Benchmarks.” Loopio, 2022. Web.

    Corrigan, Tony. “How Much Does it Cost to Respond to an RFP?” LinkedIn, March 2017. Accessed 10 Dec. 2019

    “Death by RFP:7 Reasons Not to Respond.” Inc. Magazine, 2013. Web.

    Jeffery, Steven, George Bordon, and Phil Bode. The Art of Creating a Quality RFP, 3rd ed. Info-Tech Research Group, 2019.

    “RFP Benchmarks: How Much Time and Staff Firms Devote to Proposals.” MarketingProfs, 2020. Web.

    “State of the RFP 2019.” Bonfire, 2019. Web.

    “What Vendors Want (in RFPs).” Vendorful, 2020. Web.

    Related Info-Tech Research

    Stock photo of two people looking at a tablet. Prepare for Negotiations More Effectively
    • Negotiations are about allocating risk and money – how much risk is a party willing to accept at what price point?
    • Using a cross-functional/cross-insight team structure for negotiation preparation yields better results.
    • Soft skills aren’t enough and theatrical negotiation tactics aren’t effective.
    Stock photo of two people in suits shaking hands. Understand Common IT Contract Provisions to Negotiate More Effectively
    • Focus on the terms and conditions, not just the price. Too often, organizations focus on the price contained within their contracts, neglecting to address core terms and conditions that can end up costing multiples of the initial price.
    • Lawyers can’t ensure you get the best business deal. Lawyers tend to look at general terms and conditions for legal risk and may not understand IT-specific components and business needs.
    Stock photo of three people gathered around a computer. Jump Start Your Vendor Management Initiative
    • Vendor management must be an IT strategy. Solid vendor management is an imperative – IT organizations must develop capabilities to ensure that services are delivered by vendors according to service-level objectives and that risks are mitigated according to the organization's risk tolerance.
    • Visibility into your IT vendor community. Understand how much you spend with each vendor and rank their criticality and risk to focus on the vendors you should be concentrating on for innovative solutions.

    Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk

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    • Parent Category Name: Licensing
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    • SAP has strict audit practices, which, in combination with 50+ types of user classifications and manual accounting for some licenses, make maintaining compliance difficult.
    • Mapping and matching SAP products to the environment can be highly complex, leading to overspending and an inability to reduce spend later.
    • Beware of indirect access to SAP applications from third-party applications (e.g. Salesforce).
    • Products that have been acquired by SAP may have altered licensing terms that are innocuously referred to in support renewal documents.

    Our Advice

    Critical Insight

    • Focus on needs first. Conduct a thorough requirements assessment and document the results. Well-documented license needs will be your core asset in navigating SAP licensing and negotiating your agreement.
    • Examine indirect access possibilities. Understanding how in-house or third-party applications may be accessing the SAP software is critical.
    • Know whats in the contract. Each customer agreement is different and there may be terms that are beneficial. Older agreements may provide both benefits and challenges when evaluating your SAP license position.

    Impact and Result

    • Conduct an analysis to remove inactive and duplicate users as multiple logins may exist and could end up costing the organization license fees when audited.
    • Adopt a cyclical approach to reviewing your SAP licensing and create a reference document to track your software needs, planned licensing, and purchase negotiation points.
    • Learn the “SAP way” of conducting business, which includes a best-in-class sales structure, unique contracts and license use policies, and a hyper-aggressive compliance function. Conducting business with SAP is not typical compared to other vendors, and you will need different tools to emerge successfully from a commercial transaction.
    • Manage SAP support and maintenance spend and policies. Once an agreement has been signed, it can be very difficult to decrease spend, as SAP will reprice products if support is dropped.

    Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you need to understand and document your SAP licensing strategy, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Establish licensing requirements

    Begin your proactive SAP licensing journey by understanding which information to gather and assessing the current state and gaps.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 1: Establish Licensing Requirements
    • SAP License Summary and Analysis Tool

    2. Evaluate licensing options

    Review current licensing models and determine which licensing models will most appropriately fit your environment.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 2: Evaluate Licensing Options

    3. Evaluate agreement options

    Review SAP’s contract types and assess which best fit the organization’s licensing needs.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 3: Evaluate Agreement Options

    4. Purchase and manage licenses

    Conduct negotiations, purchase licensing, and finalize a licensing management strategy.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 4: Purchase and Manage Licenses
    [infographic]

    Harness Configuration Management Superpowers

    • Buy Link or Shortcode: {j2store}303|cart{/j2store}
    • member rating overall impact: 8.5/10 Overall Impact
    • member rating average dollars saved: $12,999 Average $ Saved
    • member rating average days saved: 10 Average Days Saved
    • Parent Category Name: Asset Management
    • Parent Category Link: /asset-management
    • Configuration management databases (CMDB) are a lot of work to build and maintain. Starting down this process without the right tools, processes, and buy-in is a lot of work with very little reward.
    • If you decide to just build it and expect they will come, you may find it difficult to articulate the value, and you will be disappointed by the lack of visitors.
    • Relying on manual entry or automated data collection without governance may result in data you can’t trust, and if no one trusts the data, they won’t use it.

    Our Advice

    Critical Insight

    • The right mindset is just as important as the right tools. By involving everyone early, you can ensure the right data is captured and validated and you can make maintenance part of the culture. This is critical to reaching early and continual value with a CMDB.

    Impact and Result

    • Define your use cases: Identify the use cases and prioritize those objectives into phases. Define what information will be needed to meet the use cases and how that information will be populated.
    • Understand and design the CMDB data model: Define services and undiscoverable configuration items (CI) and map them to the discoverable CIs.
    • Operationalize configuration record updates: Define data stewards and governance processes and integrate your configuration management practice with existing practices and lifecycles.

    Harness Configuration Management Superpowers Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Harness Configuration Management Superpowers Deck – A step-by-step document that walks you through creating a configuration management program.

    Use this blueprint to create a configuration management program that provides immediate value.

    • Harness Configuration Management Superpowers – Phases 1-4

    2. Configuration Management Project Charter Template – A project charter template to help you build a concise document for communicating appropriate project details to stakeholders.

    Use this template to create a project charter to launch the configuration management project.

    • Configuration Management Project Charter

    3. Configuration Control Board Charter Template – A board charter template to help you define the roles and responsibilities of the configuration control board.

    Use this template to create your board charter for your configuration control board (CCB). Define roles and responsibilities and mandates for the CCB.

    • Configuration Control Board Charter

    4. Configuration Management Standard Operating Procedures (SOP) Template – An SOP template to describe processes and procedures for ongoing maintenance of the CMDB under the configuration management program.

    Use this template to create and communicate your SOP to ensure ongoing maintenance of the CMDB under the configuration management program.

    • Configuration Management Standard Operation Procedures

    5. Configuration Management Audit and Validation Checklist Template – A template to be used as a starting point to meet audit requirements under NIST and ITIL programs.

    Use this template to assess capability to pass audits, adding to the template as needed to meet internal auditors’ requirements.

    • Configuration Management Audit and Validation Checklist

    6. Configuration Management Policy Template – A template to be used for building out a policy for governance over the configuration management program.

    Use this template to build a policy for your configuration management program.

    • Configuration Management Policy

    7. Use Cases and Data Worksheet – A template to be used for validating data requirements as you work through use cases.

    Use this template to determine data requirements to meet use cases.

    • Use Cases and Data Worksheet

    8. Configuration Management Diagram Template Library – Examples of process workflows and data modeling.

    Use this library to view sample workflows and a data model for the configuration management program.

    • Configuration Management Diagram Template Library (Visio)
    • Configuration Management Diagram Template Library (PDF)

    9. Configuration Manager Job Description – Roles and responsibilities for the job of Configuration Manager.

    Use this template as a starting point to create a job posting, identifying daily activities, responsibilities, and required skills as you create or expand your configuration management program.

    • Configuration Manager

    Infographic

    Workshop: Harness Configuration Management Superpowers

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Configuration Management Strategy

    The Purpose

    Define the scope of your service configuration management project.

    Design the program to meet specific stakeholders needs

    Identify project and operational roles and responsibilities.

    Key Benefits Achieved

    Designed a sustainable approach to building a CMDB.

    Activities

    1.1 Introduction

    1.2 Define challenges and goals.

    1.3 Define and prioritize use cases.

    1.4 Identify data needs to meet these goals.

    1.5 Define roles and responsibilities.

    Outputs

    Data and reporting use cases based on stakeholder requirements

    Roles and responsibility matrix

    2 CMDB Data Structure

    The Purpose

    Build a data model around the desired use cases.

    Identify the data sources for populating the CMDB.

    Key Benefits Achieved

    Identified which CIs and relationships will be captured in the CMDB.

    Activities

    2.1 Define and prioritize your services.

    2.2 Evaluate CMDB default classifications.

    2.3 Test configuration items against existing categories.

    2.4 Build a data model diagram.

    Outputs

    List of CI types and relationships to be added to default settings

    CMDB data model diagram

    3 Processes

    The Purpose

    Key Benefits Achieved

    Built a right-sized approach to configuration record updates and data validation.

    Activities

    3.1 Define processes for onboarding, offboarding, and maintaining data in the CMDB.

    3.2 Define practices for configuration baselines.

    3.3 Build a data validation and auditing plan.

    Outputs

    Documented processes and workflows

    Data validation and auditing plan

    4 Communications & Roadmap

    The Purpose

    Key Benefits Achieved

    Metrics program defined

    Communications designed

    Activities

    4.1 Define key metrics for configuration management.

    4.2 Define metrics for supporting services.

    4.3 Build configuration management policies.

    4.4 Create a communications plan.

    4.5 Build a roadmap

    Outputs

    Policy for configuration management

    Communications documents

    Roadmap for next steps

    Further reading

    Harness Configuration Management Superpowers

    Create a configuration management practice that will provide ongoing value to the organization.

    EXECUTIVE BRIEF

    Analyst Perspective

    A robust configuration management database (CMDB) can provide value to the business and superpowers to IT. It's time to invest smartly to reap the rewards.

    IT environments are becoming more and more complex, and balancing demands for stability and demands for faster change requires visibility to make the right decisions. IT needs to know their environment intimately. They need to understand dependencies and integrations and feel confident they are making decisions with the most current and accurate view.

    Solutions for managing operations rely on the CMDB to bring visibility to issues, calculate impact, and use predictive analytics to fix performance issues before they become major incidents. AIOps solutions need accurate data, but they can also help identify configuration drift and flag changes or anomalies that need investigation.

    The days of relying entirely on manual entry and updates are all but gone, as the functionality of a robust configuration management system requires daily updates to provide value. We used to rely on that one hero to make sure information was up to date, but with the volume of changes we see in most environments today, it's time to improve the process and provide superpowers to the entire IT department.

    This is a picture of Sandi Conrad

    Sandi Conrad, ITIL Managing Professional
    Principal Research Director, IT Infrastructure & Operations, Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Build a configuration management database (CMDB): You need to implement a CMDB, populate it with records and relationships, and integrate it with discovery and management tools.
    • Identify the benefits of a CMDB: Too many CMDB projects fail because IT tries to collect everything. Base your data model on the desired use cases.
    • Define roles and responsibilities: Keeping data accurate and updated is difficult. Identify who will be responsible for helping

    Common Obstacles

    • Significant process maturity is required: Service configuration management (SCM) requires high maturity in change management, IT asset management, and service catalog practices.
    • Large investment: Building a CMDB takes a large amount of effort, process, and expertise.
    • Tough business case: Configuration management doesn't directly provide value to the business, but it requires a lot of investment from IT.

    Info-Tech's Approach

    • Define your scope and objectives: Identify the use cases for SCM and prioritize those objectives into phases.
    • Design the CMDB data model: Align with your existing configuration management system's data model.
    • Operationalize configuration record updates: Integrate your SCM practice with existing practices and lifecycles.

    Start small

    Scope creep is a serial killer of configuration management databases and service configuration management practices.

    Insight summary

    Many vendors are taking a CMDB-first approach to enable IT operations or sometimes asset management. It's important to ensure processes are in place immediately to ensure the data doesn't go stale as additional modules and features are activated.

    Define processes early to ensure success

    The right mindset is just as important as the right tools. By involving everyone early, you can ensure the right data is captured and validated and you can make maintenance part of the culture. This is critical to reaching early and continual value with a CMDB.

    Identify use cases

    The initial use case will be the driving force behind the first assessment of return on investment (ROI). If ROI can be realized early, momentum will increase, and the team can build on the initial successes.

    If you don't see value in the first year, momentum diminishes and it's possible the project will never see value.

    Keep the initial scope small and focused

    Discovery can collect a lot of data quickly, and it's possible to be completely overwhelmed early in the process.

    Build expertise and troubleshoot issues with a smaller scope, then build out the process.

    Minimize customizations

    Most CMDBs have classes and attributes defined as defaults. Use of the defaults will enable easier implementation and faster time to value, especially where automations and integrations depend on standard terms for field mapping.

    Automate as much as possible

    In large, complex environments, the data can quickly become unmanageable. Use automation as much as possible for discovery, dependency mapping, validation, and alerts. Minimize the amount of manual work but ensure everyone is aware of where and how these manual updates need to happen to see continual value.

    Info-Tech's Harness Configuration Management Superpowers.

    Configuration management will improve functionality of all surrounding processes

    A well-functioning CMDB empowers almost all other IT management and governance practices.

    Service configuration management is about:

    • Building a system of record about IT services and the components that support those services.
    • Continuously reconciling and validating information to ensure data accuracy.
    • Ensuring the data lifecycle is defined and well understood and can pass data and process audits.
    • Accessing information in a variety of ways to effectively serve IT and the business.
    An image of Info-Tech's CMDB Configuration Management tree, breaking down aspects into the following six categories: Strategic Partner; Service Provider; Proactive; Stabilize; Core; and Foundational.

    Configuration management most closely impacts these practices

    Info-Tech Research Group sees a clear relationship.

    When an IT department reports they are highly effective at configuration management, they are much more likely to report they are highly effective at these management and governance processes:

    The following management and governance processes are listed: Quality Management; Asset Management; Performance Measurement; Knowledge Management; Release Management; Incident and Problem Management; Service Management; Change Management.

    The data is clear

    Service configuration management is about more than just doing change management more effectively.

    Source: Info-Tech Research Group, IT Management and Governance Diagnostic; N=684 organizations, 2019 to July 2022.

    Make the case to use configuration management to improve IT operations

    Consider the impact of access to data for informing innovations, optimization efforts, and risk assessments.

    75% of Uptime's 2021 survey respondents who had an outage in the past three years said the outage would have been prevented if they'd had better management or processes.(1)

    75%

    75% of Uptime's 2021 survey respondents who had an outage in the past three years said the outage would have been prevented if they'd had better management or processes.(1)

    42%

    of publicly reported outages were due to software or configuration issues. (1)

    58%

    of networking-related IT outages were due to configuration and change management failure.(1)

    It doesn't have to be that way!

    Enterprise-grade IT service management (ITSM) tools require a CMDB for the different modules to work together and to enable IT operations management (ITOM), providing greater visibility.

    Decisions about changes can be made with accurate data, not guesses.

    The CMDB can give the service desk fast access to helpful information about the impacted components, including a history of similar incidents and resolutions and the relationship between the impacted components and other systems and components.

    Turn your team into IT superheroes.

    CMDB data makes it easier for IT Ops groups to:

    • Avoid change collisions.
    • Eliminate poor changes due to lack of visibility into complex systems.
    • Identify problematic equipment.
    • Troubleshoot incidents.
    • Expand the services provided by tier 1 and through automation.

    Benefits of configuration management

    For IT

    • Configuration management will supercharge processes that have relied on inherent knowledge of the IT environment to make decisions.
    • IT will more quickly analyze and understand issues and will be positioned to improve and automate issue identification and resolution.
    • Increase confidence and reduce risks for decisions involving release and change management with access to accurate data, regardless of the complexity of the environment.
    • Reduce or eliminate unplanned work related to poor outcomes due to decisions made with incorrect or incomplete data.

    For the Business

    • Improve strategic planning for business initiatives involving IT solutions, which may include integrations, development, or security concerns.
    • More quickly deploy new solutions or updates due to visibility into complex environments.
    • Enable business outcomes with reliable and stable IT systems.
    • Reduce disruptions caused by planning without accurate data and improve resolution times for service interruptions.
    • Improve access to reporting for budgeting, showbacks, and chargebacks as well as performance metrics.

    Measure the value of this blueprint

    Fast-track your planning and increase the success of a configuration management program with this blueprint

    Workshop feedback
    8.1/10

    $174,000 savings

    30 average days saved

    Guided Implementation feedback

    8.7/10

    $31,496 average savings

    41 average days saved

    "The workshop was well run, with good facilitation, and gained participation from even the most difficult parts of the audience. The best part of the experience was that if I were to find myself in the same position in the future, I would repeat the workshop."

    – University of Exeter

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3 Phase 4

    Call #1: Scope requirements, objectives, and your specific challenges.

    Call #2: Prioritize services and use cases.

    Call #3: Identify data needed to meet goals.

    Call #4: Define roles and responsibilities.

    Call #5: Define and prioritize your services.

    Call #6: Evaluate and test CMDB default classifications.

    Call #7: Build a data model diagram.

    Call #8: Define processes for onboarding, offboarding, and maintaining data.

    Call #9: Discuss configuration baselines.

    Call #10: Build a data validation and audit plan.

    Call #11: Define key metrics.

    Call #12: Build a configuration management policy and communications plan.

    Call #13: Build a roadmap.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 8 to 12 calls over the course of 4 to 9 months.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Day 1 Day 2 Day 3 Day 4

    Configuration Management Strategy

    CMDB Data Structure

    Process Design

    Communications & Roadmap

    Activities
    • Introduction
    • Define challenges and goals.
    • Define and prioritize use cases.
    • Identify data needed to meet goals.
    • Define roles and responsibilities.
    • Define and prioritize your services.
    • Evaluate CMDB default classifications.
    • Test configuration items against existing categories.
    • Build a data model diagram.
    • Define processes for onboarding, offboarding, and maintaining data in the CMDB.
    • Define practices for configuration baselines.
    • Build a data validation and auditing plan.
    • Define key metrics for configuration management.
    • Define metrics for supporting services.
    • Build configuration management policies.
    • Create a communications plan.
    • Build a roadmap.

    Deliverables

    • Roles and responsibility matrix
    • Data and reporting use cases based on stakeholder requirements
    • List of CI types and relationships to be added to default settings
    • CMDB data model diagram
    • Documented processes and workflows
    • Data validation and auditing plan
    • Policy for configuration management
    • Roadmap for next steps
    • Communications documents

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Configuration Management Project Charter

    Detail your approach to building an SCM practice and a CMDB.

    Screenshot from the Configuration Management Project Charter

    Use Cases and Data Worksheet

    Capture the action items related to your SCM implementation project.

    Screenshot from the Use Cases and Data Worksheet

    Configuration Manager Job Description

    Use our template for a job posting or internal job description.

    Screenshot from the Configuration Manager Job Description

    Configuration Management Diagram Template Library

    Use these diagrams to simplify building your SOP.

    Screenshot from the Configuration Management Diagram Template Library

    Configuration Management Policy

    Set expectations for configuration control.

    screenshot from the Configuration Management Policy

    Configuration Management Audit and Validation Checklist

    Use this framework to validate controls.

    Screenshot from the Configuration Management Audit and Validation Checklist

    Configuration Control Board Charter

    Define the board's responsibilities and meeting protocols.

    Screenshot from the Configuration Management Audit and Validation Checklist

    Key deliverable:

    Configuration Management Standard Operating Procedures Template

    Outlines SCM roles and responsibilities, the CMDB data model, when records are expected to change, and configuration baselines.

    Four Screenshots from the Configuration Management Standard Operating Procedures Template

    Phase 1

    Configuration Management Strategy

    Strategy Data Structure Processes Roadmap
    • Challenges and Goals
    • Use Cases and Data
    • Roles and Responsibilities
    • Services
    • Classifications
    • Data Modeling
    • Lifecycle Processes
    • Baselines
    • Audit and Data Validation
    • Metrics
    • Communications Plan
    • Roadmap

    This phase will walk you through the following aspects of a configuration management system:

    • Scope
    • Use Cases
    • Reports and Analytics

    This phase involves the following participants:

    • IT and business service owners
    • Business/customer relationship managers
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • SCM project manager
    • SCM project sponsor

    Harness Service Configuration Management Superpowers

    Establish clear definitions

    Ensure everyone is using the same terms.

    Term Definition
    Configuration Management

    The purpose of configuration management is to:

    • "Ensure that accurate and reliable information about the configuration of services, and the CIs that support them, is available when and where it is needed. This includes information on how CIs are configured and the relationships between them" (AXELOS).
    • "Provide sufficient information about service assets to enable the service to be effectively managed. Assess the impact of changes and deal with service incidents" (ISACA, 2018).
    Configuration Management System (CMS) A set of tools and databases used to manage, update, and present data about all configuration items and their relationships. A CMS may maintain multiple federated CMDBs and can include one or many discovery and dependency mapping tools.
    Configuration Management Database (CMDB) A repository of configuration records. It can be as simple as a spreadsheet or as complex as an integrated database populated through multiple autodiscovery tools.
    Configuration Record Detailed information about a configuration item.
    Configuration Item (CI)

    "Any component that needs to be managed in order to deliver an IT service" (AXELOS).

    These components can include everything from IT services and software to user devices, IT infrastructure components, and documents (e.g. maintenance agreements).
    Attributes Characteristics of a CI included in the configuration record. Common attributes include name, version, license expiry date, location, supplier, SLA, and owner.
    Relationships Information about the way CIs are linked. A CI can be part of another CI, connect to another CI, or use another CI. A CMDB is significantly more valuable when relationships are recorded. This information allows CMDB users to identify dependencies between components when investigating incidents, performing root-cause analysis, assessing the impact of changes before deployment, and much more.

    What is a configuration management database (CMDB)?

    The CMDB is a system of record of your services and includes a record for everything you need to track to effectively manage your IT services.

    Anything that is tracked in your CMDB is called a configuration item (CI). Examples of CIs include:

    • User-Facing Services
    • IT-Facing Services
    • Business Capabilities
    • Relationships
    • IT Infrastructure Components
    • Enterprise Software
    • End-User Devices
    • Documents

    Other systems of record can refer to CIs, such as:

    • Ticket database: Tickets can refer to which CI is impacted by an incident or provided as part of a service request.
    • Asset management database (AMDB): An IT asset is often also a CI. By associating asset records with CI records, you can leverage your IT asset data in your reporting.
    • Financial systems: If done well, the CMDB can supercharge your IT financial cost model.

    CMDBs can allow you to:

    • Query multiple databases simultaneously (so long as you have the CI name field in each database).
    • Build automated workflows and chatbots that interact with data across multiple databases.
    • More effectively identify the potential impact of changes and releases.

    Do not confuse asset with configuration

    Asset and configuration management look at the same world through different lenses

    • IT asset management (ITAM) tends to focus on each IT asset in its own right: assignment or ownership, lifecycle, and related financial obligations and entitlements.
    • Configuration management is focused on configuration items (CIs) that must be managed to deliver a service and the relationships and integrations with other CIs.
    • ITAM and configuration management teams and practices should work closely together. Though asset and configuration management focus on different outcomes, they may use overlapping tools and data sets. Each practice, when working effectively, can strengthen the other.
    • Many objects will exist in both the CMDB and AMDB, and the data on those shared objects will need to be kept in sync.

    A comparison between Asset and Configuration Management Databases

    *Discovery, dependency mapping, and data normalization are often features or modules of configuration management, asset management, or IT service management tools.

    Start with ITIL 4 guiding principles to make your configuration management project valuable and realistic

    Focus on where CMDB data will provide value and ensure the cost of bringing that data in will be reasonable for its purpose. Your end goal should be not just to build a CMDB but to use a CMDB to manage workload and workflows and manage services appropriately.

    Focus on value

    Include only the relevant information required by stakeholders.

    Start where you are

    Use available sources of information. Avoid adding new sources and tools unless they are justified.

    Progress iteratively with feedback

    Regularly review information use and confirm its relevance, adjusting the CMDB scope if needed.

    Collaborate and promote visibility

    Explain and promote available sources of configuration information and the best ways to use them, then provide hints and tips for more efficient use.

    Think and work holistically

    Consider other sources of data for decision making. Do not try to put everything in the CMDB.

    Keep it simple and practical

    Provide relevant information in the most convenient way; avoid complex interfaces and reports.

    Optimize and automate

    Continually optimize resource-consuming practice activities. Automate CDMB verification, data collection, relationship discovery, and other activities.

    ITIL 4 guiding principles as described by AXELOS

    Step 1.1

    Identify use cases and desired benefits for service configuration management

    Activities

    1.1.1 Brainstorm data collection challenges

    1.1.2 Define goals and how you plan to meet them

    1.1.3 Brainstorm and prioritize use cases

    1.1.4 Identify the data needed to reach your goals

    1.1.5 Record required data sources

    This step will walk you through the following aspects of a configuration management system:

    • Scope
    • Use cases

    This phase involves the following participants:

    • IT and business service owners
    • Business/customer relationship managers
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • Project sponsor
    • Project manager

    Identify potential obstacles in your organization to building and maintaining a CMDB

    Often, we see multiple unsuccessful attempts to build out a CMDB, with teams eventually losing faith and going back to spreadsheets. These are common obstacles:

    • Significant manual data collection, which is rarely current and fully accurate.
    • Multiple discovery solutions creating duplicate records, with no clear path to deduplicate records.
    • Manual dependency mapping that isn't accurate because it's not regularly assessed and updated.
    • Hybrid cloud and on-premises environment with discovery solutions only partially collecting as the right discovery and dependency mapping solutions aren't in place.
    • Dynamic environments (virtual, cloud, or containers) that may exist for a very short time, but no one knows how they should be managed.
    • Lack of expertise to maintain and update the CMDB or lack of an assigned owner for the CMDB. If no one owns the process and is assigned as a steward of data, it will not be maintained.
    • Database that was designed with other purposes in mind and is heavily customized, making it difficult to use and maintain.

    Understanding the challenges to accessing and maintaining quality data will help define the risks created through lack of quality data.

    This knowledge can drive buy-in to create a configuration management practice that benefits the organization.

    1.1.1 Brainstorm data collection challenges

    Involve stakeholders.
    Allot 45 minutes for this discussion.

    1. As a group, brainstorm the challenges you have with data:
    2. Accuracy and trustworthiness: What challenges do you have with getting accurate data on IT services and systems?
      1. Access: Where do you have challenges with getting data to people when they need it?
      2. Manually created data: Where are you relying on data that could be automatically collected?
      3. Data integration: Where do you have issues with integrating data from multiple sources?
      4. Impact: What is the result of these challenges?
    3. Group together these challenges into similar issues and identify what goals would help overcome them.
    4. Record these challenges in the Configuration Management Project Charter, section 1.2: Project Purpose.

    Download the Configuration Management Project Charter

    Input

    Output

    • None
    • List of high-level desired benefits for SCM
    Materials Participants
    • Whiteboard/flip charts
    • Sticky notes
    • Markers/pens
    • Configuration Management Project Charter
    • IT and business service owners
    • Business/customer relationship managers
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Info-Tech Maturity Ladder

    Identify your current and target state

    INNOVATOR

    • Characteristics of business partner
    • Integration with orchestration tools

    BUSINESS PARTNER

    Data collection and validation is fully automated

    Integrated with several IT processes

    Meets the needs of IT and business use cases

    TRUSTED OPERATOR

    • Data collection and validation is partially or fully automated
    • Trust in data accuracy is high, meets the needs of several IT use cases

    FIREFIGHTER

    • Data collection is partially or fully automated, validation is ad hoc
    • Trust in data accuracy is variable, used for decision making

    UNSTABLE

    INNOVATOR

    • Characteristics of business partner
    • Integration with orchestration tools

    BUSINESS PARTNER

    • Data collection and validation is fully automated
    • Integrated with several IT processes
    • Meets the needs of IT and business use cases

    TRUSTED OPERATOR

    • Data collection and validation is partially or fully automated
    • Trust in data accuracy is high, meets the needs of several IT use cases

    FIREFIGHTER

    • Data collection is partially or fully automated, validation is ad hoc
    • Trust in data accuracy is variable, used for decision making

    UNSTABLE

    A tower is depicted, with arrows pointing to Current (orange) and Target(blue)

    Define goals for your CMDB to ensure alignment with all stakeholders

    • How are business or IT goals being hindered by not having the right data available?
    • If the business isn't currently asking for service-based reporting and accountability, start with IT goals. This will help to develop goals that will be most closely aligned to the IT teams' needs and may help incentivize the right behavior in data maintenance.
    • Configuration management succeeds by enabling its stakeholders to achieve their outcomes. Set goals for configuration management based on the most important outcomes expected from this project. Ask your stakeholders:
      1. What are the business' or IT's planned transformational initiatives?
      2. What are your highest priority goals?
      3. What should the priorities of the configuration management practice be?
    • The answers to these questions will shape your approach to configuration management. Direct input from your leadership and executives, or their delegates, will help ensure you're setting a solid foundation for your practice.
    • Identify which obstacles will need to be overcome to meet these goals.

    "[T]he CMDB System should be viewed as a 'system of relevance,' rather than a 'single source of truth.' The burdens of relevance are at once less onerous and far more meaningful in terms of action, analysis, and automation. While 'truth' implies something everlasting or at least stable, relevance suggests a far more dynamic universe."

    – CMDB Systems, Making Change Work in the Age of Cloud and Agile, Drogseth et al

    Identify stakeholders to discuss what they need from a CMDB; business and IT needs will likely differ

    Define your audience to determine who the CMDB will serve and invite them to these conversations. The CMDB can aid the business and IT and can be structured to provide dashboards and reports for both.

    Nondiscoverable configuration items will need to be created for both audiences to organize CIs in a way that makes sense for all uses.

    Integrations with other systems may be required to meet the needs of your audience. Note integrations for future planning.

    Business Services

    Within the data sets, service configuration models can be used for:

    • Impact analysis
    • Cause and effect analysis
    • Risk analysis
    • Cost allocation
    • Availability analysis and planning

    Technical Services

    Connect to IT Finance for:

    • Service-based consumption and costing
    • Financial awareness through showback
    • Financial recovery through chargeback
    • Support IT strategy through financial transparency
    • Cost optimization
    • Reporting for depreciation, location-related taxation, and capitalization (may also use asset management for these)

    Intersect with IT Processes to:

    • Reduce time to restore services through incident management
    • Improve stability through change management
    • Reduce outages through problem management
    • Optimize assets through IT asset management
    • Provide detailed reporting for audit/governance, risk, and compliance

    1.1.2 Define goals and how you plan to meet them

    Involve stakeholders.

    Allot 45 minutes for this discussion.

    As a group, identify current goals for building and using a CMDB.

    Why are we doing this?

    • How do you hope to use the data within the CMDB?
    • What processes will be improved through use of this data and what are the expected outcomes?

    How will we improve the process?

    • What processes will be put in place to ensure data integrity?
    • What tools will be put in place to improve the methods used to collect and maintain data?

    Record these goals in the Configuration Management Project Charter, section 1.3: Project Objectives.

    Input

    Output

    • None
    • List of high-level desired benefits for SCM
    Materials Participants
    • Whiteboard/flip charts
    • Sticky notes
    • Markers/pens
    • Configuration Management Project Charter
    • IT and business service owners
    • Business/customer relationship managers
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    It's easy to think that if you build it, they will come, but CMDBs rarely succeed without solid use cases

    Set expectations for your organization that defined and fulfilled use cases will factor into prioritization exercises, functional plans, and project milestones to achieve ROI for your efforts.

    A good use case:

    • Justifies resource allocation
    • Gains funding for the right tools
    • Builds stakeholder support
    • Drives interest and excitement
    • Gains support from anyone in a position to help build out and validate the data
    • Helps to define success

    In the book CMDB Systems, Making Change Work in the Age of Cloud and Agile, authors Drogseth, Sturm, and Twing describe the secrets of success:

    A documented evaluation of CMDB System vendors showed that while most "best case" ROI fell between 6 and 9 months for CMDB deployments, one instance delivered ROI for a significant CMDB investment in as little as 2 weeks!

    If there's a simple formula for quick time to value for a CMDB System, it's the following:

    Mature levels of process awareness
    + Strong executive level support
    + A ready and willing team with strongly supportive stakeholders
    + Clearly defined and ready phase one use case
    + Carefully selected, appropriate technologies

    All this = Powerful early-phase CMDB System results

    Define and prioritize use cases for how the CMDB will be used to drive value

    The CMDB can support several use cases and may require integration with various modules within the ITSM solution and integration with other systems.

    Document the use cases that will drive your CMDB to relevance, including the expected benefits for each use case.

    Identify the dependencies that will need to be implemented to be successful.

    Define "done" so that once data is entered, verified, and mapped, these use cases can be realized.

    "Our consulting experience suggests that more than 75% of all strategic initiatives (CMDB or not) fail to meet at least initial expectations across IT organizations. This is often due more to inflated expectations than categorical failure."

    – CMDB Systems, Making Change Work in the Age of Cloud and Agile, Drogseth et al.

    This image demonstrates how CMBD will be used to drive value.

    After identifying use cases, determine the scope of configuration items required to feed the use cases

    On-premises software and equipment will be critical to many use cases as the IT team and partners work on network and data-center equipment, enterprise software, and integrations through various means, including APIs and middleware. Real-time and near real-time data collection and validation will ensure IT can act with confidence.

    Cloud use can include software as a service (SaaS) solutions as well as infrastructure and platform as a service (IaaS and PaaS), and this may be more challenging for data collection. Tools must be capable of connecting to cloud environments and feeding the information back into the CMDB. Where on-premises and cloud applications show dependencies, you might need to validate data if multiple discovery and dependency mapping solutions are used to get a complete picture. Tagging will be crucial to making sense of the data as it comes into the CMDB.

    In-house developed software would be beneficial to have in the CMDB but may require more manual work to identify and classify once discovered. A combination of discovery and tagging may be beneficial to input and classification.

    Highly dynamic environments may require data collection through integration with a variety of solutions to manage and record continuous deployment models and verifications, or they may rely on tags and activity logs to record historical activity. Work with a partner who specializes in CI/CD to help architect this use case.

    Containers will require an assessment of the level of detail required. Determine if the container is a CI and if the content will be described as attributes. If there is value to your use case to map the contents of each container as separate CIs within the container CI, then you can map to that level of detail, but don't map to that depth unless the use case calls for it.

    Internet of Things (IoT) devices and applications will need to match a use case as well. IoT device asset data will be useful to track within an asset database but may have limited value to add to a CMDB. If there are connections between IoT applications and data warehouses, the dependencies should likely be mapped to ensure continued dataflow.

    Out of scope

    A single source of data is highly beneficial, but don't make it a catchall for items that are not easily stored in a CMDB.

    Source code should be stored in a definitive media library (DML). Code can be linked to the CMDB but is generally too big to store in a CMDB and will reduce performance for data retrieval.

    Knowledge articles and maintenance checklists are better suited to a knowledge base. They can also be linked to the CDMB if needed but this can get messy where many-to-many relationships between articles and CIs exist.

    Fleet (transportation) assets and fixed assets should be in fleet management systems and accounting systems, respectively. Storing these types of data in the CMDB doesn't provide value to the support process.

    1.1.3 Brainstorm and prioritize use cases

    Which IT practices will you supercharge?

    Focus on improving both operations and strategy.

    1. Brainstorm the list of relevant use cases. What do you want to do with the data from the CMDB? Consider:
      1. ITSM management and governance practices
      2. IT operations, vendor orchestration, and service integration and management (SIAM) to improve vendor interactions
      3. IT finance and business service reporting needs
    2. Identify which use cases are part of your two- to three-year plan, including the purpose for adding configuration data into that process. Prioritize one or two of these use cases to accomplish in your first year.
    3. Identify dependencies to manage as part of the solution and define a realistic timeline for implementing integrations, modules, or data sources.
    4. Document this table in the Configuration Management Project Charter, section 2.2: Use Cases.
    Audience Use Case Goal/Purpose Project/Solution Dependencies Proposed Timeline Priority
    • IT
    • Change Management

    Stabilize the process by seeing:

    Change conflict reporting

    Reports of CI changes without change records

    System availability

    RFC mapping requires discovered CIs

    RFC review requires criticality, technical and business owners

    Conflict reporting requires dependency mapping

    • Discovery and manual information entered by October
    • Dependency mapping implemented by December

    High

    Determine what additional data will be needed to achieve your use cases

    Regardless of which use cases you are planning to fulfill with the CMDB, it is critical to not add data and complexity with the plan of resolving every possible inquiry. Ensure the cost and effort of bringing in the data and maintaining it is justified. The complexity of the environment will impact the complexity of data sources and integrations for discovery and dependency mapping.

    Before bringing in new data, consider:

    • Is this information available in other maintained databases now?
    • Will this data be critical for decision making? If it is nice to have or optional, can it be automatically moved into the database and maintained using existing integrations?
    • Is there a cost to bringing the data into the CMDB and maintaining it? Is that cost reasonable for its purpose?
    • How frequently will this information be accessed, and can it be updated in an adequate cadence to meet these needs?
    • When does this information need to be available?

    Info-Tech Insight

    If data will be used only occasionally upon request, determine if it will be more efficient to maintain it or to retrieve it from the CMDB or another data source as needed.

    Remember, within the data sets, service configuration models can be used for:

    • Impact analysis
    • Cause and effect analysis
    • Risk analysis
    • Cost allocation
    • Availability analysis and planning

    1.1.4 Expand your use cases by identifying the data needed to reach your goals

    Involve stakeholders.

    Allot 60 minutes for this discussion.

    Review use cases and their goals.

    Identify what data will be required to meet those goals and determine whether it will be mandatory or optional/nice-to-have information.

    Identify sources of data for each type of data. Color code or sort.

    Italicize data points that can be automatically discovered.

    Gain consensus on what information will be manually entered.

    Record the data in the Use Cases and Data Worksheet.

    Download the Use Cases and Data Worksheet

    Input

    Output

    • None
    • List of data requirements
    MaterialsParticipants
    • Whiteboard/flip charts
    • Sticky notes
    • Markers/pens
    • Use Cases and Data Worksheet
    • IT and business service owners
    • Business/customer relationship managers
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Use discovery and dependency mapping tools to automatically update the CMDB

    Avoid manual data entry whenever possible.

    Consider these features when looking at tools:

    • Application dependency mapping: Establishing and tracking the relationships and dependencies between system components, applications, and IT services. The ideal tool will be able to generate maps automatically.
    • Agentless and agent discovery: Scanning systems with both agent and agentless approaches. Agent-based scanning provides comprehensive information on applications used in individual endpoints, which is helpful in minimizing its IT footprint. However, agents require endpoint access. Agentless-based scanning provides a broader and holistic view of deployed applications without the need to install an agent on end devices, which can be good enough for inventory awareness.
    • Data export capability: Easy exporting of application inventory information to be used in reports and other tools.
    • Dashboards and chart visualization: Detailed list of the application inventory, including version number, number of users, licenses, deployment location, and other application details. These details will inform decision makers of each application's health and its candidacy for further rationalization activities.
    • Customizable scanning scripts: Tailor your application discovery approach by modifying the scripts used to scan your systems.
    • Integration with third-party tools: Easy integration with other systems with out-of-the-box plugins or customizable APIs.

    Determine which data collection methods will be used to populate the CMDB

    The effort-to-value ratio is an important factor in populating a CMDB. Manual efforts require a higher process focus, more intensive data validation, and a constant need to remind team members to act on every change.

    Real-Time Data AIOps continual scans Used for event and incident management
    Near Real-Time Data Discovery and dependency mapping run on a regular cycle Used for change and asset management
    Historical Data Activity log imports, manual data entry Used for IT finance, audit trail
    • Determine what amount of effort is appropriate for each data grouping and use case. As decisions are made to expand data within the CMDB, the effort-to-value ratio should always factor in. To be usable, data must be accurate, and every piece of data that needs to be manually entered runs the risk of becoming obsolete.
    • Identify which data sources will bring in each type of data. Where there is a possibility of duplicate records being created, one of the data sources will need to be identified as the primary.
    • If the decision is to manually enter configuration items early in the process, be aware that automation may create duplicates of the CIs that will need to be deduplicated at some point in the process to make the information more usable.
    • Typically, items are discovered, validated, then mapped, but there will be variations depending on the source.
    • Active Directory or LDAP may be used to bring users and technicians into the CMDB. Data may be imported from spreadsheets. Identify efforts where data cleanup may have to happen before transferring into the CMDB.
    • Identify how often manual imports will need to be conducted to make sure data is usable.

    Identify other nondiscoverable data that will need to be added to or accessed by the CMDB

    Foundational data, such as technicians, end users and approvers, roles, location, company, agency, department, building, or cost center, may be added to tables that are within or accessed by the CMDB. Work with your vendor to understand structure and where this information resides.

    • These records can be imported from CSV files manually, but this will require manual removal or edits as information changes.
    • Integration with the HRIS, Active Directory, or LDAP will enable automatic updates through synchronization or scheduled imports.
    • If synchronization is fully enabled, new data can be added and removed from the CMDB automatically.
    • Identify which nondiscoverable attributes will be needed, such as system criticality, support groups, groups it is managed by, location.
    • If partially automating the process, identify where manual updates will need to occur.
    • If fully automating the process, notifications will need to be set up when business owner or product or technical owner fields become empty to prompt defining a replacement within the CMDB.
    • Determine who will manage these updates.
    • Work with your CMDB implementation vendor to determine the best option for bringing this information in.

    1.1.5 Record required data sources

    Allot 15 minutes for this discussion.

    1. Where do you track the work involved in providing services? Typically, your ticket database tracks service requests and incidents. Additional data sources can include:
      • Enterprise resource planning tools for tracking purchase orders
      • Project management information system for tracking tasks
    2. What trusted data sources exist for the technology that supports these services? Examples include:
      • Management tools (e.g. Microsoft Endpoint Configuration Manager)
      • Architectural diagrams and network topology diagrams
      • IT asset management database
      • Spreadsheets
      • Other systems of record
    3. What other data sources can help you gather the data you identified in activity 1.1.4?
    4. Record the relevant data sources for each use case in the Configuration Management Standard Operating Procedures, section 6: Data Collection and Updates.

    Info-Tech Insight

    Improve the trustworthiness of your CMDB as a system of record by relying on data that is already trusted.

    Input

    Output

    • Use cases
    • List of data requirements
    MaterialsParticipants
    • Use Cases and Data Worksheet
    • Configuration Management Standard Operating Procedures
    • IT and business service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Step 1.2

    Define roles and responsibilities

    Activities

    1.2.1 Record the project team and stakeholders

    1.2.2 Complete a RACI chart to define who will be accountable and responsible for configuration tasks

    This step will walk you through the following aspects of a configuration management system:

    • Roles and responsibilities

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • Project manager

    Identify the roles you need in your SCM project

    Determine which roles will need to be involved in the initial project and how to source these roles.

    Leadership Roles
    Oversee the SCM implementation

    1. Configuration Manager – The practice owner for SCM. This is a long-term role.
    2. Configuration Control Board (CCB) Chair – An optional role that oversees proposed alterations to configuration plans. If a CCB is implemented, this is a long-term role.
    3. Project Sponsor or Program Sponsor – Provides the necessary resources for building the CMDB and SCM practices.
    4. Architecture Roles
      Plan the program to build strong foundation
      1. Configuration Management Architect – Technical leader who defines the overall CM solution, plans the scope, selects a tool, and leads the technical team that will implement the solution.
      2. Requirements Analyst – Gathers and manages the requirements for CM.
      3. Process Engineer – Defines, documents, and implements the entire process.

    Architecture Roles
    Plan the program to build strong foundation

    1. Configuration Management Architect – Technical leader who defines the overall CM solution, plans the scope, selects a tool, and leads the technical team that will implement the solution.
    2. Requirements Analyst – Gathers and manages the requirements for CM.
    3. Process Engineer – Defines, documents, and implements the entire process.

    Engineer Roles
    Implement the system

    1. Logical Database Analyst (DBA) Designs the structure to hold the configuration management data and oversees implementation.
    2. Communications and Trainer – Communicates the goals and functions of CM and teaches impacted users the how and why of the process and tools.

    Administrative Roles
    Permanent roles involving long-term ownership

    1. Technical Owner – The system administrator responsible for their system's uptime. These roles usually own the data quality for their system.
    2. Configuration Management Integrator – Oversees regular transfer of data into the CMDB.
    3. Configuration Management Tool Support – Selects, installs, and maintains the CM tool.
    4. Impact Manager – Analyzes configuration data to ensure relationships between CIs are accurate; conducts impact analysis.

    1.2.1 Record the project team and stakeholders

    Allocate 25 minutes to this discussion.

    1. Record the project team.
      1. Identify the project manager who will lead this project.
      2. Identify key personnel that will need to be involved in design of the configuration management system and processes.
      3. Identify where vendors/outsourcers may be required to assist with technical aspects.
      4. Document the project team in the Configuration Management Project Charter, section 1.1: Project Team.
    1. Record a list of stakeholders.
      1. Identify stakeholders internal and external to IT.
      2. Build the stakeholder profile. For each stakeholder, identify their role, interest in the project, and influence on project success. You can score these criteria high/medium/low or score them out of ten.
      3. If managed service providers will need to be part of the equation, determine who will be the liaison and how they will provide or access data.
    Input

    Output

    • Project team members
    • Project plan resources
    MaterialsParticipants
    • Configuration Management Project Charter
    • List of project stakeholders and participants
    • IT service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Even with full automation, this cannot be a "set it and forget it" project if it is to be successful long-term

    Create a team to manage the process and data updates and to ensure data is always usable.

    • Services may be added and removed.
    • Technology will change as technical debt is reduced.
    • Vendors may change as contract needs develop.
    • Additional use cases may be introduced by IT and the business as approaches to management evolve.
    • AIOps can reduce the level of effort and improve visibility as configuration items change from the baseline and notifications are automated.
    • Changes can be checked against requests for changes through automated reconciliations, but changes will still need to be investigated where they do not meet expectations.
    • Manual data changes will need to be made regularly and verified.

    "We found that everyone wanted information from the CMDB, but no one wanted to pay to maintain it. People pointed to the configuration management team and said, 'It's their responsibility.'

    Configuration managers, however, cannot own the data because they have no way of knowing if the data is accurate. They can own the processes related to checking accuracy, but not the data itself."
    – Tim Mason, founding director at TRM Associates
    (Excerpt from Viewpoint: Focus on CMDB Leadership)

    Include these roles in your CMDB practice to ensure continued success and continual improvement

    These roles can make up the configuration control board (CCB) to make decisions on major changes to services, data models, processes, or policies. A CCB will be necessary in complex environments.

    Configuration Manager

    This role is focused on ensuring everyone works together to build the CMDB and keep it up to date. The configuration manager is responsible to:

    • Plan and manage the standards, processes, and procedures and communicate all updates to appropriate staff. Focused on continual improvement.
    • Plan and manage population of the CMDB and ensure data included meets criteria for cost effectiveness and reasonable effort for the value it brings.
    • Validate scope of services and CIs to be included and controlled within the CMDB and manage exceptions.
    • Audit data quality to ensure it is valid, is current, and meets defined standards.
    • Evaluate and recommend tools to support processes, data collection, and integrations.
    • Ensure configuration management processes interface with all other service and business management functions to meet use cases.
    • Report on configuration management performance and take appropriate action on process adherence and quality issues.

    Configuration Librarian

    This role is most important where manual data entry is prevalent and where many nonstandard configurations are in place. The librarian role is often held by the tool administrator. The librarian focuses specifically on data within the CMDB, including:

    • Manual updates to configuration data.
    • CMDB data verification on a regular schedule.
    • Processing ad hoc requests for data.

    Product/Service/Technical Owners

    The product or technical owner will validate information is correctly updating and reflects the existing data requirements as new systems are provisioned or as existing systems change.

    Interfacing Practice Owners

    All practice owners, such as change manager, incident manager, or problem manager, must work with the configuration team to ensure data is usable for each of the use cases they are responsible for.

    Download the Configuration Manager job description

    Assign configuration management responsibilities and accountabilities

    Align authority and accountability.

    • A RACI exercise will help you discuss and document accountability and responsibility for critical configuration management activities.
    • When responsibility and accountability are not well documented, it's often useful to invite a representative of the roles identified to participate in this alignment exercise. The discussion can uncover contrasting views on responsibility and governance, which can help you build a stronger management and governance model.
    • The RACI chart can help you identify who should be involved when making changes to a given activity. Clarify the variety of responsibilities assigned to each key role.
    • In the future, you may need to define roles in more detail as you change your configuration management procedures.

    Responsible: The person who actually gets the job done.
    Different roles may be responsible for different aspects of the activity relevant to their role.

    Accountable: The one role accountable for the activity (in terms of completion, quality, cost, etc.)
    Must have sufficient authority to be held accountable; responsible roles are often accountable to this role.

    Consulted: Those who need the opportunity to provide meaningful input at certain points in the activity; typically, subject matter experts or stakeholders. The more people you must consult, the more overhead and time you'll add to a process.

    Informed: Those who receive information regarding the task but do not need to provide feedback.
    Information might relate to process execution, changes, or quality.

    Complete a RACI chart to define who will be accountable and responsible for configuration tasks

    Determine what roles will be in place in your organization and who will fulfill them, and create your RACI chart to reflect what makes sense for your organization. Additional roles may be involved where there is complexity.

    R = responsible, A = accountable, C = consulted, I = informed CCB Configuration Manager Configuration Librarian Technical Owner(s) Interfacing Practice Owners Tool Administrator
    Plan and manage the standards, processes, and procedures and communicate all updates to appropriate staff. Focused on continual improvement. A R
    Plan and manage population of the CMDB and ensure data included meets criteria for cost effectiveness and reasonable effort for the value it brings. A R
    Validate scope of services and CIs to be included and controlled within the CMDB and manage exceptions. A R
    Audit data quality to ensure it is valid, is current, and meets defined standards. A,R
    Evaluate and recommend tools to support processes, data collection, and integrations. A,R
    Ensure configuration management processes interface with all other service and business management functions to meet use cases. A
    Report on configuration management performance and take appropriate action on process adherence and quality issues. A
    Make manual updates to configuration data. A
    Conduct CMDB data verification on a regular schedule. A
    Process ad hoc requests for data. A
    Enter new systems into the CMDB. A R
    Update CMDB as systems change. A R
    Identify new use cases for CMDB data. R A
    Validate data meets the needs for use cases and quality. R A
    Design reports to meet use cases. R
    Ensure integrations are configured as designed and are functional. R

    1.2.2 Complete a RACI chart to define who will be accountable and responsible for configuration tasks

    Allot 60 minutes for this discussion.

    1. Open the Configuration Management Standard Operating Procedures, section 4.1: Responsibility Matrix. In the RACI chart, review the top row of roles. Smaller organizations may not need a configuration control board, in which case the configuration manager may have more authority.
    2. Modify or expand the process tasks in the left column as needed.
    3. For each role, identify what that person is responsible for, accountable for, consulted on, or informed of. Fill out each column.
    4. Document in the SOP. Schedule a time to share the results with organization leads.
    5. Distribute the chart among all teams in your organization.
    6. Describe additional roles as needed in the documentation.
    7. Add accountabilities and responsibilities for the CCB into the Configuration Control Board Charter.
    8. If appropriate, add auxiliary roles to the Configuration Management Standard Operating Procedures, section 4.2: Configuration Management Auxiliary Role Definitions.

    Notes:

    1. Assign one Accountable for each task.
    2. Have one or more Responsible for each task.
    3. Avoid generic responsibilities such as "team meetings."
    4. Keep your RACI definitions in your documents for quick reference.

    Refer back to the RACI chart when building out the communications plan to ensure accountable and responsible team members are on board and consulted and informed people are aware of all changes.

    Input

    Output

    • Task assignments
    • RACI chart with roles and responsibilities
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures, RACI chart
    • Configuration Control Board Charter, Responsibilities section
    • IT service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Phase 2

    Configuration Management Data Model

    StrategyData StructureProcessesRoadmap
    • Challenges and Goals
    • Use Cases and Data
    • Roles and Responsibilities
    • Services
    • Classifications
    • Data Modeling
    • Lifecycle Processes
    • Baselines
    • Audit and Data Validation
    • Metrics
    • Communications Plan
    • Roadmap

    This phase will walk you through the following aspects of a configuration management system:

    • Data Model
    • Customer-Facing and Supporting Services
    • Business Capabilities
    • Relationships
    • IT Infrastructure Components
    • Enterprise Software
    • End-User Devices
    • Documents

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • CM practice manager
    • CM project manager

    Step 2.1

    Build a framework for CIs and relationships

    Activities

    Document services:

    2.1.1 Define and prioritize your services

    2.1.2 Test configuration items against existing categories

    2.1.3 Create a configuration control board charter to define the board's responsibilities and protocols

    This step will walk you through the following aspects of a configuration management system:

    • Data model
    • Configuration items
    • Relationships

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • CM practice manager
    • Project manager

    Making sense of data daily will be key to maintaining it, starting with services

    As CIs are discovered and mapped, they will automatically map to each other based on integrations, APIs, queries, and transactions. However, CIs also need to be mapped to a conceptional model or service to present the service and its many layers in an easily consumable way.

    These services will need to be manually created or imported into the CMDB and manually connected to the application services. Services can be mapped to technical or business services or both.

    If business services reporting has been requested, talk to the business to develop a list of services that will be required. Use terms the business will be expecting and identify which applications and instances will be mapped to those services.

    If IT is using the CMDB to support service usage and reporting, develop the list of IT services and identify which applications and instances will be mapped to those services.

    This image show the relationship between Discoverable and Nondiscoverable CIs. The discoverable CIs are coloured in purple, and the nondiscoverables are blue.

    Work with your stakeholders to ensure catalog items make sense to them

    There isn't a definitive right or wrong way to define catalog items. For example, the business and IT could both reference application servers, but only IT may need to see technical services broken down by specific locations or device types.

    Refer back to your goals and use cases to think through how best to meet those objectives and determine how to categorize your services.

    Define the services that will be the top-level, nondiscoverable services, which will group together the CIs that make up the complete service. Identify which application(s) will connect into the technical service.

    When you are ready to start discovery, this list of services will be connected to the discovered data to organize it in a way that makes sense for how your stakeholders need to see the data.

    While working toward meeting the goals of the first few use cases, you will want to keep the structure simple. Once processes are in place and data is regularly validated, complexities of different service types and names can be integrated into the data.

    This image show the relationship between Discoverable and Nondiscoverable CIs. Both Discoverable and nondiscoverable CIs are blue.

    Application Service(blue); Technical Service(Purple); IT Shared Services(Orange); Billable Services(green); Service Portfolio(red)

    Define the service types to manage within the CMDB to logically group CIs

    Determine which method of service groupings will best serve your audience for your prioritized use cases. This will help to name your service categories. Service types can be added as the CMDB evolves and as the audience changes.

    Application Service

    Technical Service

    IT Shared Services

    Billable Services

    Service Portfolio

    A set of interconnected applications and hosts configured to offer a service to the organization.

    Example: Financial application service, which may include email, web server, application server, databases, and middleware.

    A logical grouping of CIs based on common criteria.

    Example: Toronto web services, which may include several servers, web applications, and databases.

    A logical grouping of IT and business services shared and used across the organization.

    Example: VoIP/phone services or networking or security services.

    A group of services that will be billed out to departments or customers and would require logical groupings to enable invoicing.

    A group of business and technical service offerings with specific performance reporting levels. This may include multiple service levels for different customer audiences for the same service.

    2.1.1 Define and prioritize your services

    Prioritize your starting point. If multiple audiences need to be accommodated, work with one group at a time.

    Timing: will vary depending on number of services, and starting point

    1. Create your list of services, referencing an existing service catalog, business continuity or disaster recovery plan, list of applications, or brainstorming sessions. Use the terminology that makes the most sense for the audience and their reporting requirements.
    2. If this list is already in place, assess for relevance and reduce the list to only those services that will be managed through the CMDB.
    3. Determine what data will be relevant for each service based on the exercises done in 1.1.4 and 1.1.5. For example, if priority was a required attribute for use case data, ensure each service lists the priority of that service.
    4. For each of these, identify the supporting services. These items can come from your technical service catalog or list of systems and software.
    5. Document this table in the Use Cases and Data Worksheet, tab 3: Service Catalog.

    Service Record Example

    Service: Email
    Supporting Services: M365, Authentication Services

    Service Attributes

    Availability: 24/7 (99.999%)
    Priority: Critical
    Users: All
    Used for: Collaboration
    Billable: Departmental
    Support: Unified Support Model, Account # 123456789

    The CMDB will be organized by services and will enable data analysis through multiple categorization schemes

    To extract maximum service management benefit from a CMDB, the highest level of CI type should be a service, as demonstrated below. While it is easier to start at the system or single-asset level, taking the service mapping approach will provide you with a useful and dynamic view of your IT environment as it relates to the services you offer, instead of a static inventory of components.

    Level 1: Services

    • Business Service Offering: A business service is an IT service that supports a business process, or a service that is delivered to business customers. Business service offerings typically are bound by service-level agreements.
    • IT Service Offering: An IT service supports the customer's business processes and is made up of people, processes, and technology. IT service offerings typically are bound by service-level agreements.

    Level 2: Infrastructure CIs

    • IT Component Set: An IT service offering consists of one of more sets of IT components. An IT component set allows you to group or bundle IT components with other components or groupings.
    • IT Component: An IT system is composed of one or more supporting components. Many components are shared between multiple IT systems.

    Level 3: Supporting CIs

    • IT Subcomponent: Any IT asset that is uniquely identifiable and a component of an IT system.
    • IT components can have subcomponents, and those components can have subcomponents, etc.

    Two charts, showing Enterprise Architect Model and Configuration Service Model. Each box represents a different CI.

    Assess your CMDB's standard category offerings against your environment, with a plan to minimize customization

    Standard categorization schemes will allow for easier integration with multiple tools and reporting and improve results if using machine learning to automate categorization. If the CMDB chosen includes structured categories, use that as your starting point and focus only on gaps that are not addressed for CIs unique to your environment.

    There is an important distinction between a class and a type. This concept is foundational for your configuration data model, so it is important that you understand it.

    • Types are general groupings, and the things within a type will have similarities. For attributes that you want to collect on a type, all children classes and CIs will have those attribute fields.
    • Classes are a more specific grouping within a type. All objects within a class will have specific similarities. You can also use subclasses to further differentiate between CIs.
    • Individual CIs are individual instances of a class or subclass. All objects in a class will have the same attribute fields and behave the same, although the values of their attributes will likely differ.
    • Attributes may be discovered or nondiscoverable and manually added to CIs. The attributes are properties of the CI such as serial number, version, memory, processor speed, or asset tag.

    Use inheritance structures to simplify your configuration data model.

    An example CM Data Model is depicted.

    Assess the list of classes of configuration items against your requirements

    Types are general groupings, and the things within a type will have similarities. Each type will have its own table within the CMDB. Classes within a type are a more specific grouping of configuration items and may include subclasses.

    Review your vendor's CMDB documentation. Find the list of CI types or classes. Most CMDBs will have a default set of classes, like this standard list. If you need to build your own, use the table below as a starting point. Define anything required for unique classes. Create a list and consult with your installation partner.

    Sample list of classes organized by type

    Types Services Network Hardware Storage Compute App Environment Documents
    Classes
    • Application Service
    • Technical Service
    • IT Shared Service
    • Billable Service
    • Service Portfolio
    • Switch
    • Router
    • Firewall
    • Modem
    • SD-WAN
    • Load Balancer
    • UPS
    • Computer
    • Laptop
    • Server
    • Tablet
    • Database
    • Network-Attached Storage
    • Storage Array Network
    • Blob
    • Operating System
    • Hypervisor
    • Virtual Server
    • Virtual Desktop
    • Appliance
    • Virtual Application
    • Enterprise Application
    • Line of Business Application Software
    • Development
    • Test
    • Production
    • Contract
    • Business Impact Analysis
    • Requirements

    Review relationships to determine which ones will be most appropriate to map your dependencies

    Your CMDB should include multiple relationship types. Determine which ones will be most effective for your environment and ensure everyone is trained on how to use them. As CIs are mapped, verify they are correct and only manually map what is incorrect or not mapping through automation.

    Manually mapping CMDB relationships may be time consuming and prone to error, but where manual mapping needs to take place, ensure the team has a common view of the dependency types available and what is important to map.

    Use automated mapping whenever possible to improve accuracy, provide functional visualizations, and enable dynamic updates as the environment changes.

    Where a dependency maps to external providers, determine where it makes sense to discover and map externally provided CIs.

    • Only connect where there is value in mapping to vendor-owned systems.
    • Only connect where data and connections can be trusted and verified.

    Most common dependency mapping types

    A list of the most common dependency mapping types.

    2.1.2 Test configuration items against existing categories

    Time to complete: 1-2 hours

    1. Select a service to test.
    2. Identify the various components that make up the service, focusing on configuration items, not attributes
    3. Categorize configuration items against types and classes in the default settings of the CMDB.
    4. Using the default relationships within the CMDB, identify the relationships between the configuration items.
    5. Identify types, classes, and relationships that do not fit within the default settings. Determine if there are common terms for these items or determine most appropriate name.
    6. Validate these exceptions with the publisher.
    7. Document exceptions in the Configuration Management Standard Operating Procedures, Appendix 2: Types and Classes of Configuration Items
    Input

    Output

    • List of default settings for classes, types, and relationships
    • Small list of services for testing
    • List of CIs to map to at least one service
    • List of categories to add to the CMDB solution.
    MaterialsParticipants
    • Use Cases and Data Worksheet
    • Configuration Management Standard Operating Procedures
    • IT service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    2.1.3 Create a configuration control board charter to define the board's responsibilities and protocols

    A charter will set the tone for meetings, ensure purpose is defined and meeting cadence is set for regular reviews.

    1. Open the Configuration Control Board Charter. Review the document and modify as appropriate for your CCB. This will include:
      • Purpose and mandate of the committee – Reference objectives from the project charter.
      • Team composition – Determine the right mix of team members. A team of six to ten people can provide a good balance between having a variety of opinions and getting work done.
      • Voting option – Determine the right quorum to approve changes.
      • Responsibilities – List responsibilities, starting with RACI chart items.
      • Authority – Define the control board's span of control.
      • Governing laws and regulations – List any regulatory requirements that will need to be met to satisfy your auditors.
      • Meeting preparation – Set expectations to ensure meetings are productive.
    2. Distribute the charter to CCB members.
    Input

    Output

    • Project team members
    • Project plan resources
    MaterialsParticipants
    • Configuration Control Board Charter
    • IT service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Assess the default list of statuses for each state

    Align this list with your CMDB

    Minimize the number of customizations that will make it difficult to update the platform.

    1. Review the default status list within the tool.
    2. Identify which statuses will be most used. Write a definition for each status.
    3. Update this list as you update process documentation in Step 3.1. After initial implementation, this list should only be modified through change enablement.
    4. Record this list of statuses in the Configuration Management Standard Operating Procedures, Appendix 4: Statuses
    State Status Description
    Preparation Ordered Waiting delivery from the vendor
    In Planning Being created
    Received Vendor has delivered the item, but it is not ready for deployment
    Production In Stock Available to be deployed
    In Use Deployed
    On Loan Deployed to a user on a temporary basis
    For Removal Planning to be phased out but still deployed to an end user
    Offline In Transit Moving to a new location
    Under Maintenance Temporarily offline while a patch or change is applied
    Removed Decommissioned Item has been retired and is no longer in production
    Disposed Item has been destroyed and we are no longer in possession of it
    Lost Item has been lost
    Stolen Item has been stolen

    Step 2.2

    Document statuses, attributes, and data sources

    Activities

    2.2.1 Follow the packet and map out the in-scope services and data centers

    2.2.2 Build data model diagrams

    2.2.3 Determine access rights for your data

    This step will walk you through the following aspects of a configuration management system:

    • Statuses
    • Attributes for each class of CI

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • Project manager

    Outcomes of this step

    • Framework for approaching CI statuses
    • Attributes for each class of CI
    • Data sources for those attributes

    Service mapping approaches

    As you start thinking about dependency mapping, it's important to understand the different methods and how they work, as well as your CMDB's capabilities. These approaches may be all in the same tool, or the tool may only have the top-down options.

    Top down, most common

    Pattern-based

    Most common option, which includes indicators of connections such as code, access rights, scripting, host discovery, and APIs.

    Start with pattern-based, then turn on traffic-based for more detail. This combination will provide the most accuracy.

    Traffic-based

    Map against traffic patterns involving connection rules to get more granular than pattern-based.

    Traffic-based can add a lot of overhead with extraneous data, so you may not want to run it continuously.

    Tag-based

    Primarily used for cloud, containers, and virtual machines and will attach the cloud licenses to their dependent services and any related CIs.

    Tags work well with cloud but will not have the same hierarchical view as on-premises dependency mapping.

    Machine learning

    Machine learning will look for patterns in the traffic-based connections, match CIs to categories and help organize the data.

    Machine learning (ML) may not be in every solution, but if you have it, use it. ML will provide many suggestions to make the life of the data manager easier.

    Model hierarchy

    Automated data mapping will be helpful, but it won't be foolproof. It's critical to understand the data model to validate and map nondiscoverable CIs correctly.

    The framework consists of the business, enterprise, application, and implementation layers.

    The business layer encodes real-world business concepts via the conceptual model.

    The enterprise layer defines all enterprise data assets' details and their relationships.

    The application layer defines the data structures as used by a specific application.

    The implementation layer defines the data models and artifacts for use by software tools.

    An example of Model Hierarchy is depicted.

    Learn how to create data models with Info-Tech's blueprint Create and Manage Enterprise Data Models

    2.2.1 Follow the packet and map out the in-scope services and data centers

    Reference your network topology and architecture diagrams.

    Allot 1 hour for this activity.

    1. Start with a single service that is well understood and documented.
    2. Identify the technical components (hardware and applications) that make up the service.
    3. Determine if there is a need to further break down services into logical service groupings. For example, the email service to the right is broken down into authentication and mail flow.
    4. If you don't have a network diagram to follow, create a simple one to identify workflows within the service and components the service uses.
    5. Record the apps and underlying components in the Configuration Management Standard Operating Procedures, Appendix 1: Configuration Data Model Structure.

    This information will be used for CM project planning and validating the contents of the CMDB.

    an example of a Customer-facing service is shown, for Email sample topology.

    Download the Configuration Management Diagram Template Library to see an example.

    Build your configuration data model

    Rely on out-of-the-box functionality where possible and keep a narrow focus in the early implementation stages.

    1. If you have an enterprise architecture, then your configuration management data model should align with it.
    2. Keep a narrow focus in the early implementation stages. Don't fill up your CMDB until you are ready to validate and fix the data.
    3. Rely on out-of-the-box (OOTB) functionality where possible. If your configuration management database (CMDB) and platform do not have a data model OOTB, then rely on a publicly available data model.
    4. Map your business or IT service offering to the first few layers.

    Once this is built out in the system, you can let the automated dependency mapping take over, but you will still need to validate the accuracy of the automated mapping and investigate anything that is incorrect.

    Sample Configuration Data Model

    Every box represents a CI, and every line represents a relationship

    A sample configuration Data model is shown.

    Example: Data model and CMDB visualization

    Once the data model is entered into the CMDB, it will provide a more dynamic and complex view, including CIs shared with other services.

    An example of a Data Model Exercise

    CMDB View

    An example of a CMDB View of the Data Model Exercise

    2.2.2 Build data model diagrams

    Visualize the expected CI classes and relationships.

    Allot 45 minutes.

    1. Identify the different data model views you need. Use multiple diagrams to keep the information simple to read and understand. Common diagrams include:
      1. Network level: Outline expected CI classes and relationships at the network level.
      2. Application level: Outline the expected components and relationships that make up an application.
      3. Services level: Outline how business capability CIs and service CIs relate to each other and to other types of CIs.
    1. Use boxes to represent CI classes.
    2. Use lines to represent relationships. Include details such as:
      1. Relationship name: Write this name on the arrow.
      2. Direction: Have an arrow point to each child.

    Review samples in Configuration Management Diagram Template Library.
    Record these diagrams in the Configuration Management Standard Operating Procedures, Appendix 1: Configuration Data Model Structure.

    Input

    Output

    • List of default settings for classes, types, and relationships
    • Small list of services for testing
    • List of CIs to map to at least one service
    • List of additions of categories to add to the CMDB solution.
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • Configuration Management Diagram Template Library
    • IT service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Download the Configuration Management Diagram Template Library to see examples.

    Determine governance for data security, access, and validation

    Align CMDB access to the organization's access control policy to maintain authorized and secure access for legitimate staff performing their role.

    Data User Type Access Role
    Data consumers
    • View-only access
    • Will need to view and use the data but will not need to make modifications to it
    • Service desk
    • Change manager
    • Major incident manager
    • Finance
    CMDB owner
    • Read/write access with the ability to update and validate data as needed
    • Configuration manager
    Domain owner
    • Read/write access for specific domains
    • Data owner within their domain, which includes validating that data is in the database and that it is correctly categorized.
    • Enterprise architect
    • Application owner
    Data provider
    • Read/write access for specific domains
    • Ensures automated data has been added and adds nondiscoverable assets and attributes as needed
    • Server operations
    • Database management
    • Network teams
    CMDB administrator
    • View-only access for data
    • Will need to have access for modifying the structure of the product, including adding fields, as determined by the CCB
    • ITSM tool administrator

    2.2.3 Determine access rights for your data

    Allot 30 minutes for this discussion.

    1. Open the Configuration Management Standard Operating Procedures, section 5: Access Rights.
    2. Review the various roles from an access perspective.
      1. Who needs read-only access?
      2. Who needs read/write access?
      3. Should there be restrictions on who can delete data?
    1. Fill in the chart and communicate this to your CMDB installation vendor or your CMDB administrator.
    Input

    Output

    • Task assignments
    • Access rights and roles
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • IT service owners
    • Practice owners and managers
    • SCM practice manager
    • SCM project sponsor

    Phase 3

    Configuration Record Updates

    StrategyData StructureProcessesRoadmap
    • Challenges and Goals
    • Use Cases and Data
    • Roles and Responsibilities
    • Services
    • Classifications
    • Data Modeling
    • Lifecycle Processes
    • Baselines
    • Audit and Data Validation
    • Metrics
    • Communications Plan
    • Roadmap

    This phase will walk you through the following aspects of a configuration management system:

    • ITSM Practices and Workflows
    • Discovery and Dependency Mapping Tools
    • Auditing and Data Validation Practices

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • SCM project manager
    • IT audit

    Harness Service Configuration Management Superpowers

    Step 3.1

    Keep CIs and relationships up to date through lifecycle process integrations

    Activities

    3.1.1 Define processes to bring new services into the CMDB

    3.1.2 Determine when each type of CI will be created in the CMDB

    3.1.3 Identify when each type of CI will be retired in the CMDB

    3.1.4 Record when and how attributes will change

    3.1.5 Institute configuration control and configuration baselines

    This step will walk you through the following aspects of a configuration management system:

    1. ITSM Practices and Workflows
    2. Discovery and Dependency Mapping Tools

    This phase involves the following participants:

    1. IT service owners
    2. Enterprise architects
    3. Practice owners and managers
    4. SCM practice manager
    5. Project manager

    Outcomes of this step

    • List of action items for updating interfacing practices and processes
    • Identification of where configuration records will be manually updated

    Incorporate CMDB updates into IT operations

    Determine which processes will prompt changes to the CMDB data

    Onboard new services - Offboard Redundant Services. Onboard new CIs - Offboard Redundant CIs; Maintain CIs - Update Attributes.

    Change enablement

    Identify which process are involved in each stage of data input, maintenance, and removal to build out a process for each scenario.

    Project management

    Change enablement

    Asset management

    Security controls

    Project management

    Incident management

    Deployment management

    Change enablement

    Asset management

    Security controls

    Project management

    Incident management

    Service management

    Formalize the process for adding new services to the CMDB

    As new services and products are introduced into the environment, you can improve your ability to correctly cost the service, design integrations, and ensure all operational capabilities are in place, such as data backup and business continuity plans.
    In addition, attributes such as service-level agreements (SLAs), availability requirements, and product, technical, and business owners should be documented as soon as those new systems are made live.

    • Introduce the technical team and CCB to the product early to ensure the service record is created before deployment and to quickly map the services once they are moved into the production environment.
    • Engage with project managers or business analysts to define the process to include security and technical reviews early.
    • Engage with the security and technical reviewers to start documenting the service as soon as it is approved.
    • Determine which practices will be involved in the creation and approval of new services and formalize the process to streamline entry of the new service, onboarding corresponding CIs and mapping dependencies.

    an example of the review and approval process for new service or products is shown.

    3.1.1 Define processes to bring new services into the CMDB

    Start with the most frequent intake methods, and if needed, use this opportunity to streamline the process.

    1. Discuss the methods for new services to be introduced to the IT environment.
    2. Critique existing methods to assess consistency and identify issues that could prevent the creation of services in the CMDB in a timely manner.
    3. Create a workflow for the existing processes, with an eye to improvement. Identify any changes that will need to be introduced and managed appropriately.
    4. Identify where additional groups may need to be engaged to ensure success. For example, if project managers are not interfacing early with IT, discuss process changes with them.
    5. Discuss the validation process and determine where control points are. Document these on the workflows.
    6. Complete the Configuration Management Standard Operating Procedures, section 8.1: Introduce New Service and Data Model.

    Possible intake opportunities:

    • Business-driven project intake process
    • IT-driven project intake process
    • Change enablement reviews
    • Vendor-driven product changes
    Input

    Output

    • Discussion
    • Intake processes
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • Configuration Management Diagram Template Library
    • Configuration control board
    • Configuration manager
    • Project sponsor
    • IT stakeholders

    Identify scenarios where CIs are added and removed in the configuration management database

    New CIs may be introduced with new services or may be introduced and removed as part of asset refreshes or through service restoration in incident management. Updates may be done by your own services team or a managed services provider.
    Determine the various ways the CIs may be changed and test with various CI types.
    Review attributes such as SLAs, availability requirements, and product, technical, and business owners to determine if changes are required.

    • Identify what will be updated automatically or manually. Automation could include discovery and dependency mapping or synchronization with AMDB or AIOps tools.
    • Engage with relevant program managers to define and validate processes.
    • Identify control points and review audit requirements.

    An example of New or refresh CI from Procurement.

    Info-Tech Insight

    Data deemed no longer current may be archived or deleted. Retained data may be used for tracing lifecycle changes when troubleshooting or meeting audit obligations. Determine what types of CIs and use cases require archived data to meet data retention policies. If none do, deletion of old data may be appropriate.

    3.1.2 Identify when each type of CI will be created in the CMDB

    Allot 45 minutes for discussion.

    1. Discuss the various methods for new CIs to be introduced to the IT environment.
    2. Critique existing methods to assess consistency and identify issues that could prevent the creation of CIs in the CMDB in a timely manner.
    3. Create a workflow for the existing processes, with an eye to improvement. Identify any changes that will need to be introduced and managed appropriately.
    4. Identify where additional groups may need to be engaged to ensure success. For example, if project managers are not interfacing early with IT, discuss process changes with them.
    5. Discuss the validation process and determine where control points are. Document these on the workflows.
    6. Complete Configuration Management Standard Operating Procedures, section 8.2: Introduce New Configuration Items to the CMDB

    Possible intake opportunities:

    • Business-driven project intake process
    • IT-driven project intake process
    • Change enablement reviews
    • Vendor-driven product changes
    • Incident management
    • Asset management, lifecycle refresh
    Input

    Output

    • Discussion
    • Retirement processes
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • Configuration Management Diagram Template Library
    • Configuration control board
    • Configuration manager
    • Project sponsor
    • IT stakeholders

    3.1.3 Identify when each type of CI will be retired in the CMDB

    Allot 45 minutes for discussion.

    1. Discuss the various methods for CIs to be removed from the IT environment.
    2. Critique existing methods to assess consistency and identify issues that could prevent the retirement of CIs in the CMDB in a timely manner.
    3. Create a workflow for the existing processes, with an eye to improvement. Identify any changes that will need to be introduced and managed appropriately.
    4. Identify where additional groups may need to be engaged to ensure success. For example, if project managers are not interfacing early with IT, discuss process changes with them.
    5. Discuss the validation process and determine where control points are. Document these on the workflows.
    6. Discuss data retention. How long will retired information need to be archived? What are the potential scenarios where legacy information may be needed for analysis?
    7. Complete the Configuration Management Standard Operating Procedures, section 8.4: Retire and Archive Configuration Records.

    Possible retirement scenarios:

    • Change enablement reviews
    • Vendor-driven product changes
    • Incident management
    • Asset management, lifecycle refresh
    Input

    Output

    • Discussion
    • Intake processes
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • Configuration Management Diagram Template Library
    • Configuration control board
    • Configuration manager
    • Project sponsor
    • IT stakeholders

    Determine appropriate actions for detecting new or changed CIs through discovery

    Automated detection will provide the most efficient way of recording planned changes to CIs as well as detected unplanned changes. Check with the tool to determine what reports or notifications are available for the configuration management process and define what actions will be appropriate.

    As new CIs are detected, identify the process by which they should have been introduced into configuration management and compare against those records. If your CMDB can automatically check for documentation, this may be easier. Weekly reporting will allow you to catch changes quickly, and alerts on critical CIs could enable faster remediation, if the tool allows for alerting. AIOps could identify, notify of, and process many changes in a highly dynamic environment.

    Type of Change

    Impacted Process

    Validation

    Findings

    Actions

    Configuration change to networking equipment or software

    Change management

    Check for request for change

    No RFC

    Add to CAB agenda, notify technical owner

    Configuration change to end-user device or software

    Asset management

    Check for service ticket

    No ticket

    Escalate to asset agenda, notify service manager

    New assets coming into service

    Security incident and event management

    Check for SIEM integration

    No SIEM integration

    Notify security operations team to investigate

    The configuration manager may not have authority to act but can inform the process owners of unauthorized changes for further action. Once the notifications are forwarded to the appropriate process owner, the configuration manager will note the escalation and follow up on data corrections as deemed appropriate by the associated process owner.

    3.1.4 Record when and how attributes will change

    These lists will help with configuration control plans and your implementation roadmap.

    1. List each attribute that will change in that CI type's life.
    2. Write all the times that each attribute will change. Identify:
      1. The name of the workflow, service request, process, or practice that modifies the attribute.
      2. Whether the update is made automatically or manually.
      3. The role or tool that updates the CMDB.
    1. Update the relevant process or procedure documentation. Explicitly identify when the configuration records are updated.

    Document these tables in Configuration Management Standard Operation Procedures, Section 8.7: Practices That Modify CIs.

    Network Equipment
    Attributes

    Practices That Modify This Attribute

    Status
    • Infra Deployment (updated manually by Network Engineering)
    • Change Enablement (updated manually by CAB or Network Engineering)
    Assigned User
    • IT Employee Offboarding or Role Change (updated manually by Network Engineering)
    Version
    • Patch Deployment (updated automatically by SolarWinds)
    End-User Computers
    Attributes
    Practices That Modify This Attribute
    Status
    • Device Deployment (updated manually by Desktop Support)
    • Device Recovery (updated manually by Desktop Support)
    • Employee Offboarding and Role Change (updated manually by Service Desk)
    Assigned User
    • Device Deployment (updated manually by Desktop Support)
    • Device Recovery (updated manually by Desktop Support)
    • Employee Offboarding and Role Change (updated manually by Service Desk)
    Version
    • Patch Deployment (updated automatically by ConfigMgr)

    Institute configuration control and configuration baselines where appropriate

    A baseline enables an assessment of one or more systems against the desired state and is useful for troubleshooting incidents or problems and validating changes and security settings.

    Baselines may be used by enterprise architects and system engineers for planning purposes, by developers to test their solution against production copies, by technicians to assess configuration drift that may be causing performance issues, and by change managers to assess and verify the configuration meets the target design.

    Configuration baselines are a snapshot of configuration records, displaying attributes and first-level relationships of the CIs. Standard configurations may be integral to the success of automated workflows, deployments, upgrades, and integrations, as well as prevention of security events. Comparing current CIs against their baselines will identify configuration drift, which could cause a variety of incidents. Configuration baselines are updated through change management processes.
    Configuration baselines can be used for a variety of use cases:

    • Version control – Management of software and hardware versions, https://dj5l3kginpy6f.cloudfront.net/blueprints/harness-configuration-management-superpowers-phases-1-4/builds, and releases.
    • Access control – Management of access to facilities, storage areas, and the CMS.
    • Deployment control – Take a baseline of CIs before performing a release so you can use this to check against actual deployment.
    • Identify accidental changes Everyone makes mistakes. If someone installs software on the wrong server or accidentally drops a table in a database, the CMS can alert IT of the unauthorized change (if the CI is included in configuration control).

    Info-Tech Insight

    Determine the appropriate method for evaluating and approving changes to baselines. Delegating this to the CCB every time may reduce agility, depending on volume. Discuss in CCB meetings.

    A decision tree for deploying requested changes.

    3.1.5 Institute configuration control and configuration baselines where appropriate

    Only baseline CIs and relationships that you want to control through change enablement.

    1. Determine criteria for capturing configuration baselines, including CI type, event, or processes.
    2. Identify who will use baselines and how they will use the data. Identify their needs.
    3. Identify CIs that will be out of scope and not have baselines created.
    4. Document requirements in the SOP.
    5. Ensure appropriate team members have training on how to create and capture baselines in the CMDB.
    6. Document in the Configuration Management Standard Operating Procedures, section 8.5: Establish and Maintain Configuration Baselines.
    Process Criteria Systems
    Change Enablement & Deployment All high-risk changes must have the baseline captured with version number to revert to stable version in the event of an unsuccessful change
    • Servers (physical and virtual)
    • Enterprise software
    • IaaS
    • Data centers
    Security Identify when configuration drift may impact risk mitigation strategies
    • Servers (physical and virtual)
    • Enterprise software
    • IaaS
    • Data centers
    Input

    Output

    • Discussion
    • Baseline configuration guidelines
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • Configuration control board
    • Configuration manager
    • Project sponsor
    • IT stakeholders

    Step 3.2

    Validate data within the CMDB

    Activities

    3.2.1 Build an audit plan and checklist

    This step will walk you through the following aspects of a configuration management system:

    • Data validation and audit

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • Project manager
    • IT audit

    Outcomes of this step

    • Updates to processes for data validation
    • Plan for auditing and validating the data in the CMDB

    Audit and validate the CMDB

    Review the performance of the supporting technologies and processes to validate the accuracy of the CMDB.

    A screenshot of the CM Audit Plan.

    CM Audit Plan

    • CM policies
    • CM processes and procedures
    • Interfacing processes
    • Content within the CMDB

    "If the data in your CMDB isn't accurate, then it's worthless. If it's wrong or inaccurate, it's going to drive the wrong decisions. It's going to make IT worse, not better."
    – Valence Howden, Research Director, Info-Tech Research Group

    Ensure the supporting technology is working properly

    Does the information in the database accurately reflect reality?

    Perform functional tests during audits and as part of release management practices.

    Audit results need to have a clear status of "compliant," "noncompliant," or "compliant with conditions," and conditions need to be noted. The conditions will generally offer a quick win to improve a process, but don't use these audit results to quickly check off something as "done." Ensure the fix is useful and meaningful to the process.
    The audit should cover three areas:

    • Process: Are process requirements for the program well documented? Are the processes being followed? If there were updates to the process, were those updates to the process documented and communicated? Has behavior changed to suit those modified processes?
    • Physical: Physical configuration audits (PCAs) are audits conducted to verify that a configuration item, as built, conforms to the technical documentation that defines and describes it.
    • Functional: Functional configuration audits (FCAs) are audits conducted to verify that the development of a configuration item has been completed satisfactorily, the item has achieved the functional attributes specified in the functional or allocated baseline, and its technical documentation is complete and satisfactory.

    Build auditing and validation of processes whenever possible

    When technicians and analysts are working on a system, they should check to make sure the data about that system is correct. When they're working in the CMDB, they should check that the data they're working with is correct.

    More frequent audits, especially in the early days, may help move toward process adoption and resolving data quality issues. If audits are happening more frequently, the audits can include a smaller scope, though it's important to vary each one to ensure many different areas have been audited through the year.

    • Watch for data duplication from multiple discovery tools.
    • Review mapping to ensure all relevant CIs are attached to a product or service.
    • Ensure report data is logical.

    Ensure the supporting technology is working properly

    Does the information in the database accurately reflect reality?

    Perform functional tests during audits and as part of release management practices.

    Audit results need to have a clear status of "compliant," "noncompliant," or "compliant with conditions," and conditions need to be noted. The conditions will generally offer a quick win to improve a process, but don't use these audit results to quickly check off something as "done." Ensure the fix is useful and meaningful to the process.
    The audit should cover three areas:

    • Process: Are process requirements for the program well documented? Are the processes being followed? If there were updates to the process, were those updates to the process documented and communicated? Has behavior changed to suit those modified processes?
    • Physical: Physical configuration audits (PCAs) are audits conducted to verify that a configuration item, as built, conforms to the technical documentation that defines and describes it.
    • Functional: Functional configuration audits (FCAs) are audits conducted to verify that the development of a configuration item has been completed satisfactorily, the item has achieved the functional attributes specified in the functional or allocated baseline, and its technical documentation is complete and satisfactory.

    More frequent audits, especially in the early days, may help move toward process adoption and resolving data quality issues. If audits are happening more frequently, the audits can include a smaller scope, though it's important to vary each one to ensure many different areas have been audited through the year.

    • Watch for data duplication from multiple discovery tools.
    • Review mapping to ensure all relevant CIs are attached to a product or service.
    • Ensure report data is logical.

    Identify where processes break down and data is incorrect

    Once process stops working, data becomes less accurate and people find workarounds to solve their own data needs.

    Data within the CMDB often becomes incorrect or incomplete where human work breaks down

    • Investigate processes that are performed manually, including data entry.
    • Investigate if the process executors are performing these processes uniformly.
    • Determine if there are opportunities to automate or provide additional training.
    • Select a sample of the corresponding data in the CMS. Verify if the data is correct.

    Non-CCB personnel may not be completing processes fully or consistently

    • Identify where data in the CMS needs to be updated.
    • Identify whether the process practitioners are uniformly updating the CMS.
    • Discuss options for improving the process and driving consistency for data that will benefit the whole organization.

    Ensure that the data entered in the CMDB is correct

    • Confirm that there is no data duplication. Data duplication is very common when there are multiple discovery tools in your environment. Confirm that you have set up your tools properly to avoid duplication.
    • Build a process to respond to baseline divergence when people make changes without following change processes and when updates alter settings.
    • Audit the system for accuracy and completeness.

    3.2.1 Build an audit plan and checklist

    Use the audit to identify areas where processes are breaking down.

    Audits present you with the ability to address these pain points before they have greater negative impact.

    1. Identify which regulatory requirements and/or auditing bodies will be relevant to audit processes or findings.
    2. Determine frequency of practice audits and how they relate to internal audits or external audits.
    3. Determine audit scope, including requirements for data spot checks.
    4. Determine who will be responsible for conducting audits and validate this is consistent with the RACI chart.
    5. Record audit procedures in the Configuration Management Standard Operating Procedures section 8.6: Verify and Review the Quality of Information Through Auditing.
    6. Review the Configuration Management Audit and Validation Checklist and modify to suit your needs.

    Download the Configuration Management Audit and Validation Checklist

    Input

    Output

    • Discussion
    • Baseline configuration guidelines
    MaterialsParticipants
    • Configuration Management Standard Operating Procedures
    • Configuration control board
    • Configuration manager
    • Project sponsor
    • IT stakeholders

    Phase 4

    Service Configuration Roadmap

    StrategyData StructureProcessesRoadmap
    • Challenges and Goals
    • Use Cases and Data
    • Roles and Responsibilities
    • Services
    • Classifications
    • Data Modeling
    • Lifecycle Processes
    • Baselines
    • Audit and Data Validation
    • Metrics
    • Communications Plan
    • Roadmap

    This phase will walk you through the following aspect of a configuration management system:
    Roadmap
    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • SCM project manager

    Harness Service Configuration Management Superpowers

    Step 4.1

    Define measures of success

    Activities

    4.1.1 Identify key metrics to define configuration management success
    4.1.2 Brainstorm and record desired reports, dashboards, and analytics
    4.1.3 Build a configuration management policy

    This phase will walk you through the following aspects of a configuration management system:

    • Metrics
    • Policy

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • SCM project manager

    The value of metrics can be found in IT efficiency increases

    When determining metrics for configuration management, be sure to separate metrics needed to gauge configuration management success and those that will use data from the CMDB to provide metrics on the success of other practices.

    • Metrics provide accurate indicators for IT and business decisions.
    • Metrics help you identify IT efficiencies and problems and solve issues before they become more serious.
    • Active metrics tracking makes root cause analysis of issues much easier.
    • Proper application of metrics helps IT services identification and prioritization.
    • Operational risks can be prevented by identifying and implementing metrics.
    • Metrics analysis increases the confidence of the executive team and ensures that IT is working well.

    A funnel is shown. The output is IT Performance. The inputs are: Service Desk Metrics; Incident Metrics; Asset Mgmt. Metrics; Release Mgmt. Metrics; Change Mgmt. Metrics; Infra. Metrics

    4.1.1 Identify key metrics to define configuration management success

    Determine what metrics are specifically related to the practice and how and when metrics will be accessed.

    Success factors

    Key metrics

    Source

    Product and service configuration data is relevant

    • Stakeholder satisfaction with data access, accuracy, and usability
    • Stakeholder satisfaction with service configuration management interface, procedures, and reports

    Stakeholder discussions

    • Number of bad decisions made due to incorrect or insufficient data
    • Impact of bad decisions made due to incorrect or insufficient data

    Process owner discussions

    • Number and impact of data identified as incorrect
    • % of CMDB data verified over the period

    CMDB

    Cost and effort are continually optimized

    • Effort devoted to service configuration management
    • Cost of tools directly related to the process

    Resource management or scheduling

    ERP

    Progress reporting

    • Communication execution
    • Process
    • Communications and feedback

    Communications team and stakeholder discussions

    Data – How many products are in the CMDB and are fully and accurately discovered and mapped?

    CMDB

    Ability to meet milestones on time and with appropriate quality

    Project team

    Document metrics in the Configuration Management Standard Operating Procedures, section 7: Success Metrics

    Use performance metrics to identify areas to improve service management processes using CMDB data

    Metrics can indicate a problem with service management processes but cannot provide a clear path to a solution on their own.

    • The biggest challenge is defining and measuring the process and people side of the equation.
    • Expected performance may also need to be compared to actual performance in planning, budgeting, and improvements.
    • The analysis will need to include critical success factors (CSFs), data collection procedures, office routines, engineering practices, and flow diagrams including workflows and key relationships.
    • External benchmarking may also prove useful in identifying how similar organizations are managing aspects of their infrastructure, processing transactions/requests, or staffing. If using external benchmarking for actual process comparisons, clearly defining your internal processes first will make the data collection process smoother and more informative.

    Info-Tech Insight

    Using a service framework such as ITIL, COBIT, or ISO 20000 may make this job easier, and subscribing to benchmarking partners will provide some of the external data needed for comparison.

    4.1.2 Brainstorm and record desired reports, dashboards, and analytics with related practices

    The project team will use this list as a starting point

    Allot 45 minutes for this discussion.

    1. Create a table for each service or business capability.
      1. Have one column for each way of consuming data: reports, dashboards, and ad hoc analytics.
      2. Have one row for each stakeholder group that will consume the information.
    2. Use the challenges and use cases to brainstorm reports, dashboards, and ad hoc analytic capabilities that each stakeholder group will find useful.
    3. Record these results in your Configuration Management Standard Operating Procedures, section 7: Aligned Processes' Desired Analytical Capabilities.
    Stakeholder Groups Reports Dashboards
    Change Management
    • CI changes executed without an RFC
    • RFCs grouped by service
    • Potential collisions in upcoming changes
    Security
    • Configuration changes that no longer match the baseline
    • New configuration items discovered
    Finance
    • Service-based costs
    • Service consumption by department

    Download the blueprint Take Control of Infrastructure and Operations Metrics to create a complete metrics program.

    Create a configuration management policy and communicate it

    Policies are important documents to provide definitive guidelines and clarity around data collection and use, process adherence, and controls.

    • A configuration management policy will apply to IT as the audience, and participants in the program will largely be technical.
    • Business users will benefit from a great configuration management program but will not participate directly.
    • The policy will include objectives and scope, use of data, security and integrity of data, data models and criteria, and baseline configurations.
    • Several governing regulations and practices may intersect with configuration management, such as ITIL, COBIT, and NIST frameworks, as well as change enablement, quality management, asset management, and more.
    • As the policy is written, review processes to ensure policies and processes are aligned. The policy should enable processes, and it may require modifications if it hinders the collection, security, or use of data required to meet proposed use cases.
    • Once the policy is written and approved, ensure all stakeholders understand the importance, context, and repercussions of the policy.

    The approvals process is about appropriate oversight of the drafted policies. For example:

    • Do the policies satisfy compliance and regulatory requirements?
    • Do the policies work with the corporate culture?
    • Do the policies address the underlying need?

    If the draft is approved:

    • Set the effective date and a review date.
    • Begin communication, training, and implementation.

    Employees must know that there are new policies and understand the steps they must take to comply with the policies in their work.

    Employees must be able to interpret, understand, and know how to act upon the information they find in the policies.

    Employees must be informed on where to get help or ask questions and who to request policy exceptions from.

    If the draft is rejected:

    • Acquire feedback and make revisions.
    • Resubmit for approval.

    4.1.3 Build a configuration management policy

    This policy provides the foundation for configuration control.

    Use this template as a starting point.

    The Configuration Management Policy provides the foundation for a configuration control board and the use of configuration baselines.
    Instructions:

    1. Review and modify the policy statements. Ensure that the policy statements reflect your organization and the expectations you wish to set.
    2. If you don't have a CCB: The specified responsibilities can usually be assigned to either the configuration manager or the governing body for change enablement.
    3. Determine if you should apply this policy beyond SCM. As written, this policy may provide a good starting point for practices such as:
      • Secure baseline configuration management
      • Software configuration management

    Two screenshots from the Configuration Management Policy template

    Download the Configuration Management Policy template

    Step 4.2

    Build communications and a roadmap

    Activities

    4.2.1 Build a communications plan
    4.2.2 Identify milestones

    This phase will walk you through the following aspects of a configuration management system:

    • Communications plan
    • Roadmap

    This phase involves the following participants:

    • IT service owners
    • Enterprise architects
    • Practice owners and managers
    • SCM practice manager
    • SCM project manager

    Outcomes of this step

    • Documented expectations around configuration control
    • Roadmap and action items for the SCM project

    Do not discount the benefits of a great communications plan as part of change management

    Many configuration management projects have failed due to lack of organizational commitment and inadequate communications.

    • Start at the top to ensure stakeholder buy-in by verifying alignment and use cases. Without a committed project sponsor who believes in the value of configuration management, it will be difficult to draw the IT team into the vision.
    • Clearly articulate the vision, strategy, and goals to all stakeholders. Ensure the team understands why these changes are happening, why they are happening now, and what outcomes you hope to achieve.
    • Gain support from technical teams by clearly expressing organizational and departmental benefits – they need to know "what's in it for me."
    • Clearly communicate new responsibilities and obligations and put a feedback process in place to hear concerns, mitigate risk, and act on opportunities for improvement. Be prepared to answer questions as this practice is rolled out.
    • Be consistent in your messaging. Mixed messages can easily derail progress.
    • Communicate to the business how these efforts will benefit the organization.
    • Share documents built in this blueprint or workshop with your technical teams to ensure they have a clear picture of the entire configuration management practice.
    • Share your measures and view of success and communicate wins throughout building the practice.

    30%

    When people are truly invested in change, it is 30% more likely to stick.
    McKinsey

    82%

    of CEOs identify organizational change management as a priority.
    D&B Consulting

    6X

    Initiatives with excellent change management are six times more likely to meet objectives than those with poor change management.
    Prosci

    For a more detailed program, see Drive Technology Adoption

    Formulate a communications plan to ensure all stakeholders and impacted staff will be aware of the plan

    Communication is key to success in process adoption and in identifying potential risks and issues with integration with other processes. Engage as often as needed to get the information you need for the project and for adoption.

    Identify Messages

    Distinct information that needs to be sent at various times. Think about:

    • Who will be impacted and how.
    • What the goals are for the project/new process.
    • What the audience needs to know about the new process and how they will interface with each business unit.
    • How people can request configuration data.

    Identify Audiences

    Any person or group who will be the target of the communication. This may include:

    • Project sponsors and stakeholders.
    • IT staff who will be involved in the project.
    • IT staff who will be impacted by the project (i.e. who will benefit from it or have obligations to fulfill because of it).
    • Business sponsors and product owners.

    Document and Track

    Document messaging, medium, and responsibility, working with the communications team to refine messages before executing.

    • Identify where people can send questions and feedback to ensure they have the information they need to make or accept the changes.
    • Document Q&A and share in a central location.

    Determine Timing

    Successful communications plans consider timing of various messages:

    • Advanced high-level notice of improvements for those who need to see action.
    • Advanced detailed notice for those who will be impacted by workload.
    • Advanced notice for who will be impacted (i.e. who will benefit from it or have obligations to fulfill because of it) once the project is ready to be transitioned to daily life.

    Determine Delivery

    Work with your communications team, if you have one, to determine the best medium, such as:

    • Meeting announcement for stakeholders and IT.
    • Newsletter for those less impacted.
    • Intranet announcements: "coming soon!"
    • Demonstrations with vendors or project team.

    4.2.1 Build a communications plan

    The communications team will use this list as a starting point.

    Allot 45 minutes for this discussion.

    Identify stakeholders.

    1. Identify everyone who will be affected by the project and by configuration management.

    Craft key messages tailored to each stakeholder group.

    1. Identify the key messages that must be communicated to each group.

    Finalize the communication plan.

    1. Determine the most appropriate timing for communications with each group to maximize receptivity.
    2. Identify any communication challenges you anticipate and incorporate steps to address them into your communication plan.
    3. Identify multiple methods for getting the messages out (e.g. newsletters, emails, meetings).
    1. Identify how feedback will be collected (i.e. through interviews or surveys) to measure whether the changes were communicated well.
    Audience Message Medium Timing Feedback Mechanism
    Configuration Management Team Communicate all key processes, procedures, policies, roles, and responsibilities In-person meetings and email communications Weekly meetings Informal feedback during weekly meetings
    Input

    Output

    • Discussion
    • Rough draft of messaging for communications team
    MaterialsParticipants
    • Project plan
    • Configuration manager
    • Project sponsor
    • IT director
    • Communications team

    Build a realistic, high-level roadmap including milestones

    Break the work into manageable pieces

    1. Plan to have multiple phases with short-, medium-, and long-term goals/timeframes. Building a CMDB is not easy and should be broken into manageable sections.
    2. Set reasonable milestones. For each phase, document goals to define "done" and ensure they're reasonable for the resources you have available. If working with a vendor, include them in your discussions of what's realistic.
    3. Treat the first phase as a pilot. Focus on items you understand well:
      1. Well-understood user-facing and IT services
      2. High-maturity management and governance practices
      3. Trusted data sources
    4. Capture high-value, high-criticality services early. Depending on the complexity of your systems, you may need to split this phase into multiple phases.

    Document this table in the Configuration Management Project Charter, section 3.0: Milestones

    Timeline/Owner Milestone/Deliverable Details
    First four weeks Milestone: Plan defined and validated with ITSM installation vendor Define processes for intake, maintenance, and retirement.
    Rebecca Roberts Process documentation written, approved, and ready to communicate Review CI categories

    4.2.2 Identify milestones

    Build out a high-level view to inform the project plan

    Open the Configuration Management Project Charter, section 3: Milestones.
    Instructions:

    1. Identify high-level milestones for the implementation of the configuration management program. This may include tool evaluation and implementation, assignment of roles, etc.
    2. Add details to fill out the milestone, keeping to a reasonable level of detail. This may inform vendor discussion or further development of the project plan.
    3. Add target dates to the milestones. Validate they are realistic with the team.
    4. Add notes to the assumptions and constraints section.
    5. Identify risks to the plan.

    Two Screenshots from the Configuration Management Project Charter

    Download the Configuration Management Project Charter

    Workshop Participants

    R = Recommended
    O = Optional

    Participants Day 1 Day 2 Day 3 Day 4
    Configuration Management Strategy CMDB Data Structure Processes Communications & Roadmap
    Morning Afternoon Morning Afternoon Morning Afternoon Morning Afternoon
    Head of IT R O
    Project Sponsor R R O O O O O O
    Infrastructure, Enterprise Apps Leaders R R O O O O O O
    Service Manager R R O O O O O O
    Configuration Manager R R R R R R R R
    Project Manager R R R R R R R R
    Representatives From Network, Compute, Storage, Desktop R R R R R R R R
    Enterprise Architecture R R R R O O O O
    Owner of Change Management/Change Control/Change Enablement R R R R R R R R
    Owner of In-Scope Apps, Use Cases R R R R R R R R
    Asset Manager R R R R R R R R

    Related Info-Tech Research

    Research Contributors and Experts

    Thank you to everyone who contributed to this publication

    Brett Johnson, Senior Consultant, VMware

    Yev Khovrenkov, Senior Consultant, Solvera Solutions

    Larry Marks, Reviewer, ISACA New Jersey

    Darin Ohde, Director of Service Delivery, GreatAmerica Financial Services

    Jim Slick, President/CEO, Slick Cyber Systems

    Emily Walker, Sr. Digital Solution Consultant, ServiceNow

    Valence Howden, Principal Research Director, Info-Tech Research Group

    Allison Kinnaird, Practice Lead, IT Operations, Info-Tech Research Group

    Robert Dang, Principal Research Advisor, Security, Info-Tech Research Group

    Monica Braun, Research Director, IT Finance, Info-Tech Research Group

    Jennifer Perrier, Principal Research Director, IT Finance, Info-Tech Research Group

    Plus 13 anonymous contributors

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    "CSDM: The Recipe for Success." Data Content Manager, Qualdatrix Ltd. 2022. Web.
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    Klosterboer, L. Implementing ITIL Configuration Management. IBM Press, 2008.
    Norfolk, D., and S. Lacy. Configuration Management: Expert Guidance for IT Service Managers and Practitioners. BCS Learning & Development Limited, revised ed., Jan. 2014.
    Painarkar, Mandaar. "Overview of the Common Data Model." BMC Documentation, 2015. Accessed 1 Feb. 2021.
    Powers, Larry, and Ketil Been. "The Value of Organizational Change Management." Boxley Group, 2014. Accessed June 14, 2016.
    "Pulse of the Profession: Enabling Organizational Change Throughout Strategic Initiatives." PMI, March 2014. Accessed June 14, 2016.
    "Service Configuration Management, ITIL 4 Practice Guide." AXELOS Global Best Practice, 2020
    "The Guide to Managing Configuration Drift." UpGuard, 2017.

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    Critical Insight

    • The purpose of going digital is getting one step closer to the customer. The mark of a digital organization lies in how they answer the question, “How does what we’re doing contribute to what the customer wants from us?”
    • The goal of digital strategy is digital enablement. An organization that is digitally enabled no longer needs a digital strategy, it’s just “the strategy.”

    Impact and Result

    • Focus strategy making on delivering the digital outcomes that customers want.
      • Leverage the talent, expertise, and perspectives within the organization to build a customer-centric digital strategy.
    • Design a balanced digital strategy that creates value across the five digital value pools:
      • Digital marketing, digital channels, digital products, digital supporting capabilities, and business model innovation.
    • Ask how disruption can be leveraged, or even become the disruptor.
      • Manage disruption through quick-win approaches and empowering staff to innovate.
    • Use a Digital Strategy-on-a-Page to spark the digital transformation.
      • Drive awareness and alignment on the digital vision and spark your organization’s imagination around digital.

    Plan Your Digital Transformation on a Page Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand how digital disruption is driving the need for transformation, and how Info-Tech’s methodology can help.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Scope the digital transformation

    Learn how to apply the Digital Value Pools thought model and scope strategy around them.

    • Plan Your Digital Transformation on a Page – Phase 1: Scope the Digital Transformation

    2. Design the digital future state vision

    Identify business imperatives, define digital outcomes, and define the strategy’s guiding principles.

    • Plan Your Digital Transformation on a Page – Phase 2: Design the Digital Future State Vision
    • Digital Strategy on a Page

    3. Define the digital roadmap

    Define, prioritize, and roadmap digital initiatives and plan contingencies.

    • Plan Your Digital Transformation on a Page – Phase 3: Define the Digital Roadmap

    4. Sustain digital transformation

    Create, polish, and socialize the Digital Strategy-on-a-Page.

    • Plan Your Digital Transformation on a Page – Phase 4: Sustain Digital Transformation
    [infographic]

    Workshop: Plan Your Digital Transformation on a Page

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Scope the Digital Transformation

    The Purpose

    Identify the need for and use of digital strategy and determine a realistic scope for the digital strategy.

    Key Benefits Achieved

    The digital strategy project is planned and scoped around a subset of the five digital value pools.

    Activities

    1.1 Introduction to digital strategy.

    1.2 Establish motivation for digital.

    1.3 Discuss in-flight digital investments.

    1.4 Define the scope of digital.

    1.5 Identify stakeholders.

    1.6 Perform discovery interviews.

    1.7 Select two value pools to focus day 2, 3, and 4 activities.

    Outputs

    Business model canvas

    Stakeholder power map

    Discovery interview results

    Two value pools for focus throughout the workshop

    2 Design the Digital Future State Vision

    The Purpose

    Create guiding principles to help define future digital initiatives. Generate the target state with the help of strategic goals.

    Key Benefits Achieved

    Establish the basis for planning out the initiatives needed to achieve the target state from the current state.

    Activities

    2.1 Identify digital imperatives.

    2.2 Define key digital outcomes.

    2.3 Create a digital investment thesis.

    2.4 Define digital guiding principles.

    Outputs

    Corporate strategy analysis, PESTLE analysis, documented operational pain points (value streams)

    Customer needs assessment (journey maps)

    Digital investment thesis

    Digital guiding principles

    3 Define the Digital Roadmap

    The Purpose

    Understand the gap between the current and target state. Create transition options and assessment against qualitative and quantitative metrics to generate a list of initiatives the organization will pursue to reach the target state. Build a roadmap to plan out when each transition initiative will be implemented.

    Key Benefits Achieved

    Finalize the initiatives the organization will use to achieve the target digital state. Create a roadmap to plan out the timing of each initiative and generate an easy-to-present document for digital strategy approval.

    Activities

    3.1 Identify initiatives to achieve digital outcomes.

    3.2 Align in-flight initiatives to digital initiatives.

    3.3 Prioritize digital initiatives.

    3.4 Document architecturally significant requirements for high-priority initiatives.

    Outputs

    Digital outcomes and KPIs

    Investment/value pool matrix

    Digital initiative prioritization

    Architecturally significant requirements for high-priority initiatives

    4 Define the Digital Roadmap

    The Purpose

    Plan your approach to socializing the digital strategy to help facilitate the cultural changes necessary for digital transformation.

    Key Benefits Achieved

    Plant the seed of digital and innovation to start making digital a part of the organization’s DNA.

    Activities

    4.1 Review and refine Digital Strategy on a Page.

    4.2 Assess company culture.

    4.3 Define high-level cultural changes needed for successful transformation.

    4.4 Define the role of the digital transformation team.

    4.5 Establish digital transformation team membership and desired outcomes.

    Outputs

    Digital Strategy on a Page

    Strategyzer Culture Map

    Digital transformation team charter

    Optimize Social Media Strategy by Service

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    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions
    • Many organizations are jumping the gun on service selection and missing valuable opportunities to tap into conversations their consumers are having about them.
    • Companies are struggling to harness real benefits from social media because they dive into content and engagement strategy without spending the appropriate amount of time on social media service selection.
    • After organizations have selected the appropriate social media services, clients fail to understand best practices for participating in conversations and therefore are unable to optimize their success on each service.

    Our Advice

    Critical Insight

    • Conventional wisdom dictates that you should pick the social network where you have the greatest subscriber base to reach, but this is irrelevant. Organizations need to consider all the social media services available when selecting services, to ensure they are optimizing their social media strategy and interacting with the right people.
    • In today’s social media landscape there is a wide variety of social media services to choose from. Services range from hot micro-blogging services, like Twitter, to more niche social multimedia services, like Flickr or Vimeo.
    • Each department should manage its set of relevant services regardless of platform. For example a marketing manager should manage all social media services in marketing, rather than have one person manage all Twitter feeds, one person manage all Facebook pages, etc.
    • The services your organization selects shouldn’t operate as islands. Consider not only how the services will fit with each other, but also how they will fit with existing channels. Use a market coverage model to ensure the services you select are complementing each other.
    • The landscape for social media services changes rapidly. It is essential to conduct an audit of services to maintain an optimal mix of services. Conduct the audit semi-annually for best effect.

    Impact and Result

    • Learn about the importance of choosing the correct services to ensure you are reaching your consumers and not wasting time playing with the wrong people.
    • Understand the business use cases for each service and best practices for using them.
    • Leverage different social media services to create a market coverage model that balances social media services with your products/services and business objectives.
    • Identify the risks associated with specific platforms and ensure IT works to mitigate them.
    • Create a plan for conducting a Social Media Service Audit to stay on top of changing trends.

    Optimize Social Media Strategy by Service Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Create the right social media service mix

    Understand the different social media services, their unique value propositions for customer interaction, and the content and timing best practices for each.

    • Storyboard: Optimize Social Media Strategy by Service
    • Social Media Service Selection Tool

    2. Execute a plan for social service selection and management

    Leverage different social media services to create a market coverage model and assign responsibilities.

    3. Perform a semi-annual social media service audit

    Conduct an audit to stay on top of changing trends.

    • Social Media Services Audit Template
    [infographic]

    Create a Work-From-Anywhere Strategy

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    • member rating overall impact: 9.0/10 Overall Impact
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    • member rating average days saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
    • Parent Category Name: IT Strategy
    • Parent Category Link: /it-strategy

    Work-from-anywhere isn’t going anywhere. During the initial rush to remote work, tech debt was highlighted and the business lost faith in IT. IT now needs to:

    • Rebuild trust with the CXO.
    • Identify gaps created from the COVID-19 rush to remote work.
    • Identify how IT can better support remote workers.

    IT went through an initial crunch to enable remote work. It’s time to be proactive and learn from our mistakes.

    Our Advice

    Critical Insight

    • It’s not about embracing the new normal; it’s about resiliency and long-term success. Your strategy needs to not only provide short-term operational value but also make the organization more resilient for the unknown risks of tomorrow.
    • The nature of work has fundamentally changed. IT departments must ensure service continuity, not for how the company worked in 2019, but for how the company is working now and will be working tomorrow.
    • Ensure short-term survival. Don’t focus on becoming an innovator until you are no longer stuck in firefighting.
    • Aim for near-term innovation. Once you’re a trusted operator, become a business partner by helping the business better adapt business processes and operations to work-from-anywhere.

    Impact and Result

    Follow these steps to build a work-from-anywhere strategy that resonates with the business:

    • Identify a vision that aligns with business goals.
    • Design the work-from-anywhere value proposition for critical business roles.
    • Benchmark your current maturity.
    • Build a roadmap for bridging the gap.

    Benefit employees’ remote working experience while ensuring that IT heads in a strategic direction.

    Create a Work-From-Anywhere Strategy Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should create a work-from-anywhere strategy, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Define a target state

    Identify a vision that aligns with business goals, not for how the company worked in 2019, but for how the company is working now and will be working tomorrow.

    • Work-From-Anywhere Strategy Template
    • Work-From-Anywhere Value Proposition Template

    2. Analyze current fitness

    Don’t focus on becoming an innovator until you are no longer stuck in firefighting mode.

    3. Build a roadmap for improving enterprise apps

    Use these blueprints to improve your enterprise app capabilities for work-from-anywhere.

    • Microsoft Teams Cookbook – Sections 1-2
    • Rationalize Your Collaboration Tools – Phases 1-3
    • Adapt Your Customer Experience Strategy to Successfully Weather COVID-19 Storyboard
    • The Rapid Application Selection Framework Deck

    4. Build a roadmap for improving strategy, people & leadership

    Use these blueprints to improve IT’s strategy, people & leadership capabilities for work-from-anywhere.

    • Define Your Digital Business Strategy – Phases 1-4
    • Training Deck: Equip Managers to Effectively Manage Virtual Teams
    • Sustain Work-From-Home in the New Normal Storyboard
    • Develop a Targeted Flexible Work Program for IT – Phases 1-3
    • Maintain Employee Engagement During the COVID-19 Pandemic Storyboard
    • Adapt Your Onboarding Process to a Virtual Environment Storyboard
    • Manage Poor Performance While Working From Home Storyboard
    • The Essential COVID-19 Childcare Policy for Every Organization, Yesterday Storyboard

    5. Build a roadmap for improving infrastructure & operations

    Use these blueprints to improve infrastructure & operations capabilities for work-from-anywhere.

    • Stabilize Infrastructure & Operations During Work-From-Anywhere – Phases 1-3
    • Responsibly Resume IT Operations in the Office – Phases 1-5
    • Execute an Emergency Remote Work Plan Storyboard
    • Build a Digital Workspace Strategy – Phases 1-3

    6. Build a roadmap for improving IT security & compliance capabilities

    Use these blueprints to improve IT security & compliance capabilities for work-from-anywhere.

    • Cybersecurity Priorities in Times of Pandemic Storyboard
    • Reinforce End-User Security Awareness During Your COVID-19 Response Storyboard

    Infographic

    Workshop: Create a Work-From-Anywhere Strategy

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Define a Target State

    The Purpose

    Define the direction of your work-from-anywhere strategy and roadmap.

    Key Benefits Achieved

    Base your decisions on senior leadership and user needs.

    Activities

    1.1 Identify drivers, benefits, and challenges.

    1.2 Perform a goals cascade to align benefits to business needs.

    1.3 Define a vision and success metrics.

    1.4 Define the value IT brings to work-from-anywhere.

    Outputs

    Desired benefits for work-from-anywhere

    Vision statement

    Mission statement

    Success metrics

    Value propositions for in-scope user groups

    2 Review In-Scope Capabilities

    The Purpose

    Focus on value. Ensure that major applications and IT capabilities will relieve employees’ pains and provide them with gains.

    Key Benefits Achieved

    Learn from past mistakes and successes.

    Increase adoption of resulting initiatives.

    Activities

    2.1 Review work-from-anywhere framework and identify capability gaps.

    2.2 Review diagnostic results to identify satisfaction gaps.

    2.3 Record improvement opportunities for each capability.

    2.4 Identify deliverables and opportunities to provide value for each.

    2.5 Identify constraints faced by each capability.

    Outputs

    SWOT assessment of work-from-anywhere capabilities

    Projects and initiatives to improve capabilities

    Deliverables and opportunities to provide value for each capability

    Constraints with each capability

    3 Build the Roadmap

    The Purpose

    Build a short-term plan that allows you to iterate on your existing strengths and provide early value to your users.

    Key Benefits Achieved

    Provide early value to address operational pain points.

    Build a plan to provide near-term innovation and business value.

    Activities

    3.1 Organize initiatives into phases.

    3.2 Identify tasks for short-term initiatives.

    3.3 Estimate effort with Scrum Poker.

    3.4 Build a timeline and tie phases to desired business benefits.

    Outputs

    Prioritized list of initiatives and phases

    Profiles for short-term initiatives

    Grow Your Own PPM Solution

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    • Parent Category Name: Portfolio Management
    • Parent Category Link: /portfolio-management
    • As portfolio manager, you’re responsible for supporting the intake of new project requests, providing visibility into the portfolio of in-flight projects, and helping to facilitate the right approval and prioritization decisions.
    • You need a project portfolio management (PPM) tool that promotes the maintenance and flow of good data to help you succeed in these tasks. However, while throwing expensive technology at bad process rarely works, many organizations take this approach to solve their PPM problems.
    • Commercial PPM solutions are powerful and compelling, but they are also expensive, complex, and hard to use. When a solution is not properly adopted, the data can be unreliable and inconsistent, defeating the point of purchasing a tool in the first place.

    Our Advice

    Critical Insight

    • Your choice of PPM solution must be in tune with your organizational PPM maturity to ensure that you are prepared to sustain the tool use without having the corresponding PPM processes collapse under its own weight.
    • A spreadsheet-based homegrown PPM solution can provide key capabilities of an optimized PPM solution with a high level of sophistication and complexity without the prohibitive capital and labor costs demanded by commercial PPM solution.
    • Focus on your PPM decision makers that will consume the reports and insights by investigating their specific reporting needs.

    Impact and Result

    • Think outside the commercial box. Develop an affordable, adoptable, and effective PPM solution using widely available tools based on Info-Tech’s ready-to-deploy templates.
    • Make your solution sustainable. When it comes to portfolio management, high level is better. A tool that is accurate and maintainable will provide more value than one that strives for precise data yet is ultimately unmaintainable.
    • Report success. A PPM tool needs to foster portfolio visibility in order to engage and inform the executive layer and support effective decision making.

    Grow Your Own PPM Solution Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should grow your own PPM solution, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Right-size your PPM solution

    Scope an affordable, adoptable, and effective PPM solution with Info-Tech's Portfolio Manager 2017 workbook.

    • Grow Your Own PPM Solution – Phase 1: Right-Size Your PPM Solution
    • Portfolio Manager 2017 Cost-in-Use Estimation Tool
    • None

    2. Get to know Portfolio Manager 2017

    Learn how to use Info-Tech's Portfolio Manager 2017 workbook and create powerful reports.

    • Grow Your Own PPM Solution – Phase 2: Meet Portfolio Manager 2017
    • Portfolio Manager 2017
    • Portfolio Manager 2017 (with Actuals)
    • None
    • None
    • None

    3. Implement your homegrown PPM solution

    Plan and implement an affordable, adoptable, and effective PPM solution with Info-Tech's Portfolio Manager 2017 workbook.

    • Grow Your Own PPM Solution – Phase 3: Implement Your PPM Solution
    • Portfolio Manager 2017 Operating Manual
    • Stakeholder Engagement Workbook
    • Portfolio Manager Debut Presentation for Portfolio Owners
    • Portfolio Manager Debut Presentation for Data Suppliers

    4. Outgrow your own PPM solution

    Develop an exit strategy from your home-grown solution to a commercial PPM toolset. In this video, we show a rapid transition from the Excel dataset shown on this page to a commercial solution from Meisterplan. Christoph Hirnle of Meisterplan is interviewed starting at 9 minutes.

    • None
    [infographic]

    Workshop: Grow Your Own PPM Solution

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Scope a Homegrown PPM Solution for Your Organization

    The Purpose

    Assess the current state of project portfolio management capability at your organization. The activities in this module will inform the next modules by exploring your organization’s current strengths and weaknesses and identifying areas that require improvement.

    Set up the workbook to generate a fully functional project portfolio workbook that will give you a high-level view into your portfolio.

    Key Benefits Achieved

    A high-level review of your current project portfolio capability is used to decide whether a homegrown PPM solution is an appropriate choice

    Cost-benefit analysis is done to build a business case for supporting this choice

    Activities

    1.1 Review existing PPM strategy and processes.

    1.2 Perform a cost-benefit analysis.

    Outputs

    Confirmation of homegrown PPM solution as the right choice

    Expected benefits for the PPM solution

    2 Get to Know Portfolio Manager 2017

    The Purpose

    Define a list of requirements for your PPM solution that meets the needs of all stakeholders.

    Key Benefits Achieved

    A fully customized PPM solution in your chosen platform

    Activities

    2.1 Introduction to Info-Tech's Portfolio Manager 2017: inputs, outputs, and the data model.

    2.2 Gather requirements for enhancements and customizations.

    Outputs

    Trained project/resource managers on the homegrown solution

    A wish list of enhancements and customizations

    3 Implement Your Homegrown PPM Solution

    The Purpose

    Determine an action plan regarding next steps for implementation.

    Implement your homegrown PPM solution. The activities outlined in this step will help to promote adoption of the tool throughout your organization.

    Key Benefits Achieved

    A set of processes to integrate the new homegrown PPM solution into existing PPM activities

    Plans for piloting the new processes, process improvement, and stakeholder communication

    Activities

    3.1 Plan to integrate your new solution into your PPM processes.

    3.2 Plan to pilot the new processes.

    3.3 Manage stakeholder communications.

    Outputs

    Portfolio Manager 2017 operating manual, which documents how Portfolio Manager 2017 is used to augment the PPM processes

    Plan for a pilot run and post-pilot evaluation for a wider rollout

    Communication plan for impacted PPM stakeholders

    Take Control of Infrastructure and Operations Metrics

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    • Parent Category Name: Operations Management
    • Parent Category Link: /i-and-o-process-management
    • Measuring the business value provided by IT is very challenging.
    • You have a number of metrics, but they may not be truly meaningful, contextual, or actionable.
    • You know you need more than a single metric to tell the whole story. You also suspect that metrics from different systems combined will tell an even fuller story.
    • You are being asked to provide information from different levels of management, for different audiences, conveying different information.

    Our Advice

    Critical Insight

    • Many organizations collect metrics to validate they are keeping the lights on. But the Infrastructure and Operations managers who are benefitting the most are taking steps to ensure they are getting the right metrics to help them make decisions, manage costs, and plan for change.
    • Complaints about metrics are often rooted in managers wading through too many individual metrics, wrong metrics, or data that they simply can’t trust.
    • Info-Tech surveyed and interviewed a number of Infrastructure managers, CIOs, and IT leaders to understand how they are leveraging metrics. Successful organizations are using metrics for everything from capacity planning to solving customer service issues to troubleshooting system failures.

    Impact and Result

    • Manage metrics so they don’t become time wasters and instead provide real value.
    • Identify the types of metrics you need to focus on.
    • Build a metrics process to ensure you are collecting the right metrics and getting data you can use to save time and make better decisions.

    Take Control of Infrastructure and Operations Metrics Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement a metrics program in your Infrastructure and Operations practice, review Info-Tech’s methodology, and understand the ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Gap analysis

    This phase will help you identify challenges that you want to avoid by implementing a metrics program, discover the main IT goals, and determine your core metrics.

    • Take Control of Infrastructure and Operations Metrics – Phase 1: Gap Analysis
    • Infra & Ops Metrics Executive Presentation

    2. Build strategy

    This phase will help you make an actionable plan to implement your metrics program, define roles and responsibilities, and communicate your metrics project across your organization and with the business division.

    • Take Control of Infrastructure and Operations Metrics – Phase 2: Build Strategy
    • Infra & Ops Metrics Definition Template
    • Infra & Ops Metrics Tracking and Reporting Tool
    • Infra & Ops Metrics Program Roles & Responsibilities Guide
    • Weekly Metrics Review With Your Staff
    • Quarterly Metrics Review With the CIO
    [infographic]

    Make Your IT Governance Adaptable

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    • Parent Category Name: IT Governance, Risk & Compliance
    • Parent Category Link: /it-governance-risk-and-compliance
    • People don’t understand the value of governance, seeing it as a hindrance to productivity and efficiency.
    • Governance is delegated to people and practices that don’t have the ability or authority to make these decisions.
    • Decisions are made within committees that don’t meet frequently enough to support business velocity.
    • It is difficult to allocate time and resources to build or execute governance effectively.

    Our Advice

    Critical Insight

    • IT governance applies not just to the IT department but to all uses of information and technology.
    • IT governance works against you if it no longer aligns with or supports your organizational direction, goals, and work practices.
    • Governance doesn’t have to be bureaucratic or control based.
    • Your governance model should be able to adapt to changes in the organization’s strategy and goals, your industry, and your ways of working.
    • Governance can be embedded and automated into your practices.

    Impact and Result

    • You will produce more value from IT by developing a governance framework optimized for your current needs and context, with the ability to adapt as your needs shift.
    • You will create the foundation and ability to delegate and empower governance to enable agile delivery.
    • You will identify areas where governance does not require manual oversight and can be embedded into the way you work.

    Make Your IT Governance Adaptable Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Make Your IT Governance Adaptable Deck – A document that walks you through how to design and implement governance that fits the context of your organization and can adapt to change.

    Our dynamic, flexible, and embedded approach to governance will help drive organizational success. The three-phase methodology will help you identify your governance needs, select and refine your governance model, and embed and automate governance decisions.

    • Make Your IT Governance Adaptable – Phases 1-3

    2. Adaptive and Controlled Governance Model Templates and Workbook – Documents that gather context information about your organization to identify the best approach for governance.

    Use these templates and workbook to identify the criteria and design factors for your organization and the design triggers to maintain fit. Upon completion this will be your new governance framework model.

    • Controlled Governance Models Template
    • IT Governance Program Overview
    • Governance Workbook

    3. Implementation Plan and Workbook – Tools that help you build and finalize your approach to implement your new or revised governance model.

    Upon completion you will have a finalized implementation plan and a visual roadmap.

    • Governance Implementation Plan
    • Governance Roadmap Workbook

    4. Governance Committee Charter Templates – Base charters that can be adapted for communication.

    Customize these templates to create the committee charters or terms of reference for the committees developed in your governance model.

    • IT PMO Committee Charter
    • IT Risk Committee Charter for Controlled Governance
    • IT Steering Committee Charter for Controlled Governance
    • Program Governance Committee Charter
    • Architecture Review Board Charter
    • Data Governance Committee Charter
    • Digital Governance Committee Charter

    5. Governance Automation Criteria Checklist and Worksheet – Tools that help you determine which governance decisions can be automated and work through the required logic and rules.

    The checklist is a starting point for confirming which activities and decisions should be considered for automation or embedding. Use the worksheet to develop decision logic by defining the steps and information inputs involved in making decisions.

    • Governance Automation Criteria Checklist
    • Governance Automation Worksheet

    Infographic

    Workshop: Make Your IT Governance Adaptable

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Develop Your Guiding Star

    The Purpose

    Establish the context for your governance model.

    Key Benefits Achieved

    Core understanding of the context that will enable us to build an optimal model

    Activities

    1.1 Confirm mission, vision, and goals.

    1.2 Define scope and principles.

    1.3 Adjust for culture and finalize context.

    Outputs

    Governance principles

    Governance context and goals

    2 Define the Governance Model

    The Purpose

    To select and adapt a governance model based on your context.

    Key Benefits Achieved

    A selected and optimized governance model

    Activities

    2.1 Select and refine governance model.

    2.2 Confirm and adjust the structure.

    2.3 Review and adapt governance responsibilities and activities.

    2.4 Validate governance mandates and membership.

    Outputs

    IT governance model and adjustment triggers

    IT governance structure, responsibilities, membership, and cadence

    Governance committee charters

    3 Build Governance Process and Policy

    The Purpose

    Refine your governance practices and associate policies properly.

    Key Benefits Achieved

    A completed governance model that can be implemented with clear update triggers and review timing

    Policy alignment with the right levels of authority

    Activities

    3.1 Update your governance process.

    3.2 Align policies to mandate.

    3.3 Adjust and confirm your model.

    3.4 Identify and document update triggers and embed into review cycle.

    Outputs

    IT governance process and information flow

    IT governance policies

    Finalized governance model

    4 Embed and Automate Governance

    The Purpose

    Identify options to automate and embed governance activities and decisions.

    Key Benefits Achieved

    Simply more consistent governance activities and automate them to enhance speed and support governance delegation and empowerment

    Activities

    4.1 Identify decisions and standards that can be automated. Develop decision logic.

    4.2 Plan verification and validation approach.

    4.3 Build implementation plan.

    4.4 Develop communication strategy and messaging.

    Outputs

    Selected automation options, decision logic, and business rules

    Implementation and communication plan

    Further reading

    Make Your IT Governance Adaptable

    Governance isn't optional, so keep it simple and make it flexible.

    Table of Contents

    4 Analyst Perspective

    5 Executive Summary

    13 Governance Stages

    14 Info-Tech’s IT Governance Thought Model

    19 Info-Tech’s Approach

    23 Insight Summary

    30 Phase 1: Identify Your Governance Needs

    54 Phase 2: Select and Refine Your Governance Model

    76 Phase 3: Embed and Automate

    94 Summary of Accomplishment

    95 Additional Support

    97 Contributors

    98 Bibliography

    Make Your IT Governance Adaptable

    Governance isn't optional, so keep it simple and make it flexible.

    EXECUTIVE BRIEF

    Analyst Perspective

    Governance will always be part of the fabric of your organization. Make it adaptable so it doesn’t constrain your success.

    Photo of Valence Howden, Principal Research Director, Info-Tech Research Group

    Far too often, the purpose of information and technology (I&T) governance is misunderstood. Instead of being seen as a way to align the organization’s vision to its investment in information and technology, it has become so synonymous with compliance and control that even mentioning the word “governance” elicits a negative reaction.

    Success in modern digital organizations depends on their ability to adjust for velocity and uncertainty, requiring a dynamic and responsive approach to governance – one that is embedded and automated in your organization to enable new ways of working, innovation, and change.

    Evolutionary theory describes adaptability as the way an organism adjusts to fit a new environment, or changes to its existing environment, to survive. Applied to organizations, adaptable governance is critical to the ability to survive and succeed.

    If your governance doesn’t adjust to enable your changing business environment and customer needs, it will quickly become misaligned with your goals and drive you to failure.

    It is critical that people build an approach to governance that is effective and relevant today while building in adaptability to keep it relevant tomorrow.

    Valence Howden
    Principal Research Director, Info-Tech Research Group

    Executive Summary

    Your Challenge

    • People don’t understand the value of governance, seeing it as a hindrance to productivity and efficiency.
    • Governance is delegated to people and practices that don’t have the ability or authority to make decisions.
    • Decisions are made within committees that don’t meet frequently enough to support business velocity.
    • It is difficult to allocate time and resources to build or execute governance effectively

    Common Obstacles

    • You are unable to clearly communicate how governance adds value to your organization.
    • Your IT governance approach no longer aligns with or supports your organizational direction, goals, and work practices.
    • Governance is seen and performed as a bureaucratic control-based exercise.
    • Governance activities are not transparent.
    • The governance committee gets too deeply involved with project deep dives and daily management, derailing its effectiveness and ability to produce value.

    Info-Tech’s Approach

    • Use Info-Tech’s IT governance models to identify a base model similar to the way you are organized. Confirm your current and future placement in governance execution.
    • Adjust the model based on industry needs, your principles, regulatory requirements, and your future direction.
    • Identify where to embed or automate decision making and compliance and what is required to do so effectively.
    • Implement your governance model for success.

    Info-Tech Insight

    IT governance must be embedded and automated, where possible, to effectively meet the needs and velocity of digital organizations and modern practices and to drive success and value.

    What is governance?

    IT governance is a critical and embedded practice that ensures that information and technology investments, risks, and resources are aligned in the best interests of the organization and produce business value.

    Effective governance ensures that the right technology investments are made at the right time to support and enable your organization’s mission, vision, and goals.

    5 KEY OUTCOMES OF GOOD GOVERNANCE

    STRATEGIC ALIGNMENT

    Technology investments and portfolios are aligned with the organization's strategic objectives.

    RISK OPTIMIZATION

    Organizational risks are understood and addressed to minimize impact and optimize opportunities.

    VALUE DELIVERY

    IT investments and initiatives deliver their expected benefits.

    RESOURCE OPTIMIZATION

    Resources (people, finances, time) are appropriately allocated across the organization to optimal organizational benefit.

    PERFORMANCE MEASUREMENT

    The performance of technology investments is monitored and used to determine future courses of action and to confirm achievement of success.

    ‹–EVALUATE–DIRECT–MONITOR–›

    Why is this necessary?

    • Governance is not simply a committee or an activity that you perform at a specific point in time; it is a critical and continuously active practice that drives the success of your organization. It is part of your organization’s DNA and is just as unique, with some attributes common to all (IT governance elements), some specific to your family (industry refinements), and some specific to you (individual organization).
    • Your approach to governance needs to change over time in order to remain relevant and continue to enable value and success, but organizations rarely want to change governance once it’s in place.
    • To meet the speed and flow of practices like Lean, DevOps, and Agile, your IT governance needs to be done differently and become embedded into the way your organization works. You must adjust your governance model based on key moments of change – organizational triggers – to maintain the effectiveness of your model.

    Info-Tech Insight

    Build an optimal model quickly and implement the core elements using an iterative approach to ensure the changes provide the most value.

    The Technology Value Trinity

    Delivery of Business Value & Strategic Needs

    • DIGITAL & TECHNOLOGY STRATEGY
      The identification of objectives and initiatives necessary to achieve business goals.
    • IT OPERATING MODEL
      The model for how IT is organized to deliver on business needs and strategies.
    • INFORMATION & TECHNOLOGY GOVERNANCE
      The governance to ensure the organization and its customers get maximum value from the use of information and technology.

    All three elements of the Technology Value Trinity work in harmony to deliver business value and meet strategic needs. As one changes, the others need to change as well.

    • Digital and IT Strategy tells you what you need to achieve to be successful.
    • IT Operating Model and Organizational Design is the alignment of resources to deliver on your strategy and priorities.
    • Information & Technology Governance is the confirmation that IT’s goals and strategy align with the business’ strategy. It is the mechanism by which you continuously prioritize work to ensure that what you deliver is in line with the strategy. This oversight involves evaluating, directing, and monitoring the delivery of outcomes to ensure that the use of resources results in achieving the organization’s goals.

    Too often strategy, operating model and organizational design, and governance are considered separate practices. As a result, “strategic documents” end up being wish lists, and projects continue to be prioritized based on who shouts the loudest rather than on what is in the best interest of the organization.

    Where information & technology governance fits within an organization

    An infographic illustrating where Governance fits within an organization. The main section is titled 'Enterprise Governance and Strategy' and contains 'Value Outcomes', 'Mission and Vision', 'Goals and Objectives', and 'Guiding Principles'. These all feed into the highlighted 'Information & Technology Governance', which then contributes to 'IT Strategy', which lies outside the main section.

    I&T governance hasn’t achieved its purpose

    Governance is the means by which IT ensures that information and technology delivery and spend is aligned to business goals and delivers business outcomes. However, most CEOs continue to perceive IT as being poorly aligned to the business’ strategic goals, which indicates that governance is not implemented or executed properly.

    For I&T governance to be effective you need a clear understanding of the things that drive your organization and its success. This understanding becomes your guiding star, which is critical for effective governance. It also requires participation by all parts of the organization, not just IT.

    Info-Tech CIO/CEO Alignment Diagnostics (N=124)

    43% of CEOs believe that business goals are going unsupported by IT.

    60% of CEOs believe that improvement is required around IT’s understanding of business goals.

    80% of CIOs/CEOs are misaligned on the target role for IT.

    30% of business stakeholders are supporters (N=32,536) of their IT departments

    Common causes of poor governance

    Key causes of poor or misaligned governance

    1. Governance and its value to your organization is not well understood, often being confused or integrated with more granular management activities.
    2. Business executives fail to understand that IT governance is a function of the business and not the IT department.
    3. Poor past experiences have made “governance” a bad word in the organization. People see it as a constraint and barrier that must be circumvented to get work done.
    4. There is misalignment between accountability and authority throughout the organization, and the wrong people are involved in governance practices.
    5. There is an unwillingness to change a governance approach that has served the organization well in the past, leading to challenges when the organization starts to change practices and speed of delivery.
    6. There is a lack of data and data-related capabilities required to support good decision making and the automation of governance decisions.
    7. The goals and strategy of the organization are not known or understood, leaving nothing for IT governance to orient around.

    Key symptoms of ineffective governance committees

    1. No actions or decisions are generated. The committee produces no value and makes no decisions after it meets. The lack of value output makes the usefulness of the committee questionable.
    2. Resources are overallocated. There is a lack of clear understanding of capacity and value in work to be done, leading to consistent underestimation of required resources and poor resource allocation.
    3. Decisions are changed outside of committee. Decisions made or initiatives approved by the committee are later changed when the proper decision makers are involved or the right information becomes available.
    4. Governance decisions conflict with organizational direction. This shows an obvious lack of alignment and behavioral disconnect that work against organizational success. It is often due to not accounting for where power really exists within the structure.
    5. Consistently poor outcomes are produced from governance direction. Committee members’ lack of business acumen, relevant data, or understanding of organizational goals results in decisions that fail to drive successful measured outcomes.

    Mature your governance by transitioning from ad hoc to automated

    Organizations should look to progress in their governance stages. Ad hoc and controlled governance practices tend to be more rigid, making these a poor fit for organizations requiring higher velocity delivery or using more agile and adaptive practices.

    The goal as you progress through these stages is to delegate governance and empower teams based on your fit and culture, enabling teams where needed to make optimal decisions in real time, ensuring that they are aligned with the best interests of the organization.

    Automate governance for optimal velocity while mitigating risks and driving value.

    This puts your organization in the best position to be adaptive, able to react effectively to volatility and uncertainty.

    A graph illustrating the transition from Ad Hoc to Automated. The y-axis is 'Process Integration' and x-axis is 'Trust & Empowerment'. 'Ad Hoc: Inconsistent Decision Making' lies close to the origin, ranking low on both axes' values. 'Controlled: Authoritarian, Highly Structured' ranks slightly higher on both axes. 'Agile: Distributed & Empowered' ranks 2nd highest on both axes. 'Automated: High Velocity, Embedded & Flexible' ranks highest on both axes.

    Stages of governance

    Adaptive
    Data-Centric


    ˆ


    ˆ


    ˆ


    ˆ


    ˆ
    Traditional
    (People- and Document-Centric)

    4

    Automated Governance
    • Entrenched into organizational processes and product/service design
    • Empowered and fully delegated to maintain fit and drive organizational success and survival

    3

    Agile Governance
    • Flexible enough to support different needs in the organization and respond quickly to change
    • Driven by principles and delegated throughout the company

    2

    Controlled Governance
    • Focused on compliance and hierarchy-based authority
    • Levels of authority defined and often driven by regulatory requirements

    1

    Ad Hoc Governance
    • Not well defined or understood within the organization
    • Occurs out of necessity but often not done by the right people or bodies

    Make Governance Adaptable and Automated to Drive Success and Value

    Governance adaptiveness ensures the success of digital organizations and modern practice implementation.

    THE PROBLEM

    • The wrong people are making decisions.
    • Organizations don't understand what governance is or why it's done.
    • Governance scope and design is a bad fit, damaging the organization.
    • People think governance is optional.

    THE SOLUTION

    ESTABLISH YOUR GUIDING PRINCIPLES

    Define and establish the guiding principle that drive your organization toward success.

    • Mission & Vision
    • Business Goals & Success Criteria
    • Operating Model & Work Practices
    • Governance Scope
    • Principles
    SELECT AND REFINE YOUR MODEL

    Use Info-Tech's IT Governance Models to identify a base model similar to the way you are organized. Confirm your current and future placement in governance execution.

    IDENTIFY MODEL UPDATE TRIGGERS

    Adjust the model based on industry needs, your principles, regulatory requirements, and future direction.

    • Principles
      Select principles that allow the organization to be adaptive while still ensuring the governance continues to stay on course with pursuing its guiding star.
    • Responsibilities
      Decide on the governance responsibilities related to Oversight Level, Strategic Alignment, Value Delivery, Risk Optimization, Resource Optimization, and Performance Management.
    • Structure
      Determine at which structured level governance is appropriate: Enterprise, Strategic, Tactical, or Operational.
    • Processes
      Establish processes that will enable governance to occur such as: Embed the processes required for successful governance.
    • Membership
      Identify the Responsibility & Accountability of those who should be involved in governance processes, policies, guidelines, and responsibilities.
    • Policies
      Confirm any governing policies that need to be adhered to and considered to manage risk.
    DETERMINE AUTOMATION OPTIONS AND DECISION RULES

    Identify where to embed or automate decision making and compliance and what is required to do so effectively.

    STAGES OF GOVERNANCE

      Traditional (People- and document-centric)
    1. AD HOC GOVERNANCE
      Governance that is not well defined or understood within the organization. It occurs out of necessity but often not by the right people or bodies.
    2. CONTROLLED GOVERNANCE
      Governance focused on compliance and hierarchy-based, authority-driven control of decisions. Levels of Authority are defined and often driven by regulatory requirements.
    3. Adaptive (Data Centric)
    4. AGILE GOVERNANCE
      Governance that is flexible to support different needs and quick responses in the organization. Driven by principles and delegated throughout the company.
    5. AUTOMATED GOVERNANCE
      Governance that is entrenched and automated into the organizational processes and product/service design. Empowered and fully delegated governance to maintain fit and drive organizational success and survival.

    KEY INSIGHT

    Governance must actively adapt to changes in your organization, environment, and practices or it will drive you to failure.

    Developing governance principles

    Governance principles support the move from controlled to automated governance by providing guardrails that guide your decisions. They provide the ethical boundaries and cultural perspectives that contextualize your decisions and keep you in line with organizational values. Determining principles are global in nature.

    CONTROLLED CHANGE ACTIONS AND RATIONALE AUTOMATED
    Disentangle governance and management Move from governance focused on evaluating, directing, and monitoring strategic decisions around information and technology toward defining and automating rules and principles for decision making into processes and practices, empowering the organization and driving adaptiveness. Delegate and empower
    Govern toward value Move from identifying the organization’s mission, goals, and key drivers toward orienting IT to align with those value outcomes and embedding value outcomes into design and delivery practices. Deliver to defined outcomes
    Make risk-informed decisions Move from governance bodies using risk information to manually make informed decisions based on their defined risk tolerance toward having risk information and attestation baked into decision making across all aspects and layers of the IT organization – from design to sustainment. Embed risk decision making into processes and practices
    Measure to drive improvement Move from static lagging metrics that validate that the work being done is meeting the organization’s needs and guide future decision making toward automated governance with more transparency driven by data-based decision making and real-time data insights. Trust through real-time reporting
    Enforce standards and behavior Move from enforcing standards and behavior and managing exceptions to ensure that there are consistent outcomes and quality toward automating standards and behavioral policies and embedding adherence and changes in behavior into the organization’s natural way of working. Automate standards through automated decision rules, verification, and validation

    Find your guiding star

    MISSION AND VISION –› GOALS AND OBJECTIVES –› GUIDING PRINCIPLES –›

    VALUE

    Why your organization exists and what value it aims to provide. The purpose you build a strategy to achieve. What your organization needs be successful at to fulfill its mission. Key propositions and guardrails that define and guide expected organizational behavior and beliefs.

    Your mission and vision define your goals and objectives. These are reinforced by your guiding principles, including ethical considerations, your culture, and expected behaviors. They provide the boundaries and guardrails for enabling adaptive governance, ensuring you continue to move in the right direction for organizational success.

    To paraphrase Lewis Carroll, “If you don't know where you want to get to, it doesn't much matter which way you go.” Once you know what matters, where value resides, and which considerations are necessary to make decisions, you have consistent directional alignment that allows you to delegate empowered governance throughout the organization, taking you to the places you want to go.

    Understand governance versus management

    Don’t blur the lines between governance and management; each has a unique role to play. Confusing them results in wasted time and confusion around ownership.

    Governance

    I&T governance defines WHAT should be done and sets direction through prioritization and decision making, monitoring overall IT performance.

    Governance aligns with the mission and vision of the organization to guide IT.

    A cycle of processes split into two halves, 'Governance Processes' and 'Management Processes'. Beginning on the Management side, the processes are 'Plan', 'Build', 'Run', 'Monitor', then to the Governance side, 'Evaluate', 'Direct', 'Monitor', and back to the beginning.

    Management

    Management focuses on HOW to do things to achieve the WHAT. It is responsible for executing on, operating, and monitoring activities as determined by I&T governance.

    Management makes decisions for implementation based on governance direction.

    Data is critical to automating governance

    Documents and subjective/non-transparent decisions do not create sufficient structure to allow for the true automation of governance. Data related to decisions and aggregated risk allow you to define decision logic and rules and algorithmically embed them into your organization.

    People- and Document-Centric

    Governance drives activities through specific actors (individuals/committees) and unstructured data in processes and documents that are manually executed, assessed, and revised. There are often constraints caused by gaps or lack of adequate and integrated information in support of good decisions.

    Data-Centric

    Governance actors provide principles, parameters, and decision logic that enable the creation of code, rulesets, and algorithms that leverage organizational data. Attestation is automatic – validated and managed within the process, product, or service.

    Info-Tech’s Approach

    Define your context and build your model

    ESTABLISH YOUR GUIDING PRINCIPLES

    Define and establish the guiding principle that drive your organization toward success.

    • Mission & Vision
    • Business Goals & Success Criteria
    • Operating Model & Work Practices
    • Governance Scope
    • Principles
    SELECT AND REFINE YOUR MODEL

    Use Info-Tech's IT Governance Models to identify a base model similar to the way you are organized. Confirm your current and future placement in governance execution.

    MODEL UPDATE TRIGGERS

    Adjust the model based on industry needs, your principles, regulatory requirements, and future direction.

    • Principles
      Select principles that allow the organization to be adaptive while still ensuring the governance continues to stay on course with pursuing its guiding star.
    • Responsibilities
      Decide on the governance responsibilities related to Oversight Level, Strategic Alignment, Value Delivery, Risk Optimization, Resource Optimization, and Performance Management.
    • Structure
      Determine at which structured level governance is appropriate: Enterprise, Strategic, Tactical, or Operational.
    • Processes
      Establish processes that will enable governance to occur such as: Embed the processes required for successful governance.
    • Membership
      Identify the Responsibility & Accountability of those who should be involved in governance processes, policies, guidelines, and responsibilities.
    • Policies
      Confirm any governing policies that need to be adhered to and considered to manage risk.
    AUTOMATION OPTIONS AND DECISION RULES

    Identify where to embed or automate decision making and compliance and what is required to do so effectively.

    The Info-Tech Difference

    Define your context and build your model

    1. Quickly identify the organizational needs driving governance and your guiding star.
    2. Select and refine a base governance model based on our templates.
    3. Define and document the key changes in your organization that will trigger a need to update or revise your governance.
    4. Determine where you might be able to automate aspects of your governance.
    5. Design your decision rules where appropriate to support automated and adaptive governance.

    How to use this research

    Where are you in your governance optimization journey?

    MY GOVERNANCE IS AD HOC AND WE’RE STARTING FROM SCRATCH I NEED TO BUILD A NEW GOVERNANCE STRUCTURE OUR GOVERNANCE APPROACH IS INEFFECTIVE AND NEEDS IMPROVEMENT I NEED TO LOOK AT OPTIONS FOR AUTOMATING GOVERNANCE PRACTICES
    Step 1.1: Define Your Governance Context Step 1.2: Structure Your IT Governance Phase 2: Select and Refine Your Model Phase 3: Embed and Automate

    IT governance is about ensuring that the investment decisions made around information and technology drive the optimal organizational value, not about governing the IT department.

    In this section we will clarify your organizational context for governance and define your guiding star to orient your governance design and inform your structure.

    There is no need to start from scratch! Start with Info-Tech’s best-practice IT governance models and customize them based on your organizational context.

    The research in this section will help you to select the right base model to work from and provide guidance on how to refine it.

    Governance practices eventually stop being a good fit for a changing organization, and things that worked before become bottlenecks.

    Governing roles and committees don’t adjust well, don’t have consistent practices, and lack the right information to make good decisions.

    The research in this section will help you improve and realign your governance practices.

    Once your governance is controlled and optimized you are ready to investigate opportunities to automate.

    This phase of the blueprint will help you determine where it’s feasible to automate and embed governance, understand key governance automation practices, and develop governing business rules to move your journey forward.

    Related Research:

    If you are looking for details on specific associated practices, please see our related research:

    1. I need to establish data governance.
    2. I need to manage my project portfolio, from intake to confirmation of value.
    3. I need better risk information to support decision making.
    4. I need to ensure I am getting the expected outcomes and benefits from IT spend.
    5. I need to prioritize my product backlog or service portfolio.

    Info-Tech’s methodology for building and embedding adaptive governance

    1. Identify Your Governance Needs 2. Select and Refine Your Governance Model 3. Embed and Automate
    Phase Steps
    1. Confirm Mission, Vision, and Goals
    2. Define Scope and Principles
    3. Adjust for Culture and Finalize Context
    1. Select and Refine Your Governance Model
    2. Identify and Document Your Governance Triggers
    3. Build Your Implementation Plan
    1. Identify Decisions to Embed and Automate
    2. Plan Validation and Verification
    3. Update Implementation Plan
    Phase Outcomes
    • Governance context, guiding star, and principles
    • Completed governance model with associated decisions and policies
    • Implementation plan
    • List of automation options
    • Decision logic, rules, and rulesets
    • Validation and verification approach
    • Finalized implementation plan

    Insight summary

    Value

    To remain valuable, I&T governance must actively adapt to changes in your organization, environment, and practices, or it will drive you to failure instead of success.

    Focus

    I&T governance does not focus on the IT department. Rather, its intent is to ensure your organization makes sound decisions around investment in and use of information and technology.

    Maturity

    Your governance approach progresses in stages from ad hoc to automated as your organization matures. Your stage depends on your organizational needs and ways of working.

    Good governance

    Good governance does not equate to control and does not stifle innovation.

    Automation

    Automating governance must be done in stages, based on your capabilities, level of maturity, and amount of usable data.

    Strategy

    Establish the least amount of governance required to allow you to achieve your goals.

    Guiding star

    If you don’t establish a guiding star to align the different stakeholders in your organization, governance practices will create conflict and confusion.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key Deliverable:
    Governance Framework Model

    The governance framework model provides the design of your new governance model and the organizational context to retain stakeholder alignment and organizational satisfaction with governance.

    The model includes the structures, practices, and responsibilities to drive effective governance in your organization.

    Sample of the key blueprint deliverable 'Governance Framework Model'.

    Governance Implementation Plan

    This roadmap lays out the changes required to implement the governance model, the cultural items that need to be addressed, and anticipated timing.

    Sample of the blueprint deliverable 'Governance Implementation Plan'.

    Governance Committee Charters

    Develop a detail governance charter or term of reference for each governing body. Outline the mandate, responsibilities, membership, process, and associated policies for each.

    Sample of the blueprint deliverable 'Governance Committee Charters'.

    Blueprint benefits

    IT Benefits

    • Stronger, traceable alignment of IT decisions and initiatives to business needs.
    • Improved ability for IT to meet the changing demands and velocity of the business.
    • Better support and enablement of innovation – removing constraints and barriers.
    • Optimized governance that supports and enables modern work practices.
    • Increased value generation from IT initiatives and optimal use of IT resources.
    • Designed adaptability to ensure you remain in alignment as your business and IT environments change.

    Business Benefits

    • Clear transparent focus of IT initiatives on generating strategic business value.
    • Improved ability to measure the value and contribution of IT to business goals.
    • Alignment and integration of business/IT strategy.
    • Optimized development and use of IT capabilities to meet business needs.
    • Improved integration with corporate/enterprise governance.

    Executive Brief Case Study

    INDUSTRY Manufacturing
    SOURCE Info-Tech analyst experience

    Improving the governance approach and delegating decision making to support a change in business operation

    Challenge

    The large, multi-national organization has locations across the world but has two primary headquarters, in Europe and the United States.

    Market shifts drove an organizational shift in strategy, leading to a change in operating models, a product focus, and new work approaches across the organization.

    Much of the implementation and execution was done in isolation, and effectiveness was slowed by poor integration and conflicting activities that worked against each other.

    The product owner role was not well defined.

    Solution

    After reviewing the organization’s challenges and governance approach, we redefined and realigned its organizational and regional goals and identified outcomes that needed to be driven into their strategies.

    We also reviewed their span of control and integration requirements and properly defined decisions that could be made regionally versus globally, so that decisions could be made to support new work practices.

    We defined the product and service owner roles and the decisions each needed to make.

    Results

    We saw an improvement in the alignment of organizational activities and the right people and bodies making decisions.

    Work and practices were aimed at the same key outcomes and alignment between teams toward organizational goal improved.

    Within one year, the success rate of the organization’s initiatives increased by 22%, and the percentage of product-related decisions made by product owners increased by 50%.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 5 and 8 calls over the course of 2 to 3 months.

    What does a typical GI on this topic look like?

      Phase 1: Identify Your Governance Needs

    • Call #1: Confirm your organization’s mission and vision and review your strategy and goals.
    • Call #2: Identify considerations and governance needs. Develop your guiding star and governing principles.
    • Phase 2: Select and Refine Your Model

    • Call #3: Select your base model and optimize it to meet your governance needs.
    • Call #4: Define your adjustment triggers and develop your implementation plan.
    • Phase 3: Embed and Automate

    • Call #5: Identify decisions and standards you can automate and where to embed them.
    • Call #6: Confirm levels of authority and data requirements. Establish your approach and update the implementation plan.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Session 1 Session 2 Session 3 Session 4 Session 5
    Activities
    Develop Your Guiding Star

    1.1 Confirm mission, vision, and goals

    1.2 Define scope and principles

    1.3 Adjust for culture and finalize context

    Define the Governance Model

    2.1 Select and refine governance model

    2.2 Confirm and adjust the structure

    2.3 Review and adapt governance responsibilities and activities

    2.4 Validate governance mandates and membership

    Build Governance Process and Policy

    3.1 Update your governance process

    3.2 Align policies to mandate

    3.3 Adjust and confirm your governance model

    3.4 Identify and document your update triggers

    3.5 Embed triggers into review cycle

    Embed and Automate Governance

    4.1 Identify decisions and standards to automate

    4.2 Plan verification and validation approach

    4.3 Build implementation plan

    4.4 Develop communication strategy and messaging

    Next Steps and Wrap-Up

    5.1 Complete in-progress outputs from previous four sessions

    5.2 Set up review time for workshop outputs and to discuss next steps

    Outcomes
    1. Governance context and goals
    2. Governance principles
    1. IT governance model and adjustment triggers
    2. IT governance structure, responsibilities, membership, and cadence
    3. Governance committee charters
    1. IT governance process and information flow
    2. IT governance policies
    3. Finalized governance model
    1. Selected automation options, decision logic, and business rules
    2. Implementation and communication plan
    1. Governance context and principles
    2. Finalized governance model and charters
    3. Finalized implementation plan

    Make Your IT Governance Adaptable

    Phase 1

    Identify your Governance Needs

    Phase 1

    • 1.1 Define Your Guiding Star
    • 1.2 Define Scope and Principles
    • 1.3 Adjust for Culture and Finalize Context

    Phase 2

    • 2.1 Choose and Adapt Your Model
    • 2.2. Identify and Document Your Governance Triggers
    • 2.3 Build Your Implementation Approach

    Phase 3

    • 3.1 Identify Decisions to Embed and Automate
    • 3.2 Plan Validation and Verification
    • 3.3 Update Implementation Plan

    This phase will walk you through the following activities:

    Identify the organization’s goals, mission, and vision that will guide governance.

    Define the scope of your governance model and the principles that will guide how it works.

    Account for organizational attitudes, behaviors, and culture related to governance and finalize your context.

    This phase involves the following participants:

    • Senior IT leadership
    • Governance leads

    Step 1.1

    Define Your Guiding Star

    Activities
    • 1.1.1 Document and interpret your strategy, mission, and vision
    • 1.1.2 Document and interpret the business and IT goals and outcomes
    • 1.1.3 Identify your operating model and work processes

    This step will walk you through the following activities:

    Review your business and IT strategy, mission, and vision to ensure understanding of organizational direction.

    Identify the business and IT goals that governance needs to align.

    Confirm your operating model and any work practices that need to be accounted for in your model.

    This step involves the following participants:

    • Senior IT leadership
    • Governance leads

    Outcomes of this step

    Identified guiding star outcomes to align governance outcomes with

    Defined operating model type and work style that impact governance design

    Identify Your Governance Needs

    Step 1.1 – Define your Guiding Star Step 1.2 – Define Scope and Principles Step 1.3 – Adjust for Culture and Finalize Context

    Govern by intent

    Find the balance for your designed governance approach

    Organic governance occurs during the formation of an organization and shifts with challenges, but it is rarely transparent and understood. It changes your culture in uncontrolled ways. Intentional governance is triggered by changes in organizational needs, working approaches, goals, and structures. It is deliberate and changes your culture to enable success.
    Stock photo of a weight scale.

    Info-Tech Insight

    Your approach to governance needs to be designed, even if your execution of governance is adaptable and delegated.

    What is your guiding star?

    Your guiding star is a combination of your organization’s mission, vision, and strategy and the goals that have been defined to meet them.

    It provides you with a consistent focal point around which I&T-related activities and projects orbit, like planets around a star.

    It generates the gravity that governance uses to keep things from straying too far away from the goal of achieving relevant value.

    1. Mission & Vision
    2. Business Goals & Success Criteria
    3. Operating Model & Work Practices
    4. Governance Scope
    5. Principles

    1.1.1 Document and interpret your strategy, mission, and vision

    30 minutes

    Input: Business strategy, IT strategy, Mission and vision statements

    Output: Updated Governance Workbook, Documented strategic outcomes and organizational aims that governance needs to achieve

    Materials: Whiteboard/flip charts, Governance Workbook

    Participants: IT senior leadership

    1. Gather your available business, digital, and IT strategy, mission, and vision information and document everything in your Governance Workbook. It’s ok if you don’t have all of it.
    2. Review and your mission and vision as a group. Discuss and document key points, including:
      • Which activities do you perform as an organization that embody your vision?
      • What key decisions and behaviors are required to ensure that your mission and vision are achievable?
      • What do you require from leadership to enable you to govern effectively?
      • What are the implications of the mission and vision on how the organization needs to work? What are the implications on decisions around opportunities and risks?

    Download the Governance Workbook

    1.1.2 Document and interpret the business and IT goals and outcomes

    60 minutes

    Input: Business strategy, Business and IT goals and related initiatives

    Output: Required success outcomes for goals, Links between IT and business goals that governance needs to align

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Document the business and IT goals that have been created to achieve the mission and vision.
    2. Discuss if there are any gaps between the goals and the mission and vision. Ask yourself – if we accomplish these goals will we have successfully achieved the mission?
    3. For each goal, define what successful achievement of the goal looks like. Starting with one goal or objective, ask:
      • How would I know I am on the right path and how will I know I have gotten there?
      • How would I know if I am not on the right path and what does a bad result look like?
    4. Document your success criteria.
    5. Brainstorm some examples of decisions that support or constrain the achievement of your goals.
    6. Repeat this exercise for your remaining goals.
    7. As a group, map IT goals to business goals.

    What is your operating model and why is it important?

    An IT operating model is a visual representation of the way your IT organization needs to be designed and the capabilities it requires to deliver on the business mission, strategic objectives, and technological ambitions.

    The model is critical in the optimization and alignment of the IT organization’s structure in order to deliver the capabilities required to achieve business goals. It is a key determinant of how governance needs to be designed and where it is implemented.

    Little visualizations of different operating models: 'Centralized', 'Decentralized', and 'Hybrid'.

    1.1.3 Identify your operating model and work practices

    60 minutes

    Input: Organizational structure, Operating model (if available)

    Output: Confirmed operating approach, Defined work practices

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Identify the way your organization functions:
      • How do we currently operate? Are we centralized, decentralized or a hybrid? Are we focused on delivering products and services? Do we provide service ourselves or do we use vendors for delivery?
      • Can we achieve our mission, goals, and strategies, if we continue to operate this way? What would we have to change in how we operate to be successful in the future?
    2. Identify your governance needs. Do we need to be more structured or more flexible to support our future ways of working?
      • If you operate in a more traditional way, consider whether you are implementing or moving toward more modern practices (e.g. Agile, DevOps, enterprise service management). Do you need to make more frequent but lower-risk decisions?
      • Is your organization ready to delegate governance culturally and in terms of business understanding? Is there enough available information to support adaptive decisions and actions?
    3. Document your operating style, expected changes in work style, and cultural readiness. You will need to consider the implications on design.

    Step 1.2

    Define Scope and Principles

    Activities
    • 1.2.1 Determine the proper scope for your governance
    • 1.2.2 Confirm your determining governing principles
    • 1.2.3 Develop your specific governing principles

    This step will walk you through the following activities:

    Identify what is included and excluded within the scope of your governance.

    Develop the determining and specific principles that provide guardrails for governance activities and decisions.

    This step involves the following participants:

    • Senior IT leadership
    • Governance leads

    Outcomes of this step

    Documented governance scope and principles to apply

    Identify Your Governance Needs

    Step 1.1 – Define your Guiding Star Step 1.2 – Define Scope and Principles Step 1.3 – Adjust for Culture and Finalize Context

    Define the context for governance

    Based on the goals and principles you defined and the operating model you selected, confirm where oversight will be necessary and at what level. Focus on the necessity to expedite and clear barriers to the achievement of goals and on the ownership of risks and compliance. Some key considerations:

    • Where in the organization will you need to decide on work that needs to be done?
    • What type of work will you need to do?
    • In what areas could there be conflicts in prioritization/resource allocation to address?
    • Who is accountable for risks to the organization and its objectives?
    • Where are your regional or business-unit-specific concerns that require focused local attention?
    • Are we using more agile, rapid delivery methods to produce work?

    Understand your governance scope

    Your governance scope helps you define the boundaries of what your governance model and practices will cover. This includes key characteristics of your organization that impact what governance needs to address.

    Sample Considerations

    • Organizational Span
      • The geographical area the organization operates within. Regional laws and requirements will affect governance delegation and standards/policy development.
    • Level of Regulation
      • Higher levels of regulation create more standards and controls for risk and compliance, impacting how authority can be delegated or automated.
    • Sourcing Model
      • Changing technology sourcing introduces additional vendor governance requirements and may impact compliance and audit.
    • Risk Posture
      • The appetite for risk organizationally, and in pockets, impacts the level of uncertainty you are willing to work within and impact decision-making authority positioning.
    • Size
      • The size of your organization impacts the approach to governance, practice implementation, and delegation of authority.
    • What Is Working Today?
      • Which elements of your current governance approach should be retained, and what are the biggest pain points that need to be addressed?
    (Source: COBIT 2019)

    1.2.1 Determine the proper scope for your governance

    60 minutes

    Input: Context information from Activity 1.1, Scoping areas

    Output: Defined scope and span of control

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Determine the scope/span of control required for your governance by:
      • Reviewing your key IT capabilities. Identify the ones where the responsibilities and decisions require oversight to ensure they meet the needs of the organization.
      • Identify what works well or poorly in your current governance approach.
      • Discuss and document the level and type of knowledge and business understanding required.
      • Identify and document any regulations, standards, or laws that apply to your organization/industry and how broadly they have to be applied.
      • Identify the organization’s risk appetite, where known, and areas where acceptable thresholds of risk have been defined. Where are key risk and opportunity decisions made? Who owns risk in your organization?
      • Identify and document the perceived role of the IT group in your organization (e.g. support, innovator, partner) and sourcing model (e.g. insource, outsource).
      • Is there sufficient information and data available in your organization to support effective decision making?

    How should your governance be structured?

    Organizations often have too many governance bodies, creating friction without value. Where that isn’t the case, the bodies are often inefficient, with gaps or overlaps in accountability and authority. Structure your governance to optimize its effectiveness, designing with the intent to have the fewest number of governing bodies to be effective, but no less than is necessary.

    Start with your operating model.

    • Understand what’s different about your governance based on whether your organization in centralized, distributed, or a different model (e.g. hybrid, product).
    • Identify and include governance structures that are mandatory due to regulation or industry.
    • Based on your context, identify how many of your governance activities should be performed together.

    Determine whether your governance should be controlled or adaptive.

    • Do you have the capability to distribute governance and is your organization empowered enough culturally?
    • Do you have sufficient standards and data to leverage? Do you have the tools and capabilities?
    • Identify governance structures that are required due to regulation or industry.

    Info-Tech Insight

    Your approach to governance needs to be designed and structured, even if your execution of governance is adaptable and delegated.

    Identify and Refine your Principles

    Confirm your defining principles based on your selection of controlled or adaptive governance. Create specific principles to clarify boundaries or provide specific guidance for teams within the organization.

    Controlled Adaptive
    Disentangle governance and management Delegate and empower
    Govern toward value Deliver to defined outcomes
    Make risk-informed decisions Embed risk into decision making
    Measure to drive improvement Trust though real-time reporting
    Enforce standards and behavior Automate decision making though established standards

    Determining Principle: Delegate and empower.

    Specific Principle: Decisions should be made at the lowest reasonable level of the organization with clarity.

    Rationale: To govern effectively with the velocity required to address business needs, governance needs to be executed deeper into the organization and organizational goals need to be clearly understood everywhere.

    Implication: Decision making needs to be delegated throughout the organization, so information and data requirements need to be identified, decision-making approach and principles need to be shared, and authority needs to be delegated clearly.

    1.2.2 Confirm your determining governance principles

    30-45 minutes

    Input: Governance Framework Model– Governance Principles

    Output: Governance workbook - Finalized list of determining principles

    Materials: Whiteboard/flip charts, Governance Workbook

    Participants: IT senior leadership

    1. Review the IT governance principles in your Governance Workbook.
    2. Within your IT senior leadership team (or IT governance working group) assign one or two principles to teams of two to three participants. Have each team identify what this would mean for your organization. Answering the questions:
      • In what ways do our current governance practices support this?
      • What are some examples of changes that would need to be made to make this a reality?
      • How would applying this principle improve your governance?
    3. Have each team present their results and compile the findings and implications in the Governance Workbook to use for future communication of the change.

    Specific governing principles

    Specific governing principles are refined principles derived from a determining principle, when additional specificity and detail is necessary. It allows you to define an approach for specific behaviors and activities. Multiple specific principles may underpin the determining one.

    A visualization of a staircase with stairs labelled, bottom to top, 'Determining Principle', 'Rationale', 'Implications', 'Specific Principles'.

    Specific Principles – Related principles that may be required to ensure the implications of the determining principal are addressed within the organization. They may be specific to individual areas and may be addressed in policies.

    Implications – The implications of this principle on the organization, specific to how and where governance is executed and the level of information and authority that would be necessary.

    Rationale – The reason(s) driving the determining principle.

    Determining Principle – A core overarching principle – a defining aspect of your governance model.

    1.2.3 Develop your specific governing principles

    30 minutes

    Input: Updated determining principles

    Output: List of specific principles linked to determining principles

    Materials: Whiteboard/flip charts, Governance Workbook

    Participants: IT senior leadership

    1. Confirm the determining principles for your governance model based on your previous discussions.
    2. Identify where to apply the principles. This is based on:
      1. Your governance scope (how much is within your span of control)
      2. The amount of data you have available
      3. Your cultural readiness for delegation
    3. Create specific principles to support the determining principles:
      1. Document the rationale driving the determining principles.
      2. Identify the implications.
      3. Create specific principles that will support the success in achieving the goals of each determining principle.
    4. Document all information on the “Governance guiding star” slide in the Governance Workbook.

    Download the Governance Workbook

    Step 1.3

    Adjust for Culture and Finalize Context

    Activities
    • 1.3.1 Identify and address the impact of attitude, behavior, and culture
    • 1.3.2 Finalize your context

    This step will walk you through the following activities:

    Identify your organizational attitude, behavior, and culture related to governance.

    Identify positives that can be leveraged and develop means to address negatives.

    Finalize the context that your model will leverage and align to.

    This step involves the following participants:

    • Senior IT leadership
    • Governance leads

    Outcomes of this step

    Downloaded tool ready to select the base governance model for your organization

    Identify Your Governance Needs

    Step 1.1 – Define your Guiding Star Step 1.2 – Define Scope and Principles Step 1.3 – Adjust for Culture and Finalize Context

    Understanding attitude, behavior, and culture

    A

    ttitude

    What people think and feel. It can be seen in their demeanor and how they react to change initiatives, colleagues, and users. This manifests in the belief that governance is a constraint that needs to be avoided or ignored – often with unintended consequences.

    A stock photo of a lightbulb over a person's head and a blackboard behind them reading 'New Mindset - data-verified= New Results'.">

    Any form of organizational change involves adjusting people’s attitudes to create buy-in and commitment.

    You need to identify and address attitudes that can lead to negative behaviors and actions or that are counter-productive.

    Understanding attitude, behavior, and culture

    B

    ehavior

    What people do. This is influenced by attitude and the culture of the organization. In governance, this manifests as people’s willingness to be governed, who pushes back, and who tries to bypass it.

    A stock photo of someone walking up a set of stairs into the distant sunlight.

    To implement change within IT, especially at a tactical and strategic level, organizational behavior needs to change.

    This is relevant because people gravitate toward stability and will resist change in an active or passive way unless you can sell the need, value, and benefit of changing their behavior and way of working.

    Understanding attitude, behavior, and culture

    C

    ulture

    The accepted and understood ways of working in an organization. The values and standards that people find normal and what would be tacitly identified to new resources. In governance terms, this is how decisions are really made and where responsibility really exists rather than what is identified formally.

    A stock photo of a compass pointing to 'VALUES'.

    The impact of the organizational or corporate “attitude” on employee behavior and attitude is often not fully understood.

    Culture is an invisible element, which makes it difficult to identify, but it has a strong impact and must be addressed to successfully embed governance models. In the case of automating governance, cultural readiness for automation is a critical success factor.

    1.3.1 Identify and address the impact of attitude, behavior, and culture

    45 minutes

    Input: Senior leadership knowledge

    Output: Updated Governance Workbook

    Materials: Governance Workbook

    Participants: IT senior leadership

    1. Break into three groups. Each group will discuss and document the positive and negative aspects of one of attitude, behavior, or culture related to governance in your organization.
    2. Each group will present and explain their list to the group.
    3. Add any additional suggestions in each area that are identified by the other groups.
    4. Identify the positive elements of attitude, behavior, and culture that would help with changing or implementing your updated governance model.
    5. Identify any challenges that will need to be addressed for the change to be successful.
    6. As a group, brainstorm some mitigations or solutions to these challenges. Document them in the Governance Workbook to be incorporated into the implementation plan.

    Download the Governance Workbook

    Attitude, behavior, and culture

    Evaluate the organization across the three contexts. The positive items represent opportunities for leveraging these characteristics with the implementation of the governance model, while the negative items must be considered and/or mitigated.

    Attitude Behavior Culture
    Positive
    Negative
    Mitigation

    1.3.2 Finalize your governance context

    30 minutes

    Input: Documented governance principles and scope from previous exercises

    Output: Finalized governance context in the Governance Workbook

    Materials: Whiteboard/flip charts, Governance Workbook

    Participants: IT senior leadership

    1. Use the information that has been gathered throughout this section to update and finalize your IT governance context.
    2. Document it in your Governance Workbook.

    Download the Governance Workbook

    Make Your IT Governance Adaptable

    Phase 2

    Select and Refine Your Governance Model

    Phase 1

    • 1.1 Define Your Guiding Star
    • 1.2 Define Scope and Principles
    • 1.3 Adjust for Culture and Finalize Context

    Phase 2

    • 2.1 Choose and Adapt Your Model
    • 2.2. Identify and Document Your Governance Triggers
    • 2.3 Build Your Implementation Approach

    Phase 3

    • 3.1 Identify Decisions to Embed and Automate
    • 3.2 Plan Validation and Verification
    • 3.3 Update Implementation Plan

    This phase will walk you through the following activities:

    Select a base governance model and refine it to suit your organization.

    Identify scenarios and changes that will trigger updates to your governance model.

    Build your implementation plan.

    This phase involves the following participants:

    • Senior IT leadership
    • Governance resources

    Step 2.1

    Choose and Adapt Your Model

    Activities
    • 2.1.1 Choose your base governance model
    • 2.1.2 Confirm and adjust the structure of your model
    • 2.1.3 Define the governance responsibilities
    • 2.1.4 Validate the governance mandates and membership
    • 2.1.5 Update your committee processes
    • 2.1.6 Adjust your associated policies
    • 2.1.7 Adjust and confirm your governance model

    This step will walk you through the following activities:

    Review and selecting your base governance model.

    Adjust the structure, responsibilities, policies, mandate, and membership to best support your organization.

    This step involves the following participants:

    • Senior IT leadership
    • Governance leads

    Outcomes of this step

    Downloaded tool ready to select the base governance model for your organization

    Select and Refine Your Governance Model

    Step 2.1 – Choose and Adapt Your Model Step 2.2 – Identify and Document Your Governance Triggers Step 2.3 – Build Implementation Approach

    Your governance framework has six key components

    GOVERNANCE FRAMEWORK

    • GUIDELINES
      The key behavioral factors that ground your governance framework
    • MEMBERSHIP
      Formalization of who has authority and accountability to make specific governance decisions
    • RESPONSIBILITIES
      The definition of which decisions and outcomes your governance structure and each governance body is accountable for
    • STRUCTURE
      Which governance bodies and roles are in place to articulate where decisions are made in the organization
    • PROCESS
      Identification of the how your governance will be executed, how decisions are made, and the inputs, outputs, and connections to related processes
    • POLICY
      Set of principles established to address risk and drive expected and required behavior

    4 layers of governance bodies

    There are traditionally 4 layers of governance in an enterprise, and organizations have governing bodies or individuals at each level

    RESPONSIBILITIES AND TYPICAL MEMBERSHIP
    ENTERPRISE Defines organizational goals. Directs or regulates the performance and behavior of the enterprise, ensuring it has the structure and capabilities to achieve its goals.

    Membership: Business executives, Board

    STRATEGIC Ensures IT initiatives, products, and services are aligned to organizational goals and strategy and provide expected value. Ensure adherence to key principles.

    Membership: Business executives, CIO, CDO

    TACTICAL Ensures key activities and planning are in place to execute strategic initiatives.

    Membership: Authorized division leadership, related IT leadership

    OPERATIONAL Ensures effective execution of day-to-day functions and practices to meet their key objectives.

    Membership: Service/product owners, process owners, architecture leadership, directors, managers

    2.1.1 Choose your base governance model

    30 minutes

    Input: Governance models templates

    Output: Selected governance model

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Download Info-Tech’s base governance models (Controlled Governance Models Template and IT Governance Program Overview) and review them to find a template that most closely matches your context from Phase 1. You can start with a centralized, decentralized, or product/service hybrid IT organization. Remove unneeded models.
    2. If you do not have documented governance today, start with a controlled model as your foundation. Continue working through this phase if you have a documented governance framework you wish to optimize using our best practices or move to Phase 3 if you are looking to automate or embed your governance activities.

    Controlled Governance Models Template

    Adaptive Governance Models Template

    2.1.2 Confirm and adjust the structure of your model

    30-45 minutes

    Input: Selected base governance model, Governance context/scope

    Output: Updated governance bodies and relationships

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Validate your selected governance body structural model.
      • Are there any governing bodies you must maintain that should replace the ones listed? In part or in full?
      • Are there any missing bodies? Look at alternative committees for examples.
      • Document the adjustments.
    2. Are there any governing bodies that are not required?
      • Based on your size and needs, can they be done within one committee?
      • Is the capability or data not in place to perform the work?
      • Document the required changes.

    There are five key areas of governance responsibility

    A cyclical visualization of the five keys areas of governance responsibility, 'Strategic Alignment', 'Value Delivery', 'Risk Management', 'Resource Management', and 'Performance Measurement'.

    STRATEGIC ALIGNMENT
    Ensures that technology investments and portfolios are aligned with the organization’s needs.

    VALUE DELIVERY
    Reviews the outcomes of technology investments and portfolios to ensure benefits realization.

    RISK MANAGEMENT
    Defines and owns the risk thresholds and register to ensure that decisions made are in line with the posture of the organization.

    RESOURCE MANAGEMENT
    Ensures that people, financial knowledge, and technology resources are appropriately allocated across the organization.

    PERFORMANCE MEASUREMENT
    Monitors and directs the performance or technology investments to determine corrective actions and understand successes.

    2.1.3 Define the governance responsibilities

    Ensure you have the right responsibilities in the right place

    45-60 minutes

    Input: Selected governance base model, Governance context

    Output: Updated responsibilities and activities, Updated activities for selected governance bodies, New or removed governing bodies

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Based on your context and model, review the responsibilities identified for each committee and confirm that they align with the mandate and the stated outcome.
    2. Identify and highlight any responsibilities and activities that would not be involved in informing and enabling the mandate of the committee.
    3. Adjust the wording of confirmed responsibilities and activities to reflect your organizational language.
    4. Review each highlighted “bad fit” activity and move it to a committee whose mandate it would support or remove it if it’s not performed in your organization.
    5. If an additional committee is required, define the mandate and scope, then include any additional responsibilities that might have been a bad fit elsewhere

    2.1.4 Validate the governance mandates and membership

    30 minutes

    Input: Selected governance base model, Updated structure and responsibilities

    Output: Adjusted mandates and refined committee membership

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Review the mandate and membership slides in your selected governance model.
    2. Adjust the mandate to ensure that it aligns to and conveys:
      1. The outcome that the committee is meant to generate for the organization.
      2. Its scope/span of control.
    3. Discuss the type of information members would require for the committee to be successful in achieving its mandate.
    4. Document the member knowledge requirement in the mandate slide of the model template.

    Determine the right membership for your governance

    One of the biggest benefits of governance committees is the perspective provided by people from various parts of the organization, which helps to ensure technology investments are aligned with strategic goals. However, having too many people – or the wrong people – involved prevents the committee from being effective. Avoid this by following these principles.

    Three principles for selecting committee membership

    1. Determine membership based on responsibilities and required knowledge.
      Organizations often make the mistake of creating committees and selecting members before defining what they will do. This results in poor governance because members don’t have the knowledge required to make decisions. Define the mandate of the committee to determine which members are the right fit.
    2. Ensure members are accountable and authorized to make the decisions.
      Effective governance requires the members to have the authority and accountability to make decisions. This ensures meetings achieve their outcome and produce value, which improves the committee’s chances of survival.
    3. Select leaders who see the big picture.
      Often committee decisions and responsibilities become tangled in the web of organizational politics. Include people, often C-level, whose attendance is critical and who have the requisite knowledge, mindset, and understanding to put business needs ahead of their own.

    2.1.5 Update your committee processes

    20 minutes

    Input: Selected governance base model, Updated structure and responsibilities

    Output: Updated committee processes

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Review the committee details based on the changes you have made in goals, mandate, and responsibilities.
    2. Identify and document changes required to the committee outputs (outcomes) and adjust the consumer of the outputs to match.
    3. Review the high-level process steps required to get to the modified output. Add required activities or remove unnecessary ones. Review the process flow. Does it make sense? Are there unnecessary steps?
    4. Review and update inputs required for the process steps and update the information/data sources.
    5. Adjust the detailed process steps to reflect the work that needs to be done to support each high-level process step that changed.

    2.1.6 Adjust your associated policies

    20 minutes

    Input: Selected governance base model, Updated structure and responsibilities

    Output: Adjusted mandates and refined committee membership

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Review the policies associated with the governing bodies in your base model. Identify the policies that apply to your organization, those that are missing, and those that are not necessary.
    2. Confirm the policies that you require.
    3. Make sure the policies and policy purposes (or risks and related behaviors the policy addresses) are matched to the governance committee that has responsibilities in that area. Move policies to the right committee.

    2.1.7 Adjust and confirm your governance model

    1. Confirm the adjustment of governance bodies, structure, and input/output linkages.
    2. Confirm revisions to decisions and responsibilities.
    3. Confirm policy and regulation/standards associations.
    4. Select related governance committee charters from the provided set and revise the charters to reflect the elements defined in your updated model.
    5. Finalize your governance model.

    Samples of slides related to adjusting and confirming governance models in the Governance Workbook.

    Step 2.2

    Identify and Document Your Governance Triggers

    Activities
    • 2.2.1 Identify and document update triggers
    • 2.2.2 Embed triggers into the review cycle

    This step will walk you through the following activities:

    Identify scenarios that will create a need to review or change your governance model.

    Update your review/update approach to receiving trigger notifications.

    This step involves the following participants:

    • Senior IT leadership
    • Governance leads

    Outcomes of this step

    Downloaded tool ready to select the base governance model for your organization

    Select and Refine Your Governance Model

    Step 2.1 – Choose and Adapt Your Model Step 2.2 – Identify and Document Your Governance Triggers Step 2.3 – Build Implementation Approach

    What are governance triggers

    Governance triggers are organizational or environmental changes within or around an organization that are inflection points that start the review and revision of governance models to maintain their fit with the organization. This is the key to adaptive governance design.

    A target with five arrows sticking out of the bullseye, 'Operating Model', 'Business Strategy', 'Mandate Change', 'Management Practices', and 'Digital Transformation'.

    2.2.1 Identify and document update triggers

    30 minutes

    Input: Governance Workbook

    Output: Updated workbook with defined and documented governance triggers, points of origin, and integration

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Open the Governance Workbook to the “Triggers” slides.
    2. Review the list of governance triggers. Retain the ones that apply to your organization, remove those you feel are unnecessary, and add any change scenarios you feel should be included.
    3. Identify where you would receive notifications of these changes and the related processes or activities that would generate these notifications, if applicable.
    4. Document any points of integration required between governance processes and the source process. Highlight any where the integration is not currently in place.

    Sample of the 'Triggers' slide in the Governance Workbook.

    2.2.2 Embed triggers into the review cycle

    30 minutes

    Input: Governance model

    Output: Review cycle update

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. Identify which triggers impact the entire governance model and which impact specific committees.
    2. Add an activity for triggered review of the impacted governance model into your governance committee process.

    Step 2.3

    Build Your Implementation Approach

    Activities
    • 2.3.1 Identify and document your implementation plan
    • 2.3.2 Build your roadmap
    • 2.3.3 Build your sunshine diagram

    This step will walk you through the following activities:

    Transfer changes to the Governance Implementation Plan Template.

    Determine the timing for the implementation phases.

    This step involves the following participants:

    • Senior IT leadership
    • Governance process owner

    Outcomes of this step

    Implementation plan for adaptive governance framework model

    Select and Refine Your Governance Model
    Step 2.1 – Choose and Adapt Your Model Step 2.2 – Identify and Document Your Governance Triggers Step 2.3 – Build Implementation Approach

    2.3.1 Identify and document your implementation plan

    60 minutes

    Input: Governance model, Guiding principles, Update triggers, Cultural factors and mitigations

    Output: Implementation roadmap

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. As a group, discuss the changes required to implement the governance model, the cultural items that need to be addressed, and the anticipated timing.
    2. Document the implementation activities and consolidate them into groupings/themes based on similarities or shared outcomes.
    3. Name the grouped themes for clarity and identify key dependencies between activities in each area and across themes.
    4. Identify and document your approach (e.g. continuous, phased) and high-level timeline for implementation.
    5. Document the themes and initiatives in the Governance Implementation Plan.

    Download the Governance Implementation Plan

    Illustrate the implementation plan using roadmaps

    Info-Tech recommends two different methods to roadmap the initiatives in your Governance Implementation Plan.

    Gantt Chart
    Sample of a Gantt Chart.

    This type of roadmap depicts themes, related initiatives, the associated goals, and exact start and end dates for each initiative. This diagram is useful for outlining a larger number of activities and initiatives and has an easily digestible and repeatable format.

    Sunshine Diagram
    Sample of a Sunshine Diagram.

    This type of roadmap depicts themes and their associated initiatives. The start and end dates for the initiatives are approximated based on years or phases. This diagram is useful for highlighting key initiatives on one page.

    2.3.2 Build your roadmap

    30 minutes

    Input: Governance themes and initiatives

    Output: roadmap visual

    Materials: Governance Roadmap Workbook, Governance Workbook

    Participants: CIO, IT senior leadership

    1. Open the Governance Implementation Plan and review themes and initiatives.
    2. Open the Governance Roadmap Workbook.
    3. Discuss whether the implementation roadmap should be developed as a Gantt chart, a sunshine diagram, or both.
      For the Gantt chart:
      • Input the roadmap start year and date.
      • Change the months and year in the Gantt chart to reflect the same roadmap start year.
      • Input and populate the planned start and end dates for the list of high-priority initiatives.

    Develop your Gantt chart in the Governance Roadmap Workbook

    2.3.3 Build your sunshine diagram

    30 minutes

    Input: Governance themes and initiatives

    Output: Sunshine diagram visual

    Materials: Whiteboard/flip charts, Markers, Governance Implementation Plan

    Participants: CIO, IT senior leadership

    1. Review your list of themes and initiatives.
    2. Build a model with “rays” radiating out from a central theme or objective.
    3. Using curved arcs, break the grid into timeline periods or phases.
    4. Complete your sunshine diagram in the Governance Implementation Plan.

    Customize your sunshine diagram in the Governance Implementation Plan

    Make Your IT Governance Adaptable

    Phase 3

    Embed and Automate

    Phase 1

    • 1.1 Define Your Guiding Star
    • 1.2 Define Scope and Principles
    • 1.3 Adjust for Culture and Finalize Context

    Phase 2

    • 2.1 Choose and Adapt Your Model
    • 2.2. Identify and Document Your Governance Triggers
    • 2.3 Build Your Implementation Approach

    Phase 3

    • 3.1 Identify Decisions to Embed and Automate
    • 3.2 Plan Validation and Verification
    • 3.3 Update Implementation Plan

    This phase will walk you through the following activities:

    Identify which decisions you are ready to automate.

    Identify standards and policies that can be embedded and automated.

    Identify integration points.

    Confirm data requirements to enable success.

    This phase involves the following participants:

    • IT senior leadership
    • Governance process owner
    • Product and service owners
    • Policy owners

    Step 3.1

    Identify Decisions to Embed and Automate

    Activities
    • 3.1.1 Review governance decisions and standards and the required level of authority
    • 3.1.2 Build your decision logic
    • 3.1.3 identify constraints and mitigation approaches
    • 3.1.4 Develop decision rules and principles

    This step will walk you through the following activities:

    Identify your key decisions.

    Develop your decision logic.

    Confirm decisions that could be automated.

    Identify and address constraints.

    Develop decision rules and principles.

    This step involves the following participants:

    • IT senior leadership

    Outcomes of this step

    Developed decision rules, rulesets, and principles that can be leveraged to automate governance

    Defined integration points

    Embed and Automate

    Step 3.1 – Identify Decisions to Embed and Automate Step 3.2 – Plan Validation and Verification Step 3.3 – Update Implementation Plan

    What is decision automation?

    Decision automation is the codifying of rules that connect the logic of how decisions are made with the data required to make those decisions. This is then embedded and automated into processes and the design of products and services.

    • It is well suited to governance where the same types of decisions are made on a recurring basis, using the same set of data. It requires clean, high-quality data to be effective.
    • Improvements in artificial intelligence (AI) and machine learning (ML) have allowed the creation of scenarios where a hybrid of rules and learning can improve decision outcomes.

    Key Considerations

    • Data Availability
    • Legality
    • Contingencies
    • Decision Transparency
    • Data Quality
    • Auditability

    How complexity impacts decisions

    Decision complexity impacts the type of rule(s) you create and the amount of data required. It also helps define where or if decisions can be automated.

    1. SIMPLE
      Known and repeatable with consistent and familiar outcomes – structured, causal, and easy to standardize and automate.
    2. COMPLICATED
      Less known and outcomes are not consistently repeatable. Expertise can drive standards and guidelines that can be used to automate decisions.
    3. COMPLEX
      Unknown and new, highly uncertain in terms of outcomes, impact, and data. Requires more exploration and data. Difficult to automate but can be built into the design of products and services.
    4. CHAOTIC
      Unstructured and unknown situation. Requires adaptive and immediate action without active data – requires retained human governance
    5. (Based on Dave Snowden’s Cynefin framework)

    Governance Automation Criteria Checklist

    The Governance Automation Criteria Checklist provides a view of key considerations for determining whether a governing activity or decision is a good candidate for automation.

    The criteria identify key qualifiers/disqualifiers to make it easier to identify eligibility.

    Sample of the Governance Automation Criteria Checklist.

    Download the Governance Automation Criteria Checklist

    Governance Automation Worksheet

    Sample of the Governance Automation Worksheet.

    The Governance Automation Worksheet provides a way to document your governance and systematically identify information about the decisions to help determine if automation is possible.

    From there, decision rules, logic, and rulesets can be designed in support of building a structure flow to allow for automation.

    Download the Governance Automation Worksheet

    3.1.1 Review governance decisions and standards and the required level of authority

    30 minutes

    Input: Automation Criteria Checklist, Governance Automation Worksheet, Updated governance model

    Output: Documented decisions and related authority, Selected options for automation, Updated Governance Automation Worksheet

    Materials: Whiteboard/flip charts, Governance Automation Worksheet

    Participants: IT senior leadership

    1. Identify the decisions that are made within each committee in your updated governance model and document them in the Governance Automation Worksheet.
    2. Confirm the level of authority required to make each decision.
    3. Review the automation checklist to confirm whether each decision is positioned well for automation.
    4. Select and document the decisions that are the strongest options for automation/embedding and document them in the Governance Automation Worksheet.

    What are decision rules?

    Decision rules provide specific instructions and constraints that must be considered in making decisions and are critical for automating governance.

    They provide the logical path to assess governance inputs to make effective decisions with positive business outputs.

    Inputs would include key information such as known risks, your defined prioritization matrix, portfolio value scoring, and compliance controls.

    Individual rules can be leveraged in different places.

    Some decision rule types are listed here.

    1. Statement Rules
      Natural expression of logical progression, written through logical elements
    2. Decision Tree Rules
      Decision tree with two axes that overlap to generate a decision
    3. Sequential Rules
      A sequence of decisions that move from one step to the next
    4. Expression Rule
      A particular set of rules triggered by a particular rule condition being met
    5. Truth table rules
      Combines many decision factors into one place; produces different outputs

    What are decision rulesets

    Rulesets are created to make complex decisions. Individual rule types are combined to create rulesets that are applied together to generate effective decisions. One rule will provide contextual information required for additional rules to execute in a Rule-Result-Rule-Result-Rule-Decision flow.

    A visualization of two separate rulesets made up of the decision rules on the previous slide. 'Ruleset 1' contains '1) Statement Rules', '2) Decision Tree Rules', and 5) Truth Table Rules'. 'Ruleset 2' contains '3) Sequential Rules' and '4) Expression Rule'.

    3.1.2 Build your decision logic

    30 minutes

    Input: Governance Automation Worksheet

    Output: Documented decision logic to support selected decision types and data requirements

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    1. For each selected decision, identify the principles that drive the considerations around the decision.
    2. For each decision, develop the decision logic by defining the steps and information inputs involved in making the decision and documenting the flow from beginning to end.
    3. Determine whether this is one specific decision or a combination of different decisions (in sequence or based on decisions).
    4. Name your decision rule.

    Sample of the Governance Automation Worksheet.

    3.1.3 Identify constraints and mitigation approaches

    60 minutes
    1. Document constraints to automation of decisions related to:
      • Availability of decision automation tools
      • Decision authority change requirements
      • Data constraints
      • Knowledge requirements
      • Process adjustment requirements
      • Product/service design levels
    2. Brainstorm and identify approaches to mitigate constraints and score based on likelihood of success.
    3. Identify mitigation owners and initial timeline expectations.
    4. Document the constraints and mitigations in the Governance Workbook on the constraints and mitigations slide.

    Sample of the 'Constraints and mitigations' slide of the 'Governance Workbook'.

    3.1.4 Develop decision rules and principles

    1.5-2 hours

    Input: Governance Automation Worksheet

    Output: Defined decision integration points, Confirmed data availability sets, Decision rules, rulesets, and principles with control indicators

    Materials: Whiteboard/flip charts, Governance Automation Worksheet

    Participants: IT senior leadership

    1. Review the decision logic for those decisions that you have confirmed for automation. Identify the processes where the decision should be executed.
    2. Associate each decision with specific process steps or stages or how it would be included in software/product design.
    3. For each selected decision, identify the availability of data required to support the decision logic and the level of complexity and apply governing principles.
    4. Create the decision rules and identify data gaps.
    5. Define the decision flow and create rulesets as needed.
    6. Confirm automation requirements and define control indicators.

    Step 3.2

    Plan Validation and Verification

    Activities
    • 3.2.1 Define verification approach for embedded and automated governance
    • 3.2.2 Define validation approach for embedded and automated governance

    This step will walk you through the following activities:

    Define how decision outcomes will be measured.

    Determine how the effectiveness of automated governance will be reported.

    This step involves the following participants:

    • IT senior leadership

    Outcomes of this step

    Tested and verified automation of decisions

    Embed and Automate

    Step 3.1 – Identify Decisions to Embed and Automate Step 3.2 – Plan Validation and Verification Step 3.3 – Update Implementation Plan

    Decision rule relationship through to verification

    1. Rules

    Focus on clear decision logic

    Often represented in simple statement types and supported by data:

    IF – THEN

    IF – AND – THEN

    IF – AND NOT – THEN

    2. Rulesets

    Aggregate rules for more complex decisions

    Integrated flows between different required rules:
    Rule 1:
    (Output 1) – Rule 2
    (Output 2) – Rule 6
    Rule 6: (Output 1) – Rule 7
    3. Rule Attestation

    Verify success of automated decisions

    Attestation of embedded and automated rules with key control indicators embedded within process and products.

    Principles embedded into automated software controls.

    3.2.1 Define verification approach for embedded and automated governance

    60 minutes

    Input: Governance rules and rulesets as defined in the Governance Automation Worksheet, Defined decision outcomes

    Output: A defined measurement of effective decision outcomes, Approach to automate and/or report the effectiveness of automated governance

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    Verify

    1. Confirm expected outcome of rules.
    2. Select a sampling of new required decisions or recently performed decisions related to areas of automation.
    3. Run the decisions through the decision rules or rule groupings that were developed and compare to parallel decisions made using the traditional approach. (These must be segregated activities.)
    4. Review the outcome of the rules and adjust based on the output. Identify areas of adjustment. Confirm that the automation meets your requirements.

    3.2.2 Define validation approach for embedded and automated governance

    60 minutes

    Input: Governance rules and rulesets as defined in the Governance Automation Worksheet, Defined decision outcomes

    Output: Defined assurance and attestation requirements, Key control indicators that can be automated

    Materials: Whiteboard/flip charts

    Participants: IT senior leadership

    Validate

    1. Develop an approach to measure automated decisions. Align success criteria to current governance KPIs and metrics.
    2. If no such metrics exist, define expected outcome. Define key risk indicators based on the expected points of automation.
    3. Establish quality assurance checkpoints within the delivery lifecycles to adjust for variance.
    4. Create triggers back to rule owners to drive changes and improvements to rules and rule groupings.

    Step 3.3

    Update Implementation Plan

    Activities
    • 3.3.1 Finalize the implementation plan

    This step will walk you through the following activities:

    Review implications and mitigations to make sure all have been considered.

    Finalize the implementation plan and roadmap.

    This step involves the following participants:

    • Senior IT leadership

    Outcomes of this step

    Completed Governance implementation plan and roadmap

    Embed and Automate

    Step 3.1 – Identify Decisions to Embed and Automate Step 3.2 – Plan Validation and Verification Step 3.3 – Update Implementation Plan

    3.3.1 Finalize the implementation plan

    30 minutes

    Input: Governance workbook, Updated governance model, Draft implementation plan and roadmap

    Output: Finalized implementation plan and roadmap

    Materials: Whiteboard/flip charts, Governance Implementation Plan

    Participants: IT senior leadership

    1. Document automation activities within phases in a governance automation theme in the Governance Implementation Plan.
    2. Review timelines in the implementation plan and where automation fits within the roadmap.
    3. Updated the implementation plan and roadmap.

    Governance Implementation Plan

    Summary of Accomplishment

    Problem Solved

    Through this project we have:

    • Improved your governance model to ensure a better fit for your organization, while creating adaptivity for the future.
    • Ensured your governance operates as an enabler of success with the proper bodies and levels of authority established.
    • Established triggers to ensure your governance model is actively adjusted to maintain its fit.
    • Developed a plan to embed and automate governance.
    • Created decision rules and principles and identified where to embed them within your practices.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    Additional Support

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Photo of Valence Howden.

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.

    Info-Tech analysts will join you and your team at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.

    Related Info-Tech Research

    Improve IT Governance to Drive Business Results

    Avoid bureaucracy and achieve alignment with a minimalist approach. Align with your organizational context.

    Establish Data Governance

    Establish data trust and accountability with strong governance.

    Maximize Business Value From IT Through Benefits Realization

    Embed value and alignment confirmation into your governance to ensure you optimize IT value achievement for resource spend.

    Build a Better Product Owner

    Strengthen the product/service owner role in your organization by focusing on core capabilities and proper alignment.

    Research contributors and experts

    Photo of Sidney Hodgson, Senior Director, Industry, Info-Tech Research Group. Sidney Hodgson
    Senior Director, Industry
    Info-Tech Research Group
    • Sidney has over 30 years of experience in IT leadership roles as CIO of three organizations in Canada and the US as well as international consulting experience in the US and Asia.
    • Sid has a breadth of knowledge in IT governance, project management, strategic and operational planning, enterprise architecture, business process re-engineering, IT cost reduction, and IT turnaround management.
    Photo of David Tomljenovic, Principal Research Advisor, Industry, Info-Tech Research Group. David Tomljenovic
    Principal Research Advisor, Industry
    Info-Tech Research Group
    • David brings extensive experience from the Financial Services sector, having worked 25 years on Bay Street. Most recently he was a Corporate Finance and Strategy Advisor for Infiniti Labs (Toronto/Hong Kong), Automotive, and Smart City Accelerator, where he provided financial and mergers & acquisitions advisory services to accelerator participants with a focus on early-stage fundraising activities.

    Research contributors and experts

    Photo of Cole Cioran, Practice Lead, Applications and Agile Development, Info-Tech Research Group. Cole Cioran
    Practice Lead, Applications and Agile Development
    Info-Tech Research Group
    • Over the past 25 years, Cole has developed software; designed data, infrastructure, and software solutions; defined systems and enterprise architectures; delivered enterprise-wide programs; and managed software development, infrastructure, and business systems analysis practices.
    Photo of Crystal Singh, Research Director, Applications – Data and Information Management, Info-Tech Research Group. Crystal Singh
    Research Director, Applications – Data and Information Management
    Info-Tech Research Group
    • Crystal brings a diverse and global perspective to her role, drawing from her professional experiences in various industries and locations. Prior to joining Info-Tech, Crystal led the Enterprise Data Services function at Rogers Communications, one of Canada’s leading telecommunications companies.

    Research contributors and experts

    Photo of Carlene McCubbin, Practice Lead, CIO, Info-Tech Research Group. Carlene McCubbin
    Practice Lead, CIO
    Info-Tech Research Group
    • Carlene covers key topics in organization and leadership and specializes in governance, organizational design, relationship management, and human capital development. She led the development of Info-Tech’s Organization and Leadership practice.
    Photo of Denis Goulet, Senior Workshop Director, Info-Tech Research Group. Denis Goulet
    Senior Workshop Director
    Info-Tech Research Group
    • Denis is a transformational leader and experienced strategist who focuses on helping clients communicate, relate, and adapt for success. Having developed Governance Model and IT strategies in organizations ranging from small to billion-dollar multi-nationals, he firmly believes in a collaborative value-driven approach to work.

    Bibliography

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    Westland, Jason. “IT Governance: Definitions, Frameworks and Planning.” ProjectManager.com, 17 Dec. 2019. Web.

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    Enterprise Application Selection and Implementation

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    • member rating overall impact: 9.0/10
    • member rating average dollars saved: $37,356
    • member rating average days saved: 34
    • Parent Category Name: Applications
    • Parent Category Link: /applications

    The challenge

    • Large scale implementations are prone to failure. This is probably also true in your company. Typically large endeavors like this overrun the budget, are late to deliver, or are abandoned altogether. It would be best if you manage your risks when starting such a new project.

    Our advice

    Insight

    • Large-scale software implementations continue to fail at very high rates. A recent report by McKinsey & Company estimates that 66% go over budget, 33% over time, and 17% delivered less value than expected. Most companies will survive a botched implementation, but 17% threatened the existence of the company involved.
    • With all the knowledge sharing that we have today with oodles of data at our disposal, we should expect IT-providers to have clear, standardized frameworks to handle these implementations. But projects that overrun by more than 200% still occur more often than you may think.
    • When you solicit a systems integrator (SI), you want to equip yourself to manage the SI and not be utterly dependent on their methodology.

    Impact and results 

    • You can assume proper accountability for the implementation and avoid over-reliance on the systems integrator.
    • Leverage the collective knowledge and advice of additional IT professionals
    • Review the pitfalls and lessons learned from failed integrations.
    • Manage risk at every stage.
    • Perform a self-assessment at various stages of the integration path.

    The roadmap

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    Executive Summary

    Determine the rations for your implementation

    See if a custom-of-the-shelf process optimization makes sense.

    • Storyboard: Govern and Manage an Enterprise Software Implementation (ppt)

    Prepare

    Determine the right (level of) governance for your implementation.

    • Large Software Implementation Maturity Assessment Tool (xls)
    • Project Success Measurement Tool (xls)
    • Risk Mitigation Plan Template (xls)

    Plan and analyze

    Prepare for the overall implementation journey and gather your requirements. Then conduct a stage-gate assessment of this phase.

    • Project Phases Entry and Exit Criteria Checklist Tool (xls)
    • Project Lessons Learned Document (doc)

    Design, build and deploy

    Conduct a stage-gate assessment after every step below.

    • Make exact designs of the software implementation and ensure that all stakeholders and the integrator completely understand.
    • Build the solution according to the requirements and designs.
    • Thoroughly test and evaluate that the implementation meets your business expectations. 
    • Then deploy

    Initiate your roadmap

    Review your dispositions to ensure they align with your goals. 

    • Build an Application Rationalization Framework – Phase 4: Initiate Your Roadmap (ppt)
    • Disposition Prioritization Tool (xls)

    The Complete Manual for Layoffs

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    • member rating average dollars saved: $30,999 Average $ Saved
    • member rating average days saved: 20 Average Days Saved
    • Parent Category Name: Lead
    • Parent Category Link: /lead

    When the economy is negatively influenced by factors beyond any organization’s control, the impact can be felt almost immediately on the bottom line. This decline in revenue as a result of a weakening economy will force organizations to reconsider every dollar they spend.

    Our Advice

    Critical Insight

    • The remote work environment many organizations find themselves in adds a layer of complexity to the already sensitive process of laying off employees.
    • Carrying out layoffs must be done while keeping personal contact as your first priority. That personal contact should be the basis for all subsequent communication with laid-off and remaining staff, even after layoffs have occurred.

    Impact and Result

    By following our process, we can provide your organization with the direction, tools, and best practices to lay off employees. This will need to be done with careful consideration into your organization’s short- and longer-term strategic goals.

    The Complete Manual for Layoffs Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Prepare for layoffs

    Understand the most effective cost-cutting solutions and set layoff policies and guidelines.

    • The Complete Manual for Layoffs Storyboard
    • Layoffs SWOT Analysis Template
    • Redeployment and Layoff Strategy Workbook
    • Sample Layoffs Policy
    • Cost-Cutting Planning Tool
    • Termination Costing Tool

    2. Objectively identify employees

    Develop an objective layoff selection method and plan for the transfer of essential responsibilities.

    • Workforce Planning Tool
    • Employee Layoff Selection Tool

    3. Prepare to meet with employees

    Plan logistics, training, and a post-layoff plan communication.

    • Termination Logistics Tool
    • IT Knowledge Transfer Risk Assessment Tool
    • IT Knowledge Transfer Plan Template
    • IT Knowledge Identification Interview Guide Template
    • Knowledge Transfer Job Aid
    • Layoffs Communication Package

    4. Meet with employees

    Collaborate with necessary departments and deliver layoffs notices.

    • Employee Departure Checklist Tool

    5. Monitor and manage departmental effectiveness

    Plan communications for affected employee groups and monitor organizational performance.

    • Ten Ways to Connect With Your Employees
    • Creating Connections
    [infographic]

    Build an IT Employee Engagement Program

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    • Parent Category Name: Engage
    • Parent Category Link: /engage
    • IT’s performance and stakeholder satisfaction with IT services hinge on IT’s ability to attract and retain top talent and to motivate teams to go above and beyond.
    • With the growing IT job market, turnover is a serious threat to IT’s ability to deliver seamless value and continuously drive innovation.
    • Engagement initiatives are often seen as being HR’s responsibility; however, IT leadership needs to take accountability for the retention and productivity of their employees in order to drive business value.

    Our Advice

    Critical Insight

    • Engagement is a two-way street. Initiatives must address a known need and be actively sought by employees – not handed down from management.
    • Engagement initiatives are useless unless they target the right issues. It can be tempting to focus on the latest perks and gadgets and ignore difficult issues. Use a systematic approach to uncover and tackle the real problems.
    • It’s time for IT leadership to step up. IT leaders have a much bigger impact on IT staff engagement than HR ever can. Leverage this power to lead your team to peak performance.

    Impact and Result

    • Info-Tech engagement diagnostics and accompanying tools will help you perform a deep dive into the root causes of disengagement on your team.
    • The guidance that accompanies Info-Tech’s tools will help you avoid common engagement program pitfalls and empower IT leaders to take charge of their own team’s engagement.

    Build an IT Employee Engagement Program Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to discover why engagement is critical to IT performance, review Info-Tech’s methodology, and understand how our tools will help you construct an effective employee engagement program.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Measure employee engagement

    Use Info-Tech's Pulse or Full Engagement Surveys to measure employee engagement.

    • Improve Employee Engagement to Drive IT Performance – Phase 1: Measure Employee Engagement
    • Engagement Strategy Record
    • Engagement Communication Template

    2. Analyze results and ideate solutions

    Understand the drivers of engagement that are important for your team, and involve your staff in brainstorming engagement initiatives.

    • Improve Employee Engagement to Drive IT Performance – Phase 2: Analyze Results and Ideate Solutions
    • Engagement Survey Results Interpretation Guide
    • Full Engagement Survey Focus Group Facilitation Guide
    • Pulse Engagement Survey Focus Group Facilitation Guide
    • Focus Group Facilitation Guide Driver Definitions
    • One-on-One Manager Meeting Worksheet

    3. Select and implement engagement initiatives

    Select engagement initiatives for maximal impact, create an action plan, and establish open and ongoing communication about engagement with your team.

    • Improve Employee Engagement to Drive IT Performance – Phase 3: Select and Implement Engagement Initiatives
    • Summary of Interdepartmental Engagement Initiatives
    • Engagement Progress One-Pager
    [infographic]

    Workshop: Build an IT Employee Engagement Program

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 (Preparation) Run Engagement Survey

    The Purpose

    Select and run your engagement survey prior to the workshop.

    Key Benefits Achieved

    Receive an in-depth report on your team’s engagement drivers to form the basis of your engagement strategy.

    Activities

    1.1 Select engagement survey.

    1.2 Identify engagement program goals and metrics.

    1.3 Run engagement survey.

    Outputs

    Full or Pulse engagement survey report

    Engagement survey results interpretation guide

    2 Explore Engagement

    The Purpose

    To understand the current state of engagement and prepare to discuss the drivers behind it with your staff.

    Key Benefits Achieved

    Empower your leadership team to take charge of their own teams’ engagement.

    Activities

    2.1 Review engagement survey results.

    2.2 Finalize focus group agendas.

    2.3 Train managers.

    Outputs

    Customized focus group agendas

    3 Hold Focus Groups

    The Purpose

    Establish an open dialogue with your staff to understand what would improve their engagement.

    Key Benefits Achieved

    Employee-generated initiatives have the greatest chance at success.

    Activities

    3.1 Identify priority drivers.

    3.2 Identify engagement KPIs.

    3.3 Brainstorm engagement initiatives.

    3.4 Vote on initiatives within teams.

    Outputs

    Summary of focus groups results

    Identified engagement initiatives

    Identified engagement initiatives

    4 Select and Plan Initiatives

    The Purpose

    Learn the characteristics of successful engagement initiatives and build execution plans for each.

    Key Benefits Achieved

    Choose initiatives with the greatest impact on your team’s engagement, and ensure you have the necessary resources for success.

    Activities

    4.1 Select engagement initiatives with IT leadership.

    4.2 Create initiative project plans.

    4.3 Present project plans.

    4.4 Define implementation checkpoints.

    4.5 Develop communications plan.

    4.6 Define strategy for ongoing engagement monitoring.

    Outputs

    Engagement project plans

    Implementation and communication checkpoints

    Further surveys planned (optional)

    5 Additional Leadership Training

    The Purpose

    Select training modules that best address your team’s needs from Info-Tech’s modular leadership training program.

    Key Benefits Achieved

    Arm your IT leadership team with the key skills of effective leadership, tailored to their existing experience level.

    Activities

    5.1 Adopting an Integrated Leadership Mindset

    5.2 Optimizing Talent Leadership Practices

    5.3 Driving Diversity & Inclusion

    5.4 Fortifying Internal Stakeholder Relations

    5.5 Engaging Executives and the Board

    5.6 Crafting Your Leadership Brand

    5.7 Crafting and Delivering Compelling Presentations

    5.8 Communication & Difficult Conversations

    5.9 Conflict Management

    5.10 Performance Management

    5.11 Feedback & Coaching

    5.12 Creating a Culture of Personal Accountability

    Outputs

    Develop the skills to lead resourcefully in times of uncertainty

    Apply leadership behaviors across enterprise initiatives to deploy and develop talent successfully

    Develop diversity and inclusion practices that turn the IT function and leaders into transformative champions of inclusion

    Identify elements of effective partnering to maximize the impact of internal interactions

    Understand the major obstacles to CEO and board relevance and uncover the keys to elevating your internal executive profile

    Develop a leadership brand statement that demonstrates leadership competency and is aligned with the brand, mission, vision, and goals of the organization

    Identify the components of effective presentations and hone your presentation skills

    Gain the skills to confront and drive solutions from difficult situations

    Develop strategies to engage in conflict constructively and reach a resolution that benefits the team or organization

    Learn to identify the root causes of low performance and develop the skills to guide employees through the process of improvement

    Adopt a behavior-focused coaching model to help managers sustain and apply effective coaching principles

    Understand how and when to encourage autonomy and how to empower employees to take success into their own hands

    Reimagine Learning in the Face of Crisis

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    • Parent Category Name: Train & Develop
    • Parent Category Link: /train-and-develop
    • As organizations re-evaluate their priorities and shift to new ways of working, leaders and employees are challenged to navigate unchartered territory and to adjust quickly to ever-evolving priorities.
    • Learning how to perform effectively through the crisis and deliver on new priorities is crucial to the success of all employees and the organization.

    Our Advice

    Critical Insight

    The most successful organizations recognize that learning is critical to adjusting quickly and effectively to their new reality. This requires L&D to reimagine their approach to deliver learning that enables the organization’s immediate and evolving priorities.

    Impact and Result

    • L&D teams should focus on how to support employees and managers to develop the critical competencies they need to successfully perform through the crisis, enabling organizations to survive and thrive during and beyond the crisis.
    • Ensure learning needs align closely with evolving organizational priorities, collaborate cross-functionally, and curate content to provide the learning employees and leaders need most, when they need it.

    Reimagine Learning in the Face of Crisis Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Prioritize

    Involve key stakeholders, identify immediate priorities, and conduct high-level triage of L&D.

    • Reimagine Learning in the Face of Crisis Storyboard
    • Reimagine Learning in the Face of Crisis Workbook

    2. Reimagine

    Determine learning needs and ability to realistically deliver learning. Leverage existing or curate learning content that can support learning needs.

    3. Transform

    Identify technical requirements for the chosen delivery method and draft a four- to six-week action plan.

    • How to Curate Guide
    • Tips for Building an Online Learning Community
    • Ten Tips for Adapting In-Person Training During a Crisis
    • Tips for Remote Learning in the Face of Crisis
    [infographic]

    Operations management

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    • Parent Category Name: Infra and Operations
    • Parent Category Link: /infra-and-operations
    IT Operations is all about effectiveness. We make sure that you deliver reliable services to the clients and users within the company.

    Recruit and Retain People of Color in IT

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    • Parent Category Name: Engage
    • Parent Category Link: /engage
    • Organizations have been trying to promote equality for many years. Diversity and inclusion strategies and a myriad of programs have been implemented in companies across the world. Despite the attempts, many organizations still struggle to ensure that their workforce is representative of the populations they support or want to support.
    • IT brings another twist. Many IT companies and departments are based on the culture of white males, and underrepresented ethnic communities find it more of a challenge to fit in.
    • This sometimes means that talented minorities are less incentivized to join or stay in technology.

    Our Advice

    Critical Insight

    • Diversity and inclusion cannot be a one-time campaign or a one-off initiative.
    • For real change to happen, every leader needs to internalize the value of creating and retaining diverse teams.

    Impact and Result

    • To stay competitive, IT leaders need to be more involved and commit to a plan to recruit and retain people of color in their departments and organizations. A diverse team is an answer to innovation that can differentiate your company.
    • Treat recruiting and retaining a diverse team as a business challenge that requires full engagement. Info-Tech offers a targeted solution that will help IT leaders build a plan to attract, recruit, engage, and retain people of color.

    Recruit and Retain People of Color in IT Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should recruit and retain people of color in your IT department or organization, review Info-Tech’s methodology, and understand the ways we can support you in this endeavor.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Recruit people of color in IT

    Diverse teams are necessary to foster creativity and guide business strategies. Overcome limitations by recruiting people of color and creating a diverse workforce.

    • Recruit and Retain People of Color in IT – Phase 1: Recruit People of Color in IT
    • Support Plan
    • IT Behavioral Interview Question Library

    2. Retain people of color in IT

    Underrepresented employees benefit from an expansive culture. Create an inclusive environment and retain people of color and promote value within your organization.

    • Recruit and Retain People of Color in IT – Phase 2: Retain People of Color in IT

    Infographic

    Workshop: Recruit and Retain People of Color in IT

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Setting the Stage

    The Purpose

    Introduce challenges and concerns around recruiting and retaining people of color.

    Key Benefits Achieved

    Gain a sense of direction.

    Activities

    1.1 Introduction to diversity conversations.

    1.2 Assess areas to focus on and determine what is right, wrong, missing, and confusing.

    1.3 Obtain feedback from your team about the benefits of working at your organization.

    1.4 Establish your employee value proposition (EVP).

    1.5 Discuss and establish your recruitment goals.

    Outputs

    Current State Analysis

    Right, Wrong, Missing, Confusing Quadrant

    Draft EVP

    Recruitment Goals

    2 Refine Your Recruitment Process

    The Purpose

    Identify areas in your current recruitment process that are preventing you from hiring people of color.

    Establish a plan to make improvements.

    Key Benefits Achieved

    Optimized recruitment process

    Activities

    2.1 Brainstorm and research community partners.

    2.2 Review current job descriptions and equity statement.

    2.3 Update job description template and equity statement.

    2.4 Set team structure for interview and assessment.

    2.5 Identify decision-making structure.

    Outputs

    List of community partners

    Updated job description template

    Updated equity statement

    Interview and assessment structure

    Behavioral Question Library

    3 Culture and Management

    The Purpose

    Create a plan for an inclusive culture where your managers are supported.

    Key Benefits Achieved

    Awareness of how to better support employees of color.

    Activities

    3.1 Discuss engagement and belonging.

    3.2 Augment your onboarding materials.

    3.3 Create an inclusive culture plan.

    3.4 Determine how to support your management team.

    Outputs

    List of onboarding content

    Inclusive culture plan

    Management support plan

    4 Close the Loop

    The Purpose

    Establish mechanisms to gain feedback from your employees and act on them.

    Key Benefits Achieved

    Finalize the plan to create your diverse and inclusive workforce.

    Activities

    4.1 Ask and listen: determine what to ask your employees.

    4.2 Create your roadmap.

    4.3 Wrap-up and next steps.

    Outputs

    List of survey questions

    Roadmap

    Completed support plan

    Manage an IT Budget

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    • Parent Category Name: Cost & Budget Management
    • Parent Category Link: /cost-and-budget-management
    • IT is viewed as a cost center without a clear understanding of the value it provides.
    • After completing the budget, the CIO is faced with changing expectations, disruptions, new risks, and new threats.
    • IT departments often lack a reliable budget management process to keep itself on track towards its budget goals.
    • Over budgeting risks credibility if projects are not all delivered, while under budgeting risks not being able to execute important projects.

    Our Advice

    Critical Insight

    • Managing your budget is not just about numbers; it’s also about people and processes. Better relationships and a proper process leads to better management of your budget. Understand how your relationships and current processes might be leveraged to manage your budget.
    • No one likes to be over budget, but being under budget isn’t necessarily good either. Coming in under budget may mean that you are not accomplishing the initiatives that you promised you would, reflecting poor job performance.

    Impact and Result

    • Implement a formal budget management process that documents your planned budget and actual expenditures, tracks variances, and responds to those variances to stay on track towards budget goals.
    • Manage the expectations of business stakeholders by communicating the links between IT spend and business value in a way that is easily understood by the business.
    • Control for under- or overspending by using Info Tech’s budget management tool and tactics.

    Manage an IT Budget Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand the increasing expectations for IT departments to better manage their budgets, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Document

    Create a streamlined documentation process that also considers the elements of people and technology.

    • Manage an IT Budget – Phase 1: Document
    • Manage Your IT Budget Tool

    2. Track

    Track your planned budget against actual expenditures to catch areas of over- and underspending in a timely manner.

    • Manage an IT Budget – Phase 2: Track

    3. Control

    Leverage control mechanisms to manage variances in your budget.

    • Manage an IT Budget – Phase 3: Control
    [infographic]

    Workshop: Manage an IT Budget

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Document Budget

    The Purpose

    The first step of managing your IT budget is to make sure there is a properly documented budget that everyone agrees upon.

    Key Benefits Achieved

    A properly documented budget facilitates management and communication of the budget.

    Activities

    1.1 Review budget for the year.

    1.2 Document each budget in the tool.

    1.3 Review CAPEX vs. OPEX.

    1.4 Customize accounts to match your organization.

    Outputs

    Budget broken out into monthly increments and by each account.

    Budget documented in tool.

    Tool customized to reflect organization's specific accounts and terminology.

    2 Optimize Documentation Process

    The Purpose

    A proper documentation process forms the backbone for effective budget management.

    Key Benefits Achieved

    A streamlined documentation process with accurate inputs that also considers the elements of people and technology.

    Activities

    2.1 Draw out process flow of current documentation.

    2.2 Identify bottlenecks.

    2.3 Discuss and develop roadmap to solving bottlenecks.

    Outputs

    Process flow of current documentation process with identified bottlenecks.

    Plan to mitigate bottlenecks.

    3 Track and Control for Over- and Underspending

    The Purpose

    Track your planned budget against actual expenditures to catch areas of over- and underspending in a timely manner. Then, leverage control mechanisms to manage variances in your budget.

    Key Benefits Achieved

    Tracking and controlling for variances will help the IT department stay on track towards its budget goals. It will also help with communicating IT’s value to the business.

    Activities

    3.1 Walk through the “Overview Bar.”

    3.2 Document actual expenses incurred in fiscal to date.

    3.3 Review the risk of over- and underspending.

    3.4 Use the reforecast column to control for over- and underspend.

    Outputs

    Assess the “Overview Bar.”

    Document actual expenditures and committed expenses up to the current date.

    Develop a strategy and roadmap for how you will mitigate any current under- or overspends.

    Reforecast expenditures for each account for each month for the remainder of the fiscal year.

    Build a Zero Trust Roadmap

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    • Parent Category Name: Security Strategy & Budgeting
    • Parent Category Link: /security-strategy-and-budgeting
    • Many IT and security leaders struggle to understand zero trust and how best to deploy it with their existing IT resources.
    • The need to move from a perimeter-based approach to security toward an “Always Verify” approach is clear. The path to getting there is complex and expensive.
    • Zero trust as a principle is a moving target due to competing definitions and standards. A strategy that adapts evolving best practices must be supported by business stakeholders.
    • Full zero trust includes many components. Performing an accurate assessment of readiness and benefits to adopt zero trust can be extremely difficult when you don’t know where to start.

    Our Advice

    Critical Insight

    Apply zero trust to key protect surfaces. A successful zero trust strategy should evolve through an iterative and repeatable process by assessing the full spectrum of available technologies to apply zero trust principles to the most relevant protect surfaces.

    Impact and Result

    Every organization should have a zero trust strategy and the roadmap to deploy it must always be tested and refined. Our unique approach:

    • Assess resources and determine zero trust readiness.
    • Prioritize initiatives and build out roadmap.
    • Deploy zero trust and monitor with zero trust progress metrics.

    Build a Zero Trust Roadmap Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Build a Zero Trust Roadmap Deck – The purpose of the storyboard is to provide a detailed description of the steps involving in building a roadmap for implementing zero trust.

    The storyboard contains five easy-to-follow steps on building a roadmap for implementing zero trust, from aligning initiatives to business goals to establishing metrics for measuring the progress and effectiveness of a zero trust implementation.

    • Build a Zero Trust Roadmap – Phases 1-5

    2. Zero Trust Protect Surface Mapping Tool – A tool to identify key protect surfaces and map them to business goals.

    Use this tool to develop your zero trust strategy by having it focus on key protect surfaces that are aligned to the goals of the business.

    • Zero Trust Protect Surface Mapping Tool

    3. Zero Trust Program Gap Analysis Tool – A tool to perform a gap analysis between the organization's current implementation of zero trust controls and its desired target state and to build a roadmap to achieve the target state.

    Use this tool to develop your zero trust strategy by creating a roadmap that is aligned with the current state of the organization when it comes to zero trust and its desired target state.

    • Zero Trust Program Gap Analysis Tool

    4. Zero Trust Candidate Solutions Selection Tool – A tool to identify and evaluate solutions for identified zero trust initiatives.

    Use this tool to develop your zero trust strategy by identifying the best solutions for zero trust initiatives.

    • Zero Trust Candidate Solutions Selection Tool

    5. Zero Trust Progress Monitoring Tool – A tool to identify metrics to measure the progress and efficiency of the zero trust implementation.

    Use this tool to develop your zero trust strategy by identifying metrics that will allow the organization to monitor how the zero trust implementation is progressing, and whether it is proving to be effective.

    • Zero Trust Progress Monitoring Tool

    6. Zero Trust Communication Deck – A template to present the zero trust template to key stakeholders.

    Use this template to present the zero trust strategy and roadmap to ensure all key elements are captured.

    • Zero Trust Communication Deck

    Infographic

    Workshop: Build a Zero Trust Roadmap

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Define Business Goals and Protect Surfaces

    The Purpose

    Align business goals to protect surfaces.

    Key Benefits Achieved

    A better understanding of how business goals can map to key protect surfaces and their associated DAAS elements.

    Activities

    1.1 Understand business and IT strategy and plans.

    1.2 Define business goals.

    1.3 Identify five critical protect surfaces and their associated DAAS elements.

    1.4 Map business goals and protect surfaces.

    Outputs

    Mapping of business goals to key protect surfaces and their associated DAAS elements.

    2 Begin Gap Analysis

    The Purpose

    Identify and define zero trust initiatives.

    Key Benefits Achieved

    A list of zero trust initiatives to be prioritized and set into a roadmap.

    Activities

    2.1 Assess current security capabilities and define the zero trust target state for a set of controls.

    2.2 Identify tasks to close maturity gaps.

    2.3 Assign tasks to zero trust initiatives.

    Outputs

    Security capabilities current state assessment

    Zero trust target state

    Tasks to address maturity gaps

    3 Complete Gap Analysis

    The Purpose

    Complete the zero trust gap analysis and prioritize zero trust initiatives.

    Key Benefits Achieved

    A prioritized list of zero trust initiatives aligned to business goals and key protect surfaces.

    Activities

    3.1 Align initiatives to business goals and key protect surfaces.

    3.2 Conduct cost/benefit analysis on zero trust initiatives.

    3.3 Prioritize initiatives.

    Outputs

    Zero trust initiative list mapped to business goals and key protect surfaces

    Prioritization of zero trust initiatives

    4 Finalize Roadmap and Formulate Policies

    The Purpose

    Finalize the zero trust roadmap and begin to formulate zero trust policies for roadmap initiatives.

    Key Benefits Achieved

    A zero trust roadmap of prioritized initiatives.

    Activities

    4.1 Define solution criteria.

    4.2 Identify candidate solutions.

    4.3 Evaluate candidate solutions.

    4.4 Finalize roadmap.

    4.5 Formulate policies for critical DAAS elements.

    4.6 Establish metrics for high-priority initiatives.

    Outputs

    Zero trust roadmap

    Zero trust policies for critical protect surfaces

    Method for defining zero trust policies for candidate solutions

    Metrics for high-priority initiatives

    Further reading

    Build a Zero Trust Roadmap

    Leverage an iterative and repeatable process to apply zero trust to your organization.

    EXECUTIVE BRIEF

    Analyst Perspective

    Internet is the new corporate network.

    For the longest time we have focused on reducing the attack surface to deter malicious actors from attacking organizations, but I dare say that has made these actors scream “challenge accepted.” With sophisticated tools, time, and money in their hands, they have embarrassed even the finest of organizations. A popular hybrid workforce and rapid cloud adoption have introduced more challenges for organizations, as the security and network perimeter have shifted and the internet is now the corporate network. Suffice it to say that a new mindset needs to be adopted to stay on top of the game.

    The success of most attacks is tied to denial of service, data exfiltration, and ransom. A shift from focusing on the attack surface to the protect surface will help organizations implement an inside-out architecture that protects critical infrastructure, prevents the success of any attack, makes it difficult to gain access, and links directly to business goals.

    Zero trust principles aid that shift across several pillars (Identity, Device, Application, Network, and Data) that make up a typical infrastructure; hence, the need for a zero trust roadmap to accomplish that which we desire for our organization.

    Victor Okorie
    Senior Research Analyst, Security and Privacy
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Many IT and security leaders struggle to understand zero trust and how best to deploy it with their existing IT resources.
    • The need to move from a perimeter-based approach to security toward an “Always Verify” approach is clear. The path to getting there is complex and expensive.

    Common Obstacles

    • Zero trust as a principle is a moving target due to competing definitions and standards. A strategy that adapts evolving best practices must be supported by business stakeholders.
    • Full zero trust includes many components. Performing an accurate assessment of readiness and benefits to adopt zero trust can be extremely difficult when you don’t know where to start.

    Info-Tech’s Approach

    • Every organization should have a zero trust strategy and the roadmap to deploy it must always be tested and refined.
    • Our unique approach:
      • Assess resources and determine zero trust readiness.
      • Address barriers and identify enablers.
      • Prioritize initiatives and build out roadmap.
      • Identify most appropriate vendors via vendor selection framework.
      • Deploy zero trust and monitor with zero trust progress metrics.

    Info-Tech Insight

    A successful zero trust strategy should evolve through an iterative and repeatable process by assessing the full spectrum of available technologies to apply zero trust principles to the most relevant protect surfaces.

    Your challenge

    This research is designed to help organizations:

    • Understand what zero trust is and decide how best to deploy it with their existing IT resources. Zero trust is a set of principles that defaults to the highest level of security; a failed implementation can easily disrupt the business. A pragmatic zero trust implementation must be flexible and adaptable yet maintain a consistent level of protection.
    • Move from a perimeter-based approach to security toward an “Always Verify” approach. The path to getting there is complex without a clear understanding of desired outcomes. Focusing efforts on key protection gaps and leveraging capable controls in existing architecture allows for a repeatable process that carries IT, security, and the business along on the journey.

    On this zero trust journey, identify your valuable assets and zero trust controls to protect them.

    Top three reasons for building a zero trust strategy

    44%

    Reduce attacker’s ability to move laterally

    44%

    Enforce least privilege access to critical resources

    41%

    Reduce enterprise attack surface

    Common obstacles

    These barriers make this challenge difficult to address for many organizations:

    • Due to zero trust’s many components, performing an accurate assessment of readiness and benefits to adopt zero trust can be extremely difficult when you don’t know where to start.
      • To feel ready to implement and to understand the benefits of zero trust, IT must first understand what zero trust means to the organization.
    • Zero trust as a set of principles is a moving target, with many developing standards and competing technology definitions. A strategy built around evolving best practices must be supported by related business stakeholders.
      • To ensure support, IT must be able to “sell” zero trust to business stakeholders by illustrating the value zero trust can bring to business objectives.

    43%

    Organizations with a full implementation of zero trust saved 43% on the costs of data breaches.
    (Source: Teramind, 2021)

    96%

    Zero trust is considered key to the success of 96% of organizations in a survey conducted by Microsoft.
    (Source: Microsoft, 2021)

    What is zero trust?

    It depends on who you ask…

    • Vendors use zero trust as a marketing buzzword.
    • Organizations try to comprehend zero trust in their own limited views.
    • Zero trust regulations/standards are still developing.

    “A cybersecurity paradigm focused on resource protection and the premise that trust is never granted implicitly but must be continually evaluated.”

    Source: NIST, SP 800-207: Zero Trust Architecture, 2020

    “An evolving set of cybersecurity paradigms that move defenses from static, network-based perimeters to focus on users, assets, and resources.”

    Source: DOD, Zero Trust Reference Architecture, 2021

    “A security model, a set of system design principles, and a coordinated cybersecurity and system management strategy based on an acknowledgement that threats exist both inside and outside traditional network boundaries.”

    Source: NSA, Embracing a Zero Trust Security Model, 2021

    “Zero trust provides a collection of concepts and ideas designed to minimize uncertainty in enforcing accurate, least privilege per-request access decisions in information systems and services in the face of a network viewed as compromised.”

    Source: CISA, Zero Trust Maturity Model, 2021

    “The foundational tenet of the zero trust model is that no actor, system, network, or service operating outside or within the security perimeter is trusted.”

    Source: OMB, Moving the U.S. Government Toward Zero Trust Cybersecurity Principles, 2022

    What is zero trust?

    From Theoretical to Practical

    Zero trust is an ideal in the literal sense of the word, because it is a standard defined by its perfection. Just as nothing in life is perfect, there is no measure that determines an organization is absolutely zero trust. The best organizations can do is improve their security iteratively and get as close to ideal as possible.

    In the most current application of zero trust in the enterprise, a zero trust strategy applies a set of principles, including least-privilege access and per-request access enforcement, to minimize compromise to critical assets. A zero trust roadmap is a plan that leverages zero trust concepts, considers relationships between technical elements as well as security solutions, and applies consistent access policies to minimize areas of exposure.

    Zero Trust; Identity; Workloads & Applications; Network; Devices; Data

    Info-Tech Insight

    Solutions offering zero trust often align with one of five pillars. A successful zero trust implementation may involve a combination of solutions, each protecting the various data, application, assets, and/or services elements in the protect surface.

    Zero trust business benefits

    Reduce business and organizational risk

    Reduced business risks as continuous verification of identity, devices, network, applications, and data is embedded in the organizations practice.

    36% of data breaches involved internal actors.
    Source: Verizon, 2021

    Reduce CapEx and OpEx

    Reduced CapEx and OpEx due to the scalability, low staffing requirement, and improved time-to-respond to threats.
    Source: SecurityBrief - Australia, 2020.

    Reduce scope and cost of compliance

    Helps achieve compliance with several privacy standards and regulations, improves maturity for cyber insurance premium, and fewer gaps during audits.

    Scope of compliance reduced due to segmentation.

    Reduce risk of data breach

    Reduced risk of data breach in any instance of a malicious attack as there’s no lateral movement, secure segment, and improved visibility.

    10% Increase in data breach costs; costs went from $3.86 million to $4.24 million.
    Source: IBM, 2021

    This is an image of a thought map detailing Info-Tech's Build A Zero Trust Roadmap.  The main headings are: Define; Design; Develop; Monitor

    Info-Tech’s methodology for Building a Zero Trust Roadmap

    1. Define Business Goals and Protect Surfaces

    2. Assess Key Capabilities and Identify Zero Trust Initiatives

    3. Evaluate Candidate Solutions and Finalize Roadmap

    4. Formulate Policies for Roadmap Initiatives

    5. Monitor the Zero Trust Roadmap Deployment

    Phase Steps

    Define business goals

    Identify critical DAAS elements

    Map business goals to critical DAAS elements

    1. Review the Info-Tech framework
    2. Assess current capabilities and define the zero trust target state
    3. Identify tasks to close gaps
    4. Define tasks and initiatives
    5. Align initiatives to business goals and protect surfaces
    1. Define solution criteria
    2. Identify candidate solutions
    3. Evaluate candidate solutions
    4. Perform cost/benefit analysis
    5. Prioritize initiatives
    6. Finalize roadmap
    1. Formulate policies for critical DAAS elements
    2. Formulate policies to secure a path to access critical DAAS elements
    1. Establish metrics for roadmap tasks
    2. Track and report metrics
    3. Build a communication deck

    Phase Outcomes

    Mapping of business goals to protect surfaces

    Gap analysis of security capabilities

    Evaluation of candidate solutions and a roadmap to close gaps

    Method for defining zero trust policies for candidate solutions

    Metrics for measuring the progress and efficiency of the zero trust implementation

    Protect what is relevant

    Apply zero trust to key protect surfaces

    A successful zero trust strategy should evolve through an iterative and repeatable process by assessing the full spectrum of available technologies to apply zero trust principles to the most relevant protect surfaces.

    Align protect surfaces to business objectives

    Developing a zero trust roadmap collaboratively with business stakeholders enables alignment with upcoming business priorities and industry trends.

    Identify zero trust capabilities

    Deriving protect surface elements from business goals reframes how security controls are applied. Assess control effectiveness in this context and identify zero trust capabilities to close any gaps.

    Roadmap first, not solution first

    Don’t let your solution dictate your roadmap. Define your zero trust solution criteria before engaging in vendor selection.

    Create enforceable policies

    The success of a zero trust implementation relies on consistent enforcement. Applying the Kipling methodology to each protect surface is the best way to design zero trust policies.

    Success should benefit the organization

    To measure the efficacy of a zero trust implementation, ensure you know what a successful zero trust implementation means for your organization, and define metrics that demonstrate whether that success is being realized.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key deliverable:

    Zero Trust Communication Deck

    Present your zero trust strategy in a prepopulated document that summarizes the work you have completed as a part of this blueprint.

    Zero Trust Protect Surface Mapping Tool

    Identify critical and vulnerable DAAS elements to protect and align them to business goals.

    Zero Trust Program Gap Analysis Tool

    Perform a gap analysis between current and target states to build a zero trust roadmap.

    Zero Trust Candidate Solutions Selection Tool

    Determine and evaluate candidate solutions based on defined criteria.

    Zero Trust Progress Monitoring Tool

    Develop metrics to track the progress and efficiency of the organization’s zero trust implementation.

    Blueprint benefits

    IT Benefits

    • A mapped transaction flow of critical and vulnerable assets and visibility of where to implement security controls that aligns with the principle of zero trust.
    • Improved security posture across the digital attack surface while focusing on the protect surface.
    • An inside-out architecture that leverages current existing architecture to tighten security controls, is automated, and gives granular visibility.

    Business Benefits

    • Reduced business risks as continuous verification of identity, devices, network, applications, and data is embedded in the organization’s practice.
    • Reduced CapEx and OpEx due to the scalability, low staffing requirement, and improved time-to-respond to threats.
    • Helps achieve compliance with several privacy standards and regulations, improves maturity for cyber insurance premium, and fewer gaps during audits.
    • Reduced risk of data breach in any instance of a malicious attack.

    Measure the value of this blueprint

    Save an average of $1.76 million dollars in the event of a data breach

    • This research set seeks to help organizations develop a mature zero trust implementation which, according to IBM’s “Cost of a Data Breach 2021 Report,” saves organizations an average of $1.76 million in the event of a data breach.
    • Leverage phase 5 of this research to develop metrics to track the implementation progress and efficacy of zero trust tasks.

    43%

    Organizations with a mature implementation of zero trust saved 43%, or $1.76 million, on the costs of data breaches.
    Source: IBM, 2021

    In phase 2 of this blueprint, we will help you establish zero trust implementation tasks for your organization.

    In phase 3, we will help you develop a game plan and a roadmap for implementing those tasks.

    This image contains a screenshot info-tech's methodology for building a zero-trust roadmap, discussed earlier in this blueprint

    Executive Brief Case Study

    National Aeronautics and Space Administration (NASA)

    INDUSTRY: Government

    SOURCE: Zero Trust Architecture Technical Exchange Meeting

    NASA recognized the potential benefits of both adopting a zero trust architecture (including aligning with OMB FISMA and DHS CDM DEFEND) and improving NASA systems, especially those related to user experience with dynamic access, application security with sole access from proxy, and risk-based asset management with trust score. The trust score is continually evaluated from a combination of static factors, such as credential and biometrics, and dynamic factors, such as location and behavior analytics, to determine the level of access. The enhanced access mechanism is projected on use-case flows of users and external partners to analyze the required initiatives.

    The lessons learned in adapting zero trust were:

    • Focus on access to data, assets, applications, and services; and don’t select solutions or vendors too early.
    • Provide support for mobile and external partners.
    • Complete zero trust infrastructure and services design with holistic risk-based management, including network access control with software-defined networking and an identity management program.
    • Develop a zero trust strategy that aligns with mission objectives.

    Results

    NASA implemented zero trust architecture by leveraging the agency existing components on a roadmap with phases related to maturity. The initial development includes privileged access management, security user behavior analytics, and a proof-of-concept lab for evaluating the technologies.
    Case Study Source: NASA, “Planning for a Zero Trust Architecture Target State,” 2019

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
    Call #1:
    Scope requirements, objectives, and your specific challenges.

    Call #3:
    Define current security capabilities and zero trust target state.

    Call #5:

    Identify and evaluate solution criteria.

    Call #7:
    Create a process for formulating zero trust policies.

    Call #8:
    Establish metrics for assessing the implementation and effectiveness of zero trust.

    Call #2:
    Identify business goals and protect surfaces.

    Call #4:
    Identify gap-closing tasks and assign to zero trust initiatives.

    Call #6:
    Prioritize zero trust initiatives.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.
    A typical GI is between 8 to 12 calls over the course of 2 to 4 months.

    Workshop Overview

    Contact your account representative for more information.workshops@infotech.com 1-888-670-8889

    Day 1 Day 2 Day 3 Day 4 Day 5

    Define Business Goals and Protect Surfaces

    Begin Gap Analysis

    Complete Gap Analysis

    Finalize Roadmap and Formulate Policies

    Next Steps and
    Wrap-Up (offsite)

    Activities

    1.1 Understand business and IT strategy and plans.

    1.2 Define business goals.

    1.3 Identify five critical protect surfaces and their associated DAAS elements.

    1.4 Map business goals and protect surfaces.

    2.1 Assess current security capabilities and define the zero Trust target state for a set of controls.

    2.2 Identify tasks to close maturity gaps.

    2.3 Assign tasks to zero trust initiatives.

    3.1 Align initiatives to business goals and key protect surfaces.

    3.2 Conduct cost/benefit analysis on zero trust initiatives.

    3.3 Prioritize initiatives.

    4.1 Define solution criteria.

    4.2 Identify candidate solutions.

    4.3 Evaluate candidate solutions.

    4.4 Finalize roadmap.

    4.5 Formulate policies for critical DAAS elements.

    4.6 Establish metrics for high-priority initiatives.

    5.1 Complete in-progress deliverables from previous four days.

    5.2 Set up review time for workshop deliverables and to discuss next steps.

    Deliverables
    1. 1.Mapping of business goals to key protect surfaces and their associated DAAS elements
    1. Security capabilities current state assessment
    2. Zero trust target state
    3. Tasks to address maturity gaps
    1. Zero trust initiative list mapped to business goals and key protect surfaces
    2. Prioritization of zero trust initiatives
    1. Zero trust roadmap
    2. Zero trust policies for critical protect surfaces
    3. Method for defining zero trust policies for candidate solutions
    4. Metrics for high-priority initiatives
    1. Zero trust roadmap documentation
    2. Mapping of Info-Tech resources against individual initiatives

    Phase 1

    Define Business Objectives and Protect Surfaces

    Build a Zero Trust Roadmap

    This phase will walk you through the following activities:

    • Identify and define the business goals.
    • Identify the critical DAAS elements and protect surface.
    • Align the business goals to the protect surface and critical DAAS elements.

    This phase involves the following participants:

    • Security Team
    • Business Executives
    • Subject Matter Experts From IT, Finance, HR, Legal, Facilities, Compliance, Audit, Risk Management

    Analyze your business goals

    Identifying business goals is the first step in aligning your zero trust roadmap with your business’ vision.

    • Security leaders need to understand the direction the business is headed in.
    • Wise security investments depend on aligning your security initiatives to business objectives.
    • Zero trust, and information security at large, should contribute to your organization’s business objectives by supporting operational performance, ensuring brand protection and shareholder value.
      • For example, if the organization is working on a new business initiative that requires the handling of credit card payments, the security organization needs to know as soon as possible to ensure the zero trust architecture will be extended to protect the PCI data and enable the organization to be PCI compliant.

      Info-Tech Insight

      Security and the business need to be in alignment when implementing zero trust. Defining the business goal helps rationalize the need for a zero trust implementation.

    1.1 Define your organization’s business goals

    Estimated time 1-3 hours

    1. As a group, brainstorm the business goals of the organization.
    2. Review relevant business and IT strategies.
    3. Review the business goal definitions in tab “2. Business Objectives” of the Zero Trust Protect Surface Mapping Tool, including the key goal indicator metrics.
    4. Record the most important business goals in the Business Goal column on tab “3. Protect Surfaces” of the Zero Trust Protect Surface Mapping Tool. Try to limit the number of business goals to no more than five primary goals. This limitation will be critical to help map the protect surface and the zero trust roadmap later.

    Input

    • Business and IT strategies

    Output

    • Prioritized list of business objectives

    Materials

    • Whiteboard/Flip Charts
    • Zero Trust Protect Surface Mapping Tool

    Participants

    • Security Team
    • IT Leadership
    • Business Stakeholders
    • Risk Management
    • Compliance
    • Legal

    Download the Zero Trust Protect Surface Mapping Tool

    Info-Tech Insight

    Developing a zero trust roadmap collaboratively with business stakeholders enables alignment with upcoming business priorities and industry trends.

    What does zero trust mean for you?

    For a successful implementation, focus on your zero trust outcome.

    This image describes the Who, What, When, Where, Why, and How for Zero Trust.

    Regardless of whether the user is accessing resources internally or externally, zero trust is posed to authenticate, authorize, and continuously verify the security policies and posture before access is granted or denied. Many network architecture can be local, cloud based, or hybrid and with users working from any location, there is no network perimeter as we knew it and the internet is now the corporate network.

    Zero trust framework seeks to extend the perimeter-less security to the present digital transformation.

    Understand protect surface

    Data, Application, Asset, and Services

    A protect surface can be described as what’s critical, most vulnerable, or most valuable to your organization. This protect surface could include at least one of the following – data, assets, applications, and services (DAAS) – that requires protection. This is also the area that zero trust policy is aimed to protect. Understanding what your protect surface is can help channel the required energy into protecting that which is crucial to the business, and this aligns with the shift from focusing on the attack surface to narrowing it down to a smaller and achievable area of protection.

    Anything and everything that connects to the internet is a potential attack surface and pursuing every loophole will leave us one step behind due to lack of resources. Since a protect surface contains one or more DAAS element, the micro-perimeter is created around it and the appropriate protection is applied around it. As a team, we can ask ourselves this question when thinking of our protect surface: to what degree does my organization want me to secure things? The knowledge of the answer to this question can be tied to the risk tolerance level of the organization and it is only fair for us to engage the business in identifying what the protect surface should be.

    Components of a protect surface

    • Data
    • Application
    • Asset
    • Services

    Info-Tech Insight

    The protect surface is a shift from focusing on the attack surface. DAAS elements show where the initiatives and controls associated with the zero trust pillars (Identity, Devices, Network, Application, and Data) need to be applied.

    Sample Scenario

    INDUSTRY: Healthcare

    SOURCE: Info-Tech Research Group

    Illustration

    A healthcare provider would consider personal health information a critical resource worthy of being protected against data exfiltration due to a host of reasons including but not limited to privacy regulations, loss of revenue, legal, and reputational loss; hence, this would be considered a protect surface.

    • What is the data that can’t be risked exfiltrated?
    • What application(s) is used to access this data?
    • What assets are used to generate and store the data?
    • What are the services we rely on to be able to access the data?

    DAAS Element

    • The data here is the patient information.
    • The application used to access the personal health information would be EPIC, OR list, and any other application used in that organization.
    • The assets used to store the data and generate the PHI would include physical workstations, medical scanners, etc.
    • The services that can be exploited to disrupt the operation or used to access the data would include active directory, single sign-on, etc.

    DAAS and Zero Trust Pillar

    This granular identification provides an opportunity to not only see what the protect surface and DAAS elements are but also understand where to apply security controls that align with the principle of zero trust as well as how the transaction flows. The application pillar initiatives will provide protection to the EPIC application and the device pillar initiatives will provide protection to the workstations and physical scanners. The identity pillar initiatives will apply protection to the active directory, and single sign-on services. The zero trust pillar initiatives align with the protection of the DAAS elements.

    Shift from attack surface to protect surface

    This image contains a screenshot of the thought map: Shift from attack surface to protect surface.  Go from complex to a micro perimeter approach.

    Info-Tech Insight

    The protect surface is a shift from focusing on the attack surface as it creates a micro-perimeter for the application of zero trust policies on the system. This drastically reduces the success of an attack whether internally or externally, reduces the attack surface, and is also repeatable.

    1.2 Identify critical DAAS elements

    Estimated time 1-3 hours

    1. As a group, brainstorm and identify critical, valuable, sensitive assets or resources requiring high availability in the organization. Each DAAS element is part of a protect surface, or sometimes, the DAAS element itself is a protect surface.
    • Data – The sensitive data that poses the greatest risk if exfiltrated or misused. What data needs to be protected?
    • Applications – The applications that use sensitive data or control critical assets. Which applications are critical for your business functions?
    • Assets – Physical or virtual assets, including an organization’s information technology (IT), operational technology (OT), or Internet of Things devices.
    • Services – The services an organization most depends on. Services that can be exploited to disrupt normal IT or business operations.
  • Record the critical DAAS elements and protect surface in their respective columns of the Zero Trust Protect Surface Mapping Tool. Try to limit the number of business goals to no more than five primary protect surfaces to match with the business goals.
  • Download the Zero Trust Protect Surface Mapping Tool

    Input

    • Critical resources to protect
    • Understanding of how they interoperate or connect

    Output

    • Protect surfaces

    Materials

    • Whiteboard/Flip Charts
    • Zero Trust Protect Surface Mapping Tool

    Participants

    • Security Team
    • IT Leadership
    • Business Stakeholders

    1.3 Map business goals to critical DAAS elements

    Estimated time 1-2 hours

    1. The protect surface will be generated from the critical DAAS elements as a standalone protect surface or a group of interconnected DAAS elements merged into one.
    • Each protect surface can be tied back to a business objective.
  • Select from the drop-down list of business objectives the option that fits the identified protect surface as it relates to the organization.
    • Type in your business objectives if the drop-down list does not apply.

    Download the Zero Trust Protect Surface Mapping Tool

    This image contains a screenshot from the Zero Trust Protect Surface Mapping Tool, with the following columns highlighted: Business Goal Name; Protect Surface Name

    Phase 2

    Assess Key Capabilities and Identify Zero Trust Initiatives

    Build a Zero Trust Roadmap

    This phase will walk you through the following activities:

    • Assess the organization’s current capabilities.
    • Define the zero trust target state.
    • Identify tasks to close gaps
    • Define zero trust initiatives and align zero trust initiatives to business goals and protect surfaces.

    This phase involves the following participants:

    • Security Team
    • Subject Matter Experts From IT, Finance, HR, Legal, Facilities, Compliance, Audit, Risk Management
    • Project Management Office

    The Info-Tech Zero Trust Framework

    Info-Tech’s Zero Trust Framework aligns with zero trust references, including:

    • ACT Zero Trust Cybersecurity Current Trends. 2019
    • NIST SP 800-207: Zero Trust Architecture. 2020
    • DOD Zero Trust Reference Architecture. 2021
    • NSA Embracing a Zero Trust Security Model. 2021
    • CISA Zero Trust Maturity Model. 2021
    • Executive Order (EO) 14028: Improving the Nation’s Cybersecurity, The White House. 2021
    • OMB Moving the U.S. Government Toward Zero Trust Cybersecurity Principles. 2022
    • NSTAC Zero Trust and Trusted Identity Management. 2022
    • NIST SP 800-53 r5: Security and Privacy Controls for Information Systems and Organizations

    Identity

    • Authentication
    • Authorization
    • Privileged Access Management

    Applications

    • Software Defined Compute
    • DevSecOps
    • Software Supply Chain

    Devices

    • Authentication
    • Authorization
    • Compliance

    Networks

    • Software Defined Networking
    • Macro Segmentations
    • Micro Segmentation

    Data

    • Software Defined Storage
    • Data Loss Prevention
    • Data Rights Management

    Info-Tech Insight

    A best-of-breed approach ensures holistic coverage of your zero trust program while refraining from locking you into a specific reference.

    2.1 Review the Info-Tech framework

    Estimated time 30-60 minutes

    1. As a group, have the team review the framework within the Zero Trust Program Gap Analysis Tool.
    2. Customize the tool as required using the instructions in tab “2. Setup”:
    • Define costing criteria
    • Define benefits criteria
    • Configure full-time equivalent hours and start year
    • Input business goals as mapped to protect surfaces (see next slide)

    Download the Zero Trust Program Gap Analysis Tool

    Input

    • Protect surfaces mapped to business objectives

    Output

    • Customized framework

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT

    2.1.1 Input business goals as mapped to protect surfaces

    Refer to the Protect Surface Mapping Tool, copy the following elements from the Protect Surface tab.

    1. Enter Business Goals.
    2. Enter Protect Surfaces.
    3. Enter Data.
    4. Enter Application.
    5. Enter Assets.
    6. Enter Services.

    This image contains a screenshot from Info-Tech's Zero Trust Program Gap Analysis Tool.  The Column headings are labeled as follows: 1: Business Goal Name; 2: Protect Surface; 3: DATA; 4: APPLICATION; 5: ASSETS; 6: SERVICES

    Info-Tech Insight

    Deriving protect surface elements from business goals reframes how security controls are applied. Assess control effectiveness in this context and identify zero trust capabilities to close any gaps.

    2.2 Assess current capabilities and define zero trust target state

    Estimated time 6-12 hours

    1. Using the Zero Trust Program Gap Analysis Tool, review each of the controls in the Gap Analysis tab.
    2. Follow the instructions on the next slides to complete your current-state and target-state assessment.
    3. For most organizations, multiple internal subject matter experts will need to be consulted to complete the assessment.

    Download the Zero Trust Program Gap Analysis Tool

    Input

    • Protect surfaces mapped to business objectives
    • Information on current state of controls, including sources such as audit findings, vulnerability and penetration test results, and risk registers

    Output

    • Current-state and target-state assessment for gap analysis

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, Facilities, Audit, Risk Management

    Understanding security target states

    Maturity models are very effective for determining target states. This table provides general descriptions for each maturity level. As a group, consider which description most accurately reflects the ideal target state in your organization.

    AD HOC 01

    Initial/ad hoc security programs are reactive. Lacking strategic vision, these programs are less effective and less responsive to the needs of the business.

    DEVELOPING 02

    Developing security programs can be effective at what they do but are not holistic. Governance is largely absent. These programs tend to rely on the talents of individuals rather than a cohesive plan.

    DEFINED 03

    A defined security program is holistic, documented, and proactive. At least some governance is in place; however, metrics are often rudimentary and operational in nature. These programs still often rely on best practices rather than strong risk management.

    MANAGED 04

    Managed security programs have robust governance and metrics processes. Management and board-level metrics for the overall program are produced. These are reviewed by business leaders and drive security decisions. More mature risk management practices take the place of best practices.

    OPTIMIZED 05

    An optimized security program is based on strong risk management practices, including the production of key risk indicators (KRIs). Individual security services are optimized using key performance indicators (KPIs) that continually measure service effectiveness and efficiency.

    2.2.1 Conduct current-state assessment

    1. Carefully review each of the controls in the Gap Analysis tab that are needed for the protect surfaces. For each control, indicate the current maturity level of the organization. The tool uses the maturity levels of the CMMI model to score maturity.
    • Only use “N/A” if you are confident that the control is not required in your protect surfaces. For example, if the protect surfaces do not require or use software-defined computing, select “N/A” for any controls related to software-defined computing.
  • Provide comments to describe your current state. This step is optional but recommended as it may be important to record this information for future reference.
  • Select the target maturity for the control.
  • This image contains a screenshot from Info-Tech's Zero Trust Program Gap Analysis Tool, with the following column headings highlighted and numbered: 1: Current Maturity; 2: Current State Comments (optional); Target Maturity

    Make sure that the gap between target state and current state is achievable for the current zero trust roadmap. For instance, if you set your current maturity to 1 – Ad Hoc, then having a target maturity of 4 – Managed or 5 – Optimized is not recommended due to the big jump.

    2.2.2 Review the Gap Analysis Dashboard

    1. Use the Dashboard to map your progress on assessing current- and future-state maturities. As you fill out the Zero Trust Program Gap Analysis Tool, check with the Dashboard to see the difference between your current and target state.
    2. Use the color-coded legend to see the size of the gap between your current and target state.
    3. Zero trust processes that appear white have not yet been assessed or are rated as “N/A.”
    this image contains a screenshot of Info-tech's Zero-Trust framework discussed earlier in this blueprint, with the addition of a legend demonstrating how to use the gap analysis tool to identify the size of the gap between current and target states

    2.3 Identify tasks to close gaps

    Estimated time 5 hours

    1. Using the Zero Trust Program Gap Analysis Tool, review each of the controls in the Gap Analysis tab.
    2. Follow the instructions on the next slides to identify gap closure tasks for each control that requires improvement.
    3. For most organizations, multiple internal subject matter experts will need to be consulted to complete the assessment.

    Download the Zero Trust Program Gap Analysis Tool

    Input

    • Zero trust controls gap information

    Output

    • Gap closure task list

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, Facilities, Audit, Risk Management

    2.3 Identify tasks to close gaps (cont.)

    1. For each of the controls where there is a gap between the current and target state, a gap closure task should be identified:
    • Review the example tasks and copy one or more of them if appropriate. Otherwise, enter your own gap closure task.
  • Considerations for identifying gap closure tasks:
    • In small groups, have participants ask, “what would we have to do to achieve the target state?” Document these in the Gap Closure Tasks column.
    • The example gap closure tasks may be appropriate for your organization, but do not simply copy them without considering whether they are right for you.
    • Not all gaps require their own task. You can enter one task that may address multiple gaps.
    • Be aware that tasks that are along the lines of “investigate and make recommendations” may not fully close maturity gaps.
    this image contains a screenshot from Info-Tech's Zero Trust Program Gap Analysis Tool, with the following column heading highlighted and numbered: 1: Gap Closure Tasks

    Make sure that the Gap Closure Tasks are SMART (Specific, Measurable, Achievable, Realistic, Timebound).

    2.4 Define tasks and initiatives

    Estimated time 2-4 hours

    1. As a group, review the gap tasks identified in the Gap Analysis tab.
    2. Using the instructions on the following slides, finalize your tab “5. Task List.”
    3. Using the instructions on the following slides, review and consolidate your tab “6. Initiative List.”

    Download the Zero Trust Program Gap Analysis Tool

    Input

    • Gap analysis

    Output

    • Refined list of tasks
    • List of zero trust initiatives

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, Facilities, Audit, Risk Management
    • Project Management Office

    2.4.1 Finalize your task list

    1. Define the gap closure task list in tab “5. Task List”:
      1. Obtain a list of all your tasks from Gap Closure Tasks column in tab “3. Gap Analysis.”
      2. Paste the list into the table in tab “5. Task List,” Task column.
    • Use Paste Values to retain the table formatting.
  • Consolidate tasks into initiatives when:
      • They have costs associated with them.
      • They require initial effort to implement and ongoing effort to maintain.
      • They must be accomplished dependently of other tasks.
    1. For each new initiative, create the initiative name on Initiative Name column in the tab “6. Initiative List.”
  • For tasks which are not incorporated into initiatives, enter a task owner and due date for each task.
  • this image contains a screenshot from Info-Tech's Zero Trust Gap analysis Tool with the following column headings highlighted and numbered: 1: Task; 2: Initiative Name; 3: (Task Owner; Due Date)

    Example: Initiative consolidation

    In the example below, we see three gap closure tasks within the Authentication process for the Identity pillar being consolidated into a single initiative “IAM modernization.”

    We can also see three gap closure tasks within the Micro Segmentation process for the Network pillar being grouped into another initiative “Network segmentation.”

    This image contains an example of Initiative Consolidation

    Info-Tech Insight

    As you go through this exercise, you may find that some tasks that you previously defined could be consolidated into an initiative.

    2.4.2 Finalize your initiative list

    1. As you go through this exercise, you may find that some tasks that you previously defined could be consolidated into an initiative.
    2. Review your final list of initiatives in tab “6. Initiative List” and make any required updates.
      1. Optionally, add a description or paste in a list of the individual gap closure actions that are associated with the initiative. This will make it easier to perform the cost and benefit analysis.
    3. Obtain a list of all gap closure tasks associated with an initiative by filtering the Initiative Name column in the Task List tab.
    4. Indicate the most appropriate pillar alignment for each initiative using the drop-down list.
      1. Refer to tab “5. Task List” for the pillar associated with an initiative under the Initiative Name column.

    This image contains a screenshot from Info-Tech's Zero Trust Program Gap Analysis Tool, the following column headings are numbered and highlighted: 1: Initiative Name; 2: Description; 3: Pillar

    If the list of tasks is too long for the Description column, then you can also shorten the name of the tasks or group several tasks to a more general task.

    2.5 Align initiatives to business goals and protect surfaces

    Estimated time 30-60 minutes

    1. Using the instructions on the following slides, align initiatives to business goals in tab “6. Initiative List.”
    2. Using the instructions on the following slides, align initiatives to protect surfaces in tab “6. Initiative List.”

    Download the Zero Trust Program Gap Analysis Tool

    Input

    • List of zero trust initiatives
    • Protect surfaces mapped to business objectives

    Output

    • List of zero trust initiatives aligned to business goals and protect surfaces

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, Facilities, Audit, Risk Management
    • Project Management Office

    2.5.1 Align initiatives to business goals

    1. Indicate the most appropriate business goal(s) alignment for each initiative using the drop-down list in “Selection for Business Goal(s)” column.
      1. Use the legend to determine the most appropriate business goal(s).
    2. After that copy the selected business goal(s) to Business Goal(s) Alignment column.
    3. Then reset the selection using the blank cell in Selection for Business Goal(s) column.
    This image contains a screenshot from the Zero Trust Program Gap Analysis Tool, with the following column headings numbered: 1: Selection for Business Goal(s); Business Goals Alignment; 3: Selection for Business Goals

    2.5.2 Align initiatives to protect surfaces

    1. Indicate the most appropriate protect surface(s) for each initiative using the drop-down list in Selection for Protect Surface(s) column.
      1. Use the legend to determine the most appropriate protect surface(s).
    2. After that copy the selected protect surface(s) to Protect Surface(s) Coverage column.
    3. Reset the selection using the blank cell in Selection for Protect Surface(s) column.
    This image contains a screenshot from the Zero Trust Program Gap Analysis Tool, with the following column headings numbered: 1: Description; 2: Protect Surfaces Covered; 3: Selection for Protect Surfaces

    Phase 3

    Evaluate Candidate Solutions and Finalize Roadmap

    Build a Zero Trust Roadmap

    This phase will walk you through the following activities:

    • Define solution criteria.
    • Identify candidate solutions.
    • Evaluate candidate solutions.
    • Perform cost/benefit analysis.
    • Prioritize initiatives and build roadmap.

    This phase involves the following participants:

    • Security Team
    • Subject Matter Experts From IT, Finance, HR, Legal, Facilities, Compliance, Audit, Risk Management
    • Project Management Office

    3.1 Define solution criteria

    Estimated time 30-60 minutes

    1. As a group, review the scoring system within the Zero Trust Candidate Solutions Selection Tool.
    2. Customize the tool as required using the instructions on the following slides.

    Info-Tech Insight

    Don’t let your solution dictate your roadmap. Define your zero trust solution criteria before engaging in vendor selection.

    Download the Zero Trust Candidate Solutions Selection Tool

    Input

    • Zero trust initiative list

    Output

    • Zero trust candidate solutions

    Materials

    • Zero Trust Program Gap Analysis Tool
    • Zero Trust Candidate Solutions Selection Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT

    3.1.1 Define compliance and solution evaluation criteria

    On the Setup tab, provide a weight for each evaluation criterion to evaluate the candidate solutions. You can use “0%” weight if that criterion is not required in your solution selection.

    1. Verify that the Description for each criterion is accurate.
    2. Provide weights for the compliance score and the solution score, which are the overall evaluation:
    • Compliance score consists of tenets score, pillar score, threat protection score, and trust algorithm score.
    • Solution score consists of features score, usability score, affordability score, and architecture score.
    This image contains a screenshot from the Zero Trust Candidate Solutions Selection Tool, which demonstrates how to define compliance and solution evaluation criteria.

    3.1.2 Define remaining evaluation criteria

    On the Setup tab, provide a weight for each evaluation criterion to evaluate the candidate solutions. You can use “0%” weight if that criterion is not required in your solution selection.

    1. Verify that the Description for each criterion is accurate.
    2. Provide weights for the remaining evaluation criteria:
    • Tenets: Considers how well each initiative aligns with zero trust principles.
    • Pillars: Considers how well each initiative aligns with zero trust pillars.
    • Threats: Considers what zero trust threats are relevant with the candidate solution.
    • Trust Algorithm: Considers trust evaluation factors, trust evaluation process score, and input coverage.
    • Cost Estimation: Considers initial costs, which are one-time, upfront capital investments (e.g. hardware and software costs), and ongoing cost, which is any annually recurring operating expenses that are new budgetary costs (e.g. licensing, maintenance, subscription fees).
    • Deployment Architecture: Considers the solutions deployment architecture capabilities.

    This image contains a screenshot from the Zero Trust Candidate Solutions Selection Tool, and demonstrates where to define additional evaluation data

    Review available candidate solutions

    this image contains a list of available candidate Solutions.  This list includes: Zero Trust Identity; Zero-Trust Application & Workloads; Zero-Trust Networks; Zero-Trust Devices; and Zero-Trust Data

    The Rapid Application Selection Framework is a comprehensive yet fast-moving approach to help you select the right software for your organization

    Five key phases sequentially add rigor to your selection efforts while giving you a clear, swift-flowing methodology to follow.

    Awareness Education & Discovery Evaluation Selection Negotiation & Configuration
    1.1 Proactively Lead Technology Optimization & Prioritization 2.1 Understand Marketplace Capabilities & Trends 3.1 Gather & Prioritize Requirements & Establish Key Success Metrics 4.1 Create a Weighted Vendor Selection Decision Model 5.1 Initiate Price Negotiation With Top
    1.2 Scope & Define the Selection Process for Each Selection Request Action 2.2 Discover Alternative Solutions & Conduct Market Education 3.2 Conduct a Data-Driven Comparison of Vendor Features & Capabilities 4.2 Conduct Investigative Interviews Focused on Mission Critical Priorities With Top 2-4 Vendors 5.2 Negotiate Contract Terms & Product Configuration Two Vendors Selected
    1.3 Conduct an Accelerated Business Needs Assessment 2.3 Evaluate Enterprise Architecture & Application Portfolio 3.3 Narrow the Field to Four Top Contenders 4.3 Validate Key Issues With Deep Technical Assessments, Trial Configuration & Reference Checks 5.3 Finalize Budget Approval & Project Implementation Timeline
    1.4 Align Stakeholder Calendars to Reduce Elapsed Time & Asynchronous Evaluation 2.4 Validate the Business Case 5.4 Invest in Training & Onboarding Assistance

    Download the Rapid Application Selection Framework research

    Evaluate software category leaders through vendor rankings and awards

    SoftwareReviews

    The Data Quadrant is a thorough evaluation and ranking of all software in an individual category to compare platforms across multiple dimensions.

    The Data Quadrant Report

    Vendors are ranked by their Composite Score, based on individual feature evaluations, user satisfaction rankings, vendor capability comparisons, and likeliness to recommend the platform.

    Vendors ranked by their Composite Score

    The Emotional Footprint is a powerful indicator of overall user sentiment toward the relationship with the vendor, capturing data across five dimensions.

    Emotional Footprint

    Vendors are ranked by their Customer Experience (CX) Score, which combines the overall Emotional Footprint rating with a measure of the value delivered by the solution.

    Vendors ranked by their Customer Experience (CX) Score

    Sample whiteboard activity

    • Place sticky notes on the zero trust tenet that matches with the identified candidate solution to produce “solution requirements” that can be used to develop an RFP.
    • A sample sticky note is provided below for privileged access management.

    This image contains a screenshot of a sample whiteboard activity which can be done using sticky notes.

    • The PAM solution should support MFA
    • Live session monitoring, audit, and reporting
    • Should have password vaulting to prevent privileged users from knowing the passwords to critical systems and resources

    3.2 Identify candidate solutions

    Estimated time 2 hours

    1. As a group, have the team review the candidate solutions within the Zero Trust Program Gap Analysis Tool.
    2. On tab 3 in the Zero Trust Candidate Solutions Selection Tool:
    • Review the candidate solutions within the Zero Trust Program Gap Analysis Tool. For example, the candidate solutions with multifactor authentication (MFA) options are authenticators with SMS, mobile application, smartcard, or token.

    Input

    • Candidate solutions for zero trust tasks and initiatives

    Output

    • Suitability evaluation of candidate solutions

    Materials

    • Zero Trust Program Gap Analysis Tool
    • Zero Trust Candidate Solutions Selection Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT

    Info-Tech Insight

    Add a description associated with the candidate solution, e.g. reference link to vendors or manufacturers. This will make it easier to perform the evaluation.

    Download the Zero Trust Candidate Solutions Selection Tool

    3.2.1 Review candidate solutions

    1. Review the candidate solutions within the Zero Trust Program Gap Analysis Tool. For example, the candidate solutions with multifactor authentication (MFA) options are authenticators with SMS, mobile application, smartcard, or token.
    2. Enter candidate solutions to the Compliance Data Entry tab on the Solution column within the Zero Trust Candidate Solutions Selection Tool.
    3. Optionally, add a description associated with the candidate solution, e.g. reference link to vendors or manufacturers. This will make it easier to perform the evaluation.
    this image contains a screenshot of a sample candidate solution, which can be done using Info-Tech's Zero Trust Program Gap Analysis Tool

    3.3 Evaluate candidate solutions

    Estimated time 3 hours

    On the Scoring tab, evaluate solution features, usability, affordability, and architecture using the instructions on the following slides. This activity will produce a solution score that can be used to identify the suitability of a solution.

    Input

    • Candidate solutions

    Output

    • Candidate solutions scored

    Materials

    • Zero Trust Program Gap Analysis Tool
    • Zero Trust Candidate Solutions Selection Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT

    Download the Zero Trust Candidate Solutions Selection Tool

    3.3.3 Evaluate solution scores

    After all candidate solutions are evaluated, the Solution Score column can be sorted to rank the candidate solutions. After sorting, the top solutions can be used on prioritization of initiatives on Zero Trust Program Gap Analysis Tool.

    1. On Features
      1. Enter Coverage.
      2. Enter Quality.
    2. Enter Usability.
    3. On Affordability
      1. Enter Initial Cost.
      2. Enter Ongoing Cost (annual).
    4. Enter Architecture.
    this image contains a screenshot of how you can sort the solution score column in Info-Tech's Zero Trust Program Gap Analysis Tool

    3.4 Perform cost/benefit analysis

    Estimated time 1-2 hours

    1. Assign costing and benefits information for each initiative, following the instructions on the next slide.
    2. Define dependencies or business impacts if they will help with prioritization.

    Input

    • Ranked candidate solutions
    • Gap analysis
    • Initiative list

    Output

    • Completed cost/benefit analysis for initiative list

    Materials

    • Zero Trust Program Gap Analysis Tool
    • Zero Trust Candidate Solutions Selection Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, Facilities, Audit, Risk Management
    • Project Management Office

    Download the Zero Trust Program Gap Analysis Tool

    3.4.1 Complete the cost/benefit analysis

    Use Zero Trust Program Gap Analysis Tool.

    1. On the Prioritization tab, use the drop-down lists to enter the estimated costs and efforts for each initiative, using the criteria defined earlier.
    • Use the result from candidate selection to define the estimated costs.
    • If you have actual costs available, you can optionally enter them under the Detailed Cost Estimates columns.
  • Enter the estimated benefits, also using the criteria defined earlier.
  • This image contains a screenshot of a cost/benefit analysis table which can be found in the Zero Trust Program Gap Analysis Tool

    The Cost / Effort Rating is calculated based on the weight defined on step 2.1.1. The Benefit Rating is calculated based on the weight defined on step 2.1.2.

    3.4.2 Optionally enter detailed cost estimates

    Use Zero Trust Program Gap Analysis Tool.

    1. For each initiative, the tool will automatically populate the Detailed Cost Estimates and Detailed Staffing Estimates columns using the averages that you provided in step 2.1.1. However, if you have more detailed data about the costs and effort requirements for an initiative, you can override the calculated data by manually entering it into these columns. For example:
    • You are planning to subscribe to a security awareness vendor, and you have a quote from them specifying that the initial cost will be $75,000.
    • You have defined your “Medium” cost range as being “$10-100K,” so you select medium as your initial cost for this initiative in step 3.4.1. As you defined the average for medium costs as being $50,000, this is what the tool will put into the detailed cost estimate.
    • You can override this average by entering $75,000 as the initial cost in the detailed cost estimate column.

    This image contains a screenshot of a sample cost/benefit table found in the Zero Trust Program Gap Analysis Tool.

    The Benefits-Cost column will give results after comparing the cost and the benefit. Negative value means that the cost outweighs the benefit. Positive value means that the benefit outweighs the cost. Zero value means that the cost equals the benefit.

    3.5 Prioritize initiatives

    Estimated time 2-3 hours

    1. As a group, review the results of the cost/benefit analysis. Optionally, complete the Other Considerations columns in the Prioritization tab:
    • Dependencies can refer to other initiatives on the list or any other dependency that relates to activities or projects within the organization.
    • Business impacts can be helpful to document as they may require additional planning and communication that could impact initiative timelines.
  • Follow step 3.5.1 to create a visual effort map for your organization.
  • Follow step 3.5.2 and 3.5.3 to refine the effort map’s visual output.
  • Input

    • Gap analysis
    • Initiative list
    • Cost/benefit analysis

    Output

    • Prioritized list of initiatives

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • IT Leadership
    • Project Management Office

    Download the Zero Trust Program Gap Analysis Tool

    3.5.1 Create a visual effort map for your organization

    1 hour

    An effort map is a tool used for the visualization of a cost and benefit analysis. It is a quadrant output that visually shows how your gap initiatives were prioritized based on tab 7 in the Zero Trust Program Gap Analysis Tool.

    1. Establish the axes and colors for your effort map:
      1. X-axis represents the Benefit value from column J
      2. Y-axis represents the Cost/Effort value from column H
      3. Sticky note color is determined using the Alignment to Business value from column I
    2. Create sticky notes for each initiative and place them on the effort map or whiteboard based on the axes you have created with the help of your team.
    3. As you place initiatives on the visual effort map, discuss and modify rankings based on team member input.

    this image contains a sample visual effort map which can be found in the Zero Trust Program Gap Analysis Tool.

    Input

    • Outputs from activities 3.4.1 and 3.4.2

    Output

    • High-level prioritization for each of the gap-closing initiatives
    • Visual representation of quantitative values

    Materials

    • Zero Trust Program Gap Analysis Tool (tab 7)
    • Sticky notes
    • Markers
    • Whiteboard

    Participants

    • Security Team
    • IT Leadership
    • Project Management Office

    3.5.2 Refine the effort map’s visual output

    1 hour

    Once the effort map is complete, work to further simplify the visual output by categorizing initiatives based on the quadrant in which they have been placed.

    1. Before moving forward with the initiative wave prioritization (activity 3.7), identify any initiatives listed across all quadrants that are required as a part of compliance and mark with a sticky dot.
    2. Document these initiatives as Execution Wave 1.

    this image contains a screenshot of a refined visual effort map, which can be done by following the instructions in this section.

    Input

    • Outputs from activity 3.5.1

    Output

    • Prioritization for each of the gap-closing initiatives
    • First execution wave of gap-closing initiatives

    Materials

    • Zero Trust Program Gap Analysis Tool (tab 7)
    • Sticky notes
    • Sticky dots
    • Markers
    • Whiteboard

    Participants

    • Security Team
    • IT Leadership
    • Project Management Office

    3.5.3 Refine the effort map’s visual output

    30 minutes

    1. Use a separate area of the whiteboard to draw out four to five Execution Wave columns.
    2. Group initiatives into each Execution Wave column based on their placement within the quadrant from activities 3.5.1 and 3.5.2.
      1. Ensure that all identified mandatory activities as per governing privacy law fall within the first wave.
      2. Leverage the following 0-4 Execution Wave scale:
        1. Underway –Initiatives that are already underway
        2. Must Do – Initiatives that must happen right away
        3. Should Do – Initiatives that should happen but need more time/support
        4. Could Do – Initiatives that are not a priority
        5. Won’t Do – Initiatives that likely won’t be carried out
    3. Indicate the granular level for each execution wave using the a-z scale.
    • Use the lettering to track dependencies between initiatives.
      • If one must take place before another, ensure that its letter comes first alphabetically.
      • If multiple initiatives must take place at the same time, use the same letter to show they will take place in tandem.

    This image depicts the sample output for a refined visual effort map

    Input

    • Outputs from activity 3.5.2

    Output

    • Prioritization for each of the gap-closing initiatives
    • First execution wave of gap-closing initiatives

    Materials

    • Zero Trust Program Gap Analysis Tool (tab 7)
    • Sticky notes
    • Sticky dots
    • Markers
    • Whiteboard

    Participants

    • Security Team
    • IT Leadership
    • Project Management Office

    Wave assignment example

    In the example below, we see “IAM modernization” was assessed as 9 on cost/effort rating and 5 on benefit rating and its Benefits-Cost has a positive value of 1. We can label this as SHOULD DO (wave 2).

    We can also see “Network segmentation” was assessed as 6 on cost/effort rating and 4 on benefit rating and its Benefits-Cost has a positive value of 2. We can label this as MUST DO (wave 1).

    We can also see “Unified Endpoints Management” was assessed as 8 on cost/effort rating and 2 on benefit rating and its Benefits-Cost has a negative value of -4. We can label this as WON’T DO (no wave).

    We can also see “Data Protection” was assessed as 4 on cost/effort rating and 2 on benefit rating and its Benefits-Cost has a zero value. We can label this as COULD DO (wave 3).

    This image depicts a sample wave assignment output, discussed in this section.

    It is recommended to define the threshold of each wave based on the value of Benefits-Cost before assigning waves.

    3.6 Build roadmap

    Estimated time 2-3 hours

    1. As a group, follow step 3.6.1 to create your roadmap by scheduling initiatives into the Gantt chart within the Zero Trust Program Gap Analysis Tool.
    2. Review the roadmap for resourcing conflicts and adjust as required.
    3. Review the final cost and effort estimates for the roadmap.

    Input

    • Gap analysis
    • Cost/benefit analysis
    • Prioritized initiative list

    Output

    • Zero trust roadmap

    Materials

    • Zero Trust Program Gap Analysis Tool

    Participants

    • Security Team
    • IT Leadership
    • Project Management Office

    Download the Zero Trust Program Gap Analysis Tool

    3.6.1 Schedule initiatives using the Gantt chart

    1. On the Gantt Chart tab for each initiative, enter an owner (the role who will be primarily responsible for execution).
    2. Additionally, enter a start month and year for the initiative and the expected duration in months.
    • You can filter the Wave column to only see specific waves at any one time to assist with the scheduling.
    • You do not need to schedule Wave 4 initiatives as the expectation is that these initiatives will not be done.
    • This Image contains a screenshot of the Gantt Chart, with the following column headings highlighted and numbered: 1: Owner; 2: Expected Duration

    3.6.2 Review your roadmap

    1. When you have completed the Gantt chart, as a group review the overall roadmap to ensure that it is reasonable for your organization. Consider the following:
    • Do you have other IT or business projects planned during this time frame that may impact your resourcing or scheduling?
    • Does your organization have regular change freezes throughout the year that will impact the schedule?
    • Do you have over-subscribed resources? You can filter the list on the Owner column to identify potential over-subscription of resources.
    • Have you considered any long vacations, sabbaticals, parental leaves, or other planned longer-term absences?
    • Are your initiatives adequately aligned to your budget cycle? For instance, if you have an initiative that is expected to make recommendations for capital expenditure, it must be completed prior to budget planning.

    This image depicts an example roadmap which can be created following the use of the Gantt Chart

    3.6.3 Review your cost/effort estimates table

    1. Once you have completed your roadmap, review the total cost/effort estimates. This can be found in a table on the Results tab. This table will provide initial and ongoing costs and staffing requirements for each wave. This also includes the total three-year investment. In your review consider:
    • Is this investment realistic? Will completion of your roadmap require adding more staff or funding than you otherwise expected?
    • If the investment seems unrealistic, you may need to revisit some of your assumptions, potentially reducing target levels or increasing the amount of time to complete the strategy.

    This table provides you with the information to have important conversations with management and stakeholders.

    This image contains an example of the Zero Trust Roadmap Cost/Effort Estimates.  The column headings are as follows: Wave; Number of Initiatives; Initial Implementation - Cost; Initial Implementation - Effort; Ongoing Maintenance - Cost; Ongoing Maintenance - Effort.  A separate table is shown with the column heading: Estimated Total Three Year Investment

    Phase 4

    Formulate Policies for Roadmap Initiatives

    Build a Zero Trust Roadmap

    This phase will walk you through the following activities:

    • Formulate zero trust policies for critical DAAS elements.
    • Formulate zero trust policies to secure a path to access critical DAAS elements.

    This phase involves the following participants:

    • CIO
    • CISO
    • Business Executives
    • IT Manager
    • Security Team

    Understand the zero trust policy

    Use the Kipling methodology as a vendor agnostic approach to identify appropriate allow list elements when deploying multiple zero trust solutions.
    The policies help to prevent lateral movement.

    Who Who should access a resource? Here, the user ID that identifies the users through the principle of least privilege is allowed access to a particular resource. The authentication policy will be used to verify identity of a user when access request to a resource is made. Who requires MFA?
    What What application is used to access the resource? Application ID to identify applications that are only allowed on the network. Port control policies can be used for the application service.
    When When do users access the resource? Policy that identifies and enforces time schedule when an application accessed by users is used.
    Where Where is the resource located? The location of the destination resource should be added to the policy and, where possible, restrict the source of the traffic either by zone and/or IP address.
    Why Why is the data accessed? Data classification should be done to know why the data needs protection and the type of protection (data filtering).
    How How should you allow access to the resource? This covers the protection of the application traffic. Principle of least privilege access, log all traffic, configure security profiles, NGFW, decryption and encryption, consistent application of policy and threat prevention across all locations for all local and remote users on managed and unmanaged endpoints are ways to apply content-ID.

    Info-Tech Insight

    The success of a zero trust implementation relies on enforcing policies consistently. Applying the Kipling methodology to the protect surface is the best way to design zero trust policies.

    4.1.1 Formulate policy

    Estimated time 1-2 hours

    1. As a group, review the protect surface(s) identified in phase one, and using the Kipling methodology from the previous slide, formulate a policy. Each policy can be reviewed repeatedly until we are sure it satisfies the goal.
    2. The policy created should be consistent for both cloud and on-prem environments.
    3. As an example, let's use the healthcare scenario found in tab 3 of the Zero Trust Protect Surface Mapping Tool. The protect surface used is "Automated Medication Dispensing." Another example will be "Salesforce" accessed via the cloud.
    Who What When Where Why How
    Method User-ID App-ID Time limit System Object Classification Content-ID
    On-Prem Pyxis_Users Pyxis Any Pyxis_server Severe (high value data) Decrypt, Inspect, log traffic
    Cloud Sales Salesforce Working hours Canada Severe (high value data) Decrypt, Inspect, log traffic

    Input

    • Kipling methodology
    • Protect surface

    Output

    • Zero trust policy

    Materials

    • Whiteboard/Flip Charts
    • Zero Trust Protect Surface Mapping Tool

    Participants

    • CIO
    • CISO
    • Business Executives
    • IT Manager
    • Security Team

    4.1.2 Apply policy

    1-2 hours

    1. Place each protect surface in its own microperimeter. Each microperimeter should be segmented by a next-generation firewall or authentication broker that will serve as a segmentation gateway.
    2. Name the microperimeter and place it on a firewall.

    Input

    • Kipling methodology
    • Protect surface

    Output

    • Zero trust policy

    Materials

    • Whiteboard/Flip Charts
    • Sticky Notes
    • Zero Trust Protect Surface Mapping Tool

    Participants

    • CIO
    • CISO
    • Business Executives
    • IT Manager
    • Security Team

    Microperimeter A
    Protect Surface:
    DAAS Elements:

    Who What When Where Why How
    Method User-ID App-ID Time limit System Object Classification Content-ID

    Microperimeter B
    Protect Surface:
    DAAS Elements:

    Who What When Where Why How
    Method User-ID App-ID Time limit System Object Classification Content-ID

    Microperimeter C
    Protect Surface:
    DAAS Elements:

    Who What When Where Why How
    Method User-ID App-ID Time limit System Object Classification Content-ID

    4.2 Secure a path to access critical DAAS elements

    How should you allow access to the resource?

    This component makes up the final piece of formulating the policies as it applies the protection of the application traffic.

    The principle of least privilege is applied to the security policy to only allow access requests and restrict the access to the purpose it serves. This access request is then logged as well as the traffic (both internal and external). Most firewalls (NGFW) have policy rules that, by default, enable logging.

    Segmentation gateways (NGFW, VM-series firewalls, agent-based and clientless VPN solutions), are used to apply zero trust policy (Kipling methodology) in the network, cloud, and endpoint (managed and unmanaged) for all local and remote users.

    These policies need to be applied to security profiles on all allowed traffic. Some of these profiles include but are not limited to the following: URL filtering profile for web access and protect against phishing attacks, vulnerability protection profile intrusion prevention systems, anti spyware profiles to protect against command-and-control threats, malware and antivirus profile to protect against malware, and a file blocking profile to block and/or alert suspicious file types.

    Good visibility on your network can also be tied to decryption as you can inspect traffic and data to the lowest level possible that is generally accepted by your organization and in compliance with regulation.

    Conceptualized flow

    With users working from anywhere on managed and unmanaged devices, access to the internet, SAAS, public cloud, and the data center will have consistent policies applied regardless of their location.

    The policy is validating that the user is who they say they are based on the role profile, what they are trying to access to make sure their role or attribute profile has the appropriate permission to the application, and within the stipulated time limit. Where the data or application is located is also verified and the why needs to be satisfied before the requested access is granted. Based on the mentioned policies, the how element is then applied throughout the lifecycle of the access.

    Who

    (Internet)

    What

    (SAAS)

    When

    Where

    (Public Cloud)

    Why

    How

    (Data Center)

    Method User-ID App-ID Time limit System Object Classification Content-ID
    On-Prem Pyxis_Users Pyxis Any Pyxis_server Severe (high value data) Decrypt, Inspect, log traffic
    Cloud Sales Salesforce Working hours Canada Severe (high value data) Decrypt, Inspect, log traffic

    Phase 5

    Monitor Zero Trust Roadmap Deployment

    Build a Zero Trust Roadmap

    This phase will walk you through the following activities:

    • Establish metrics for roadmap tasks.
    • Track metrics for roadmap tasks.

    This phase involves the following participants:

    • Security Team
    • Subject Matter Experts From IT, HR, Legal, Facilities, Compliance, Audit, Risk Management
    • Project Management Office

    5.1 Establish metrics for roadmap tasks

    Estimated time 2 hours

    1. On tab “2. Task & Metric Register” of the Zero Trust Progress Monitoring Tool, identify metrics to measure implementation and efficacy of tasks
    2. On tab “2. Task & Metric Register” of the Zero Trust Progress Monitoring Tool, document metric metadata.
    3. On the Prioritization tab, use the drop-down lists to enter the estimated costs and efforts for each initiative, using the criteria defined earlier.
    • If you have actual costs available, you can optionally enter them under the Detailed Cost Estimates columns.
  • Enter the estimated benefits, also using the criteria defined earlier.
  • Input

    • Zero trust roadmap task list

    Output

    • Metrics for measuring zero trust task implementation and efficacy

    Materials

    • Zero Trust Progress Monitoring Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, HR, Legal, Facilities, Compliance, Audit, Risk Management
    • Project Management Office

    Download the Zero Trust Progress Monitoring Tool

    5.1.1 Identify metrics to measure implementation and efficacy of tasks

    Estimated time 3-4 hours

    1. On tab “2. Task & Metric Register” of the Zero Trust Progress Monitoring Tool, for each section defined in columns C and D, enter zero trust implementation tasks into column E. If you completed the Zero Trust Program Gap Analysis Tool, use the tasks identified there to populate column E.
    2. For each task, identify in column F any metrics that will communicate implementation progress and/or implementation efficacy.
    • If multiple metrics are needed for a single task, we recommend expanding the size of the row and adding additional metrics onto a new line in the same row. A sample is provided in the tool.

    this image contains a screenshot of tab 2 in the Zero Trust Progress Monitoring Tool

    Info-Tech Insight

    To measure the efficacy of a zero trust implementation, ensure you know what a successful zero trust implementation means for your organization, and define metrics that demonstrate whether that success is being realized.

    5.1.2 Document metric metadata

    Estimated time 1-2 hours

    For each metric defined in step 4.1.1:

    1. Identify in column G whether the metric can be measured now (Phase 1), measured in a few months’ time (Phase 2), or measured in a few years’ time (Phase 3).
    2. Identify in columns H through M who is responsible for collecting the metric (Person Source), who/what is consulted to collect the metric (Technology Source), who compiles the collected metric into dashboards and presentations (Compiler), and who is informed of the measurement of the metric (Audience).
    • Add more columns under the Audience category if needed.
    • Use “X” to identify if an audience group will be informed of the measurement of the metric.
  • Identify in columns N through P the target for the metric (Metric Target), the effort it takes to collect the metric (Effort to Collect), the frequency with which the organizations plans to collect the metric (Frequency of Collection), and any comments that people should know when collecting, compiling, or presenting metrics.
  • This image contains a screenshot from the Zero Trust Progress Monitoring Tool, with the following column headings numbered: 1: Priority; 2: Roles and Responsibilities; 3: effort to collect; frequency of collection; Metric Target; Comments

    5.2 Track and report metrics

    Estimated time 2 hours

    1. In the Zero Trust Progress Monitoring Tool, copy and paste metrics you plan to track in the tool from column F on tab 2 to column B on tab 3.
    2. Use tab 3 to identify collection frequency, metric target, and measurements collected for each metric. Add notes or comments to each metric or measurement to track contextual elements that could affect metric measurements.
    3. Leverage the graphs on tab 4 to communicate metrics to the appropriated audience groups, as defined in tab 2.

    Input

    • Metrics for measuring zero trust task implementation and efficacy

    Output

    • Metric data and graphs for presenting zero trust implementation metrics to audience groups

    Materials

    • Zero Trust Progress Monitoring Tool

    Participants

    • Security Team
    • Subject Matter Experts From IT, HR, Legal, Facilities, Compliance, Audit, Risk Management
    • Project Management Office

    Download the Zero Trust Progress Monitoring Tool

    5.2.1 Record baseline measurements for metrics

    Estimated time 1-2 hours

    On tab “3. Track Metrics” of the Zero Trust Progress Monitoring Tool:

    1. Copy and paste the metrics from Column F on tab “2. Task & Metric Register” that you want to track into Column B of this tab.
    2. For each metric, record the frequency of collection (Collection Frequency) and the metric target (Target) by referencing columns O and P on tab “2. Task & Metric Register.”
    3. Begin to record baseline/initial values for each metric in column E. Rename columns to match your highest frequency of collection.
      (e.g. if any metric is being measured monthly, there should be one column per month)
    4. Over time, conduct measurements of your metrics and store them in the table below.
    5. Add notes, as necessary.

    this image contains a screenshot of tab 3 of the Zero Trust Progress Monitoring Tool, with the following column headings numbered: 1: Your Metrics; 2: Collection Frequency; Target; 3: Jan; 4: Metric Measurements; 5: Notes

    5.2.2 Report metric health to audience groups

    Estimated time 1-2 hours

    On tab “4. Graphs” of the Zero Trust Progress Monitoring Tool:

    1. The Overall Metric Health gauge at the top of this tab presents the average percentage away from meeting metric targets for all metrics being tracked. To calculate this value, the differences between the most recent measurements and target values for each metric are averaged.
    2. Below the Overall Metric Health gauge, use the drop-down list in cell D9 to select one of the metrics from tab “3. Track Metrics.”
    3. Six different graphic representations of the tracked data for the selected metric will populate.

    Copy and paste desired graphs into presentations for audience members identified in step 5.1.2.

    This image contains a screenshot from tab “4. Graphs” of the Zero Trust Progress Monitoring Tool:

    5.3 Build a communication deck

    Estimated time 2 hours

    Leverage the Zero Trust Communication Deck to showcase the work that you have done in the tools and activities associated with this research.

    In this communication deck template, you will find the following sections:

    • Introduction
    • Protect Surfaces
    • Zero Trust Gap Analysis
    • Zero Trust Initiatives & Tasks

    Input

    • Protect surfaces mapped to business goals
    • Zero trust program gap analysis
    • Zero trust roadmap initiatives and tasks
    • Zero trust metrics

    Output

    • Communication deck for zero trust strategy

    Materials

    • Zero Trust Communication Deck

    Participants

    • Security Team
    • Subject Matter Experts From IT, HR, Legal, Facilities, Compliance, Audit, Risk Management
    • Project Management Office

    Download the Zero Trust Communication Deck

    Summary of Accomplishment

    Knowledge Gained

    • Knowledge of protect surfaces and the business goals protecting them supports
    • Comprehensive knowledge of zero trust current state and summary initiatives required to achieve zero trust objectives
    • Assessment of which solutions for zero trust tasks and initiatives are the most appropriate for the organization
    • A defined set of security metrics assessing zero trust implementation progress and efficacy

    Deliverables Completed

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop

    Contact your account representative for more information

    workshops@infotech.com

    1-888-670-8889

    Additional Support

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech Workshop

    To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.

    Info-Tech analysts will join you and your team at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.

    Contact your account representative for more information.

    This is a picture of an Info-Tech Account Representative
    workshops@infotech.com 1-888-670-8889

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    Zero Trust Program Gap Analysis Tool

    This is a screenshot from the Zero Trust Program Gap Analysis Tool

    Assess current security capabilities and build a roadmap of tasks and initiatives that close maturity gaps.

    Zero Trust Progress Monitoring Tool

    This is a screenshot from the Zero Trust Progress Monitoring Tool

    Identify and track metrics for zero trust tasks and initiatives.

    Research Contributors

    • Aaron Benson, CME Group, Director of IAM Governance
    • Brad Mateski, Zones, Solutions Architect for CyberSecurity
    • Bob Smock, Info-Tech Research Group, Vice President of Consulting
    • Dr. Chase Cunningham, Ericom Software, Chief Strategy Officer
    • John Kindervag, ON2IT Cybersecurity, Senior Vice President, Cybersecurity Strategy and ON2IT Group Fellow
    • John Zhao, Fonterra, Enterprise Security Architect
    • Rongxing Lu, University of New Brunswick, Associate Professor
    • Sumanta Sarkar, University of Warwick, Assistant Professor
    • Tim Malone, J.B. Hunt Transport, Senior Director Information Security
    • Vana Matte, J.B. Hunt Transport, Senior Vice President of Technology Services

    Related Info-Tech Research

    This is a screenshot from Info-Tech's Build an Information Security Strategy

    Build an Information Security Strategy

    Info-Tech has developed a highly effective approach to building an information security strategy – an approach that has been successfully tested and refined for over seven years with hundreds of organizations. This unique approach includes tools for ensuring alignment with business objectives, assessing organizational risk and stakeholder expectations, enabling a comprehensive current-state assessment, prioritizing initiatives, and building out a security roadmap.

    This is a screenshot from Info-Tech's Determine Your Zero Trust Readiness.

    Determine Your Zero Trust Readiness

    IT security was typified by perimeter security. However, the way the world does business has mandated a change to IT security. In response, zero trust is a set of principles that can add flexibility to planning your IT security strategy.

    Use this blueprint to determine your zero trust readiness and understand how zero trust can benefit both security and the business.

    This is a screenshot from Info-Tech's Mature Your Identity and Access Management Program

    Mature Your Identity and Access Management Program

    Many organizations are looking to improve their identity and access management (IAM) practices but struggle with where to start and whether all areas of IAM have been considered. This blueprint will help you improve the organization's identity and access management practices by following our three-phase methodology:

    • Assess identity and access requirements
    • Identify initiatives using the identity lifecycle
    • Prioritize initiatives and build a roadmap

    Bibliography

    • “2021 Data Breach Investigations Report.” Verizon, 2021. Web.
    • “A Zero-Trust Strategy Has 3 Needs - Identify, Authenticate, and Monitor Users and Devices On and Off The Network.” Fortinet, 15 July 2021. Web.
    • “Applying Zero Trust Principles to Enterprise Mobility.” CISA, March 2022. Web.
    • Biden Jr., Joseph R. “Executive Order on Improving the Nation’s Cybersecurity.” The White House, 12 May 2021. Web.
    • “CISA Zero Trust Maturity Model.” CISA - Cybersecurity Division, June 2021. Web.
    • “Continuous Diagnostics and Mitigation Program Overview.” CISA, Jan. 2022. Web.
    • Contributor. “The Five Business Benefits of a Zero Trust Approach to Security.” Security Brief - Australia, 19 Aug. 2020. Web.
    • “Cost of a Data Breach Report 2021.” IBM, July 2021. Web.
    • English, Melanie. “5 Stats That Show The Cost Saving Effect of Zero Trust.” Teramind, 29 Sept. 2021. Web.
    • “Improve Application Access and Security With Fortinet Zero Trust Network Access.” Fortinet, 2 March 2021. Web.
    • “Incorporating Zero-trust Strategies for Secure Network and Application Access.” Fortinet, 21 July 2021. Web.
    • Jakkal, Vasu. “Zero Trust Adoption Report: How Does Your Organization Compare?” Microsoft, 28 July 2021. Web.
    • “Jericho Forum™ Commandments.” The Open Group, Jericho Forum, May 2007. Web.
    • Johnson, Derrick. “Zero Trust vs. SASE - Here's What You Need to Know.” Security Magazine, 23 July 2021. Web.
    • Joint Defense Information Systems Agency (DISA) and National Security Agency (NSA) Zero Trust Engineering Team. “Department of Defense (DOD) Zero Trust Reference Architecture.” DoD CIO, Feb. 2021. Web.
    • Kay, Dennis. “Planning for a Zero Trust Architecture Target State.” NASA, NIST, 13 Nov. 2019. Web.
    • National Security Agency. “Embracing a Zero Trust Security Model.” U.S. Department of Defense, Feb. 2021. Web.
    • NSTAC. “Draft Report to the President - Zero Trust and Trusted Identity Management.” CISA, NSTAC, n.d. Web.
    • Rose, Scott W., et al. “Zero Trust Architecture.” NIST, 10 Aug. 2020. Web.
    • “Securing Digital Innovation Demands Zero-Trust Access.” Fortinet, 15 July 2021. Web.
    • Shackleford, Dave. “How to Create a Comprehensive Zero Trust Strategy.” SANS, Cisco, 2 Sept. 2020. Web.
    • “The CISO’s Guide to Effective Zero-Trust Access.” Fortinet, 28 April 2021. Web.
    • “The State of Zero Trust Security 2021.” Okta, June 2021. Web.
    • Kerman, Alper, et al. “Implementing a Zero Trust Architecture.” NIST - National Cybersecurity Center of Excellence, March 2020. Web.
    • Kindervag, John. “Keynote - John KINDERVAG - 021622.” Vimeo, VIRTUAL Eastern | CyberSecurity Conference, 16 Feb. 2022. Web.
    • Lodewijkx, Koos. “IBM CISO Perspective: Zero Trust Changes Security From Something You Do to Something You Have.” SecurityIntelligence, IBM, 19 Nov. 2020. Web.
    • VB Staff. “Report: Only 21% of Enterprises Use Zero Trust Architecture.” VentureBeat, 15 Feb. 2022. Web.
    • Young, Shalanda D. “Moving the U.S. Government Toward Zero Trust Cybersecurity Principles.” The White House, EXECUTIVE OFFICE OF THE PRESIDENT - OFFICE OF MANAGEMENT AND BUDGET, 26 Jan. 2022. Web.
    • “Zero Trust Access.” Fortinet, n.d. Web.
    • “Zero Trust Architecture Technical Exchange Meeting.” NIST - National Cybersecurity Center of Excellence, 12 Nov. 2019. Web.
    • “Zero Trust Cybersecurity Current Trends.” ACT-IAC, 18 April 2019. Web.
    • “Zero-Trust Access for Comprehensive Visibility and Control.” Fortinet, 24 Sep. 2020. Web.

    Manage the Active Directory in the Service Desk

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    • Parent Category Name: Service Desk
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    • Actively maintaining the Active Directory is a difficult task that only gets more difficult with issues like stale accounts and privilege creep.
    • Adding permissions without removing them in lateral transfers creates access issues, especially when regulatory requirements like HIPAA require tight controls.
    • With the importance of maintaining and granting permissions within the Active Directory, organizations are hesitant to grant domain admin access to Tier 1 of the service desk. However, inundating Tier 2 analysts with requests to grant permissions takes away project time.

    Our Advice

    Critical Insight

    • Do not treat the Active Directory like a black box. Strive for accurate data and be proactive by managing your monitoring and audit schedules.
    • Catch outage problems before they happen by splitting monitoring tasks between daily, weekly, and monthly routines.
    • Shift left to save resourcing by employing workflow automation or scripted authorization for Tier 1 technicians.
    • Design actionable metrics to monitor and manage your Active Directory.

    Impact and Result

    • Consistent and right-sized monitoring and updating of the Active Directory is key to clean data.
    • Split monitoring activities between daily, weekly, and monthly checklists to raise efficiency.
    • If need be, shift-left strategies can be implemented for identity and access management by scripting the process so that it can be done by Tier 1 technicians.

    Manage the Active Directory in the Service Desk Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should manage your Active Directory in the service desk, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Maintain your Active Directory with clean data

    Building and maintaining your Active Directory does not have to be difficult. Standardized organization and monitoring with the proper metrics help you keep your data accurate and up to date.

    • Active Directory Standard Operating Procedure
    • Active Directory Metrics Tool

    2. Structure your service desk Active Directory processes

    Build a comprehensive Active Directory workflow library for service desk technicians to follow.

    • Active Directory Process Workflows (Visio)
    • Active Directory Process Workflows (PDF)
    [infographic]

    Agile Enterprise Architecture Operating Model

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    • Parent Category Name: Strategy & Operating Model
    • Parent Category Link: /strategy-and-operating-model

    Establish an enterprise architecture practice that:

    • Leverages an operating model that promotes/supports agility within the organization.
    • Embraces business, data, application, and technology architectures in an optimal mix.
    • Is Agile in itself and will be sustainable and reactive to business needs, staying relevant and “profitable” – continuously delivering business value.

    Our Advice

    Critical Insight

    • Use your business and EA strategy and design principles to right-size standardized operating models to fit your EA organization’s needs.
    • You need to define a sound set of design principles before commencing with the design of your EA organization.
    • The EA operating model structure should be rigid but pliable enough to fit the needs of the stakeholders it provides services to.
    • A phased approach and a good communication strategy is key to the success of the new EA organization.
    • Start with one group and work out the hurdles before rolling it out organization-wide.
    • Make sure that you communicate regularly on wins but also on hurdles and how to overcome them.

    Impact and Result

    • The organization design approach proposed will aim to provide twofold agility: the ability to stretch and shrink depending on business requirements and the promotion of agility in architecture delivery.
    • By recognizing that agility comes in different flavors, organizations using more traditional design patterns will also benefit from the approach advocated by this blueprint.

    Agile Enterprise Architecture Operating Model Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out create an Agile EA operating model to execute the EA function, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Design your EA operating model

    You need to define a sound set of design principles before commencing with the design of your EA organization.

    • Agile EA Operating Model Communication Deck
    • Agile EA Operating Model Workbook
    • Business Architect
    • Application Architect
    • Data Architect
    • Enterprise Architect

    2. Define your EA organizational structure

    The EA operating model structure should be rigid but pliable enough to fit the needs of the stakeholders it provide services to.

    • EA Views Taxonomy
    • EA Operating Model Template
    • Architecture Board Charter Template
    • EA Policy Template
    • EA Compliance Waiver Form Template

    3. Implement the EA operating model

    A phased approach and a good communications strategy are key to the success of the new EA organization.

    • EA Roadmap
    • EA Communication Plan Template
    [infographic]

    Workshop: Agile Enterprise Architecture Operating Model

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 EA Function Design

    The Purpose

    Identify how EA looks within the organization and ensure all the necessary skills are accounted for within the function.

    Key Benefits Achieved

    EA is designed to be the most appropriately placed and structured for the organization.

    Activities

    1.1 Place the EA department.

    1.2 Define roles for each team member.

    1.3 Find internal and external talent.

    1.4 Create job descriptions with required proficiencies.

    Outputs

    EA organization design

    Role-based skills and competencies

    Talent acquisition strategy

    Job descriptions

    2 EA Engagement Model

    The Purpose

    Create a thorough engagement model to interact with stakeholders.

    Key Benefits Achieved

    An understanding of each process within the engagement model.

    Create stakeholder interaction cards to plan your conversations.

    Activities

    2.1 Define each engagement process for your organization.

    2.2 Document stakeholder interactions.

    Outputs

    EA Operating Model Template

    EA Stakeholder Engagement Model Template

    3 EA Governance

    The Purpose

    Develop EA boards, alongside a charter and policies to effectively govern the function.

    Key Benefits Achieved

    Governance that aids the EA function instead of being a bureaucratic obstacle.

    Adherence to governace.

    Activities

    3.1 Outline the architecture review process.

    3.2 Position the architecture review board.

    3.3 Create a committee charter.

    3.4 Make effective governance policy.

    Outputs

    Architecture Board Charter Template

    EA Policy Template

    4 Architecture Development Framework

    The Purpose

    Create an operating model that is influenced by universal standards including TOGAF, Zachmans, and DoDAF.

    Key Benefits Achieved

    A thoroughly articulated development framework.

    Understanding of the views that influence each domain.

    Activities

    4.1 Tailor an architecture development framework to your organizational context.

    Outputs

    EA Operating Model Template

    Enterprise Architecture Views Taxonomy

    5 Operational Plan

    The Purpose

    Create a change management and communication plan or roadmap to execute the operating model.

    Key Benefits Achieved

    Build a plan that takes change management and communication into consideration to achieve the wanted benefits of an EA program.

    Effectively execute the roadmap.

    Activities

    5.1 Create a sponsorship action plan.

    5.2 Outline a communication plan.

    5.3 Execute a communication roadmap.

    Outputs

    Sponsorship Action Plan

    EA Communication Plan Template

    EA Roadmap

    Implement an IT Employee Development Plan

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    • Parent Category Name: Train & Develop
    • Parent Category Link: /train-and-develop
    • There is a growing gap between the competencies organizations have been focused on developing and what is needed in the future.
    • Employees have been left to drive their own development with little direction or support and without the alignment of development to organizational needs.
    • The pace of change in today’s environment demands new competencies while making others obsolete, and IT is challenged with keeping up with upskilling employees.

    Our Advice

    Critical Insight

    • Organizations position development as employee-owned, yet employees still feel like their needs aren’t being met, and many leave as a result.
    • Development needs to be employee-owned and manager-supported but also organization-informed to ensure that it meets the organization’s needs.
    • Today, operating environments change quickly, and organizations need to develop the competencies employees need both today and in the future.

    Impact and Result

    • Design employee development plans that build the competencies the organization and IT department need both today and in the future.
    • Equip managers and build program support to foster continuous learning and development.
    • Connect the right development opportunity to the right employee through an effective development planning process.

    Implement an IT Employee Development Plan Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement effective development planning, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Assess employees' development needs

    Assist your employees in setting appropriate development goals.

    • Implement Effective Employee Development Planning – Phase 1: Assess Employees' Development Needs
    • IT Manager Job Aid: Employee Development
    • IT Employee Job Aid: Employee Development
    • IT Employee Career Development Workbook
    • Individual Competency Development Plan
    • IT Competency Library
    • Leadership Competencies Workbook

    2. Select appropriate activities for development

    Review existing and identify new development activities that employees can undertake to achieve their goals.

    • Implement Effective Employee Development Planning – Phase 2: Select Activities for Developing Prioritized Competencies
    • Learning Methods Catalog for IT Employees

    3. Build manager coaching skills

    Establish manager and employee follow-up accountabilities.

    • Implement Effective Employee Development Planning – Phase 3: Build Manager Coaching Skills to Support Employee Development
    • Role Play Coaching Scenarios
    [infographic]

    Design an Enterprise Architecture Strategy

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    • Parent Category Name: Strategy & Operating Model
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    • The enterprise architecture (EA) team is constantly challenged to articulate the value of its function.
    • The CIO has asked the EA team to help articulate the business value the team brings.
    • Traceability from the business goals and vision to the EA contributions often does not exist.
    • Also, clients often struggle with complexity, priorities, and agile execution.

    Our Advice

    Critical Insight

    • EA can deliver many benefits to an organization. However, to increase the likelihood of success, the EA group needs to deliver value to the business and cannot be seen solely as IT.
    • Support from the organization is needed.
    • An EA strategy anchored in a value proposition will ensure that EA focuses on driving the most critical outcomes in support of the organization’s enterprise strategy.
    • As agility is not just for project execution, architects need to understand ways to deliver their guidance to influence project execution in real time, to enable the enterprise agility, and to enhance their responsiveness to changing conditions.

    Impact and Result

    • Create an EA value proposition based on enterprise needs that clearly articulates the expected contributions of the EA function.
    • Establish the EA fundamentals (vision and mission statement, goals and objectives, and principles) needed to position the EA function to deliver the promised value proposition.
    • Identify the services that EA has to provide to the organization to deliver on the promised value proposition.

    Design an Enterprise Architecture Strategy Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Design an Enterprise Architecture Strategy Deck – A guide to help you define services that your EA function will provide to the organization.

    Establish an effective EA function that will realize value for the organization with an EA strategy.

    • Design an Enterprise Architecture Strategy – Phases 1-4

    2. EA Function Strategy Template – A communication tool to secure the approval of the EA strategy from organizational stakeholders.

    Use this template to document the outputs of the EA strategy and to communicate the EA strategy for approval by stakeholders.

    • EA Function Strategy Template

    3. Stakeholder Power Map Template – A template to help visualize the importance of various stakeholders and their concerns.

    Identify and prioritize the stakeholders that are important to your IT strategy development effort.

    • Stakeholder Power Map Template

    4. PESTLE Analysis Template – A template to help you complete and document a PESTLE analysis.

    Use this template to analyze the effect of external factors on IT.

    • PESTLE Analysis Template

    5. EA Value Proposition Template – A template to communicate the value EA can provide to the organization.

    Use this template to create an EA value proposition that explicitly communicates to stakeholders how an EA function can contribute to addressing their needs.

    • EA Value Proposition Template

    6. EA Goals and Objectives Template – A template to identify the EA goals that support the identified promises of value from the EA value proposition.

    Use this template to help set goals for your EA function based on the EA value proposition and identify objectives to measure the progression towards those EA goals.

    • EA Goals and Objectives Template

    7. EA Principles Template – A template to identify the universal EA principles relevant to your organization.

    Use this template to define relevant universal EA principles and create new EA principles to guide and inform IT investment decisions.

    • EA Principles Template – EA Strategy

    8. EA Service Planning Tool – A template to identify the EA services your organization will provide to deliver on the EA value proposition.

    Use this template to identify the EA services relevant to your organization and then define how those services will be accessed.

    • EA Service Planning Tool
    [infographic]

    Workshop: Design an Enterprise Architecture Strategy

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    1 Map the EA Contributions to Business Goals

    The Purpose

    Show an example of traceability.

    Key Benefits Achieved

    Members have a real-world example of traceability between business goals and EA contributions.

    Activities

    1.1 Start from the business goals of the organization.

    1.2 Document business and IT drivers.

    1.3 Identify EA contributions that help achieve the business goals.

    Outputs

    Business goals documented.

    Business and IT drivers documented.

    Identified EA contributions and traced them to business goals.

    2 Determine the Role of the Architect in the Agile Ceremonies of the Organization

    The Purpose

    Create an understanding about role of architect in Agile ceremonies.

    Key Benefits Achieved

    Understanding of the role of the EA architect in Agile ceremonies.

    Activities

    2.1 Document the Agile ceremony used in the organization (based on SAFe or other Agile approaches).

    2.2 Determine which ceremonies the system architect will participate in.

    2.3 Determine which ceremonies the solution architect will participate in.

    2.4 Determine which ceremonies the enterprise architect will participate in.

    2.5 Determine architect syncs, etc.

    Outputs

    Documented the Agile ceremonial used in the organization (based on SAFe or other Agile approaches).

    Determined which ceremonies the system architect will participate in.

    Determined which ceremonies the solution architect will participate in.

    Determined which ceremonies the enterprise architect will participate in.

    Determined architect syncs, etc.

    Further reading

    Design an Enterprise Architecture Strategy

    Develop a strategy that fits the organization’s maturity and remains adaptable to unforeseen future changes.

    EXECUTIVE BRIEF

    Build a right-size enterprise architecture strategy

    Enterprise Architecture Strategy

    Business & IT Strategy
    • Organizational Goals and Objectives
    • Business Drivers
    • Environment and Industry Trends
    • EA Capabilities and Services
    • Business Architecture
    • Data Architecture
    • Application Architecture
    • Integration Architecture
    • Innovation
    • Roles and Organizational Structure
    • Security Architecture
    • Technology Architecture
    • Integration Architecture
    • Insight and Knowledge
    • EA Operating Model
    Unlock the Value of Architecture
    • Increased Business and IT Alignment
    • Robust, Flexible, Scalable, Interoperable, Extensible and Reliable Solutions
    • Timely/Agile Service Delivery and Operations
    • Cost-Effective Solutions
    • Appropriate Risk Management to Address the Risk Appetite
    • Increased Competitive Advantage
    Current Environment
    • Business and IT Challenges
    • Opportunities
    • Enterprise Architecture Maturity

    Enterprise Architecture – Thought Model

    A thought model built around 'Enterprise Architecture', represented by a diagram on a cross-section of a ship which will be explained in the next slide. It begins with an arrow that says 'Organizational goals are the driving force and the ultimate goal' pointing to a bubble titled 'Organization' containing 'Analysis', 'Decisions', 'Actions'. An blue arrow on the right side with one '$' is labelled 'Iterations' and connects 'Organization' to 'Enterprise Architecture', 'Enterprise architecture creates new business value'. A green arrow on the left side with five '$' is labelled 'Goals' and connects back to 'Organization'. A the bottom, a bubble titled 'External forces, pressures, trends, data, etc.' has a blue arrow on the right side with one '$' connecting back to 'Enterprise Architecture'. Another blue arrow representing an output is labelled 'Outcomes' and originates from 'Enterprise Architecture'.

    Enterprise Architecture Capabilities

    A diagram on a cross-section of a ship representing 'Enterprise Architecture', including a row of process arrows beneath the ship pointing forward all labelled 'Agile iteration' and one airborne arrow above the stern pointing forward labelled 'Business Strategy'. Overlaid on the ship, starting at the back, are 'EA Strategy', 'EA Operating Model', 'Enterprise Principles, Methods, etc.', 'Foundational enterprise decisions: Business, Data/Apps, Technology, Integration, Security', 'Enterprise Reference Architecture', 'Goals, Value Chain, Capability, Business Processes', 'Enterprise Governance (e.g., Standard Mgmt.)', 'Domain Arch', 'Data & App Architecture', 'Security Architecture', 'Infrastructure: Cloud, Hybrid, etc.', at the very front is 'Implementation', and running along the bottom from back to front is 'Operations, Monitoring, and Continuous Improvement'.

    Analyst Perspective

    Enterprise architecture (EA) needs to be right-sized for the needs of the organization.

    Photo of Milena Litoiu, Principal/Senior Director, Enterprise Architecture, Info-Tech Research Group

    Enterprise architecture is NOT a one-size-fits-all endeavor. It needs to be right-sized to the needs of the organization.

    Enterprise architects are boots on the ground and part of the solution; in addition, they need to have a good understanding of the corporate strategy, vision, and goals and have a vested interest on the optimization of the outcomes for the enterprise. They also need to anticipate the moves ahead, to be able to determine future trends and how they will impact the enterprise.

    Milena Litoiu
    Principal/Senior Director, Enterprise Architecture
    Info-Tech Research Group

    Analyst Perspective

    EA provides business options based on a deep understanding of the organization.

    “Enterprise architects need to think about and consider different areas of expertise when formulating potential business options. By understanding the context, the puzzle pieces can combine to create a positive business outcome that aligns with the organization’s strategies. Sometimes there will be missing pieces; leveraging what you know to create an outline of the pieces and collaborating with others can provide a general direction.”

    Jean Bujold
    Senior Workshop Delivery Director
    Info-Tech Research Group

    “The role of enterprise architecture is to eliminate misalignment between the business and IT and create value for the organization.”

    Reddy Doddipalli
    Senior Workshop Director, Research
    Info-Tech Research Group

    “Every transformation journey is an opportunity to learn: ‘Tell me and I forget. Teach me and I remember. Involve me and I learn.’ Benjamin Franklin.”

    Graham Smith
    Senior Lead Enterprise Architect and Independent Consultant

    Develop an enterprise architecture strategy that:

    • Helps the organization make decisions that are hard to change in a complex environment.
    • Fits the current organization’s maturity and remains flexible and adaptable to unforeseen future changes.

    Executive Summary

    Your Challenge

    We need to make decisions today for an unknown future. Decisions are influenced by:

    • Changes in the environment you operate in.
    • Complexity of both the business and IT landscapes.
    • IT’s difficulty in keeping up with business demands and remaining agile.
    • Program/project delivery pressure and long-term planning needs.
    • Other internal and external factors affecting your enterprise.

    Common Obstacles

    Decisions are often made:

    • Without a clear understanding of the business goals.
    • Without a holistic understanding; sometimes in conflict with one another.
    • That hinder the continuity of the organization.
    • That prevent value optimization at the enterprise level.

    The more complex an organization, the more players involved, the more difficult it is to overcome these obstacles.

    Info-Tech’s Approach

    • Is a holistic, top-down approach, from the business goals all the way to implementation.
    • Has EA act as the canary in the coal mine. EA will identify and mitigate risks in the organization.
    • Enables EA to provide an essential service rather than be an isolated kingdom or an ivory tower.
    • Acknowledges that EA is a balancing act among competing demands.
    • Makes decisions using guiding principles and guardrails, to create a flexible architecture that can evolve and expand, enabling enterprise agility.

    Info-Tech Insight

    There is no “right architecture” for organizations of all sizes, maturities, and cultural contexts. The value of enterprise architecture can only be measured against the business goals of a single organization. Enterprise architecture needs to be right-sized for your organization.

    Info-Tech insight summary on arch. agility

    Continuous innovation is of paramount importance in achieving and maintaining competitive advantage in the marketplace.

    Business engagement

    It is important to trace architectural decisions to business goals. As business goals evolve, architecture should evolve as well.

    As new business input is provided during Agile cycles, architecture is continuously evolving.

    EA fundamentals

    EA fundamentals will shape how enterprise architects think and act, how they engage with the organization, what decisions they make, etc.

    Start small and lean and evolve as needed.

    Continuously align strategy with delivery and operations.

    Architects should establish themselves as business partners as well as implementation/delivery leaders.

    Enterprise services

    Definitions of enterprise services should start from the business goals of the organization and the capabilities IT needs to perform for the organization to survive in the marketplace.

    Continuous delivery and continuous innovation are the two facets of architecture.

    Tactical insight

    Your current maturity should be reflected as a baseline in the strategy.

    Tactical insight

    Take Agile/opportunistic steps toward your strategic North star.

    Tactical insight

    EA services differ based on goals, maturity, and the Agile appetite of the enterprise.

    From the best industry experts

    “The trick to getting value from enterprise architecture is to commit to the long haul.”

    Jeanne W. Ross, MIT CISR
    Co-author of Enterprise Architecture as Strategy: Creating a Foundation for Business Execution,
    Harvard Business Press, 2006.

    Typical EA maturity stages

    A line chart that moves through multiple stages titled 'Enterprise Architecture Maturity Stages (MIT CISR)' The five stages of the chart, starting on the left, are 'Business Silos', 'Standardized Technology', 'Optimized Core', 'Business Componentization', and 'Digital Ecosystem'. 'The trick to getting value from enterprise architecture is to commit to the long haul.' The line begins at the bottom left of the chart and gradually creates a stretched S shape to the top right. Points along the line, respective to the aforementioned stages, are 'Locally Optimal Business Solutions', 'Technology Infrastructure Platform', 'Digitized Process Platform', 'Repository of Reusable Business Components', 'Components Connecting with Partners' Components', and at the end of the line, outside of the chart is 'Strategic Business Value from Technology'. Percentages along the bottom, respective to the aforementioned stages, read 20%, 36%, 45%, 7%, 2%. Percentages are rough approximations based on findings reported in Mocker, M., Ross, J.W., Beath, C.M., 'How Companies Use Digital Technologies to Enhance Customer Offerings--Summary of Survey Findings,' MIT CISR Working Paper No. 434, Feb. 2019. Copyright MIT, 2019.

    Enterprise Architecture maturity

    A maturity ladder visualization for 'Enterprise Architecture' with five color-coded levels. From the bottom up, the colors and designations are Red: 'Unstable', Orange: 'Firefighter', Yellow: 'Trusted Operator', Blue: 'Business Partner', and Green: 'Innovator'. Beside the visualization at the bottom it says 'EA is here', then an arrow in the direction of the top where it says 'EA needs to be here'.
    • Innovator – Transforms the Business
      Reliable Technology Innovation
    • Business Partner – Expands the Business
      Effective Use of Enterprise Architecture in all Business Projects, Enterprise Architecture Is Strategically Engaged
    • Trusted Operator – Optimizes the Business
      Enterprise Architecture Provides Business, Data, Application & Technology Architectures for All IT Projects
    • Firefighter – Supports the Business
      Reliable Architecture for Some Practices/Projects
    • Unstable – Struggles to Support
      Inability to Provide Reliable Architectures

    Info-Tech Insight

    There is no “absolute maturity” for organizations of all sizes, maturities, and cultural contexts. The maturity of enterprise architecture can only be measured against the business goals of the organization.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Session 1 Session 2 Session 3 Session 4 Session 5
    Activities
    Identify organizational needs and landscape

    1.0 Interview stakeholders to identify business and technology needs

    1.1 Review organization perspective, including business needs, challenges, and strategic directions

    1.2 Conduct PESTLE analysis to identify business and technology trends

    1.3 Conduct SWOT analysis to identify business and technology internal perspective

    Create the EA value proposition

    2.1 Identify and prioritize EA stakeholders

    2.2 Create business and technology drivers from needs

    2.3 Define the EA value proposition

    2.4 Identify EA maturity and target

    Define the EA fundamentals

    3.1 Define the EA goals and objectives

    3.2 Determine EA scope

    3.3 Create a set of EA principles

    3.4. Define the need of a methodology/agility

    3.5 Create the EA vision and mission statement

    Identify the EA framework and communicate the EA strategy

    4.1 Define initial EA operating model and governance mechanism

    4.2 Define the activities and services the EA function will provide, derived from business goals

    4.3 Determine effectiveness measures

    4.4 Create EA roadmap and next steps

    4.5 Build communication plan for stakeholders

    Next Steps and Wrap-Up (offsite)

    5.1 Generate workshop report

    5.2 Set up review time for workshop report and to discuss next steps

    Outcomes
    1. Stakeholder insights
    2. Organizational needs, challenges, and direction summary
    3. PESTLE & SWOT analysis
    1. Stakeholder power map
    2. List of business and technology drivers with associated pains
    3. Set of EA contributions articulating the promises of value in the EA value proposition
    4. EA maturity assessment
    1. EA scope
    2. List of EA principles
    3. EA vision statement
    4. EA mission statement
    5. Statement about role of enterprise architect relative to agility
    1. EA capabilities mapped to business goals of the organization
    2. List of EA activities and services the EA function is committed to providing
    3. KPI definitions
    4. EA roadmap
    5. EA communication plan
    1. Completed workshop report on EA strategy with roadmap, recommendations, and outcomes from workshop

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is 8 to 12 calls over the course of 4 to 6 months.

    While variations depend on the maturity of the organization as well as its aspirations, these are some typical steps:

      Phase 1

    • Call #1: Explore the role of EA in your organization.
    • Phase 2

    • Call #2: Identify and prioritize stakeholders.
    • Call #3: Use a PESTLE analysis to identify business and technology needs.
    • Call #4: Prepare for stakeholder interviews.
    • Call #5: Discuss your EA value proposition.
    • Phase 3

    • Call #5: Understand the importance of EA fundamentals.
    • Call #6: Define the relevant EA services and their contributions to the organization.
    • Call #7: Measure EA effectiveness.
    • Phase 4

    • Call #8: Build your EA roadmap and communication plan.
    • Call #9: Discuss the EA role relative to agility.
    • Call #10: Summarize results and plan next steps.

    Design an Enterprise Architecture Strategy

    Phase 1

    Explore the Role of Enterprise Architecture

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    Define the role of the group and different roles inside the enterprise architecture competency.

    This phase involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Enterprise architecture optimizes the outcomes of the entire organization

    Corporate Strategy –› Enterprise Architecture Strategy

    Info-Tech Insight

    Enterprise architecture needs to have input from the corporate strategy of the organization. Similarly, EA governance needs to be informed by corporate governance. If this is not the case, it is like planning and governing with your eyes closed.

    Existing EA functions vary in the value they achieve due to their level of maturity

    EA Functions
    Operationalized
    • EA function is operationalized and operates as an effective core function.
    • Effectively aligns the business and IT through governance, communication, and engagement.
    –––› Common EA value
    Decreased cost Reduced risk
    Emerging
    • Emerging but limited ad hoc EA function.
    • Limited by lack of alignment to the business and IT.
    –x–› Cut through complexity Increased agility
    (Source: Booz & Co., 2009)

    Benefits of enterprise architecture

    1. Focuses on business outcomes (business centricity)
    2. Provides traceability of architectural decisions to/from business goals
    3. Provides ways to measure results
    4. Provides consistency across different lines of business: establishes a common vocabulary, reducing inconsistencies
    5. Reduces duplications, creating additional efficiencies at the enterprise level
    6. Presents an actionable migration to the strategy/vision, through short-term milestones/steps

    Benefits of enterprise architecture continued

    1. Done right, increases agility
    2. Done right, reduces costs
    3. Done right, mitigates risks
    4. Done right, stimulates innovation
    5. Done right, helps achieve the stated business goals (e.g. customer satisfaction) and improves the enterprise agility.
    6. Done right, enhances competitive advantage of the enterprise

    Qualities of a well-established and practical enterprise architecture

    1. Objective
    2. Impartial
    3. Credible
    4. Practical
    5. Measurable
    6. (Source: University of Toronto, 2021)

    Role of the enterprise architecture

    • Primarily to set up guardrails for the enterprise, so Agile teams work independently in a safe, ready-to-integrate environment
    • Establish strategy
    • Establish priorities
    • Continuously innovate
    • Establish enterprise standards and enterprise guardrails to guide Solution/Domain/Portfolio Architectures
    • Align with and be informed by the organization’s direction

    Members of the Architecture Board:

    • Chief (Business) Strategist
    • Lead Enterprise Architect
    • Business SME from each major domain
    • IT SME from each major domain
    • Operational & Infrastructure SME
    • Security & Risk Officer
    • Process Management
    • Other relevant stakeholders

    For enterprise architecture to contribute, EA must address the organizational vision and goals

    External Factors –› Layers of a Business Model
    (Organization)
    –› Architecture Supported Transformation
    Industry Changes Business Strategy
    Competition Value Streams
    (Business Outcomes)
    Regulatory Impacts Business Capability Maps
    • Security
    Workforce Impacts Execution
    • Policies
    • Processes
    • People
    • Information
    • Applications
    • Technology

    Info-Tech Insight

    External forces can affect the organization as a whole; they need to be included as part of the holistic approach for enterprise architecture.

    How does EA provide value?

    Business and Technology Drivers – A set of statements created from business and technology needs. Gathered from information sources, it communicates improvements needed.

    • Vision, Aspirations, Long-Term Goals – Vision, aspirations, long term goals

      • EA Contributions – EA contributions that will alleviate obstructions. Removing the obstructions will allow EA to help satisfy business and technology needs.

        • Promise of Value – A statement that depicts a concrete benefit that the EA practice can provide for the organization in response to business and technology drivers.

    Info-Tech Insight

    Enterprise architecture needs to create and be part of a culture where decisions are made through collaboration while focusing on enterprise-wide efficiencies (e.g. reduced duplication, reusability, enterprise-wide cost minimization, overall security, comprehensive risk mitigation, and any other cross-cutting concerns) to optimize corporate business goals.

    The EA function scope is influenced by the EA value proposition and previously developed EA fundamentals

    Establish the EA function scope by using the EA value proposition and EA fundamentals that have already been developed. After defining the EA function scope, refer back to these statements to ensure it accurately reflects the EA value proposition and EA fundamentals.

    EA value proposition

    +

    EA vision statement
    EA mission statement
    EA goals and objectives

    —›
    Influences

    Organizational coverage

    Architectural domains

    Depth

    Time horizon

    —›
    Defines
    EA function scope

    EA team characteristics

    Create the optimal EA strategy by including personnel who understand a broad set of topics in the organization

    The team assembled to create the EA strategy will be defined as the “EA strategy creation team” in this blueprint.

    • Someone who has been in the organization for a long time and has built strong relationships with key stakeholders. This individual can exert influence and become the EA strategy sponsor.
    • An individual who understands how the different technology components in the organization support its business operations.
    • Someone in the organization who can communicate IT concepts to business managers in a language the business understands.
    • An individual with a strategy background or perspective on the organization. This individual will understand where the organization is headed.
    • Any individuals who feel an acute pain as a result of poorly made investment decisions. They can be champions of EA strategy in their respective functions.

    EA skills and competencies

    Apart from business know-how, the EA team should have the following skills

    • Architectural thinking
    • Analytical
    • Trusted, credible
    • Can handle complexity
    • Can change perspectives
    • Can learn fast (business and technology)
    • Independent and steadfast
    • Not afraid to go against the stream
    • Able to understand problems of others with empathy
    • Able to estimate scaling on design decisions such as model patterns
    • Intrinsic capability to identify where relevant details are
    • Able to identify root causes quickly
    • Able to communicate complex issues clearly
    • Able to negotiate and come up with acceptable solutions
    • Can model well
    • Able to change perspectives (from business to implementation and operational perspectives).

    Use of enterprise architecture methodologies

    Balance EA methodologies with Agile approaches

    Using an enterprise architecture methodology is a good starting point to achieving a common understanding of what that is. Often, organizations agree to "tailor" methodologies to their needs.

    The use of lean/Agile approaches will increase efficiency beyond traditional methodologies.

    Use of EA methodologies vs. Agile methods

    When to use what?

    • Use an existing methodology to structure your thinking and establish a common vocabulary to communicate basic concepts, processes, and approaches.
    • Customize the methodology to your needs; make it as lean as possible.
    • Execute in an Agile way, but keep in mind the thoughtful checks recommended by your end-to-end methodology.
    • Clarify goals.
    • Have good measures and metrics in place.
    • Continuously monitor progress, fit for purpose, etc.
    • Highlight risks, roadblocks, etc.
    • Get support.
    • Communicate vision, goals, key decisions, etc.
    • Iterate.

    Business strategy first, EA strategy second, and EA operating model third

    Corporate Strategy
    “Why does our enterprise exist in the market?”
    EA Strategy
    “What does EA need to be and do to support the enterprise’s ability to meet its goals? What is EA’s value proposition?”
    Business & IT Operating Culture
    “How does the organization’s culture and structure influence the EA operating model?”
    EA Operating Model
    How does EA need to operate on a daily basis to deliver the value proposition?”

    High-level perspective

    Creating an effective practice involves many moving parts.

    A visual of the many moving parts in an effective practice; there are 6 smaller circles in a large circle, an input arrow labelled 'Environment', an output arrow labelled 'Results', and a thin arrow connecting 'Results' back to 'Environment'. Of the circles, 'Leadership' is in the center, connected to each of the others, while 'Culture', 'Strategy', 'Core Processes', 'Structure', and 'Systems' create a cycle. (Source: The Center for Organizational Design)

    • Environment. Influences that are external to the organization, such as customer perceptions, changing needs, and changes in technology, and the organization’s ability to adjust to them.
    • Strategy. The business strategy defines how the organization adds value and acts as the rudder to direct the organization. Organizational strategy defines the character of the organization, what it wants to be, its values, its vision, its mission, etc.
    • Core Process. The flow of work through the organization.
    • Structure. How people are organized around business processes. Includes reporting structures, boundaries, roles, and responsibilities. The structure should assist the organization with achieving its goals rather than hinder its performance.
    • Systems. Interrelated sets of tasks or activities that help organize and coordinate work.
    • Culture. The personality of the organization: its leadership style, attitudes, habits, and management practices. Culture measures how well philosophy is translated into practice.
    • Results. Measurement of how well the organization achieved its goals.
    • Leadership. Brings the organization together by providing vision and strategy; designing, monitoring, and nurturing the culture; and fostering agility.

    The answer to the strategic planning entity dilemma is enterprise architecture

    Enterprise architecture is a discipline that defines the structure and operation of an organization. The intent of enterprise architecture is to determine how an organization can most effectively achieve its current and future objectives.

    Vision, goals, and aspirations as well internal and external pressures

    Business current state

    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    Enterprise Architecture

    IT current state

    • IT asset management
    • Database services
    • Application development

    Business target state

    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    • New capability

    IT target state

    • IT asset management
    • Database services
    • Application development
    • Business analytics
    Complex, overlapping, contradictory world of humans vs. logical binary world of IT
    EA is a planning tool to help achieve the corporate business goals

    EA spans across all the domains of architecture

    Business architecture is the cornerstone that sets the foundation for all other architectural domains: security, data, application, and technology.

    A flow-like diagram titled 'Enterprise Architecture' beginning with 'Digital Architecture' and 'Business Architecture', which feeds into 'Security Architecture', which feeds into both 'Data Architecture' and 'Application Architecture', which both feed into 'Technology Architecture: Infrastructure'.

    “An enterprise architecture practice is both difficult and costly to set up. It is normally built around a process of peer review and involves the time and talent of the strategic technical leadership of an enterprise.” (The Open Group Architecture Framework, 2018)

    Enterprise architecture deployment continuum

    A diagram visualizing the Enterprise architecture deployment continuum with two continuums, 'Level of Embedding' and 'EA Value', assigning terms to EA deployments based on where they fall. On the left is an 'Ivory Tower' configuration: EA' is separated from the 'BU's but is still controlling them. Level of Embedding: 'Centralized', EA Value: 'Dictatorship'. In the center is a 'Balanced' configuration: 'EA' is spread across and connected to each 'BU'. Level of Embedding: 'Federated', EA Value: 'Democracy'. On the right is a 'Siloed' configuration: Each 'BU' has its own separate 'EA'. Level of Embedding: 'Decentralized', EA Value: 'Abdication of enterprise role'.

    Info-Tech Insight

    The primary question during the design of the EA operating model is how to integrate the EA function with the rest of the business.

    If the EA practice functions on its own, you end up with ivory tower syndrome and a dictatorship.

    If you totally embed the EA function within business units it will become siloed with no enterprise value.

    Organizations need to balance consistency at the enterprise level with creativity from the grass roots.

    Enterprise vs. Program/Portfolio/Domain

    Enterprise vs. Program/Portfolio/Domain. Image depicts where Enterprise Scope overlaps Program/Portfolio Scope. Enterprise Scope includes Business Architecture. Program/Portfolio Scope includes Business Requirements, Business Process, and Solutions Architecture. Overlap between scope includes Technology Architecture, Data Architecture, and Applications Architecture.

    Info-Tech Insight

    Decisions at the enterprise level apply across multiple programs/portfolios/solutions and represent the guardrails set for all to play within.

    Decide on the degree of centralization

    Larger organizations with multiple domains/divisions or business units will need to decide which architecture functions will be centralized and which, if any, will be decentralized as they plan to scope their EA program. What are the core functions to be centralized for the EA to deliver the greatest benefits?

    Typically, we see a need to have a centralized repository of reusable assets and standards across the organization, while other approaches/standards can operate locally.

    Centralization

    • Allows for more strategic planning
    • Visibility into standards and assets across the organization promotes rationalization and cost savings
    • Ensures enterprise-wide assets are used
    • More strategic sourcing of vendors and resellers
    • Can centrally negotiate pricing for better deals
    • Easier to manage risk and prepare for audits
    • Greater coordination of resources
    • Derives benefits from enterprise decisions, e.g. integration…

    Decentralization

    • May allow for more innovation
    • May be easier to demonstrate local compliance if the organization is geographically decentralized
    • May be easier to procure software if offices are in different countries
    • Deployment and installation of software on user devices may be easier

    EA strategy

    What is the role of enterprise architecture vis-à-vis business goals?

    • What needs to be done?
    • Who needs to be involved?
    • When?
    • Where?
    • Why?
    • How?

    Top-down approach starting from the goals of the organization

      What the Business Sees...
    • Business Goals
      • Value Streams
          What the CxO Sees...
        • Capabilities
            What the App Managers See...
          • Processes
            • Applications
                What the Program Managers See...
              • Programs/Projects

    Info-Tech Insight

    Being able to answer the deceptively simple question “How am I doing?” requires traceability to and from the business goals to be achieved all the way to applications, to infrastructure, and ultimately, to the funded initiatives (portfolios, programs, projects, etc.).

    Measure EA strategy effectiveness by tracking the benefits it provides to the corporate business goals

    The success of the EA function spans across three main dimensions:

    1. The delivery of EA-enabled business outcomes that are most important to the enterprise.
    2. The alignment between the business and the technology from a planning perspective.
    3. Improvements in the corporate business goals due to EA contributions (standardization, rationalization, reuse, etc.).

    Corporate Business Goals

    • Reduction in operating costs
    • Decreased regulatory compliance infractions
    • Increased revenue from existing channels
    • Increased revenue from new channels
    • Faster time to business value
    • Improved business agility
    • Reduction in enterprise risk exposure

    EA Contributions

    • Alignment of IT investments to business strategy
    • Achievement of business results directly linked to IT involvement
    • Application and platform rationalization
    • Standards in place
    • Flexible architecture
    • Better integration
    • Higher organizational satisfaction with technology-enabled services and solutions

    Measurements

    • Cost reductions based on application and platform rationalization
    • Time and cost reductions due to standardization
    • Time reduction for integration
    • Service reused
    • Stakeholder satisfaction with EA services
    • Increase in customer satisfaction
    • Rework minimized
    • Lower cost of integration
    • Risk reduction
    • Faster time to market
    • Better scalability, etc.

    Info-Tech Insight

    Organizations must create clear and smart KPIs (key performance indicators) across the board.

    From corporate strategy to enterprise architecture

    A model connecting 'Enterprise Architecture' with 'Corporate Strategy' through 'EA Services' and 'EA Strategy'.

    Info-Tech Insight

    In the absence of a corporate strategy, enterprise architecture is missing its North Star.

    However, enterprise architects can partner with the business strategists to build the needed vision.

    Traceability to and from business corporate business goals to EA contributions (sample)

    A model connecting 'Enterprise Architecture' with 'Corporate Goals' through 'EA Contributions'.

    Enterprise architecture journey

    The enterprise architecture journey, from left to right: 'Business Goals' and 'EA Maturity Assessment', 'EA Strategy', 'Industry-Specific Capability Model' and 'Customized to the Organization's Needs', 'EA Operating Model' and 'EA Governance', 'Business Architecture' and 'EA Tooling', 'Data Architecture' and 'Application Architecture', 'Infrastructure Architecture'.

    Agile architecture principles

    Agile architecture principles:
    • Fast learning cycle
    • Explore alternatives
    • Create environment for decentralized ideation and innovation

    According to the Scaled Agile Framework, three of the most applicable principles for the architectural professions refer to the following:

    1. "Fast learning cycle" refers to learning cycles that allow for quick reiterations as well as the opportunity to fail fast to learn fast.
    2. "Explore alternatives" refers to the exploration phase and also to the need to make tough decisions and balance competing demands.
    3. "Create environment for decentralized ideation and innovation" ensures that no one has a monopoly on innovation. Moreover, EA needs to invite ideas from various stakeholders (from the business to operations as well as implementers, etc.).

    Architecture roles in lean enterprises

    Typical architecture roles in modern/Agile lean enterprises

    • System Architect
    • Solution Architect
    • Enterprise Architect

    Depth vs. strategy focus

    Typical architect roles

    A graph with different architect roles mapped onto it. Axes are 'Low Strategic Impact' to 'High Strategic Impact' and 'Breadth' to 'Depth'. 'Enterprise Architect' has the highest strategic impact and most breadth. 'Technical/System Architect' has the lowest strategic impact and most depth. 'Solution Architect' sits in the middle of both axes.

    Architecture roles continued

    The three architect roles from above and their impacts on the list of 'Common Domains' to the right. 'Enterprise Architect's impact is 'Across Value Streams', 'Solution Architect's impact is 'Across Systems', 'Technical/System Architect's impact is 'Single System'. Adapted from Scaled Agile.

    Common Domains

    Business Architecture

    Information Architecture

    Application Architecture

    Technical Architecture

    Integration Architecture

    Security Architecture

    Others

    Info-Tech Insight

    All architects are boots on the ground and play in the solutioning space. What differs is their decisions’ impact (the enterprise architect’s decisions affects all domains and solutions).

    SAFe definitions of the Enterprise/Solution and System Architect roles can be found here.

    The role of the Enterprise Architect is detailed here.

    Collaboration models across the enterprise

    A collaboration model with 'Enterprise Architecture' at the top consisting of a 'Chief Enterprise Architect', 'Enterprise Architects', and 'EA Concerns across solutions': 'Architect A', 'Architect B', and 'Architect C'. Each lettered Architect is connected to their respective 'Solution Architect (A-C)' which runs their respective 'Delivery Team (A-C)' with 'Other Team Members'.(Adapted from Disciplined Agile)

    There are both formal and informal collaborations between enterprise architects and solution architects across the enterprise.

    Info-Tech Insight

    Enterprise architects should collaborate with solutions architects to create the best solutions at the enterprise level and to provide guidance across the board.

    Architect roles in SAFe

    According to Scale Agile Framework 5 for Lean Enterprises:

    • The system architect participates in the Essential SAFe
    • Solution architects and system architects participate in Large Solution
    • The enterprise architect participates in the Portfolio SAFe
    • Enterprise, solution, and system architects are all involved in Full SAFe

    Please check the SAFe Scaled Agile site for detailed information on the approach.

    Architect roles and their participation in Agile events (see likely events and a typical calendar)

    Info-Tech Insight

    A clear commitment for architects to achieve and support agility is needed. Architects should not be in an ivory tower; they should be hands on and engaged in all relevant Agile ceremonies, like the pre- and post-program increment (PI) planning, etc.

    Architect syncs are also required to ensure the needed collaboration.

    Architect participation in Agile ceremonies, according to SAFe:

    Architecture runway (at scale)

    Info-Tech Insight

    Architecting for scale, modularity, and extensibility is key for the architecture to adapt to changing conditions and evolve.

    Proactively address NFRs; architect for performance and security.

    Continuously refine the solution intent.

    For large solutions, longer foundational architectural runways are needed.

    Having an intentional continuous improvement/continuous development (CI/CD) pipeline to continuously release, test, and monitor is key to evolving large and complex systems.

    Parallel continuous exploration/integration/deployment

    A cycle titled DevOps containing three smaller cycles labelled 'Continuous Explorations', 'Continuous Integration', and 'Continuous Deployment'.

    Info-Tech Insight

    Architects need to help make some fundamental decisions, e.g. help define the environment that best supports continuous innovation or exploration and continuous integration, deployment, and delivery.

    Typical strategic enterprise architecture involvement

    Enterprise Architect —DRIVES–› Enterprise Architecture Strategy

    Enterprise Architecture Strategy
    • Application Strategy
    • Business Strategy
    • Data Strategy
    • Implementation Strategy
    • Infrastructure Strategy
    • Inter-domain Collaboration
    • Integration Strategy
    • Operations Strategy
    • Security Strategy
    • (Adapted from Scaled Agile)

    The EA statement relative to agility

    The enterprise architecture statement relative to agility specifies the architects’ responsibilities as well as the Agile protocols they will participate in. This statement will guide every architect’s participation in planning meetings, pre- and post-PI, various syncs, etc. Use simple and concise terminology; speak loudly and clearly.

    Strong EA statement relative to agility has the following characteristics:

    • Describes what different architect roles do to achieve the vision of the organization
    • In an agile way
    • Compelling
    • Easy to grasp
    • Sharply focused
    • Specific
    • Concise

    Sample EA statement relative to agility

    • Create strategies that provide guardrails for the organization, provide standards, reusable assets, accelerators, and other decisions at the enterprise level that support agility.
    • Participate in pre-PI and post-PI planning activities, architect syncs, etc.

    A clear statement can include additional details surrounding the enterprise architect’s role relative to agility

    Below is a sample of connecting keywords to form an enterprise architect role statement, relative to agility.

    Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture in an agile way.

    Optimize – We collaborate with the business to analyze and optimize business capabilities and business processes to enable the agile and efficient attainment of [Company name] business objectives.

    Transform – We support IT-enabled business transformation programs by building and maintaining a shared vision of the future-state enterprise and consistently communicating it to stakeholders.

    Innovate – We identify and develop new and creative opportunities for IT to enable the business. We communicate the art of the possible to the business.

    Defining and implementing – We engage with project teams early and guide solution design and selection to ensure alignment to the target-state enterprise architecture and provide guidance and accelerators.

    Target enterprise structure in an agile way – We analyze business needs and priorities and assess the current state of the enterprise. We build and maintain the target enterprise architecture blueprints that define:

    • Business capabilities and processes (business architecture)
    • Data, application, and technology assets that enable business capabilities and processes (technology architecture)
    • Architecture principles
    • Standards and reusable assets
    • Continuous exploration, integration, and deployment

    Traditional vs. Agile approaches

    Traditional Enterprise Architecture Next-Generation Enterprise Architecture
    Scope: Technology focused Business transformation (scope includes both business and technology)
    Bottom up Top down
    Inside out Outside In
    Point to point; difficult to change Expandable, extensible, evolvable
    Control-based: Governance intensive; often over-centralized Guidance-based: Collaboration and partnership-driven based on accepted guardrails
    Big up-front planning Incremental/dynamic planning; frequent changes
    Functional siloes and isolated projects, programs, and portfolios Enterprise-driven outcome optimization (across value streams)

    Info-Tech Insight

    The role of the architecture in Lean (Agile) approaches is to set up the needed guardrails and ensure a safe environment where everyone can be effective and creative.

    Design an Enterprise Architecture Strategy

    Phase 2

    Create the EA Value Proposition

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    • Identify and prioritize EA stakeholders.
    • Create business and technology drivers from stakeholder information.
    • Identify business pains and technology drivers.
    • Define EA contributions to alleviate the pains.
    • Create promises of value to fully articulate the value proposition.

    This phase involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Step 2.1

    Define the Business and Technology Drivers

    Activities
    • 2.1.1 Use a stakeholder power map to identify and prioritize EA stakeholders
    • 2.1.2 Conduct a PESTLE analysis
    • 2.1.3 Review strategic planning documents
    • 2.1.4 Conduct EA stakeholder interviews

    This step will walk you through the following activities:

    • Learn the five-step process to create an EA value proposition.
    • Uncover business and technology needs from stakeholders.

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    An understanding of your organization’s EA needs.

    Create the Value Proposition

    Step 2.1 Step 2.2

    Value proposition is an important step in the creation of the EA strategy

    Creating an EA value proposition should be the first step to realizing a healthy EA function. The EA value proposition demonstrates to organizational stakeholders the importance of EA in helping to realize their needs.

    Five steps towards the successful articulation of EA value proposition:

    1. Identify and prioritize stakeholders. The EA function must know to whom to communicate the value proposition.
    2. Construct business and technology drivers. Drivers are derived from the needs of the business and IT. Needs come from the analysis of external factors, strategic documents, and interviewing stakeholders. Helping stakeholders and the organization realize their needs demonstrates the value of EA.
    3. Discover pains that prevent driver realization. There are always challenges that obstruct drivers of the organization. Find out what they are to get closer to showing the value of EA.
    4. Brainstorm EA contributions. Pains that obstruct drivers have now been identified. To demonstrate EA’s value, think about how EA can help to alleviate those pains. Create statements that show how EA’s contribution will be able to overcome the pain to show the value of EA.
    5. Derive promises of value. Complete the articulation of value for the EA value proposition by stating how realizing the business or technology will provide in terms of value for the organization. Speak with the stakeholders to discover the value that can be achieved.

    Info-Tech Insight

    EA can deliver many benefits to an organization. To increase the likelihood of success, each EA group needs to commit to delivering value to their organization based on the current operating environment and the desired direction of the enterprise. An EA value proposition will articulate the group’s promises of value to the enterprise.

    The foundation of an optimal EA value proposition is laid by defining the right stakeholders

    All stakeholders need to know how the EA function can help them. Provide the stakeholders with an understanding of the EA strategy’s impact on the business by involving them.

    A stakeholder map can be a powerful tool to help identify and prioritize stakeholders. A stakeholder map is a visual sketch of how various stakeholders interact with your organization, with each other, and with external audience segments.

    An example stakeholder map with the 'Key players' quadrant highlighted, it includes 'CEO', 'CIO', and the modified position of 'CFO' after being engaged.

    “Stakeholder management is critical to the success of every project in every organization I have ever worked with. By engaging the right people in the right way in your project, you can make a big difference to its success…and to your career.” (Rachel Thompson, MindTools)

    2.1.1 Use a stakeholder power map to identify and prioritize EA stakeholders

    2 hours

    Input: Expertise from the EA strategy creation team

    Output: An identified and prioritized set of stakeholders for the EA function to target

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    1. A stakeholder power map helps to visualize the importance of various stakeholders and their concerns so you can prioritize your time according to the most powerful and most impacted stakeholders.
    2. Evaluate each stakeholder in terms of power, Involvement, impact, and support.
      • Power: How much influence does the stakeholder have? Enough to drive the project forward or into the ground?
      • Involvement: How interested is the stakeholder? How involved is the stakeholder in the project already?
      • Impact: To what degree will the stakeholder be impacted? Will this significantly change how they do their job?
      • Support: Is the stakeholder a supporter of the project? Neutral? A resistor?
    3. Map each stakeholder to an area on the Power Map Template.
    4. Ask yourself if the power map looks accurate. Is there someone who has no involvement in EA strategy development but should?
    5. Some stakeholders may have influence over others. For example, a COO who highly values the opinion of the Director of Operations would be influenced by that director. Draw an arrow from one stakeholder to another to signify this relationship.

    Download the Stakeholder Power Map Template for more detailed instructions on completing this activity.

    Each stakeholder will have a set of needs that will influence the final EA value proposition

    All stakeholders will have a set of needs they would like to address. Take those needs and translate them into business and technology drivers. Drivers help clearly articulate to stakeholders, and the EA function, the stakeholder needs to be addressed.

    Business Driver

    Business drivers are internal or external business conditions, changing business capabilities, and changing market trends that impact the way EA operates and provides value to the enterprise.

    Examples:

    Ensure corporate compliance with legislation pertaining to data and security (e.g. regulated oil fields).

    Enable the automation and digitization of internal processes and services to business stakeholders.

    Technology Driver

    Technology drivers are internal or external technology conditions or factors that are not within the control of the EA group that impact the way that the EA group operates and provides value to the enterprise.

    Examples:

    Establish standards and policies for enabling the organization to take advantage of cloud and mobile technologies.

    Reduce the frequency of shadow IT by lowering the propensity to make business–technology decisions in isolation.

    (Source: The Strategic CFO, 2013)

    Gather information from stakeholders to begin the process of distilling business and technology drivers

    Review information sources, then analyze them to derive business and technology drivers. Information sources are not targeted towards EA stakeholders. Analyze the information sources to create drivers that are relevant to EA stakeholders.

    Information Sources Drivers (Examples)

    PESTLE Analysis

    Strategy Documents

    Stakeholder Interviews

    SWOT Analysis

    —›

    Analysis

    —›

    Help the organization align technology investments with corporate strategy

    Ensure corporate compliance with legislation.

    Increase the organization’s speed to market.

    Business and Technology Needs

    By examining information sources, the EA team will come across a set of business and technology needs. Through analysis, these needs can be synthesized into drivers.

    The PESTLE analysis will help you uncover external factors impacting the organization

    PESTLE examines six perspectives for external factors that may impact business and technology needs. Below are prompting questions to facilitate a PESTLE analysis working session.

    Political
    • Will a change in government (at any level) affect your organization?
    • Do inter-government or trade relations affect you?
    • Are there shareholder needs or demands that must be considered?
    • How are your costs changing (moving off-shore, fluctuations in markets, etc.)?
    • Do currency fluctuations have an effect on your business?
    • Can you attract and pay for top-quality talent (e.g. desirable location, reasonable cost of living, changes to insurance requirements)?
    Economic
    Social
    • What are the demographics of your customers and/or employees?
    • What are the attitudes of your customers and/or staff (e.g. do they require social media, collaboration, transparency of costs)?
    • What is the general lifecycle of an employee (i.e. is there high turnover)?
    • Is there a market of qualified staff?
    • Is your business seasonal?
    • Do you require constant technology upgrades (e.g. faster network, new hardware)?
    • What is the appetite for innovation within your industry/business?
    • Are there demands for increasing data storage, quality, BI, etc.?
    • Are you looking to cloud technologies?
    • What is the stance on bring your own device?
    • Are you required to do a significant amount of development work in-house?
    Technological
    Legal
    • Are there changes to trade laws?
    • Are there changes to regulatory requirements (i.e. data storage policies, privacy policies)?
    • Are there union factors that must be considered?
    • Is there a push towards being environmentally friendly?
    • Does the weather have any effect on your business (hurricanes, flooding, etc.)?
    Environmental

    2.1.2 Conduct a PESTLE analysis

    2 hours

    Input: Expertise from EA strategy creation team

    Output: Identified set of business and technology needs from PESTLE

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    1. Begin conducting the PESTLE analysis by breaking the participants into groups. Divide the six different perspectives amongst the groups.
    2. Ask each group to begin to derive business and technology needs from their assigned perspectives. Use some of the areas noted below along with the questions on the previous slide to derive business and technology needs.
      • Political: Examine taxes, environmental regulations, and zoning restrictions.
      • Economic: Examine interest rates, inflation rate, exchange rates, the financial and stock markets, and the job market.
      • Social: Examine gender, race, age, income, disabilities, educational attainment, employment status, and religion.
      • Technological: Examine servers, computers, networks, software, database technologies, wireless capabilities, and availability of Software as a Service.
      • Legal: Examine trade laws, labor laws, environmental laws, and privacy laws.
      • Environmental: Examine green initiatives, ethical issues, weather patterns, and pollution.
    3. Ask each group to take into account the following questions when deriving business and technology needs:
      • Will business components require any changes to address the factor?
      • Will information technology components changes be needed to address any factor?
    4. Have each team record its findings. Have each team present its list and have remaining teams give feedback and additional suggestions. Record any changes in this step.

    Download the PESTLE Analysis Template to assist with completing this activity.

    Strategic planning documents can provide information regarding the direction of the organization

    Some organizations (and business units) create an authoritative strategy document. These documents contain corporate aspirations and outline initiatives, reorganizations, and shifts in strategy. From these documents, a set of business and technology needs can be generated.

    Overt Statements

    • Corporate objectives and initiatives are often explicitly stated in these documents. Look for statements that begin with phrases such as “Our corporate objectives are…”
    • Remember that different organizations use different terminology; if you cannot find the word goal or objective then look for “pillar,” “imperative,” “theme,” etc.

    Turn these statements to business and technology needs by:

    Asking the following:
    • Is there a need from a business perspective to address these objectives, initiatives, and shifts in strategy?
    • Is there a need from a technology perspective to address these objectives, initiatives, and shifts in strategy?

    Covert Statements

    • Some corporate objectives and initiatives will be mentioned in passing and will require clarification. For example: “As we continue to penetrate new markets, we will be diversifying our manufacturing geography to simplify distribution.”

    2.1.3 Review strategic planning documents

    2 hours

    Input: Strategic documents in the organization

    Output: Identified set of business and technology needs from documents

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the identification process of business and technology needs from strategic documents with the following steps:

    1. Work with the EA strategy creation team to identify the strategic documents within the organization. Look for documents with any of the following content:
      • Corporate strategy document
      • Business unit strategy documents
      • Annual general reports
    2. Gather the strategic documents into one place and call a meeting with the EA strategy creation team to identify the business and technology needs in those documents.
    3. Pick one document and look through its contents. Look for future-looking words such as:
      • We will be…
      • We are planning to…
      • We will need…
    4. Consider those portions of the document with future-looking words and ask the following:
      • Will business components require any changes to address these objectives?
      • Will information technology components changes be needed to address these objectives?
    5. Record the business and technology needs identified in step 4. As well, record any questions you may have regarding the document contents for stakeholders to validate later.
    6. Move to the next document once complete. Complete steps 3-5 for the remaining strategy documents.

    Stakeholder interviews will help you collect primary data and will shed light on stakeholder priorities and challenges

    In this interview process, you will be asking EA stakeholders questions that uncover their business and technology needs. You will also be able to ask follow-up questions to get a better understanding of abstract or complex concepts from the strategy document review and PESTLE analysis.

    EA Stakeholders:

    • Stakeholders may not think of their business and technology needs. But stakeholders will often explicitly state their objectives and initiatives.
    • Objectives often result in risks, opportunities, and annoyances:
      • Risks: Potential damage associated with pursuing an objective or initiative.
      • Opportunities: Potential gains that could be leveraged when capturing objectives and initiatives.
      • Annoyances: Roadblocks that could hinder the pursuit of objectives and initiatives.
    • Ask stakeholders questions on these areas to discern their business and technology needs.

    Risks + Opportunities + Annoyances –› Business and Technology Needs

    2.1.4 Conduct EA stakeholder interviews

    4-8 hours

    Input: Expertise from the EA stakeholders

    Output: Business and technology needs for EA stakeholders

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, Identified EA stakeholders

    1. Schedule an interview with each of the stakeholders that were identified as key stakeholders in the Stakeholder Power Map.
    2. Meet with the key EA stakeholders and start business and technology needs gathering. Schedule each identified key stakeholder for an interview.
    3. When a stakeholder arrives for their interview, ask the following questions and record the answers to help uncover needs. Be sure to record which stakeholder answered the question. Further, record any future stakeholders that agree.
      • What are the current strengths of your organization?
      • What are the current weaknesses of your organization?
      • What is the number 1 risk you need to prevent?
      • What is the number 1 opportunity you want to capitalize on?
      • What is the number 1 annoying pet peeve you want to remove?
      • How would you prioritize these risks, opportunities, and annoyances?
    4. Recorded answer example: “We can’t see what the other departments are doing; when we spend a lot of money to invest in something, we later find out the capability is already within the company.”
    5. After completing each interview, verify with each stakeholder that you have captured their business and technology needs. Continue the interview process until all identified key stakeholders have been interviewed.
    6. Capture all inputs into a SWOT (strengths, weaknesses, opportunities, and threats) format.

    Step 2.2

    Define Your Value Proposition

    Activities
    • 2.2.1 Create a set of business and technology drivers from business and technology needs
    • 2.2.2 Identify the pains associated with the business and technology drivers
    • 2.2.3 Identify the EA contributions that can address the pains
    • 2.2.4 Create promises of value to shape the EA value proposition

    This step will walk you through the following activities:

    • Use business and technology drivers to determine EA’s role in your organization.

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    A value proposition document that ties the value of the EA function to stakeholder needs.

    Create the EA Value Proposition

    Step 2.1 Step 2.2

    Synthesize the collected data into business and technology drivers

    Two triangles labelled 'Business needs' and 'Technology needs' point to a cloud labelled 'Analysis', which connects to the driver attributes on the right via a dotted line.

    There are several key attributes that a driver should have.

    Driver Key Attributes
    • A succinct statement.
    • Begins with “action words” to communicate a call to action (e.g. Support, Help, Enable).
    • Written in a language understood by all parties involved.
    • Communicates a need for improvement or prevention.

    “The greatest impact of enterprise architecture is the strategic impact. Put the mission and the needs of the organization first.” (Matthew Kern, Clear Government Solutions)

    2.2.1 Create a set of business and technology drivers from business and technology needs

    3 hours

    Input: Expertise from EA strategy creation team

    Output: A set of business and technology drivers

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, EA stakeholders

    Meet with the EA strategy creation team and follow the steps below to begin the process of synthesizing the business and technology needs into drivers.

    1. Lay out the documented business and technology needs your team gathered from PESTLE analysis, strategy document reviews, and stakeholder interviews.
    2. Assess the documented business and technology needs to see if there are common themes. Consolidate those similar business and technology needs by crafting one driver for them. For example:
      • PESTLE: Influx of competitors in the marketplace causing tighter margins.
      • Document review: Improve investment quality and their value to the organization.
      • Stakeholder interview: “We can’t see what the other departments are doing; when we spend a lot of money to invest in something, we later find out the capability is already within the company.”
      • Consolidated business driver example: Help the organization align investments with the corporate strategy and departmental priorities.
    3. As well, synthesize the business and technology needs that cannot be consolidated.
    4. Verify the completed list of drivers with stakeholders. This is to ensure you have fully captured their needs.

    Download the EA Value Proposition Template to record your findings in this activity.

    When addressing business and technology drivers, an organization can expect obstacles

    A pain is an obstacle that business stakeholders will face when attempting to address business and technology drivers. Identify the pains associated with each driver so that EA’s contributions can be linked to resolving obstacles to address business needs.

    Business and Technology Drivers

    Pains

    Created by assessing information sources. A sentence that states the nature of the pain and how the pain stops the organization from addressing the drivers.
    Examples:
    • Business driver: Help the organization align investments with the corporate strategy and departmental priorities.
    • Technology driver: Improve the organization’s technology responsiveness and increase speed to market.
    Examples:
    • Business driver pains: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
    • Technology driver pains: Ineffective application development requiring delays decreases the speed to market.

    2.2.2 Identify the pains associated with the business and technology drivers

    2 hours

    Input: Expertise from EA strategy creation team and EA stakeholders

    Output: An associated pain that obstructs each identified driver

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, EA stakeholders

    Call a meeting with the EA strategy creation team and any available stakeholders to identify the pains that obstruct addressing the business and technology drivers.

    Take each driver and ask the questions below to the EA strategy creation team and to any EA stakeholders who are available. Record the answers to identify the pains when realizing the drivers.

    1. What are your challenges in performing the activity or process today?
    2. What other business activities/processes will be impacted/improved if we solve this?
    3. What compliance/regulatory/policy concerns do we need to consider in any solution?
    4. What are the steps in the process/activity?

    Take the recorded answers and follow the steps below to create the pain statements:

    1. Answers to the questions above can be long, unfocused, or spoken in a casual manner. To turn the answer into pains, refine the recorded answers into a succinct sentence that captures its meaning.
      • Recorded answer example: “I feel like there needs to be a holistic view of the organization. If we had a tool to see all the capabilities across the business, then we can figure out what investments should be prioritized.”
      • Example of pain statement: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
    2. When the list of pains has been written out, verify with the stakeholders that you have fully captured their pains.

    Download the EA Value Proposition Template to record your findings in this activity.

    The identified pains can be alleviated by a set of EA contributions

    Set the foundations for the value proposition by brainstorming the EA contributions that can alleviate the pains.

    Business and technology drivers produce:

    Pains

    —›
    EA contributions produce:

    Value by alleviating pains

    Pains

    Obstructions to addressing business and technology drivers. Stakeholders will face these pains.

    Examples
    • Business driver pains: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
    EA contributions

    Activities the EA function can perform to help alleviate the pains. Demonstrates the contributions the EA function can make to business value.

    Examples:
    • Business driver EA contributions: Business capability mapping shows the business capabilities of the organization and the technology that supports those capabilities in the current and target state. This provides a view for the set of investments that are needed by the organization, which can then be prioritized.

    Enterprise architecture functions can provide a diverse set of contributions to any organization – Sample

    EA contribution category EA contribution details
    Define business capabilities and processes As-is and target business capabilities and processes are documented and understood by both IT and the business.
    Design information flows and services Information flows and services effectively support business capabilities and processes.
    Analyze gaps and identify project opportunities Create informed project identification, scope definition, and project portfolio management.
    Optimize technology assets Greater homogeneity and interoperability between tangible and intangible technology assets.
    Create and maintain technology standards Decrease development, integration, and support efforts. Reduce complexity and improve interoperability.
    Rationalize technology assets Tangible and intangible technology assets are rationalized to adequately and efficiently support information flows and services.

    2.2.3 Identify the EA contributions that can address the pains

    2 hours

    Input: Expertise from EA strategy creation team

    Output: EA contributions that addresses the pains that were identified

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Gather with the EA strategy creation team, take each pain, then ask and record the answers to the questions below to identify the EA contributions that would solve the pains:

    1. What activities can the EA practice conduct to overcome the pain?
    2. What are the core EA models that can help accurately define the problem and assist in finding appropriate resolutions?
    3. What are the general EA benefits that can be associated with solving this pain?

    Answers to the questions above will generate a list of activities EA can do to help alleviate the pains. Use the following steps to complete this activity:

    1. Create a stronger tie between the EA contributions and pains by linking the EA contribution statement to the pain.
      • Example of pain statement: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
      • Example of EA contributions statement: Business capability mapping shows the business capabilities of the organization and the technology that supports those capabilities in the current and target state. This provides a view for the set of investments that are needed by the organization, which can then be prioritized.
    2. Verify with the stakeholders that they understand the EA contributions have been written out and how those contributions address the pains.

    Download the EA Value Proposition Template to record your findings in this activity.

    EA promises of value articulate EA’s commitment to the organization

    • Business Goals and Technology Drivers
      A set of statements created from business and technology needs. Gathered from information sources, it communicates improvements needed.

      • Value Streams, Aspirations, Long-Term Goals
        Value streams, aspirations, long-term goals

        • EA Contributions
          EA contributions that will alleviate the obstructions. Removing the obstructions will allow EA to help satisfy business and technology needs.

          • Promise of Value
            A statement that depicts a concrete benefit the EA practice can provide for the organization in response to business and technology drivers.
            Communicate the statements in a language that stakeholders understand to complete the articulation of EA’s value proposition.

    2.2.4 Create promises of value to shape the EA value proposition

    2 hours

    Input: Expertise from EA strategy creation team and EA stakeholders

    Output: Promises of value for each business and technology driver

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, EA stakeholders

    Now that the EA contributions have been identified, identify the promises of value to articulate the value proposition.

    Take each driver, then ask and record the answers to the questions below to identify the promises of value when realizing the drivers:

    1. What does amazing look like if we solve this perfectly?
    2. What other business activities/processes will be impacted/improved if we solve this?
    3. What measures of success/change should we use to prove value of the effort (KPIs/ROI)?

    Take the recorded answers and follow the steps below to create the promises of value.

    1. Answers to the questions above can be long, unfocused, or spoken in a casual manner. To turn the answer into a promise of value, refine the recorded answer into a succinct sentence that captures its meaning.
      • Business driver example: Help the organization align investments with the corporate strategy and departmental priorities.
      • Recorded answer example: “If this would be solved perfectly, we would have a very easy time planning investments and investment planning hours can be spent doing other activities.”
      • Promises of value example: Increase the number of investments that have a direct tie to corporate strategy.
    2. When the promises of value have been written out, verify with the stakeholders that you have fully captured their ideas.

    Download the EA Value Proposition Template to record your findings in this activity.

    Design an Enterprise Architecture Strategy

    Phase 3

    Build the EA Fundamentals

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    • Create an EA vision statement and an EA mission statement.
    • Create EA goals, define EA objectives, and link them to EA goals.
    • Define the EA function scope dimensions.
    • Create a set of EA principles for your organization.
    • Discuss current methodology.

    This phase involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Step 3.1

    Realize the Importance of EA Fundamentals

    Activities
    • 3.1.1 Create the EA vision statement
    • 3.1.2 Create the EA mission statement
    • 3.1.3 Create EA goals
    • 3.1.4 Define EA objectives and link them to EA goals
    • 3.1.5 Record the details of each EA objective

    This step will walk you through the following activities:

    • Define and document the fundamentals that guide the EA function.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • Vision and mission statements for the EA function.
    • A set of EA goals and a set of objectives to track progression toward those goals.
    Build the EA Fundamentals
    Step 3.1 Step 3.2

    EA fundamentals guide the EA function

    EA fundamentals include a vision statement, a mission statement, goals and objectives, and principles. They are a set of documented statements that guide the EA function. The fundamentals guide the EA function in terms of its strategy and decision making.

    EA vision statement EA mission statement

    EA fundamentals

    EA goals and objectives EA principles

    Info-Tech Insight

    Treat the critical elements of the EA group the same way as you would a business. Create a directional foundation for EA and define the vision, mission, goals, principles, and scope necessary to deliver on the established value proposition.

    The EA vision statement articulates the aspirations of the EA function

    The enterprise architecture vision statement communicates a desired future state of the EA function. The statement is expressed in the present tense. It seeks to articulate the desired role of the EA function and how the EA function will be perceived.

    Strong EA vision statements have the following characteristics:

    • Describe a desired future
    • Focus on ends, not means
    • Communicate promise
    • Concise, no unnecessary words
    • Compelling
    • Achievable
    • Inspirational
    • Memorable

    Sample EA vision statements:

    • To be a trusted partner for both the business and IT, driving enterprise effectiveness, efficiency, and agility at [Company Name].
    • To be a trusted partner and advisor to both the business and IT, contributing to business-IT alignment and cost reduction at [Company Name].
    • To create distinctive value and accelerate [Company Name]’s transformation.

    The EA mission statement articulates the purpose of the EA function

    The enterprise architecture mission statement specifies the team’s purpose or “reason of being.” The mission should guide each day’s activities and decisions. The mission statements use simple and concise terminology, speak loudly and clearly, and generate enthusiasm for the organization.

    Strong EA mission statements have the following characteristics:

    • Articulates EA function purpose and reason for existence
    • Describes what the EA function does to achieve its vision
    • Defines who the customers of the EA function are
    • Compelling
    • Easy to grasp
    • Sharply focused
    • Inspirational
    • Memorable
    • Concise

    Sample EA mission statements:

    • Define target enterprise architecture for [Company Name], identify solution opportunities, inform IT investment management, and direct solution development, acquisition, and operation compliance.
    • Synergize with both the business and IT to define and help realize [Company Name]’s target enterprise architecture that enables the business strategy and optimizes IT assets, resources, and capabilities.

    The EA vision and mission statements become relevant to EA stakeholders when linked to the promises of value

    The process for constructing the enterprise architecture vision statement and enterprise architecture mission statement is articulated below.

    Promises of value Derive keywords Construct draft statements Reference test criteria Finalize statements
    Derive the a set of keywords from the promises of value to accurately capture their essence. Create the initial statement using the keywords. Check the initial statement against a set of test criteria to ensure their quality. Finalize the statement after referencing the initial statement against the test criteria.

    Derive keywords from promises of value to begin the vision and mission statement creation process

    Develop keywords by summarizing the promises of value that were derived from drivers into one word that will take on the essence of the promise. See examples below:

    Business and technology drivers Promises of value Keywords
    Help the organization align investments with the corporate strategy and departmental priorities. Increase the number of investments that have a direct tie to corporate strategy. Business
    Support the rapid growth and development of the company through fiscal planning, project planning, and technology sustainability. Ensure budgets and projects are delivered on time with the assistance of technology. IT-Enabled
    Reduce the duplication and work effort to build and deploy technology solutions across the entire organization. Aim to reduce the number of redundant applications in the organization to streamline processes and save costs. Catalyst
    Improve the organization’s technology responsiveness and increase speed to market. Reduce the number of days required in the SDLC for all core business support projects. Value delivery

    An inspirational vision statement is greater than the sum of the individual words

    Ensure the sentence is cohesive and captures additional value outside of the keywords. The statement as a whole should be greater than the sum of the parts. Expand upon the meaning of the words, if necessary, to communicate the value. Below is an example of a finished vision statement.

    Sample

    Be a catalyst for IT-enabled business value delivery.

    Catalyst – We will continuously interact with the business and IT to accelerate and improve results.

    IT-enabled – We will ensure the optimal use of technology in enabling business capabilities to achieve business objectives.

    Business – We will be perceived as a business-focused unit that understands [Company name]’s business priorities and required business capabilities.

    Value delivery – EA’s value will be recognized by both business and IT stakeholders. We will track and market EA’s contribution to business value organization-wide.

    A clear mission statement can include additional details surrounding the EA team’s desired and expected value

    Likewise, below is a sample of connecting keywords together to form an EA mission statement:

    Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture.

    Optimize – We collaborate with the business to analyze and optimize business capabilities and business processes to enable the agile and efficient attainment of [Company name] business objectives.

    Transform – We support IT-enabled business transformation programs by building and maintaining a shared vision of the future-state enterprise and consistently communicating it to stakeholders.

    Innovate – We identify and develop new and creative opportunities for IT to enable the business. We communicate the art of the possible to the business.

    Defining and implementing – We engage with project teams early and guide solution design and selection to ensure alignment to the target-state enterprise architecture.

    Target enterprise structure – We analyze business needs and priorities and assess the current state of the enterprise. We build and maintain the target enterprise architecture blueprints that define:

    • Business capabilities and processes (business architecture)
    • Data, application, and technology assets that enable business capabilities and processes (technology architecture)
    • Architecture principles and standards

    3.1.1 Create the EA vision statement

    1 hour

    Input: Identified promises of value, Vision statement test criteria

    Output: EA function vision statement

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the creation of the EA vision statement by following the steps below:

    1. Gather the EA strategy creation team and have the promises of value from the EA value proposition laid out.
    2. Select one promise of value and work with the team to identify one word that captures the essence of that promise of value.
    3. Continue to the next promise of value until all of the promises of value have a keyword identified.
    4. Have the identified set of keywords laid out and see if any of their meanings are similar and can be consolidated together. Consolidate similar meaning keywords.
    5. Create the initial draft of the EA vision statement by linking the keywords together.
    6. Check the initial draft of the vision statement against the test criteria below. Ask the team if the vision statement satisfies each of the test criteria.
      • Do you find this vision exciting?
      • Is the vision clear, compelling, and easy to grasp?
      • Does this vision somehow connect to the core purpose?
      • Will this vision be exciting to a broad base of people in the organization, not just those within the EA team?
    7. Make changes to the initial draft to satisfy the test criteria. Socialize the EA vision statement with EA stakeholders to make sure it captures their needs.

    3.1.2 Create the EA mission statement

    1 hour

    Input: Identified promises of value, Mission statement test criteria

    Output: EA function mission statement

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the creation of the EA mission statement by following the steps below:

    1. Gather the EA strategy creation team and have the promises of value from the EA value proposition laid out.
    2. Select one promise of value and work with the team to identify one word that captures the essence of that promise of value.
    3. Continue to the next promise of value until all of the promises of value have a keyword identified.
    4. Have the identified set of keywords laid out, and see if any of their meanings are similar and can be consolidated together. Consolidate similar meaning keywords.
    5. Create the initial draft of the EA mission statement by linking the keywords together.
    6. Check the initial draft of the mission statement against the following test criteria below. Ask the team if the mission statement satisfies each of the test criteria.
      • Do you find this purpose personally inspiring?
      • Does the purpose help you to decide what activities to not pursue, to eliminate from consideration? Is this purpose authentic – something true to what the organization is all about – not merely words on paper that sound nice?
      • Would this purpose be greeted with enthusiasm rather than cynicism by a broad base of people in the organization?
    7. Make changes to the initial draft to satisfy the test criteria. Socialize the EA mission statement with EA stakeholders to make sure it captures their needs.

    EA goals demonstrate the achievement of success of the EA function

    Enterprise architecture goals define specific desired outcomes of an EA function. EA goals are important because they establish the milestones the EA function can strive toward to deliver their promises of value.

    Inform EA goals by examining:

    Promises of value

    —›
    EA goals produce:

    Targets and milestones

    Promises of value

    Produce EA strategic outcomes that can be classified into four categories. The four categories are:

    • Business performance
    • IT performance
    • Customer value
    • Risk management
    EA goals

    Support the strategic outcomes. EA goals can be strategic or operational:

    • EA strategic goals support the strategic outcomes.
    • EA operational goals help measure the architecture capability quality and supporting processes.

    3.1.3 Create EA goals

    2 hours

    Input: Identified promises of value

    Output: EA goals

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the creation of EA goals by following the steps below:

    1. Gather the EA strategy creation team and the identified promises of value from Phase 2, Create the EA Value Proposition.
    2. Open the EA Goals and Objectives Template and examine the list of default EA goals already within the template.
    3. Take the identified promises of value and discuss with the team if any of the EA goals in the template relate to the promises of value. Record the related EA goal and promise of value. See example below:
      • Promises of value example: Increase the number of investments that have a direct tie to corporate strategy.
      • Related EA goal example: Alignment of IT and business strategy.
    4. Repeat step 3 until all identified promises of value have been examined in relation to the EA goals in the template.
    5. If there are promises of value that are not related to an EA goal in the template, create EA goals to relate to those promises of value. Keep in mind that EA goals need to support the strategic outcomes produced by the promises of value. Record the EA goals in the template and document the related promises of value.

    Download the EA Goals and Objectives Template to assist with completing this activity.

    Starting with COBIT, select the appropriate objectives to track EA goals – Sample

    Below are examples of EA goals and the objectives that track their performance:

    IT performance-oriented goals Objectives
    Alignment of IT and business strategy
    • Increase the percentage of enterprise strategic goals and requirements supported by IT strategic goals by X percent in the fiscal year.
    • Improve stakeholder satisfaction with planned function and services portfolio scope by X percent in the fiscal year.
    • Increase the percentage of IT value drivers mapped to business value drivers by X percent in the next fiscal year.
    Increase in IT agility
    • Improve business executive satisfaction with IT’s responsiveness to new requirements by X percent in the fiscal year.
    • Increase the number of critical business processes supported by up-to-date infrastructure and applications in the next three years.
    • Lower the average time to turn strategic IT objectives into agreed-upon and approved initiatives.
    Optimization of IT assets, resources, and capabilities
    • Increase the frequency of capability maturity and cost optimization assessments.
    • Improve the frequency of reporting for assessment result trends.
    • Raise the satisfaction levels of business and IT executives with IT-related costs and capabilities by X percent.

    3.1.4 Define EA objectives and link them to EA goals

    2 hours

    Input: Defined EA goals

    Output: EA objectives linked to EA goals

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the process of defining EA objectives and linking them to EA goals using the following steps:

    1. Gather the EA strategy creation team and open the EA Goals and Objectives Template.
    2. Have the goals laid out, and refer to the objectives already in the EA Goals and Objectives Template. Examine if any of them will fit the goals your team has created.
    3. If some of the goals your team has created do not fit with the objectives in the template, begin the process of creating new objectives. Remember, EA objectives are SMART metrics that help track the progress toward the EA goals.
    4. Create an EA objective and check if it is SMART by asking some of the questions below:
      • Specific: Is the objective specific to the goal? Is the objective clear to anyone who has basic knowledge of the goal?
      • Measurable: Is it possible to figure out how far the team would be away from completing the objective?
      • Agreed Upon: Does everyone involved agree the objective is the correct way to measure progress?
      • Realistic: Can the objective be met within the availability of resources, knowledge, and time?
      • Time Based: Is there a time-bound component to the goal?
    5. Continue to create new objectives until each goal has an objective linked to it.

    Download the EA Goals and Objectives Template to assist with completing this activity.

    For each of the objectives, determine how they will be collected, reported, and implemented

    Add details to the enterprise architecture objectives previously defined to increase their clarity to stakeholders.

    EA objective detail category Description
    Unit of measure
    • The unit in which the objective will be presented.
    Calculation formula
    • The formula by which the objective will be calculated.
    Objective baseline, status, and target
    • Baseline: The state of the objective at the start of measurement.
    • Status: The current state of the measurement.
    • Target: The target state the measurement should reach.
    Data collection
    • Responsible: The individual responsible for collecting the data.
    • Source: Where the data originates.
    • Frequency: How often the data will be collected to calculate the objective.
    Reporting
    • Target Audience: The people the objective will be presented to.
    • Method: The method used to present the data collected on the objective (e.g. report, presentation).
    • Frequency: How often the data will be presented to the target audience.

    3.1.5 Record the details of each EA objective

    2 hours

    Input: Defined list of EA objectives

    Output: Increased detail into each defined EA objective

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Record the details of each EA objective. Use the following steps below to assist with recording the details:

    1. Gather the EA strategy creation team, and open the EA Goals and Objectives Template.
    2. Select one objective that has been identified and discuss the formula for calculating the objective and in what units the objective will be recorded. Record the information in the “Calculation formula” and “Unit of measure” columns in the template once they have been agreed upon.
    3. Using the same objective, move to the “Data Collection” portion of the template. Discuss and record the following: the source of the data that generates the objective, the frequency of reporting on the objective, and the person responsible for reporting the objective.
    4. Move to the “Reporting” portion of the template. Discuss and record the target audience for the objective and the reporting frequency and method to those audiences.
    5. Examine the “Objective baseline,” “Objective status,” and “Objective target” columns. Record any measurement you may currently have in the “Objective baseline” column. Record what you would like the objective measurement to be in the “Objective target” column. Note: Keep track of the progression towards the target in the “Objective status” column in the future.
    6. Select the next objective and complete steps 2–5 for that measure. Continue this process until you have recorded details for all objectives.

    Download the EA Goals and Objectives Template to assist with completing this activity.

    Step 3.2

    Finalize the EA Fundamentals

    Activities
    • 3.2.1 Define the organizational coverage dimension of the EA function scope
    • 3.2.2 Define the architectural domains and depth dimension
    • 3.2.3 Define the time horizon dimension
    • 3.2.4 Create a set of EA principles for your organization
    • 3.2.5 Add the rationale and implications to the principles
    • 3.2.6 Operationalize the EA principles
    • 3.2.7 Discuss the need for classical methodology and/or a combination including Agile practices

    This step will walk you through the following activities:

    • Define the EA function scope dimensions.
    • Create a set of EA principles.
    • Discuss the organization’s current methodology, if any, and whether it works for the business.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • Defined scope of the EA function.
    • A set of EA principles for your organization.
    • A decision on traditional vs. Agile methodology or a blend of both.

    Build the EA Fundamentals

    Step 3.1 Step 3.2

    A clear EA function scope defines the EA sandbox

    The EA function scope constrains the promises of value the EA function will deliver on by taking into account factors across four dimensions. The EA function scope ensures that the EA function is not stretched beyond its current/planned means and capabilities when delivering the promised value. The four dimensions are illustrated below:

    Organizational coverage
    Determine the focus of the enterprise architecture effort in terms of specific business units, functions, departments, capabilities, or geographical areas.
    Depth
    Determine the appropriate level of detail to be captured, based on the intended use of the enterprise architecture and the contingent decisions to be made.

    EA Scope

    Architectural Domains
    Determine the EA domains (business, data, application, infrastructure, security) that are appropriate to address stakeholder concerns and architecture requirements.
    Time horizon
    Determine the target-state architecture’s objective time period.

    The EA function scope is influenced by the EA value proposition and previously developed EA fundamentals

    Establish the EA function scope by using the EA value proposition and EA fundamentals that have been developed. After defining the EA function scope, refer back to these statements to ensure the EA function scope accurately reflects the EA value proposition and EA fundamentals.

    EA value proposition

    +

    EA vision statement
    EA mission statement
    EA goals and objectives

    —›
    Influences

    Organizational coverage

    Architectural domains

    Depth

    Time horizon

    —›
    Defines
    EA function scope

    EA scope – Organizational Coverage

    The organizational coverage dimension of EA scope determines the focus of enterprise architecture effort in the organization. Coverage can be determined by specific business units, functions, departments, capabilities, or geographic areas. Info-Tech has typically seen two types of coverage based on the size of the organization.

    Small and medium-size enterprise

    Indicators: Full-time employees dedicated to manage its data and IT infrastructure. Individuals are IT generalists and may have multiple roles.

    Recommended coverage: Typically, for small and medium-size businesses, the organizational coverage of architecture work is the entire enterprise. (Source: The Open Group, 2018)

    Large enterprise

    Indicators: Dedicated full-time IT staff with expertise to manage specific applications or parts of the IT infrastructure.

    Recommended coverage: For large enterprises, it is often necessary to develop a number of architectures focused on specific business segments and/or geographies. In this federated model, an overarching enterprise architecture should be established to ensure interoperability and conformance to overarching EA principles. (Source: DCIG, 2011)

    EA objectives track the progression towards the target set by EA goals

    Enterprise architecture objectives are specific metrics that help measure and monitor progress towards achieving an EA goal. Objectives are SMART.

    EA goals —› EA objectives
    • EA strategic goals:
      • Business performance
      • IT performance
      • Customer value
      • Risk management
    • EA operational goals
    • Specific
    • Measurable
    • Agreed upon
    • Realistic
    • Time bound
    (Source: Project Smart, 2014)

    Download the EA Goals and Objectives Template to see examples between the relationship of EA goals to objectives.

    Measure the EA strategy effectiveness by tracking the benefits it provides to the corporate business goals

    The success of the EA function is influenced by the following:

    • The delivery of EA-enabled business outcomes that are most important to the enterprise.
    • The alignment between the business and IT from a planning perspective.
    • Improvements in the corporate business goals due to EA contributions (standardization, rationalization, reuse, etc.).
    Corporate Business Goals Measurements
    • Reduction in operating costs
    • Decrease in regulatory compliance infractions
    • Increased revenue from existing channels
    • Increased revenue from new channels
    • Faster time to business value
    • Improved business agility
    • Reduction in enterprise risk exposure
    • Cost reductions based on application and platform rationalization
    • Standard-based solutions
    • Time reduction for integration
    • Service reused
    • Stakeholder satisfaction with EA services
    • Increase customer satisfaction
    • Rework minimized
    • Lower cost of integration
    • Risk reduction
    • Faster time to market
    • Better scalability, etc.

    3.2.1 Define the organizational coverage dimension of the EA function scope

    2 hours

    Input: EA value proposition, Previously defined EA fundamentals

    Output: Organizational coverage dimension of EA scope defined

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Define the organizational coverage of the EA function scope using the following steps below:

    1. Gather the EA strategy creation team. As well, gather the EA value proposition, the EA vision and mission statements, and the EA goals and objectives your team has already created.
    2. Ask the team to read each of the documents gathered in the previous step. This ensures the concepts are fresh in the team members’ minds when defining the EA function scope organizational coverage.
    3. Consider how much of the organization the EA function would need to cover. Refer to the gathered materials to assist with your decision. For example:
      • EA mission statement: Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture.
      • Implications on organizational coverage: If the purpose of the EA function is to help optimize, transform, and innovate with target-state architecture mapping, then the scope should cover the entire organization. Only by mapping the entire organization’s architecture can the EA function assist with optimizing, transforming, and innovating.
    4. Work with the EA strategy creation team to examine all the gathered materials and document the implications on organization coverage as shown in step 3.
    5. Discuss with the team and select the organizational coverage level that best fits the documented implications for all the gathered materials. Refer back to the gathered materials and make any changes necessary to ensure they support the selected organizational coverage.

    EA scope – Architectural Domains

    A complete enterprise architecture should address all five architectural domains. The five architectural domains are business, data, application, infrastructure, and security.

    Enterprise Architecture
    —› Data Architecture
    Business Architecture —› Infrastructure Architecture
    Security Architecture
    —› Application Architecture

    “The realities of resource and time constraints often mean there is not enough time, funding, or resources to build a top-down, all-inclusive architecture encompassing all four architecture domains. Build architecture domains with a specific purpose in mind.” (The Open Group, 2018)

    Each architectural domain creates a different view of the organization

    Below are the definitions of different domains of enterprise architecture (Info-Tech perspective; others can be identified as well, e.g. Integration Architecture).

    Business Architecture

    Business architecture is a means of demonstrating the business value of subsequent architecture work to key stakeholders and the return on investment to those stakeholders from supporting and participating in the subsequent work. Business architecture defines the business strategy, governance, organization, and key business processes.

    Data Architecture

    Describes the structure of an organization’s logical and physical data assets and data management resources.

    Application Architecture

    Provides a blueprint for the individual applications to be deployed, their interactions, and their relationships to the core business processes of the organization.

    Infrastructure Architecture

    Represents the sum of hardware, software, and telecommunications-related IT capability associated with a particular enterprise. It is concerned with the synergistic operations and management of the devices in the organization.

    Security Architecture

    Provides an unified security design that addresses the necessities and potential risks involved in a certain scenario or environment. It also specifies when and where to apply security controls.
    (Sources: The Open Group, 2018; IT Architecture Journal, 2014; Technopedia, 2016)

    EA scope – Depth

    EA scope depth defines the architectural detail for each EA domain that the organization has selected to pursue. The level of depth is broken down into four levels. The level of depth the organization decides to pursue should be consistent across the domains.

    Contextual
    • Helps define the organization scope, and examines external and internal requirements and their effect on the organization. For example, enterprise governance.
    Conceptual
    • High-level representations of the organization or what the organization wants to be. For example, business strategy, IT strategy.
    Logical
    • Models that define how to implement the representation in the conceptual stage. For example, identifying the business gaps from the current state to the target state defined by the business strategy.
    Physical
    • The technology and physical tools used to implement the representation created in the logical stage. For example, business processes that need to be created to bridge the gaps identified and reach the target stage.
    (Source: Zachman International, 2011) Business Architecture Data Architecture Application Architecture Infrastructure Architecture Security Architecture

    Each architectural depth level contains a set of key artifacts

    The graphic below depicts examples of the key artifacts that each domain of architecture would produce at each depth level.

    Contextual Enterprise Governance
    Conceptual Business strategy Business objects Use-case models Technology landscaping Security policy
    Logical Business capabilities Data attribution Application integration Network/ hardware topology Security standards
    Physical Business process Database design Application design Configuration management Security configuration
    Business Architecture Data Architecture Application Architecture Infrastructure Architecture Security Architecture

    3.2.2 Define the architectural domains and depth dimension of the EA function scope

    2 hours

    Input: EA value proposition, Previously defined EA fundamentals

    Output: Architectural domain and depth dimensions of EA scope defined

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Define the EA function scope for your organization using the following steps below:

    1. Gather the EA strategy creation team. As well, gather the EA value proposition, the EA vision and mission statements, and the EA goals and objectives that your team has already created.
    2. Ask the team to read each of the documents gathered in the previous step. This ensures the concepts are fresh in the team members’ minds when defining the architectural domains and depth of the EA function scope.
    3. Consider the architectural domains and the depth those domains need to reach. Refer to the gathered materials to assist with your decision. For example:
      • Promise of value: Increase the number of IT investments with a direct tie to business strategy.
      • Implications on architectural domains: The EA function will need business architecture. Business architecture generates business capability mapping, which will anticipate what IT investments are needed for the future.
      • Implications on depth: Depth for business architecture needs to reach a logical level to encompass business capabilities.
    4. Work with the EA strategy creation team to examine all the gathered materials and document the implications on architectural domains and depth as shown in step 3.
    5. Discuss with the team and select the architectural domains and the depth for each domain that best fits the documented implication. Refer back to the gathered materials and make any changes necessary to ensure they support the selected architectural domains and depth.

    EA scope – Time Horizon

    The EA scope time horizon dictates how long to plan for the architecture.

    It is important that the EA team’s work has an appropriate planning horizon while avoiding two extremes:

    1. A planning horizon that is too short focuses on immediate operational goals and strategic quick wins, missing the “big picture,” and fails to support the achievement of strategic long-term enterprise goals.
    2. A planning horizon that is too long is at a higher risk of becoming irrelevant.

    Target the same strategic planning horizon as your business. Additionally, consider the following recommendations:

    Planning Horizon: 1 year 2-3 years 5 years
    Recommended under the following conditions:
    • Corporate strategy is not stable and frequently changes direction (typical for small and some mid-sized companies).
    • There will be a major update of the corporate strategy in one year.
    • The company will be acquired by or merged with another company in one year.
    • The business' strategic plan spans the next two to three years, and corporate strategy is moderately stable within this time frame (typical for mid-sized and some large companies).
    • The business' strategic plan spans the next five years and corporate strategy is very stable (typical for large companies).

    3.2.3 Define the time horizon dimension of the EA function scope

    2 hours

    Input: EA value proposition, Previously defined EA fundamentals

    Output: Time horizon dimension of EA scope defined

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Define the EA function scope for your organization using the following steps below:

    1. Gather the EA strategy creation team. As well, gather the EA value proposition, the EA vision and mission statements, and the EA goals and objectives your team has already created.
    2. Ask the team to read each of the documents gathered in the previous step. This ensures the concepts are fresh in the team members’ minds when crafting the EA function scope.
    3. Consider the time horizons of the EA function scope. Refer to the gathered materials to assist with your decision. For example:
      • EA Objective: Increase the percentage of enterprise strategic goals and requirements supported by IT strategic goals by 30% in the next 3 years.
      • Implications on time horizon: Because it will take 3 years to measure the success of these EA objectives, the time horizon may need to be 3 years.
    4. Work with the EA strategy creation team to examine all the gathered materials and document the implications on time horizon as shown in step 3.
    5. Discuss with the team and select the time horizon that best fits the documented implication. Refer back to the gathered materials and make any changes necessary to ensure they support the selected architectural time horizon.

    EA principles capture the EA value proposition essence and provide guidance for the decisions that impact architecture

    EA principles are shared, long-lasting beliefs that guide the use of IT in constructing, transforming, and operating the enterprise by informing and restricting target-state enterprise architecture design, IT investment portfolio management, solution development, and procurement decisions.

    EA value proposition Influences
    —›
    EA Principles Guide and inform
    —›
    Decisions on the Use of IT Direct and control
    ‹—
    Specific Domain Policies
    ‹———————

    What decisions should be made?
    ————— ————— —————
    How should decisions be made?
    ————— ————— —————————›
    Who has the accountability and authority to make decisions?

    EA principles must be carefully constructed to make sure they are adhered to and relevant

    Info-Tech has identified a set of characteristics that EA principles should possess. Having these characteristics ensures the EA principles are relevant and followed in the organization.

    Approach focused EA principles are focused on the approach, i.e. how the enterprise is built, transformed, and operated, as apposed to what needs to be built, which is defined by both functional and non-functional requirements.
    Business relevant Create EA principles specific to the organization. Tie EA principles to the organization’s priorities and strategic aspirations.
    Long lasting Build EA principles that will withstand the test of time.
    Prescriptive Inform and direct decision making with EA principles that are actionable. Avoid truisms, general statements, and observations.
    Verifiable If compliance can’t be verified, the principle is less likely to be followed.
    Easily digestible EA principles must be clearly understood by everyone in IT and by business stakeholders. EA principles aren’t a secret manuscript of the EA team. EA principles should be succinct; wordy principles are hard to understand and remember.
    Followed Successful EA principles represent a collection of beliefs shared among enterprise stakeholders. EA principles must be continuously “preached” to all stakeholders to achieve and maintain buy-in.

    In organizations where formal policy enforcement works well, EA principles should be enforced through appropriate governance processes.

    Review ten universal EA principles to determine if your organization wishes to adopt them

    1. Enterprise value focus We aim to provide maximum long-term benefits to the enterprise as a whole while optimizing total costs of ownership and risks.
    2. Fit for purpose We maintain capability levels and create solutions that are fit for purpose without over-engineering them.
    3. Simplicity We choose the simplest solutions and aim to reduce operational complexity of the enterprise.
    4. Reuse › buy › build We maximize reuse of existing assets. If we can’t reuse, we procure externally. As a last resort, we build custom solutions.
    5. Managed data We handle data creation, modification, and use enterprise-wide in compliance with our data governance policy.
    6. Controlled technical diversity We control the variety of technology platforms we use.
    7. Managed security We manage security enterprise-wide in compliance with our security governance policy.
    8. Compliance to laws and regulations We operate in compliance with all applicable laws and regulations.
    9. Innovation We seek innovative ways to use technology for business advantage.
    10. Customer centricity We deliver best experiences to our customers with our services and products.

    3.2.4 Create a set of EA principles for your organization

    2 hours

    Input: Info-Tech’s ten universal EA principles, Identified promises of value

    Output: A defined set of EA principles for your organization

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Create a set of EA principles for your organization using the steps below:

    1. Gather the EA strategy creation team, download the EA Principles Template – EA Strategy, and have the identified promises of value opened.
    2. Select one universal principle and relate it to the promises of value by discussing with the EA strategy creation team. If there is a relation, record “Yes” in the template on the slide “Select the applicability of 10 universally accepted EA principles.” See example below:
      • Universal principle: Enterprise value focus – We aim to provide maximum long-term benefits to the enterprise as a whole while optimizing total costs of ownership and risks.
      • Related promise of value example: Increase the number of investments that have a direct tie with corporate strategy.
    3. Continue the process in step 2 until all ten universal EA principles have been examined. If there is a universal principle that is unrelated to a promise of value, discuss with the team whether the principle still needs to be included. If the principle is not included, record “No” in the template on the slide “Select the applicability of 10 universally accepted EA principles.”
    4. If there are any promises of value that are not captured by the universally accepted EA principles, the team may choose to create new principles. Create the new principles in the format below and record them in the template.
      • Name: The name of the principle, in a few words.
      • Statement: A sentence that expands on the “Name” section and explains what the principle achieves.

    Download the EA Principles Template – EA Strategy to document this step.

    Organizational stakeholders are more likely to follow EA principles when a rationale and an implication are provided

    After defining the set of EA principles, ensure they are all expanded upon with a rationale and implications. The rationale and implications ensure principles are more likely to be followed because they communicate why the principles are important and how they are to be used.

    Name
    • The name of the EA principle, in a few words.
    Statement
    • A sentence that expands on the “Name” section and explains what the principle achieves.
    Rationale
    • Describes the business benefits and reasoning for establishing the principle.
    • Explicitly links the principle to business/IT vision, mission, priorities, goals, or strategic aspirations (strategic themes).
    Implications
    • Describe when and how the principle is to be applied.
    • Communicate this section with “must” sentences.
    • Refer to domain-specific policies that provide detailed, domain-specific direction on how to apply the principle.

    3.2.5 Add the rationale and implications to the principles that have been created

    2 hours

    Input: Identified set of EA principles

    Output: EA principles that have rationale and implications

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Add the rationale and implication of each EA principle that your organization has selected using the following steps:

    1. Gather the EA strategy creation team and open the EA Principles Template – EA Strategy.
    2. Examine the EA Principles Template – EA Strategy. Look for the detailed descriptions of all the applicable EA universal principles, and discuss with the team whether the pre-populated rationale and implications need to be changed.
    3. Make sure all the rationale and implication sections of the applicable universal EA principles have been examined. Record the changes on the slide devoted to each principle in the template.
    4. Examine any new principles created outside of the universal EA principles. Create the rationale and implication sections for each of those principles. Use the slide “Review the rationale and implications for the applicable universal principles” in the EA Principles Template – EA Strategy to assist with this step.

    Download the EA Principles Template – EA Strategy to document this step.

    3.2.6 Operationalize the EA principles to ensure they are used when decisions are being made

    1-2 hours

    Input: Defined set of EA principles

    Output: EA principles are successfully operationalized

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin to operationalize the EA principles by reviewing the proposed principles with business and technology leadership to secure their approval.

    1. Publish the list of principles, their rationale, and their implications.
    2. Include the principles in any existing policies that guide decision making for the use of technology within the business.
    3. Provide existing governance bodies with the authority to enforce adherence to principles, and communicate the waiver process.
    4. Ensure that project-level teams are aware of the principles and have at least one champion guiding the decisions of the team.

    Review a use case for the utilization of EA principles – Sample

    After operationalizing the EA principles for your organization, the organization can now use those principles to guide and inform its IT investment decisions. Below is an example of a scenario where EA principles were used to guide and inform an IT investment decision.

    Organization wants to provision an application but it needs to decide how to do so, and it considers the relevant EA principles:

    • Reuse › buy › build
    • Managed security
    • Innovation

    The organization has decided to go with a specialized vendor, even though it normally prefers to reuse existing components. The vendor has experience in this domain, understands the data security implications, and can help the organization mitigate risk. Lastly, the vendor is known for providing new solutions on a regular basis and is a market leader, making it more likely to provide the organization with innovative solutions.

    An oil and gas company created EA fundamentals to guide the EA function

    CASE STUDY

    Industry: Oil & Gas
    Source: Info-Tech

    Challenge

    As an enterprise architecture function starting from ground zero, the organization did not have the EA fundamentals in place to guide the EA function. Further, the organization also did not possess an EA function scope to define the boundaries of the EA function.

    Due to the lack of EA scope, the EA function did not know which part of the organization to provide contributions toward. A lack of EA fundamentals caused confusion regarding the future direction of the EA function.

    Solution

    Info-Tech worked with the EA team to define the different components of the EA fundamentals. This included EA vision and mission statements, EA goals and objectives, and EA principles.

    Additionally, Info-Tech worked with the EA team to define the EA function scope.

    These EA strategy components were created by examining the needs of the business. The components were aligned with the identified needs of the EA stakeholders.

    Results

    The defined EA function scope helped set out the responsibilities of the enterprise architecture function to the organization.

    The EA vision and mission statements and EA goals and objectives were used to guide the direction of the EA function. These fundamentals helped the EA function improve its maturity and deliver on its promises.

    The EA principles were used in IT review boards to guide the decisions on IT investments in the organization.

    3.2.7 Discuss the need for a classical methodology and/or a combination including Agility practices

    1 hour

    Input: Existing methodologies

    Output: Decisions about need of agility, ceremonies, and protocols to be used

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Add the rationale and implication of adopting an Agile methodology and/or a combination with a traditional methodology.

    1. Is there an EA methodology adopted by the organization? Is there a classical one, or is it purely Agile?
    2. What would need to happen to address the business goals of the organization (e.g. is there a need to be more agile?)? Do you need to have more decisions centralized (e.g. to adopt certain standards, security controls)?
    3. Where on the decentralization continuum does your organization need to be?
    4. What role would Enterprise Architects have (would they need to be part of existing ceremonies? Would they need to blend traditional and agile processes?)?
    5. If a customized methodology is required, identify this as an item to be included as part of the EA roadmap (can be run as a Agile Enterprise Operating Model workshop).

    Design an Enterprise Architecture Strategy

    Phase 4

    Design the EA Services

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    • Select relevant EA services
    • Finalize the set of services and secure approval

    This phase involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Step 4.1

    Select Relevant EA Services

    Activities
    • 4.1.1 Select the EA services relevant to your organization
    • 4.1.2 Identify if your organization needs additional services outside of the recommended list
    • 4.1.3 Complete all of the service catalog fields for each service to show the organization how each can be consumed

    This step will walk you through the following activities:

    • Communicate a definition of EA services.
    • Link services to the previously identified EA contributions.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • A defined set of services the EA function will provide.
    • An EA service catalog that demonstrates to the organization how each provided service can be accessed and consumed.

    Design the EA Services

    Step 3.1 Step 3.2

    The definition of EA services will allow the group to communicate how they can add value to EA stakeholders

    Enterprise architecture services are a set of activities the enterprise architecture function provides for the organization. EA services are important because the services themselves provide a set of benefits for the organization.

    Enterprise Architecture Services

    • A means of delivering value to the business by facilitating outcomes service consumers want to achieve.
    • EA services are defined from the business perspective using business language.
    • EA services are designed to enable required business activities.

    Viewing the EA function from a service perspective resolves the following pains:

    • Business users don’t know how EA can assist them.
    • Business users don’t know how to request access to a service with multiple sources of information available.
    • EA has no way of managing expectations for their users, which tend to inflate.
    • EA does not have a holistic view of all the services they need to provide.

    Link EA services to the previously identified EA contributions

    Previously identified EA contributions can be linked to EA services, which helps the EA function identify a set of EA services that are important to business stakeholders. Further, linking the EA contributions to EA services can define for the EA function the services they need to provide.

    Demonstrate EA service value by linking them to EA contributions

    1. EA stakeholders generate drivers
    2. Drivers have pains that obstruct them
    3. Pains are alleviated by EA contributions
    4. EA contributions help define the EA services needed

      • EA Contributions
        Example EA contribution: Business capability mapping shows the business capabilities of the organization and the technology that supports those capabilities in the current and target state. This provides a view for the set of investments that are needed by the organization, which can then be prioritized.

        • EA Services
          Example EA service: Target-state business capability mapping

    4.1.1 Select the EA services relevant to your organization

    2 hours

    Input: Previously identified EA contributions from the EA value proposition

    Output: A set of EA services selected for the organization from Info-Tech’s defined set of EA services

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the selection of EA services relevant to your organization by following the steps below:

    1. Gather the EA strategy creation team, and the list of identified EA contributions that the team formulated during Phase 2.
    2. Open the EA Service Planning Tool, select one sub-service, and read its definition.
    3. Based on the definition of the sub-service, refer back to the identified list of EA contributions and check if there is an identified EA contribution that matches the service.
      • If the EA service definitions matches one of the identified EA contributions, then that EA service is relevant to the organization. If there is no match, then the EA service may not be relevant to the organization.
    4. Highlight the sub-service if it is relevant. Add a checkmark beside the EA contribution if it is addressed by a sub-service.
    5. Select the next sub-service and repeat steps 2-4. Continue down the list of sub-services in the EA Service Planning Tool until all sub-services have been examined.

    Download the EA Service Planning Tool to assist with this activity.

    4.1.2 Identify if your organization needs additional services outside of the recommended list

    2 hours

    Input: Expertise from the EA strategy creation team, Previously defined EA contributions

    Output: A defined set of EA services outside the list Info-Tech has recommended

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Identify if services outside of the recommended list in the EA Service Planning Tool are relevant to your organization by using the steps below:

    1. Gather the EA strategy creation team and the list of EA contributions with checkmarks for contributions addressed by EA services.
    2. Take the list of unaddressed EA contributions and select one EA contribution in the list. Assess whether an EA service is required to address the EA contribution. Ask the group the following:
      • Can the EA practice provide the service now?
      • Does providing this EA service line up with the previously defined EA function scope and EA fundamentals?
    3. Decide if a service needs to be provided for that contribution. If yes, give the service a name and a definition.
    4. Then, decide if the service fits into one of the service categories in the EA Service Planning Tool. If there is no fit, create another service category. Define the new service category as well.
    5. Continue to the next unaddressed EA contribution and repeat steps 2-4. Repeat this process until all unaddressed EA contributions have been assessed.

    Download the EA Service Planning Tool to assist with this activity.

    Create the EA service catalog to demonstrate to the organization how each service can be accessed and used

    The EA service catalog is an important communicator to the business. It shifts the technology-oriented view of EA to services that show direct benefit to the business. It is a tool that communicates and provides clarity to the business about the EA services that are available and how those services can assist them.

    Define the services to show value Define the service catalog to show how to use those services
    Already defined
    • EA service categories
    • The services needed by the EA stakeholders in each EA service category
    Need to define
    • Should EA deliver this service?
    • Service triggers
    • Service provider
    • Service requestor

    Info-Tech Insight

    The EA group must provide the organization with a list of services it will provide to demonstrate value. This will help the team manage expectations and the workload while giving organizational stakeholders a clear understanding of how to engage EA and what lies outside of EA’s involvement.

    4.1.3 Complete all the service catalog fields for each service to show the organization how each can be consumed

    4 hours

    Input: Expertise from the EA strategy creation team

    Output: Service details for each EA service in your organization

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Complete the details for each relevant EA service in the EA Service Planning Tool by using the following steps:

    1. Gather the EA strategy creation team, and open the EA Service Planning Tool.
    2. Select one of the services you have defined as relevant and begin the process of defining the service. Define the following fields:
      • Should EA deliver this service? Should the EA team provide this service? (Yes/No)
      • Service trigger: What trigger will signal the need for the service?
      • Service provider: Who in the EA team will provide the service?
      • Service requestor: Who outside of the EA team has requested this service?
    3. Have the EA strategy creation team discuss and define each of the fields for the service above. Record the decisions in the corresponding columns of the EA Service Planning Tool.
    4. Select the next required EA service, and repeat steps 2 and 3. Repeat the process until all required EA services have their details defined.

    Download the EA Service Planning Tool to assist with this activity.

    Step 4.2

    Finalize the Set of Services and Secure Approval

    Activities
    • 4.2.1 Secure approval for your organization’s EA strategy
    • 4.2.2 Map the EA contributions to business goals
    • 4.2.3 Quantify the EA effectiveness
    • 4.2.4 Determine the role of the architect in the Agile ceremonies of the organization

    This step will walk you through the following activities:

    • Present the EA strategy to stakeholders.
    • Determine service details for each EA service in your organization.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • Secured approval for your organization’s EA strategy.
    • Measure effectiveness of EA contributions.

    Design the EA Services

    Step 4.1 Step 4.2

    Present the EA strategy to stakeholders to secure approval of the finalized EA strategy

    For the EA strategy to be successfully executed, it must be approved by the EA stakeholders. Securing their approval will increase the likelihood of success in the execution of the EA operating model.

    Outputs that make up the EA strategy —› Present outputs to EA strategy stakeholders
    • Business and technology drivers
    • EA function value proposition

    • EA vision statement
    • EA mission statement
    • EA goals and objectives
    • EA scope
    • EA principles

    • EA function services
    • Identified and prioritized EA stakeholders.








    • The checkmark symbol represents the outputs this blueprint assists with creating.

    4.2.1 Secure approval of your organization’s EA strategy

    1 hour

    Input: Completed EA Function Strategy Template, Expertise from EA strategy creation team

    Output: Approval of the EA strategy

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, Key EA stakeholders

    Use the following steps to assist with securing approval for your organization’s EA strategy:

    1. Call a meeting between the EA strategy creation team and the identified key EA stakeholders. Key stakeholders were defined in activity 2.1.1.
    2. Open the completed EA Function Strategy Template. Use it to help you discuss the merits of the EA strategy with the key stakeholders.
    3. Discuss with the stakeholders any concerns and modifications they wish to make to the strategy. If detailed questions are asked, refer to the other templates created as a part of this blueprint. Record those concerns and address them at a later time.
    4. After presenting the EA strategy, ask the stakeholders for approval. If stakeholders do not approve, refer back to the concerns documented in step 3 and inquire if addressing the concerns will result in approval.
    5. If applicable, address stakeholder concerns with the EA strategy.
    6. Once EA strategy has been approved, publish the EA strategy to ensure there is a mutual understanding of what the EA function will provide to the organization. Move on to Info-Tech’s Define an EA Operating Model blueprint to begin executing upon the EA strategy.

    Use the EA Function Strategy Template to assist with this activity.

    4.2.2 Map the EA contributions to the business goals

    3 hours

    Input: Expertise from EA strategy creation team

    Output: Service details for each EA service in your organization

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Map EA contributions/services to the goals of the organization.

    1. Start from the business goals of the organization.
    2. Determine Business and IT drivers.
    3. Identify EA contributions that help achieve the business goals.

    Download the EA Service Planning Tool to assist with this activity.

    Trace EA drivers to business goals (sample)

    A model connecting 'Enterprise Architecture' with 'Corporate Goals' through 'EA Contributions'.

    4.2.3 Quantify the EA effectiveness

    1 hour

    Input: Expertise from EA strategy creation team

    Output: Defined KPIs (SMART)

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Use SMART key performance indicators (KPIs) to measure EA contributions vis-à-vis business goals.

    Measure the EA strategy effectiveness by tracking the benefits it provides to the corporate business goals

    The success of the EA function spans across three main dimensions:

    • The delivery of EA-enabled business outcomes that are most important to the enterprise.
    • The alignment between the business and IT from a planning perspective.
    • Improvements in the corporate business goals due to EA contributions (standardization, rationalization, reuse, etc.).
    Corporate Business GoalsEA ContributionsMeasurements
    • Reduction in operating costs
    • Decrease in regulatory compliance infractions
    • Increased revenue from existing channels
    • Increased revenue from new channels
    • Faster time to business value
    • Improved business agility
    • Reduction in enterprise risk exposure
    • Alignment of IT investments to business strategy
    • Achievement of business results directly linked to IT involvement
    • Application and platform rationalization
    • Standards in place
    • Flexible architecture
    • Better integration
    • Higher organizational satisfaction with technology-enabled services and solutions
    • Cost reductions based on application and platform rationalization
    • Standard based solutions
    • Time reduction for integration
    • Service reused
    • Stakeholder satisfaction with EA services
    • Increase customer satisfaction
    • Rework minimized
    • Lower cost of integration
    • Risk reduction
    • Faster time to market
    • Better scalability, etc.

    The oil and gas company began the EA strategy creation by crafting an EA value proposition

    CASE STUDY

    Industry: Oil & Gas
    Source: Info-Tech

    Challenge

    The oil and gas corporation faced a great challenge in communicating the role of enterprise architecture to the organization. Although it has the mandate from the CIO to create the EA function, there was no function in existence. Thus, few people in the organization understood EA.

    Because of this lack of understanding, the EA function was often undermined. The EA function was seen as an order taker that provided some services to the organization.

    Solution

    First, Info-Tech worked with the enterprise architecture team to define the EA stakeholders in the organization.

    Second, Info-Tech interviewed those stakeholders to identify their needs. The needs were analyzed and pains that would obstruct addressing those needs were identified.

    Lastly, Info-Tech worked with the team to identify common EA contributions that would solve those pains.

    Results

    Through this process, Info-Tech helped the team at the oil and gas company create a document that could communicate the value of EA. Specifically, the document could articulate the issues obstructing each stakeholder from achieving their needs and how enterprise architecture could solve them.

    With this value proposition, EA was able to demonstrate value to important stakeholders and set itself up for success in its future endeavors.

    The oil and gas company defined EA services to provide and communicate value to the organization

    CASE STUDY

    Industry: Oil & Gas
    Source: Info-Tech

    Challenge

    As a brand new enterprise architecture function, the EA function at the oil and gas corporation did not have a set of defined EA services. Because of this lack of EA services, the organization did not know what contributions EA could provide.

    Further, without the definition of EA services, the EA function did not set out explicit expectations to the business. This caused expectations from the business to be different from those of the EA function, resulting in friction.

    Solution

    Info-Tech worked with the EA function at the oil and gas corporation to define a set of EA services the function could provide.

    The Info-Tech team, along with the organization, assessed the business and technology needs of the stakeholder. Those needs acted as the basis for the EA function to create their initial services.

    Additionally, Info-Tech worked with the team to define the service details (e.g. service benefits, service requestor, service provider) to communicate how to provide services to the business.

    Results

    The defined EA services led the EA function to communicate what it could provide for the business. As well, the defined services clarified the level of expectation for the business.

    The EA team was able to successfully service the business on future projects, adding value through their expertise and knowledge of the organization’s systems. Because of the demonstrated value, EA has been given greater responsibility throughout the organization.

    4.2.4 Determine the role of the architect in the Agile ceremonies of the organization

    1 hour

    Input: Expertise from EA strategy creation team

    Output: Participation in Agile Pre- and Post-PI, Architect Syncs, etc.

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Document the involvement of the enterprise architect in your organization’s Agile ceremonies.

    1. Document the Agile ceremonial used in the organization (based on SAFe or other Agile approaches).
    2. Determine ceremonies the System Architect will participate in.
    3. Determine ceremonies the Solution Architect will participate in
    4. Determine ceremonies the Enterprise Architect will participate in.
    5. Determine Architect Syncs, etc.

    Note: Roles and responsibilities can be further defined as part of the Agile Enterprise Operating Model.

    The EA role relative to agility

    The enterprise architecture role relative to agility specifies the architecture roles as well as the agile protocols they will participate in.
    This statement will guide every architect’s participation in planning meetings, pre- and post-PI, syncs, etc. Use simple and concise terminology; speak loudly and clearly.

    A strong EA role statement relative to agility has the following characteristics:

    • Describes what different architect roles do to achieve the vision of the organization
    • In an agile way
    • Compelling
    • Easy to grasp
    • Sharply focused
    • Specific
    • Concise

    Sample EA mission relative to agility

    • Create strategies that provide guardrails for the organization, provide standards, reusable assets, accelerators, and other decisions at the enterprise level that support agility.
    • Participate in pre-PI and post-PI planning activities, architect syncs, etc.

    A clear statement can include additional details surrounding the Enterprise Architect role relative to agility

    Likewise, below is a sample of connecting keywords together to form an enterprise architect role statement, relative to agility.

    Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture in an agile way.

    Optimize – We collaborate with the business to analyze and optimize business capabilities and business processes to enable the agile and efficient attainment of [Company name] business objectives.

    Transform – We support IT-enabled business transformation programs by building and maintaining a shared vision of the future-state enterprise and consistently communicating it to stakeholders.

    Innovate – We identify and develop new and creative opportunities for IT to enable the business. We communicate the art of the possible to the business.

    Defining and implementing – We engage with project teams early and guide solution design and selection to ensure alignment to the target-state enterprise architecture and provide guidance as well as accelerators.

    Target enterprise structure in an agile way – We analyze business needs and priorities and assess the current state of the enterprise. We build and maintain the target enterprise architecture blueprints that define:

    • Business capabilities and processes (business architecture)
    • Data, application, and technology assets that enable business capabilities and processes (technology architecture)
    • Architecture principles
    • Standards and reusable assets
    • Continuous exploration, integration, and deployment

    Move to the enterprise architecture operating model blueprint to execute your EA strategy

    Once approved, move on to Info-Tech’s Define an EA Operating Model blueprint to begin executing on the EA strategy.

    Enterprise architecture strategy

    This blueprint focuses on setting up an enterprise architecture function, with the goal of maximizing the likelihood of EA success. The blueprint puts into place the components that will align the EA function with the needs of the stakeholders, guide the decision making of the EA function, and define the services EA can provide to the organization.

    Agile enterprise architecture operating model

    An EA operating model helps you design and organize the EA function, ensuring adherence to architectural standards and delivery of EA services. This blueprint acts on the EA strategy by creating methods to engage, govern, and develop architecture as a part of the larger organization.

    Research contributors and experts

    Photo of Milena Litoiu, Senior Director Research and Advisory, Enterprise Architecture Milena Litoiu
    Senior Director Research and Advisory, Enterprise Architecture
    • Milena Litoiu is a Principal/Senior Manager of Enterprise Architecture. She is Master Certified with The Open Group and she sits on global architecture certification boards.
    • Other certifications include SABSA, CRISC, and Scaled Agile Framework. She started as a certified IT Architect at IBM and has over 25 years experience in this field.
    • Milena teaches enterprise architecture at the University of Toronto and led the development of the Enterprise Architecture Certificate (a course on EA fundamentals, one on EA development and Governance, and one on Trends going forward).
    • She has a Masters in Engineering, an executive MBA, and extensive experience in enterprise architecture as well as methodologies and tools.
    Photo of Lan Nguyen, IT Executive, Mentor, Managing Partner at CIOs Beyond Borders Group Lan Nguyen
    IT Executive, Mentor, Managing Partner at CIOs Beyond Borders Group
    • Lan Nguyen has a wealth of experience driving the EA strategy and the digital transformation success at the City of Toronto.
    • Lan is a university lecturer on topics like strategic leadership in the digital enterprise.
    • Lan is a Managing Partner at CIOs Beyond Borders Group.
    • Lan specializes in Partnership Development; Governance; Strategic Planning, Business Development; Government Relations; Business Relationship Management; Leadership Development; Organizational Agility and Change Management; Talent Management; Managed Services; Digital Transformation; Strategic Management of Enterprise IT; Shared Services; Service Quality Improvement, Portfolio Management; Community Development; and Social Enterprise.


    Photo of Dirk Coetsee, Director Research and Advisory, Enterprise Architecture, Data & Analytics Dirk Coetsee
    Director Research and Advisory, Enterprise Architecture, Data & Analytics
    • Dirk Coetsee is a Research & Advisory Director in the Data & Analytics practice. Dirk has over 25 years of experience in data management and architecture within a wide range of industries, especially Financial Services, Manufacturing, and Retail.
    • Dirk spearheaded data architecture at several organizations and was involved in enterprise data architecture, data governance, and data quality and analytics. He architected many operational data stores of ranging complexity and transaction volumes and was part of major enterprise data warehouse initiatives. Lately, he was part of projects that implemented big data, enterprise service bus, and micro services architectures. Dirk has an in-depth knowledge of industry models within the financial and retail spaces.
    • Dirk holds a BSc (Hons) in Operational Research and an MBA with specialization in Financial Services from the University of Pretoria, South Africa.
    Photo of Andy Neill, AVP, Enterprise Architecture, Data and Analytics Andy Neill
    AVP, Enterprise Architecture, Data and Analytics
    • Andy is AVP Data and Analytics and Chief Enterprise Architect at Info-Tech Research Group. Previous roles include leading the data architecture practice for Loblaw Companies Ltd, Shoppers Drug Mart and 360 Insights in Canada as well as leading architecture practices at Siemens consultancy, BBC, NHS, Ordnance Survey, and Houses of Parliament and Commons in the UK.
    • His responsibilities at Info-Tech include leading the data and analytics and enterprise architecture research practices and guiding the future of research and client engagement in that space.
    • Andy is the Product Owner for the Technical Counselor seat offering at Info-Tech, which gives world-class holistic support to our senior technical members.
    • He is also a instructor and content creator for the University of Toronto in the field of Enterprise Architecture.


    Photo of Wayne Filin-Matthews, Chief Enterprise Architect, ICMG Winner of Global Chief Enterprise Architect of the Year 2019 Wayne Filin-Matthews
    Chief Enterprise Architect, ICMG Winner of Global Chief Enterprise Architect of the Year 2019
    • Wayne is currently the EA Discipline Lead/Chief Enterprise Architect – Global Digital Transformation Office, COE at Dell Technologies.
    • He is a distinguished Motivator & Tech Lead as well as an influencer.
    • Wayne has led multiple Enterprise Architecture practices at the global level and has valuable contributions in this space managing and growing Enterprise Architecture and CTO practices across strategy, execution, and adoption parts of the IT lifecycle.
    Photo of Graham Smith, Experienced lead Enterprise Architect and Independent Consultant Graham Smith
    Experienced lead Enterprise Architect and Independent Consultant
    • Graham is an experienced lead enterprise architect specializing in digital and data transformation, with over 33 years of experience, spanning financial markets, media, information, insurance, and telecommunications sectors. Graham has successfully established and led large teams across India, China, Australia, Americas, Japan, and the UK.
    • He is currently working as an independent consultant in digital and data-led transformation and his work spans established businesses and start-ups alike.

    Thanks also go to all experts who contributed to previous versions of this document:

    • Zachary Curry, Director, Enterprise Architecture and Innovation, FMC Technologies
    • Pam Doucette, Director of Enterprise Architecture, Tufts Health Plan
    • Joe Evers, Consulting Principal, JcEvers Consulting Corp
    • Cameron Fairbairn, Enterprise Architect, Agriculture Financial Services Corporation (AFSC)
    • Michael Fulton, Chief Digital Officer & Senior IT Strategy & Architecture Consultant at CC and C Solutions
    • Tom Graves, Principal Consultant, Tetradian Consulting
    • (JB) Brahmaiah Jarugumilli, Consultant, Federal Aviation Administration – Enterprise Services Center
    • Huw Morgan, IT Research Executive, Enterprise Architect
    • Serge Parisien, Manager, Enterprise Architecture, Canada Mortgage & Housing Corporation

    Additional interviews were conducted but are not listed due to privacy and confidentiality requirements.

    Bibliography

    “Agile Manifesto for Software Development,” Ward Cunningham, 2001. Accessed July 2021.

    “ArchiMate 3.1 Specification.” The Open Group, n.d. Accessed July 2021.

    “Are Your IT Strategy and Business Strategy Aligned?” 5Q Partners, 8 Jan. 2015. Accessed Oct. 2016.

    Bowen, Fillmore. “How agile companies create and sustain high ROI.” IBM. Accessed Oct. 2016.

    Burns, Peter, et al. Building Value through Enterprise Architecture: A Global Study. Booz & Co. 2009. Web. Nov. 2016.

    “Demonstrating the Value of Enterprise Architecture in Delivering Business Capabilities.” Cisco, 2008. Web. Oct. 2016.

    “Disciplined Agile.” Disciplined Agile Consortium, n.d. Web.

    Fowler, Martin. “Building Effective software.” MartinFowler.com. Accessed July 2021.

    Fowler, Martin. “Agile Software Guide.” MartinFowler.com, 1 Aug. 2019.

    Accessed July 2021.

    Haughey, Duncan. “SMART Goals.” Project Smart, 2014. Accessed July 2021.

    Kern, Matthew. “20 Enterprise Architecture Practices.” LinkedIn, 3 March 2016. Accessed Nov. 2016.

    Lahanas, Stephen. “Infrastructure Architecture, Defined.” IT Architecture Journal, Sept. 2014. Accessed July 2021.

    Lean IX website, Accessed July 2021.

    Litoiu, Milena. Course material from Information Technology 2690: Foundations of Enterprise Architecture, 2021, University of Toronto.

    Mocker, M., J.W. Ross, and C.M. Beath. “How Companies Use Digital Technologies to Enhance Customer Findings.” MIT CISR Working Paper No. 434, Feb. 2019. Qtd in Mayor, Tracy. “MIT expert recaps 30-plus years of enterprise architecture.” MIT Sloan, 10 Aug. 2020. Web.

    “Open Agile ArchitectureTM.” The Open Group, 2020. Accessed July 2021.

    “Organizational Design Framework – The Transformation Model.” The Center for Organizational Design, n.d. Accessed 1 Aug. 2020.

    Ross, Jeanne W. et al. Enterprise Architecture as Strategy: Creating a Foundation for Business Execution. Harvard Business School Press, 2006.

    Rouse, Margaret. “Enterprise Architecture (EA).” SearchCIO, June 2007. Accessed Nov. 2016.

    “SAFe 5 for Lean Enterprises.” Scaled Agile Framework, Scaled Agile, Inc. Accessed 2021.

    “Security Architecture.” Technopedia, updated 20 Dec. 2016. Accessed July 2021.

    “Software Engineering Institute.” Carnegie Mellon University, n.d. Web.

    “TOGAF 9.1.” The Open Group, 2011. Accessed Oct. 2016.

    “TOGAF 9.2.” The Open Group, 2018. Accessed July 2021.

    Thompson, Rachel. “Stakeholder Analysis: Winning Support for Your Projects.” MindTools, n.d. Accessed July 2021.

    Wendt, Jerome M. “Redefining ‘SMB’, ‘SME’ and ‘Large Enterprise.’” DCIG, 25 Mar. 2011. Accessed July 2021.

    Wilkinson, Jim. “Business Drivers.” The Strategic CFO, 23 July 2013. Accessed July 2021.

    Zachman, John. “Conceptual, Logical, Physical: It is Simple.” Zachman International, 2011. Accessed July 2021.

    Proactively Identify and Mitigate Vendor Risk

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    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management
    • IT priorities are focused on daily tasks, pushing risk management to secondary importance and diverging from a proactive environment.
    • IT leaders are relying on an increasing number of third-party technology vendors and outsourcing key functions to meet the rapid pace of change within IT.
    • Risk levels can fluctuate over the course of the partnership, requiring manual process checks and/or automated solutions.

    Our Advice

    Critical Insight

    • Every IT vendor carries risks that have business implications. These legal, financial, security, and operational risks could inhibit business continuity and IT can’t wait until an issue arises to act.
    • Making intelligent decisions about risks without knowing what their financial impact will be is difficult. Risk impact must be quantified.
    • You don’t know what you don’t know, and what you don’t know, can hurt you. To find hidden risks, you must use a structured risk identification method.

    Impact and Result

    • A thorough risk assessment in the selection phase is your first line of defense. If you follow the principles of vendor risk management, you can mitigate collateral losses following an adverse event.
    • Make a conscious decision whether to accept the risk based on time, priority, and impact. Spend the required time to correctly identify and enact defined vendor management processes that determine spend categories and appropriately evaluate potential and preferred suppliers. Ensure you accurately assess the partnership potential.
    • Take a proactive stance against IT threats and vulnerabilities by identifying and assessing IT’s most significant risks before they happen.

    Proactively Identify and Mitigate Vendor Risk Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how to create a vendor risk management program that minimizes your organization’s vulnerability and mitigates adverse scenarios.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Review vendor risk fundamentals and establish governance

    Review IT vendor risk fundamentals and establish a risk governance framework.

    • Proactively Identify and Mitigate Vendor Risk – Phase 1: Review Vendor Risk Fundamentals and Establish Governance
    • Vendor Risk Management Maturity Assessment Tool
    • Vendor Risk Management Program Manual
    • Risk Event Action Plan

    2. Assess vendor risk and define your response strategy

    Categorize, prioritize, and assess your vendor risks. Follow up with creating effective response strategies.

    • Proactively Identify and Mitigate Vendor Risk – Phase 2: Assess Vendor Risk and Define Your Response Strategy
    • Vendor Classification Model Tool
    • Vendor Risk Profile and Assessment Tool
    • Risk Costing Tool
    • Risk Register Tool

    3. Monitor, communicate, and improve IT vendor risk process

    Assign accountability and responsibilities to formalize ongoing risk monitoring. Communicate your findings to management and share the plan moving forward.

    • Proactively Identify and Mitigate Vendor Risk – Phase 3: Monitor, Communicate, and Improve IT Vendor Risk Process
    • Risk Report
    [infographic]

    Workshop: Proactively Identify and Mitigate Vendor Risk

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Prepare for the Workshop

    The Purpose

    To prepare the team for the workshop.

    Key Benefits Achieved

    Avoids delays and interruptions once the workshop is in progress.

    Activities

    1.1 Send workshop agenda to all participants.

    1.2 Prepare list of vendors and review any contracts provided by them.

    1.3 Review current risk management process.

    Outputs

    All necessary participants assembled

    List of vendors and vendor contracts

    Understanding of current risk management process

    2 Review Vendor Risk Fundamentals and Establish Governance

    The Purpose

    Review IT vendor risk fundamentals.

    Assess current maturity and set risk management program goals.

    Engage stakeholders and establish a risk governance framework.

    Key Benefits Achieved

    Understanding of organizational risk culture and the corresponding risk threshold.

    Obstacles to effective IT risk management identified.

    Attainable goals to increase maturity established.

    Understanding of the gap to achieve vendor risk readiness.

    Activities

    2.1 Brainstorm vendor-related risks.

    2.2 Assess current program maturity.

    2.3 Identify obstacles and pain points.

    2.4 Develop risk management goals.

    2.5 Develop key risk indicators (KRIs) and escalation protocols.

    2.6 Gain stakeholders’ perspective.

    Outputs

    Vendor risk management maturity assessment

    Goals for vendor risk management

    Stakeholders’ opinions

    3 Assess Vendor Risk and Define Your Response Strategy

    The Purpose

    Categorize vendors.

    Prioritize assessed risks.

    Key Benefits Achieved

    Risk events prioritized according to risk severity – as defined by the business.

    Activities

    3.1 Categorize vendors.

    3.2 Map vendor infrastructure.

    3.3 Prioritize vendors.

    3.4 Identify risk contributing factors.

    3.5 Assess risk exposure.

    3.6 Calculate expected cost.

    3.7 Identify risk events.

    3.8 Input risks into the Risk Register Tool.

    Outputs

    Vendors classified and prioritized

    Vendor risk exposure

    Expected cost calculation

    4 Assess Vendor Risk and Define Your Response Strategy (continued)

    The Purpose

    Determine risk threshold and contract clause relating to risk prevention.

    Identify and assess risk response actions.

    Key Benefits Achieved

    Thorough analysis has been conducted on the value and effectiveness of risk responses for high-severity risk events.

    Risk response strategies have been identified for all key risks.

    Authoritative risk response recommendations can be made to senior leadership.

    Activities

    4.1 Determine the threshold for (un)acceptable risk.

    4.2 Match elements of the contract to related vendor risks.

    4.3 Identify and assess risk responses.

    Outputs

    Thresholds for (un)acceptable risk

    Risk responses

    5 Monitor, Communicate, and Improve IT Vendor Risk Process

    The Purpose

    Communicate top risks to management.

    Assign accountabilities and responsibilities for risk management process.

    Establish monitoring schedule.

    Key Benefits Achieved

    Risk monitoring responsibilities are established.

    Transparent accountabilities and established ongoing improvement of the vendor risk management program.

    Activities

    5.1 Create a stakeholder map.

    5.2 Complete RACI chart.

    5.3 Establish the reporting schedule.

    5.4 Finalize the vendor risk management program.

    Outputs

    Stakeholder map

    Assigned accountability for risk management

    Established monitoring schedule

    Risk report

    Vendor Risk Management Program Manual

    Debunk Machine Learning Endpoint Security Solutions

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    • Parent Category Name: Endpoint Security
    • Parent Category Link: /endpoint-security
    • Threat actors are more innovative than ever before and developing sophisticated methods of endpoints attacks capable of avoiding detection with traditional legacy anti-virus software.
    • Legacy anti-virus solutions rely on signatures and hence fail at detecting memory objects, and new and mutating malware.
    • Combined with the cybersecurity talent gap and the sheer volume of endpoint attacks, organizations need endpoint security solutions capable of efficiently and accurately blocking never-before-seen malware types and variants.

    Our Advice

    Critical Insight

    • Don’t make machine learning a goal in itself. Think of how machine learning can help you achieve your goals.
    • Determine your endpoint security requirements and goals prior to shopping around for a vendor. Vendors can easily suck you into a vortex of marketing jargon and sell you tools that your organization does not need.
    • Machine learning alone is not a solution to catching malware. It is a computational method that can generalize and analyze large datasets, and output insights quicker than a human security analyst.

    Impact and Result

    • Consider deploying an endpoint protection technology that leverages machine learning into your existing endpoint security strategy to counteract against the unknown and to quickly sift through the large volumes of data.
    • Understand how machine learning methods can help drive your organization’s security goals.
    • Identify vendors that utilize machine learning in their endpoint security products.
    • Understand use cases of where machine learning in endpoint security has been successful.

    Debunk Machine Learning Endpoint Security Solutions Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should consider machine learning in endpoint security solutions, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Demystify machine learning concepts

    Understand basic machine learning concepts used in endpoint security.

    • Debunk Machine Learning Endpoint Security Solutions – Phase 1: Demystify Machine Learning Concepts

    2. Evaluate vendors that leverage machine learning

    Determine feature requirements to evaluate vendors.

    • Debunk Machine Learning Endpoint Security Solutions – Phase 2: Evaluate Vendors That Leverage Machine Learning
    • Endpoint Protection Request for Proposal
    [infographic]

    Create a Service Management Roadmap

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    • Parent Category Name: Service Management
    • Parent Category Link: /service-management
    • Inconsistent adoption of holistic practices has led to a chaotic service delivery model that results in poor customer satisfaction.
    • There is little structure, formalization, or standardization in the way IT services are designed and managed, leading to diminishing service quality and low business satisfaction.

    Our Advice

    Critical Insight

    • Having effective service management practices in place will allow you to pursue activities, such as innovation, and drive the business forward.
    • Addressing foundational elements like business alignment and management practices will enable you to build effective core practices that deliver business value.
    • Providing consistent leadership support and engagement is essential to allow practitioners to focus on delivering expected outcomes.

    Impact and Result

    • Understand the foundational and core elements that allow you to build a successful service management practice focused on outcomes.
    • Use Info-Tech’s advice and tools to perform an assessment of your organization’s current state, identify the gaps, and create a roadmap for success.
    • Increase business and customer satisfaction by delivering services focused on creating business value.

    Create a Service Management Roadmap Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why many service management maturity projects fail to address foundational and core elements, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Launch the project

    Kick-off the project and complete the project charter.

    • Create a Service Management Roadmap – Phase 1: Launch Project
    • Service Management Roadmap Project Charter

    2. Assess the current state

    Determine the current state for service management practices.

    • Create a Service Management Roadmap – Phase 2: Assess the Current State
    • Service Management Maturity Assessment Tool
    • Organizational Change Management Capability Assessment Tool
    • Service Management Roadmap Presentation Template

    3. Build the roadmap

    Build your roadmap with identified initiatives.

    • Create a Service Management Roadmap – Phase 3: Identify the Target State

    4. Build the communication slide

    Create the communication slide that demonstrates how things will change, both short and long term.

    • Create a Service Management Roadmap – Phase 4: Build the Roadmap
    [infographic]

    Workshop: Create a Service Management Roadmap

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Understand Service Management

    The Purpose

    Understand service management.

    Key Benefits Achieved

    Gain a common understanding of service management, the forces that impact your roadmap, and the Info-Tech Service Management Maturity Model.

    Activities

    1.1 Understand service management.

    1.2 Build a compelling vision and mission.

    Outputs

    Constraints and enablers chart

    Service management vision, mission, and values

    2 Assess the Current State of Service Management

    The Purpose

    Assess the organization’s current service management capabilities.

    Key Benefits Achieved

    Understand attitudes, behaviors, and culture.

    Understand governance and process ownership needs.

    Understand strengths, weaknesses, opportunities, and threats.

    Defined desired state.

    Activities

    2.1 Assess cultural ABCs.

    2.2 Assess governance needs.

    2.3 Perform SWOT analysis.

    2.4 Define desired state.

    Outputs

    Cultural improvements action items

    Governance action items

    SWOT analysis action items

    Defined desired state

    3 Continue Current-State Assessment

    The Purpose

    Assess the organization’s current service management capabilities.

    Key Benefits Achieved

    Understand the current maturity of service management processes.

    Understand organizational change management capabilities.

    Activities

    3.1 Perform service management process maturity assessment.

    3.2 Complete OCM capability assessment.

    3.3 Identify roadmap themes.

    Outputs

    Service management process maturity activities

    OCM action items

    Roadmap themes

    4 Build Roadmap and Communication Tool

    The Purpose

    Use outputs from previous steps to build your roadmap and communication one-pagers.

    Key Benefits Achieved

    Easy-to-understand roadmap one-pager

    Communication one-pager

    Activities

    4.1 Build roadmap one-pager.

    4.2 Build communication one-pager.

    Outputs

    Service management roadmap

    Service management roadmap – Brought to Life communication slide

    Further reading

    Create a Service Management Roadmap

    Implement service management in an order that makes sense.

    ANALYST PERSPECTIVE

    "More than 80% of the larger enterprises we’ve worked with start out wanting to develop advanced service management practices without having the cultural and organizational basics or foundational practices fully in place. Although you wouldn’t think this would be the case in large enterprises, again and again IT leaders are underestimating the importance of cultural and foundational aspects such as governance, management practices, and understanding business value. You must have these fundamentals right before moving on."

    Tony Denford,

    Research Director – CIO

    Info-Tech Research Group

    Our understanding of the problem

    This Research Is Designed For:

    • CIO
    • Senior IT Management

    This Research Will Help You:

    • Create or maintain service management (SM) practices to ensure user-facing services are delivered seamlessly to business users with minimum interruption.
    • Increase the level of reliability and availability of the services provided to the business and improve the relationship and communication between IT and the business.

    This Research Will Also Assist

    • Service Management Process Owners

    This Research Will Help Them:

    • Formalize, standardize, and improve the maturity of service management practices.
    • Identify new service management initiatives to move IT to the next level of service management maturity.

    Executive summary

    Situation

    • Inconsistent adoption of holistic practices has led to a chaotic service delivery model that results in poor customer satisfaction.
    • There is little structure, formalization, or standardization in the way IT services are designed and managed, leading to diminishing service quality and low business satisfaction.

    Complication

    • IT organizations want to be seen as strategic partners, but they fail to address the cultural and organizational constraints.
    • Without alignment with the business goals, services often fail to provide the expected value.
    • Traditional service management approaches are not adaptable for new ways of working.

    Resolution

    • Follow Info-Tech’s methodology to create a service management roadmap that will help guide the optimization of your IT services and improve IT’s value to the business.
    • The blueprint will help you right-size your roadmap to best suit your specific needs and goals and will provide structure, ownership, and direction for service management.
    • This blueprint allows you to accurately identify the current state of service management at your organization. Customize the roadmap and create a plan to achieve your target service management state.

    Info-Tech Insight

    Having effective service management practices in place will allow you to pursue activities such as innovation and drive the business forward. Addressing foundational elements like business alignment and management practices will enable you to build effective core practices that deliver business value. Consistent leadership support and engagement is essential to allow practitioners to focus on delivering expected outcomes.

    Poor service management manifests in many different pains across the organization

    Immaturity in service management will not result in one pain – rather, it will create a chaotic environment for the entire organization, crippling IT’s ability to deliver and perform.

    Low Service Management Maturity

    These are some of the pains that can be attributed to poor service management practices.

    • Frequent service-impacting incidents
    • Low satisfaction with the service desk
    • High % of failed deployments
    • Frequent change-related incidents
    • Frequent recurring incidents
    • Inability to find root cause
    • No communication with the business
    • Frequent capacity-related incidents

    And there are many more…

    Mature service management practices are a necessity, not a nice-to-have

    Immature service management practices are one of the biggest hurdles preventing IT from reaching its true potential.

    In 2004, PwC published a report titled “IT Moves from Cost Center to Business Contributor.” However, the 2014-2015 CSC Global CIO Survey showed that a high percentage of IT is still considered a cost center.

    And low maturity of service management practices is inhibiting activities such as agility, DevOps, digitalization, and innovation.

    A pie chart is shown that is titled: Where does IT sit? The chart has 3 sections. One section represents IT and the business have a collaborative partnership 28%. The next section represents at 33% where IT has a formal client/service provider relationship with the business. The last section has 39% where IT is considered as a cost center.
    Source: CSC Global CIO Survey: 2014-2015 “CIOs Emerge as Disruptive Innovators”

    39%: Resources are primarily focused on managing existing IT workloads and keeping the lights on.

    31%: Too much time and too many resources are used to handle urgent incidents and problems.

    There are many misconceptions about what service management is

    Misconception #1: “Service management is a process”

    Effective service management is a journey that encompasses a series of initiatives that improves the value of services delivered.

    Misconception #2: “Service Management = Service Desk”

    Service desk is the foundation, since it is the main end-user touch point, but service management is a set of people and processes required to deliver business-facing services.

    Misconception #3: “Service management is about the ITSM tool”

    The tool is part of the overall service management program, but the people and processes must be in place before implementing.

    Misconception #4: “Service management development is one big initiative”

    Service management development is a series of initiatives that takes into account an organization’s current state, maturity, capacities, and objectives.

    Misconception #5: “Service management processes can be deployed in any order, assuming good planning and design”

    A successful service management program takes into account the dependencies of processes.

    Misconception #6: “Service management is resolving incidents and deploying changes”

    Service management is about delivering high-value and high-quality services.

    Misconception #7: “Service management is not the key determinant of success”

    As an organization progresses on the service management journey, its ability to deliver high-value and high-quality services increases.

    Misconception #8: “Resolving Incidents = Success”

    Preventing incidents is the name of the game.

    Misconception #9: “Service Management = Good Firefighter”

    Service management is about understanding what’s going on with user-facing services and proactively improving service quality.

    Misconception #10: “Service management is about IT and technical services (e.g. servers, network, database)”

    Service management is about business/user-facing services and the value the services provide to the business.

    Service management projects often don’t succeed because they are focused on process rather than outcomes

    Service management projects tend to focus on implementing process without ensuring foundational elements of culture and management practices are strong enough to support the change.

    1. Aligning your service management goals with your organizational objectives leads to better understanding of the expected outcomes.
    2. Understand your customers and what they value, and design your practices to deliver this value.

    3. IT does not know what order is best when implementing new practices or process improvements.
    4. Don't run before you can walk. Fundamental practices must reach the maturity threshold before developing advanced practices. Implement continuous improvement on your existing processes so they continue to support new practices.

    5. IT does not follow best practices when implementing a practice.
    6. Our best-practice research is based on extensive experience working with clients through advisory calls and workshops.

    Info-Tech can help you create a customized, low-effort, and high-value service management roadmap that will shore up any gaps, prove IT’s value, and achieve business satisfaction.

    Info-Tech’s methodology will help you customize your roadmap so the journey is right for you

    With Info-Tech, you will find out where you are, where you want to go, and how you will get there.

    With our methodology, you can expect the following:

    • Eliminate or reduce rework due to poor execution.
    • Identify dependencies/prerequisites and ensure practices are deployed in the correct order, at the correct time, and by the right people.
    • Engage all necessary resources to design and implement required processes.
    • Assess current maturity and capabilities and design the roadmap with these factors in mind.

    Doing it right the first time around

    You will see these benefits at the end

      ✓ Increase the quality of services IT provides to the business.

      ✓ Increase business satisfaction through higher alignment of IT services.

      ✓ Lower cost to design, implement, and manage services.

      ✓ Better resource utilization, including staff, tools, and budget.

    Focus on a strong foundation to build higher value service management practices

    Info-Tech Insight

    Focus on behaviors and expected outcomes before processes.

    Foundational elements

    • Operating model facilitates service management goals
    • Culture of service delivery
    • Governance discipline to evaluate, direct, and monitor
    • Management discipline to deliver

    Stabilize

    • Deliver stable, reliable IT services to the business
    • Respond to user requests quickly and efficiently
    • Resolve user issues in a timely manner
    • Deploy changes smoothly and successfully

    Proactive

    • Avoid/prevent service disruptions
    • Improve quality of service (performance, availability, reliability)

    Service Provider

    • Understand business needs
    • Ensure services are available
    • Measure service performance, based on business-oriented metrics

    Strategic Partner

    • Fully aligned with business
    • Drive innovation
    • Drive measurable value

    Info-Tech Insight

    Continued leadership support of the foundational elements will allow delivery teams to provide value to the business. Set the expectation of the desired maturity level and allow teams to innovate.

    Follow our model and get to your target state

    A model is depicted that shows the various target states. There are 6 levels showing in the example, and the example is made to look like a tree with a character watering it. In the roots, the level is labelled foundational. The trunk is labelled the core. The lowest hanging branches of the tree is the stabilize section. Above it is the proactive section. Nearing the top of the tree is the service provider. The canopy of the tree are labelled strategic partner.

    Before moving to advanced service management practices, you must ensure that the foundational and core elements are robust enough to support them. Leadership must nurture these practices to ensure they are sustainable and can support higher value, more mature practices.

    Each step along the way, Info-Tech has the tools to help you

    Phase 1: Launch the Project

    Assemble a team with the right talent and vision to increase the chances of project success.

    Phase 2: Assess Current State

    Understand where you are currently on the service management journey using the maturity assessment tool.

    Phase 3: Build Roadmap

    Based on the assessments, build a roadmap to address areas for improvement.

    Phase 4: Build Communication slide

    Based on the roadmap, define the current state, short- and long-term visions for each major improvement area.

    Info-Tech Deliverables:

    • Project Charter
    • Assessment Tools
    • Roadmap Template
    • Communication Template

    CIO call to action

    Improving the maturity of the organization’s service management practice is a big commitment, and the project can only succeed with active support from senior leadership.

    Ideally, the CIO should be the project sponsor, even the project leader. At a minimum, the CIO needs to perform the following activities:

    1. Walk the talk – demonstrate personal commitment to the project and communicate the benefits of the service management journey to IT and the steering committee.
    2. Improving or adopting any new practice is difficult, especially for a project of this size. Thus, the CIO needs to show visible support for this project through internal communication and dedicated resources to help complete this project.

    3. Select a senior, capable, and results-driven project leader.
    4. Most likely, the implementation of this project will be lengthy and technical in some nature. Therefore, the project leader must have a good understanding of the current IT structure, senior standing within the organization, and the relationship and power in place to propel people into action.

    5. Help to define the target future state of IT’s service management.
    6. Determine a realistic target state for the organization based on current capability and resource/budget restraints.

    7. Conduct periodic follow-up meetings to keep track of progress.
    8. Reinforce or re-emphasize the importance of this project to the organization through various communication channels if needed.

    Stabilizing your environment is a must before establishing any more-mature processes

    CASE STUDY

    Industry: Manufacturing

    Source: Engagement

    Challenge

    • The business landscape was rapidly changing for this manufacturer and they wanted to leverage potential cost savings from cloud-first initiatives and consolidate multiple, self-run service delivery teams that were geographically dispersed.

    Solution

    Original Plan

    • Consolidate multiple service delivery teams worldwide and implement service portfolio management.

    Revised Plan with Service Management Roadmap:

    • Markets around the world had very different needs and there was little understanding of what customers value.
    • There was also no understanding of what services were currently being offered within each geography.

    Results

    • Plan was adjusted to understand customer value and services offered.
    • Services were then stabilized and standardized before consolidation.
    • Team also focused on problem maturity and drove a continuous improvement culture and increasing transparency.

    MORAL OF THE STORY:

    Understanding the value of each service allowed the organization to focus effort on high-return activities rather than continuous fire fighting.

    Understand the processes involved in the proactive phase

    CASE STUDY

    Industry: Manufacturing

    Source: Engagement

    Challenge

    • Services were fairly stable, but there were significant recurring issues for certain services.
    • The business was not satisfied with the service quality for certain services, due to periodic availability and reliability issues.
    • Customer feedback for the service desk was generally good.

    Solution

    Original Plan

    • Review all service desk and incident management processes to ensure that service issues were handled in an effective manner.

    Revised Plan with Service Management Roadmap:

    • Design and deploy a rigorous problem management process to determine the root cause of recurring issues.
    • Monitor key services for events that may lead to a service outage.

    Results

    • Root cause of recurring issues was determined and fixes were deployed to resolve the underlying cause of the issues.
    • Service quality improved dramatically, resulting in high customer satisfaction.

    MORAL OF THE STORY:

    Make sure that you understand which processes need to be reviewed in order to determine the cause for service instability. Focusing on the proactive processes was the right answer for this company.

    Have the right culture and structure in place before you become a service provider

    CASE STUDY

    Industry: Healthcare

    Source:Journal of American Medical Informatics Association

    Challenge

    • The IT organization wanted to build a service catalog to demonstrate the value of IT to the business.
    • IT was organized in technology silos and focused on applications, not business services.
    • IT services were not aligned with business activities.
    • Relationships with the business were not well established.

    Solution

    Original Plan

    • Create and publish a service catalog.

    Revised Plan: with Service Management Roadmap:

    • Establish relationships with key stakeholders in the business units.
    • Understand how business activities interface with IT services.
    • Lay the groundwork for the service catalog by defining services from the business perspective.

    Results

    • Strong relationships with the business units.
    • Deep understanding of how business activities map to IT services.
    • Service definitions that reflect how the business uses IT services.

    MORAL OF THE STORY:

    Before you build and publish a service catalog, make sure that you understand how the business is using the IT services that you provide.

    Calculate the benefits of using Info-Tech’s methodology

    To measure the value of developing your roadmap using the Info-Tech tools and methodology, you must calculate the effort saved by not having to develop the methods.

    A. How much time will it take to develop an industry-best roadmap using Info-Tech methodology and tools?

    Using Info-Tech’s tools and methodology you can accurately estimate the effort to develop a roadmap using industry-leading research into best practice.

    B. What would be the effort to develop the insight, assess your team, and develop the roadmap?

    This metric represents the time your team would take to be able to effectively assess themselves and develop a roadmap that will lead to service management excellence.

    C. Cost & time saving through Info-Tech’s methodology

    Measured Value

    Step 1: Assess current state

    Cost to assess current state:

    • 5 Directors + 10 Managers x 10 hours at $X an hour = $A

    Step 2: Build the roadmap

    Cost to create service management roadmap:

    • 5 Directors + 10 Managers x 8 hours at $X an hour = $B

    Step 3: Develop the communication slide

    Cost to create roadmaps for phases:

    • 5 Directors + 10 Managers x 6 hours at $X an hour = $C

    Potential financial savings from using Info-Tech resources:

    Estimated cost to do “B” – (Step 1 ($A) + Step 2 ($B) + Step 3 ($C)) = $Total Saving

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful."

    Guided Implementation

    "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keeps us on track."

    Workshop

    "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place."

    Consulting

    "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks are used throughout all four options.

    Create a Service Management Roadmap – project overview


    Launch the project

    Assess the current state

    Build the roadmap

    Build communication slide

    Best-Practice Toolkit

    1.1 Create a powerful, succinct mission statement

    1.2 Assemble a project team with representatives from all major IT teams

    1.3 Determine project stakeholders and create a communication plan

    1.4 Establish metrics to track the success of the project

    2.1 Assess impacting forces

    2.2 Build service management vision, mission, and values

    2.3 Assess attitudes, behaviors, and culture

    2.4 Assess governance

    2.5 Perform SWOT analysis

    2.6 Identify desired state

    2.7 Assess SM maturity

    2.8 Assess OCM capabilities

    3.1 Document overall themes

    3.2 List individual initiatives

    4.1 Document current state

    4.2 List future vision

    Guided Implementations

    • Kick-off the project
    • Build the project team
    • Complete the charter
    • Understand current state
    • Determine target state
    • Build the roadmap based on current and target state
    • Build short- and long-term visions and initiative list

    Onsite Workshop

    Module 1: Launch the project

    Module 2: Assess current service management maturity

    Module 3: Complete the roadmap

    Module 4: Complete the communication slide

    Workshop overview

    Contact your account representative or email Workshops@InfoTech.com for more information

    Workshop Day 1

    Workshop Day 2

    Workshop Day 3

    Workshop Day 4

    Activities

    Understand Service Management

    1.1 Understand the concepts and benefits of service management.

    1.2 Understand the changing impacting forces that affect your ability to deliver services.

    1.3 Build a compelling vision and mission for your service management program.

    Assess the Current State of Your Service Management Practice

    2.1 Understand attitudes, behaviors, and culture.

    2.2 Assess governance and process ownership needs.

    2.3 Perform SWOT analysis.

    2.4 Define the desired state.

    Complete Current-State Assessment

    3.1 Conduct service management process maturity assessment.

    3.2 Identify organizational change management capabilities.

    3.3 Identify themes for roadmap.

    Build Roadmap and Communication Tool

    4.1 Build roadmap one-pager.

    4.2 Build roadmap communication one-pager.

    Deliverables

    1. Constraints and enablers chart
    2. Service management vision, mission, and values
    1. Action items for cultural improvements
    2. Action items for governance
    3. Identified improvements from SWOT
    4. Defined desired state
    1. Service Management Process Maturity Assessment
    2. Organizational Change Management Assessment
    1. Service management roadmap
    2. Roadmap Communication Tool in the Service Management Roadmap Presentation Template

    PHASE 1

    Launch the Project

    Launch the project

    This step will walk you through the following activities:

    • Create a powerful, succinct mission statement based on your organization’s goals and objectives.
    • Assemble a project team with representatives from all major IT teams.
    • Determine project stakeholders and create a plan to convey the benefits of this project.
    • Establish metrics to track the success of the project.

    Step Insights

    • The project leader should have a strong relationship with IT and business leaders to maximize the benefit of each initiative in the service management journey.
    • The service management roadmap initiative will touch almost every part of the organization; therefore, it is important to have representation from all impacted stakeholders.
    • The communication slide needs to include the organizational change impact of the roadmap initiatives.

    Phase 1 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 1: Launch the Project

    Step 1.1 – Kick-off the Project

    Start with an analyst kick-off call:

    • Identify current organization pain points relating to poor service management practices
    • Determine high-level objectives
    • Create a mission statement

    Then complete these activities…

    • Identify potential team members who could actively contribute to the project
    • Identify stakeholders who have a vested interest in the completion of this project

    With these tools & templates:

    • Service Management Roadmap Project Charter

    Step 1.2 – Complete the Charter

    Review findings with analyst:

    • Create the project team; ensure all major IT teams are represented
    • Review stakeholder list and identify communication messages

    Then complete these activities…

    • Establish metrics to complete project planning
    • Complete the project charter

    With these tools & templates:

    • Service Management Roadmap Project Charter

    Use Info-Tech’s project charter to begin your initiative

    1.1 Service Management Roadmap Project Charter

    The Service Management Roadmap Project Charter is used to govern the initiative throughout the project. It provides the foundation for project communication and monitoring.

    The template has been pre-populated with sample information appropriate for this project. Please review this sample text and change, add, or delete information as required.

    The charter includes the following sections:

    • Mission Statement
    • Goals & Objectives
    • Project Team
    • Project Stakeholders
    • Current State (from phases 2 & 3)
    • Target State (from phases 2 & 3)
    • Target State
    • Metrics
    • Sponsorship Signature
    A screenshot of Info-Tech's Service Management Roadmap Project Charter is shown.

    Use Info-Tech’s ready-to-use deliverable to customize your mission statement

    Adapt and personalize Info-Tech’s Service Management Roadmap Mission Statement and Goals & Objectives below to suit your organization’s needs.

    Goals & Objectives

    • Create a plan for implementing service management initiatives that align with the overall goals/objectives for service management.
    • Identify service management initiatives that must be implemented/improved in the short term before deploying more advanced initiatives.
    • Determine the target state for each initiative based on current maturity and level of investment available.
    • Identify service management initiatives and understand dependencies, prerequisites, and level of effort required to implement.
    • Determine the sequence in which initiatives should be deployed.
    • Create a detailed rollout plan that specifies initiatives, time frames, and owners.
    • Engage the right teams and obtain their commitment throughout both the planning and assessment of roadmap initiatives.
    • both the planning and assessment of roadmap initiatives. Obtain support for the completed roadmap from executive stakeholders.

    Example Mission Statement

    To help [Organization Name] develop a set of service management practices that will better address the overarching goals of the IT department.

    To create a roadmap that sequences initiatives in a way that incorporates best practices and takes into consideration dependencies and prerequisites between service management practices.

    To garner support from the right people and obtain executive buy-in for the roadmap.

    Create a well-balanced project team

    The project leader should be a member of your IT department’s senior executive team with goals and objectives that will be impacted by service management implementation. The project leader should possess the following characteristics:

    Leader

    • Influence and impact
    • Comprehensive knowledge of IT and the organization
    • Relationship with senior IT management
    • Ability to get things done

    Team Members

    Identify

    The project team members are the IT managers and directors whose day-to-day lives will be impacted by the service management roadmap and its implementation. The service management initiative will touch almost every IT staff member in the organization; therefore, it is important to have representatives from every single group, including those that are not mentioned. Some examples of individuals you should consider for your team:

    • Service Delivery Managers
    • Director/Manager of Applications
    • Director/Manager of Infrastructure
    • Director/Manager of Service Desk
    • Business Relationship Managers
    • Project Management Office

    Engage & Communicate

    You want to engage your project participants in the planning process as much as possible. They should be involved in the current-state assessment, the establishment of goals and objectives, and the development of your target state.

    To sell this project, identify and articulate how this project and/or process will improve the quality of their job. For example, a formal incident management process will benefit people working at the service desk or on the applications or infrastructure teams. Helping them understand the gains will help to secure their support throughout the long implementation process by giving them a sense of ownership.

    The project stakeholders should also be project team members

    When managing stakeholders, it is important to help them understand their stake in the project as well as their own personal gain that will come out of this project.

    For many of the stakeholders, they also play a critical role in the development of this project.

    Role & Benefits

    • CIO
    • The CIO should be actively involved in the planning stage to help determine current and target stage.

      The CIO also needs to promote and sell the project to the IT team so they can understand that higher maturity of service management practices will allow IT to be seen as a partner to the business, giving IT a seat at the table during decision making.

    • Service Delivery Managers/Process Owners
    • Service Delivery Managers are directly responsible for the quality and value of services provided to the business owners. Thus, the Service Delivery Managers have a very high stake in the project and should be considered for the role of project leader.

      Service Delivery Managers need to work closely with the process owners of each service management process to ensure clear objectives are established and there is a common understanding of what needs to be achieved.

    • IT Steering Committee
    • The Committee should be informed and periodically updated about the progress of the project.

    • Manager/Director – Service Desk
    • The Manager of the Service Desk should participate closely in the development of fundamental service management processes, such as service desk, incident management, and problem management.

      Having a more established process in place will create structure, governance, and reduce service desk staff headaches so they can handle requests or incidents more efficiently.

    • Manager/Director –Applications & Infrastructure
    • The Manager of Applications and Infrastructure should be heavily relied on for their knowledge of how technology ties into the organization. They should be consulted regularly for each of the processes.

      This project will also benefit them directly, such as improving the process to deploy a fix into the environment or manage the capacity of the infrastructure.

    • Business Relationship Manager
    • As the IT organization moves up the maturity ladder, the Business Relationship Manager will play a fundamental role in the more advanced processes, such as business relationship management, demand management, and portfolio management.

      This project will be an great opportunity for the Business Relationship Manager to demonstrate their value and their knowledge of how to align IT objectives with business vision.

    Ensure you get the entire IT organization on board for the project with a well-practiced change message

    Getting the IT team on board will greatly maximize the project’s chance of success.

    One of the top challenges for organizations embarking on a service management journey is to manage the magnitude of the project. To ensure the message is not lost, communicate this roadmap in two steps.

    1. Communicate the roadmap initiative

    The most important message to send to the IT organization is that this project will benefit them directly. Articulate the pains that IT is currently experiencing and explain that through more mature service management, these pains can be greatly reduced and IT can start to earn a place at the table with the business.

    2. Communicate the implementation of each process separately

    The communication of process implementation should be done separately and at the beginning of each implementation. This is to ensure that IT staff do not feel overwhelmed or overloaded. It also helps to keep the project more manageable for the project team.

    Continuously monitor feedback and address concerns throughout the entire process

    • Host lunch and learns to provide updates on the service management initiative to the entire IT team.
    • Understand if there are any major roadblocks and facilitate discussions on how to overcome them.

    Articulate the service management initiative to the IT organization

    Spread the word and bring attention to your change message through effective mediums and organizational changes.

    Key aspects of a communication plan

    The methods of communication (e.g. newsletters, email broadcast, news of the day, automated messages) notify users of implementation.

    In addition, it is important to know who will deliver the message (delivery strategy). You need IT executives to deliver the message – work hard on obtaining their support as they are the ones communicating to their staff and should be your project champions.

    Anticipate organizational changes

    The implementation of the service management roadmap will most likely lead to organizational changes in terms of structure, roles, and responsibilities. Therefore, the team should be prepared to communicate the value that these changes will bring.

    Communicating Change

    • What is the change?
    • Why are we doing it?
    • How are we going to go about it?
    • What are we trying to achieve?
    • How often will we be updated?

    The Qualities of Leadership: Leading Change

    Create a project communication plan for your stakeholders

    This project cannot be successfully completed without the support of senior IT management.

    1. After the CIO has introduced this project through management meetings or informal conversation, find out how each IT leader feels about this project. You need to make sure the directors and managers of each IT team, especially the directors of application and infrastructure, are on board.
    2. After the meeting, the project leader should seek out the major stakeholders (particularly the heads of applications and infrastructure) and validate their level of support through formal or informal meetings. Create a list documenting the major stakeholders, their level of support, and how the project team will work to gain their approval.
    3. For each identified stakeholder, create a custom communication plan based on their role. For example, if the director of infrastructure is not a supporter, demonstrate how this project will enable them to better understand how to improve service quality. Provide periodic reporting or meetings to update the director on project progress.

    INPUT

    • A collaborative discussion between team members

    OUTPUT

    • Thorough briefing for project launch
    • A committed team

    Materials

    • Communication message and plan
    • Metric tracking

    Participants

    • Project leader
    • Core project team

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst is shown.
    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    1.1

    A screenshot of activity 1.1 is shown.

    Create a powerful, succinct mission statement

    Using Info-Tech’s sample mission statement as a guide, build your mission statement based on the objectives of this project and the benefits that this project will achieve. Keep the mission statement short and clear.

    1.2

    A screenshot of activity 1.2 is shown.

    Assemble the project team

    Create a project team with representatives from all major IT teams. Engage and communicate to the project team early and proactively.

    1.3

    A screenshot of activity 1.3 is shown.

    Identify project stakeholders and create a communication plan

    Info-Tech will help you identify key stakeholders who have a vested interest in the success of the project. Determine the communication message that will best gain their support.

    1.4

    A screenshot of activity 1.4 is shown.

    Use metrics to track the success of the project

    The onsite analyst will help the project team determine the appropriate metrics to measure the success of this project.

    PHASE 2

    Assess Your Current Service Management State

    Assess your current state

    This step will walk you through the following activities:

    • Use Info-Tech’s Service Management Maturity Assessment Tool to determine your overall practice maturity level.
    • Understand your level of completeness for each individual practice.
    • Understand the three major phases involved in the service management journey; know the symptoms of each phase and how they affect your target state selection.

    Step Insights

    • To determine the real maturity of your service management practices, you should focus on the results and output of the practice, rather than the activities performed for each process.
    • Focus on phase-level maturity as opposed to the level of completeness for each individual process.

    Phase 2 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Determine Your Service Management Current State

    Step 2.1 – Assess Impacting Forces

    Start with an analyst kick-off call:

    • Discuss the impacting forces that can affect the success of your service management program
    • Identify internal and external constraints and enablers
    • Review and interpret how to leverage or mitigate these elements

    Then complete these activities…

    • Present the findings of the organizational context
    • Facilitate a discussion and create consensus amongst the project team members on where the organization should start

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 2.2 – Build Vision, Mission, and Values

    Review findings with analyst:

    • Review your service management vision and mission statement and discuss the values

    Then complete these activities…

    • Socialize the vision, mission, and values to ensure they are aligned with overall organizational vision. Then, set the expectations for behavior aligned with the vision, mission, and values

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 2.3 – Assess Attitudes, Behaviors, and Culture

    Review findings with analyst:

    • Discuss tactics for addressing negative attitudes, behaviors, or culture identified

    Then complete these activities…

    • Add items to be addressed to roadmap

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 2.4 – Assess Governance Needs

    Review findings with analyst:

    • Understand the typical types of governance structure and the differences between management and governance
    • Choose the management structure required for your organization

    Then complete these activities…

    • Determine actions required to establish an effective governance structure and add items to be addressed to roadmap

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 2.5 – Perform SWOT Analysis

    Review findings with analyst:

    • Discuss SWOT analysis results and tactics for addressing within the roadmap

    Then complete these activities…

    • Add items to be addressed to roadmap

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 2.6 – Identify Desired State

    Review findings with analyst:

    • Discuss desired state and commitment needed to achieve aspects of the desired state

    Then complete these activities…

    • Use the desired state to critically assess the current state of your service management practices and whether they are achieving the desired outcomes
    • Prep for the SM maturity assessment

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 2.7 – Perform SM Maturity Assessment

    Review findings with analyst:

    • Review and interpret the output from your service management maturity assessment

    Then complete these activities…

    • Add items to be addressed to roadmap

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Service Management Maturity Assessment

    Step 2.8 – Review OCM Capabilities

    Review findings with analyst:

    • Review and interpret the output from your organizational change management maturity assessment

    Then complete these activities…

    • Add items to be addressed to roadmap

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Organizational Change Management Assessment

    Understand and assess impacting forces – constraints and enablers

    Constraints and enablers are organizational and behavioral triggers that directly impact your ability and approach to establishing Service Management practices.

    A model is shown to demonstrate the possibe constraints and enablers on your service management program. It incorporates available resources, the environment, management practices, and available technologies.

    Effective service management requires a mix of different approaches and practices that best fit your organization. There’s not a one-size-fits-all solution. Consider the resources, environment, emerging technologies, and management practices facing your organization. What items can you leverage or use to mitigate to move your service management program forward?

    Use Info-Tech’s “Organizational Context” template to list the constraints and enablers affecting your service management

    The Service Management Roadmap Presentation Template will help you understand the business environment you need to consider as you build out your roadmap.

    Discuss and document constraints and enablers related to the business environment, available resources, management practices, and emerging technologies. Any constraints will need to be addressed within your roadmap and enablers should be leveraged to maximize your results.


    Screenshot of Info-Tech's Service Management Roadmap Presentation Template is shown.

    Document constraints and enablers

    1. Discuss and document the constrains and enablers for each aspect of the management mesh: environment, resources, management practices, or technology.
    2. Use this as a thought provoker in later exercises.

    INPUT

    • A collaborative discussion

    OUTPUT

    • Organizational context constraints and enablers

    Materials

    • Whiteboards or flip charts

    Participants

    • All stakeholders

    Build compelling vision and mission statements to set the direction of your service management program

    While you are articulating the vision and mission, think about the values you want the team to display. Being explicit can be a powerful tool to create alignment.

    A vision statement describes the intended state of your service management organization, expressed in the present tense.

    A mission statement describes why your service management organization exists.

    Your organizational values state how you will deliver services.

    Use Info-Tech’s “Vision, Mission, and Values” template to set the aspiration & purpose of your service management practice

    The Service Management Roadmap Presentation Template will help you document your vision for service management, the purpose of the program, and the values you want to see demonstrated.

    If the team cannot gain agreement on their reason for being, it will be difficult to make traction on the roadmap items. A concise and compelling statement can set the direction for desired behavior and help team members align with the vision when trying to make ground-level decisions. It can also be used to hold each other accountable when undesirable behavior emerges. It should be revised from time to time, when the environment changes, but a well-written statement should stand the test of time.

    A screenshot of the Service Management Roadmap Presentation Temaplate is shown. Specifically it is showing the section on the vision, mission, and values results.

    Document your organization’s vision, mission , and values

    1. Vision: Identify your desired target state, consider the details of that target state, and create a vision statement.
    2. Mission: Consider the fundamental purpose of your SM program and craft a statement of purpose.
    3. Values: As you work through the vision and mission, identify values that your organization prides itself in or has the aspiration for.
    4. Discuss common themes and then develop a concise vision statement and mission statement that incorporates the group’s ideas.

    INPUT

    • A collaborative discussion

    OUTPUT

    • Vision statement
    • Mission statement
    • Organizational values

    Materials

    • Whiteboards or flip charts
    • Sample vision and mission statements

    Participants

    • All stakeholders
    • Senior leadership

    Understanding attitude, behavior, and culture

    Attitude

    • What people think and feel. It can be seen in their demeanor and how they react to change initiatives, colleagues, and users.

    Any form of organizational change involves adjusting people’s attitudes, creating buy-in and commitment. You need to identify and address attitudes that can lead to negative behaviors and actions or that are counter-productive. It must be made visible and related to your desired behavior.

    Behaviour

    • What people do. This is influenced by attitude and the culture of the organization.

    To implement change within IT, especially at a tactical level, both IT and organizational behavior needs to change. This is relevant because people don’t like to change and will resist in an active or passive way unless you can sell the need, value, and benefit of changing their behavior.

    Culture

    • The accepted and understood ways of working in an organization. The values and standards that people find normal and what would be tacitly identified to new resources.

    The organizational or corporate “attitude,” the impact on employee behavior and attitude is often not fully understood. Culture is an invisible element, which makes it difficult to identify, but it has a strong impact and must be addressed to successfully embed any organizational change or strategy.

    Culture is a critical and under-addressed success factor

    43% of CIOs cited resistance to change as the top impediment to a successful digital strategy.

    CIO.com

    75% of organizations cannot identify or articulate their culture or its impact.

    Info-Tech

    “Shortcomings in organizational culture are one of the main barriers to company success in the digital age.”

    McKinsey – “Culture for a digital age”

    Examples of how they apply

    Attitude

    • “I’ll believe that when I see it”
    • Positive outlook on new ideas and changes

    Behaviour

    • Saying you’ll follow a new process but not doing so
    • Choosing not to document a resolution approach or updating a knowledge article, despite being asked

    Culture

    • Hero culture (knowledge is power)
    • Blame culture (finger pointing)
    • Collaborative culture (people rally and work together)

    Why have we failed to address attitude, behavior, and culture?

      ✓ While there is attention and better understanding of these areas, very little effort is made to actually solve these challenges.

      ✓ The impact is not well understood.

      ✓ The lack of tangible and visible factors makes it difficult to identify.

      ✓ There is a lack of proper guidance, leadership skills, and governance to address these in the right places.

      ✓ Addressing these issues has to be done proactively, with intent, rigor, and discipline, in order to be successful.

      ✓ We ignore it (head in the sand and hoping it will fix itself).

    Avoidance has been a common strategy for addressing behavior and culture in organizations.

    Use Info-Tech’s “Culture and Environment” template to identify cultural constraints that should be addressed in roadmap

    The Service Management Roadmap Presentation Template will help you document attitude, behavior, and culture constraints.

    Discuss as a team attitudes, behaviors, and cultural aspects that can either hinder or be leveraged to support your vision for the service management program. Capture all items that need to be addressed in the roadmap.

    A screenshot of the Service Management Roadmap Presentation Template is shown. Specifically showing the culture and environment slide.

    Document your organization’s attitudes, behaviors, and culture

    1. Discuss and document positive and negative aspects of attitude, behavior, or culture within your organization.
    2. Identify the items that need to be addressed as part of your roadmap.

    INPUT

    • A collaborative discussion

    OUTPUT

    • Culture and environment worksheet

    Materials

    • Whiteboards or flip charts

    Participants

    • All stakeholders

    The relationship to governance

    Attitude, behavior, and culture are still underestimated as core success factors in governance and management.

    Behavior is a key enabler of good governance. Leading by example and modeling behavior has a cascading impact on shifting culture, reinforcing the importance of change through adherence.

    Executive leadership and governing bodies must lead and support cultural change.

    Key Points

    • Less than 25% of organizations have formal IT governance in place (ITSM Tools).
    • Governance tends to focus on risk and compliance (controls), but forgets the impact of value and performance.

    Lack of oversight often limits the value of service management implementations

    Organizations often fail to move beyond risk mitigation, losing focus of the goals of their service management practices and the capabilities required to produce value.

    Risk Mitigation

    • Stabilize IT
    • Service Desk
    • Incident Management
    • Change Management

    Gap

    • Organizational alignment through governance
    • Disciplined focus on goals of SM

    Value Production

    • Value that meets business and consumer needs

    This creates a situation where service management activities and roadmaps focus on adjusting and tweaking process areas that no longer support how the organization needs to work.

    How does establishing governance for service management provide value?

    Governance of service management is a gap in most organizations, which leads to much of the failure and lack of value from service management processes and activities.

    Once in place, effective governance enables success for organizations by:

    1. Ensuring service management processes improve business value
    2. Measuring and confirming the value of the service management investment
    3. Driving a focus on outcome and impact instead of simply process adherence
    4. Looking at the integrated impact of service management in order to ensure focused prioritization of work
    5. Driving customer-experience focus within organizations
    6. Ensuring quality is achieved and addressing quality impacts and dependencies between processes

    Four common service management process ownership models

    Your ownership structure largely defines how processes will need to be implemented, maintained, and improved. It has a strong impact on their ability to integrate and how other teams perceive their involvement.

    An organizational structure is shown. In the image is an arrow, with the tip facing in the right direction. The left side of the arrow is labelled: Traditional, and the right side is labelled: Complex. The four models are noted along the arrow. Starting on the left side and going to the right are: Distributed Process Ownership, Centralized Process Ownership, Federated Process Ownership, and Service Management Office.

    Most organizations are somewhere within this spectrum of four core ownership models, usually having some combination of shared traits between the two models that are closest to them on the scale.

    Info-Tech Insight

    The organizational structure that is best for you depends on your needs, and one is not necessarily better than another. The next four slides describe when each ownership level is most appropriate.

    Distributed process ownership

    Distributed process ownership is usually evident when organizations initially establish their service management practices. The processes are assigned to a specific group, who assumes some level of ownership over its execution.

    The distributed process ownership model is shown. CIO is listed at the top with four branches leading out from below it. The four branches are labelled: Service Desk, Operations, Applications, and Security.

    Info-Tech Insight

    This model is often a suitable approach for initial implementations or where it may be difficult to move out of siloes within the organization’s structure or culture.

    Centralized process ownership

    Centralized process ownership usually becomes necessary for organizations as they move into a more functional structure. It starts to drive management of processes horizontally across the organization while still retaining functional management control.

    A centralized process ownership model is shown. The CIO is at the top and the following are branches below it: Service Manager, Support, Middleware, Development, and Infrastructure.

    Info-Tech Insight

    This model is often suitable for maturing organizations that are starting to look at process integration and shared service outcomes and accountability.

    Federated process ownership

    Federated process ownership allows for global control and regional variation, and it supports product orientation and Agile/DevOps principles

    A federated process ownership model is shown. The Sponsor/CIO is at the top, with the ITSM Executive below it. Below that level is the: Process Owner, Process Manager, and Process Manager.

    Info-Tech Insight

    Federated process ownership is usually evident in organizations that have an international or multi-regional presence.

    Service management office (SMO)

    SMO structures tend to occur in highly mature organizations, where service management responsibility is seen as an enterprise accountability.

    A service management office model is shown. The CIO is at the top with the following branches below it: SMO, End-User Services, Infra., Apps., and Architecture.

    Info-Tech Insight

    SMOs are suitable for organizations with a defined IT and organizational strategy. A SMO supports integration with other enterprise practices like enterprise architecture and the PMO.

    Determine which process ownership and governance model works best for your organization

    The Service Management Roadmap Presentation Template will help you document process ownership and governance model

    Example:

    Key Goals:

      ☐ Own accountability for changes to core processes

      ☐ Understand systemic nature and dependencies related to processes and services

      ☐ Approve and prioritize improvement and CSI initiatives related to processes and services

      ☐ Evaluate success of initiative outcomes based on defined benefits and expectations

      ☐ Own Service Management and Governance processes and policies

      ☐ Report into ITSM executive or equivalent body

    Membership:

      ☐ Process Owners, SM Owner, Tool Owner/Liaison, Audit

    Discuss as a team which process ownership model works for your organization. Determine who will govern the service management practice. Determine items that should be identified in your roadmap to address governance and process ownership gaps.

    Use Info-Tech’s “SWOT” template to identify strengths, weaknesses, opportunities & threats that should be addressed

    The Service Management Roadmap Presentation Template will help you document items from your SWOT analysis.

    A screenshot of the Service Management Roadmap Presentation Template is shown. Specifically the SWOT section is shown.

    Brainstorm the strengths, weaknesses, opportunities, and threats related to resources, environment, technology, and management practices. Add items that need to be addressed to your roadmap.

    Perform a SWOT analysis

    1. Brainstorm each aspect of the SWOT with an emphasis on:
    • Resources
    • Environment
    • Technologies
    • Management Practices
  • Record your ideas on a flip chart or whiteboard.
  • Add items to be addressed to the roadmap.
  • INPUT

    • A collaborative discussion

    OUTPUT

    • SWOT analysis
    • Priority items identified

    Materials

    • Whiteboards or flip charts

    Participants

    • All stakeholders

    Indicate desired maturity level for your service management program to be successful

    Discuss the various maturity levels and choose a desired level that would meet business needs.

    The desired maturity model is depicted.

    INPUT

    • A collaborative discussion

    OUTPUT

    • Desired state of service management maturity

    Materials

    • None

    Participants

    • All stakeholders

    Use Info-Tech’s Service Management Process Maturity Assessment Tool to understand your current state

    The Service Management Process Maturity Assessment Tool will help you understand the true state of your service management.

    A screenshot of Info-Tech's Service Management Process Assessment Tool is shown.

    Part 1, Part 2, and Part 3 tabs

    These three worksheets contain questions that will determine the overall maturity of your service management processes. There are multiple sections of questions focused on different processes. It is very important that you start from Part 1 and continue the questions sequentially.

    Results tab

    The Results tab will display the current state of your service management processes as well as the percentage of completion for each individual process.

    Complete the service management process maturity assessment

    The current-state assessment will be the foundation of building your roadmap, so pay close attention to the questions and answer them truthfully.

    1. Start with tab 1 in the Service Management Process Maturity Assessment Tool. Remember to read the questions carefully and always use the feedback obtained through the end-user survey to help you determine the answer.
    2. In the “Degree of Process Completeness” column, use the drop-down menu to input the results solicited from the goals and objectives meeting you held with your project participants.
    3. A screenshot of Info-Tech's Service Management Process Assessment Tool is shown. Tab 1 is shown.
    4. Host a meeting with all participants following completion of the survey and have them bring their results. Discuss in a round-table setting, keeping a master sheet of agreed upon results.

    INPUT

    • Service Management Process Maturity Assessment Tool questions

    OUTPUT

    • Determination of current state

    Materials

    • Service Management Process Maturity Assessment Tool

    Participants

    • Project team members

    Review the results of your current-state assessment

    At the end of the assessment, the Results tab will have action items you could perform to close the gaps identified by the process assessment tool.

    A screenshot of Info-Tech's Service Management Process Maturity Assessment Results is shown.

    INPUT

    • Maturity assessment results

    OUTPUT

    • Determination of overall and individual practice maturity

    Materials

    • Service Management Maturity Assessment Tool

    Participants

    • Project team members

    Use Info-Tech’s OCM Capability Assessment tool to understand your current state

    The Organizational Change Management Capabilities Assessment tool will help you understand the true state of your organizational change management capabilities.

    A screenshot of Info-Tech's Organizational Change Management Capabilities Assessment

    Complete the Capabilities tab to capture the current state for organizational change management. Review the Results tab for interpretation of the capabilities. Review the Recommendations tab for actions to address low areas of maturity.

    Complete the OCM capability assessment

    1. Open Organizational Change Management Capabilities Assessment tool.
    2. Come to consensus on the most appropriate answer for each question. Use the 80/20 rule.
    3. Review result charts and discuss findings.
    4. Identify roadmap items based on maturity assessment.

    INPUT

    • A collaborative discussion

    OUTPUT

    • OCM Assessment tool
    • OCM assessment results

    Materials

    • OCM Capabilities Assessment tool

    Participants

    • All stakeholders

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst is shown.

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    2.1

    A screenshot of activity 2.1 is shown.

    Create a powerful, succinct mission statement

    Using Info-Tech’s sample mission statement as a guide, build your mission statement based on the objectives of this project and the benefits that this project will achieve. Keep the mission statement short and clear.

    2.2

    A screenshot of activity 2.2 is shown.

    Complete the assessment

    With the project team in the room, go through all three parts of the assessment with consideration of the feedback received from the business.

    2.3

    A screenshot of activity 2.3 is shown.

    Interpret the results of the assessment

    The Info-Tech onsite analyst will facilitate a discussion on the overall maturity of your service management practices and individual process maturity. Are there any surprises? Are the results reflective of current service delivery maturity?

    PHASE 3

    Build Your Service Management Roadmap

    Build Roadmap

    This step will walk you through the following activities:

    • Document your vision and mission on the roadmap one-pager.
    • Using the inputs from the current-state assessments, identify the key themes required by your organization.
    • Identify individual initiatives needed to address key themes.

    Step Insights

    • Using the Info-Tech thought model, address foundational gaps early in your roadmap and establish the management methods to continuously make them more robust.
    • If any of the core practices are not meeting the vision for your service management program, be sure to address these items before moving on to more advanced service management practices or processes.
    • Make sure the story you are telling with your roadmap is aligned to the overall organizational goals.

    Phase 3 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 3: Determine Your Service Management Target State

    Step 3.1 – Document the Overall Themes

    Start with an analyst kick-off call:

    • Review the outputs from your current-state assessments to identify themes for areas that need to be included in your roadmap

    Then complete these activities…

    • Ensure foundational elements are solid by adding any gaps to the roadmap
    • Identify any changes needed to management practices to ensure continuous improvement

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 3.2 – Determine Individual Initiatives

    Review findings with analyst:

    • Determine the individual initiatives needed to close the gaps between the current state and the vision

    Then complete these activities…

    • Finalize and document roadmap for executive socialization

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Focus on a strong foundation to build higher value service management practices

    Info-Tech Insight

    Focus on behaviors and expected outcomes before processes.

    Foundational elements

    • Operating model facilitates service management goals
    • Culture of service delivery
    • Governance discipline to evaluate, direct, and monitor
    • Management discipline to deliver

    Stabilize

    • Deliver stable, reliable IT services to the business
    • Respond to user requests quickly and efficiently
    • Resolve user issues in a timely manner
    • Deploy changes smoothly and successfully

    Proactive

    • Avoid/prevent service disruptions
    • Improve quality of service (performance, availability, reliability)

    Service Provider

    • Understand business needs
    • Ensure services are available
    • Measure service performance, based on business-oriented metrics

    Strategic Partner

    • Fully aligned with business
    • Drive innovation
    • Drive measurable value

    Info-Tech Insight

    Continued leadership support of the foundational elements will allow delivery teams to provide value to the business. Set the expectation of the desired maturity level and allow teams to innovate.

    Identify themes that can help you build a strong foundation before moving to higher level practices

    A model is depicted that shows the various target states. There are 6 levels showing in the example, and the example is made to look like a tree with a character watering it. In the roots, the level is labelled foundational. The trunk is labelled the core. The lowest hanging branches of the tree is the stabilize section. Above it is the proactive section. Nearing the top of the tree is the service provider. The top most branches of the tree is labelled strategic partner.

    Before moving to advanced service management practices, you must ensure that the foundational and core elements are robust enough to support them. Leadership must nurture these practices to ensure they are sustainable and can support higher value, more mature practices.

    Use Info-Tech’s “Service Management Roadmap” template to document your vision, themes and initiatives

    The Service Management Roadmap Presentation Template contains a roadmap template to help communicate your vision, themes to be addressed, and initiatives

    A screenshot of Info-Tech's Service Management Roadmap template is shown.

    Working from the lower maturity items to the higher value practices, identify logical groupings of initiatives into themes. This will aid in communicating the reasons for the needed changes. List the individual initiatives below the themes. Adding the service management vision and mission statements can help readers understand the roadmap.

    Document your service management roadmap

    1. Document the service management vision and mission on the roadmap template.
    2. Identify, from the assessments, areas that need to be improved or implemented.
    3. Group the individual initiatives into logical themes that can ease communication of what needs to happen.
    4. Document the individual initiatives.
    5. Document in terms that business partners and executive sponsors can understand.

    INPUT

    • Current-state assessment outputs
    • Maturity model

    OUTPUT

    • Service management roadmap

    Materials

    • Whiteboard
    • Roadmap template

    Participants

    • All stakeholders

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst is shown.

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    3.1

    A screenshot of activity 3.1 is shown.

    Identify themes to address items from the foundational level up to higher value service management practices

    Identify easily understood themes that will help others understand the expected outcomes within your organization.

    A screenshot of activity 3.2 is shown.

    Document individual initiatives that contribute to the themes

    Identify specific activities that will close gaps identified in the assessments.

    PHASE 2

    Build Communication Slide

    Complete your service management roadmap

    This step will walk you through the following activities:

    • Use the current-state assessment exercises to document the state of your service management practices. Document examples of the behaviors that are currently seen.
    • Document the expected short-term gains. Describe how you want the behaviors to change.
    • Document the long-term vision for each item and describe the benefits you expect to see from addressing each theme.

    Step Insights

    • Use the communication template to acknowledge the areas that need to be improved and paint the short- and long-term vision for the improvements to be made through executing the roadmap.
    • Write it in business terms so that it can be used widely to gain acceptance of the upcoming changes that need to occur.
    • Include specific areas that need to be fixed to make it more tangible.
    • Adding the values from the vision, mission, and values exercise can also help you set expectations about how the team will behave as they move towards the longer-term vision.

    Phase 4 Outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 4: Build the Service Management Roadmap

    Step 4.1: Document the Current State

    Start with an analyst kick-off call:

    • Review the pain points identified from the current state analysis
    • Discuss tactics to address specific pain points

    Then complete these activities…

    • Socialize the pain points within the service delivery teams to ensure nothing is being misrepresented
    • Gather ideas for the future state

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Step 4.2: List the Future Vision

    Review findings with analyst:

    • Review short- and long-term vision for improvements for the pain points identified in the current state analysis

    Then complete these activities…

    • Prepare to socialize the roadmap
    • Ensure long-term vision is aligned with organizational objectives

    With these tools & templates:

    Service Management Roadmap Presentation Template

    Use Info-Tech’s “Service Management Roadmap – Brought to Life” template to paint a picture of the future state

    The Service Management Roadmap Presentation Template contains a communication template to help communicate your vision of the future state

    A screenshot of Info-Tech's Service Management Roadmap - Brought to Life template

    Use this template to demonstrate how existing pain points to delivering services will improve over time by painting a near- and long-term picture of how things will change. Also list specific initiatives that will be launched to affect the changes. Listing the values identified in the vision, mission, and values exercise will also demonstrate the team’s commitment to changing behavior to create better outcomes.

    Document your current state and list initiatives to address them

    1. Use the previous assessments and feedback from business or customers to identify current behaviors that need addressing.
    2. Focus on high-impact items for this document, not an extensive list.
    3. An example of step 1 and 2 are shown.
    4. List the initiatives or actions that will be used to address the specific pain points.

    An example of areas for improvement.

    INPUT

    • Current-state assessment outputs
    • Feedback from business

    OUTPUT

    • Service Management Roadmap Communication Tool, in the Service Management Roadmap Presentation

    Materials

    • Whiteboard
    • Roadmap template

    Participants

    • All stakeholders

    Document your future state

    An example of document your furture state is shown.

    1. For each pain point document the expected behaviors, both short term and longer term.
    2. Write in terms that allow readers to understand what to expect from your service management practice.

    INPUT

    • Current-state assessment outputs
    • Feedback from business

    OUTPUT

    • Service Management Roadmap Communication Tool, in the Service Management Roadmap Presentation Template

    Materials

    • Whiteboard
    • Roadmap template

    Participants

    • All stakeholders

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst is shown.

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    4.1

    A screenshot of activity 4.1 is shown.

    Identify the pain points and initiatives to address them

    Identify items that the business can relate to and initiatives or actions to address them.

    4.2

    A screenshot of activity 4.2 is shown.

    Identify short- and long-term expectations for service management

    Communicate the benefits of executing the roadmap both short- and long-term gains.

    Research contributors and experts

    Photo of Valence Howden

    Valence Howden, Principal Research Director, CIO Practice

    Info-Tech Research Group

    Valence helps organizations be successful through optimizing how they govern, design, and execute strategies, and how they drive service excellence in all work. With 30 years of IT experience in the public and private sectors, he has developed experience in many information management and technology domains, with focus in service management, enterprise and IT governance, development and execution of strategy, risk management, metrics design and process design, and implementation and improvement.

    Photo of Graham Price

    Graham Price, Research Director, CIO Practice

    Info-Tech Research Group

    Graham has an extensive background in IT service management across various industries with over 25 years of experience. He was a principal consultant for 17 years, partnering with Fortune 500 clients throughout North America, leveraging and integrating industry best practices in IT service management, service catalog, business relationship management, IT strategy, governance, and Lean IT and Agile.

    Photo of Sharon Foltz

    Sharon Foltz, Senior Workshop Director

    Info-Tech Research Group

    Sharon is a Senior Workshop Director at Info-Tech Research Group. She focuses on bringing high value to members via leveraging Info-Tech’s blueprints and other resources enhanced with her breadth and depth of skills and expertise. Sharon has spent over 15 years in various IT roles in leading companies within the United States. She has strong experience in organizational change management, program and project management, service management, product management, team leadership, strategic planning, and CRM across various global organizations.

    Related Info-Tech Research

    Build a Roadmap for Service Management Agility

    Extend the Service Desk to the Enterprise

    Bibliography

    • “CIOs Emerge as Disruptive Innovators.” CSC Global CIO Survey: 2014-2015. Web.
    • “Digital Transformation: How Is Your Organization Adapting?” CIO.com, 2018. Web.
    • Goran, Julie, Laura LaBerge, and Ramesh Srinivasan. “Culture for a digital age.” McKinsey, July 2017. Web.
    • The Qualities of Leadership: Leading Change. Cornelius & Associates, 14 April 2012.
    • Wilkinson, Paul. “Culture, Ethics, and Behavior – Why Are We Still Struggling?” ITSM Tools, 5 July 2018. Web.

    2023-Q1 Research Agenda

    This 2023-Q1 research agenda slide deck provides you with a comprehensive overview of our most up-to-date published research. Each piece offers you valuable insights, allowing you to take effective decisions and informed actions. All TY|Info-tech research is backed by our team of expert analysts who share decades of IT and industry experience.

    Register to read more …

    Determine Your Zero Trust Readiness

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    • member rating overall impact: 9.8/10 Overall Impact
    • member rating average dollars saved: $24,574 Average $ Saved
    • member rating average days saved: 12 Average Days Saved
    • Parent Category Name: Security Strategy & Budgeting
    • Parent Category Link: /security-strategy-and-budgeting

    CISOs pushing for zero trust as their security strategy face several challenges including:

    • Understanding and clarifying the benefits of zero trust for the organization.
    • The inability to verify all business operations are maintaining security best practices.
    • Convincing business units to add more security controls that go against the grain of reducing friction in workflows while still demonstrating these controls support the business.

    Our Advice

    Critical Insight

    • Zero trust must benefit the business and security. Because the road to zero trust is an iterative process, IT security will need to constantly determine how different areas of zero trust will affect core business processes.
    • Zero trust reduces reliance on perimeter security. Zero trust is a strategy that solves how to move beyond the reliance on perimeter security and move controls to where the user accesses resources.
    • Not everyone can achieve zero trust, but everyone can adopt it. Zero trust will be different for every organization and may not be applicable in every control area. This means that zero trust is not a one-size-fits-all approach to IT security. Zero trust is the goal, but some organizations can only get so close to the ideal.

    Impact and Result

    Zero trust is a journey that uses multiple capabilities and requires multiple parties to contribute to an organization’s security. Use Info-Tech’s approach to:

    • Understand zero trust as a strategic platform for building your security roadmap.
    • Assess your current state and determine the benefits of adopting zero trust to help plan your roadmap.
    • Separate vendors from the hype surrounding zero trust to adopt a vendor-agnostic approach to your zero trust planning.

    Determine Your Zero Trust Readiness Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should determine your zero trust readiness, review Info-Tech’s methodology, and understand the ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Understand zero trust

    Recognize the zero trust ideal and understand the different zero trust schools of thought.

    2. Assess your zero trust readiness

    Assess and determine the benefits of zero trust and identify and evaluate vendors in the zero trust market.

    • Zero Trust Security Benefit Assessment Tool
    [infographic]

    Identify and Manage Reputational Risk Impacts on Your Organization

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    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management

    Access to information about companies is more available to consumers than ever. Organizations must implement mechanisms to monitor and manage how information is perceived to avoid potentially disastrous consequences to their brand reputation.

    A negative event could impact your organization's reputation at any given time. Make sure you understand where such events may come from and have a plan to manage the inevitable consequences.

    Our Advice

    Critical Insight

    • Identifying and managing a vendor’s potential impact on your organization’s reputation requires efforts from multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how social media can affect your brand.
    • Organizational leadership is often caught unaware during crises, and their response plans lack the flexibility to adjust to significant market upheavals.

    Impact and Result

    • Vendor management practices educate organizations on the different potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Prioritize and classify your vendors with quantifiable, standardized rankings.
    • Prioritize focus on your high-risk vendors.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your reputation and brand with our Reputational Risk Impact Tool.

    Identify and Manage Reputational Risk Impacts on Your Organization Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Identify and Manage Reputational Risk Impacts on Your Organization Deck – Use the research to better understand the negative impacts of vendor actions on your brand reputation.

    Use this research to identify and quantify the potential reputational impacts caused by vendors. Use Info-Tech's approach to look at the reputational impact from various perspectives to better prepare for issues that may arise.

    • Identify and Manage Reputational Risk Impacts on Your Organization Storyboard

    2. Reputational Risk Impact Tool – Use this tool to help identify and quantify the reputational impacts of negative vendor actions.

    By playing the “what if” game and asking probing questions to draw out – or eliminate - possible negative outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    • Reputational Risk Impact Tool
    [infographic]

    Further reading

    Identify and Manage Reputational Risk Impacts on Your Organization

    Brand reputation is the most valuable asset an organization can protect.

    Analyst Perspective

    Organizations must diligently assess and protect their reputations, both in the market and internally.

    Social media, unprecedented access to good and bad information, and consumer reliance on others’ online opinions force organizations to dedicate more resources to protecting their brand reputation than ever before. Perceptions matter, and you should monitor and protect the perception of your organization with as much rigor as possible to ensure your brand remains recognizable and trusted.

    Photo of Frank Sewell, Research Director, Vendor Management, Info-Tech Research Group.

    Frank Sewell
    Research Director, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Access to information about companies is more available to consumers than ever. A negative event could impact your organizational reputation at any time. As a result, organizations must implement mechanisms to monitor and manage how information is perceived to avoid potentially disastrous consequences to their brand reputation.

    Make sure you understand where negative events may come from and have a plan to manage the inevitable consequences.

    Common Obstacles

    Identifying and managing a vendor’s potential impact on your organization’s reputation requires efforts from multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how social media can affect your brand.

    Organizational leadership is often caught unaware during crises, and their response plans lack the flexibility to adjust to significant market upheavals.

    Info-Tech’s Approach

    Vendor management practices educate organizations on the different potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    Prioritize and classify your vendors with quantifiable, standardized rankings.

    Prioritize focus on your high-risk vendors.

    Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your reputation and brand with our Reputational Risk Impact Tool.

    Info-Tech Insight

    Organizations must evolve their risk assessments to be more adaptive to respond to rapid changes in online media. Ongoing monitoring of social media and the vendors tied to their company is imperative to achieving success and avoiding reputational disasters.

    Info-Tech’s multi-blueprint series on vendor risk assessment

    There are many individual components of vendor risk beyond cybersecurity.

    Cube with each multiple colors on each face, similar to a Rubix cube, and individual components of vendor risk branching off of it: 'Financial', 'Reputational', 'Operational', 'Strategic', 'Security', and 'Regulatory & Compliance'.

    This series will focus on the individual components of vendor risk and how vendor management practices can facilitate organizations’ understanding of those risks.

    Out of scope:
    This series will not tackle risk governance, determining overall risk tolerance and appetite, or quantifying inherent risk.

    Reputational risk impacts

    Potential losses to the organization due to risks to its reputation and brand

    In this blueprint, we’ll explore reputational risks (risks to the brand reputation of the organization) and their impacts.

    Identify potentially negative events to assess the overall impact on your organization and implement adaptive measures to respond and correct.

    Cube with each multiple colors on each face, similar to a Rubix cube, and the vendor risk component 'Reputational' highlighted.

    Protect your most valuable asset: your brand

    25%

    of a company’s market value is due to reputation (Transmission Private, 2021)

    94%

    of consumers say that a bad review has convinced them to avoid a business (ReviewTrackers, 2022)

    14 hours

    is the average time it takes for a false claim to be corrected on social media (Risk Analysis, 2018)
    Image of an umbrella covering the word 'BRAND' and three arrows approaching from above.

    What is brand recognition?

    And the cost of rebranding

    Brand recognition is the ability of consumers to recognize an identifying characteristic of one company versus a competitor.” (Investopedia)

    Most trademark valuation is based directly on its projected future earning power, based on income history. For a new brand with no history, evaluators must apply experience and common sense to predict the brand's earning potential. They can also use feedback from industry experts, market surveys, and other studies.” (UpCounsel)

    The cost of rebranding for small to medium businesses is about 10 to 20% of the recommended overall marketing budget and can take six to eight months (Ignyte).

    Stock image of a house with a money sign chimney.

    "All we are at our core is our reputation and our brand, and they are intertwined." (Phil Bode, Principal Research Director, Info-Tech Research Group)

    What your vendor associations say about you

    Arrows of multiple colors coalescing in an Earth labelled 'Your Brand', and then a red arrow that reads 'Reputation' points to the terms on the right.

    Bad Customer Reviews

    Breach of Data

    Poor Security Posture

    Negative News Articles

    Public Lawsuits

    Poor Performance

    How a major vendor protects its brand

    An ideal state
    • There is a dedicated brand protection department.
    • All employees are educated annually on brand protection policies and procedures.
    • Brand protection is tied to cybersecurity.
    • The organization actively monitors its brand and reputation through various media formats.
    • The organization has criteria for assessing x-party vendors and holds them accountable through ongoing monitoring and validation of their activities.

    Brand Protection
    Done Right

    Sticker for a '5 Star Rating'.

    Never underestimate the power of local media on your profits

    Info-Tech Insight

    Keep in mind that too much exposure to media can be a negative in that it heightens the awareness of your organization to outside actors. If you do go through a period of increased exposure, make sure to advance your monitoring practices and vigilance.

    Story: Restaurant data breach

    Losing customer faith

    A popular local restaurant’s point of service (POS) machines were breached and the credit card data of their customers over a two-week period was stolen. The restaurant did the right thing: they privately notified the affected people, helped them set up credit monitoring services, and replaced their compromised POS system.

    Unfortunately, the local newspaper got wind of the breach. It published the story, leaving out that the restaurant had already notified affected customers and had replaced their POS machines.

    In response, the restaurant launched a campaign in the local paper and on social media to repair their reputation in the community and reassure people that they could safely transact at their business.

    For at least a month, the restaurant experienced a drastic decrease in revenue as customers either refused to come in to eat or paid only in cash. During this same period the restaurant was spending outside their budget on the advertising.
    Broken trust.

    Story: Monitor your subcontractors

    Trust but verify

    A successful general contractor with a reputation for fairness in their dealings needed a specialist to perform some expert carpentry work for a few of their clients.

    The contractor gave the specialist the clients’ contact information and trusted them to arrange the work.

    Weeks later, the contractor checked in with the clients and received a ton of negative feedback:

    • The specialist called them once and never called back.
    • The specialist refused to do the work as described and wanted to charge extra.
    • The specialist performed work to “fix” the issue but cut corners to lessen their costs.

    As a result, the contractor took extreme measures to regain the clients’ confidence and trust and lost other opportunities in the process.

    Stock image of a sad construction site supervisor.

    You work hard for your reputation. Don’t let others ruin it.

    Don’t forget to look within as well as without

    Stock image of a frustrated desk worker.

    Story: Internal reputation is vital

    Trust works both ways

    An organization’s relatively new IT and InfoSec department leadership have been upgrading the organization's systems and policies as fast as resources allow when the organization encounters a major breach of security.

    Trust in the developing IT and InfoSec departments' leadership wanes throughout the organization as people search for the root cause and blame the systems. This degradation of trust limits the effectiveness of the newly implemented process, procedures, and tools of the departments.

    The new leaders' abilities are called into question, and they must now rigorously defend and justify their decisions and positions to the executives and board.

    It will be some time before the two departments gain their prior trust and respect, and the new leaders face some tough times ahead regaining the organization's confidence.

    How could the new leaders approach the situation to mend their reputations in the wake of this (perhaps unfair) reputational hit?

    It is not enough to identify the potential risks; there must also be adequate controls in place to monitor and manage them

    Stock image of a fingerprint on a computer chip under a blacklight.

    Identify, manage, and monitor reputational risks

    Global markets
    • Organizations need to learn how to assess the likelihood of potential risks in the changing global markets and recognize how their partnerships and subcontracts affect their brand.
    • Now more than ever, organizations need to be mindful of the larger global landscape and how their interactions within various regions can impact their reputation.
    Social media
    • Understanding how to monitor social media activity and online content will give you an edge in the current environment.
    • Changes in social media generally happen faster than companies can recognize them. If you are not actively monitoring those risks, the damage could set in before you even have a chance to respond.
    Global shortages
    • Organizations need to accept that shortages will recur periodically and that preparing for them will significantly increase the success potential of long-term plans.
    • Customers don’t always understand what is happening in the global supply chain and may blame you for poor service if you cannot meet demands as you have in the past.

    Which way is your reputation heading?

    • Do you understand and track items that might affect your reputation?
    • Do you understand the impact they may have on your business?

    Visualization of a Newton's Cradle perpetual motion device, aka clacky balls. The lifted ball is colored green with a smiley face and is labelled 'Your Brand Reputation'. The other four balls are red with a frowny face and are labelled 'Data Breach/ Lawsuit', 'Service Disruption', 'Customer Complaint', and 'Poor Delivery'.

    Identifying and understanding potential risks is essential to adapting to the ever-changing online landscape

    Info-Tech Insight

    Few organizations are good at identifying risks. As a result, almost none realistically plan to monitor, manage, and adapt their plans to mitigate those risks.

    Reputational risks

    Not protecting your brand can have disastrous consequences to your organization

    • Data breaches & lawsuits
    • Poor vendor performance
    • Service disruptions
    • Negative reviews

    Stock image of a smiling person on their phone rating something five stars.

    What to look for in vendors

    Identify potential reputational risk impacts
    • Check online reviews from both customers and employees.
    • Check news sites:
      • Has the vendor been affected by a breach?
      • Is the vendor frequently in the news – good or bad? Greater exposure can cause an uptick in hostile attacks, so make sure the vendor has adequate protections in line with its exposure.
    • Review its financials. Is it prime for an acquisition/bankruptcy or other significant change?
    • Review your contractual protections to ensure that you are made whole in the event something goes wrong. Has anything changed with the vendor that requires you to increase your protections?
    • Has anything changed in the vendor’s market? Is a competitor taking its business, or are its resources stretched on multiple projects due to increased demand?
    Illustration of business people in a city above various icons.

    Assessing Reputational Risk Impacts

    Zigzagging icons and numbers one through 7 alternating sides downward. Review Organizational Strategy
    Understand the organizational strategy to prepare for the “what if” game exercise.
    Identify & Understand Potential Risks
    Play the “what if” game with the right people at the table.
    Create a Risk Profile Packet for Leadership
    Pull all the information together in a presentation document.
    Validate the Risks
    Work with leadership to ensure that the proposed risks are in line with their thoughts.
    Plan to Manage the Risks
    Lower the overall risk potential by putting mitigations in place.
    Communicate the Plan
    It is important not only to have a plan but also to socialize it in the organization for awareness.
    Enact the Plan
    Once the plan is finalized and socialized put it in place with continued monitoring for success.
    (Adapted from Harvard Law School Forum on Corporate Governance)

    Insight Summary

    Reputational risk impacts are often unanticipated, causing catastrophic downstream effects. Continuously monitoring your vendors’ actions in the market can help organizations head off brand disasters before they occur.

    Insight 1

    Understanding how to monitor social media activity and online content will give you an edge in the current environment.

    Do you have dedicated individuals or teams to monitor your organization's online presence? Most organizations review and approve the online content, but many forget the need to have analysts reviewing what others are saying about them.

    Insight 2

    Organizations need to learn how to assess the likelihood of potential risks in the rapidly changing online environments and recognize how their partnerships and subcontractors’ actions can affect their brand.

    For example, do you understand how a simple news article raises your profile for short-term and long-term adverse events?

    Insight 3

    Socialize the risk management process throughout the organization to heighten awareness and enable employees to help protect the company’s reputation.

    Do you include a social media and brand protection policy in your annual education?

    Identify reputational risk

    Who should be included in the discussion?
    • While it is true that executive-level leadership defines the strategy for an organization, it is vital for those making decisions to make INFORMED decisions.
    • Getting input from your organization's marketing experts will enhance your brand's long-term protection.
    • Involving those who directly manage vendors and understand the market will aid in determining the forward path for relationships with your current vendors and identifying new emerging potential partners.
    • Organizations have a wealth of experience in their marketing departments that can help identify real-world negative scenarios.
    • Include vendor relationship managers to help track what is happening in the media for those vendors.
    Keep in mind: (R=L*I)
    Risk = Likelihood x Impact

    Impact tends to remain the same, while likelihood is a very flexible variable.

    Stock image of a flowchart asking 'Risk?', 'Yes', 'No'.

    Manage and monitor reputational risk impacts

    What can we realistically do about the risks?
    • Re-evaluate corporate policies frequently.
    • Ensure proper protections in contracts:
      • Limit the use of your brand name in the publicity and trademark clauses.
      • Make sure to include security protections for your data in the event of a breach; understand that reputation can rarely be made whole again once trust is breached.
    • Introduce continual risk assessment to monitor the relevant vendor markets.
    • Be adaptable and allow for innovations that arise from the current needs.
      • Capture lessons learned from prior incidents to improve over time and adjust your strategy based on the lessons.
    • Monitor your company’s and associated vendors’ online presence.
    • Track similar companies’ brand reputations to see how yours compares in the market.

    Social media is driving the need for perpetual diligence.

    Organizations need to monitor their brand reputation considering the pace of incidents in the modern age.

    Stock image of a person on a phone that is connected to other people.

    The “what if” game

    1-3 hours

    Input: List of identified potential risk scenarios scored by likelihood and financial impact, List of potential management of the scenarios to reduce the risk

    Output: Comprehensive reputational risk profile on the specific vendor solution

    Materials: Whiteboard/flip charts, Reputational Risk Impact Tool to help drive discussion

    Participants: Vendor Management Coordinator, Organizational Leadership, Operations Experts (SMEs), Legal/Compliance/Risk Manager, Marketing

    Vendor management professionals are in an excellent position to help senior leadership identify and pull together resources across the organization to determine potential risks. By playing the "what if" game and asking probing questions to draw out – or eliminate – possible negative outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    1. Break into smaller groups (or if too small, continue as a single group).
    2. Use the Reputational Risk Impact Tool to prompt discussion on potential risks. Keep this discussion flowing organically to explore all potential risk but manage the overall process to keep the discussion on track.
    3. Collect the outputs and ask the subject matter experts for management options for each one in order to present a comprehensive risk strategy. You will use this to educate senior leadership so that they can make an informed decision to accept or reject the solution.

    Download the Reputational Risk Impact Tool

    Example: Low reputational risk

    We can see clearly in this example that the contractor suffered minimal impact from the specialist's behavior. Though they did take a hit to their overall reputation with a few customers, they should be able to course-correct with a minimal outlay of effort and almost no loss of revenue.

    Stock image of construction workers.

    Sample table of 'Sample Questions to Ask to Identify Reputational Impacts'. Column headers are 'Score', 'Weight', 'Question', and 'Comments or Notes'. At the bottom the 'Reputational Score' row has a low average score of '1.3' and '%100' total weight in their respective columns.

    Example: High reputational risk

    Note in the example how the tool can represent different weights for each of the criteria depending on your needs.

    Stock image of an older person looking out a window.

    Sample table of 'Sample Questions to Ask to Identify Reputational Impacts'. Column headers are 'Score', 'Weight', 'Question', and 'Comments or Notes'. At the bottom the 'Reputational Score' row has a high average score of '3.1' and '%100' total weight in their respective columns.

    Summary

    Be vigilant and adaptable to change
    • Organizations need to learn how to assess the likelihood of potential risks in the changing global markets and recognize how their partnerships and subcontracts affect their brand.
    • Understanding how to monitor social media activity and online content will give you an edge in the current environment.
    • Bring the right people to the table to outline potential risks to your organization’s brand reputation.
    • Socialize the risk management process throughout the organization to heighten awareness and enable employees to help protect the company’s reputation.
    • Incorporate lessons learned from incidents into your risk management process to build better plans for future issues.
    Stock image of a person's face overlaid with many different images.

    Organizations must evolve their risk assessments to be more adaptive to respond to global factors in the market.

    Ongoing monitoring of online media and the vendors tied to company visibility is imperative to avoiding disaster.

    Bibliography

    "The CEO Reputation Premium: Gaining Advantage in the Engagement Era." Weber Shandwick, March 2015. Accessed June 2022.

    Glidden, Donna. "Don't Underestimate the Need to Protect Your Brand in Publicity Clauses." Info-Tech Research Group, June 2022.

    Greenaway, Jordan. "Managing Reputation Risk: A start-to-finish guide." Transmission Private, July 2020. Accessed June 2022.

    Jagiello, Robert D., and Thomas T. Hills. “Bad News Has Wings: Dread Risk Mediates Social Amplification in Risk Communication.” Risk Analysis, vol. 38, no. 10, 2018, pp. 2193-2207.

    Kenton, Will. "Brand Recognition.” Investopedia, Aug. 2021. Accessed June 2022.

    Lischer, Brian. "How Much Does it Cost to Rebrand Your Company?" Ignyte, October 2017. Accessed June 2022.

    "Powerful Examples of How to Respond to Negative Reviews." ReviewTrackers, 16 Feb. 2022. Accessed June 2022.

    Tonello, Matteo. “Strategic Risk Management: A Primer for Directors.” Harvard Law School Forum on Corporate Governance, 23 Aug. 2012. Web.

    "Valuation of Trademarks: Everything You Need to Know." UpCounsel, 2022. Accessed June 2022.

    Related Info-Tech Research

    Sample of 'Assessing Financial Risk Management'. Identify and Manage Financial Risk Impacts on Your Organization
    • Identifying and managing a vendor’s potential financial impact requires multiple people in the organization across several functions – and those people all need educating on the potential risks.
    • Organizational leadership is often unaware of decisions on organizational risk appetite and tolerance, and they assume there are more protections in place against risk impact than there truly are.
    Sample of 'How to Assess Strategic Risk'. Identify and Manage Strategic Risk Impacts on Your Organization
    • Identifying and managing a vendor’s potential strategic impact requires multiple people in the organization across several functions – and those people all need coaching on the potential changes in the market and how these changes affect strategic plans.
    • Organizational leadership is often caught unaware during crises, and their plans lack the flexibility needed to adjust to significant market upheavals.
    Research coming soon. Jump Start Your Vendor Management Initiative
    • Vendor management is not “plug and play” – each organization’s vendor management initiative (VMI) needs to fit its culture, environment, and goals. The key is to adapt vendor management principles to fit your needs…not the other way around.
    • All vendors are not of equal importance to an organization. Classifying or segmenting your vendors allows you to focus your efforts on the most important vendors first, allowing your VMI to have the greatest impact possible.

    Research Contributors and Experts

    Frank Sewell

    Research Director
    Info-Tech Research Group

    Donna Glidden

    Research Director
    Info-Tech Research Group

    Steven Jeffery

    Principal Research Director
    Info-Tech Research Group

    Mark Roman

    Managing Partner
    Info-Tech Research Group

    Phil Bode

    Principal Research Director
    Info-Tech Research Group

    Sarah Pletcher

    Executive Advisor
    Info-Tech Research Group

    Scott Bickley

    Practice Lead
    Info-Tech Research Group

    Time Study

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    • Parent Category Name: Governance, Risk & Compliance
    • Parent Category Link: /governance-risk-compliance
    • In ESG’s 2018 report “The Life of Cybersecurity Professionals,” 36% of participants expressed the overwhelming workload was a stressful aspect of their job.
    • Organizations expect a lot from their security specialists. From monitoring the threat environment, protecting business assets, and learning new tools, to keeping up with IT initiatives, cybersecurity teams struggle to balance their responsibilities with the constant emergencies and disruptions that take them away from their primary tasks.
    • Businesses fail to recognize the challenges associated with task prioritization and the time management practices of a security professional.

    Our Advice

    Critical Insight

    • The majority of scheduled calendar meetings include employees and peers.
      • Our research indicates cybersecurity professionals spent the majority of their meetings with employees (28%) and peers (24%). Other stakeholders involved in meetings included by myself (15%), boss (13%), customers (10%), vendors (8%), and board of directors (2%).
    • Calendar meetings are focused on project work, management, and operations.
      • When asked to categorize calendar meetings, the focus was on project work (26%), management (23%), and operations (22%). Other scheduled meetings included ones focused on strategy (15%), innovation (9%), and personal time (5%).
    • Time management scores were influenced by the percentage of time spent with employees and peers.
      • When participants were divided into good and poor time managers, we found good time managers spent less time with their peers and more time with their employees. This may be due to the nature of employee meetings being more directly tied to the project outputs of the manager than their peer meetings. Managers who spend more time in meetings with their employees feel a sense of accomplishment, and hence rate themselves higher in time management.

    Impact and Result

    • Understand how cybersecurity professionals allocate their time.
    • Gain insight on whether perceived time management skills are associated with calendar maintenance factors.
    • Identify common time management pain points among cybersecurity professionals.
    • Identify current strategies cybersecurity professionals use to manage their time.

    Time Study Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Read our Time Study

    Read our Time Study to understand how cybersecurity professionals allocate their time, what pain points they endure, and tactics that can be leveraged to better manage time.

    • Time Study Storyboard
    [infographic]

    Master the Secrets of VMware Licensing to Maximize Your Investment

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    • Parent Category Name: Licensing
    • Parent Category Link: /licensing
    • A lack of understanding around VMware’s licensing models, bundles, and negotiation tactics makes it difficult to negotiate from a position of strength.
    • Unfriendly commercial practices combined with hyperlink-ridden agreements have left organizations vulnerable to audits and large shortfall payments.
    • Enterprise license agreements (ELAs) come in several purchasing models and do not contain the EULA or various VMware product guide documentation that governs license usage rules and can change monthly.
    • Without a detailed understanding of VMware’s various purchasing models, shelfware often occurs.

    Our Advice

    Critical Insight

    • Contracts are typically overweighted with a discount at the expense of contractual T&Cs that can restrict license usage and expose you to unpleasant financial surprises and compliance risk.
    • VMware customers almost always have incomplete price information from which to effectively negotiate a “best in class” ELA.
    • VMware has a large lead in being first to market and it realizes that running dual virtualization stacks is complex, unwieldy, and expensive. To further complicate the issues, most skill sets in the industry are skewed towards VMware.

    Impact and Result

    • Negotiate desired terms and conditions at the start of the agreement, and prioritize which use rights may be more important than an additional discount percentage.
    • Gather data points and speak with licensing partners to determine if the deal being offered is in fact as great as VMware says it is.
    • Beware of out-year pricing and ELA optimization reviews that may provide undesirable surprises and more spend than was planned.

    Master the Secrets of VMware Licensing to Maximize Your Investment Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Manage Your VMware Agreements – Use the Info-Tech tools capture your existing licenses and prepare for your renewal bids.

    Use Info-Tech’s licensing best practices to avoid shelfware with VMware licensing and remain compliant in case of an audit.

    • Master the Secrets of VMware Licensing to Maximize Your Investment Storyboard

    2. Manage your VMware agreements

    Use Info-Tech’s licensing best practices to avoid shelfware with VMware licensing and remain compliant in case of an audit.

    • VMware Business as Usual – Install Base SnS Renewal Only Tool
    • VMware ELA RFQ Template

    3. Transition to the VMWare Cloud – Use these tools to evaluate your ELA and vShpere requirements and make an informed choice.

    Manage your renewals and transition to the cloud subscription model.

    • VPP Transactional Purchase Tool
    • VMware ELA Analysis Tool
    • vSphere Edition 7 Features List

    Infographic

    Further reading

    Master the Secrets of VMware Licensing to Maximize Your Investment

    Learn the essential steps to avoid overspending and to maximize negotiation leverage with VMware.

    EXECUTIVE BRIEF

    Analyst Perspective

    Master the Secrets of VMware Licensing to Maximize Your Investment.

    The image contains a picture of Scott Bickley.

    The mechanics of negotiating a deal with VMware may seem simple at first as the vendor is willing to provide a heavy discount on an enterprise license agreement (ELA). However, come renewal time, when a reduction in spend or shelfware is needed, or to exit the ELA altogether, the process can be exceedingly frustrating as VMware holds the balance of power in the negotiation.

    Negotiating a complete agreement with VMware from the start can save you from an immense headache and unforeseen expenditures. Many VMware customers do not realize that the terms and conditions in the Volume Purchasing Program (VPP) and Enterprise Purchasing Program (EPP) agreements limit how and where they are able to use their licenses.

    Furthermore, after the renewal is complete, organizations must still worry about the management of various license types, accurate discovery of what has been deployed, visibility into license key assignments, and over and under use of licenses.

    Preventive and proactive measures enclosed within this blueprint will help VMware clients mitigate this minefield of challenges.

    Scott Bickley
    Practice Lead, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    VMware's dominant position in the virtualization space can create uncertainty to your options in the long term as well as the need to understand:

    • The hybrid cloud model.
    • Hybrid VM security and management.
    • New subscription license model and how it affects renewals.

    Make an informed decision with your VMware investments to allow for continued ROI.

    There are several hurdles that are presented when considering a VMware ELA:

    • Evolving licensing and purchasing models
    • Understanding potential ROI in the cloud landscape
    • Evolving door of corporate ownership

    Overcoming these and other obstacles are key to long-term satisfaction with your VMware infrastructure.

    Info-Tech has a two-phase approach:

    • Manage your VMware agreements.
    • Plan a transition to the cloud.

    A tactical roadmap approach to VMware ELA and the cloud will ensure long-term success and savings.

    Info-Tech Insight

    VMware customers almost always have incomplete price information from which to effectively negotiate a “best in class” ELA.

    Your challenge

    VMware's dominant position in the virtualization space can create uncertainty to your options in the long term driven by:

    • VMware’s dominant market position and ownership of the virtualization market, which is forcing customers to focus on managing capacity demand to ensure a positive ROI on every license.
    • The trend toward a hybrid cloud for many organizations, especially those considering using VMware in public clouds, resulting in confusion regarding licensing and compliance scenarios.

    ELAs and EPPs are generally the only way to get a deep discount from VMware.

    The image contains a pie chart to demonstrate that 85% have answered yes to being audited by VMware for software license compliance.

    Common obstacles

    There are several hurdles that are presented when considering a VMware ELA.

    • A lack of understanding around VMware’s licensing models, bundles, and negotiation tactics makes it difficult to negotiate from a position of strength.
    • Unfriendly commercial practices combined with hyperlink-ridden agreements have left organizations vulnerable to audits and large shortfall payments.
    • ELAs come in several purchasing models and do not contain the EULA or various VMware product guide documentation that govern license usage rules and can change monthly.

    Competition is a key driver of price

    The image contains a screenshot of a bar graph to demonstrate virtualization market share % 2022.

    Source: Datanyze

    Master the Secrets of VMware Licensing to Maximize your Investment

    The image contains a screenshot of the Thought model on Master the secrets of VMware Licensing to Maximize your Investment.

    Info-Tech’s methodology for Master the Secrets of VMware Licensing to Maximize Your Investment

    1. Manage Your VMware Agreements

    2. Transition to the VMware Cloud

    Phase Steps

    1.1 Establish licensing requirements

    1.2 Evaluate licensing options

    1.3 Evaluate agreement options

    1.4 Purchase and manage licenses

    1.5 Understand SnS renewal management

    2.1 Understand the VMware subscription model

    2.2 Migrate workloads and licenses

    2.3 Manage SnS and cloud subscriptions

    Phase Outcomes

    Understanding of your licensing requirements and what agreement option best fits your needs for now and the future.

    Knowledge of VMware’s sales model and how to negotiate the best deal.

    Knowledge of the evolving cloud subscription model and how to plan your cloud migration and transition to the new licensing.

    Insight summary

    Overarching insight

    With the introduction of the subscription licensing model, VMware licensing and renewals are becoming more complex and require a deeper understanding of the license program options to best manage renewals and cloud deployments as well as to maximize legacy ROI.

    Phase 1 insight

    Contracts are typically overweighted with a discount at the expense of contractual T&Cs that can restrict license usage and expose you to unpleasant financial surprises and compliance risk.

    Phase 1 insight

    VMware has a large lead in being first to market and it realizes running dual virtualization stacks is complex, unwieldy, and expensive. To further complicate the issues, most skill sets in the industry are skewed toward VMware.

    Phase 2 insight

    VMware has purposefully reduced a focus on the actual license terms and conditions; most customers focus on the transactional purchase or the ELA document, but the rules governing usage are on a website and can be changed by VMware regularly.

    Tactical insight

    Beware of out-year pricing and ELA optimization reviews that may provide undesirable surprises and more spend than was planned.

    Tactical insight

    Negotiate desired terms and conditions at the start of the agreement, and prioritize which use rights may be more important than an additional discount percentage.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    VMware ELA Analysis Tool

    VMware ELA RFQ Template Tool

    VPP Transaction Purchase Tool

    VMware ELA Analysis Tool

    Use this tool as a template for an RFQ with VMware ELA contracts.

    Use this tool to analyze cost breakdown and discount based on your volume purchasing program (VPP) level.

    The image contains screenshots of the VMware ELA Analysis Tool. The image contains a screenshot of the VMware ELA RFQ template tool. The image contains a screenshot of the VPP Transaction Purchase Tool.

    Key deliverable:

    VMware Business as Usual SnS Renewal Only Tool

    Use this tool to analyze discounts from a multi-year agreement vs. prepay. See how you can get the best discount.

    The image contains screenshots of the VMware Business as Usual SnS Renewal Only Tool.

    Blueprint Objectives

    The aim of this blueprint is to provide a foundational understanding of VMware’s licensing agreement and best practices to manage them.

    Why VMware

    What to Know

    The Future

    VMware is the leader in OS virtualization, however, this is a saturated market, which is being pressured by public and hybrid cloud as a competitive force taking market share.

    There are few viable alternatives to VMware for virtualization due to vendor lock-in of existing IT infrastructure footprint. It is too difficult and cost prohibitive to make a shift away from VMware even when alternative solutions are available.

    ELAs are the preferred method of contracting as it sets the stage for a land-and-expand product strategy; once locked into the ELA model, customers must examine VMware alternatives with preference or risk having Support and Subscription Services (SnS) re-priced at retail.

    VMware does not provide a great deal of publicly available information regarding its enterprise license agreement (ELA) options, leaving a knowledge gap that allows the sales team to steer the customer.

    VMware is taking countermeasures against increasing competition.

    Recent contract terms changed to eliminate perpetual caps on SnS renewals; they are now tied to a single year of discounted SnS, then they go to list price.

    Migration of list pricing to a website versus contract, where pricing can now be changed, reducing discount percentage effectiveness.

    Increased audits of customers, especially those electing to not renew an ELA.


    Examining VMware’s vendor profile

    Turbonomics conducted a vendor profile on major vendors, focusing on licensing and compliance. It illustrated the following results:

    The image contains a pie graph to demonstrate that the majority of companies say yes to using license enterprise software from VMware.

    The image contains a bar graph to demonstrate what license products organizations use of VMware products.

    Source: Turbonomics
    N-sample size

    Case Study

    The image contains a logo for ADP.

    INDUSTRY: Finance

    SOURCE: VMware.com

    “We’ll have network engineers, storage engineers, computer engineers, database engineers, and systems engineers all working together as one intact team developing and delivering goals on specific outcomes.” – Vipul Nagrath, CIO, ADP

    Improving developer capital management

    Constant innovation helped ADP keep ahead of customer needs in the human resources space, but it also brought constant changes to the IT environment. Internally, the company found it was spending too long working on delivering the required infrastructure and system updates. IT staff wanted to improve velocity for refreshes to better match the needs of ADP developers and encourage continued development innovation.

    Business needs

    • Improve turnaround time on infrastructure refreshes to better meet developer roadmaps.
    • Establish an IT culture that works at the global scale of ADP and empowers individual team members.
    • Streamline approach toward infrastructure resource delivery to reduce need for manual management.

    Impact

    • Infrastructure resource delivery reduced from 100+ days to minutes, improving ADP developer efficiency.
    • VMware Cloud™ on AWS establishes seamless private and public cloud workflows, fostering agility and innovation.
    • Automating IT management redirects resources to R&D, boosting time to market for new services.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.” “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.” “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.” “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3

    Call #1: Discuss scope requirements, objectives, and your specific challenges.

    Call #2: Assess the current state.

    Determine licensing position.

    Call #3: Complete a deployment count, needs analysis, and internal audit.

    Call #4: Review findings with analyst:

    • Review licensing options.
    • Review licensing rules.
    • Review contract option types.

    Call #5: Select licensing option. Document forecasted costs and benefits.

    Call #6: Review final contract:

    • Discuss negotiation points.
    • Plan a roadmap for SAM.

    Call #7: Negotiate final contract. Evaluate and develop a roadmap for SAM.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 2 to 6 calls over the course of 1 to 2 months.

    Phase # 1

    Manage Your VMware Agreements

    Phase 1

    Phase 2

    1.1 Establish licensing requirements

    1.2 Evaluate licensing options

    1.3 Evaluate agreement options

    1.4 Purchase and manage licenses

    2.1 Understand the VMware subscription model

    2.2 Migrate workloads and licenses

    2.3 Discuss the VMware sales approach

    2.4 Manage SnS and cloud subscriptions

    This phase will walk you through the following activities:

    • Understanding the VMware licensing model
    • Understanding the license agreement options
    • Understanding the VMware sales approach

    This phase will take you thorough:

    • The new VMware subscription movement to the cloud
    • How to prepare and migrate
    • Manage your subscriptions efficiently

    1.1 Establish licensing requirements

    VMware has greatly improved the features of vSphere over time.

    vSphere Main Editions Overview

    • vSphere Standard – Provides the basic features for server consolidation. A support and subscription contract (SnS) is mandatory when purchasing the vSphere Standard.
    • vSphere Enterprise Plus – Provides the full range of vSphere features. A support and subscription contract (SnS) is mandatory when purchasing the Enterprise Plus editions.
    • vSphere Essentials kit – The Essentials kit is an all-in-one solution for small environments with up to three hosts (2 CPUs on each host). Support is optional when purchasing the Essentials kit and is available on a per-incident basis.
    • vSphere Essentials Plus kit – This is similar to the Essentials kit and provides additional features such as vSphere vMotion, vSphere HA, and vSphere replication. A support and subscription contract (SnS) is sold separately, and a minimum of one year of SnS is required.

    Review vSphere Edition Features

    The image contains a screenshot to review the vSphere Edition Features.

    Download the vSphere Edition 7 Features List

    1.2 Evaluate licensing options

    VMware agreement types

    Review purchase options to align with your requirements.

    Transactional VPP EPP ELA

    Transactional

    Entry-level volume license purchasing program

    Mid-level purchasing program

    Highest-level purchasing program

    • Purchasing in this model is not recommended for business purposes unless very infrequent and low quantities.
    • 250 points minimum
    • Four tiers of discounts
    • Rolling eight-quarter points accumulation period
    • Discounts on license only

    Deal size of initial purchase typically is:

    • US$250K MSRP License + SnS (2,500 tokens)
    • Exceptions do exist with purchase volume

    Minimum deal size of top-up purchase:

    • US$50K MSRP License + SnS (500 tokens)
    • Initial purchase determines token level
    • Three-year term

    Minimum deal size of initial purchase:

    • US$150K-$250K
    • Discounted licenses and SnS through term of contract
    • Single volume license key
    • No final true-up
    • Global deployment rights and consolidation of multiple agreements

    1.2.1 The Volume Purchasing Program (VPP)

    This is the entry-level purchasing program aimed at small/mid-sized organizations.

    How the program works

    • The threshold to be able to purchase from the VPP program is 250 points minimum, equivalent to $25,000.
    • Discounts attained can only be applied to license purchases. They do not apply to service and support/renewals. Discounts range from 4% to 12%.
    • For the large majority of products 1 VPP point = ~$100.
      • Point values will be the same globally.
      • Point ratios may vary over time as SKUs are changed.
      • Points are valid for two years.

    Benefits

    • Budget predictability for two years.
    • Simple license purchase process.
    • Receive points on qualifying purchases that accumulate over a rolling eight-quarter period.
    • Online portal for tracking purchases and eligible discounts.
    • Global program where affiliates can purchase from existing contract.

    VPP Point & Discount Table

    Level

    Point Range

    Discount

    1

    250-599

    4%

    2

    600-999

    6%

    3

    1,000-1,749

    9%

    4

    1,750+

    12%

    Source: VMware Volume Purchasing Program

    1.2.2 Activity VPP Transactional Purchase Tool

    1-3 hours

    Instructions:

    1. Use the tool to analyze the cost breakdown and discount based on your Volume Purchasing Program level.
    2. On tab 1, Enter SnS install base renewal units and or new license details.
    3. Review tab 2 for Purchase summary.

    The image contains a screenshot of the VPP Transactional Purchase Tool.

    Input Output
    • SnS renewal details
    • New license requirements and pricing
    • Transaction purchase summary
    • Estimated VPP purchase level
    Materials Participants
    • Current VMware purchase orders
    • Any SnS renewal requirements
    • Transaction Purchase Tool
    • Procurement
    • Vendor Management
    • Licensing Admin

    Download the VPP Transactional Purchase Tool

    1.3 Evaluate agreement options

    Introduction to EPP and ELA

    What to know when using a token/credit-based agreement.

    Token/credit-based agreements carry high risk as customers are purchasing a set number of tokens/credits to be redeemed during the ELA term for licenses.

    • Tokens/credits that are not used during the ELA term expire and become worthless.
    • By default in most agreements (negotiation dependent), tokens/credits are tied to pricing maintained by VMware on its website that is subject to change (increase usually), resulting in a reduced value for the tokens/credits.
      • Therefore, it is necessary to negotiate to have current list prices for all products/versions included in the ELA to prevent price increases while in the current ELA term.
    • Token-based agreements may come with a lower overall discount level as VMware is granting more flexibility in terms of the wider product selection offered, vendor cost of overhead to manage the redemption program, currency exchange risks, and more complex revenue recognition headaches.

    1.3.1 The Enterprise Purchasing Program (EPP)

    This is aimed at mid-tier customers looking for flexibility with deeper discounting.

    How the program works

    • Token-based program in which tokens are redeemed for licenses and/or SnS.
      • Tokens can be added at any time to active fund.
      • Token usage is automatically tracked and reported.
    • Minimum order of 2,500 tokens, equivalent to $250,000 (1 token=$100).
      • Exceptions have been made, allowing for lower minimum spends.
    • Restricted to specific regions, not a global agreement.
    • Self-service portal for access to license keys and support entitlements.
    • Deeper discounting than the VMware Volume Purchase Program.
    • EPP initial purchase gets VPP L4 for four years.

    Benefits

    • Able to mix and match VMware products, manage licenses, and adjust deployment strategy.
    • Prices are protected for term of the EPP agreement.
    • Number of tokens needed to obtain a product or SnS are negotiated at the start of the contract and fixed for the term.
    • SnS is co-termed to the EPP term.
    • Ability to purchase new products that become available at a future date and are listed on the EPP Eligibility Matrix.

    EPP Level & Point Table

    Level

    Point Range

    7

    2,500-3,499

    8

    3,500-4,499

    9

    4,500-5,999

    10

    6,000+

    Source: VMware Volume Purchasing Program

    1.3.2 The ELA is aimed at large global organizations, offering the deepest discounts with operational benefits and flexibility

    What is an ELA?

    • The ELA agreement provides the best vehicle for global enterprises to obtain maximum discounts and price-hold protection for a set period of time. Discounts and price holds are removed once an ELA has expired.
    • The ELA minimum spend previously was $500,000. Purchase volume now generally starts at $250K total spend with exceptions and, depending on VMware, it may be possible to attain for $150K in net-new license spend.

    Key things to know

    • Customers pay up front for license and SnS rights, but depending on the deployment plans, the value of the licenses is not realized and/or recognized for up to two years after point of purchase.
    • License and SnS is paid up front for a three-year period in most ELAs, although a one- or two-year term can be negotiated.
    • Licenses not deployed in year one should be discounted in value and drive a re-evaluation of the ELA ROI, as even heavily discounted licenses that are not used until year three may not be such a great deal in retrospect.
      • Use a time value of money calculation to arrive at a realistic ROI.
      • Partner with Finance and Accounting to ensure the ROI also clears any Internal Hurdle Rate (IHR).
      • Share and strategically position your IHR with VMware and resellers to ensure they understand the minimum value an ELA deal must bring to the table.
    • Organizational changes, such as merger, acquisition, and divestiture (MAD) activities, may result in the customer paying for license rights that can no longer be used and/or require a renegotiated ELA.

    Info-Tech Insight

    If a legacy ELA exists that has “deploy or lose” language, engage VMware to recapture any lost license rights as VMware has changed this language effective with 2016 agreements and there is an “appeals” process for affected customers.

    1.3.3 Select the best ELA variant to match your specific demand profile and financial needs

    The advantages of an ELA are:

    • Maximum discount level + price protection
    • SnS discounted at % of net license fee
    • Sole option for global use territory rights

    General disadvantages are:

    • Term lock-in with SnS for three years
    • Pay up front and if defer usage, ROI drops
    • Territory rights priced at a premium versus domestic use rights

    Type of ELAs

    ELA Type

    Description

    Pros and Cons

    Capped (max quantities)

    Used to purchase a specific quantity and type of license.

    Pro – Clarity on what will be purchased

    Pro – Lower risk of over licensing

    Con – Requires accurate forecasting

    All you can eat or unlimited

    Used to purchase access to specified products that can be deployed in unlimited quantities during the ELA term.

    Pro – Acquire large quantity of licenses

    Pro – Accurate forecasting not critical

    Con – Deployment can easily exceed forecast, leading to high renewal costs

    Burn-down

    A form of capped ELA purchase that uses prepaid tokens that can be used more flexibly to acquire a variety of licenses or services. This can include the hybrid purchasing program (HPP) credits. However, the percentage redeemable for VMware subscription services may be limited to 10% of the MSRP value of the HPP credit.

    Pro – Accurate demand forecast not critical

    Pro – Can be used for products and services

    Con – Unused tokens or credits are forfeited

    True-up

    Allows for additional purchases during the ELA term on a determined schedule based on the established ELA pricing.

    Pro – Consumption payments matched after initial purchase

    Pro – Accurate demand forecast not critical

    Con – Potentially requires transaction throughout term

    1.4 Purchase and manage licenses

    Negotiating ELA terms and conditions

    Editable copies of VMware’s license and governance documentation are a requirement to initiate the dialogue and negotiation process over T&Cs.

    VMware’s licensing is complex and although documentation is publicly available, it is often hidden on VMware’s website.

    Many VMware customers often overlook reviewing the license T&Cs, leaving them open to compliance risks.

    It is imperative for customers to understand:

    • Product definition for licensing of each acquired product
    • Products included by bundle
    • Use restrictions:
      • The VMware Product Guide, which includes information about:
        • ELA Order Forms, Amendments, Exhibits, EULA, Support T&Cs, and other policies that add dozens of pages to a contractual agreement.
        • All of these documents are web based and can change monthly; URL links in the contract do not take the user to the actual document but a landing page from which customers must find the applicable documents.
      • Obtain copies of ALL current documents at the time of your order and keep as a reference in the CLM and SAM systems.

    Build in time to obtain, review, and negotiate these documents (easily weeks to months).

    1.4.1 Negotiating ELA terms and conditions specifics

    License and Deployment

    • Review perpetual use rights for all licenses purchased under the ELA (exception being subscription services).
    • Carefully scrutinize contract language for clearly defined deployment rights.
      • Some agreements contain language that terminates the use rights for licenses not deployed by the end of the ELA term.
    • While older contracts would frequently contain clearly defined token values and product prices for the ELA term, VMware has moved away from this process and now refers to URL links for current MSRP pricing.

    Use Rights

    • The customer’s legal entities and territories listed in the contract are hard limits on the license usage via the VMware Product Guide definitions. Global use rights are not a standard license grant with VMware license agreement by default. Global rights are usually tied to an ELA.
    • VMware audits most aggressively against violations of territory use rights and will use the non-compliance events to resolve the issue via a commercial transaction.
      • Negotiate for assignment rights with no strings attached in terms of fees or multi-party consent by future affiliates or successors to a surviving entity.
    • Extraordinary Corporate Transaction clause: VMware’s standard language prevents customers from using licenses within the ELA for any third party that becomes part of customer’s business by way of acquisition, merger, consolidation, change of control, reorganization, or other similar transaction.
      • Request VMware to drop this language.
    • Include any required language pertaining to MAD events as default language will not allow for transfer or assignment of license rights.

    Checklist of necessary information to negotiate the best deal

    Product details that go beyond the sales pitch

    • Product family
    • Unique product SKU for license renewal
    • Part description
    • Current regional or global price list
    • One and three-year proposal for SnS renewals including new license and SnS detail
    • SnS term dates
    • Discount or offered prices for all line items (global pricing is generally ~20% higher than US pricing)

    Different support levels (e.g. basic, enterprise, per incident)

    • Standard pricing:
      • Basic Support = 21% of current list price (12x5)
      • Production Support = 25% of current list price (24x7 for severity 1 issues) – defined in VMware Support and Subscription Services T&Cs; non-severity 1 issues are 12x5

    Details to ensure the product being purchased matches the business needs

    • Realizing after the fact the product is insufficient with respect to functional requirements or that extra spend is required can be frustrating and extend expected timelines

    SnS renewals pricing is based on the (1) year SnS list price

    • This can be bundled for a multi-year discounted SnS rate (can result in 12%+ under VPP)

    Governing agreements, VPP program details

    • Have a printed copy of documents that are URL links, which VMware can change, allowing for surprises or unexpected changes in rules

    1.4.2 Activity VMware ELA Analysis Tool

    2-4 hours

    Instructions:

    1. As a group, review the various RFQ responses. Identify top three proposals and start to enter proposal details into the VPP Prepay or ELA tabs of the analysis tool.
    2. Review savings in the ELA Offer Analysis tab.

    The image contains screenshots of the VMware ELA Analysis Tool.

    Input Output
    • RFQ requirements data
    • RFQ response data
    • Analysis of ELA proposals
    • ELA savings analysis
    Materials Participants
    • RFQ response documents
    • ELA Analysis Tool
    • IT Leadership
    • Procurement
    • Vendor Management

    Download the VMware ELA Analysis Tool

    1.4.3 Negotiating ELA terms and conditions specifics: pricing, renewal, and exit

    VMware does not offer price protection on future license consumption by default.

    Securing “out years” pricing for SnS or the cost of SnS is critical or it will default to a set percentage (25%) of MSRP, removing the ELA discount.

    Typically, the out year is one year; maximum is two years.

    Negotiate the “go forward” SnS pricing post-ELA term as part of the ELA negotiations when you have some leverage.

    Default after (1) out year is to rise to 25% of current MSRP versus as low as 20% of net license price within the ELA.

    Carefully incorporate the desired installed-base licenses that were acquired pre-ELA into the agreement, but ensure unwanted licenses are removed.

    Ancillary but binding support policies, online terms and conditions, and other hyperlinked documentation should be negotiated and incorporated as part of the agreement whenever possible.

    1.4.4 Find the best reseller partner

    Seek out a qualified VMware partner that will work with you and with your interest as a priority:

    1. Resellers, at minimum, should have achieved an enterprise-level rating, as these partners can offer the deepest discounts and have more clout with VMware.
    2. Select your reseller prior to engaging in any RFX acquisition steps. Verify they are enterprise level or higher AND secure their written commitment to maximum pass-through of the discounting provided to them by VMware.
    3. Document and prioritize key T&Cs for your ELA and submit to your sales team along with a requirement and timeline for their formal response. Essentially, this escalates outside of the VMware process and disrupts the status quo. Ideally this will occur in advance of being presented a contract by VMware and be pre-emptive in nature.
    4. If applicable and of benefit or a high priority, seek out a reseller that is willing to finance the VMware upfront payment cost at a low or no interest rate.
    5. It will be important to have ELA-level deals escalated to higher levels of authority to obtain “best in class” discount levels, above and beyond those prescribed in the VMware sales playbook.
    6. VMware’s standard process is to “route” customers through a pre-defined channel and “deal desk” process. Preferred pricing of up to an additional 10% discount is reserved for the first reseller that registers the deal with VMware, with larger discounts reserved for the Enterprise and Premium partners. Additional discounts can be earned if the deal closes within specified time periods (First Deal Registration).

    1.4.5 Activity VMware ELA RFQ Template

    1-3 hours

    Use this tool for as a template for an RFQ with VMware ELA contracts.

    1. For SnS renewals that contain no new licenses, state that the requirement for award consideration is the provisioning of all details for each itemized SnS renewal product code corresponding to all the licenses of your installed base. The details for the renewals are to be placed in Section 1 of the template.
    2. SnS Renewal Options: Info-Tech recommends that you ask for one- and three-year SnS renewal proposals, assuming these terms are realistic for your business requirements. Then compare your SnS BAU costs for these two options against ELA offers to determine the best choice for your renewal.

    The image contains a screenshot of the VMware ELA RFQ Template.

    Input Output
    • Renewing SnS data
    • Agreement type options
    • Detailed list of required licenses
    • Summary list of SnS requirements
    Materials Participants
    • RFQ Template
    • SnS renewal summary
    • New license/subscription details
    • IT Leadership
    • Vendor Management
    • Procurement

    Download the VMware ELA RFQ Template

    1.4.6 Consider your path forward

    Consider your route forward as contract commitments, license compliance, and terms and conditions differ in structure to perpetual models previously used.

    • Are you able to accurately discover VMware licensing within your environment?
    • Is licensing managed for compliance? Are internal audits conducted so you have accurate results?
    • Have the product use rights been examined for terms and conditions such as geographic rights? Some T&Cs may change over time due to hyperlinked references within commercial documents.
    • How are Oracle and SQL being used within your VMware environment? This may affect license compliance with Oracle and Microsoft in virtualized environments.
    • Prepare for the Subscription model; it’s here now and will be the lead discussion with all VMware reps going forward.

    Shift to Subscription

    1. With the $64bn takeover by Broadcom, there will be a significant shift and pressure to the subscription model.
    2. Broadcom has significant growth targets for its VMware acquisition that can only be achieved through a strong press to a SaaS model.

    Info-Tech Insight

    VMware has a license cost calculator and additional licensing documents that can be used to help determine what spend should be.

    Phase # 2

    Transition to the VMware Cloud

    Phase 1

    Phase 2

    1.1 Establish licensing requirements

    1.2 Evaluate licensing options

    1.3 Evaluate agreement options

    1.4 Purchase and manage licenses

    2.1 Understand the VMware subscription model

    2.2 Migrate workloads and licenses

    2.3 Discuss the VMware sales approach

    2.4 Manage SnS and cloud subscriptions

    This phase will walk you through the following activities:

    • Understand the VMware licensing model
    • Understand the license agreement options
    • Understand the VMware sales approach

    This phase will take you thorough:

    • The new VMware subscription movement to the cloud
    • How to prepare and migrate
    • Manage your subscriptions efficiently

    2.1 Understand the VMware subscription model

    VMware Cloud Universal

    • VMware Cloud Universal unifies compute, network, and storage capabilities across infrastructures, management, and applications.
    • Take advantage of financial and cloud management flexibility by combining on-premises and SaaS capabilities for automation, operations, log analytics, and network visibility across your infrastructure.
    • Capitalize on VMware knowledge by integrating proven migration methods and plans across your transformation journey such as consumption strategies, business outcome workshops, and more.
    • Determine your eligibility to earn a one-time discount with this exclusive benefit designed to offset the value of your current unamortized VMware on-premises license investments and then reallocate toward your multi-cloud initiatives.

    2.2 Migrate workloads and licenses to the cloud

    There are several cloud migration options and solutions to consider.

    • VMware Cloud offers solutions that can provide a low-cost path to the cloud that will help accelerate modernization.
    • There are also many third-party solution providers who can be engaged to migrate workloads and other infrastructure to VMware Cloud and into other public cloud providers.
    • VMware Cloud can be deployed on many IaaS providers such as AWS, Azure, Google, Dell, and IBM.

    VMware Cloud Assist

    1. Leverage all available transition funding opportunities and any IaaS migration incentives from VMware.
    2. Learn and understand the value and capabilities of VMware vRealize Cloud Universal to help you transition and manage hybrid infrastructure.

    2.2.1 Manage your VMware cloud subscriptions

    Use VMware vRealize to manage private, public, and local environments.

    Combine SaaS and on-premises capabilities for automation, operations, log analytics, network visibility, security, and compliance into one license.

    The image contains a screenshot of a diagram to demonstrate VMware cloud subscriptions.

    2.3 The VMware sales approach

    Understand the pitch before entering the discussion

    1. VMware will present a PowerPoint presentation proposal comparing a Business-as-Usual (BAU) scenario versus the ELA model.
    2. Critical factors to consider if considering the proposed ELA are growth rate projections, deployment schedule, cost of non-ELA products/options, shelf-ware, and non-ELA discounts (e.g. VPP, multi-year, or pre-paid).
    3. Involving VMware’s direct account team along with your reseller in the negotiations can be beneficial. Keep in mind that VMware ultimately decides on the final price in terms of the discount that is passed through. Ensure you have a clear line of sight into how pricing is determined.
    4. Explore reseller incentives and promotional programs that may provide for deeper than normal discount opportunities.

    INFO-TECH TIP: Create your own assumptions as inputs into the BAU model and then evaluate the ELA value proposition instead of depending on VMware’s model.

    2.4 Manage SnS and cloud subscriptions

    The new subscription model is making SnS renewal more complex.

    • Start renewal planning four to six months prior to anniversary.
    • Work closely with your reseller on your SnS renewal options.
    • Request “as is” versus subscription renewal proposal from reseller or VMware with a “savings” component.
    • Consider and review multi-year versus annual renewal; savings will differ.
    • For the Subscription transition renewal model, ensure that credits for legacy licensing is provided.
    • Negotiate cloud transition investments and incentives from VMware.

    What information to collect and how to analyze it

    • Negotiating toward preferred terms on SnS is critical, more so than when new license purchases are made, as approximately 75-80% of server virtualization are at x86 workloads, where maintenance revenue is a larger source of revenue for VMware than new license sales.
    • All relevant license and SnS details must be obtained from VMware to include Product Family, Part Description, Product Code (SKU), Regional/Global List Price, SnS Term Dates, and Discount Price for all new licenses.
    • VMware has all costs tied to the US dollar; you must calculate currency conversion into ROI models as VMware does not adjust token values of products across geographies or currency of purchase. The token to dollar value by product SKU is locked for the three-year term. This translates into a variable cost model depending on how local currency fluctuates against the US dollar; time the initial purchase to take this into consideration, if applicable.
    • Products purchased based on MSRP price with each token contains a value of US$100. Under the Hybrid Purchasing Program (HPP) credit values and associated buying power will fluctuate over the term as VMware reserves the right to adjust current list prices. Consider locking in a set product list and pricing versus HPP.
    • Take a structured approach to discover true discounts via the use of a tailored RFQ template and options model to compare and contrast VMware ELA proposals.

    Use Info-Tech Research Group’s customized RFQ template to discover true discount levels and model various purchase options for VMware ELA proposals.

    The image contains a screenshot of the VMware RFQ Template Tool.

    Summary of accomplishment

    Knowledge Gained

    • The key pieces of licensing information that should be gathered about the current state of your own organization.
    • An in-depth understanding of the required licenses across all of your products.
    • Clear methodology for selecting the most effective contract type.
    • Development of measurable, relevant metrics to help track future project success and identify areas of strength and weakness within your licensing program.

    Processes Optimized

    • Senior leaders in IT now have a clear understanding of the importance of licensing in relation to business objectives.
    • Understanding of the various licensing considerations that need to be made.
    • Contract negotiation.

    Related Info-Tech Research

    Prepare for Negotiations More Effectively

    • IT budgets are increasing, but many CIOs feel their budgets are inadequate to accomplish what is being asked of them.
    • Eighty percent of organizations don’t have a mature, repeatable, scalable negotiation process.
    • Training dollars on negotiations are often wasted or ineffective.

    Price Benchmarking & Negotiation

    You need to achieve an objective assessment of vendor pricing in your IT contracts, but you have limited knowledge about:

    • Current price benchmarking on the vendor.
    • Pricing and negotiation intelligence.
    • How to secure a market-competitive price.
    • Vendor pricing tiers, models, and negotiation tactics.

    VMware vRealize Cloud Management

    VMware vCloud Suite is an integrated offering that brings together VMware’s industry-leading vSphere hypervisor and VMware vRealize Suite multi-vendor hybrid cloud management platform. VMware’s new portable licensing units allow vCloud Suite to build and manage both vSphere-based private clouds and multi-vendor hybrid clouds.

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    Haag, Michael. “IDC Data Shows vSAN is the Largest Share of Total HCI Spending.” VMware Blogs, 1 December 2017. Accessed 7 May 2018.
    Kealy, Victoria. “VMware Licensing Quick Guide 2015.” The ITAM Review, 17 December 2015. Accessed 7 May 2018.
    Kirsch, Brian. “A VMware licensing guide to expanding your environment.” TechTarget, August 2017. Accessed 7 May 2018.
    Kirupananthan, Arun. “5 reasons to get VMware licensing right.” Softchoice, 16 April 2018. Accessed 7 May 2018.
    Knorr, Eric. “VMware on AWS: A one-way ticket to the cloud.” InfoWorld, 17 October 2016. Accessed 7 May 2018
    Leipzig. “Help, an audit! License audits by VMware. Are you ready?” COMPAREX Group, 2 May 2016. Accessed 7 May 2018.
    Mackie, Kurt. “VMware Rips Microsoft for Azure “Bare Metal” Migration Solution.” Redmond Magazine, 27 November 2017. Accessed 7 May 2018.
    Micromail. “VMware vSphere Software Licensing.” Micromail, n.d. Accessed 7 May 2018.
    Microsoft Corportation. “Migrating VMware to Microsoft Azure” Microsoft Azure, November 2017. Accessed 7 May 2018.
    Peter. “Server Virtualization and OS Trends.” Spiceworks, 30 August 2016. Accessed 7 May 2018.
    Rich. “VMware running on Azure.” The ITAM Review, 28 November 2017. Accessed 7 May 2018.
    Robb, Drew. “Everything you need to know about VMware’s licensing shake up.” Softchoice, 4 March 2016. Accessed 7 May 2018.
    Rose, Brendan. “How to determine which VMware licensing option is best.” Softchoice, 28 July 2015. Accessed 7 May 2018.
    Scholten, Eric. “New VMware licensing explained.” VMGuru, 12 July 2011. Accessed 7 May 2018.
    Sharwood, Simon. “Microsoft to run VMware on Azure, on bare metal. Repeat. Microsoft to run VMware on Azure.” The Register, 22 November 2017. Accessed 7 May 2018.
    Siebert, Eric. “Top 7 VMware Management Challenges.” Veeam, n.d. Web.
    Smith, Greg. “Will The Real HCI Market Leader Please Stand Up?” Nutanix, 29 September 2017. Accessed 7 May 2018.
    Spithoven, Richard. “Licensing Oracle software in VMware vCenter 6.0.” LinkedIn, 2 May 2016. Accessed 7 May 2018.
    VMTurbo, Inc. “Licensing, Compliance & Audits in the Cloud Era.” Turbonomics, November 2015. Web.
    VMware. “Aug 1st – Dec 31st 2016 Solution Provider Program Requirements & Incentives & Rewards.” VMware, n.d. Web.
    VMware. “Global Support and Subscription Services “SnS” Renewals Policy.” VMware, n.d. Web.
    VMware. “Support Policies.” VMware, n.d. Accessed 7 May 2018.
    VMware. “VMware Cloud Community.” VMware Cloud, n.d. Accessed 7 May 2018.
    VMware. “VMware Cloud on AWS” VMware Cloud, n.d. Accessed 7 May 2018.
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    VMware. “VMware Product Guide.” VMware, May 2018. Web.
    VMware. “VMware Volume Purchasing Program.” VMware, April 2019. Web.
    VMware. "VMware Case Studies." VMware, n.d. Web.
    Wiens, Rob. “VMware Enterprise Licensing – What You Need To Know. House of Brick, 14 April 2017. Accessed 7 May 2018

    Looking at Risk in a New Light: The Six Pillars of Vendor Risk Management

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    • Moreso than at any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.
    • It is increasingly likely that one of an organization's vendors, or their n-party support vendors, will cause an incident. Organizations must protect themselves by creating better mechanisms to hold their n-party vendors accountable and validate that they comply.

    Our Advice

    Critical Insight

    • Identifying and managing a vendor’s potential risk impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes may affect your organization.
    • Organizational leadership is often taken unaware by changes, and their plans lack the flexibility to adjust to significant regulatory upheavals.

    Impact and Result

    • Vendor management practices educate organizations on the different potential risks from vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Prioritize and classify your vendors with quantifiable, standardized rankings.
    • Prioritize focus on your high-risk vendors.
    • Standardize your processes for identifying and monitoring vendor risks with our Comprehensive Risk Impact Tool to manage potential impacts.

    Looking at Risk in a New Light: The Six Pillars of Vendor Risk Management Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Looking at Risk in a New Light: The Six Pillars of Vendor Risk Management – Use the research to better understand the negative impacts of vendor actions to your organization

    Use this research to identify and quantify the potential risk impacts caused by vendors. Utilize Info-Tech's approach to look at the impact from various perspectives to better prepare for issues that may arise.

    • Looking at Risk in a New Light: The Six Pillars of Vendor Risk Management Storyboard

    2. Comprehensive Risk Impact Tool – Use this tool to help identify and quantify the impacts of negative vendor actions.

    By playing the “what if” game and asking probing questions to draw out – or eliminate – possible negative outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    • Comprehensive Risk Impact Tool
    [infographic]

    Further reading

    Looking at Risk in a New Light: The Six Pillars of Vendor Risk Management

    Approach vendor risk impact assessments from all perspectives.

    Analyst Perspective

    Organizations must comprehensively understand the impacts vendors may cause through different potential actions.

    Frank Sewell

    The risks from the vendor market have become more prevalent as the technologies and organizational strategies shift to a global direction. With this shift in risk comes a necessary perspective change to align with the greater likelihood of an incident occurring from vendors' (or one of their downstream support vendor's) negative actions.

    Organizational leadership must become more aware of the increasing risks that engaging vendors impose. To do so, they need to make informed decisions, which can only be provided by engaging expert resources in their organizations to compile a comprehensive look at potential risk impacts.

    Frank Sewell

    Research Director, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    More so than at any other time, our world is changing. As a result organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.

    It is increasingly likely that one of your vendors, or their n-party support vendors, will cause an incident. Organizations must protect themselves by creating better mechanisms to hold their n-party vendors accountable and validate that they comply.

    Common Obstacles

    Identifying and managing a vendor’s potential risk impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes may affect your organization.

    Organizational leadership is often taken unaware by changes, and their plans lack the flexibility to adjust to significant regulatory upheavals.

    Info-Tech's Approach

    Vendor management practices educate organizations on the different potential risks from vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    Prioritize and classify your vendors with quantifiable, standardized rankings.

    Prioritize focus on your high-risk vendors.

    Standardize your processes for identifying and monitoring vendor risks with our Comprehensive Risk Impact Tool to manage potential impacts.

    Info-Tech Insight

    Organizations must evolve their risk assessments to be more adaptive to respond to changes in the global market. Ongoing monitoring and continual assessment of vendors’ risks is crucial to avoiding negative impacts.

    Info-Tech’s multi-blueprint series on vendor risk assessment

    There are many individual components of vendor risk beyond cybersecurity.`

    6 components of vendor risk beyond cybersecurity.  Financial, Reputational, Operational, Strategic, Security, Regulatory & Compliance.

    This series will focus on the individual components of vendor risk and how vendor management practices can facilitate organizations’ understanding of those risks.

    Out of Scope:
    This series will not tackle risk governance, determining overall risk tolerance and appetite, or quantifying inherent risk.

    The world is constantly changing

    The IT market is constantly reacting to global influences. By anticipating changes, leaders can set expectations and work with their vendors to accommodate them.

    When the unexpected happens, being able to adapt quickly to new priorities ensures continued long-term business success.

    Below are some things no one expected to happen in the last few years:

    62%

    of IT professionals are more concerned about being a victim of ransomware than they were a year ago.

    Info-Tech Tech Trends Survey 2022

    82%

    of Microsoft non-essential employees shifted to working from home in 2020, joining the 18% already remote.

    Info-Tech Tech Trends Survey 2022

    89%

    of organizations invested in web conferencing technology to facilitate collaboration.

    Info-Tech Tech Trends Survey 2022

    Looking at Risk in a New Light:

    the 6 Pillars of Vendor Risk Management

    Vendor Risk

    • Financial

    • Strategic

    • Operational

    • Security

    • Reputational

    • Regulatory

    • Organizations must review their risk appetite and tolerance levels, considering their complete landscape.
    • Changing regulations, acquisitions, and events that affect global supply chains are current realities, not unlikely scenarios.
    • Prepare your vendor risk management for success using due diligence and scenario- based “What If” discussions to bring all the relevant parties to the table and educate your whole organization on risk factors.
    Assessing Financial Risk Impacts

    Strategic risks on a global scale

    Odds are at least one of these is currently affecting your strategic plans

    • Vendor Acquisitions
    • Global Pandemic
    • Global Shortages
    • Gas Prices
    • Poor Vendor Performance
    • Travel Bans
    • War
    • Natural Disasters
    • Supply Chain Disruptions
    • Security Incidents

    Make sure you have the right people at the table to identify and plan to manage impacts.

    Assess internal and external operational risk impacts

    Two sides of the same coin

    Internal

    • Poorly vetted supplemental staff
    • Bad system configurations
    • Lack of relevant skills
    • Poor vendor performance
    • Failure to follow established processes
    • Weak contractual accountability
    • Unsupportable or end-of-life system components

    External

    • Cyberattacks
    • Supply Chain Issues
    • Geo-Political Disruptions
    • Vendor Acquisitions
    • N-Party Non-Compliance
    • Vendor Fraud

    Operational risk is the risk of losses caused by flawed or failed processes, policies, systems, or events that disrupt business operations.

    Identify and manage security risk impacts on your organization

    Due diligence will enable successful outcomes

    • Poor vendor performance
    • Vendor acquisition
    • Supply chain disruptions and shortages
    • N-party risk
    • Third-party risk

    What your vendor associations say about you

    Reputations that affect your brand: Bad customer reviews, breach of data, poor security posture, negative news articles, public lawsuits, poor performance.

    Regulatory compliance

    Consider implementing vendor management initiatives and practices in your organization to help gain compliance with your expanding vendor landscape.

    Your organizational risks may be monitored but are your n-party vendors?

    6 components of vendor risk beyond cybersecurity.  Financial, Reputational, Operational, Strategic, Security, Regulatory & Compliance.

    Review your expectations with your vendors and hold them accountable

    Regulatory entities are looking beyond your organization’s internal compliance these days. Instead, they are more and more diving into your third-party and downstream relationships, particularly as awareness of downstream breaches increases globally.

    • Are you assessing your vendors regularly?
    • Are you validating those assessments?
    • Do your vendors have a map of their downstream support vendors?
    • Do they have the mechanisms to hold those downstream vendors accountable to your standards?

    Identify and manage risks

    Regulatory

    Regulatory agencies are putting more enforcement around ESG practices across the globe. As a result, organizations will need to monitor the changing regulations and validate that their vendors and n-party support vendors are adhering to these regulations or face penalties for non-compliance.

    Security-Data protection

    Data protection remains an issue. Organizations should ensure that the data their vendors obtain remains protected throughout the vendor’s lifecycle, including post-termination. Otherwise, they could be monitoring for a data breach in perpetuity.

    Mergers and acquisitions

    More prominent vendors continuously buy smaller companies to control the market in the IT industry. Organizations should put protections in their contracts to ensure that an IT vendor’s acquisition does not put them in a relationship with someone that could cause them an issue.

    Identify and manage risks

    Poor vendor performance

    Consider the impact of a vendor that fails to perform midway through the implementation. Organizations need to be able to manage the impact of replacing that vendor and cutting their losses rather than continuing to throw good money away after bad performance.

    Supply chain disruptions and global shortages

    Geopolitical disruptions and natural disasters have caused unprecedented interruptions to business. Incorporate forecasting of product and ongoing business continuity planning into your strategic plans to adapt as events unfold.

    Poorly configured systems

    Failing to ensure that your vendor-supported systems are properly configured and that your vendors are meeting your IT change control and configuration standards is more commonplace than expected. Proper oversight and management of your support vendors is crucial to ensure they are meeting expectations in this regard.

    What to look for

    Identify potential risk impacts

    • Is there a record of complaints against the vendor from their employees or customers?
    • Is the vendor financially sound, with the resources to support your needs?
    • Has the vendor been cited for regulatory compliance issues in the past?
    • Does the vendor have a comprehensive list of their n-party vendor partners?
      • Are they willing to accept appropriate contractual protections regarding them?
    • Does the vendor self-audit, or do they use a vetted third-party audit firm to issue a SOC report annually?
    • Does the vendor operate in regions known for instability?
    • Is the vendor willing to make concessions on contractual protections, or are they only offering one-sided agreements with as-is warranties?

    Prepare your vendor risk management for success

    Due diligence will enable successful outcomes.

    1. Obtain top-level buy-in; it is critical to success.
    2. Build enterprise risk management (ERM) through incremental improvement.
    3. Focus initial efforts on the “big wins” to prove the process works.
    4. Use existing resources.
    5. Build on any risk management activities that already exist in the organization.
    6. Socialize ERM throughout the organization to gain additional buy-in.
    7. Normalize the process long term with ongoing updates and continuing education for the organization.
    8. (Adapted from COSO)

    How to assess third-party risk

    1. Review organizational risks

      Understand the organizations risks to prepare for the “What If” game exercise.
    2. Identify and understand potential risks

      Play the “What If” game with the right people at the table.
    3. Create a risk profile packet for leadership

      Pull all the information together in a presentation document.
    4. Validate the risks

      Work with leadership to ensure that the proposed risks are in line with their thoughts.
    5. Plan to manage the risks

      Lower the overall risk potential by putting mitigations in place.
    6. Communicate the plan

      It is important not only to have a plan but also to socialize it in the organization for awareness.
    7. Enact the plan

      Once the plan is finalized and socialized, put it in place with continued monitoring for success.

    Adapted from Harvard Law School Forum on Corporate Governance

    Insight summary

    Risk impacts often come from unexpected places and have significant consequences.

    Knowing who your vendors are using for their support and supply chain could be crucial in eliminating the risk of non-compliance for your organization.

    Having a plan to identify and validate the regulatory compliance of your vendors is a must for any organization to avoid penalties.

    Insight 1

    Organizations’ strategic plans need to be adaptable to avoid vendors’ negative actions causing an expedited shift in priorities.

    For example, Philips’ recall of ventilators impacted its products and the availability of its competitors’ products as demand overwhelmed the market.

    Insight 2

    Organizations often fail to understand how n-party vendors could place them in non-compliance.

    Even if you know your complete third-party vendor landscape, you may not be aware of the downstream vendors in play. Ensure that you get visibility into this space as well, and hold your direct vendors accountable for the actions of their vendors.

    Insight 3

    Organizations need to know where their data lives and ensure it is protected.

    Make sure you know which vendors are accessing/storing your data, where they are keeping it, and that you can get it back and have the vendors destroy it when the relationship is over. Without adequate protections throughout the lifecycle of the vendor, you could be monitoring for breaches in perpetuity.

    Insight summary

    Assessing financial impacts is an ongoing, educative, and collaborative multidisciplinary process that vendor management initiatives are uniquely designed to coordinate and manage for organizations.

    Operational risk impacts often come from unexpected places and have unforeseen impacts. Knowing where your vendors place in critical business processes and those vendors' business continuity plans concerning your organization should be a priority for those managing the vendors.

    Insight 4

    Organizations need to learn how to assess the likelihood of potential risks in the rapidly changing online environments and recognize how their partnerships and subcontractors’ actions can affect their brand.

    For example, do you understand how a simple news article raises your profile for short-term and long-term adverse events?

    Insight 5

    Organizations fail to plan for vendor acquisitions appropriately.

    Vendors routinely get acquired in the IT space. Does your organization have appropriate safeguards from inadvertently entering a negative relationship? Do you have plans for replacing critical vendors purchased in such a manner?

    Insight 6

    Vendors are becoming more and more crucial to organizations’ overall operations, and most organizations have a poor understanding of the potential impacts they represent.

    Is your vendor solvent? Do they have enough staff to accommodate your needs? Has their long-term planning been affected by changes in the market? Are they unique in their space?

    Identifying vendor risk

    Who should be included in the discussion?

    • While it is true that executive-level leadership defines the strategy for an organization, it is vital for those making decisions to make informed decisions.
    • Getting input from operational experts at your organization will enhance your business's long-term potential for success.
    • Involving those who directly manage vendors and understand the market will aid operational experts in determining the forward path for relationships with your current vendors and identifying emerging potential strategic partners.
    • Make sure security, risk, and compliance are all at the table. These departments all look at risk from different angles for the business and give valuable insight collectively.
    • Organizations have a wealth of experience in their marketing departments that can help identify real-world scenarios of negative actions.

    See the blueprint Build an IT Risk Management Program

    Review your risk management plans for new risks on a regular basis.

    Keep in mind Risk =
    Likelihood x Impact

    (R=L*I).

    Impact (I) tends to remain the same, while Likelihood (L) is becoming closer to 100% as threat actors become more prevalent.

    Managing vendor risk impacts

    How could your vendors impact your organization?

    • Review vendors’ downstream connections to understand thoroughly who you are in business with
    • Institute continuous vendor lifecycle management
    • Develop IT risk governance and change control
    • Introduce continual risk assessment to monitor the relevant vendor markets
    • Monitor and schedule contract renewals and new service/module negotiations
    • Perform business alignment meetings to reassess relationships
    • Ensure strategic alignment in contracts
    • Review vendors’ business continuity plans and disaster recovery testing
    • Re-evaluate corporate policies frequently
    • Monitor your company’s and associated vendors’ online presence
    • Be adaptable and allow for innovations that arise from the current needs
      • Capture lessons learned from prior incidents to improve over time, and adjust your plans accordingly

    Organizations must review their risk appetite and tolerance levels, considering their complete landscape.

    Changing regulations, acquisitions, new security issues, and events that affect global supply chains are current realities, not unlikely scenarios.

    Ongoing Improvement

    Incorporating lessons learned.

    • Over time, despite everyone’s best observations and plans, incidents will catch us off guard.
    • When that happens, follow your incident response plans and act accordingly.
    • An essential step is to document what worked and what did not – collectively known as the “lessons learned.”
    • Use the lessons learned document to devise, incorporate, and enact a better risk management process.

    Sometimes disasters occur despite our best plans to manage them.

    When this happens, it is important to document the lessons learned and improve our plans going forward.

    The "what if" game

    1-3 hours

    Vendor management professionals are in an excellent position to help senior leadership identify and pull together resources across the organization to determine potential risks. By playing the "what if" game and asking probing questions to draw out – or eliminate – possible adverse outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    1. Break into smaller groups (if too small, continue as a single group).
    2. Use the Comprehensive Risk Impact Tool to prompt discussion on potential risks. Keep this discussion flowing organically to explore all potentials but manage the overall process to keep the discussion pertinent and on track.
    3. Collect the outputs and ask the subject matter experts (SMEs) for management options for each one in order to present a comprehensive risk strategy. You will use this to educate senior leadership so that they can make an informed decision to accept or reject the solution.

    Download the Comprehensive Risk Impact Tool

    Input

    • List of identified potential risk scenarios scored by impact
    • List of potential mitigations of the scenarios to reduce the risk

    Output

    • Comprehensive risk profile on the specific vendor solution

    Materials

    • Whiteboard/flip charts
    • Comprehensive Risk Impact Tool to help drive discussion

    Participants

    • Vendor Management – Coordinator
    • Organizational Leadership
    • Operations Experts (SMEs)
    • Business Process Experts
    • Legal/Compliance/Risk Manager

    High risk example from tool

    High risk example from Tool.  Shows sample questions to ask to identify impacts, their associated score, weight, and comments or notes.

    Note: Even though a few items are “scored” they have not been added to the overall weight, signaling that the company has noted but does not necessarily hold them against the vendor.

    How to mitigate:

    • Contractually insist that the vendor have a third-party security audit performed annually with the stipulation that they will not denigrate below your acceptable standards.
    • At renewal negotiate better contractual terms and protections for your organization.

    Low risk example from tool

    Low risk example from Tool.  Shows sample questions to ask to identify impacts, their associated score, weight, and comments or notes.

    Summary

    Seek to understand all potential risk impacts to better prepare your organization for success.

    • Organizations need to understand and map out their entire vendor landscape.
    • Understand where all your data lives and how you can control it throughout the vendor lifecycle.
    • Organizations need to be realistic about the likelihood of potential risks in the changing global world.
    • Those organizations that consistently follow their established risk-assessment and due-diligence processes are better positioned to avoid penalties.
    • Understand how your vendors prioritize your organization in their business continuity processes.
    • Bring the right people to the table to outline potential risks in the market and your organization.
    • Socialize the third-party vendor risk management process throughout the organization to heighten awareness and enable employees to help protect the organization.
    • Organizations need to learn how to assess the likelihood of potential risks in the changing global markets and recognize how their partnerships and subcontracts affect their brand.
    • Incorporate lessons learned from prior incidents into your risk management process to build better plans for future issues.

    Organizations must evolve their risk assessments to be more meaningful to respond to global changes in the market.

    Organizations should increase the resources dedicated to monitoring the market as regulatory agencies continue to hold them more and more accountable.

    Bibliography

    Olaganathan, Rajee. “Impact of COVID-19 on airline industry and strategic plan for its recovery with special reference to data analytics technology.” Global Journal of Engineering and Technology Advances, vol 7, no 1, 2021, pp. 033-046.

    Tonello, Matteo. “Strategic Risk Management: A Primer for Directors.” Harvard Law School Forum on Corporate Governance, 23 Aug. 2012.

    Frigo, Mark L., and Richard J. Anderson. “Embracing Enterprise Risk Management: Practical Approaches for Getting Started.” COSO, 2011.

    Weak Cybersecurity is taking a toll on Small Businesses (tripwire.com)

    SecureLink 2022 White Paper SL_Page_EA+PAM (rocketcdn.me)

    Shared Assessments Member Poll March 2021 "Guide: Evolving Work Environments Impact of Covid-19 on Profile and Management of Third Parties“

    “Cybersecurity only the tip of the iceberg for third-party risk management”. Help Net Security, April 21, 2021. Accessed: 2022-07-29.

    “Third-Party Risk Management (TPRM) Managed Services”. Deloitte, 2022. Accessed: 2022-07-29.

    “The Future of TPRM: Third Party Risk Management Predictions for 2022”. OneTrust, December 20th2021. Accessed 2022-07-29.

    “Third Party Vendor definition”. Law Insider, Accessed 2022-07-29.

    “Third Party Risk”. AWAKE Security, Accessed 2022-07-29.

    Glidden, Donna. "Don't Underestimate the Need to Protect Your Brand in Publicity Clauses", Info-Tech Research Group, June 2022.

    Greenaway, Jordan. "Managing Reputation Risk: A start-to-finish guide", Transmission Private, July 2022. Accessed June 2022.

    Jagiello, Robert D, and Thomas T Hills. “Bad News Has Wings: Dread Risk Mediates Social Amplification in Risk Communication. ”Risk analysis : an official publication of the Society for Risk Analysis vol. 38,10 (2018): 2193-2207.doi:10.1111/risa.13117

    Kenton, Will. "Brand Recognition", Investopedia, August 2021. Accessed June 2022. Lischer, Brian. "How Much Does it Cost to Rebrand Your Company?", Ignyte, October 2017. Accessed June 2022.

    "Powerful Examples of How to Respond to Negative Reviews", Review Trackers, February 2022. Accessed June 2022.

    "The CEO Reputation Premium: Gaining Advantage in the Engagement Era", Weber Shadwick, March 2015. Accessed on June 2022.

    "Valuation of Trademarks: Everything You Need to Know",UpCounsel, 2022. Accessed June 2022.

    Related Info-Tech Research

    Identify and Manage Financial Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential financial impacts that vendors may incur and suggest systems to help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage financial impacts with our Financial Risk Impact Tool.

    Identify and Manage Reputational Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your reputation and brand with our Reputational Risk Impact Tool.

    Identify and Manage Strategic Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your strategic plan with our Strategic Risk Impact Tool.

    Regulatory guidance and industry standards

    Create a Horizontally Optimized SDLC to Better Meet Business Demands

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    • While teams are used to optimizing their own respective areas of responsibility, there is lack of clarity on the overall core SDLC process resulting in applications being released that are of poor quality.
    • Software development teams are struggling to release on time and within budget.
    • Teams do not understand the overall process, are not communicating well, and traceability is hard to achieve.
    • Each team claims to be optimized yet the final deliverable doesn’t reflect the expected quality.

    Our Advice

    Critical Insight

    • Optimizing can make you worse. One cannot just optimize locally – the SDLC must be optimized in its entirety to ensure traceability across the process.
    • Separate process from framework.
      You don’t need to “Go Agile” or follow other industry jargon to effectively optimize your SDLC.
    • SDLC process improvement is ongoing.
      Start with your team’s current capabilities and optimize. You should set expectations that new improvements will always come in the future.

    Impact and Result

    • Use a systematic framework to bring out local optimizations as potential candidates for SDLC optimization.
    • Prioritize those candidates that will aid in optimizing the overall core SDLC process.
    • Create the necessary governance and control structures to sustain the changes.
    • Use Info-Tech tools and templates to accelerate your process optimization.

    Create a Horizontally Optimized SDLC to Better Meet Business Demands Research & Tools

    Start here – read the Executive Brief

    Read this Executive Brief to understand Info-Tech's approach to SDLC optimization and why the SDLC must be optimized in its entirety to ensure traceability across the process.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Document the current state of the SDLC

    This phase of the blueprint will help in understanding the organization's business priorities, documenting the current SDLC process, and identifing current SDLC challenges.

    • Create a Horizontally Optimized SDLC to Better Meet Business Demands – Phase 1: Document the Current State of the SDLC
    • SDLC Optimization Playbook

    2. Define root causes, determine optimization initiatives, and define target state

    This phase of the blueprint, will help with defining root causes, determining potential optimization initiatives, and defining the target state of the SDLC.

    • Create a Horizontally Optimized SDLC to Better Meet Business Demands – Phase 2: Define Root Causes, Determine Optimization Initiatives, and Define Target State

    3. Develop a rollout strategy for SDLC optimization

    This phase of the blueprint will help with prioritizing initiatives in order to develop a rollout strategy, roadmap, and communication plan for the SDLC optimization.

    • Create a Horizontally Optimized SDLC to Better Meet Business Demands – Phase 3: Develop a Rollout Strategy for SDLC Optimization
    • SDLC Communication Template
    [infographic]

    Workshop: Create a Horizontally Optimized SDLC to Better Meet Business Demands

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Document Your Current SDLC

    The Purpose

    Understand SDLC current state.

    Key Benefits Achieved

    Understanding of your current SDLC state and metrics to measure the success of your SDLC optimization initiative.

    Activities

    1.1 Document the key business objectives that your SDLC delivers upon.

    1.2 Document your current SDLC process using a SIPOC process map.

    1.3 Identify appropriate metrics in order to track the effectiveness of your SDLC optimization.

    1.4 Document the current state process flow of each SDLC phase.

    1.5 Document the control points and tools used within each phase.

    Outputs

    Documented business objectives

    Documented SIPOC process map

    Identified metrics to measure the effectiveness of your SDLC optimization

    Documented current state process flows of each SDLC phase

    Documented control points and tools used within each SDLC phase

    2 Assess Challenges and Define Root Causes

    The Purpose

    Understand current SDLC challenges and root causes.

    Key Benefits Achieved

    Understand the core areas of your SDLC that require optimization.

    Activities

    2.1 Identify the current challenges that exist within each SDLC phase.

    2.2 Determine the root cause of the challenges that exist within each SDLC phase.

    Outputs

    Identified current challenges

    Identified root causes of your SDLC challenges

    3 Determine Your SDLC Optimization Initiatives

    The Purpose

    Understand common best practices and the best possible optimization initiatives to help optimize your current SDLC.

    Key Benefits Achieved

    Understand the best ways to address your SDLC challenges.

    Activities

    3.1 Define optimization initiatives to address the challenges in each SDLC phase.

    Outputs

    Defined list of potential optimization initiatives to address SDLC challenges

    4 Define SDLC Target State

    The Purpose

    Define your SDLC target state while maintaining traceability across your overall SDLC process.

    Key Benefits Achieved

    Understand what will be required to reach your optimized SDLC.

    Activities

    4.1 Determine the target state of your SDLC.

    4.2 Determine the people, tools, and control points necessary to achieve your target state.

    4.3 Assess the traceability between phases to ensure a seamlessly optimized SDLC.

    Outputs

    Determined SDLC target state

    Identified people, processes, and tools necessary to achieve target state

    Completed traceability alignment map and prioritized list of initiatives

    5 Prioritize Initiatives and Develop Rollout Strategy

    The Purpose

    Define how you will reach your target state.

    Key Benefits Achieved

    Create a plan of action to achieve your desired target state.

    Activities

    5.1 Gain the full scope of effort required to implement your SDLC optimization initiatives.Gain the full scope of effort required to implement your SDLC optimization initiatives.

    5.2 Identify the enablers and blockers of your SDLC optimization.

    5.3 Define your SDLC optimization roadmap.

    5.4 Create a communication plan to share initiatives with the business.

    Outputs

    Level of effort required to implement your SDLC optimization initiatives

    Identified enablers and blockers of your SDLC optimization

    Defined optimization roadmap

    Completed communication plan to present your optimization strategy to stakeholders

    Effectively Recognize IT Employees

    • Buy Link or Shortcode: {j2store}547|cart{/j2store}
    • member rating overall impact: 8.0/10 Overall Impact
    • member rating average dollars saved: $100 Average $ Saved
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    • Parent Category Name: Engage
    • Parent Category Link: /engage
    • Even when organizations do have recognition programs, employees want more recognition than they currently receive.
    • In a recent study, McLean & Company found that 69% of IT employees surveyed felt they were not adequately praised and rewarded for superior work.
    • In a lot of cases, the issue with recognition programs isn’t that IT departments haven’t thought about the importance but rather that they haven’t focused on proper execution.

    Our Advice

    Critical Insight

    • You’re busy – don’t make your recognition program more complicated than it needs to be. Focus on day-to-day ideas and actively embed recognition into your IT team’s culture.
    • Recognition is impactful independent of rewards (i.e. items with a monetary value), but rewarding employees without proper recognition can be counterproductive. Put recognition first and use rewards as a way to amplify its effectiveness.

    Impact and Result

    • Info-Tech tools and guidance will help you develop a successful and sustainable recognition program aligned to strategic goals and values.
    • By focusing on three key elements – customization, alignment, and transparency – you can improve your recognition culture within four weeks, increasing employee engagement and productivity, improving relationships, and reducing turnover.

    Effectively Recognize IT Employees Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement an IT employee recognition program, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    • Effectively Recognize IT Employees – Executive Brief
    • Effectively Recognize IT Employees – Phases 1-3

    1. Assess the current recognition landscape

    Understand the current perceptions around recognition practices in the organization and determine the behaviors that your program will seek to recognize.

    • Effectively Recognize IT Employees – Phase 1: Assess the Current Recognition Landscape
    • IT Employee Recognition Survey Questions

    2. Design the recognition program

    Determine the structure and processes to enable effective recognition in your IT organization.

    • Effectively Recognize IT Employees – Phase 2: Design the Recognition Program
    • Employee Recognition Program Guide
    • Employee Recognition Ideas Catalog
    • Employee Recognition Nomination Form

    3. Implement the recognition program

    Rapidly build and roll out a recognition action and sustainment plan, including training managers to reinforce behavior with recognition.

    • Effectively Recognize IT Employees – Phase 3: Implement the Recognition Program
    • Recognition Action and Communication Plan
    • Manager Training: Reinforce Behavior With Recognition
    [infographic]

    Develop a Master Data Management Practice and Platform

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    • Parent Category Name: Data Management
    • Parent Category Link: /data-management
    • The volume of enterprise data is growing rapidly and comes from a wide variety of internal and external data sources (e.g. ERP, CRM). When data is located in different systems and applications, coupled with degradation and proliferation, this can lead to inaccurate, inconsistent, and redundant data being shared across departments within an organization.
    • Data kept in separate soiled sources can result in poor stakeholder decision making and inefficient business processes. Some common master data problems include:
      • The lack of a clean customer list results in poor customer service.
      • Hindering good analytics and business predictions, such as incorrect supply chain decisions when having duplicate product and vendor data between plants.
      • Creating cross-group consolidated reports from inconsistent local data that require too much manual effort and resources.

    Our Advice

    Critical Insight

    • Everybody has master data (e.g. customer, product) but not master data problems (e.g. duplicate customers and products). MDM is complex in practice and requires investments in data governance, data architecture, and data strategy. Identifying business outcomes based on quality master data is essential before you pull the trigger on an MDM solution.

    Impact and Result

    This blueprint can help you:

    • Build a list of business-aligned data initiatives and capabilities that address master data problem and realize business strategic objectives.
    • Design a master data management practice based on the required business and data process.
    • Design a master data management platform based on MDM implementation style and prioritized technical capabilities.

    Develop a Master Data Management Practice and Platform Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Develop a Master Data Management Practice and Platform Deck – A clear blueprint that provides a step-by-step approach to aid in the development of your MDM practice and platform.

    This blueprint will help you achieve a single view of your most important data assets by following our two-phase methodology:

  • Build a vision for MDM
  • Build an MDM practice and platform
    • Develop a Master Data Management Practice and Platform – Phases 1-2

    2. Master Data Management Readiness Assessment Tool – A tool to help you make the decision to stop the MDM project now or to continue the path to MDM.

    This tool will help you determine if your organization has a master data problem and if an MDM project should be undertaken.

    • Master Data Management Readiness Assessment Tool

    3. Master Data Management Business Needs Assessment Tool – A tool to help you identify and document the various data sources in the organization and determine which data should be classified as master data.

    The tool will help you identify the sources of data within the business unit and use the typical properties of master data to determine which data should be classified as master data.

    • Master Data Management Business Needs Assessment Tool

    4. Master Data Management Business Case Presentation Template – A template to communicate MDM basics, benefits, and approaches to obtain business buy-in for the MDM project.

    The template will help you communicate your organization's specific pains surrounding poor management of master data and identify and communicate the benefits of effective MDM. Communicate Info-Tech's approach for creating an effective MDM practice and platform.

    • Master Data Management Business Case Presentation Template

    5. Master Data Management Project Charter Template – A template to centralize the critical information regarding to objectives, staffing, timeline, and expected outcome of the project.

    The project charter will help you document the project sponsor of the project. Identify purpose, goals, and objectives. Identify the project risks. Build a cross-functional project team and assign responsibilities. Define project team expectations and meeting frequency. Develop a timeline for the project with key milestones. Identify metrics for tracking success. Receive approval for the project.

    • Master Data Management Project Charter Template

    6. Master Data Management Architecture Design Template – An architecture design template to effectively document the movement of data aligned with the business process across the organization.

    This template will assist you:

  • Document the current state and achieve a common understanding of the business process and movement of data across the company.
  • Identify the source of master data and what other systems will contribute to the MDM system.
  • Document the target architectural state of the organization.
    • Master Data Management Architecture Design Template

    7. Master Data Management Practice Pattern Template – Pre-built practice patterns to effectively define the key services and outputs that must be delivered by establishing core capabilities, accountabilities, roles, and governance for the practice.

    The master data management practice pattern describes the core capabilities, accountabilities, processes, essential roles, and the elements that provide oversight or governance of the practice, all of which are required to deliver on high value services and deliverables or output for the organization.

    • Master Data Management Practice Pattern Template

    8. Master Data Management Platform Template – A pre-built platform template to illustrate the organization’s data environment with MDM and the value MDM brings to the organization.

    This template will assist you:

  • Establish an understanding of where MDM fits in an organization’s overall data environment.
  • Determine the technical capabilities that is required based on organization’s data needs for your MDM implementation.
    • Master Data Management Platform Template

    Infographic

    Workshop: Develop a Master Data Management Practice and Platform

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Develop a Vision for the MDM Project

    The Purpose

    Identification of MDM and why it is important.

    Differentiate between reference data and master data.

    Discuss and understand the key challenges and pains felt by the business and IT with respect to master data, and identify the opportunities MDM can provide to the business.

    Key Benefits Achieved

    Identification of what is and is not master data.

    Understand the value of MDM and how it can help the organization better monetize its data.

    Knowledge of how master data can benefit both IT and the business.

    Activities

    1.1 Establish business context for master data management.

    1.2 Assess the value, benefits, challenges, and opportunities associated with MDM.

    1.3 Develop the vision, purpose, and scope of master data management for the business.

    1.4 Identify MDM enablers.

    1.5 Interview business stakeholders.

    Outputs

    High-level data requirements

    Identification of business priorities

    Project vision and scope

    2 Document the Current State

    The Purpose

    Recognize business drivers for MDM.

    Determine where master data lives and how this data moves within the organization.

    Key Benefits Achieved

    Streamline business process, map the movement of data, and achieve a common understanding across the company.

    Identify the source of master data and what other systems will contribute to the MDM system.

    Activities

    2.1 Evaluate the risks and value of critical data.

    2.2 Map and understand the flow of data within the business.

    2.3 Identify master data sources and users.

    2.4 Document the current architectural state of the organization.

    Outputs

    Data flow diagram with identified master data sources and users

    Business data glossary

    Documented current data state.

    3 Document the Target State

    The Purpose

    Document the target data state of the organization surrounding MDM.

    Identify key initiatives and metrics.

    Key Benefits Achieved

    Recognition of four MDM implementation styles.

    Identification of key initiatives and success metrics.

    Activities

    3.1 Document the target architectural state of the organization.

    3.2 Develop alignment of initiatives to strategies.

    3.3 Consolidate master data management initiatives and strategies.

    3.4 Develop a project timeline and define key success measures.

    Outputs

    Documented target state surrounding MDM.

    Data and master data management alignment and strategies

    4 Develop an MDM Practice and Platform

    The Purpose

    Get a clear picture of what the organization wants to get out of MDM.

    Identify master data management capabilities, accountabilities, process, roles, and governance.

    Key Benefits Achieved

    Prioritized master data management capabilities, accountabilities, process, roles, and governance.

    Activities

    4.1 Identify master data management capabilities, roles, process, and governance.

    4.2 Build a master data management practice and platform.

    Outputs

    Master Data Management Practice and Platform

    Further reading

    Develop a Master Data Management Practice and Platform

    Are you sure you have a master data problem?

    Analyst Perspective

    The most crucial and shared data assets inside the firm must serve as the foundation for the data maturing process. This is commonly linked to your master data (such as customers, products, employees, and locations). Every organization has master data, but not every organization has a master data problem.

    Don't waste time or resources before determining the source of your master data problem. Master data issues are rooted in the business practices of your organization (such as mergers and acquisitions and federated multi-geographic operations). To address this issue, you will require a master data management (MDM) solution and the necessary architecture, governance, and support from very senior champions to ensure the long-term success of your MDM initiative. Approaching MDM with a clear blueprint that provides a step-by-step approach will aid in the development of your MDM practice and platform.

    Ruyi Sun

    Ruyi Sun
    Research Specialist
    Data & Analytics Practice
    Info-Tech Research Group

    Rajesh Parab

    Rajesh Parab
    Research Director
    Data & Analytics Practice
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    Your organization is experiencing data challenges, including:

    • Too much data volume, variety, and velocity, from more and more sources.
    • Duplicate and disorganized data across multiple systems and applications.
    • Master data is pervasive throughout the business and is often created and captured in highly disparate sources that often are not easily shared across business units and applications.

    MDM is useful in situations such as a business undergoing a merger or acquisition, where a unique set of master data needs to be created to act as a single source of truth. However, having a unified view of the definitions and systems of record for the most critical data in your organization can be difficult to achieve. An organization might experience some pain points:

    • Failure to identify master data problem and organization’s data needs.
    • Conflicting viewpoints and definitions of data assets across business units.
    • Recognize common business operating models or strategies with master data problems.
    • Identify the organization’s problem and needs out of its master data and align to strategic business needs.
    • Define the architecture, governance, and support.
    • Create a practice and platform for the organization’s MDM program.

    Info-Tech Insight

    Everybody has master data (e.g. customer, product) but not a master data problem (e.g. duplicate customers and products). MDM is complex in practice and requires investments in data governance, data architecture, and data strategy. Identifying business outcomes based on quality master data is essential before you pull the trigger on an MDM solution.

    What is master data and master data management?

    • Master data domains include the most important data assets of an organization. For this data to be used across an enterprise in consistent and value-added ways, the data must be properly managed. Some common master data entities include customer, product, and employees.
    • Master data management (MDM) is the control over master data values to enable consistent, shared, contextual use across systems, of the most accurate, timely, and relevant version of truth about essential business entities (DAMA DMBOK).
    • The fundamental objective of MDM is to enable the business to see one view of critical data elements across the organization.
    • MDM systems will detect and declare relationships between data, resolve duplicate records, and make data available to the people, processes, and applications that need it. The end goal of an MDM implementation is to make sure your investment in MDM technology delivers the promised business results. By supplementing the technology with rules, guidelines, and standards around enterprise data you will ensure data continues to be synchronized across data sources on an ongoing basis.

    The image contains a screenshot of Info-Tech's Data Management Framework.

    Info-Tech’s Data Management Framework Adapted from DAMA-DMBOK and Advanced Knowledge Innovations Global Solutions. See Create a Data Management Roadmap blueprint for more information.

    Why manage master data?

    Master data drives practical insights that arise from key aspects of the business.

    Customer Intimacy

    Innovation Leadership

    Risk Management

    Operational Excellence

    Improve marketing and the customer experience by using the right data from the system of record to analyze complete customer views of transactions, sentiments, and interactions.

    Gain insights on your products, services, usage trends, industry directions, and competitor results, and use these data artifacts to support decisions on innovations, new products, services, and pricing.

    Maintain more transparent and accurate records and ensure that appropriate rules are followed to support audit, compliance, regulatory, and legal requirements. Monitor data usage to avoid fraud.

    Make sure the right solution is delivered rapidly and consistently to the right parties for the right price and cost structure. Automate processes by using the right data to drive process improvements.

    85% of customers expect consistent interactions across departments (Salesforce, 2022).

    Top-decile economic performers are 20% more likely to have a common source of data that serves as the single source of truth across the organization compared to their peers (McKinsey & Company, 2021).

    Only 6% of board members believe they are effective in managing risk (McKinsey & Company, 2018).

    32% of sales and marketing teams consider data inconsistency across platforms as their biggest challenge (Dun & Bradstreet, 2022).

    Your Challenge

    Modern organizations have unprecedented data challenges.

    • The volume of enterprise data is growing rapidly and comes from a wide variety of internal and external data sources (e.g. ERP, CRM). When data is located in different systems and applications, coupled with degradation and proliferation, this can lead to inaccurate, inconsistent, and redundant data being shared across departments within an organization.
    • For example, customer information may not be identical in the customer service system, shipping system, and marketing management platform because of manual errors or different name usage (e.g. GE or General Electric) when input by different business units.
    • Data kept in separate soiled sources can also result in poor stakeholder decision making and inefficient business processes. Some issues include:
      • The lack of clean customer list results in poor customer service.
      • Hindering good analytics and business predictions, such as incorrect supply chain decision when having duplicate product and vendor data between plants.
      • Creating cross-group consolidated reports from duplicate and inconsistent local data requires too much manual effort and resources.

    On average, 25 different data sources are used for generating customer insights and engagement.

    On average, 16 different technology applications are used to leverage customer data.

    Source: Deloitte Digital, 2020

    Common Obstacles

    Finding a single source of truth throughout the organization can be difficult.

    Changes in business process often come with challenges for CIOs and IT leaders. From an IT perspective, there are several common business operating models that can result in multiple sets of master data being created and held in various locations. Some examples could be:

    • Integrate systems following corporate mergers and acquisitions
    • Enterprise with multi-product line
    • Multinational company or multi-geographic operations with various ERP systems
    • Digital transformation projects such as omnichannel

    In such situations, implementing an MDM solution helps achieve harmonization and synchronization of master data and provide a single, reliable, and precise view of the organization. However, MDM is a complex system that requires more than just a technical solution. An organization might experience the following pain points:

    • Failure to identify master data problem and organization’s data needs.
    • Conflicting viewpoints and definitions of data assets that should reside in MDM across business units.

    Building a successful MDM initiative can be a large undertaking that takes some preparation before starting. Understanding the fundamental roles that data governance, data architecture, and data strategy play in MDM is essential before the implementation.

    “Only 3 in 10 of respondents are completely confident in their company's ability to deliver a consistent omnichannel experience.”

    Source: Dun & Bradstreet, 2022

    The image contains an Info-Tech Thought Model of the Develop a Master Data Management Practice & Platform.

    Insight summary

    Overarching insight

    Everybody has master data (e.g. customer, product) but not a master data problem (e.g. duplicate customers and products). MDM is complex in practice and requires investments in data governance, data architecture, and data strategy. Figuring out what the organization needs out of its master data is essential before you pull the trigger on an MDM solution.

    Phase 1 insight

    A master data management solution will assist you in solving master data challenges if your organization is large or complex, such as a multinational corporation or a company with multiple product lines, with frequent mergers and acquisitions, or adopting a digital transformation strategy such as omnichannel.

    Organizations often have trouble getting started because of the difficulty of agreeing on the definition of master data within the enterprise. Reference data is an easy place to find that common ground.

    While the organization may have data that fits into more than one master data domain, it does not necessarily need to be mastered. Determine what master data entities your organization needs.

    Although it is easy to get distracted by the technical aspects of the MDM project – such as extraction and consolidation rules – the true goal of MDM is to make sure that the consumers of master data (such as business units, sales) have access to consistent, relevant, and trusted shared data.

    Phase 2 insight

    An organization with activities such as mergers and acquisitions or multi-ERP systems poses a significant master data challenge. Prioritize your master data practice based on your organization’s ability to locate and maintain a single source of master data.

    Leverage modern capabilities such as artificial intelligence or machine learning to support large and complex MDM deployments.

    Blueprint Overview

    1. Build a Vision for MDM

    2. Build an MDM Practice and Platform

    Phase Steps

    1. Assess Your Master Data Problem
    2. Identify Your Master Data Domains
    3. Create a Strategic Vision
    1. Document Your Organization’s Current Data State
    2. Document Your Organization’s Target Data State
    3. Formulate an Actionable MDM Practice and Platform

    Phase Participants

    CIO, CDO, or IT Executive

    Head of the Information Management Practice

    Business Domain Representatives

    Enterprise Architecture Domain Architects

    Information Management MDM Experts

    Data Stewards or Data Owners

    Phase Outcomes

    This step identifies the essential concepts around MDM, including its definitions, your readiness, and prioritized master data domains. This will ensure the MDM initiatives are aligned to business goals and objectives.

    To begin addressing the MDM project, you must understand your current and target data state in terms of data architecture and data governance surrounding your MDM strategy. With all these considerations in mind, design your organizational MDM practice and platform.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    1. MDM Readiness Assessment ToolThe image contains a screenshot of the MDM Readiness Assessment Tool. 2. Business Needs Assessment Tool The image contains a screenshot of the Business Needs Assessment Tool.
    3. Business Case Presentation Template The image contains a screenshot of the Business Case Presentation Template. 4. Project Charter Template The image contains a screenshot of the Project Charter Template.
    5. Architecture Design Template The image contains a screenshot of the Architecture Design Template.

    Key deliverable:

    6. MDM Practice Pattern Template

    7. MDM Platform Template

    Define the intentional relationships between the business and the master data through a well-thought-out master data platform and practice.

    The image contains a screenshot to demonstrate the intentional relationships between the business and the master data.

    Measure the value of this blueprint

    Refine the metrics for the overall Master Data Management Practice and Platform.

    In phase 1 of this blueprint, we will help you establish the business context and master data needs.

    In phase 2, we will help you document the current and target state of your organization and develop a practice and platform so that master data is well managed to deliver on those defined metrics.

    Sample Metrics

    Method of Calculation

    Master Data Sharing Availability and Utilization

    # of Business Lines That Use Master Data

    Master Data Sharing Volume

    # of Master Entities

    # of Key Elements, e.g. # of Customers With Many Addresses

    Master Data Quality and Compliance

    # of Duplicate Master Data Records

    Identified Sources That Contribute to Master Data Quality Issues

    # of Master Data Quality Issues Discovered or Resolved

    # of Non-Compliance Issues

    Master Data Standardization/Governance

    # of Definitions for Each Master Entity

    # of Roles (e.g. Data Stewards) Defined and Created

    Trust and Satisfaction

    Trust Indicator, e.g. Confidence Indicator of Golden Record

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2

    Call #1: Identify master data problem and assess your organizational readiness for MDM.

    Call #2: Define master data domains and priorities.

    Call #3: Determine business requirements for MDM.

    Call #4: Develop a strategic vision for the MDM project.

    Call #5: Map and understand the flow of data within the business.

    Call #6: Document current architectural state.

    Call #7: Discover the MDM implementation styles of MDM and document target architectural state.

    Call #8: Create MDM data practice and platform.

    Call #9: Summarize results and plan next steps.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is 8 to 12 calls over the course of 4 to 6 months.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Day 1 Day 2 Day 3 Day 4 Day 5

    Develop a Vision for the MDM Project

    Document the
    Current State

    Document the
    Target State

    Develop a MDM Practice and Platform

    Next Steps and
    Wrap-Up (offsite)

    Activities

    • Establish business context for master data management.
    • Assess the readiness, value, benefits, challenges, and opportunities associated with MDM.
    • Develop the vision, purpose, and scope of master data management for the business.
    • Identify master data management enablers.
    • Interview business stakeholders.
    • Evaluate the risks and value of critical data.
    • Map and understand the flow of data within the business.
    • Identify master data sources and users.
    • Document the current architectural state of the organization
    • Document the target data state of the organization.
    • Develop alignment of initiatives to strategies.
    • Consolidate master data management initiatives and strategies.
    • Develop a project timeline and define key success measures.
    • Identify master data management capabilities, roles, process, and governance.
    • Build a master data management practice and platform.
    • Complete in-progress deliverables from previous four days.
    • Set up review time for workshop deliverables and to discuss next steps.

    Deliverables

    1. High-level data requirements
    2. Identification of business priorities
    3. Project vision and scope
    1. Data flow diagram with identified master data sources and users
    2. Business data glossary
    3. Documented current data state
    1. Documented target state surrounding MDM
    2. Data and master data management alignment and strategies
    1. Master Data Management Practice and Platform
    1. Master Data Management Strategy for continued success

    Phase 1: Build a Vision for MDM

    Develop a Master Data Management Practice and Platform

    Step 1.1

    Assess Your Master Data Problem

    Objectives

    1. Build a solid foundation of knowledge surrounding MDM.

    2. Recognize MDM problems that the organization faces in the areas of mergers and acquisitions, omnichannel, multi-product line, and multi-ERP setups.

    This step involves the following participants:

    CIO, CDO, or IT Executive

    Head of Information Management

    Outcomes of this step

    An understanding of master data, MDM, and the prerequisites necessary to create an MDM program.

    Determine if there is a need for MDM in the organization.

    Understand your data – it’s not all transactional

    Info-Tech analyzes the value of data through the lenses of its four distinct classes: Master, Transactional, Operational, and Reference.

    Master

    Transactional

    Operational

    Reference

    • Addresses critical business entities that fall into four broad groupings: party (customers, suppliers); product (products, policies); location (physical spaces and segmentations); and financial (contracts, transactions).
    • This data is typically critical to the organization, less volatile, and more complex in nature; it contains many data elements and is used across systems.
    • Transactional data refers to data generated when dealing with external parties, such as clients and suppliers.
    • Transactional data may be needed on a per-use basis or through several activities.
    • The data can also be accessed in real-time if needed.
    • Operational data refers to data that is used to support internal business activities, processes, or workflows.
    • This data is generated during a one-time activity or multiple times through a data hub or orchestration layer.
    • Depending on the need for speed, there can be a real-time aspect to the situation.
    • Examples: scheduling service data or performance data.
    • Reference data refers to simple lists of data that are typically static and help categorize other data using code tables.
    • Examples: list of countries or states, postal codes, general ledger chart of accounts, currencies, or product code.

    Recognize the fundamental prerequisites for MDM before diving into more specific readiness requirements

    Organizational buy-in

    • Ensure there is someone actively invested and involved in the progress of the project. Having senior management support, especially in the form of an executive sponsor or champion, is necessary to approve MDM budgets and resourcing.
    • MDM changes business processes and practices that affect many departments, groups, and people – this type of change may be disruptive so sponsorship from the top ensures your project will keep moving forward even during difficulties.
    • Consider developing a cross-functional master data team involving stakeholders from management, IT, and the business units. This group can ensure that the MDM initiative is aligned with and supports larger organizational needs and everyone understands their role.

    Understanding the existing data environment

    • Knowing the state of an organization’s data architecture, and which data sources are linked to critical business processes, is essential before starting an MDM project.
    • Identify the areas of data pain within your organization and establish the root cause. Determine what impact this is having on the business.

    Before starting to look at technology solutions, make sure you have organizational buy-in and an understanding of the existing data environment. These two prerequisites are the foundation for MDM success.

    Master data management provides opportunities to use data for analytical and operational purposes with greater accuracy

    MDM can be approached in two ways: analytical and operational.

    Think of it in the context of your own organization:

    • How will MDM improve the ability for accurate data to be shared across business processes (Operational MDM)?
    • How will MDM improve the quality of reports for management reporting and executive decision making (Analytical MDM)?

    An investment in MDM will improve the opportunities for using the organization’s most valuable data assets, including opportunities like:

    • Data is more easily shared across the organization’s environment with greater accuracy and trust.
    • Multiple instances of the same data are consistent.
    • MDM enables the ability to find the right data more quickly.

    9.5% of revenue was at risk when bad experiences were offered to customers.

    Source: Qualtrics XM Institute, 2022

    Master data management drives better customer experience

    85% In a survey of nearly 17,000 consumers and business buyers, 85% of customers expect consistent interactions across departments.

    Source: Salesforce, 2022

    Yet, 60% of customer say it generally feels like sales, service, and marketing teams do not share information.

    Source: Salesforce, 2022

    What is a business without the customer? Positive customer service experience drives customer retention, satisfaction, and revenue growth, and ultimately, determines the success of the organization. Effective MDM can improve customer experiences by providing consistent interactions and the ability to meet customer expectations.

    61% of customers say they would switch to a competitor after just one bad customer service experience.

    Source: Zendesk, 2022

    Common business operating models or strategies with master data problems

    Mergers and acquisitions (M&A)

    M&A involves activities related to the consolidation of two companies. From IT’s perspective, whether the organization maintains different IT systems and applications in parallel or undergoes data integration process, it is common to have multiple instances of the same customer or product entity across different systems between companies, leading to incomplete, duplicate, and conflicting data sets. The organization may face challenges in both operational and analytical aspects. For many, the objective is to create a list of master data to have a single view of the organization.

    Multiple-instance ERP or multinational organizations

    Multiple-instance ERP solutions are commonly used by businesses that operate globally to accommodate each country’s needs or financial systems (Brightwork Research). With MDM, having a single source of truth could be a great advantage in certain business units to collaborate globally, such as sharing inventory coding systems to allow common identity and productive resource allocation and shared customer information for analytical purposes.

    Common business operating models or strategies with master data problems (cont.)

    Multiple product lines of business

    An example for firms that sells multiple product lines could be Nike’s multiple product lines including footwear, clothing, and equipment. Keeping track of many product lines is a constant challenge for organizations in terms of inventory management, vendor database, and a tracking system. The ability to track and maintain your product data accurately and consistently is crucial for a successful supply chain (whether in a warehouse, distribution center, or retail office), which leads to improved customer satisfaction and increased sales.

    Info-Tech Insight
    A master data management solution will assist you in solving master data challenges if your organization is large or complex such as a multinational corporation or a company with multiple product lines, frequent mergers and acquisitions, or adopting a digital transformation strategy such as omnichannel.

    Omni-channel

    In e-commerce and retail industry, omnichannel means a business strategy that offers seamless shopping experiences across all channels, such as in-store, mobile, and online (Oracle). This also means the company needs to provide consistent information on orders, inventory, pricing, and promotions to customers and keep the customer records up to date. The challenges of omnichannel include having to synchronize data across channels and systems such as ERP, CRM, and social media. MDM becomes a solution for the success of an omnichannel strategy that refers to the same source of truth across business functions and channels.

    Assess business model using Info-Tech’s MDM Readiness Assessment Tool

    30 Minutes

    • The MDM Readiness Assessment Tool will help you make the decision to stop the MDM project now or to continue on the path to MDM.
    • Not all organizations need MDM. Don’t waste precious IT time and resources if your organization does not have a master data problem.

    The image contains screenshots of the MDM Readiness Assessment Tool.

    Download the MDM Readiness Assessment Tool

    Input Output
    • List of key MDM decision points
    • MDM readiness
    Materials Participants
    • Master Data Management Readiness Assessment Tool
    • Head of Information Management
    • CIO, CDO, or IT Executive

    Step 1.2

    Identify the Master Data Domains

    Objectives

    Determine which data domain contains the most critical master data in the organization for an MDM strategy.

    This step involves the following participants:

    Business Domain Representatives

    Data Stewards or Data Owners

    Information Management Team

    Outcomes of this step

    Determine the ideal data domain target for the organization based on where the business is experiencing the largest pains related to master data and where it will see the most benefit from MDM.

    Reference data makes tackling master data easier

    Reference data serves as a great starting place for an MDM project.

    • Reference data is the simple lists of data that are typically static and help categorize other data using code tables. Examples include lists of countries or states, postal codes, general ledger charts of accounts, currencies, or product codes.
    • Loading information into the warehouse or an MDM hub usually requires reconciling reference data from multiple sources. By getting reference data in order first, MDM will be easier to implement.
    • Reference data also requires a relatively small investment with good returns so the value of the project can easily be demonstrated to stakeholders.
    • One example of how reference data makes master data easier to tackle is a master list of an organization’s customers that needs an attribute of an address. By maintaining a list of postal codes or cities as reference data, this is made much easier to manage than simply allowing free text.

    Info-Tech Insight

    Organizations often have trouble getting started because of the difficulty of agreeing on the definition of master data within the enterprise. Reference data is an easy place to find that common ground.

    There are several key considerations when defining which data is master data in the organization

    A successful implementation of MDM depends on the careful selection of the data element to be mastered. As departments often have different interests, establishing a standard set of data elements can lead to a lot of discussion. When selecting what data should be considered master data, consider the following:

    • Complexity. As the number of elements in a set increases, the likelihood that the data is master data also increases.
    • Volatility. Master data tends to be less volatile. The more volatile data is, the more likely it is transactional data.
    • Risk. The more likely data may have a risk associated with it, the more likely it should be managed with MDM.
    • Value. The more valuable a data set is to the organization, the greater the chance it is master data.
    • Sharing. If the data set is used in multiple systems, it likely should be managed with an MDM system.

    Begin by documenting the existing data sources within the organization.

    Use Info-Tech’s Master Data Management Business Needs Assessment Tool to determine master data sources.

    Info-Tech Insight

    While the organization may have data that fits into more than one master data domain, it does not necessarily need to be mastered. Determine what master data entities your organization needs.

    Master data also fall into these four areas

    More perspectives to consider and define which data is your master data.

    Internally Created Entities

    Externally Created Entities

    Large Non-Recurring Transactions

    Categories/Relationships/ Hierarchies/Aggregational Patterns

    • Business objects and concepts at the core of organizational activities that are created and maintained only by this organization.
    • Examples: customers, suppliers, products, projects
    • Business objects and concepts at the core of organizational activities that are created outside of this organization, but it keeps its own master list of these entities with additional attributions.
    • Examples: equipment, materials, industry classifications
    • Factual records reflecting the organization’s activities.
    • Examples: large purchases, large sales, measuring equipment data, student academic performance
    • Lateral and hierarchical relationships across master entities.
    • Organization-wide standards for data / information organization and aggregation.
    • Examples: classifications of equipment and materials, legal relationships across legal entities, sales regions or sub-regions

    Master data types can be divided into four main domains

    Parties

    • Data about individuals, organizations, and the roles they play in business relationships.
    • In the commercial world this means customer, employee, vendor, partner, and competitor data.

    Product

    • Can focus on organization's internal products or services or the entire industry, including competitor products and services.
    • May include information about part/ingredient usage, versions, patch fixes, pricing, and bundles.

    Financial

    • Data about business units, cost centers, profit centers, general ledger accounts, budgets, projections, and projects
    • Typically, ERP systems serve as the central hub for this.

    Locations

    • Often seen as the domain that encompasses other domains. Typically includes geopolitical data such as sales territories.
    • Provides ability to track and share reference information about different geographies and create hierarchical relationships based on information.

    Single Domain vs. Multi-Domain

    • By focusing on a single master data domain, organizations can start with smaller, more manageable steps, rather than trying to tackle everything at once.
    • MDM solutions can be domain-specific or be designed to support multiple domains.
    • Multi-domain MDM is a solution that manages multiple types of master data in one repository. By implementing multi-domain from the beginning, an organization is better able to support growth across all dimensions and business units.

    Use Info-Tech’s Master Data Management Business Needs Assessment Tool to determine master data priorities

    2 hours

    Use the Master Data Management Business Needs Assessment Tool to assist you in determining the master data domains present in your organization and the suggested domain(s) for your MDM solution.

    The image contains screenshots of the Master Data Management Business Needs Assessment Tool.

    Download the MDM Business Needs Assessment Tool

    Input Output
    • Current data sources within the organization
    • Business requirements of master data
    • Prioritized list of master data domains
    • Project scope
    Materials Participants
    • Master Data Management Business Needs Assessment Tool
    • Data Stewards or Data Custodians
    • Information Management Team

    Step 1.3

    Create a Strategic Vision for Your MDM Program

    Objectives

    1. Understand the true goal of MDM – ensuring that the needs of the master data users in the organization are fulfilled.

    2. Create a plan to obtain organizational buy-in for the MDM initiative.

    3. Organize and officialize your project by documenting key metrics, responsibilities, and goals for MDM.

    This step involves the following participants:

    CEO, CDO, or CIO

    Business Domain Representatives

    Information Management Team

    Outcomes of this step

    Obtain business buy-in and direction for the MDM initiative.

    Create the critical foundation plans that will guide you in evaluating, planning, and implementing your immediate and long-term MDM goals.

    MDM is not just IT’s responsibility

    Make sure the whole organization is involved throughout the project.

    • Master data is created for the organization as a whole, so get business input to ensure IT decisions fit with corporate goals and objectives.
    • The ownership of master data is the responsibility of the business. IT is responsible for the MDM project’s technology, support, platforms, and infrastructure; however, the ownership of business rules and standards reside with the business.
    • MDM requires IT and the business to form a partnership. While IT is responsible for the technical component, the business will be key in identifying master data.
    • MDM belongs to the entire organization – not a specific department – and should be created with the needs of the whole organization in mind. As such, MDM needs to be aligned with company’s overall data strategy. Data strategy planning involves identifying and translating business objectives and capability goals into strategies for improving data usage by the business and enhancing the capabilities of MDM.

    Keep the priorities of the users of master data at the forefront of your MDM initiative.

    • To fully satisfy the needs of the users of master data, you have to know how the data is consumed. Information managers and architects must work with business teams to determine how organizational objectives are achieved by using master data.
    • Steps to understanding the users of master data and their needs:
    1. Identify and document the users of master data – some examples include business units such as marketing, sales, and innovation teams.
    2. Interview those identified to understand how their strategic goals can be enabled by MDM. Determine their needs and expectations.
    3. Determine how changes to the master data management strategy will bring about improvements to information sharing and increase the value of this critical asset.

    Info-Tech Insight

    Although it is easy to get distracted by the technical aspects of the MDM project – such as extraction and consolidation rules – the true goal of MDM is to make sure that the consumers of master data (such as business units, sales reps) have access to consistent, relevant, and trusted shared data.

    Interview business stakeholders to understand how IT’s implementation of MDM will enable better business decisions

    1 hours

    Instructions

    1. Identify which members of the business you would like to interview to gather an understanding of their current data issues and desired data usage. (Recommendation: Gather a diverse set of individuals to help build a broader and more holistic knowledge of data consumption wants or requirements.)
    2. Prepare your interview questions.
    3. Interview the identified members of the business.
    4. Debrief and document results.

    Tactical Tips

    • Include members of your team to help heighten their knowledge of the business.
    • Identify a team member to operate as the formal scribe.
    • Keep the discussion as free flowing as possible; it will likely enable the business to share more. Don’t get defensive – one of the goals of the interviews is to open communication lines and identify opportunities for change, not create tension between IT and the business.
    Input Output
    • Current master data pain points and issues
    • Desired master data usage
    • Prioritized list of master data management enablers
    • Understanding of organizational strategic plan
    Materials Participants
    • Interview questions
    • Whiteboard/flip charts
    • Information Management Team
    • Business Line Representatives

    Info-Tech Insight

    Prevent the interviews from being just a venue for the business to complain about data by opening the discussion of having them share current concerns and then focus the second half on what they would like to do with data and how they see master data assets supporting their strategic plans.

    Ensure buy-in for the MDM project by aligning the MDM vision and the drivers of the organization

    MDM exists to enable the success of the organization as a whole, not just as a technology venture. To be successful in the MDM initiative, IT must understand how MDM will help the critical aspects of the business. Likewise, the business must understand why it is important to them to ensure long-term support of the project.

    The image contains a screenshot example of the text above.

    “If an organization only wants to look at MDM as a tech project, it will likely be a failure. It takes a very strong business and IT partnership to make it happen.”

    – Julie Hunt, Software Industry Analyst, Hub Designs Magazine

    Use Info-Tech’s Master Data Management Business Case Presentation Template to help secure business buy-in

    1-2 hours

    The image contains screenshots of the Master Data Management Business Case Presentation Template.

    Objectives

    • This presentation should be used to help obtain momentum for the ongoing master data management initiative and continued IT- business collaboration.
    • Master data management and the state of processes around data can be a sensitive business topic. To overcome issues of resistance from the operational or strategic levels, create a well-crafted business case.
    Input Output
    • Business requirements
    • Goals of MDM
    • Pain points of inadequate MDM
    • Awareness built for MDM project
    • Target data domains
    • Project scope
    Materials Participants
    • Master Data Management Business Case Presentation Template
    • Data Stewards or Data Custodians
    • CEO, CDO, or CIO
    • Information Management Team

    Download the MDM Business Case Presentation Template

    Use Info-Tech’s project charter to support your team in organizing their master data management plans

    Use this master document to centralize the critical information regarding the objectives, staffing, timeline, budget, and expected outcome of the project.

    1. MDM Vision and Mission

    Overview

    Define the value proposition behind addressing master data strategies and developing the organization's master data management practice.

    Consider

    Why is this project critical for the business?

    Why should this project be done now, instead of delayed further down the road?

    2. Goals or Objectives

    Overview

    Your goals and objectives should be practical and measurable. Goals and objectives should be mapped back to the reasons for MDM that we identified in the Executive Brief.

    Example Objectives

    Align the organization’s IT and business capabilities in MDM to the requirements of the organization’s business processes and the data that supports it.

    3. Expected Outcomes

    Overview

    Master data management as a concept can change based on the organization and with definitions and expectations varying heavily for individuals. Ensure alignment at the outset of the project by outlining and attaining agreement on the expectations and expected outcomes (deliverables) of the project.

    Recommended Outcomes

    Outline of an action plan

    Documented data strategies

    4. Outline of Action Plan

    Overview

    Document the plans for your project in the associated sections of the project charter to align with the outcomes and deliverables associated with the project. Use the sample material in the charter and the “Develop Your Timeline for the MDM Project” section to support developing your project plans.

    Recommended Project Scope

    Align master data MDM plan with the business.

    Document current and future architectural state of MDM.

    Download the MDM Project Charter Template

    5. Identify the Resourcing Requirements

    Overview

    Create a project team that has representation of both IT and the business (this will help improve alignment and downstream implementation planning).

    Business Roles to Engage

    Data owners (for subject area data)

    Data stewards who are custodians of business data (related to subject areas evaluated)

    Data scientists or other power users who are heavy consumers of data

    IT Roles to Engage

    Data architect(s)

    Any data management professionals who are involved in modeling data, managing data assets, or supporting the systems in which the data resides.

    Database administrators or data warehousing architects with a deep knowledge of data operations.

    Individuals responsible for data governance.

    Phase 2: Build the MDM Practice and Platform

    Develop a Master Data Management Practice and Platform

    Step 2.1

    Document the Current Data State

    Objectives

    1. Understand roles that data strategy, data governance, and data architecture play in MDM.

    2. Document the organization’s current data state for MDM.

    This step involves the following participants:

    Data Stewards or Data Custodians

    Data or Enterprise Architect

    Information Management Team

    Outcomes of this step

    Document the organization’s current data state, understanding the business processes and movement of data across the company.

    Effective data governance will create the necessary roles and rules within the organization to support MDM

    • A major success factor for MDM falls under data governance. If you don’t establish data governance early on, be prepared to face major obstacles throughout your project. Governance includes data definitions, data standards, access rights, and quality rules and ensures that MDM continues to offer value.
    • Data governance involves an organizational committee or structure that defines the rules of how data is used and managed – rules around its quality, processes to remediate data errors, data sharing, managing data changes, and compliance with internal and external regulations.
    • What is required for governance of master data? Defined roles, including data stewards and data owners, that will be responsible for creating the definitions relevant to master data assets.

    The image contains a screenshot of the Data Governance Key to Data Enablement.

    For more information, see Info-Tech Research Group’s Establish Data Governance blueprint.

    Ensure MDM success by defining roles that represent the essential high-level aspects of MDM

    Regardless of the maturity of the organization or the type of MDM project being undertaken, all three representatives must be present and independent. Effective communication between them is also necessary.

    Technology Representative

    Governance Representative

    Business Representative

    Role ensures:

    • MDM technology requirements are defined.
    • MDM support is provided.
    • Infrastructure to support MDM is present.

    Role ensures:

    • MDM roles and responsibilities are clearly defined.
    • MDM standards are adhered to.

    Role ensures:

    • MDM business requirements are defined.
    • MDM business matching rules are defined.

    The following roles need to be created and maintained for effective MDM:

    Data Owners are accountable for:

    • Data created and consumed.
    • Ensuring adequate data risk management is in place.

    Data Stewards are responsible for:

    • The daily and routine care of all aspects of data systems.
    • Supporting the user community.
    • Collecting, collating, and evaluating issues and problems with data.
    • Managing standard business definitions and metadata for critical data elements.

    Another crucial aspect of implementing MDM governance is defining match rules for master data

    • Matching, merging, and linking data from multiple systems about the same item, person, group, etc. attempts to remove redundancy, improve data quality, and provide information that is more comprehensive.
    • Matching is performed by applying inference rules. Data cleansing tools and MDM applications often include matching engines used to match data.
      • Engines are dependent on clearly defined matching rules, including the acceptability of matches at different confidence levels.
    • Despite best efforts, match decisions sometimes prove to be incorrect. It is essential to maintain the history of matches so that matches can be undone when they are discovered to be incorrect.
    • Artificial intelligence (AI) for match and merge is also an option, where the AI engine can automatically identify duplicate master data records to create a golden record.

    Match-Merge Rules vs. Match-Link Rules

    Match-Merge Rules

    • Match records and merge the data from these records into a single, unified, reconciled, and comprehensive record. If rules apply across data sources, create a single unique and comprehensive record in each database.
    • Complex due to the need to identify so many possible circumstances, with different levels of confidence and trust placed on data values in different fields from different sources.
    • Challenges include the operational complexity of reconciling the data and the cost of reversing the operation if there is a false merge.

    Match-Link Rules

    • Identify and cross-reference records that appear to relate to a master record without updating the content of the cross-referenced record.
    • Easier to implement and much easier to reverse.
    • Simple operation; acts on the cross-reference table and not the individual fields of the merged master data record, even though it may be more difficult to present comprehensive information from multiple records.

    Data architecture will assist in producing an effective data integration model for the technology underlying MDM

    Data quality is directly impacted by architecture.

    • With an MDM architecture, access, replication, and flow of data are controlled, which increases data quality and consistency.
    • Without an MDM architecture, master data occurs in application silos. This can cause redundant and inconsistent data.

    Before designing the MDM architecture, consider:

    • How the business is going to use the master data.
    • Architectural style (this is often dependent on the existing IT architecture, but generally, organizations starting with MDM find a hub architecture easiest to work with).
    • Where master data is entered, updated, and stored.
    • Whether transactions should be processed as batch or real-time.
    • What systems will contribute to the MDM system.
    • Implementation style. This will help ensure the necessary applications have access to the master data.

    “Having an architectural oversight and reference model is a very important step before implementing the MDM solutions.”

    – Selwyn Samuel, Director of Enterprise Architecture

    Document the organization’s data architecture to generate an accurate picture of the current data state

    2-3 hours

    Populate the template with your current organization's data components and the business flow that forms the architecture.

    Think about the source of master data and what other systems will contribute to the MDM system.

    The image contains a screenshot of the MDM Architecture Design Template.

    Input Output
    • Business process streamline
    • Current data state
    Materials Participants
    • MDM Architecture Design Template ArchiMate file
    • Enterprise Architect
    • Data Architect

    Download the MDM Architecture Design Template ArchiMate file

    Step 2.2

    Document the Target Data State

    Objectives

    1. Understand four implementation styles for MDM deployments.

    2. Document target MDM implementation systems.

    This step involves the following participants:

    Data Stewards or Data Custodians

    Data or Enterprise Architect

    Information Management Team

    Outcomes of this step

    Document the organization’s target architectural state surrounding MDM, identifying the specific MDM implementation style.

    How the organization’s data flows through IT systems is a convenient way to define your MDM state

    Understanding the data sources present in the organization and how the business organizes and uses this data is critical to implementing a successful MDM strategy.

    Operational MDM

    • As you manage data in an operational MDM system, the data gets integrated back into the systems that were the source of the data in the first place. The “best records” are created from a combination of data elements from systems that create relevant data (e.g. billing system, call center, reservation system) and then the data is sent back to the systems to update it to the best record. This includes both batch and real-time processing data.

    Analytical MDM

    • Generates “best records” the same way that operational MDM does. However, the data doesn’t go back to the systems that generated the data but rather to a repository for analytics, decision management, or reporting system purposes.

    Discovery of master data is the same for both approaches, but the end use is very different.

    The approaches are often combined by technologically mature organizations, but analytical MDM is generally more expensive due to increased complexity.

    Central to an MDM program is the implementation of an architectural framework

    Info-Tech Research Group’s Reference MDM Architecture uses a top-down approach.

    A top-down approach shows the interdependent relationship between layers – one layer of functionality uses services provided by the layers below, and in turn, provides services to the layers above.

    The image contains a screenshot of the Architectural Framework.

    Info-Tech Research Group’s Reference MDM Architecture can meet the unique needs of different organizations

    The image contains a screenshot of Info-Tech Research Group's Reference MDM Architecture.

    The MDM service layers that make up the hub are:

    • Virtual Registry. The virtual registry is used to create a virtual view of the master data (this layer is not necessary for every MDM implementation).
    • Interface Services. The interface services work directly with the transport method (e.g. Web Service, Pub/Sub, Batch/FTP).
    • Rules Management. The rules management layer manages business rules and match rules set by the organization.
    • Lifecycle Management. This layer is responsible for managing the master data lifecycle. This includes maintaining relationships across domains, modeling classification and hierarchies within the domains, helping with master data quality through profiling rules, deduplicating and merging data to create golden records, keeping authoring logs, etc.
    • Base Services. The base services are responsible for managing all data (master, history, metadata, and reference) in the MDM hub.
    • Security. Security is the base layer and is responsible for protecting all layers of the MDM hub.

    An important architectural decision concerns where master data should live

    All MDM architectures will contain a system of entry, a system of record, and in most cases, a system of reference. Collectively, these systems identify where master data is authored and updated and which databases will serve as the authoritative source of master data records.

    System of Entry (SOE)

    System of Record (SOR)

    System of Reference (SORf)

    Any system that creates master data. It is the point in the IT architecture where one or more types of master data are entered. For example, an enterprise resource planning (ERP) application is used as a system of entry for information about business entities like products (product master data) and suppliers (supplier master data).

    The system designated as the authoritative data source for enterprise data. The true system of record is the system responsible for authoring and updating master data and this is normally the SOE. An ideal MDM system would contain and manage a single, up-to-date copy of all master data. This database would provide timely and accurate business information to be used by the relevant applications. In these cases, one or more SOE applications (e.g. customer relationship management or CRM) will be declared the SOR for certain types of data. The SOR can be made up of multiple physical subsystems.

    A replica of master data that can be synchronized with the SOR(s). It is updated regularly to resolve discrepancies between data sets, but will not always be completely up to date. Changes in the SOR are typically batched and then transmitted to the SORf. When a SORf is implemented, it acts as the authoritative source of enterprise data, given that it is updated and managed relative to the SOR. The SORf can only be used as a read-only source for data consumers.

    Central to an MDM program is the implementation of an architectural framework

    These styles are complementary and see increasing functionality; however, organizations do not need to start with consolidation.

    Consolidation

    Registry

    Coexistence

    Transactional

    What It Means

    The MDM is a system of reference (application systems serve as the systems of record). Data is created and stored in the applications and sent (generally in batch mode) to a centralized MDM system.

    The MDM is a system of reference. Master data is created and stored in the

    application systems, but key master data identifiers are linked with the MDM system, which allows a view of master data records to be assembled.

    The MDM is a system of reference. Master data is created and stored in application systems; however, an authoritative record of master data is also created (through matching) and stored in the MDM system.

    The MDM is a genuine source of record. All master data records are centrally authored and materialized in the MDM system.

    Use Case

    This style is ideal for:

    • Organizations that want to have access to master data for reporting.
    • Organizations that do not need real-time access to master data.

    This style is ideal for:

    • A view of key master data identifiers.
    • Near real-time master data reference.
    • Organizations that need access to key master data for operational systems.
    • Organizations facing strict data replication regulations.

    This style is ideal for:

    • A complete view of each master data entity.
    • Deployment of workflows for collaborative authoring.
    • A central reference system for master data.

    This style is ideal for:

    • Organizations that want true master data management.
    • Organizations that need complete, accurate, and consistent master data at all times.
    • Transactional access to master data records.
    • Tight control over master data.

    Method of Use

    Analytical

    Operational

    Analytical, operational, or collaborative

    Analytical, operational, or collaborative

    Consolidation implementation style

    Master data is created and stored in application systems and then placed in a centralized MDM hub that can be used for reference and reporting.

    The image contains a screenshot of the architectural framework and MDM hub.

    Advantages

    • Prepares master data for enterprise data warehouse and reporting by matching/merging.
    • Can serve as a basis for coexistence or transactional MDM.

    Disadvantages

    • Does not provide real-time reference because updates are sent to the MDM system in batch mode.
    • New data requirements will need to be managed at the system of entry.

    Registry implementation style

    Master data is created and stored in applications. Key identifiers are then linked to the MDM system and used as reference for operational systems.

    The image contains a screenshot of the architectural framework with a focus on registry implementation style.

    Advantages

    • Quick to deploy.
    • Can get a complete view of key master data identifiers when needed.
    • Data is always current since it is accessed from the source systems.

    Disadvantages

    • Depends on clean data at the source system level.
    • Can be complex to manage.
    • Except for the identifiers persisting in the MDM system, all master data records remain in the applications, which means there is not a complete view of all master data records.

    Coexistence implementation style

    Master data is created and stored in existing systems and then synced with the MDM system to create an authoritative record of master data.

    The image contains a screenshot of the architectural framework with a focus on the coexistence implementation style.

    Advantages

    • Easier to deploy workflows for collaborative authoring.
    • Creates a complete view for each master data record.
    • Increased master data quality.
    • Allows for data harmonization across systems.
    • Provides organizations with a central reference system.

    Disadvantages

    • Master data is altered in both the MDM system and source systems. Data may not be up to date until synchronization takes place.
    • Higher deployment costs because all master data records must be harmonized.

    Transactional implementation style

    All master data records are materialized in the MDM system, which provides the organization with a single, complete source of master data at all times.

    The image contains a screenshot of the architectural framework with a focus on the transactional implementation style.

    Advantages

    • Functions as a system of record, providing complete, consistent, accurate, and up-to-date data.
    • Provides a single location for updating and managing master data.

    Disadvantages

    • The implementation of this style may require changes to existing systems and business processes.
    • This implementation style comes with increased cost and complexity.

    All organizations are different; identify the architecture and implementation needs of your organization

    Architecture is not static – it must be able to adapt to changing business needs.

    • The implementation style an organization chooses is dependent on organizational factors such as the purpose of MDM and method of use.
    • Some master data domains may require that you start with one implementation style and later graduate to another style while retaining the existing data model, metadata, and matching rules. Select a starting implementation style that will best suit the organization.
    • Organizations with multi-domain master data may have to use multiple implementation styles. For example, data domain X may require the use of a registry implementation, while domain Y requires a coexistence implementation.

    Document your target data state surrounding MDM

    2-3 hours

    Populate the template with your target organization’s data architecture.

    Highlight new capabilities and components that MDM introduced based on MDM implementation style.

    The image contains a screenshot of the MDM Architecture Design Template.

    Input Output
    • Business process streamline
    • MDM architectural framework
    • Target data state
    Materials Participants
    • MDM Architecture Design Template ArchiMate File
    • Enterprise Architect
    • Data Architect
    • Head of Data

    Step 2.3

    Develop MDM Practice and Platform

    Objectives

    1. Review Info-Tech’s practice pattern and design your master data management practice.

    2. Design your master data management platform.

    3. Consider next steps for the MDM project.

    This step involves the following participants:

    Data Stewards or Data Custodians

    Data or Enterprise Architect

    Information Management Team

    Outcomes of this step

    Define the key services and outputs that must be delivered by establishing core capabilities, accountabilities, roles, and governance for the practice and platform.

    What does a master data management practice pattern look like?

    The master data management practice pattern describes the core capabilities, accountabilities, processes, and essential roles and the elements that provide oversight or governance of the practice, all of which are required to deliver on high-value services and deliverables or output for the organization.

    The image contains a screenshot to demonstrate the intentional relationships between the business and the master data.

    Download the Master Data Management Practice Pattern Template ArchiMate File

    Master data management data practice setup

    • Define the practice lead’s accountabilities and responsibilities.
    • Assign the practice lead.
    • Design the practice, defining the details of the practice (including the core capabilities, accountabilities, processes, and essential roles; the elements that provide oversight or governance of the practice; and the practice’s services and deliverables or output for the organization).
    • Define services and accountabilities:
    1. Define deployment and engagement model
    2. Define practice governance and metrics
    3. Define processes and deliverables
    4. Summarize capabilities
    5. Use activity slide to assign the skills to the role

    General approach to setting up data practices

    Guidelines for designing and establishing your various data practices.

    Understand master data management practice pattern

    A master data management practice pattern includes key services and outputs that must be delivered by establishing core capabilities, accountabilities, roles, and governance for the practice.

    Assumption:

    The accountabilities and responsibilities for the master data management practice have been established and assigned to a practice lead.

    1. Download and review Master Data Management Practice Pattern (Level 1 – Master Data Management Practice Pattern).
    2. Review and update master data management processes for your organization.

    Download the Master Data Management Practice Pattern Template ArchiMate File

    Info-Tech Insight

    An organization with heavy merger and acquisition activity poses a significant master data challenge. Prioritize your master data practice based on your organization’s ability to locate and maintain a single source of master data.

    The image contains a screenshot of the Master Data Management Process.

    Initiate your one-time master data management practice setup

    1. Ensure data governance committees are established.
    2. Align master data management working group responsibilities with data governance committee.
    3. Download and review Master Data Management Practice Pattern Setup (Level 1 – Master Data Management Practice Setup).
    4. Start establishing your master data practice:
    5. 4.1 Define services and accountabilities

      4.2 Define processes and deliverables by stakeholder

      4.3 Design practice operating model

      4.4 Perform skills inventory and design roles

      4.5 Determine practice governance and metrics

      4.6 Summarize practice capabilities

    6. Define key master data management deliverable and processes.

    The image contains a screenshot of the Process Template MDM Conflict Resolution.

    Download and Update:

    Process Template: MDM Conflict Resolution

    MDM operating model

    The operating model is a visualization of how MDM commonly operates and the value it brings to the organization. It illustrates the master data flow, which works from left to right, from source system to consumption layer. Another important component of the model is the business data glossary, which is part of your data governance plan, to define terminology and master data’s key characteristics across business units.

    The image contains a screenshot of the MDM Operating Model.

    Choosing the appropriate technology capabilities

    An MDM platform should include certain core technical capabilities:

    • Master data hub: Functions as a system of reference, providing an authoritative source of data in read-only format to systems downstream.
    • Data modeling: Ability to model complex relationships between internal application sources and other parties.
    • Workflow management: Ability to support flexible and comprehensive workflow-based capabilities.
    • Relationship and hierarchies: Ability to determine relationships and identify hierarchies within the same domain or across different domains of master data.
    • Information quality: Ability to profile, cleanse, match, link, identify, and reconcile master data in different data sources to create and maintain the “golden record.”
    • Loading, integration, synchronization: Ability to load data quality tools and integrate so there is a bidirectional flow of data. Enable data migration and updates that prevent duplicates within the incoming data and data found in the hub.
    • Security: Ability to control access of MDM and the ability to report on activities. Ability to configure and manage different rules and visibilities.
    • Ease of use: Including different user interfaces for technical and business roles.
    • Scalability and high performance/high availability: Ability to expand or shrink depending on the business needs and maintain a high service level.

    Other requirements may include:

    • MDM solution that can handle multiple domains on a single set of technology and hardware.
    • Offers a broad set of data integration connectors out of the box.
    • Offers flexible deployments (on-premises, cloud, as-a-service).
    • Supports all architectural implementation styles: registry, consolidation, coexistence, and transactional.
    • Data governance tools: workflow and business process management (BPM) functionality to link data governance with operational MDM.
    • Uses AI to automate MDM processes.

    Info-Tech Research Group’s MDM platform

    The image contains a screenshot of Info-Tech's MDM Platform.

    Info-Tech Research Group’s MDM platform summarizes an organization’s data environment and the technical capabilities that should be taken into consideration for your organization's MDM implementation.

    Design your master data management platform

    2-3 hours

    Instructions

    Download the Master Data Management Platform Template.

    The platform is not static. Adapt the template to your own needs based on your target data state, required technical capabilities, and business use cases.

    The image contains a screenshot of Info-Tech's MDM Platform.

    Input Output
    • Technology capabilities
    • Target data state
    • Master Data Management Platform
    Materials Participants
    • Master Data Management Platform Template
    • Data Architect
    • Enterprise Architect
    • Head of Data

    Download the MDM Platform Template

    Next steps for the MDM project

    There are several deployment options for MDM platforms; pick the one best suited to the organization’s business needs:

    On-Premises Solutions

    Cloud Solutions

    Hybrid Solutions

    Embrace the technology

    MDM has traditionally been an on-premises initiative. On-premises solutions have typically had different instances for various divisions. On-premises solutions offer interoperability and consistency.

    Many IT teams of larger companies prefer an on-premises implementation. They want to purchase a perpetual MDM software license, install it on hardware systems, configure and test the MDM software, and maintain it on an ongoing basis.

    Cloud MDM solutions can be application-specific or platform-specific, which involves using a software platform or web-based portal interface to connect internal and external data. Cloud is seen as a more cost-effective MDM solution as it doesn’t require a large IT staff to configure the system and can be paid for through a monthly subscription. Because many organizations are averse to storing their master data outside of their firewalls, some cloud MDM solutions manage the data where it resides (either software as a service or on-premises), rather than maintaining it in the cloud.

    MDM system resides both on premises and in the cloud. As many organizations have some applications on premises and others in the cloud, having a hybrid MDM solution is a realistic option for many. MDM can be leveraged from either on-premises or in the cloud solutions, depending on the current needs of the organization.

    • Vendor-supplied MDM solutions often provide complete technical functionality in the package and various deployment options.
    • Consider leverage Info-Tech’s SoftwareReviews to accelerate and improve your software selection process.

    Capitalizing on trends in the MDM technology space would increase your competitive edge

    AI improves master data management.

    • With MDM technology improving every year, there are a greater number of options to choose from than ever before. AI is one of the hottest trends in MDM.
    • By using machine learning (ML) techniques, AI can automate many activities surrounding MDM to ease manual processes and improve accuracy, such as automating master data profiling, managing workflow, identifying duplication, and suggesting match and merge proposals.
    • Some other powerful applications include product categorization and hierarchical management. The product is assigned to the correct level of the category hierarchy based on the probability that a block of words in a product title or description belongs to product categories (Informatica, 2021).

    Info-Tech Insight

    Leverage modern capabilities such as AI and ML to support large and complex MDM deployments.

    The image contains a screenshot of the AI Activities in MDM.

    Informatica, 2021

    Related Info-Tech Research

    Build Your Data Quality Program

    • Data needs to be good, but truly spectacular data may go unnoticed. Provide the right level of data quality, with the appropriate effort, for the correct usage. This blueprint will help you determine what “the right level of data quality” means and create a plan to achieve that goal for the business.

    Build a Data Architecture Roadmap

    • Optimizing data architecture requires a plan, not just a data model.

    Create a Data Management Roadmap

    • Streamline your data management program with our simplified framework.

    Related Info-Tech Research

    Build a Robust and Comprehensive Data Strategy

    • Formulate a data strategy that stitches all of the pieces together to better position you to unlock the value in your data.

    Build Your Data Practice and Platform

    • The true value of data comes from defining intentional relationships between the business and the data through a well-thought-out data platform and practice.

    Establish Data Governance

    • Establish data trust and accountability with strong governance.

    Research Authors and Contributors

    Authors:

    Name

    Position

    Company

    Ruyi Sun

    Research Specialist, Data & Analytics

    Info-Tech Research Group

    Rajesh Parab

    Research Director, Data & Analytics

    Info-Tech Research Group

    Contributors:

    Name

    Position

    Company

    Selwyn Samuel

    Director of Enterprise Architecture

    Furniture manufacturer

    Julie Hunt

    Consultant and Author

    Hub Designs Magazine and Julie Hunt Consulting

    David Loshin

    President

    Knowledge Integrity Inc.

    Igor Ikonnikov

    Principal Advisory Director

    Info-Tech Research Group

    Irina Sedenko

    Advisory Director

    Info-Tech Research Group

    Anu Ganesh

    Principal Research Director

    Info-Tech Research Group

    Wayne Cain

    Principal Advisory Director

    Info-Tech Research Group

    Reddy Doddipalli

    Senior Workshop Director

    Info-Tech Research Group

    Imad Jawadi

    Senior Manager, Consulting

    Info-Tech Research Group

    Andy Neill

    Associate Vice President

    Info-Tech Research Group

    Steve Wills

    Practice Lead

    Info-Tech Research Group

    Bibliography

    “DAMA Guide to the Data Management Body of Knowledge (DAMA-DMBOK Guide).” First Edition. DAMA International. 2009. Digital. April 2014.
    “State of the Connected Customer, Fifth Edition.” Salesforce, 2022. Accessed Jan. 2023.
    “The new digital edge: Rethinking strategy for the postpandemic era.” McKinsey & Company, 26 May. 2021. Assessed Dec. 2022.
    “Value and resilience through better risk management.” Mckinsey & Company, 1 Oct. 2018. Assessed Dec. 2022.
    “Plotting a course through turbulent times (9TH ANNUAL B2B SALES & MARKETING DATA REPORT)” Dun & Bradstreet, 2022. Assessed Jan. 2023.
    ““How to Win on Customer Experience.”, Deloitte Digital, 2020. Assessed Dec. 2022.
    “CX Trends 2022.”, Zendesk, 2022. Assessed Jan. 2023
    .”Global consumer trends to watch out for in 2023.” Qualtrics XM Institute, 8 Nov. 2022. Assessed Dec. 2022
    “How to Understand Single Versus Multiple Software Instances.” Brightwork Research & Analysis, 24 Mar. 2021. Assessed Dec. 2022
    “What is omnichannel?” Oracle. Assessed Dec. 2022
    “How AI Improves Master Data Management (MDM).” Informatica, 30 May. 2021. Assessed Dec. 2022

    Implement an IT Chargeback System

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    • Parent Category Name: Cost & Budget Management
    • Parent Category Link: /cost-and-budget-management
    • Business units voraciously consume IT services and don’t understand the actual costs of IT. This is due to lack of IT cost transparency and business stakeholder accountability for consumption of IT services.
    • Business units perceive IT costs as uncompetitive, resulting in shadow IT and a negative perception of IT.
    • Business executives have decided to implement an IT chargeback program and IT must ensure the program succeeds.

    Our Advice

    Critical Insight

    Price IT services so that business consumers find them meaningful, measurable, and manageable:

    • The business must understand what they are being charged for. If they can’t understand the value, you’ve chosen the wrong basis for charge.
    • Business units must be able to control and track their consumption levels, or they will feel powerless to control costs and you’ll never attain real buy-in.

    Impact and Result

    • Explain IT costs in ways that matter to the business. Instead of focusing on what IT pays for, discuss the value that IT brings to the business by defining IT services and how they serve business users.
    • Develop a chargeback model that brings transparency to the flow of IT costs through to business value. Demonstrate how a good chargeback model can bring about fair “pay-for-value” and “pay-for-what-you-use” pricing.
    • Communicate IT chargeback openly and manage change effectively. Business owners will want to know how their profit and loss statements will be affected by the new pricing model.

    Implement an IT Chargeback System Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement an IT chargeback program, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Launch

    Make the case for IT chargeback, then assess the financial maturity of the organization and identify a pathway to success. Create a chargeback governance model.

    • Implement IT Chargeback – Phase 1: Launch
    • IT Chargeback Kick-Off Presentation

    2. Define

    Develop a chargeback model, including identifying user-facing IT services, allocating IT costs to services, and setting up the chargeback program.

    • Implement IT Chargeback – Phase 2: Define
    • IT Chargeback Program Development & Management Tool

    3. Implement

    Communicate the rollout of the IT chargeback model and establish a process for recovering IT services costs from business units.

    • Implement IT Chargeback – Phase 3: Implement
    • IT Chargeback Communication Plan
    • IT Chargeback Rollout Presentation
    • IT Chargeback Financial Presentation

    4. Revise

    Gather and analyze feedback from business owners, making necessary modifications to the chargeback model and communicating the implications.

    • Implement IT Chargeback – Phase 4: Revise
    • IT Chargeback Change Communication Template
    [infographic]

    Workshop: Implement an IT Chargeback System

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Kick-Off IT Chargeback

    The Purpose

    Make the case for IT chargeback.

    Identify the current and target state of chargeback maturity.

    Establish a chargeback governance model.

    Key Benefits Achieved

    Investigated the benefits and challenges of implementing IT chargeback.

    Understanding of the reasons why traditional chargeback approaches fail.

    Identified the specific pathway to chargeback success.

    Activities

    1.1 Investigate the benefits and challenges of implementing IT chargeback

    1.2 Educate business owners and executives on IT chargeback

    1.3 Identify the current and target state of chargeback maturity

    1.4 Establish chargeback governance

    Outputs

    Defined IT chargeback mandate

    IT chargeback kick-off presentation

    Chargeback maturity assessment

    IT chargeback governance model

    2 Develop the Chargeback Model

    The Purpose

    Develop a chargeback model.

    Identify the customers and user-facing services.

    Allocate IT costs.

    Determine chargeable service units.

    Key Benefits Achieved

    Identified IT customers.

    Identified user-facing services and generated descriptions for them.

    Allocated IT costs to IT services.

    Identified meaningful, measurable, and manageable chargeback service units.

    Activities

    2.1 Identify user-facing services and generate descriptions

    2.2 Allocate costs to user-facing services

    2.3 Determine chargeable service units and pricing

    2.4 Track consumption

    2.5 Determine service charges

    Outputs

    High-level service catalog

    Chargeback model

    3 Communicate IT Chargeback

    The Purpose

    Communicate the implementation of IT chargeback.

    Establish a process for recovering the costs of IT services from business units.

    Share the financial results of the charge cycle with business owners.

    Key Benefits Achieved

    Managed the transition to charging and recovering the costs of IT services from business units.

    Communicated the implementation of IT chargeback and shared the financial results with business owners.

    Activities

    3.1 Create a communication plan

    3.2 Deliver a chargeback rollout presentation

    3.3 Establish a process for recovering IT costs from business units

    3.4 Share the financial results from the charge cycle with business owners

    Outputs

    IT chargeback communication plan

    IT chargeback rollout presentation

    IT service cost recovery process

    IT chargeback financial presentation

    4 Review the Chargeback Model

    The Purpose

    Gather and analyze feedback from business owners on the chargeback model.

    Make necessary modifications to the chargeback model and communicate implications.

    Key Benefits Achieved

    Gathered business stakeholder feedback on the chargeback model.

    Made necessary modifications to the chargeback model to increase satisfaction and accuracy.

    Managed changes by communicating the implications to business owners in a structured manner.

    Activities

    4.1 Address stakeholder pain points and highly disputed costs

    4.2 Update the chargeback model

    4.3 Communicate the chargeback model changes and implications to business units

    Outputs

    Revised chargeback model with business feedback, change log, and modifications

    Chargeback change communication

    Integrate IT Risk Into Enterprise Risk

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    • Parent Category Name: IT Governance, Risk & Compliance
    • Parent Category Link: /it-governance-risk-and-compliance
    • IT risks, when considered, are identified and classified separately from the enterprise-wide perspective.
    • IT is expected to own risks over which they have no authority or oversight.
    • Poor behaviors, such as only considering IT risks when conducting compliance or project due diligence, have been normalized.

    Our Advice

    Critical Insight

    • Stop avoiding risk – integrate it. This provides a holistic view of uncertainty for the organization to drive innovative new approaches to optimize the organization’s ability to respond to risk.

    Impact and Result

    • Understand gaps in the organization’s current approach to risk management practices.
    • Establish a standardized approach for how IT risks impact the enterprise as a whole.
    • Drive a risk-aware organization toward innovation and consider alternative options for how to move forward.
    • Integrate IT risks into the foundational risk practice.

    Integrate IT Risk Into Enterprise Risk Research & Tools

    Integrated Risk Management Capstone – A framework for how IT risks can be integrated into your organization’s enterprise risk management program to enable strategic risk-informed decisions.

    This is a capstone blueprint highlighting the benefits of an integrated risk management program that uses risk information and data to inform strategic decision making. Throughout this research you will gain insight into the five core elements of integrating risk through assessing, governing, defining the program, defining the process, and implementing.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    • Integrate IT Risk Into Enterprise Risk Capstone
    • Integrated Risk Maturity Assessment
    • Risk Register Tool

    Infographic

    Further reading

    Integrate IT Risk Into Enterprise Risk

    Don’t fear IT risks, integrate them.

    EXECUTIVE BRIEF

    Analyst Perspective

    Having siloed risks is risky business for any enterprise.

    Photo of Valence Howden, Principal Research Director, CIO Practice.
    Valence Howden
    Principal Research Director, CIO Practice
    Photo of Petar Hristov Research Director, Security, Privacy, Risk & Compliance.
    Petar Hristov
    Research Director, Security, Privacy, Risk & Compliance
    Photo of Ian Mulholland Research Director, Security, Risk & Compliance.
    Ian Mulholland
    Research Director, Security, Risk & Compliance
    Photo of Brittany Lutes, Senior Research Analyst, CIO Practice.
    Brittany Lutes
    Senior Research Analyst, CIO Practice
    Photo of Ibrahim Abdel-Kader, Research Analyst, CIO Practice
    Ibrahim Abdel-Kader
    Research Analyst, CIO Practice

    Every organization has a threshold for risk that should not be exceeded, whether that threshold is defined or not.

    In the age of digital, information and technology will undoubtedly continue to expand beyond the confines of the IT department. As such, different areas of the organization cannot address these risks in silos. A siloed approach will produce different ways of identifying, assessing, responding to, and reporting on risk events. Integrated risk management is about embedding IT uncertainty to inform good decision making across the organization.

    When risk is integrated into the organization's enterprise risk management program, it enables a single view of all risks and the potential impact of each risk event. More importantly, it provides a consistent view of the risk event in relation to uncertainty that might have once been seemingly unrelated to IT.

    And all this can be achieved while remaining within the enterprise’s clearly defined risk appetite.

    Executive Summary

    Your Challenge

    Most organizations fail to integrate IT risks into enterprise risks:

    • IT risks, when considered, are identified and classified separately from the enterprise-wide perspective.
    • IT is expected to own risks over which they have no authority or oversight.
    • Poor behaviors, such as only considering IT risks when conducting compliance or project due diligence, have been normalized.

    Common Obstacles

    IT leaders have to overcome these obstacles when it comes to integrating risk:

    • Making business leaders aware of, involved in, and able to respond to all enterprise risks.
    • A lack of data or information being used to support a holistic risk management process.
    • A low level of enterprise risk maturity.
    • A lack of risk management capabilities.

    Info-Tech’s Approach

    By leveraging the Info-Tech Integrated Risk approach, your business can better address and embed risk by:

    • Understanding gaps in the organization’s current approach to risk management practices.
    • Establishing a standardized approach for how IT risks impact the enterprise as a whole.
    • Driving a risk-aware organization toward innovation and considering alternative options for how to move forward.
    • Helping integrate IT risks into the foundational risk practice.

    Info-Tech Insight

    Stop avoiding risk – integrate it. This provides a holistic view of uncertainty for the organization to drive innovative new approaches to optimize its ability to respond to risk.

    What is integrated risk management?

    • Integrated risk management is the process of ensuring all forms of risk information, including information and technology, are considered and included in the enterprise’s risk management strategy.
    • It removes the siloed approach to classifying risks related to specific departments or areas of the organization, recognizing that each of those risks is a threat to the overarching enterprise.
    • Aggregating the different threats or uncertainty that might exist within an organization allows for informed decisions to be made that align to strategic goals and continue to drive value back to the business.
    • By holistically considering the different risks, the organization can make informed decisions on the best course of action that will reduce any negative impacts associated with the uncertainty and increase the overall value.

    Enterprise Risk Management (ERM)

    • IT
    • Security
    • Digital
    • Vendor/Third Party
    • Other

    Enterprise risk management is the practice of identifying and addressing risks to your organization and using risk information to drive better decisions and better opportunities.

    IT risk is enterprise risk

    Multiple types of risk, 'Finance', 'IT', 'People', and 'Digital', funneling into 'ENTERPRISE RISKS'. IT risks have a direct and often aggregated impact on enterprise risks and opportunities in the same way other business risks can. This relationship must be understood and addressed through integrated risk management to ensure a consistent approach to risk.

    Your challenge

    Embedding IT risks into the enterprise risk management program is challenging because:

    • Most organizations classify risks based on the departments or areas of the business where the uncertainty is likely to happen.
    • Unnecessary expectations are placed on the IT department to own risks over which they have no authority or oversight.
    • Risks are often only identified when conducting due diligence for a project or ensuring compliance with regulations and standards.

    Risk-mature organizations have a unique benefit in that they often have established an overarching governance framework and embedded risk awareness into the culture.

    35% — Only 35% of organizations had embraced ERM in 2020. (Source: AICPA and NC State Poole College of Management)

    12% — Only 12% of organizations are leveraging risk as a tool to their strategic advantage. (Source: AICPA and NC State Poole College of Management)

    Common obstacles

    These barriers make integrating IT risks difficult to address for many organizations:

    • IT risks are not seen as enterprise risks.
    • The organization’s culture toward risk is not defined.
    • The organization’s appetite and threshold for risk are not defined.
    • Each area of the organization has a different method of identifying, assessing, and responding to risk events.
    • Access to reliable and informative data to support risk management is difficult to obtain.
    • Leadership does not see the business value of integrating risk into a single management program.
    • The organization’s attitudes and behaviors toward risk contradict the desired and defined risk culture.
    • Skills, training, and resources to support risk management are lacking, let alone those to support integrated risk management.

    Integrating risks has its challenges

    62% — Accessing and disseminating information is the main challenge for 62% of organizations maturing their organizational risk management. (Source: OECD)

    20-28% — Organizations with access to machine learning and analytics to address future risk events have 20 to 28% more satisfaction. (Source: Accenture)

    Integrate Risk and Use It to Your Advantage

    Accelerate and optimize your organization by leveraging meaningful risk data to make intelligent enterprise risk decisions.

    Risk management is more than checking an audit box or demonstrating project due diligence.

    Risk Drivers
    • Audit & compliance
    • Preserve value & avoid loss
    • Previous risk impact driver
    • Major transformation
    • Strategic opportunities
    Arrow pointing right. Only 7% of organizations are in a “leading” or “aspirational” level of risk maturity. (OECD, 2021) 63% of organizations struggle when it comes to defining their appetite toward strategy related risks. (“Global Risk Management Survey,” Deloitte, 2021) Late adopters of risk management were 70% more likely to use instinct over data or facts to inform an efficient process. (Clear Risk, 2020) 55% of organizations have little to no training on ERM to properly implement such practices. (AICPA, NC State Poole College of Management, 2021)
    1. Assess Enterprise Risk Maturity 3. Build a Risk Management Program Plan 4. Establish Risk Management Processes 5. Implement a Risk Management Program
    2. Determine Authority with Governance
    Unfortunately, less than 50% of those in risk focused roles are also in a governance role where they have the authority to provide risk oversight. (Governance Institute of Australia, 2020)
    IT can improve the maturity of the organization’s risk governance and help identify risk owners who have authority and accountability.

    Governance and related decision making is optimized with integrated and aligned risk data.

    List of 'Integrated Risk Maturity Categories': '1. Context & Strategic Direction', '2. Risk Culture and Authority', '3. Risk Management Process', and '4. Risk Program Optimization'. The five types of a risk in Enterprise Risk Management.

    ERM incorporates the different types of risk, including IT, security, digital, vendor, and other risk types.

    The program plan is meant to consider all the major risk types in a unified approach.

    The 'Risk Process' cycle starting with '1. Identify', '2. Assess', '3. Respond', '4. Monitor', '5. Report', and back to the beginning. Implementation of an integrated risk management program requires ongoing access to risk data by those with decision making authority who can take action.

    Integrated Risk Mapping — Downside Risk Focus

    A diagram titled 'Risk and Controls' beginning with 'Possible Sources' and a list of sources, 'Control Activities' to prevent, the 'RISK EVENT', 'Recovery Activities' to recover, and 'Possible Repercussions' with a list of ramifications.

    Integrated Risk Mapping — Downside and Upside Risk

    Third-Party Risk Example

    Example of a third-party risk mapped onto the diagram on the previous slide, but with potential upsides mapped out as well. The central risk event is 'Vendor exposes private customer data'. Possible Sources of the downside are 'External Attack' with likelihood prevention method 'Define security standard requirements for vendor assessment' and 'Exfiltration of data through fourth-party staff' with likelihood prevention method 'Ensure data is properly classified'. Possible Sources of the upside are 'Application rationalization' with likelihood optimization method 'Reduce number of applications in environment' and 'Review vendor assessment practices' with likelihood optimization method 'Improve vendor onboarding'. Possible Repercussions on the downside are 'Organization unable to operate in jurisdiction' with impact minimization method 'Engage in-house risk mitigation responses' and 'Fines levied against organization' with impact minimization method 'Report incident to any regulators'. Possible Repercussions on the upside are 'Easier vendor integration and management' with impact utilization method 'Improved vendor onboarding practices' and 'Able to bid on contracts with these requirements' with impact utilization method 'Vendors must provide attestations (e.g. SOC or CMMC)'.

    Insight Summary

    Overarching insight

    Stop fearing risk – integrate it. Integration leads to opportunities for organizations to embrace innovation and new digital technologies as well as reducing operational costs and simplifying reporting.

    Govern risk strategically

    Governance of risk management for information- and technology-related events is often misplaced. Just because it's classified as an IT risk does not mean it shouldn’t be owned by the board or business executive.

    Assess risk maturity

    Integrating risk requires a baseline of risk maturity at the enterprise level. IT can push integrating risks, but only if the enterprise is willing to adopt the attitudes and behaviors that will drive the integrated risk approach.

    Manage risk

    It is not a strategic decision to have different areas of the organization manage the risks perceived to be in their department. It’s the easy choice, but not the strategic one.

    Implement risk management

    Different areas of an enterprise apply risk management processes differently. Determining a single method for identification, assessment, response, and monitoring can ensure successful implementation of enterprise risk management.

    Tactical insight

    Good risk management will consider both the positives and negatives associated with a risk management program by recognizing both the upside and downside of risk event impact and likelihood.

    Integrated risk benefits

    IT Benefits

    • IT executives have a responsibility but not accountability when it comes to risk. Ensure the right business stakeholders have awareness and ability to make informed risk decisions.
    • Controls and responses to risks that are within the “IT” realm will be funded and provided with sufficient support from the business.
    • The business respects and values the role of IT in supporting the enterprise risk program, elevating its role into business partner.

    Business Benefits

    • Business executives and boards can make informed responses to the various forms of risk, including those often categorized as “IT risks.”
    • The compounding severity of risks can be formally assessed and ideally quantified to provide insight into how risks’ ramifications can change based on scenarios.
    • Risk-informed decisions can be used to optimize the business and drive it toward adopting innovation as a response to risk events.
    • Get your organization insured against cybersecurity threats at the lowest premiums possible.

    Measure the value of integrating risk

    • Reduce Operating Costs

      • Organizations can reduce their risk operating costs by 20 to 30% by adopting enterprise-wide digital risk initiatives (McKinsey & Company).
    • Increase Cybersecurity Threat Preparedness

      • Increase the organization’s preparedness for cybersecurity threats. 79% of organizations that were impacted by email threats in 2020 were not prepared for the hit (Diligent)
    • Increase Risk Management’s Impact to Drive Strategic Value

      • Currently, only 3% of organizations are extensively using risk management to drive their unique competitive advantage, compared to 35% of companies who do not use it at all (AICPA & NC State Poole College of Management).
    • Reduce Lost Productivity for the Enterprise

      • Among small businesses, 76% are still not considering purchasing cyberinsurance in 2021, despite the fact that ransomware attacks alone cost Canadian businesses $5.1 billion in productivity in 2020 (Insurance Bureau of Canada, 2021).

    “31% of CIO’s expected their role to expand and include risk management responsibilities.” (IDG “2021 State of the CIO,” 2021)

    Make integrated risk management sustainable

    58%

    Focus not just on the preventive risk management but also the value-creating opportunities. With 58% of organizations concerned about disruptive technology, it’s an opportunity to take the concern and transform it into innovation. (Accenture)

    70%

    Invest in tools that have data and analytics features. Currently, “gut feelings” or “experience” inform the risk management decisions for 70% of late adopters. (Clear Risk)

    54%

    Align to the strategic vision of the board and CEO, given that these two roles account for 54% of the accountability associated with extended enterprise risk management. (Extended Enterprise Risk Management Survey, 2020,” Deloitte)

    63%

    Include IT leaders in the risk committee to help informed decision making. Currently 63% of chief technology officers are included in the C‑suite risk committee. (AICPA & NC State Poole College of Management)

    Successful adoption of integrated risk management is often associated with these key elements.

    Assessment

    Assess your organization’s method of addressing risk management to determine if integrated risk is possible

    Assessing the organization’s risk maturity

    Mature or not, integrated risk management should be a consideration for all organizations

    The first step to integrating risk management within the enterprise is to understand the organization’s readiness to adopt practices that will enable it to successfully integrate information.

    In 2021, we saw enterprise risk management assessments become one of the most common trends, particularly as a method by which the organization can consolidate the potential impacts of uncertainties or threats (Lawton, 2021). A major driver for this initiative was the recognition that information and technology not only have enterprise-wide impacts on the organization’s risk management but that IT has a critical role in supporting processes that enable effective access to data/information.

    A maturity assessment has several benefits for an organization: It ensures there is alignment throughout the organization on why integrated risk is the right approach to take, it recognizes the organization’s current risk maturity, and it supports the organization in defining where it would like to go.

    Pie chart titled 'Organizational Risk Management Maturity Assessment Results' showing just under half 'Progressing', a third 'Established', a seventh 'Emerging', and a very small portion 'Leading or Aspirational'.

    Integrated Risk Maturity Categories

    Semi-circle with colored points indicating four categories.

    1

    Context & Strategic Direction Understand the organization’s main objectives and how risk can support or enhance those objectives.

    2

    Risk Culture and Authority Examine if risk-based decisions are being made by those with the right level of authority and if the organization’s risk appetite is embedded in the culture.

    3

    Risk Management Process Determine if the current process to identify, assess, respond to, monitor, and report on risks is benefitting the organization.

    4

    Risk Program Optimization Consider opportunities where risk-related data is being gathered, reported, and used to make informed decisions across the enterprise.

    Maturity should inform your approach to risk management

    The outcome of the risk maturity assessment should inform how risk management is approached within the organization.

    A row of waves starting light and small and becoming taller and darker in steps. The levels are 'Non-existent', 'Basic', 'Partially Integrated', 'Mostly Integrated', 'Fully Integrated', and 'Optimized'.

    For organizations with a low maturity, remaining superficial with risk will offer more benefits and align to the enterprise’s risk tolerance and appetite. This might mean no integrated risk is taking place.

    However, organizations that have higher risk maturity should begin to integrate risk information. These organizations can identify the nuances that would affect the severity and impact of risk events.

    Integrated Risk Maturity Assessment

    The purpose of the Integrated Risk Maturity Assessment is to assess the organization's current maturity and readiness for integrated risk management (IRM).

    Frequently and continually assessing your organization’s maturity toward integrated risk ensures the right risk management program can be adopted by your organization.

    Integrated Risk Maturity Assessment

    A simple tool to understand if your organization is ready to embrace integrated risk management by measuring maturity across four key categories: Context & Strategic Direction, Risk Culture & Authority, Risk Management Process, and Risk Program Optimization

    Sample of the Integrated Risk Maturity Assessment deliverable.

    Use the results from this integrated risk maturity assessment to determine the type of risk management program that can and should be adopted by your organization.

    Some organizations will need to remain siloed and focused on IT risk management only, while others will be able to integrate risk-related information to start enabling automatic controls that respond to this data.

    Human Resources Management

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    Optimize IT Change Management

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    • Infrastructure managers and change managers need to re-evaluate their change management processes due to slow change turnaround time, too many unauthorized changes, too many incidents and outages because of poorly managed changes, or difficulty evaluating and prioritizing changes.
    • IT system owners often resist change management because they see it as slow and bureaucratic.
    • Infrastructure changes are often seen as different from application changes, and two (or more) processes may exist.

    Our Advice

    Critical Insight

    • ITIL provides a usable framework for change management, but full process rigor is not appropriate for every change request.
    • You need to design a process that is flexible enough to meet the demand for change, and strict enough to protect the live environment from change-related incidents.
    • A mature change management process will minimize review and approval activity. Counterintuitively, with experience in implementing changes, risk levels decline to a point where most changes are “pre-approved.”

    Impact and Result

    • Create a unified change management process that reduces risk. The process should be balanced in its approach toward deploying changes while also maintaining throughput of innovation and enhancements.
    • Categorize changes based on an industry-standard risk model with objective measures of impact and likelihood.
    • Establish and empower a change manager and change advisory board with the authority to manage, approve, and prioritize changes.
    • Integrate a configuration management database with the change management process to identify dependencies.

    Optimize IT Change Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should optimize change management, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    • Optimize IT Change Management – Phases 1-4

    1. Define change management

    Assess the maturity of your existing change management practice and define the scope of change management for your organization.

    • Change Management Maturity Assessment Tool
    • Change Management Risk Assessment Tool

    2. Establish roles and workflows

    Build your change management team and standardized process workflows for each change type.

    • Change Manager
    • Change Management Process Library – Visio
    • Change Management Process Library – PDF
    • Change Management Standard Operating Procedure

    3. Define the RFC and post-implementation activities

    Bookend your change management practice by standardizing change intake, implementation, and post-implementation activities.

    • Request for Change Form Template
    • Change Management Pre-Implementation Checklist
    • Change Management Post-Implementation Checklist

    4. Measure, manage, and maintain

    Form an implementation plan for the project, including a metrics evaluation, change calendar inputs, communications plan, and roadmap.

    • Change Management Metrics Tool
    • Change Management Communications Plan
    • Change Management Roadmap Tool
    • Optimize IT Change Management Improvement Initiative: Project Summary Template

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    Workshop: Optimize IT Change Management

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Define Change Management

    The Purpose

    Discuss the existing challenges and maturity of your change management practice.

    Build definitions of change categories and the scope of change management.

    Key Benefits Achieved

    Understand the starting point and scope of change management.

    Understand the context of change request versus other requests such as service requests, projects, and operational tasks.

    Activities

    1.1 Outline strengths and challenges

    1.2 Conduct a maturity assessment

    1.3 Build a categorization scheme

    1.4 Build a risk assessment matrix

    Outputs

    Change Management Maturity Assessment Tool

    Change Management Risk Assessment Tool

    2 Establish Roles and Workflows

    The Purpose

    Define roles and responsibilities for the change management team.

    Develop a standardized change management practice for approved changes, including process workflows.

    Key Benefits Achieved

    Built the team to support your new change management practice.

    Develop a formalized and right-sized change management practice for each change category. This will ensure all changes follow the correct process and core activities to confirm changes are completed successfully.

    Activities

    2.1 Define the change manager role

    2.2 Outline the membership and protocol for the Change Advisory Board (CAB)

    2.3 Build workflows for normal, emergency, and pre-approved changes

    Outputs

    Change Manager Job Description

    Change Management Standard Operating Procedure (SOP)

    Change Management Process Library

    3 Define the RFC and Post-Implementation Activities

    The Purpose

    Create a new change intake process, including a new request for change (RFC) form.

    Develop post-implementation review activities to be completed for every IT change.

    Key Benefits Achieved

    Bookend your change management practice by standardizing change intake, implementation, and post-implementation activities.

    Activities

    3.1 Define the RFC template

    3.2 Determine post-implementation activities

    3.3 Build your change calendar protocol

    Outputs

    Request for Change Form Template

    Change Management Post-Implementation Checklist

    Project Summary Template

    4 Measure, Manage, and Maintain

    The Purpose

    Develop a plan and project roadmap for reaching your target for your change management program maturity.

    Develop a communications plan to ensure the successful adoption of the new program.

    Key Benefits Achieved

    A plan and project roadmap for reaching target change management program maturity.

    A communications plan ready for implementation.

    Activities

    4.1 Identify metrics and reports

    4.2 Build a communications plan

    4.3 Build your implementation roadmap

    Outputs

    Change Management Metrics Tool

    Change Management Communications Plan

    Change Management Roadmap Tool

    Further reading

    Optimize IT Change Management

    Right-size IT change management practice to protect the live environment.

    EXECUTIVE BRIEF

    Analyst Perspective

    Balance risk and efficiency to optimize IT change management.

    Change management (change enablement, change control) is a balance of efficiency and risk. That is, pushing changes out in a timely manner while minimizing the risk of deployment. On the one hand, organizations can attempt to avoid all risk and drown the process in rubber stamps, red tape, and bureaucracy. On the other hand, organizations can ignore process and push out changes as quickly as possible, which will likely lead to change related incidents and debilitating outages.

    Right-sizing the process does not mean adopting every recommendation from best-practice frameworks. It means balancing the efficiency of change request fulfillment with minimizing risk to your organization. Furthermore, creating a process that encourages adherence is key to avoid change implementers from skirting your process altogether.

    Benedict Chang, Research Analyst, Infrastructure and Operations, Info-Tech Research Group

    Executive Summary

    Your Challenge

    Infrastructure and application change occurs constantly and is driven by changing business needs, requests for new functionality, operational releases and patches, and resolution of incidents or problems detected by the service desk.

    IT managers need to follow a standard change management process to ensure that rogue changes are never deployed while the organization remains responsive to demand.

    Common Obstacles

    IT system owners often resist change management because they see it as slow and bureaucratic.

    At the same time, an increasingly interlinked technical environment may cause issues to appear in unexpected places. Configuration management systems are often not kept up-to-date and do not catch the potential linkages.

    Infrastructure changes are often seen as “different” from application changes and two (or more) processes may exist.

    Info-Tech’s Approach

    Info-Tech’s approach will help you:

    • Create a unified change management practice that balances risk and throughput of innovation.
    • Categorize changes based on an industry-standard risk model with objective measures of impact and likelihood.
    • Establish and empower a Change Manager and Change Advisory Board (CAB) with the authority to manage, approve, and prioritize changes.

    Balance Risk and Efficiency to Optimize IT Change Management

    Two goals of change management are to protect the live environment and deploying changes in a timely manner. These two may seem to sometimes be at odds against each other, but assessing risk at multiple points of a change’s lifecycle can help you achieve both.

    Your challenge

    This research is designed to help organizations who need to:

    • Build a right-sized change management practice that encourages adherence and balances efficiency and risk.
    • Integrate the change management practice with project management, service desk processes, configuration management, and other areas of IT and the business.
    • Communicate the benefits and impact of change management to all the stakeholders affected by the process.

    Change management is heavily reliant on organizational culture

    Having a right-sized process is not enough. You need to build and communicate the process to gather adherence. The process is useless if stakeholders are not aware of it or do not follow it.

    Increase the Effectiveness of Change Management in Your Organization

    The image is a bar graph, with the segments labelled 1 and 2. The y-axis lists numbers 1-10. Segment 1 is at 6.2, and segment 2 is at 8.6.

    Of the eight infrastructure & operations processes measured in Info-Tech’s IT Management and Governance Diagnostic (MGD) program, change management has the second largest gap between importance and effectiveness of these processes.

    Source: Info-Tech 2020; n=5,108 IT professionals from 620 organizations

    Common obstacles

    These barriers make this challenge difficult to address for many organizations:

    • Gaining buy-in can be a challenge no matter how well the process is built.
    • The complexity of the IT environment and culture of tacit knowledge for configuration makes it difficult to assess cross-dependencies of changes.
    • Each silo or department may have their own change management workflows that they follow internally. This can make it difficult to create a unified process that works well for everyone.

    “Why should I fill out an RFC when it only takes five minutes to push through my change?”

    “We’ve been doing this for years. Why do we need more bureaucracy?”

    “We don’t need change management if we’re Agile.”

    “We don’t have the right tools to even start change management.”

    “Why do I have to attend a CAB meeting when I don’t care what other departments are doing?”

    Info-Tech’s approach

    Build change management by implementing assessments and stage gates around appropriate levels of the change lifecycle.

    The image is a circle, comprised of arrows, with each arrow pointing to the next, forming a cycle. Each arrow is labelled, as follows: Improve; Request; Assess; Plan; Approve; Implement

    The Info-Tech difference:

    1. Create a unified change management process that balances risk and throughput of innovation.
    2. Categorize changes based on an industry-standard risk model with objective measures of impact and likelihood.
    3. Establish and empower a Change Manager and Change Advisory Board (CAB) with the authority to manage, approve, and prioritize changes.

    IT change is constant and is driven by:

    Change Management:

    1. Operations - Operational releases, maintenance, vendor-driven updates, and security updates can all be key drivers of change. Example: ITSM version update
      • Major Release
      • Maintenance Release
      • Security Patch
    2. Business - Business-driven changes may include requests from other business departments that require IT’s support. Examples: New ERP or HRIS implementation
      • New Application
      • New Version
    3. Service desk → Incident & Problem - Some incident and problem tickets require a change to facilitate resolution of the incident. Examples: Outage necessitating update of an app (emergency change), a user request for new functionality to be added to an existing app
      • Workaround
      • Fix
    4. Configuration Management Database (CMDB) ↔ Asset Management - In addition to software and hardware asset dependencies, a configuration management database (CMDB) is used to keep a record of changes and is queried to assess change requests.
      • Hardware
      • Software

    Insight summary

    “The scope of change management is defined by each organization…the purpose of change management is to maximize the number of successful service and product changes by ensuring that the risk have been properly assessed, authorizing changes to process, and managing the change schedule.” – ALEXOS Limited, ITIL 4

    Build a unified change management process balancing risk and change throughput.

    Building a unified process that oversees all changes to the technical environment doesn’t have to be burdensome to be effective. However, the process is a necessary starting point to identifying cross dependencies and avoiding change collisions and change-related incidents.

    Use an objective framework for estimating risk

    Simply asking, “What is the risk?” will result in subjective responses that will likely minimize the perceived risk. The level of due diligence should align to the criticality of the systems or departments potentially impacted by the proposed changes.

    Integrate your change process with your IT service management system

    Change management in isolation will provide some stability, but maturing the process through service integrations will enable data-driven decisions, decrease bureaucracy, and enable faster and more stable throughput.

    Change management and DevOps can work together effectively

    Change and DevOps tend to be at odds, but the framework does not have to change. Lower risk changes in DevOps are prime candidates for the pre-approved category. Much of the responsibility traditionally assigned to the CAB can be diffused throughout the software development lifecycle.

    Change management and DevOps can coexist

    Shift the responsibility and rigor to earlier in the process.

    • If you are implementing change management in a DevOps environment, ensure you have a strong DevOps lifecycle. You may wish to refer to Info-Tech’s research Implementing DevOps Practices That Work.
    • Consider starting in this blueprint by visiting Appendix II to frame your approach to change management. Follow the blueprint while paying attention to the DevOps Callouts.

    DEVOPS CALLOUTS

    Look for these DevOps callouts throughout this storyboard to guide you along the implementation.

    The image is a horizontal figure eight, with 7 arrows, each pointing into the next. They are labelled are follows: Plan; Create; Verify; Package; Release; Configure; Monitor. At the centre of the circles are the words Dev and Ops.

    Successful change management will provide benefits to both the business and IT

    Respond to business requests faster while reducing the number of change-related disruptions.

    IT Benefits

    • Fewer change-related incidents and outages
    • Faster change turnaround time
    • Higher rate of change success
    • Less change rework
    • Fewer service desk calls related to poorly communicated changes

    Business Benefits

    • Fewer service disruptions
    • Faster response to requests for new and enhanced functionalities
    • Higher rate of benefits realization when changes are implemented
    • Lower cost per change
    • Fewer “surprise” changes disrupting productivity

    IT satisfaction with change management will drive business satisfaction with IT. Once the process is working efficiently, staff will be more motivated to adhere to the process, reducing the number of unauthorized changes. As fewer changes bypass proper evaluation and testing, service disruptions will decrease and business satisfaction will increase.

    Change management improves core benefits to the business: the four Cs

    Most organizations have at least some form of change control in place, but formalizing change management leads to the four Cs of business benefits:

    Control

    Change management brings daily control over the IT environment, allowing you to review every relatively new change, eliminate changes that would have likely failed, and review all changes to improve the IT environment.

    Collaboration

    Change management planning brings increased communication and collaboration across groups by coordinating changes with business activities. The CAB brings a more formalized and centralized communication method for IT.

    Consistency

    Request for change templates and a structured process result in implementation, test, and backout plans being more consistent. Implementing processes for pre-approved changes also ensures these frequent changes are executed consistently and efficiently.

    Confidence

    Change management processes will give your organization more confidence through more accurate planning, improved execution of changes, less failure, and more control over the IT environment. This also leads to greater protection against audits.

    You likely need to improve change management more than any other infrastructure & operations process

    The image shows a vertical bar graph. Each segment of the graph is labelled for an infrastructure/operations process. Each segment has two bars one for effectiveness, and another for importance. The first segment, Change Management, is highlighted, with its Effectiveness at a 6.2 and Importance at 8.6

    Source: Info-Tech 2020; n=5,108 IT Professionals from 620 organizations

    Of the eight infrastructure and operations processes measured in Info-Tech’s IT Management and Governance Diagnostic (MGD) program, change management consistently has the second largest gap between importance and effectiveness of these processes.

    Executives and directors recognize the importance of change management but feel theirs is currently ineffective

    Info-Tech’s IT Management and Governance Diagnostic (MGD) program assesses the importance and effectiveness of core IT processes. Since its inception, the MGD has consistently identified change management as an area for immediate improvement.

    The image is a vertical bar graph, with four segments, each having 2 bars, one for Effectiveness and the other for Importance. The four segments are (with Effectiveness and Importance ratings in brackets, respectively): Frontline (6.5/8.6); Manager (6.6/8.9); Director (6.4/8.8); and Executive (6.1/8.8)

    Source: Info-Tech 2020; n=5,108 IT Professionals from 620 organizations

    Importance Scores

    No importance: 1.0-6.9

    Limited importance: 7.0-7.9

    Significant importance: 8.0-8.9

    Critical importance: 9.0-10.0

    Effectiveness Scores

    Not in place: n/a

    Not effective: 0.0-4.9

    Somewhat Ineffective: 5.0-5.9

    Somewhat effective: 6.0-6.9

    Very effective: 7.0-10.0

    There are several common misconceptions about change management

    Which of these have you heard in your organization?

     Reality
    “It’s just a small change; this will only take five minutes to do.” Even a small change can cause a business outage. That small fix could impact a large system connected to the one being fixed.
    “Ad hoc is faster; too many processes slow things down.” Ad hoc might be faster in some cases, but it carries far greater risk. Following defined processes keeps systems stable and risk-averse.
    “Change management is all about speed.” Change management is about managing risk. It gives the illusion of speed by reducing downtime and unplanned work.
    “Change management will limit our capacity to change.” Change management allows for a better alignment of process (release management) with governance (change management).

    Overcome perceived challenges to implementing change management to reap measurable reward

    Before: Informal Change Management

    Change Approval:

    • Changes do not pass through a formal review process before implementation.
    • 10% of released changes are approved.
    • Implementation challenge: Staff will resist having to submit formal change requests and assessments, frustrated at the prospect of having to wait longer to have changes approved.

    Change Prioritization

    • Changes are not prioritized according to urgency, risk, and impact.
    • 60% of changes are urgent.
    • Implementation challenge: Influential stakeholders accustomed to having changes approved and deployed might resist having to submit changes to a standard cost-benefit analysis.

    Change Deployment

    • Changes often negatively impact user productivity.
    • 25% of changes are realized as planned.
    • Implementation challenge: Engaging the business so that formal change freeze periods and regular maintenance windows can be established.

    After: Right-Sized Change Management

    Change Approval

    • All changes pass through a formal review process. Once a change is repeatable and well-tested, it can be pre-approved to save time. Almost no unauthorized changes are deployed.
    • 95% of changes are approved.
    • KPI: Decrease in change-related incidents

    Change Prioritization

    • The CAB prioritizes changes so that the business is satisfied with the speed of change deployment.
    • 35% of changes are urgent.
    • KPI: Decrease in change turnaround time.

    Change deployment

    • Users are always aware of impending changes and changes don’t interrupt critical business activities.
    • Over 80% of changes are realized as planned
    • KPI: Decrease in the number of failed deployments.

    Info-Tech’s methodology for change management optimization focuses on building standardized processes

     1. Define Change Management2. Establish Roles and Workflows3. Define the RFC and Post-Implementation Activities4. Measure, Manage, and Maintain
    Phase Steps

    1.1 Assess Maturity

    1.2 Categorize Changes and Build Your Risk Assessment

    2.1 Determine Roles and Responsibilities

    2.2 Build Core Workflows

    3.1 Design the RFC

    3.2 Establish Post-Implementation Activities

    4.1 Identify Metrics and Build the Change Calendar

    4.2 Implement the Project

      Change Management Standard Operating Procedure (SOP) Change Management Project Summary Template
    Phase Deliverables
    • Change Management Maturity Assessment Tool
    • Change Management Risk Assessment Tool
    • Change Manager Job Description
    • Change Management Process Library
    • Request for Change (RFC) Form Template
    • Change Management Pre-Implementation Checklist
    • Change Management Post-Implementation Checklist
    • Change Management Metrics Tool
    • Change Management
    • Communications Plan
    • Change Management Roadmap Tool

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Change Management Process Library

    Document your normal, pre-approved, and emergency change lifecycles with the core process workflows .

    Change Management Risk Assessment Tool

    Test Drive your impact and likelihood assessment questionnaires with the Change Management Risk Assessment Tool.

    Project Summary Template

    Summarize your efforts in the Optimize IT Change Management Improvement Initiative: Project Summary Template.

    Change Management Roadmap Tool

    Record your action items and roadmap your steps to a mature change management process.

    Key Deliverable:

    Change Management SOP

    Document and formalize your process starting with the change management standard operating procedure (SOP).

    These case studies illustrate the value of various phases of this project

    Define Change Management

    Establish Roles and Workflows

    Define RFC and Post-Implementation Activities

    Measure, Manage, and Maintain

    A major technology company implemented change management to improve productivity by 40%. This case study illustrates the full scope of the project.

    A large technology firm experienced a critical outage due to poor change management practices. This case study illustrates the scope of change management definition and strategy.

    Ignorance of change management process led to a technology giant experiencing a critical cloud outage. This case study illustrates the scope of the process phase.

    A manufacturing company created a makeshift CMDB in the absence of a CMDB to implement change management. This case study illustrates the scope of change intake.

    A financial institution tracked and recorded metrics to aid in the success of their change management program. This case study illustrates the scope of the implementation phase.

    Working through this project with Info-Tech can save you time and money

    Engaging in a Guided Implementation doesn’t just offer valuable project advice, it also results in significant cost savings.

    Guided ImplementationMeasured Vale
    Phase 1: Define Change Management
    • We estimate Phase 1 activities will take 2 FTEs 10 days to complete on their own, but the time saved by using Info-Tech’s methodology will cut that time in half, thereby saving $3,100 (2 FTEs * 5 days * $80,000/year).

    Phase 2: Establish Roles and Workflows

    • We estimate Phase 2 will take 2 FTEs 10 days to complete on their own, but the time saved by using Info-Tech’s methodology will cut that time in half, thereby saving $3,100 (2 FTEs * 5 days * $80,000/year).
    Phase 3: Define the RFC and Post-Implementation Activities
    • We estimate Phase 3 will take 2 FTEs 10 days to complete on their own, but the time saved by using Info-Tech’s methodology will cut that time in half, thereby saving $3,100 (2 FTEs * 5 days * $80,000/year).

    Phase 4: Measure, Manage, and Maintain

    • We estimate Phase 4 will take 2 FTEs 5 days to complete on their own, but the time saved by using Info-Tech’s methodology will cut that time in half, thereby saving $1,500 (2 FTEs * 2.5 days * $80,000/year).
    Total Savings $10,800

    Case Study

    Industry: Technology

    Source: Daniel Grove, Intel

    Intel implemented a robust change management program and experienced a 40% improvement in change efficiency.

    Founded in 1968, the world’s largest microchip and semiconductor company employs over 100,000 people. Intel manufactures processors for major players in the PC market including Apple, Lenovo, HP, and Dell.

    ITIL Change Management Implementation

    With close to 4,000 changes occurring each week, managing Intel’s environment is a formidable task. Before implementing change management within the organization, over 35% of all unscheduled downtime was due to errors resulting from change and release management. Processes were ad hoc or scattered across the organization and no standards were in place.

    Results

    After a robust implementation of change management, Intel experienced a number of improvements including automated approvals, the implementation of a formal change calendar, and an automated RFC form. As a result, Intel improved change productivity by 40% within the first year of the program’s implementation.

    Define Change Management

    Establish Roles and Workflows

    Define RFC and Post-Implementation Activities

    Measure, Manage, and Maintain

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful."

    Guided Implementation

    "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track."

    Workshop

    "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place."

    Consulting

    "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks are used throughout all four options.

    Guided Implementation

    What does a typical GI on this topic look like?

    A Guided Implementation (GI) is series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 8 to 12 calls over the course of 4 to 6 months.

    Define Change Management

    • Call #1: Introduce change concepts.
    • Call #2: Assess current maturity.
    • Call #3: Identify target-state capabilities.

    Establish Roles and Workflows

    • Call #4: Review roles and responsibilities.
    • Call #5: Review core change processes.

    Define RFC and Post- Implementation Activities

    • Call #6: Define change intake process.
    • Call #7: Create pre-implementation and post-implementation checklists.

    Measure, Manage, and Maintain

    • Call #8: Review metrics.
    • Call #9: Create roadmap.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

     Day 1Day 2Day 3Day 4Day 5
    Activities

    Define Change Management

    1.1 Outline Strengths and Challenges

    1.2 Conduct a Maturity Assessment

    1.3 Build a Change Categorization Scheme

    1.4 Build Your Risk Assessment

    Establish Roles and Workflows

    2.1 Define the Change Manager Role

    2.2 Outline CAB Protocol and membership

    2.3 Build Normal Change Process

    2.4 Build Emergency Change Process

    2.5 Build Pre-Approved Change Process

    Define the RFC and Post-Implementation Activities

    3.1 Create an RFC Template

    3.2 Determine Post-Implementation Activities

    3.3 Build a Change Calendar Protocol

    Measure, Manage, and Maintain

    4.1 Identify Metrics and Reports

    4.2 Create Communications Plan

    4.3 Build an Implementation Roadmap

    Next Steps and Wrap-Up (offsite)

    5.1 Complete in-progress deliverables from previous four days

    5.2 Set up review time for workshop deliverables and to discuss next steps

    Deliverables
    1. Maturity Assessment
    2. Risk Assessment
    1. Change Manager Job Description
    2. Change Management Process Library
    1. Request for Change (RFC) Form Template
    2. Pre-Implementation Checklist
    3. Post-Implementation Checklist
    1. Metrics Tool
    2. Communications Plan
    3. Project Roadmap
    1. Change Management Standard Operating Procedure (SOP)
    2. Workshop Summary Deck

    Phase 1

    Define Change Management

    Define Change Management

    1.1 Assess Maturity

    1.2 Categorize Changes and Build Your Risk Assessment

    Establish Roles and Workflows

    2.1 Determine Roles and Responsibilities

    2.2 Build Core Workflows

    Define the RFC and Post-Implementation Activities

    3.1 Design the RFC

    3.2 Establish Post-Implementation Activities

    Measure, Manage, and Maintain

    4.1 Identify Metrics and Build the Change Calendar

    4.2 Implement the Project

    This phase will guide you through the following steps:

    • Assess Maturity
    • Categorize Changes and Build Your Risk Assessment

    This phase involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Step 1.1

    Assess Maturity

    Activities

    1.1.1 Outline the Organization’s Strengths and Challenges

    1.1.2 Complete a Maturity Assessment

    This step involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Outcomes of this step

    • An understanding of maturity change management processes and frameworks
    • Identification of existing change management challenges and potential causes
    • A framework for assessing change management maturity and an assessment of your existing change management processes

    Define Change Management

    Step 1.1: Assess Maturity → Step 1.2: Categorize Changes and Build Your Risk Assessment

    Change management is often confused with release management, but they are distinct processes

    Change

    • Change management looks at software changes as well as hardware, database, integration, and network changes, with the focus on stability of the entire IT ecosystem for business continuity.
    • Change management provides a holistic view of the IT environment, including dependencies, to ensure nothing is negatively affected by changes.
    • Change documentation is more focused on process, ensuring dependencies are mapped, rollout plans exist, and the business is not at risk.

    Release

    • Release and deployment are the detailed plans that bundle patches, upgrades, and new features into deployment packages, with the intent to change them flawlessly into a production environment.
    • Release management is one of many actions performed under change management’s governance.
    • Release documentation includes technical specifications such as change schedule, package details, change checklist, configuration details, test plan, and rollout and rollback plans.

    Info-Tech Insight

    Ensure the Release Manager is present as part of your CAB. They can explain any change content or dependencies, communicate business approval, and advise the service desk of any defects.

    Integrate change management with other IT processes

    As seen in the context diagram, change management interacts closely with many other IT processes including release management and configuration management (seen below). Ensure you delineate when these interactions occur (e.g. RFC updates and CMDB queries) and which process owns each task.

    The image is a chart mapping the interactions between Change Management and Configuration Management (CMDB).

    Avoid the challenges of poor change management

    1. Deployments
      • Too frequent: The need for frequent deployments results in reduced availability of critical business applications.
      • Failed deployments or rework is required: Deployments are not successful and have to be backed out of and then reworked to resolve issues with the installation.
      • High manual effort: A lack of automation results in high resource costs for deployments. Human error is likely, which adds to the risk of a failed deployment.
    2. Incidents
      • Too many unauthorized changes: If the process is perceived as cumbersome and ineffective, people will bypass it or abuse the emergency designation to get their changes deployed faster.
      • Changes cause incidents: When new releases are deployed, they create problems with related systems or applications.
    3. End Users
      • Low user satisfaction: Poor communication and training result in surprised and unhappy users and support staff.

    “With no controls in place, IT gets the blame for embarrassing outages. Too much control, and IT is seen as a roadblock to innovation.” – Anonymous, VP IT of a federal credit union

    1.1.1 Outline the Organization’s Strengths and Challenges

    Input

    • Current change documentation (workflows, SOP, change policy, etc.)
    • Organizational chart(s)

    Output

    • List of strengths and challenges for change management

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. As group, discuss and outline the change management challenges facing the organization. These may be challenges caused by poor change management processes or by a lack of process.
    2. Use the pain points found on the previous slide to help guide the discussion.
    3. As a group, also outline the strengths of change management and the strengths of the current organization. Use these strengths as a guide to know what practices to continue and what strengths you can leverage to improve the change management process.
    4. Record the activity results in the Project Summary Template.

    Download the Optimize IT Change Management Improvement Initiative: Project Summary Template

    Assess current change management maturity to create a plan for improvement

     ChaosReactiveControlled

    Proactive

    Optimized
    Change Requests No defined processes for submitting changes Low process adherence and no RFC form RFC form is centralized and a point of contact for changes exists RFCs are reviewed for scope and completion RFCs trend analysis and proactive change exists
    Change Review Little to no change risk assessment Risk assessment exists for each RFC RFC form is centralized and a point of contact for changes exists Change calendar exists and is maintained System and component dependencies exist (CMDB)
    Change Approval No formal approval process exists Approval process exists but is not widely followed Unauthorized changes are minimal or nonexistent Change advisory board (CAB) is established and formalized Trend analysis exists increasing pre-approved changes
    Post-Deployment No post-deployment change review exists Process exists but is not widely followed Reduction of change-related incidents Stakeholder satisfaction is gathered and reviewed Lessons learned are propagated and actioned
    Process Governance Roles & responsibilities are ad hoc Roles, policies & procedures are defined & documented Roles, policies & procedures are defined & documented KPIs are tracked, reported on, and reviewed KPIs are proactively managed for improvement

    Info-Tech Insight

    Reaching an optimized level is not feasible for every organization. You may be able to run a very good change management process at the Proactive or even Controlled stage. Pay special attention to keeping your goals attainable.

    1.1.2 Complete a Maturity Assessment

    Input

    • Current change documentation (workflows, SOP, change policy, etc.)

    Output

    • Assessment of current maturity level and goals to improve change management

    Materials

    Participants

    • Change Manager
    • Service Desk Manager
    • Operations (optional)
    1. Use Info-Tech’s Change Management Maturity Assessment Tool to assess the maturity and completeness of your change process.
    2. Significant gaps revealed in this assessment should be the focal points of your discussion when investigating root causes and brainstorming remediation activities:
      1. For each activity of each process area of change management, determine the degree of completeness of your current process.
      2. Review your maturity assessment results and discuss as a group potential reasons why you arrived at your maturity level. Identify areas where you should focus your initial attention for improvement.
      3. Regularly review the maturity of your change management practices by completing this maturity assessment tool periodically to identify other areas to optimize.

    Download the Change Management Maturity Assessment Tool

    Case Study

    Even Google isn’t immune to change-related outages. Plan ahead and communicate to help avoid change-related incidents

    Industry: Technology

    Source: The Register

    As part of a routine maintenance procedure, Google engineers moved App Engine applications between data centers in the Central US to balance out traffic.

    Unfortunately, at the same time that applications were being rerouted, a software update was in progress on the traffic routers, which triggered a restart. This temporarily diminished router capacity, knocking out a sizeable portion of Google Cloud.

    The server drain resulted in a huge spike in startup requests, and the routers simply couldn’t handle the traffic.

    As a result, 21% of Google App Engine applications hosted in the Central US experienced error rates in excess of 10%, while an additional 16% of applications experienced latency, albeit at a lower rate.

    Solution

    Thankfully, engineers were actively monitoring the implementation of the change and were able to spring into action to halt the problem.

    The change was rolled back after 11 minutes, but the configuration error still needed to be fixed. After about two hours, the change failure was resolved and the Google Cloud was fully functional.

    One takeaway for the engineering team was to closely monitor how changes are scheduled. Ultimately, this was the result of miscommunication and a lack of transparency between change teams.

    Step 1.2

    Categorize Changes and Build Your Risk Assessment

    Activities

    1.2.1 Define What Constitutes a Change

    1.2.2 Build a Change Categorization Scheme

    1.2.3 Build a Classification Scheme to Assess Impact

    1.2.4 Build a Classification Scheme to Define Likelihood

    1.2.5 Evaluate and Adjust Your Risk Assessment Scheme

    Define Change Management

    Step 1.1: Assess Maturity → Step 1.2: Categorize Changes and Build Your Risk Assessment

    This step involves the following participants:

    • Infrastructure/Applications Manager
    • Change Manager
    • Members of the Change Advisory Board

    Outcomes of this step

    • A clear definition of what constitutes a change in your organization
    • A defined categorization scheme to classify types of changes
    • A risk assessment matrix and tool for evaluating and prioritizing change requests according to impact and likelihood of risk

    Change must be managed to mitigate risk to the infrastructure

    Change management is the gatekeeper protecting your live environment.

    Successfully managed changes will optimize risk exposure, severity of impact, and disruption. This will result in the bottom-line business benefits of removal of risk, early realization of benefits, and savings of money and time.

    • IT change is constant; change requests will be made both proactively and reactively to upgrade systems, acquire new functionality, and to prevent or resolve incidents.
    • Every change to the infrastructure must pass through the change management process before being deployed to ensure that it has been properly assessed and tested, and to check that a backout /rollback plan is in place.
    • It will be less expensive to invest in a rigorous change management process than to resolve incidents, service disruptions, and outages caused by the deployment of a bad change.
    • Change management is what gives you control and visibility regarding what is introduced to the live environment, preventing incidents that threaten business continuity.

    80%

    In organizations without formal change management processes, about 80% (The Visible Ops Handbook) of IT service outage problems are caused by updates and changes to systems, applications, and infrastructure. It’s crucial to track and systematically manage change to fully understand and predict the risks and potential impact of the change.

    Attributes of a change

    Differentiate changes from other IT requests

    Is this in the production environment of a business process?

    The core business of the enterprise or supporting functions may be affected.

    Does the task affect an enterprise managed system?

    If it’s for a local application, it’s a service request

    How many users are impacted?

    It should usually impact more than a single user (in most cases).

    Is there a configuration, or code, or workflow, or UI/UX change?

    Any impact on a business process is a change; adding a user or a recipient to a report or mailing list is not a change.

    Does the underlying service currently exist?

    If it’s a new service, then it’s better described as a project.

    Is this done/requested by IT?

    It needs to be within the scope of IT for the change management process to apply.

    Will this take longer than one week?

    As a general rule, if it takes longer than 40 hours of work to complete, it’s likely a project.

    Defining what constitutes a change

    Every change request will initiate the change management process; don’t waste time reviewing requests that are out of scope.

    ChangeService Request (User)Operational Task (Backend)
    • Fixing defects in code
    • Changing configuration of an enterprise system
    • Adding new software or hardware components
    • Switching an application to another VM
    • Standardized request
    • New PC
    • Permissions request
    • Change password
    • Add user
    • Purchases
    • Change the backup tape
    • Delete temporary files
    • Maintain database (one that is well defined, repeatable, and predictable)
    • Run utilities to repair a database

    Do not treat every IT request as a change!

    • Many organizations make the mistake of calling a standard service request or operational task a “change.”
    • Every change request will initiate the change management process; don’t waste time reviewing requests that are out of scope.
    • While the overuse of RFCs for out-of-scope requests is better than a lack of process, this will slow the process and delay the approval of more critical changes.
    • Requiring an RFC for something that should be considered day-to-day work will also discourage people from adhering to the process, because the RFC will be seen as meaningless paperwork.

     

    1.2.1 Define What Constitutes a Change

    Input

    • List of examples of each category of the chart

    Output

    • Definitions for each category to be used at change intake

    Materials

    • Whiteboard/flip charts (or shared screen if working remotely)
    • Service catalog (if applicable)
    • Sticky notes
    • Markers/pens
    • Change Management SOP

    Participants

    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. As a group, brainstorm examples of changes, projects, service requests (user), operational tasks (backend), and releases. You may add additional categories as needed (e.g. incidents).
    2. Have each participant write the examples on sticky notes and populate the following chart on the whiteboard/flip chart.
    3. Use the examples to draw lines and define what defines each category.
      • What makes a change distinct from a project?
      • What makes a change distinct from a service request?
      • What makes a change distinct from an operational task?
      • When do the category workflows cross over with other categories? (For example, when does a project interact with change management?)
    4. Record the definitions of requests and results in section 2.3 of the Change Management Standard Operating Procedure (SOP).
    ChangeProjectService Request (User)Operational Task (Backend)Release
    Changing Configuration ERP upgrade Add new user Delete temp files Software release

    Download the Change Management Standard Operating Procedure (SOP).

    Each RFC should define resources needed to effect the change

    In addition to assigning a category to each RFC based on risk assessment, each RFC should also be assigned a priority based on the impact of the change on the IT organization, in terms of the resources needed to effect the change.

    Categories include

    Normal

    Emergency

    Pre-Approved

    The majority of changes will be pre-approved or normal changes. Definitions of each category are provided on the next slide.

    Info-Tech uses the term pre-approved rather than the ITIL terminology of standard to more accurately define the type of change represented by this category.

    A potential fourth change category of expedited may be employed if you are having issues with process adherence or if you experience changes driven from outside change management’s control (e.g. from the CIO, director, judiciary, etc.) See Appendix I for more details.

    Info-Tech Best Practice

    Do not rush to designate changes as pre-approved. You may have a good idea of which changes may be considered pre-approved, but make sure they are in fact low-risk and well-documented before moving them over from the normal category.

    The category of the change determines the process it follows

     Pre-ApprovedNormalEmergency
    Definition
    • Tasks are well-known, documented, and proven
    • Budgetary approval is preordained or within control of change requester
    • Risk is low and understood
    • There’s a low probability of failure
    • All changes that are not pre-approved or emergency will be classified as normal
    • Further categorized by priority/risk
    • The change is being requested to resolve a current or imminent critical/severity-1 incident that threatens business continuity
    • Associated with a critical incident or problem ticket
    Trigger
    • The same change is built and changed repeatedly using the same install procedures and resulting in the same low-risk outcome
    • Upgrade or new functionality that will capture a business benefit
    • A fix to a current problem
    • A current or imminent critical incident that will impact business continuity
    • Urgency to implement the change must be established, as well as lack of any alternative or workaround
    Workflow
    • Pre-established
    • Repeatable with same sequence of actions, with minimal judgment or decision points
    • Dependent on the change
    • Different workflows depending on prioritization
    • Dependent on the change
    Approval
    • Change Manager (does not need to be reviewed by CAB)
    • CAB
    • Approval from the Emergency Change Advisory Board (E-CAB) is sufficient to proceed with the change
    • A retroactive RFC must be created and approved by the CAB

    Pay close attention to defining your pre-approved changes. They are going to be critical for running a smooth change management practice in a DevOps Environment

    1.2.2 Build a Change Categorization Scheme

    Input

    • List of examples of each change category

    Output

    • Definitions for each change category

    Materials

    • Whiteboard/flip charts (or shared screen if working remotely)
    • Service catalog (if applicable)
    • Sticky notes
    • Markers
    • Change Management SOP

    Participants

    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. Discuss the change categories on the previous slide and modify the types of descriptions to suit your organization.
    2. Once the change categories or types are defined, identify several examples of change requests that would fall under each category.
    3. Types of normal changes will be further defined in the next activity and can be left blank for now.
    4. Examples are provided below. Capture your definitions in section 4 of your Change Management SOP.
    Pre-Approved (AKA Standard)NormalEmergency
    • Microsoft patch management/deployment
    • Windows update
    • Minor form changes
    • Service pack updates on non-critical systems
    • Advance label status on orders
    • Change log retention period/storage
    • Change backup frequency

    Major

    • Active directory server upgrade
    • New ERP

    Medium

    • Network upgrade
    • High availability implementation

    Minor

    • Ticket system go-live
    • UPS replacement
    • Cognos update
    • Any change other than a pre-approved change
    • Needed to resolve a major outage in a Tier 1 system

    Assess the risk for each normal change based on impact (severity) and likelihood (probability)

    Create a change assessment risk matrix to standardize risk assessment for new changes. Formalizing this assessment should be one of the first priorities of change management.

    The following slides guide you through the steps of formalizing a risk assessment according to impact and likelihood:

    1. Define a risk matrix: Risk matrices can either be a 3x3 matrix (Minor, Medium, or High Risk as shown on the next slide) or a 4x4 matrix (Minor, Medium, High, or Critical Risk).
    2. Build an impact assessment: Enable consistent measurement of impact for each change by incorporating a standardized questionnaire for each RFC.
    3. Build a likelihood assessment: Enable the consistent measurement of impact for each change by incorporating a standardized questionnaire for each RFC.
    4. Test drive your risk assessment and make necessary adjustments: Measure your newly formed risk assessment questionnaires against historical changes to test its accuracy.

    Consider risk

    1. Risk should be the primary consideration in classifying a normal change as Low, Medium, High. The extent of governance required, as well as minimum timeline to implement the change, will follow from the risk assessment.
    2. The business benefit often matches the impact level of the risk – a change that will provide a significant benefit to a large number of users may likely carry an equally major downside if deviations occur.

    Info-Tech Insight

    All changes entail an additional level of risk. Risk is a function of impact and likelihood. Risk may be reduced, accepted, or neutralized through following best practices around training, testing, backout planning, redundancy, timing and sequencing of changes, etc.

    Create a risk matrix to assign a risk rating to each RFC

    Every normal RFC should be assigned a risk rating.

    How is risk rating determined?

    • Priority should be based on the business consequences of implementing or denying the change.
    • Risk rating is assigned using the impact of the risk and likelihood/probability that the event may occur.

    Who determines priority?

    • Priority should be decided with the change requester and with the CAB, if necessary.
    • Don’t let the change requester decide priority alone, as they will usually assign it a higher priority than is justified. Use a repeatable, standardized framework to assess each request.

    How is risk rating used?

    • Risk rating is used to determine which changes should be discussed and assessed first.
    • Time frames and escalation processes should be defined for each risk level.

    RFCs need to clearly identify the risk level of the proposed change. This can be done through statement of impact and likelihood (low/medium/high) or through pertinent questions linked with business rules to assess the risk.

    Risk always has a negative impact, but the size of the impact can vary considerably in terms of cost, number of people or sites affected, and severity of the impact. Impact questions tend to be more objective and quantifiable than likelihood questions.

    Risk Matrix

    Risk Matrix. Impact vs. Likelihood. Low impact, Low Likelihood and Medium Impact, Medium Likelihood are minor risks. High Likelihood, Low Impact; Medium Likelihood, Medium Impact; and Low Likelihood, High Impact are Medium Risk. High Impact, High Likelihood; High Impact, Medium Likelihood; and Medium Impact, High Likelihood are Major risk.

    1.2.3 Build a Classification Scheme to Assess Impact

    Input

    • Current risk assessment (if available)

    Output

    • Tailored impact assessment

    Materials

    Participants

    • CIO
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. Define a set of questions to measure risk impact.
    2. For each question, assign a weight that should be placed on that factor.
    3. Define criteria for each question that would categorize the risk as high, medium, or low.
    4. Capture your results in section 4.3.1 of your Change Management SOP.
    Impact
    Weight Question High Medium Low
    15% # of people affected 36+ 11-35 <10
    20% # of sites affected 4+ 2-3 1
    15% Duration of recovery (minutes of business time) 180+ 30-18 <3
    20% Systems affected Mission critical Important Informational
    30% External customer impact Loss of customer Service interruption None

    1.2.4 Build a Classification Scheme to Define Likelihood

    Input

    • Current risk assessment (if available)

    Output

    • Tailored likelihood assessment

    Materials

    Participants

    • CIO
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. Define a set of questions to measure risk likelihood.
    2. For each question, assign a weight that should be placed on that factor.
    3. Define criteria for each question that would categorize the risk as high, medium, or low.
    4. Capture your results in section 4.3.2 of your Change Management SOP.
    LIKELIHOOD
    Weight Question High Medium Low
    25% Has this change been tested? No   Yes
    10% Have all the relevant groups (companies, departments, executives) vetted the change? No Partial Yes
    5% Has this change been documented? No   Yes
    15% How long is the change window? When can we implement? Specified day/time Partial Per IT choice
    20% Do we have trained and experienced staff available to implement this change? If only external consultants are available, the rating will be “medium” at best. No   Yes
    25% Has an implementation plan been developed? No   Yes

    1.2.5 Evaluate and Adjust Your Risk Assessment Scheme

    Input

    • Impact and likelihood assessments from previous two activities

    Output

    • Vetted risk assessment

    Materials

    Participants

    • CIO
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. Draw your risk matrix on a whiteboard or flip chart.
    2. As a group, identify up to 10 examples of requests for changes that would apply within your organization. Depending on the number of people participating, each person could identify one or two changes and write them on sticky notes.
    3. Take turns bringing your sticky notes up to the risk matrix and placing each where it belongs, according to the assessment criteria you defined.
    4. After each participant has taken a turn, discuss each change as a group and adjust the placement of any changes, if needed. Update the risk assessment weightings or questions, if needed.

    Download the Change Management Rick Assessment Tool.

    #

    Change Example

    Impact

    Likelihood

    Risk

    1

    ERP change

    High

    Medium

    Major

    2

    Ticket system go-live

    Medium

    Low

    Minor

    3

    UPS replacement

    Medium

    Low

    Minor

    4

    Network upgrade

    Medium

    Medium

    Medium

    5

    AD upgrade

    Medium

    Low

    Minor

    6

    High availability implementation

    Low

    Medium

    Minor

    7

    Key-card implementation

    Low

    High

    Medium

    8

    Anti-virus update

    Low

    Low

    Minor

    9

    Website

    Low

    Medium

    Minor

     

    Case Study

    A CMDB is not a prerequisite of change management. Don’t let the absence of a configuration management database (CMDB) prevent you from implementing change management.

    Industry: Manufacturing

    Source: Anonymous Info-Tech member

    Challenge

    The company was planning to implement a CMDB; however, full implementation was still one year away and subject to budget constraints.

    Without a CMDB, it would be difficult to understand the interdependencies between systems and therefore be able to provide notifications to potentially affected user groups prior to implementing technical changes.

    This could have derailed the change management project.

    Solution

    An Excel template was set up as a stopgap measure until the full implementation of the CMDB. The template included all identified dependencies between systems, along with a “dependency tier” for each IT service.

    Tier 1: The dependent system would not operate if the upstream system change resulted in an outage.

    Tier 2: The dependent system would suffer severe degradation of performance and/or features.

    Tier 3: The dependent system would see minor performance degradation or minor feature unavailability.

    Results

    As a stopgap measure, the solution worked well. When changes ran the risk of degrading downstream dependent systems, the impacted business system owner’s authorization was sought and end users were informed in advance.

    The primary takeaway was that a system to manage configuration linkages and system dependencies was key.

    While a CMDB is ideal for this use case, IT organizations shouldn’t let the lack of such a system stop progress on change management.

    Case Study (part 1 of 4)

    Intel used a maturity assessment to kick-start its new change management program.

    Industry: Technology

    Source: Daniel Grove, Intel

    Challenge

    Founded in 1968, the world’s largest microchip and semiconductor company employs over 100,000 people. Intel manufactures processors for major players in the PC market including Apple, Lenovo, HP, and Dell.

    Intel IT supports over 65,000 servers, 3.2 petabytes of data, over 70,000 PCs, and 2.6 million emails per day.

    Intel’s change management program is responsible for over 4,000 changes each week.

    Solution

    Due to the sheer volume of change management activities present at Intel, over 35% of unscheduled outages were the result of changes.

    Ineffective change management was identified as the top contributor of incidents with unscheduled downtime.

    One of the major issues highlighted was a lack of process ownership. The change management process at Intel was very fragmented, and that needed to change.

    Results

    Daniel Grove, Senior Release & Change Manager at Intel, identified that clarifying tasks for the Change Manager and the CAB would improve process efficiency by reducing decision lag time. Roles and responsibilities were reworked and clarified.

    Intel conducted a maturity assessment of the overall change management process to identify key areas for improvement.

    Phase 2

    Establish Roles and Workflows

    For running change management in DevOps environment, see Appendix II.

    Define Change Management

    1.1 Assess Maturity

    1.2 Categorize Changes and Build Your Risk Assessment

    Establish Roles and Workflows

    2.1 Determine Roles and Responsibilities

    2.2 Build Core Workflows

    Define RFC and Post-Implementation Activities

    3.1 Design the RFC

    3.2 Establish Post-Implementation Activities

    Measure, Manage, and Maintain

    4.1 Identify Metrics and Build the Change Calendar

    4.2 Implement the Project

    This phase will guide you through the following steps:

    • Determine Roles and Responsibilities
    • Build Core Workflows

    This phase involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Step 2.1

    Determine Roles and Responsibilities

    Activities

    2.1.1 Capture Roles and Responsibilities Using a RACI Chart

    2.1.2 Determine Your Change Manager’s Responsibilities

    2.1.3 Define the Authority and Responsibilities of Your CAB

    2.1.4 Determine an E-CAB Protocol for Your Organization

    Establish Roles and Workflows

    Step 2.1: Determine Roles and Responsibilities → Step 2.2: Build Core Workflows

    This step involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Outcomes of this step

    • Clearly defined responsibilities to form the job description for a Change Manager
    • Clearly defined roles and responsibilities for the change management team, including the business system owner, technical SME, and CAB members
    • Defined responsibilities and authority of the CAB
    • Protocol for an emergency CAB (E-CAB) meeting

    Identify roles and responsibilities for your change management team

    Business System Owner

    • Provides downtime window(s)
    • Advises on need for change (prior to creation of RFC)
    • Validates change (through UAT or other validation as necessary)
    • Provides approval for expedited changes (needs to be at executive level)

    Technical Subject Matter Expert (SME)

    • Advises on proposed changes prior to RFC submission
    • Reviews draft RFC for technical soundness
    • Assesses backout/rollback plan
    • Checks if knowledgebase has been consulted for prior lessons learned
    • Participates in the PIR, if necessary
    • Ensures that the service desk is trained on the change

    CAB

    • Approves/rejects RFCs for normal changes
    • Reviews lessons learned from PIRs
    • Decides on the scope of change management
    • Reviews metrics and decides on remedial actions
    • Considers changes to be added to list of pre-approved changes
    • Communicates to organization about upcoming changes

    Change Manager

    • Reviews RFCs for completeness
    • Ensures RFCs brought to the CAB have a high chance of approval
    • Chairs CAB meetings, including scheduling, agenda preparation, reporting, and follow-ups
    • Manages post-implementation reviews and reporting
    • Organizes internal communications (within IT)

    2.1.1 Capture Roles and Responsibilities Using a RACI Chart

    Input

    • Current SOP

    Output

    • Documented roles and responsibilities in change management in a RACI chart

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. As a group, work through developing a RACI chart to determine the roles and responsibilities of individuals involved in the change management practice based on the following criteria:
      • Responsible (performs the work)
      • Accountable (ensures the work is done)
      • Consulted (two-way communication)
      • Informed (one-way communication)
    2. Record your results in slide 14 of the Project Summary Template and section 3.1 of your Change Management SOP.
    Change Management TasksOriginatorSystem OwnerChange ManagerCAB MemberTechnical SMEService DeskCIO/ VP ITE-CAB Member
    Review the RFC C C A C R C R  
    Validate changes C C A C R C R  
    Assess test plan A C R R C   I  
    Approve the RFC I C A R C   I  
    Create communications plan R I A     I I  
    Deploy communications plan I I A I   R    
    Review metrics   C A R   C I  
    Perform a post implementation review   C R A     I  
    Review lessons learned from PIR activities     R A   C    

    Designate a Change Manager to own the process, change templates, and tools

    The Change Manager will be the point of contact for all process questions related to change management.

    • The Change Manager needs the authority to reject change requests, regardless of the seniority of the requester.
    • The Change Manager needs the authority to enforce compliance to a standard process.
    • The Change Manager needs enough cross-functional subject-matter expertise to accurately evaluate the impact of change from both an IT and business perspective.

    Info-Tech Best Practice

    Some organizations will not be able to assign a dedicated Change Manager, but they must still task an individual with change review authority and with ownership of the risk assessment and other key parts of the process.

    Responsibilities

    1. The Change Manager is your first stop for change approval. Both the change management and release and deployment management processes rely on the Change Manager to function.
    2. Every single change that is applied to the live environment, from a single patch to a major change, must originate with a request for change (RFC), which is then approved by the Change Manager to proceed to the CAB for full approval.
    3. Change templates and tools, such as the change calendar, list of preapproved changes, and risk assessment template are controlled by the Change Manager.
    4. The Change Manager also needs to have ownership over gathering metrics and reports surrounding deployed changes. A skilled Change Manager needs to have an aptitude for applying metrics for continual improvement activities.

    2.1.2 Document Your Change Manager’s Responsibilities

    Input

    • Current Change Manager job description (if available)

    Output

    • Change Manager job description and list of responsibilities

    Materials

    • Whiteboard/flip charts (or shared screen if working remotely)
    • Markers/pens
    • Info-Tech’s Change Manager Job Description
    • Change Management SOP

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    1.Using the previous slide, Info-Tech’s Change Manager Job Description, and the examples below, brainstorm responsibilities for the Change Manager.

    2.Record the responsibilities in Section 3.2 of your Change Management SOP.

    Example:

    Change Manager: James Corey

    Responsibilities

    1. Own the process, tools, and templates.
    2. Control the Change Management SOP.
    3. Provide standard RFC forms.
    4. Distribute RFCs for CAB review.
    5. Receive all initial RFCs and check them for completion.
    6. Approve initial RFCs.
    7. Approve pre-approved changes.
    8. Approve the conversion of normal changes to pre-approved changes.
    9. Assemble the Emergency CAB (E-CAB) when emergency change requests are received.
    10. Approve submission of RFCs for CAB review.
    11. Chair the CAB:
      • Set the CAB agenda and distribute it at least 24 hours before the meeting.
      • Ensure the agenda is adhered to.
      • Make the final approval/prioritization decision regarding a change if the CAB is deadlocked and cannot come to an agreement.
      • Distribute CAB meeting minutes to all members and relevant stakeholders.

    Download the Change Manager Job Description

    Create a Change Advisory Board (CAB) to provide process governance

    The primary functions of the CAB are to:

    1. Protect the live environment from poorly assessed, tested, and implemented changes.
      • CAB approval is required for all normal and emergency changes.
      • If a change results in an incident or outage, the CAB is effectively responsible; it’s the responsibility of the CAB to assess and accept the potential impact of every change.
    2. Prioritize changes in a way that fairly reflects change impact and urgency.
      • Change requests will originate from multiple stakeholders, some of whom have competing interests.
      • It’s up to the CAB to prioritize these requests effectively so that business need is balanced with any potential risk to the infrastructure.
      • The CAB should seek to reduce the number of emergency/expedited changes.
    3. Schedule deployments in a way that minimizes conflict and disruption.
      • The CAB uses a change calendar populated with project work, upcoming organizational initiatives, and change freeze periods. They will schedule changes around these blocks to avoid disrupting user productivity.
      • The CAB should work closely with the release and deployment management teams to coordinate change/release scheduling.

    See what responsibilities in the CAB’s process are already performed by the DevOps lifecycle (e.g. authorization, deconfliction etc.). Do not duplicate efforts.

    Use diverse representation from the business to form an effective CAB

    The CAB needs insight into all areas of the business to avoid approving a high-risk change.

    Based on the core responsibilities you have defined, the CAB needs to be composed of a diverse set of individuals who provide quality:

    • Change need assessments – identifying the value and purpose of a proposed change.
    • Change risk assessments – confirmation of the technical impact and likelihood assessments that lead to a risk score, based on the inputs in RFC.
    • Change scheduling – offer a variety of perspectives and responsibilities and will be able to identify potential scheduling conflicts.
     CAB RepresentationValue Added
    Business Members
    • CIO
    • Business Relationship Manager
    • Service Level Manager
    • Business Analyst
    • Identify change blackout periods, change impact, and business urgency.
    • Assess impact on fiduciary, legal, and/or audit requirements.
    • Determine acceptable business risk.
    IT Operations Members
    • Managers representing all IT functions
    • IT Directors
    • Subject Matter Experts (SMEs)
    • Identify dependencies and downstream impacts.
    • Identify possible conflicts with pre-existing OLAs and SLAs.
    CAB Attendees
    • Specific SMEs, tech specialists, and business and vendor reps relevant to a particular change
    • Only attend meetings when invited by the Change Manager
    • Provide detailed information and expertise related to their particular subject areas.
    • Speak to requirements, change impact, and cost.

    Info-Tech Best Practice

    Form a core CAB (members attend every week) and an optional CAB (members who attend only when a change impacts them or when they can provide value in discussions about a change). This way, members can have their voice heard without spending every week in a meeting where they do not contribute.

    2.1.3 Define the Authority and Responsibilities of Your CAB

    Input

    • Current SOP or CAB charter (if available)

    Output

    • Documented list of CAB authorities and responsibilities

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    1.Using the previous slide and the examples below, list the authorities and responsibilities of your CAB.

    2.Record the responsibilities in section 3.3.2 of your Change Management SOP and the Project Summary Template.

    Example:

    CAP AuthorityCAP Responsibilities
    • Final authority over the deployment of all normal and emergency changes.
    • Authority to absorb the risk of a change.
    • Authority to set the change calendar:
      • Maintenance windows.
      • Change freeze periods.
      • Project work.
      • Authority to delay changes.
    • Evaluate all normal and emergency changes.
    • Verify all normal change test, backout, and implementation plans.
    • Verify all normal change test results.
    • Approve all normal and emergency changes.
    • Prioritize all normal changes.
    • Schedule all normal and emergency changes.
    • Review failed change deployments.

    Establish an emergency CAB (E-CAB) protocol

    • When an emergency change request is received, you will not be able to wait until the regularly scheduled CAB meeting.
    • As a group, decide who will sit on the E-CAB and what their protocol will be when assessing and approving emergency changes.

    Change owner conferences with E-CAB (best efforts to reach them) through email or messaging.

    E-CAB members and business system owners are provided with change details. No decision is made without feedback from at least one E-CAB member.

    If business continuity is being affected, the Change Manager has authority to approve change.

    Full documentation of the change (a retroactive RFC) is done after the change and is then reviewed by the CAB.

    Info-Tech Best Practice

    Members of the E-CAB should be a subset of the CAB who are typically quick to respond to their messages, even at odd hours of the night.

    2.1.4 Determine an E-CAB Protocol for Your Organization

    Input

    • Current SOP or CAB charter (if available)

    Output

    • E-CAB protocol

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. Gather the members of the E-CAB and other necessary representatives from the change management team.
    2. Determine the order of operations for the E-CAB in the event that an emergency change is needed.
    3. Consult the example emergency protocol below. Determine what roles and responsibilities are involved at each stage of the emergency change’s implementation.
    4. Document the E-CAB protocol in section 3.4 of your Change Management SOP.

    Example

    Assemble E-CAB

    Assess Change

    Test (if Applicable)

    Deploy Change

    Create Retroactive RFC

    Review With CAB

    Step 2.2

    Build Core Workflows

    Activities

    2.2.1 Build a CMDB-lite as a Reference for Requested Changes

    2.2.2 Create a Normal Change Process

    2.2.3 Create a Pre-Approved Change Process

    2.2.4 Create an Emergency Change Process

    Establish Roles and Workflows

    Step 2.1: Determine Roles and Responsibilities → Step 2.2: Build Core Workflows

    This step involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Outcomes of this step

    • Emergency change workflow
    • Normal process workflow
    • Pre-approved change workflow

    Establishing Workflows: Change Management Lifecycle

    Improve

    • A post-implementation review assesses the value of the actual change measured against the proposed change in terms of benefits, costs, and impact.
    • Results recorded in the change log.
    • Accountability: Change Manager Change Implementer

    Request

    • A change request (RFC) can be submitted via paper form, phone, email, or web portal.
    • Accountability: Change requester/Initiator

    Assess

    • The request is screened to ensure it meets an agreed-upon set of business criteria.
    • Changes are assessed on:
      • Impact of change
      • Risks or interdependencies
      • Resourcing and costs
    • Accountability: Change Manager

    Plan

    • Tasks are assigned, planned, and executed.
    • Change schedule is consulted and necessary resources are identified.
    • Accountability: Change Manager

    Approve

    • Approved requests are sent to the most efficient channel based on risk, urgency, and complexity.
    • Change is sent to CAB members for final review and approval
    • Accountability: Change Manager
      • Change Advisory Board

    Implement

    • Approved changes are deployed.
    • A rollback plan is created to mitigate risk.
    • Accountability: Change Manager Change Implementer

    Establishing workflows: employ a SIPOC model for process definition

    A good SIPOC (supplier, input, process, output, customer) model helps establish the boundaries of each process step and provides a concise definition of the expected outcomes and required inputs. It’s a useful and recommended next step for every workflow diagram.

    For change management, employ a SIPOC model to outline your CAB process:

    Supplier

    • Who or what organization provides the inputs to the process? The supplier can be internal or external.

    Input

    • What goes into the process step? This can be a document, data, information, or a decision.

    Process

    • Activities that occur in the process step that’s being analyzed.

    Output

    • What does the process step produce? This can be a document, data, information, or a decision.

    Customer

    • Who or what organization(s) takes the output of the process? The customer can be internal or external.

    Optional Fields

    Metrics

    • Top-level indicators that usually relate to the input and output, e.g. turnaround time, risk matrix completeness.

    Controls

    • Checkpoints to ensure process step quality.

    Dependencies

    • Other process steps that require the output.

    RACI

    • Those who are Responsible, Accountable, Consulted, or Informed (RACI) about the input, output, and/or process.

    Establish change workflows: assess requested changes to identify impact and dependencies

    An effective change assessment workflow is a holistic process that leaves no stone unturned in an effort to mitigate risk before any change reaches the approval stage. The four crucial areas of risk in a change workflow are:

    Dependencies

    Identify all components of the change.

    Ask how changes will affect:

    • Services on the same infrastructure?
    • Applications?
    • Infrastructure/app architecture?
    • Security?
    • Ability to support critical systems?

    Business Impact

    Frame the change from a business point of view to identify potential disruptions to business activities.

    Your assessment should cover:

    • Business processes
    • User productivity
    • Customer service
    • BCPs

    SLA Impact

    Each new change can impact the level of service available.

    Examine the impact on:

    • Availability of critical systems
    • Infrastructure and app performance
    • Infrastructure and app capacity
    • Existing disaster recovery plans and procedures

    Required Resources

    Once risk has been assessed, resources need to be identified to ensure the change can be executed.

    These include:

    • People (SMEs, tech support, work effort/duration)
    • System time for scheduled implementation
    • Hardware or software (new or existing, as well as tools)

    Establishing workflows: pinpoint dependencies to identify the need for additional changes

    An assessment of each change and a query of the CMDB needs to be performed as part of the change planning process to mitigate outage risk.

    • A version upgrade on one piece of software may require another component to be upgraded as well. For example, an upgrade to the database management system requires that an application that uses the database be upgraded or modified.
    • The sequence of the release must also be determined, as certain components may need to be upgraded before others. For example, if you upgrade the Exchange Server, a Windows update must be installed prior to the Exchange upgrade.
    • If you do not have a CMDB, consider building a CMDB-lite, which consists of a listing of systems, primary users, SMEs, business owners, and system dependencies (see next slide).

    Services Impacted

    • Have affected services been identified?
    • Have supporting services been identified?
    • Has someone checked the CMDB to ensure all dependencies have been accounted for?
    • Have we referenced the service catalog so the business approves what they’re authorizing?

    Technical Teams Impacted

    • Who will support the change throughout testing and implementation?
    • Will additional support be needed?
    • Do we need outside support from eternal suppliers?
    • Has someone checked the contract to ensure any additional costs have been approved?

    Build a dependency matrix to avoid change related collisions (optional)

    A CMDB-lite does not replace a CMDB but can be a valuable tool to leverage when requesting changes if you do not currently have configuration management. Consider the following inputs when building your own CMDB-lite.

    • System
      • To build a CMDB-lite, start with the top 10 systems in your environment that experience changes. This list can always be populated iteratively.
    • Primary Users
      • Listing the primary users will give a change requester a first glance at the impact of the change.
      • You can also use this information when looking at the change communication and training after the change is implemented.
    • SME/Backup
      • These are the staff that will likely build and implement the change. The backup is listed in case the primary is on holiday.
    • Business System Owner
      • The owner of the system is one of the people needed to sign off on the change. Having their support from the beginning of a change is necessary to build and implement it successfully.
    • Tier 1 Dependency
      • If the primary system experiences and outage, Tier 1 dependency functionality is also lost. To request a change, include the business system owner signoffs of the Tier 1 dependencies of the primary system.
    • Tier 2 Dependency
      • If the primary system experiences an outage, Tier 2 dependency functionality is lost, but there is an available workaround. As with Tier 1, this information can help you build a backout plan in case there is a change-related collision.
    • Tier 3 Dependency
      • Tier 3 functionality is not lost if the primary system experiences an outage, but nice-to-haves such as aesthetics are affected.

    2.2.1 Build a CMDB-lite as a Reference for Requested Changes

    Input

    • Current system ownership documentation

    Output

    • Documented reference for change requests (CMDB-lite)

    Materials

    • Whiteboard/flip charts (or shared screen if working remotely)
    • Sticky notes
    • Markers/pens

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. Start with a list of your top 10-15 systems/services with the highest volume of changes.
    2. Using a whiteboard, flip chart, or shared screen, complete the table below by filling the corresponding Primary Users, SMEs, Business System Owner, and Dependencies as shown below. It may help to use sticky notes.
    3. Iteratively populate the table as you notice gaps with incoming changes.
    SystemPrimary UsersSMEBackup SME(s)Business System OwnerTier 1 Dependency (system functionality is down)Tier 2 (impaired functionality/ workaround available)Tier 3 Dependency (nice to have)
    Email Enterprise Naomi Amos James
    • ITSMs
    • Scan-to-email
    • Reporting
     
    • Lots
    Conferencing Tool Enterprise Alex Shed James
    • Videoconferencing
    • Conference rooms (can use Facebook messenger instead in worst case scenario)
    • IM
    ITSM (Service Now) Enterprise (Intl.) Anderson TBD Mike
    • Work orders
    • Dashboards
    • Purchasing
     
    ITSM (Manage Engine) North America Bobbie Joseph Mike
    • Work orders
    • Dashboards
    • Purchasing
     

    Establishing workflows: create standards for change approvals to improve efficiency

    • Not all changes are created equal, and not all changes require the same degree of approval. As part of the change management process, it’s important to define who is the authority for each type of change.
    • Failure to do so can create bureaucratic bottlenecks if each change is held to an unnecessary high level of scrutiny, or unplanned outages may occur due to changes circumventing the formal approval process.
    • A balance must be met and defined to ensure the process is not bypassed or bottlenecked.

    Info-Tech Best Practice

    Define a list pre-approved changes and automate them (if possible) using your ITSM solution. This will save valuable time for more important changes in the queue.

    Example:

    Change CategoryChange Authority
    Pre-approved change Department head/manager
    Emergency change E-CAB
    Normal change – low and medium risk CAB
    Normal change – high risk CAB and CIO (for visibility)

    Example process: Normal Change – Change Initiation

    Change initiation allows for assurance that the request is in scope for change management and acts as a filter for out-of-scope changes to be redirected to the proper workflow. Initiation also assesses who may be assigned to the change and the proper category of the change, and results in an RFC to be populated before the change reaches the build and test phase.

    The image is a horizontal flow chart, depicting an example of a change process.

    The change trigger assessment is critical in the DevOps lifecycle. This can take a more formal role of a technical review board (TRB) or, with enough maturity, may be automated. Responsibilities such as deconfliction, dependency identification, calendar query, and authorization identification can be done early in the lifecycle to decrease or eliminate the burden on CAB.

    For the full process, refer to the Change Management Process Library.

    Example process: Normal Change – Technical Build and Test

    The technical build and test stage includes all technical prerequisites and testing needed for a change to pass before proceeding to approval and implementation. In addition to a technical review, a solution consisting of the implementation, rollback, communications, and training plan are also built and included in the RFC before passing it to the CAB.

    The image is a flowchart, showing the process for change during the technical build and test stage.

    For the full process, refer to the Change Management Process Library.

    Example process: Normal Change – Change Approval (CAB)

    Change approval can start with the Change Manager reviewing all incoming RFCs to filter them for completeness and check them for red flags before passing them to the CAB. This saves the CAB from discussing incomplete changes and allows the Change Manager to set a CAB agenda before the CAB meeting. If need be, change approval can also set vendor communications necessary for changes, as well as the final implementation date of the change. The CAB and Change Manager may follow up with the appropriate parties notifying them of the approval decision (accepted, rescheduled, or rejected).

    The image shows a flowchart illustrating the process for change approval.

    For the full process, refer to the Change Management Process Library.

    Example process: Normal Change – Change Implementation

    Changes should not end at implementation. Ensure you define post-implementation activities (documentation, communication, training etc.) and a post-implementation review in case the change does not go according to plan.

    The image is a flowchart, illustrating the work process for change implementation and post-implementation review.

    For the full process, refer to the Change Management Process Library.

    2.2.2 Create a Normal Change Process

    Input

    • Current SOP/workflow library

    Output

    • Normal change process

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. Gather representatives from the change management team.
    2. Using the examples shown on the previous few slides, work as a group to determine the workflow for a normal change, with particular attention to the following sub-processes:
      1. Request
      2. Assessment
      3. Plan
      4. Approve
      5. Implementation and Post-Implementation Activities
    3. Optionally, you may create variations of the workflow for minor, medium, and major changes (e.g. there will be fewer authorizations for minor changes).
    4. For further documentation, you may choose to run the SIPOC activity for your CAB as outlined on this slide.
    5. Document the resulting workflows in the Change Management Process Library and section 11 of your Change Management SOP.

    Download the Change Management Process Library.

    Identify and convert low-risk normal changes to pre-approved once the process is established

    As your process matures, begin creating a list of normal changes that might qualify for pre-approval. The most potential for value in gains from change management comes from re-engineering and automating of high-volume changes. Pre-approved changes should save you time without threatening the live environment.

    IT should flag changes they would like pre-approved:

    • Once your change management process is firmly established, hold a meeting with all staff that make change requests and build changes.
    • Run a training session detailing the traits of pre-approved changes and ask these individuals to identify changes that might qualify.
    • These changes should be submitted to the Change Manager and reviewed, with the help of the CAB, to decide whether or not they qualify for pre-approval.

    Pre-approved changes are not exempt from due diligence:

    • Once a change is designated as pre-approved, the deployment team should create and compile all relevant documentation:
      • An RFC detailing the change, dependencies, risk, and impact.
      • Detailed procedures and required resources.
      • Implementation and backout plan.
      • Test results.
    • When templating the RFC for pre-approved changes, aim to write the documentation as if another SME were to implement it. This reduces confusion, especially if there’s staff turnover.
    • The CAB must approve, sign off, and keep a record of all documents.
    • Pre-approved changes must still be documented and recorded in the CMDB and change log after each deployment.

    Info-Tech Best Practice

    At the beginning of a change management process, there should be few active pre-approved changes. However, prior to launch, you may have IT flag changes for conversion.

    Example process: Pre-Approved Change Process

    The image shows two horizontal flow charts, the first labelled Pre-Approval of Recurring RFC, and the second labelled Implementation of Child RFC.

    For the full process, refer to the Change Management Process Library.

    Review the pre-approved change list regularly to ensure the list of changes are still low-risk and repeatable.

    IT environments change. Don’t be caught by surprise.

    • Changes which were once low-risk and repeatable may cause unforeseen incidents if they are not reviewed regularly.
    • Dependencies change as the IT environment changes. Ensure that the changes on the pre-approved change list are still low-risk and repeatable, and that the documentation is up to date.
    • If dependencies have changed, then move the change back to the normal category for reassessment. It may be redesignated as a pre-approved change once the documentation is updated.

    Info-Tech Best Practice

    Other reasons for moving a pre-approved change back to the normal category is if the change led to an incident during implementation or if there was an issue during implementation.

    Seek new pre-approved change submissions. → Re-evaluate the pre-approved change list every 4-6 months.

    The image shows a horizontal flow chart, depicting the process for a pre-approved change list review.

    For the full process, refer to the Change Management Process Library.

    2.2.3 Create a Pre-Approved Change Process

    Input

    • Current SOP/workflow library

    Output

    • Pre-approved change process

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. Gather representatives from the change management team.
    2. Using the examples shown on the previous few slides, work as a group to determine the workflow for a pre-approved change, with particular attention to the following sub-processes:
      1. Request
      2. Assessment
      3. Plan
      4. Approve
    3. Document the process of a converting a normal change to pre-approved. Include the steps from flagging a low-risk change to creating the related RFC template.
    4. Document the resulting workflows in the Change Management Process Library and sections 4.2 and 13 of your Change Management SOP.

    Reserve the emergency designation for real emergencies

    • Emergency changes have one of the following triggers:
      • A critical incident is impacting user productivity.
      • An imminent critical incident will impact user productivity.
    • Unless a critical incident is being resolved or prevented, the change should be categorized as normal.
    • An emergency change differs from a normal change in the following key aspects:
      • An emergency change is required to recover from a major outage – there must be a validated service desk critical incident ticket.
      • An urgent business requirement is not an “emergency.”
      • An RFC is created after the change is implemented and the outage is over.
      • A review by the full CAB occurs after the change is implemented.
      • The first responder and/or the person implementing the change may not be the subject matter expert for that system.
    • In all cases, an RFC must be created and the change must be reviewed by the full CAB. The review should occur within two business days of the event.
    Sample ChangeQuick CheckEmergency?
    Install the latest critical patches from the vendor. Are the patches required to resolve or prevent an imminent critical incident? No
    A virus or worm invades the network and a patch is needed to eliminate the threat. Is the patch required to resolve or prevent an imminent critical incident? Yes

    Info-Tech Best Practice

    Change requesters should be made aware that senior management will be informed if an emergency RFC is submitted inappropriately. Emergency requests trigger urgent CAB meetings, are riskier to deploy, and delay other changes waiting in the queue.

    Example process: Emergency Change Process

    The image is a flowchart depicting the process for an emergency change process

    When building your emergency change process, have your E-CAB protocol from activity 2.1.4 handy.

    • Focus on the following requirements for an emergency process:
      • E-CAB protocol and scope: Does the SME need authorization first before working on the change or can the SME proceed if no E-CAB members respond?
      • Documentation and communication to stakeholders and CAB after the emergency change is completed.
      • Input from incident management.

    For the full process, refer to the Change Management Process Library.

    2.2.4 Create an Emergency Change Process

    Input

    • Current SOP/workflow library

    Output

    • Emergency change process

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. Gather representatives from the change management team.
    2. Using the examples shown on the previous few slides, work as a group to determine the workflow for an emergency change, with particular attention to the following sub-processes:
      1. Request
      2. Assessment
      3. Plan
      4. Approve
    3. Ensure that the E-CAB protocol from activity 2.1.4 is considered when building your process.
    4. Document the resulting workflows in the Change Management Process Library and section 12 of your Change Management SOP.

    Case Study (part 2 of 4)

    Intel implemented a robust change management process.

    Industry: Technology

    Source: Daniel Grove, Intel

    Challenge

    Founded in 1968, the world’s largest microchip and semiconductor company employs over 100,000 people. Intel manufactures processors for major players in the PC market including Apple, Lenovo, HP, and Dell.

    Intel IT supports over 65,000 servers, 3.2 petabytes of data, over 70,000 PCs, and 2.6 million emails per day.

    Intel’s change management program is responsible for over 4,000 changes each week.

    Solution

    Intel identified 37 different change processes and 25 change management systems of record with little integration.

    Software and infrastructure groups were also very siloed, and this no doubt contributed to the high number of changes that caused outages.

    The task was simple: standards needed to be put in place and communication had to improve.

    Results

    Once process ownership was assigned and the role of the Change Manager and CAB clarified, it was a simple task to streamline and simplify processes among groups.

    Intel designed a new, unified change management workflow that all groups would adopt.

    Automation was also brought into play to improve how RFCs were generated and submitted.

    Phase 3

    Define the RFC and Post-Implementation Activities

    Define Change Management

    1.1 Assess Maturity

    1.2 Categorize Changes and Build Your Risk Assessment

    Establish Roles and Workflows

    2.1 Determine Roles and Responsibilities

    2.2 Build Core Workflows

    Define the RFC and Post-Implementation Activities

    3.1 Design the RFC

    3.2 Establish Post-Implementation Activities

    Measure, Manage, and Maintain

    4.1 Identify Metrics and Build the Change Calendar

    4.2 Implement the Project

    This phase will guide you through the following activities:

    • Design the RFC
    • Establish Post-Implementation Activities

    This phase involves the following participants:

    • IT Director
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board

    Step 3.1

    Design the RFC

    Activities

    3.1.1 Evaluate Your Existing RFC Process

    3.1.2 Build the RFC Form

    Define the RFC and Post-Implementation Activities

    Step 3.1: Design the RFC

    Step 3.2: Establish Post-Implementation Activities

    This step involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Outcomes of this step

    • A full RFC template and process that compliments the workflows for the three change categories

    A request for change (RFC) should be submitted for every non-standard change

    An RFC should be submitted through the formal change management practice for every change that is not a standard, pre-approved change (a change which does not require submission to the change management practice).

    • The RFC should contain all the information required to approve a change. Some information will be recorded when the change request is first initiated, but not everything will be known at that time.
    • Further information can be added as the change progresses through its lifecycle.
    • The level of detail that goes into the RFC will vary depending on the type of change, the size, and the likely impact of the change.
    • Other details of the change may be recorded in other documents and referenced in the RFC.

    Info-Tech Insight

    Keep the RFC form simple, especially when first implementing change management, to encourage the adoption of and compliance with the process.

    RFCs should contain the following information, at a minimum:

    1. Contact information for requester
    2. Description of change
    3. References to external documentation
    4. Items to be changed, reason for the change, and impact of both implementing and not implementing the change
    5. Change type and category
    6. Priority and risk assessment
    7. Predicted time frame, resources, and cost
    8. Backout or remediation plan
    9. Proposed approvers
    10. Scheduled implementation time
    11. Communications plan and post-implementation review

    3.1.1 Evaluate Your Existing RFC Process

    Input

    • Current RFC form or stock ITSM RFC
    • Current SOP (if available)

    Output

    • List of changes to the current RFC form and RFC process

    Materials

    Participants

    • IT Director
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. If the organization is already using an RFC form, review it as a group now and discuss its contents:
      • Does this RFC provide adequate information for the Change Manager and/or CAB to review?
      • Should any additional fields be added?
    2. Show the participants Info-Tech’s Request for Change Form Template and compare it to the one the organization is currently using.
    3. As a group, finalize an RFC table of contents that will be used to formalize a new or improved RFC.
    4. Decide which fields should be filled out by the requester before the initial RFC is submitted to the Change Manager:
      • Many sections of the RFC are relevant for change assessment and review. What information does the Change Manager need when they first receive a request?
      • The Change Manager needs enough information to ensure that the change is in scope and has been properly categorized.
    5. Decide how the RFC form should be submitted and reviewed; this can be documented in section 5 of your Change Management SOP.

    Download the Request for Change Form Template.

    Design the RFC to encourage process buy-in

    • When building the RFC, split the form up into sections that follow the normal workflow (e.g. Intake, Assessment and Build, Approval, Implementation/PIR). This way the form walks the requester through what needs to be filled and when.
    • Revisit the form periodically and solicit feedback to continually improve the user experience. If there’s information missing on the RFC that the CAB would like to know, add the fields. If there are sections that are not used or not needed for documentation, remove them.
    • Make sure the user experience surrounding your RFC form is a top priority – make it accessible, otherwise change requesters simply will not use it.
    • Take advantage of your ITSM’s dropdown lists, automated notifications, CMDB integrations, and auto-generated fields to ease the process of filling the RFC

    Draft:

    • Change requester
    • Requested date of deployment
    • Change risk: low/medium/high
    • Risk assessment
    • Description of change
    • Reason for change
    • Change components

    Technical Build:

    • Assess change:
      • Dependencies
      • Business impact
      • SLA impact
      • Required resources
      • Query the CMS
    • Plan and test changes:
      • Test plan
      • Test results
      • Implementation plan
      • Backout plan
      • Backout plan test results

    CAB:

    • Approve and schedule changes:
      • Final CAB review
      • Communications plan

    Complete:

    • Deploy changes:
      • Post-implementation review

    Designing your RFC: RFC draft

    • Change requester – link your change module to the active directory to pull the change requester’s contact information automatically to save time.
    • A requested date of deployment gives approvers information on timeline and can be used to query the change calendar for possible conflicts
    • Information about risk assessment based on impact and likelihood questionnaires are quick to fill out but provide a lot of information to the CAB. The risk assessment may not be complete at the draft stage but can be updated as the change is built. Ensure this field is up-to- date before it reaches CAB.
    • If you have a technical review stage where changes are directed to the proper workflow and resourcing is assessed, the description, reason, and change components are high-level descriptors of the change that will aid in discovery and lining the change up with the business vision (viability from both a technical and business standpoint).
    • Change requester
    • Requested date of deployment
    • Change Risk: low/medium/high
    • Risk assessment
    • Description of change
    • Reason for change
    • Change components

    Use the RFC to point to documentation already gathered in the DevOps lifecycle to cut down on unnecessary manual work while maintaining compliance.

    Designing your RFC: technical build

    • Dependencies and CMDB query, along with the proposed implementation date, are included to aid in calendar deconfliction and change scheduling. If there’s a conflict, it’s easier to reschedule the proposed change early in the lifecycle.
    • Business, SLA impact, and required resources can be tracked to provide the CAB with information on the business resources required. This can also be used to prioritize the change if conflicts arise.
    • Implementation, test, and backout plans must be included and assessed to increase the probability that a change will be implemented without failure. It’s also useful in the case of PIRs to determine root causes of change-related incidents.
    • Assess change:
      • Dependencies
      • Business impact
      • SLA impact
      • Required resources
      • Query the CMS
    • Plan and test changes:
      • Test plan
      • Test results
      • Implementation plan
      • Backout plan
      • Backout plan test results

    Designing your RFC: approval and deployment

    • Documenting approval, rejection, and rescheduling gives the change requester the go-ahead to proceed with the change, rationale on why it was prioritized lower than another change (rescheduled), or rationale on rejection.
    • Communications plans for appropriate stakeholders can also be modified and forwarded to the communications team (e.g. service desk or business system owners) before deployment.
    • Post-implementation activities and reviews can be conducted if need be before a change is closed. The PIR, if filled out, should then be appended to any subsequent changes of the same nature to avoid making the same mistake twice.
    • Approve and schedule changes:
      • Final CAB review
      • Communications plan
    • Deploy changes:
      • Post-implementation review

    Standardize the request for change protocol

    1. Submission Standards
      • Electronic submission will make it easier for CAB members to review the documentation.
      • As the change goes through the assessment, plan, and test phase, new documentation (assessments, backout plans, test results, etc.) can be attached to the digital RFC for review by CAB members prior to the CAB meeting.
      • Change management software won’t be necessary to facilitate the RFC submission and review; a content repository system, such as SharePoint, will suffice.
    2. Designate the first control point
      • All RFCs should be submitted to a single point of contact.
      • Ideally, the Change Manager or Technical Review Board should fill this role.
      • Whoever is tasked with this role needs the subject matter expertise to ensure that the change has been categorized correctly, to reject out-of-scope requests, or to ask that missing information be provided before the RFC moves through the full change management practice.

    Info-Tech Best Practice

    Technical and SME contacts should be noted in each RFC so they can be easily consulted during the RFC review.

    3.1.2 Build the RFC Form

    Input

    • Current RFC form or stock ITSM RFC
    • Current SOP (if available)

    Output

    • List of changes to the current RFC and RFC process

    Materials

    Participants

    • IT Director
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board
    1. Use Info-Tech’s Request for Change Form Template as a basis for your RFC form.
    2. Use this template to standardize your change request process and ensure that the appropriate information is documented effectively each time a request is made. The change requester and Change Manager should consolidate all information associated with a given change request in this form. This form will be submitted by the change requester and reviewed by the Change Manager.

    Case Study (part 3 of 4)

    Intel implemented automated RFC form generation.

    Industry: Technology

    Source: Daniel Grove, Intel

    Challenge

    Founded in 1968, the world’s largest microchip and semiconductor company employs over 100,000 people. Intel manufactures processors for major players in the PC market including Apple, Lenovo, HP, and Dell.

    Intel IT supports over 65,000 servers, 3.2 petabytes of data, over 70,000 PCs, and 2.6 million emails per day.

    Intel’s change management program is responsible for over 4,000 changes each week.

    Solution

    One of the crucial factors that was impacting Intel’s change management efficiency was a cumbersome RFC process.

    A lack of RFC usage was contributing to increased ad hoc changes being put through the CAB, and rescheduled changes were quite high.

    Additionally, ad hoc changes were also contributing heavily to unscheduled downtime within the organization.

    Results

    Intel designed and implemented an automated RFC form generator to encourage end users to increase RFC usage.

    As we’ve seen with RFC form design, the UX/UI of the form needs to be top notch, otherwise end users will simply circumvent the process. This will contribute to the problems you are seeking to correct.

    Thanks to increased RFC usage, Intel decreased emergency changes by 50% and reduced change-caused unscheduled downtime by 82%.

    Step 3.2

    Establish Post-Implementation Activities

    Activities

    3.2.1 Determine When the CAB Would Reject Tested Changes

    3.2.2 Create a Post-Implementation Activity Checklist

    Define the RFC and Post-Implementation Activities

    Step 3.1: Design RFC

    Step 3.2: Establish Post-Implementation Activities

    This step involves the following participants:

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board

    Outcomes of this step

    • A formalized post-implementation process for continual improvement

    Why would the CAB reject a change that has been properly assessed and tested?

    Possible reasons the CAB would reject a change include:

    • The product being changed is approaching its end of life.
    • The change is too costly.
    • The timing of the change conflicts with other changes.
    • There could be compliance issues.
    • The change is actually a project.
    • The risk is too high.
    • There could be regulatory issues.
    • The peripherals (test, backout, communication, and training plans) are incomplete.

    Info-Tech Best Practice

    Many reasons for rejection (listed above) can be caught early on in the process during the technical review or change build portion of the change. The earlier you catch these reasons for rejection, the less wasted effort there will be per change.

    Sample RFCReason for CAP Rejection
    There was a request for an update to a system that a legacy application depends on and only a specific area of the business was aware of the dependency. The CAB rejects it due to the downstream impact.
    There was a request for an update to a non-supported application, and the vendor was asking for a premium support contract that is very costly. It’s too expensive to implement, despite the need for it. The CAB will wait for an upgrade to a new application.
    There was a request to update application functionality to a beta release. The risk outweighs the business benefits.

    Determine When the CAB Would Reject Tested Changes

    Input

    • Current SOP (if available)

    Output

    • List of reasons to reject tested changes

    Materials

    • Whiteboard/flip charts (or shared screen if working remotely)
    • Projector
    • Markers/pens
    • Laptop with ITSM admin access
    • Project Summary Template

    Participants

    • IT Director
    • Infrastructure Manager
    • Change Manager
    • Members of the Change Advisory Board

    Avoid hand-offs to ensure a smooth implementation process

    The implementation phase is the final checkpoint before releasing the new change into your live environment. Once the final checks have been made to the change, it’s paramount that teams work together to transition the change effectively rather than doing an abrupt hand-off. This could cause a potential outage.

    1.

    • Deployment resources identified, allocated, and scheduled
    • Documentation complete
    • Support team trained
    • Users trained
    • Business sign-off
    • Target systems identified and ready to receive changes
    • Target systems available for installation maintenance window scheduled
    • Technical checks:
      • Disk space available
      • Pre-requisites met
      • Components/Services to be updated are stopped
      • All users disconnected
    • Download Info-Tech’sChange Management Pre-Implementation Checklist

    Implement change →

    2.

    1. Verification – once the change has been implemented, verify that all requirements are fulfilled.
    2. Review – ensure that all affected systems and applications are operating as predicted. Update change log.
    3. Transition – a crucial phase of implementation that’s often overlooked. Once the change implementation is complete from a technical point of view, it’s imperative that the team involved with the change inform and train the group responsible for managing the new change.

    Create a backout plan to reduce the risk of a failed change

    Every change process needs to plan for the potential for failure and how to address it effectively. Change management’s solution to this problem is a backout plan.

    A backout plan needs to contain a record of the steps that need to be taken to restore the live environment back to its previous state and maintain business continuity. A good backout plan asks the following questions:

    1. How will failure be determined? Who will make the determination to back out of a change be made and when?
    2. Do we fix on fail or do we rollback to the previous configuration?
    3. Is the service desk aware of the impending change? Do they have proper training?

    Notify the Service Desk

    • Notify the Service Desk about backout plan initiation.

    Disable Access

    • Disable user access to affected system(s).

    Conduct Checks

    • Conduct checks to all affected components.

    Enable User Access

    • Enable user access to affected systems.

    Notify the Service Desk

    • Notify the service desk that the backout plan was successful.

    Info-Tech Best Practice

    As part of the backout plan, consider the turnback point in the change window. That is, the point within the change window where you still have time to fully back out of the change.

    Ensure the following post-implementation review activities are completed

    Service Catalog

    Update the service catalog with new information as a result of the implemented change.

    CMDB

    Update new dependencies present as a result of the new change.

    Asset DB

    Add notes about any assets newly affected by changes.

    Architecture Map

    Update your map based on the new change.

    Technical Documentation

    Update your technical documentation to reflect the changes present because of the new change.

    Training Documentation

    Update your training documentation to reflect any information about how users interact with the change.

    Use a post-implementation review process to promote continual improvement

    The post-implementation review (PIR) is the most neglected change management activity.

    • All changes should be reviewed to understand the reason behind them, appropriateness, and recommendations for next steps.
    • The Change Manager manages the completion of information PIRs and invites RFC originators to present their findings and document the lessons learned.

    Info-Tech Best Practice

    Review PIR reports at CAB meetings to highlight the root causes of issues, action items to close identified gaps, and back-up documentation required. Attach the PIR report to the relevant RFC to prevent similar changes from facing the same issues in the future.

    1. Why do a post-implementation review?
      • Changes that don’t fail but don’t perform well are rarely reviewed.
      • Changes may fail subtly and still need review.
      • Changes that cause serious failures (i.e. unplanned downtime) receive analysis that is unnecessarily in-depth.
    2. What are the benefits?
      • A proactive, post-implementation review actually uses less resources than reactionary change reviews.
      • Root-cause analysis of failed changes, no matter what the impact.
      • Insight into changes that took longer than projected.
      • Identification of previously unidentified risks affecting changes.

    Determine the strategy for your PIR to establish a standardized process

    Capture the details of your PIR process in a table similar to the one below.

    Frequency Part of weekly review (IT team meeting)
    Participants
    • Change Manager
    • Originator
    • SME/supervisor/impacted team(s)

    Categories under review

    Current deviations and action items from previous PIR:

    • Complete
    • Partially complete
    • Complete, late
    • Change failed, rollback succeeded
    • Change failed, rollback failed
    • Major deviation from implementation plan
    Output
    • Root cause or failure or deviation
    • External factors
    • Remediation focus areas
    • Remediation timeline (follow-up at appropriate time)
    Controls
    • Reviewed at next CAB meeting
    • RFC close is dependent on completion of PIR
    • Share with the rest of the technical team
    • Lessons learned stored in the knowledgebase and attached to RFC for easy search of past issues.

    3.2.2 Create a Post-Implementation Activity Checklist

    Input

    • Current SOP (if available)

    Output

    • List of reasons to reject tested changes

    Materials

    Participants

    • CIO
    • IT Managers
    • Change Manager
    • Members of the Change Advisory Board
    1. Gather representatives from the change management team.
    2. Brainstorm duties to perform following the deployment of a change. Below is a sample list:
      • Example:
        • Was the deployment successful?
          • If no, was the backout plan executed successfully?
        • List change-related incidents
        • Change assessment
          • Missed dependencies
          • Inaccurate business impact
          • Incorrect SLA impact
          • Inaccurate resources
            • Time
            • Staff
            • Hardware
        • System testing
        • Integration testing
        • User acceptance testing
        • No backout plan
        • Backout plan failure
        • Deployment issues
    3. Record your results in the Change Management Post-Implementation Checklist.

    Download the Change Management Post-Implementation Checklist

    Case Study

    Microsoft used post-implementation review activities to mitigate the risk of a critical Azure outage.

    Industry: Technology

    Source: Jason Zander, Microsoft

    Challenge

    In November 2014, Microsoft deployed a change intended to improve Azure storage performance by reducing CPU footprint of the Azure Table Front-Ends.

    The deployment method was an incremental approach called “flighting,” where software and configuration deployments are deployed incrementally to Azure infrastructure in small batches.

    Unfortunately, this software deployment caused a service interruption in multiple regions.

    Solution

    Before the software was deployed, Microsoft engineers followed proper protocol by testing the proposed update. All test results pointed to a successful implementation.

    Unfortunately, engineers pushed the change out to the entire infrastructure instead of adhering to the traditional flighting protocol.

    Additionally, the configuration switch was incorrectly enabled for the Azure Blob storage Front-Ends.

    A combination of the two mistakes exposed a bug that caused the outage.

    Results

    Thankfully, Microsoft had a backout plan. Within 30 minutes, the change was rolled back on a global scale.

    It was determined that policy enforcement was not integrated across the deployment system. An update to the system shifted the process of policy enforcement from human-based decisions and protocol to automation via the deployment platform.

    Defined PIR activities enabled Microsoft to take swift action against the outage and mitigate the risk of a serious outage.

    Phase 4

    Measure, Manage, and Maintain

    Define Change Management

    1.1 Assess Maturity

    1.2 Categorize Changes and Build Risk Assessment

    Establish Roles and Workflows

    2.1 Determine Roles and Responsibilities

    2.2 Build Core Workflows

    Define RFC and Post-Implementation Activities

    3.1 Design RFC

    3.2 Establish post-implementation activities

    Measure, Manage, and Maintain

    4.1 Identify Metrics and Build the Change Calendar

    4.2 Implement the Project

    This phase will guide you through the following activities:

    • Identify Metrics and Build the Change Calendar
    • Implement the Project

    This phase involves the following participants:

    • CIO/IT Director
    • IT Managers
    • Change Manager

    Step 4.1

    Identify Metrics and Build the Change Calendar

    Activities

    4.1.1 Create an Outline for Your Change Calendar

    4.1.2 Determine Metrics, Key Performance Indicators (KPIs), and Critical Success Factors (CSFs)

    4.1.3 Track and Record Metrics Using the Change Management Metrics Tool

    Measure, Manage, and Maintain

    Step 4.1: Identify Metrics and Build the Change Calendar

    Step 4.2: Implement the Project

    This step involves the following participants:

    • CIO/IT Director
    • IT Managers
    • Change Manager

    Outcomes of this step

    • Clear definitions of change calendar content
    • Guidelines for change calendar scheduling
    • Defined metrics to measure the success of change management with associated reports, KPIs, and CSFs

    Enforce a standard method of prioritizing and scheduling changes

    The impact of not deploying the change and the benefit of deploying it should determine its priority.

    Risk of Not Deploying

    • What is the urgency of the change?
    • What is the risk to the organization if the change is not deployed right away?
    • Will there be any lost productivity, service disruptions, or missed critical business opportunities?
      • Timing
        • Does the proposed timing work with the approved changes already on the change schedule?
        • Has the change been clash checked so there are no potential conflicts over services or resources?
      • Once prioritized, a final deployment date should be set by the CAB. Check the change calendar first to avoid conflicts.

    Positive Impact of Deployment

    • What benefits will be realized once the change is deployed?
    • How significant is the opportunity that triggered the change?
    • Will the change lead to a positive business outcome (e.g. increased sales)?

    “The one who has more clout or authority is usually the one who gets changes scheduled in the time frame they desire, but you should really be evaluating the impact to the organization. We looked at the risk to the business of not doing the change, and that’s a good way of determining the criticality and urgency of that change.” – Joseph Sgandurra, Director, Service Delivery, Navantis

    Info-Tech Insight

    Avoid a culture where powerful stakeholders are able to push change deployment on an ad hoc basis. Give the CAB the full authority to make approval decisions based on urgency, impact, cost, and availability of resources.

    Develop a change schedule to formalize the planning process

    A change calendar will help the CAB schedule changes more effectively and increase visibility into upcoming changes across the organization.

    1. Establish change windows in a consistent change schedule:
      • Compile a list of business units that would benefit from a change.
      • Look for conflicts in the change schedule.
      • Avoid scheduling two or more major business units in a day.
      • Consider clients when building your change windows and change schedule.
    2. Gain commitments from key participants:
      • These individuals can confirm if there are any unusual or cyclical business requirements that will impact the schedule.
    3. Properly control your change calendar to improve change efficiency:
      • Look at the proposed start and end times: Are they sensible? Does the implementation window leave time for anything going wrong or needing to roll back the change?
      • Special considerations: Are there special circumstances that need to be considered? Ask the business if you don’t know.
      • The key principle is to have a sufficient window available for implementing changes so you only need to set up calendar freezes for sound business or technical reasons.

    Our mantra is to put it on the calendar. Even if it’s a preapproved change and doesn’t need a vote, having it on the calendar helps with visibility. The calendar is the one-stop shop for scheduling and identifying change dependencies.“ – Wil Clark, Director of Service and Performance Management, University of North Texas Systems

    Provide clear definitions of what goes on the change calendar and who’s responsible

    Roles

    • The Change Manager will be responsible for creating and maintaining a change calendar.
    • Only the Change Manager can physically alter the calendar by adding a new change after the CAB has agreed upon a deployment date.
    • All other CAB members, IT support staff, and other impacted stakeholders should have access to the calendar on a read-only basis to prevent people from making unauthorized changes to deployment dates.

    Inputs

    • Freeze periods for individual business departments/applications (e.g. finance month-end periods, HR payroll cycle, etc. – all to be investigated).
    • Maintenance windows and planned outage periods.
    • Project schedules, and upcoming major/medium changes.
    • Holidays.
    • Business hours (some departments work 9-5, others work different hours or in different time zones, and user acceptance testing may require business users to be available).

    Guidelines

    • Business-defined freeze periods are the top priority.
    • No major or medium normal changes should occur during the week between Christmas and New Year’s Day.
    • Vendor SLA support hours are the preferred time for implementing changes.
    • The vacation calendar for IT will be considered for major changes.
    • Change priority: High > Medium > Low.
    • Minor changes and preapproved changes have the same priority and will be decided on a case-by-case basis.

    The change calendar is a critical pre-requisite to change management in DevOps. Use the calendar to be proactive with proposed implementation dates and deconfliction before the change is finished.

    4.1.1 Create Guidelines for Your Change Calendar

    Input

    • Current change calendar guidelines

    Output

    • Change calendar inputs and schedule checklist

    Materials

    Participants

    • Change Manager
    • Members of the Change Advisory Board
    • Service Desk Manager
    • Operations (optional)
    1. Gather representatives from the change management team.
      • Example:
        • The change calendar/schedule includes:
          • Approved and scheduled normal changes.
          • Scheduled project work.
          • Scheduled maintenance windows.
          • Change freeze periods with affected users noted:
            • Daily/weekly freeze periods.
            • Monthly freeze periods.
            • Annual freeze periods.
            • Other critical business events.
    2. Create a checklist to run through before each change is scheduled:
      • Check the schedule and assess resource availability:
        • Will user productivity be impacted?
        • Are there available resources (people and systems) to implement the change?
        • Is the vendor available? Is there a significant cost attached to pushing change deployment before the regularly scheduled refresh?
        • Are there dependencies? Does the deployment of one change depend on the earlier deployment of another?
    3. Record your results in your Project Summary Template.

    Start measuring the success of your change management project using three key metrics

    Number of change-related incidents that occur each month

    • Each month, record the number of incidents that can be directly linked to a change. This can be done using an ITSM tool or manually by service desk staff.
    • This is a key success metric: if you are not tracking change-related incidents yet, start doing so as soon as possible. This is the metric that the CIO and business stakeholders will be most interested in because it impacts users directly.

    Number of unauthorized changes applied each month

    • Each month, record the number of changes applied without approval. This is the best way to measure adherence to the process.
    • If this number decreases, it demonstrates a reduction in risk, as more changes are formally assessed and approved before being deployed.

    Percentage of emergency changes

    • Each month, compare the number of emergency change requests to the total number of change requests.
    • Change requesters often designate changes as emergencies as a way of bypassing the process.
    • A reduction in emergency changes demonstrates that your process is operating smoothly and reduces the risk of deploying changes that have not been properly tested.

    Info-Tech Insight

    Start simple. Metrics can be difficult to tackle if you’re starting from scratch. While implementing your change management practice, use these three metrics as a starting point, since they correlate well with the success of change management overall. The following few slides provide more insight into creating metrics for your change process.

    If you want more insight into your change process, measure the progress of each step in change management with metrics

    Improve

    • Number of repeat failures (i.e. making the same mistake twice)
    • Number of changes converted to pre-approved
    • Number of changes converted from pre-approved back to normal

    Request

    • What percentage of change requests have errors or lack appropriate support?
    • What percentage of change requests are actually projects, service requests, or operational tasks?
    • What percentage of changes have been requested before (i.e. documented)?

    Assess

    • What percentage of change requests are out of scope?
    • What percentage of changes have been requested before (i.e. documented)?
    • What are the percentages of changes by category (normal, pre-approved, emergency)?

    Plan

    • What percentage of change requests are reviewed by the CAB that should have been pre-approved or emergency (i.e. what percentage of changes are in the wrong category)?

    Approve

    • Number of changes broken down by department (business unit/IT department to be used in making core/optional CAB membership more efficient)
    • Number of workflows that can be automated

    Implement

    • Number of changes completed on schedule
    • Number of changes rolled back
    • What percentage of changes caused an incident?

    Use metrics to inform project KPIs and CSFs

    Leverage the metrics from the last slide and convert them to data communicable to IT, management, and leadership

    • To provide value, metrics and measurements must be actionable. What actions can be taken as a result of the data being presented?
    • If the metrics are not actionable, there is no value and you should question the use of the metric.
    • Data points in isolation are mostly meaningless to inform action. Observe trends in your metrics to inform your decisions.
    • Using a framework to develop measurements and metrics provides a defined methodology that enables a mapping of base measurements through CSFs.
    • Establishing the relationship increases the value that measurements provide.

    Purposely use SDLC and change lifecycle metrics to find bottlenecks and automation candidates.

    Metrics:

    Metrics are easily measured datapoints that can be pulled from your change management tool. Examples: Number of changes implemented, number of changes without incident.

    KPIs:

    Key Performance Indicators are metrics presented in a way that is easily digestible by stakeholders in IT. Examples: Change efficiency, quality of changes.

    CSFs:

    Critical Success Factors are measures of the business success of change management taken by correlating the CSF with multiple KPIs. Examples: consistent and efficient change management process, a change process mapped to business needs

    List in-scope metrics and reports and align them to benefits

    Metric/Report (by team)Benefit
    Total number of RFCs and percentages by category (pre-approved, normal, emergency, escalated support, expedited)
    • Understand change management activity
    • Tracking maturity growth
    • Identifying “hot spots”
    Pre-approved change list (and additions/removals from the list) Workload and process streamlining (i.e. reduce “red tape” wherever possible)
    Average time between RFC lifecycle stages (by service/application) Advance planning for proposed changes
    Number of changes by service/application/hardware class
    • Identifying weaknesses in the architecture
    • Vendor-specific TCO calculations
    Change triggers Business- vs. IT-initiated change
    Number of RFCs by lifecycle stage Workload planning
    List of incidents related to changes Visible failures of the CM process
    Percentage of RFCs with a tested backout/validation plan Completeness of change planning
    List of expedited changes Spotlighting poor planning and reducing the need for this category going forward (“The Hall of Shame”)
    CAB approval rate Change coordinator alignment with CAB priorities – low approval rate indicates need to tighten gatekeeping by the change coordinator
    Calendar of changes Planning

    4.1.2 Determine Metrics, Key Performance Indicators (KPIs), and Critical Success Factors (CSFs)

    Input

    • Current metrics

    Output

    • List of trackable metrics, KPIs and CSFs

    Materials

    Participants

    • Change Manager
    • Members of the Change Advisory Board
    • Service Desk Manager
    • Operations (optional)
    1. Draw three tables for metrics, KPIs, and CSFs.
    2. Starting with the CSF table, fill in all relevant CSFs that your group wishes to track and measure.
    3. Next, work to determine relevant KPIs correlated with the CSFs and metrics needed to measure the KPIs. Use the tables included below (taken from section 14 of the Change Management SOP) to guide the process.
    4. Record the results in the tables in section 14 of your Change Management SOP.
    5. Decide on where and when to review the metrics to discuss your change management strategy. Designate and owner and record in the RACI and Communications section of your Change Management SOP.
    Ref #Metric

    M1

    Number of changes implemented for a time period
    M2 Number of changes successfully implemented for a time period
    M3 Number of changes implemented causing incidents
    M4 Number of accepted known errors when change is implemented
    M5 Total days for a change build (specific to each change)
    M6 Number of changes rescheduled
    M7 Number of training questions received following a change
    Ref#KPIProduct
    K1 Successful changes for a period of time (approach 100%) M2 / M1 x 100%
    K2 Changes causing incidents (approach 0%) M3 / M1 x 100%
    K3 Average days to implement a change ΣM5 / M1
    K4 Change efficiency (approach 100%) [1 - (M6 / M1)] x 100%
    K5 Quality of changes being implemented (approach 100%) [1 - (M4 / M1)] x 100%
    K6 Change training efficiency (approach 100%) [1 - (M7 / M1)] x 100%
    Ref#CSFIndicator
    C1 Successful change management process producing quality changes K1, K5
    C2 Consistent efficient change process K4, K6
    C3 Change process maps to business needs K5, K6

    Measure changes in selected metrics to evaluate success

    Once you have implemented a standardized change management practice, your team’s goal should be to improve the process, year over year.

    • After a process change has been implemented, it’s important to regularly monitor and evaluate the CSFs, KPIs, and metrics you chose to evaluate. Examine whether the process change you implemented has actually resolved the issue or achieved the goal of the critical success factor.
    • Establish a schedule for regularly reviewing the key metrics. Assess changes in those metrics and determine progress toward reaching objectives.
    • In addition to reviewing CSFs, KPIs, and metrics, check in with the release management team and end users to measure their perceptions of the change management process once an appropriate amount of time has passed.
    • Ensure that metrics are telling the whole story and that reporting is honest in order to be informative.

    Outcomes of standardizing change management should include:

    1. Improved efficiency, effectiveness, and quality of changes.
    2. Changes and processes are more aligned with the business needs and strategy.
    3. Improved maturity of change processes.

    Info-Tech Best Practice

    Make sure you’re measuring the right things and considering all sources of information. It’s very easy to put yourself in a position where you’re congratulating yourselves for improving on a specific metric such as number of releases per month, but satisfaction remains low.

    4.1.3 Track and Record Metrics Using the Change Management Metrics Tool

    Input

    • Current metrics

    Output

    • List of trackable metrics, KPIs and CSFs to be observed over the length of a year

    Materials

    Participants

    • Change Manager
    • Members of the Change Advisory Board
    • Service Desk Manager
    • Operations (optional)

    Tracking the progress of metrics is paramount to the success of any change management process. Use Info-Tech’s Change Management Metrics Tool to record metrics and track your progress. This tool is intended to be a substitute for organizations who do not have the capability to track change-related metrics in their ITSM tool.

    1. Input metrics from the previous activity to track over the course of a year.
    2. To record your metrics, open the tool and go to tab 2. The tool is currently primed to record and track five metrics. If you need more than that, you can edit the list in the hidden calculations tab.
    3. To see the progress of your metrics, move to tab 3 to view a dashboard of all metrics in the tool.

    Download the Change Management Metrics Tool

    Case Study

    A federal credit union was able to track maturity growth through the proper use of metrics.

    Industry: Federal Credit Union (anonymous)

    Source: Info-Tech Workshop

    Challenge

    At this federal credit union, the VP of IT wanted a tight set of metrics to engage with the business, communicate within IT, enable performance management of staff, and provide visibility into workload demands, among other requirements.

    The organization was suffering from “metrics fatigue,” with multiple reports being generated from all groups within IT, to the point that weekly/monthly reports were being seen as spam.

    Solution

    Stakeholders were provided with an overview of change management benefits and were asked to identify one key attribute that would be useful to their specific needs.

    Metrics were designed around the stakeholder needs, piloted with each stakeholder group, fine-tuned, and rolled out.

    Some metrics could not be automated off-the-shelf and were rolled out in a manual fashion. These metrics were subsequently automated and finally made available through a dashboard.

    Results

    The business received clear guidance regarding estimated times to implement changes across different elements of the environment.

    The IT managers were able to plan team workloads with visibility into upstream change activity.

    Architects were able to identify vendors and systems that were the leading source of instability.

    The VP of IT was able to track the maturity growth of the change management process and proactively engage with the business on identified hot spots.

    Step 4.2

    Implement the Project

    Activities

    4.2.1 Use a Communications Plan to Gain End User Buy-In

    4.2.2 Create a Project Roadmap to Track Your Implementation Progress

    Measure, Manage, and Maintain

    Step 4.1: Identify Metrics and Build the Change Calendar

    Step 3.2: Implement the Project

    This step involves the following participants:

    • CIO/IT Director
    • IT Managers
    • Change Manager

    Outcomes of this step

    • A communications plan for key messages to communicate to relevant stakeholders and audiences
    • A roadmap with assigned action items to implement change management

    Success of the new process will depend on introducing change and gaining acceptance

    Change management provides value by promptly evaluating and delivering changes required by the business and by minimizing disruption and rework caused by failed changes. Communication of your new change management process is key. If people do not understand the what and why, it will fail to provide the desired value.

    Info-Tech Best Practice

    Gather feedback from end users about the new process: if the process is too bureaucratic, end users are more likely to circumvent it.

    Main Challenges with Communication

    • Many people fail before they even start because they are buried in a mess created before they arrived – either because of a failed attempt to get change management implemented or due to a complicated system that has always existed.
    • Many systems are maintained because “that’s the way it’s always been done.”
    • Organizations don’t know where to start; they think change management is too complex a process.
    • Each group needs to follow the same procedure – groups often have their own processes, but if they don’t agree with one another, this could cause an outage.

    Educate affected stakeholders to prepare for organizational change

    An organizational change management plan should be part of your change management project.

    • Educate stakeholders about:
      • The process change (describe it in a way that the user can understand and is clear and concise).
        • IT changes will be handled in a standardized and repeatable fashion to minimize change-related incidents.
      • Who is impacted?
        • All users.
      • How are they impacted?
        • All change requests will be made using a standard form and will not be deployed until formal approval is received.
      • Change messaging.
        • How to communicate the change (benefits).
      • Learning and development – training your users on the change.
        • Develop and deliver training session on the Change Management SOP to familiarize users with this new method of handling IT change.

    Host a lunch-and-learn session

    • For the initial deployment, host a lunch-and-learn session to educate the business on the change management practice. Relevant stakeholders of affected departments should host it and cover the following topics:
    • What is change management (change management/change control)?
    • The value of change management.
    • What the Change Management SOP looks like.
    • Who is involved in the change management process (the CAB, etc.)?
    • What constitutes a pre-approved change and an emergency change?
    • An overview of the process, including how to avoid unauthorized changes.
    • Who should they contact in case of questions?

    Communicate the new process to all affected stakeholders

    Do not surprise users or support staff with changes. This will result in lost productivity and low satisfaction with IT services.

    • User groups and the business need to be given sufficient notice of an impending change.
    • This will allow them to make appropriate plans to accept the change, minimizing the impact of the change on productivity.
    • A communications plan will be documented in the RFC while the release is being built and tested.
    • It’s the responsibility of the change team to execute on the communications plan.

    Info-Tech Insight

    The success of change communication can be measured by monitoring the number of service desk tickets related to a change that was not communicated to users.

    Communication is crucial to the integration and overall implementation of your change management initiative. An effective communications plan will:

    • Gain support from management at the project proposal phase.
    • Create end-user buy-in once the program is set to launch.
    • Maintain the presence of the program throughout the business.
    • Instill ownership throughout the business from top-level management to new hires.

    Create your communications plan to anticipate challenges, remove obstacles, and ensure buy-in

    Management

    Technicians

    Business Stakeholders

    Provide separate communications to key stakeholder groups

    Why? What problems are you trying to solve?

    What? What processes will it affect (that will affect me)?

    Who? Who will be affected? Who do I go to if I have issues with the new process?

    When? When will this be happening? When will it affect me?

    How? How will these changes manifest themselves?

    Goal? What is the final goal? How will it benefit me?

    Info-Tech Insight

    Pay close attention to the medium of communication. For example, stakeholders on their feet all day would not be as receptive to an email communication compared to those who primarily work in front of a computer. Put yourself into various stakeholders’ shoes to craft a tailored communication of change management.

    4.2.1 Use a Communications Plan to Gain End User Buy-In

    Input

    • List of stakeholder groups for change management

    Output

    • Tailored communications plans for various stakeholder groups

    Materials

    Participants

    • Change Manager
    • Members of the Change Advisory Board
    • Service Desk Manager
    • Operations (optional)
    1. Using Info-Tech’s Change Management Communications Plan, identify key audiences or stakeholder groups that will be affected by the new change management practice.
    2. For each group requiring a communications plan, identify the following:
      • The benefits for that group of individuals.
      • The impact the change will have on them.
      • The best communication method(s) for them.
      • The time frame of the communication.
    3. Complete this information in a table like the one below:
    GroupBenefitsImpactMethodTimeline
    IT Standardized change process All changes must be reviewed and approved Poster campaign 6 months
    End Users Decreased wait time for changes Formal process for RFCs Lunch-and-learn sessions 3 months
    Business Reduced outages Increased involvement in planning and approvals Monthly reports 1 year
    1. Discuss the communications plan:
      • Will this plan ensure that users are given adequate opportunities to accept the changes being deployed?
      • Is the message appropriate for each audience? Is the format appropriate for each audience?
      • Does the communication include training where necessary to help users adopt any new functions/workflows being introduced?

    Download the Change Management Communications Plan

    Present your SOP to key stakeholders and obtain their approval

    Now that you have completed your Change Management SOP, the final step is to get sign-off from senior management to begin the rollout process.

    Know your audience:

    • Determine the service management stakeholders who will be included in the audience for your presentation.
    • You want your presentation to be succinct and hard hitting. Management’s time is tight and they will lose interest if you drag out the delivery.
    • Briefly speak about the need for more formal change management and emphasize the benefits of implementing a more formal process with a SOP.
    • Present your current state assessment results to provide context before presenting the SOP itself.
    • As with any other foundational activity, be prepared with some quick wins to gain executive attention.
    • Be prepared to review with both technical and less technical stakeholders.

    Info-Tech Insight

    The support of senior executive stakeholders is critical to the success of your SOP rollout. Try to wow them with project benefits and make sure they know about the risks/pain points.

    Download the Change Management Project Summary Template

    4.2.2 Create a Project Roadmap to Track Your Implementation Progress

    Input

    • List of implementation tasks

    Output

    • Roadmap and timeline for change management implementation

    Materials

    Participants

    • Change Manager
    • Members of the Change Advisory Board
    • Service Desk Manager
    • Operations (optional)
    1. Info-Tech’s Change Management Roadmap Tool helps you identify and prioritize tasks that need to be completed for the change management implementation project.
    2. Use this tool to identify each action item that will need to be completed as part of the change management initiative. Chart each action item, assign an owner, define the duration, and set a completion date.
    3. Use the resulting rocket diagram as a guide to task completion as you work toward your future state.

    Download the Change Management Roadmap Tool

    Case Study (part 4 of 4)

    Intel implemented a robust change management process.

    Industry: Technology

    Source: Daniel Grove, Intel

    Challenge

    Founded in 1968, the world’s largest microchip and semiconductor company employs over 100,000 people. Intel manufactures processors for major players in the PC market including Apple, Lenovo, HP, and Dell.

    Intel IT supports over 65,000 servers, 3.2 petabytes of data, over 70,000 PCs, and 2.6 million emails per day.

    Intel’s change management program is responsible for over 4,000 changes each week.

    Solution

    Intel had its new change management program in place and the early milestones planned, but one key challenge with any new project is communication.

    The company also needed to navigate the simplification of a previously complex process; end users could be familiar with any of the 37 different change processes or 25 different change management systems of record.

    Top-level buy-in was another concern.

    Results

    Intel first communicated the process changes by publishing the vision and strategy for the project with top management sponsorship.

    The CIO published all of the new change policies, which were supported by the Change Governance Council.

    Intel cited the reason for success as the designation of a Policy and Guidance Council – a group designed to own communication and enforcement of the new policies and processes put in place.

    Summary of Accomplishment

    Problem Solved

    You now have an outline of your new change management process. The hard work starts now for an effective implementation. Make use of the communications plan to socialize the new process with stakeholders and the roadmap to stay on track.

    Remember as you are starting your implementation to keep your documents flexible and treat them as “living documents.” You will likely need to tweak and refine the processware and templates several times to continually improve the process. Furthermore, don’t shy away from seeking feedback from your stakeholders to gain buy-in.

    Lastly, keep an eye on your progress with objective, data-driven metrics. Leverage the trends in your data to drive your decisions. Be sure to revisit the maturity assessment not only to measure and visualize your progress, but to gain insight into your next steps.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com

    1-888-670-8889

    Additional Support

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.

    Info-Tech analysts will join you and your team at your location or welcome you to Info-Tech’s historic office in Toronto, Ontario, Canada to participate in an innovative onsite workshop.

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    1.1.2 Complete a Change Management Maturity Assessment

    Run through the change management maturity assessment with tailored commentary for each action item outlining context and best practices.

    2.2.1 Plot the Process for a Normal Change

    Build a normal change process using Info-Tech’s Change Management Process Library template with an analyst helping you to right size the process for your organization.

    Related Info-Tech Research

    Standardize the Service Desk

    Improve customer service by driving consistency in your support approach and meeting SLAs.

    Stabilize Release and Deployment Management

    Maintain both speed and control while improving the quality of deployments and releases within the infrastructure team.

    Incident and Problem Management

    Don’t let persistent problems govern your department.

    Select Bibliography

    AXELOS Limited. ITIL Foundation: ITIL 4th edition. TSO, 2019, pp. 118–120.

    Behr, Kevin and George Spafford. The Visible Ops Handbook: Implementing ITIL in 4 Practical and Auditable Steps. IT Revolution Press. 2013.

    BMC. “ITIL Change Management.” BMC Software Canada, 22 December 2016.

    Brown, Vance. “Change Management: The Greatest ROI of ITIL.” Cherwell Service Management.

    Cisco. “Change Management: Best Practices.” Cisco, 10 March 2008.

    Grove, Daniel. “Case Study ITIL Change Management Intel Corporation.” PowerShow, 2005.

    ISACA. “COBIT 5: Enabling Processes.” ISACA, 2012.

    Jantti, M. and M. Kainulainen. “Exploring an IT Service Change Management Process: A Case Study.” ICDS 2011: The Fifth International Conference on Digital Society, 23 Feb. 2011.

    Murphy, Vawns. “How to Assess Changes.” The ITSM Review, 29 Jan. 2016.

    Nyo, Isabel. “Best Practices for Change Management in the Age of DevOps.” Atlassian Engineering, 12 May 2021.

    Phillips, Katherine W., Katie A. Liljenquist, and Margaret A. Neale. “Better Decisions Through Diversity.” Kellogg Insight, 1 Oct. 2010.

    Pink Elephant. “Best Practices for Change Management.” Pink Elephant, 2005.

    Sharwood, Simon. “Google broke its own cloud by doing two updates at once.” The Register, 24 Aug. 2016.

    SolarWinds. “How to Eliminate the No: 1 Cause of Network Downtime.” SolarWinds Tech Tips, 25 Apr. 2014.

    The Stationery Office. “ITIL Service Transition: 2011.” The Stationary Office, 29 July 2011.

    UCISA. “ITIL – A Guide to Change Management.” UCISA.

    Zander, Jason. “Final Root Cause Analysis and Improvement Areas: Nov 18 Azure Storage Service Interruption.” Microsoft Azure: Blog and Updates, 17 Dec. 2014.

    Appendix I: Expedited Changes

    Employ the expedited change to promote process adherence

    In many organizations, there are changes which may not fit into the three prescribed categories. The reason behind why the expedited category may be needed generally falls between two possibilities:

    1. External drivers dictate changes via mandates which may not fall within the normal change cycle. A CIO, judge, state/provincial mandate, or request from shared services pushes a change that does not fall within a normal change cycle. However, there is no imminent outage (therefore it is not an emergency). In this case, an expedited change can proceed. Communicate to the change requester that IT and the change build team will still do their best to implement the change without issue, but any extra risk of implementing this expedited change (compared to an normal change) will be absorbed by the change requester.
    2. The change requester did not prepare for the change adequately. This is common if a new change process is being established (and stakeholders are still adapting to the process). Change requesters or the change build team may request the change to be done by a certain date that does not fall within the normal change cycle, or they simply did not give the CAB enough time to vet the change. In this case, you may use the expedited category as a metric (or a “Hall of Shame” example). If you identify a department or individual that frequently request expedited changes, use the expedited category as a means to educate them about the normal change to discourage the behavior moving forward.

    Two possible ways to build an expedited change category”

    1. Build the category similar to an emergency change. In this case, one difference would be the time allotted to fully obtain authorization of the change from the E-CAB and business owner before implementing the change (as opposed to the emergency change workflow).
    2. Have the expedited change reflect the normal change workflow. In this case, all the same steps of the normal change workflow are followed except for expedited timelines between processes. This may include holding an impromptu CAB meeting to authorize the change.

    Example process: Expedited Change Process

    The image is a flowchart, showing the process for Expedited Change.

    For the full process, refer to the Change Management Process Library.

    Appendix II: Optimize IT Change Management in a DevOps Environment

    Change Management cannot be ignored because you are DevOps or Agile

    But it can be right-sized.

    The core tenets of change management still apply no matter the type of development environment an organization has. Changes in any environment carry risk of degrading functionality, and must therefore be vetted. However, the amount of work and rigor put into different stages of the change life cycle can be altered depending on the maturity of the development workflows. The following are several stage gates for change management that MUST be considered if you are a DevOps or Agile shop:

    • Intake assessment (separation of changes from projects, service requests, operational tasks)
      • Within a DevOps or Agile environment, many of the application changes will come directly from the SDLC and projects going live. It does not mean a change must go through CAB, but leveraging the pre-approved category allows for an organization to stick to development lifecycles without being heavily bogged down by change bureaucracy.
    • Technical review
      • Leveraging automation, release contingencies, and the current SDLC documentation to decrease change risk allows for various changes to be designated as pre-approved.
    • Authorization
      • Define the authorization and dependencies of a change early in the lifecycle to gain authorization and necessary signoffs.
    • Documentation/communication
      • Documentation and communication are post-implementation activities that cannot be ignored. If documentation is required throughout the SDLC, then design the RFC to point to the correct documentation instead of duplicating information.

    "Understand that process is hard and finding a solution that fits every need can be tricky. With this change management process we do not try to solve every corner case so much as create a framework by which best judgement can be used to ensure maximum availability of our platforms and services while still complying with our regulatory requirements and making positive changes that will delight our customers.“ -IT Director, Information Cybersecurity Organization

    Five principals for implementing change in DevOps

    Follow these best practices to make sure your requirements are solid:

    People

    The core differences between an Agile or DevOps transition and a traditional approach are the restructuring and the team behind it. As a result, the stakeholders of change management must be onboard for the process to work. This is the most difficult problem to solve if it’s an issue, but open avenues of feedback for a process build is a start.

    DevOps Lifecycles

    • Plan the dev lifecycle so people can’t skirt it. Ensure the process has automated checks so that it’s more work to skirt the system than it is to follow it. Make the right process the process of least resistance.
    • Plan changes from the start to ensure that cross-dependencies are identified early and that the proposed implementation date is deconflicted and visible to other change requesters and change stakeholders.

    Automation

    Automation comes in many forms and is well documented in many development workflows. Having automated signoffs for QA/security checks and stakeholders/cross dependency owner sign offs may not fully replace the CAB but can ease the burden on discussions before implementation.

    Contingencies

    Canary releases, phased releases, dark releases, and toggles are all options you can employ to reduce risk during a release. Furthermore, building in contingencies to the test/rollback plan decreases the risk of the change by decreasing the factor of likelihood.

    Continually Improve

    Building change from the ground up doesn’t meant the process has to be fully fledged before launch. Iterative improvements are possible before achieving an optimal state. Having the proper metrics on the pain points and bottlenecks in the process can identify areas for automation and improvement.

    Increasing the proportion of pre-approved changes

    Leverage the traditional change infrastructure to deploy changes quickly while keeping your risk low.

    • To designate a change as a pre-approved change it must have a low risk rating (based on impact and likelihood). Fortunately, many of the changes within the Agile framework are designed to be small and lower risk (at least within application development). Putting in the work ahead of time to document these changes, template RFCs, and document the dependencies for various changes allows for a shift in the proportion of pre-approved changes.
    • The designation of pre-approved changes is an ongoing process. This is not an overnight initiative. Measure the proportion of changes by category as a metric, setting goals and interim goals to shift the change proportion to a desired ratio.

    The image is a bar graph, with each bar having 3 colour-coded sections: Emergency, Normal, and Pre-Approved. The first bar is before, where the largest change category is Normal. The second bar is after, and the largest change category is Pre-Approved.

    Turn your CAB into a virtual one

    • The CAB does not have to fully disappear in a DevOps environment. If the SDLC is built in a way that authorizes changes through peer reviews and automated checks, by the time it’s deployed, the job of the CAB should have already been completed. Then the authorization stage-gate (traditionally, the CAB) shifts to earlier in the process, reducing the need for an actual CAB meeting. However, the change must still be communicated and documented, even if it’s a pre-approved change.
    • As the proportion of changes shifts from a high degree of normal changes to a high degree of pre-approved changes, the need for CAB meetings should decrease even further. As an end-state, you may reserve actual CAB meetings for high-profile changes (as defined by risk).
    • Lastly, change management does not disappear as a process. Periodic reviews of change management metrics and the pre-approved change list must still be completed.

    The Accessibility Business Case for IT

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    • Laws requiring digital accessibility are changing and differ by location.
    • You need to make sure your digital assets, products, and services (internal and external) are accessible to everyone, but getting buy-in is difficult.
    • You may not know where your gaps in understanding are because conventional thinking is driven by compliance and risk mitigation.

    Our Advice

    Critical Insight

    • The longer you put off accessibility, the more tech debt you accumulate and the more you risk losing access to new and existing markets. The longer you wait to adopt standards and best practices, the more interest you’ll accumulate on accessibility barriers and costs for remediation.
    • Implementing accessibility feels counterintuitive to IT departments. IT always wants to optimize and move forward, but with accessibility you may stay at one level for what feels like an uncomfortably long period. Don’t worry; building consistency and shifting culture takes time.
    • Accessibility goes beyond compliance, which should be an outcome, not the objective. With 1 billion people worldwide with some form of disability, nearly everyone likely has a connection to disability, whether it be in themselves, family, or colleagues. The market of people with disabilities has a spending power of more than $6 trillion (WAI, 2018).

    Impact and Result

    • Take away the overwhelm that many feel when they hear “accessibility” and make the steps for your organization approachable.
    • Clearly communicate why accessibility is critical and how it supports the organization’s key objectives and initiatives.
    • Understand your current state related to accessibility and identify areas for key initiatives to become part of the IT strategic roadmap.

    The Accessibility Business Case for IT Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. The Accessibility Business Case for IT – Clearly communicate why accessibility is critical and how it supports the organization’s key objectives and initiatives.

    A step-by-step approach to walk you through understanding your current state related to accessibility maturity, identifying your desired future state, and building your business case to seek buy-in. This storyboard will help you figure out what’s right for your organization and build the accessibility business case for IT.

    • The Accessibility Business Case for IT – Phases 1-3

    2. Accessibility Business Case Template – A clear, concise, and compelling business case template to communicate the criticality of accessibility.

    The business case for accessibility is strong. Use this template to communicate to senior leaders the benefits, challenges, and risks of inaction.

    • Accessibility Business Case Template

    3. Accessibility Maturity Assessment – A structured tool to help you identify your current accessibility maturity level and identify opportunities to ensure progress.

    This tool uses a capability maturity model framework to evaluate your current state of accessibility. Maturity level is assessed on three interconnected aspects (people, process, and technology) across six dimensions proven to impact accessibility. Complete the assessment to get recommendations based on where you’re at.

    • Accessibility Maturity Assessment

    Infographic

    Further reading

    The Accessibility Business Case for IT

    Accessibility goes beyond compliance

    Analyst Perspective

    Avoid tech debt related to accessibility barriers

    Accessibility is important for individuals, businesses, and society. Diverse populations need diverse access, and it’s essential to provide access and opportunity to everyone, including people with diverse abilities. In fact, access to information and communications technologies (ICT) is a basic human right according to the United Nations.

    The benefits of ICT accessibility go beyond compliance. Many innovations that we use in everyday life, such as voice activation, began as accessibility initiatives and ended up creating a better lived experience for everyone. Accessibility can improve user experience and satisfaction, and it can enhance your brand, drive innovation, and extend your market reach (WAI, 2022).

    Although your organization might be required by law to ensure accessibility, understanding your users’ needs and incorporating them into your processes early will determine success beyond just compliance.

    Heather Leier-Murray, Senior Research Analyst, People and Leadership

    Heather Leier-Murray
    Senior Research Analyst, People and Leadership
    Info-Tech Research Group

    Executive Summary

    Your Challenge Common Obstacles Info-Tech’s Approach

    Global IT and business leaders are challenged to make digital products and services accessible because inaccessibility comes with increasing risk to brand reputation, legal ramifications, and constrained market reach.

    • Laws requiring digital accessibility are changing and differ by location.
    • You need to make sure your digital assets, products, and services (internal and external) are accessible to everyone.
    • The cost of inaction is rising.

    Understanding where to start, where accessibility lives, and if or when you’re done can be overwhelmingly difficult.

    • Executive leadership buy-in is difficult to get.
    • Conventional thinking is driven by compliance and risk mitigation.
    • You don’t know where your gaps in understanding are.

    Conventional approaches to accessibility often fail because users are expected to do the hard work. You have to be doing 80% of the hard work.1

    Use Info-Tech’s research and resources to do what’s right for your organization. This framework takes away the overwhelm that many feel when they hear “accessibility” and makes the steps for your organization approachable.

    • Clearly communicate why accessibility is critical and how it supports the organization’s key objectives and initiatives.
    • Understand your current state related to accessibility and identify areas for key initiatives to become part of the IT strategic roadmap.

    1. Harvard Business Review, 2021

    Info-Tech Insight
    The longer you put off accessibility, the more tech debt you accumulate and the more you risk losing access to new and existing markets. The longer you wait to adopt standards and best practices, the more interest you’ll accumulate on accessibility barriers and costs for remediation.

    Your challenge

    This research is designed to help organizations who are looking to:

    • Build a business case for accessibility.
    • Ensure that digital assets, products, and services are accessible to everyone, internally and externally.
    • Support staff and build skills to support the organization with accessibility and accommodation.
    • Get assistance figuring out where to start on the road to accessibility compliance and beyond.

    The cost of inaction related to accessibility is rising. Preparing for accessibility earlier helps prevent tech debt; the longer you wait to address your accessibility obligations, the more costly it gets.

    More than 3,500 digital accessibility lawsuits were filed in the US in 2020, up more than 50% from 2018.

    Source: UsableNet. Inc.

    Common obstacles

    These barriers make accessibility difficult to address for many organizations:

    • You don’t know where your gaps in understanding are. Recognizing the importance of accessibility and how it fits into the bigger picture is key to developing buy-in.
    • Too often organizations focus on mitigating risk by being compliance driven. Shifting focus to the user experience, internally and externally, will realize better results.
    • Conventional approaches to accessibility often fail because the expectation is for users to do the hard work. One in five people have a permanent disability, but it’s likely everyone will be faced with some sort of disability at some point in their lives.1 Your organization has to be doing at least 80% of the hard work.2
    • Other types of compliance reside clearly with one area of the organization. Accessibility, however, has many homes: IT, user experience (UX), customer experience (CX), and even HR.

    1. Smashing Magazine

    2. Harvard Business Review, 2021

    90% of companies claim to prioritize diversity.

    Source: Harvard Business Review, 2020

    Only 4% of those that claim to prioritize diversity consider disability in those initiatives.

    Source: Harvard Business Review, 2020

    The four principles of accessibility

    WCAG (Web Content Accessibility Guidelines) identifies four principles of accessibility. WCAG is the most referenced standard in website accessibility lawsuits.

    The four principles of accessibility

    Source: eSSENTIAL Accessibility, 2022

    Why organizations address accessibility

    Top three reasons:

    61% 62% 78%
    To comply with laws To provide the best UX To include people with disabilities

    Source: Level Access

    Still, most businesses aren’t meeting compliance standards. Even though legislation has been in place for over 30 years, a 2022 study by WebAIM of 1,000,000 homepages returned a 96.8% WCAG 2.0 failure rate.

    Source: Institute for Disability Research, Policy, and Practice

    How organizations prioritize digital accessibility

    43% rated it as a top priority.

    36% rated it as important.

    Fewer than 5% rated as either low priority or not even on the radar.

    More than 65% agreed or strongly agreed it’s a higher priority than last year.

    Source: Angel Business Communications

    Organizations expect consumers to do more online

    The pandemic led to many businesses going digital and more people doing things online.

    Chart of activities performed more often compared to before COVID-19

    Chart of activities performed for the first time during COVID-19

    Source: Statistics Canada

    Disability is part of being human

    Merriam-Webster defines disability as a “physical, mental, cognitive, or developmental condition that impairs, interferes with, or limits a person’s ability to engage in certain tasks or actions or participate in typical daily activities and interactions.”1

    The World Health Organization (WHO) points out that a crucial part of the definition of disability is that it’s not just a health problem, but the environment impacts the experience and extent of disability. Inaccessibility creates barriers for full participation in society.2

    The likelihood of you experiencing a disability at some point in your life is very high, whether a physical or mental disability, seen or unseen, temporary or permanent, severe or mild.2

    Many people acquire disabilities as they age yet may not identify as “a person with a disability.”3 Where life expectancies are over 70 years of age, 11.5% of life is spent living with a disability. 4

    “Extreme personalization is becoming the primary difference in business success, and everyone wants to be a stakeholder in a company that provides processes, products, and services to employees and customers with equitable, person-centered experiences and allows for full participation where no one is left out.”
    – Paudie Healy, CEO, Universal Access

    1. Merriam-Webster
    2. World Health Organization
    3. Digital Leaders, as cited in WAI, 2018
    4. Disabled World, as cited in WAI, 2018

    Untapped talent resource

    Common myths about people with disabilities:

    • They can’t work.
    • They need more time off or are absent more often.
    • Only basic, unskilled work is appropriate for them.
    • Their productivity is lower than that of coworkers.
    • They cost more to recruit, train, and employ.
    • They decrease others’ productivity.
    • They’re not eligible for governmental financial incentives (e.g. apprentices).
    • They don’t fit in.

    These assumptions prevent organizations from hiring valuable people into the workforce and retaining them.

    Source: Forbes

    50% to 70% of people with disabilities are unemployed in industrialized countries. In the US alone, 61 million adults have a disability.

    Source: United Nations, as cited in Forbes

    Thought Model

    Info-Tech’s methodology for the accessibility business case for IT

    1. Understand Current State 2. Plan for Buy-in 3. Prepare Your Business Case
    Phase Steps
    1. Understand standards and legislation
    2. Build awareness
    3. Understand current accessibility maturity level Define desired future state
    1. Define desired future state
    2. Define goals and objectives
    3. Document roles and responsibilities
    1. Customize and populate the Accessibility Business Case Template and gain approval
    2. Validate post-approval steps and establish timelines
    Phase Outcomes
    • Accessibility maturity assessment
    • Accessibility drivers determined
    • Goals defined
    • Objectives identified
    • Roles and responsibilities documented
    • Business case drafted
    • Approval to move forward with implementing your accessibility program
    • Next steps and timelines

    Insight Summary

    Insight 1 The longer you put off accessibility, the more tech debt you accumulate and the more you risk losing access to new and existing markets. The longer you wait to adopt standards and best practices, the more interest you’ll accumulate on accessibility barriers and costs for remediation.
    Insight 2 Implementing accessibility feels counterintuitive to IT departments. IT always wants to optimize and move forward, but with accessibility you may stay at one level for what feels like an uncomfortably long period. Don’t worry; building consistency and shifting culture takes time.
    Insight 3 Accessibility goes beyond compliance, which should be an outcome, not the objective. With 1 billion people worldwide with some form of disability, nearly everyone likely has a connection to disability, whether it be in themselves, family, or colleagues. The market of people with disabilities has a spending power of more than $6 trillion.1

    1. WAI, 2018

    Blueprint deliverables

    This blueprint is accompanied by supporting deliverables to help you accomplish your goals.

    Accessibility Business Case Template

    The business case for accessibility is strong. Use this template to communicate to senior leaders the benefits and challenges of accessibility and the risks of inaction.

    Accessibility Maturity Assessment

    Use this assessment to understand your current accessibility maturity.

    Blueprint benefits

    Business Benefits IT Benefits
    • Don’t lose out on a 6-trillion-dollar market.
    • Don’t miss opportunities to work with organizations because you’re not accessible.
    • Enable and empower current employees with disabilities.
    • Minimize potential for negative brand reputation due to a lack of consideration for people with disabilities.
    • Decrease the risk of legal action being brought upon the organization.
    • Understand accessibility and know your role in it for your organization and your team members.
    • Be prepared and able to provide the user experience you want.
    • Decrease tech debt – start early to ensure accessibility for everyone.
    • Access an untapped labor market.
    • Mitigate IT retention challenges.

    Measure the value of this blueprint

    Improve stakeholder satisfaction and engagement

    • Tracking measures to understand the value of this blueprint is a critical part of the process.
    • Monitor employee engagement, overall stakeholder satisfaction with IT, and the overall end-customer satisfaction.
    • Remember, accessibility is not a one-and-done project – just because measures are positive does not mean your work is done.

    In phase 2 of this blueprint, we will help you establish current-state and target-state metrics for your organization.

    Suggested Metrics
    Overall end-customer satisfaction
    Monies saved through cost optimization efforts
    Employee engagement
    Monies save through application rationalization and standardization

    For more metrics ideas, see the Info-Tech IT Metrics Library.

    Executive Brief Case Study

    INDUSTRY
    Technology

    SOURCE
    W3C Web Accessibility Initiative (WAI), 2018

    Google

    Investing in accessibility
    With an innovative edge, Google invests in accessibility with the objective of making life easier for everyone. Google has created a broad array of accessibility innovations in its products and services so that people with disabilities get as much out of them as anyone else.

    Part of Google’s core mission, accessibility means more to Google than implementing fixes. It is viewed positively by the organization and drives it to be more innovative to make information available to everyone. Google approaches accessibility problems not as barriers but as ways to innovate and discover breakthroughs that will become mainstream in the future.

    Results
    Among Google’s innovations are contrast minimums, auto-complete, voice-control, AI advances, and machine learning auto-captioning. All of these were created for accessibility purposes but have positively impacted the user experience in general for Google.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit Guided Implementation Workshop Consulting
    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks are used throughout all four options.

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is 4 to 6 calls over the course of 2 to 4 months.

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3

    Call #1: Discuss motivation for the initiative and foundational knowledge requirements.

    Call #2: Discuss next steps to assess current accessibility maturity.

    Call #3: Discuss stakeholder engagement and future-state analysis.

    Call #4: Discuss defining goals and objectives, along with roles and responsibilities.

    Call #5: Review draft business case presentation.

    Call #6: Discuss post-approval steps and timelines.

    Phase 1

    Understand Your Current State

    Phase 1
    1.1 Understand standards and legislation
    1.2 Build awareness
    1.3 Understand maturity level

    Phase 2
    2.1 Define desired future state
    2.2 Define goals and objectives
    2.3 Document roles and responsibilities

    Phase 3
    3.1 Prepare business case template for presentation and approval
    3.2 Validate post-approval steps and establish timelines

    The Accessibility Business Case for IT

    This phase will walk you through the following activities:

    • Identifying and understanding accessibility and compliance requirements and the ramifications of noncompliance.
    • Defining accessibility, disability, and disability inclusion and building awareness of these with senior leaders.
    • Completing the Accessibility Maturity Assessment to help you understand your current state.

    Step 1.1

    Understand standards and legislation

    Activities

    1.1.1 Make a list of the legislation you need to comply with

    1.1.2 Seek legal and/or professional services’ input on compliance

    1.1.3 Detail the risks of inaction for your organization

    Understand Your Current State

    Outcomes of this step
    You will gain foundational understanding of the breadth of the regulation requirements for your organization. You will have reviewed and understand what is applicable to your organization.

    The regulatory landscape is evolving

    Canada

    • Canadian Human Rights Act
    • Policy on Communications and Federal Identity
    • Canadian Charter of Rights and Freedoms
    • Accessibility for Ontarians with Disabilities Act
    • Accessible Canada Act of 2019 (ACA)

    Europe

    • UK Equality Act 2010
    • EU Web and Mobile Accessibility Directive (2016)
    • EN 301 549 European Standard – Accessibility requirements for public procurement of ICT products and services

    United States

    • Section 508 of the US Rehabilitation Act of 1973
    • Americans with Disabilities Act of 1990 (ADA)
    • Section 255 of the Telecommunications Act of 1996
    • Air Carrier Access Act of 1986
    • 21st Century Communications and Video Accessibility Act of 2010 (CVAA)

    New Zealand

    • Human Rights Act 1993
    • Online Practice Guidelines for Government

    Australia

    • Disability Discrimination Act 1992 (DDA)

    Regulatory systems are moving toward an international standard.

    1.1.1 Make a list of the legislation you need to comply with

    1. Download the Accessibility Business Case Template.
    2. Conduct research and investigate what legislation and standards are applicable to your organization.
    3. a) Start by looking at your local legislation.
      b) Then consider any other regions you conduct business in.
      c) Also account for the various industries you are in.
    4. While researching, build a list of legislation requirements. Document these in your Accessibility Business Case Template as part of the Project Context section.
    Input Output
    • Research
    • Websites
    • Articles
    • List of legislation that applies to the organization related to accessibility
    Materials Participants
    • Accessibility Business Case Template
    • Project leader/initiator

    Download the Accessibility Business Case Template

    1.1.2 Seek professional advice on compliance

    1. Have general counsel review your list of regulations and standards related to accessibility or seek legal and/or professional support to review your list.
    2. Review or research further the implications of any suggestions from legal counsel.
    3. Make any updates to the Legal Landscape slide in the Accessibility Business Case Template.
    Input Output
    • Compiled list of applicable legislation and standards
    • Confirmed list of regulations that are applicable to your organization related to accessibility
    Materials Participants
    • Accessibility Business Case Template
    • Project leader/initiator
    • General counsel/professional services

    Download the Accessibility Business Case Template

    Ramifications of noncompliance

    Go beyond financial consequences

    Beyond the costs resulting from a claim, noncompliance can damage your organization in several ways.

    Financial Impact

    ADA Warning Shot: A complaint often indicates pending legal action to come. Addressing issues on a reactive, ad hoc basis can be quite expensive. It can cost almost $10,000 to address a single complaint, and chances are if you have one complaint, you have many.

    Lawsuit Costs: In the US, 265,000 demand letters were sent in 2020 under the ADA for inaccessible websites. On average, a demand letter could cost the company $25,000 (conservatively). These are low-end numbers; another estimate is that a small, quickly settled digital accessibility lawsuit could cost upwards of $350,000 for the defendant.

    Non-Financial Impact

    Reputational Impact: Claims brought upon a company can bring negative publicity with them. In contrast, having a clear commitment to accessibility demonstrates inclusion and can enhance brand image and reputation. Stakeholder expectations are changing, and consumers, investors, and employees alike want to support businesses with a purpose.

    Technology Resource Strains: Costly workarounds and ad hoc accommodation processes take away from efficiency and effectiveness. Updates and redesigns for accessibility and best practices will reduce costs associated with maintenance and service, including overall stakeholder satisfaction improvements.

    Access to Talent: 2022 saw a record high number of job openings, over 11.4 million in the US alone. Ongoing labor shortages require eliminating bias and keeping an open mind about who is qualified.

    Source: May Hopewell

    In the last four years, 83% of the retail 500 have been sued. Since 2018, 417 of the top 500 have received ADA-based digital lawsuits.

    Source: UsableNet

    1.1.3 Detail the risks of inaction for your organization

    1. Using the information that you’ve gathered through your research and legal/professional advice, detail the risks of inaction for your organization.
    2. a) Consider legal risks, consumer risks, brand risks, and employee risks. (Remember, risks aren’t just monetary.)
    3. Document the risks in your Accessibility Business Case Template.
    InputOutput
    • List of applicable legislation and standards
    • Information about risks
    • Identified accessibility maturity level
    MaterialsParticipants
    • Accessibility Business Case Template
    • Project leader/initiator

    Download the Accessibility Business Case Template

    Step 1.2

    Build awareness of accessibility and disability inclusion

    Activities

    1.2.1 Identify gaps in understanding

    1.2.2 Brainstorm how to reframe accessibility positively

    Understand Your Current State

    Outcomes of this step
    You’ll have a better understanding of accessibility so that you can effectively implement and promote it.

    Where to look for understanding

    First-hand experience of how people with disabilities interact with your organization is often eye-opening. It will help you understand the benefits and value of accessibility.

    Where to look for understanding

    • Talk with people you know with disabilities that are willing to share.*
    • Find role-specific training that’s appropriate.
    • Research. Articles and videos are easy to find.
    • Set up assistive technology trials.
    • Seek out first-hand experience from people with disabilities and how they work and use digital assets.

    Source: WAI, 2016

    * Remember, people with disabilities aren't obligated to discuss or explain their disabilities and may not be comfortable sharing. If you're asking for their time, be respectful, only ask if appropriate, and accept a "no" answer if the person doesn't wish to assist.

    1.2.1 Identify gaps in understanding

    Find out what accessibility is and why it is important. Learn the basics.

    1. Using the information that you’ve gathered through your research and legal counsel, conduct further research to understand the importance of accessibility.
    2. Answer these questions:
    3. a) What is accessibility? Why is it important?
      b) From the legislation and standards identified in step 1.1, what gaps exist?
      c) What is the definition of disability?
      d) How does your organization currently address accessibility?
      e) What are your risks?
      f) Do you have any current employees who have disabilities?
    4. Review the previous slide for suggestions on where to find more information to answer the above questions.
    5. Document any changes to the risks in your Accessibility Business Case Template.
    InputOutput
    • Articles
    • Interviews
    • Websites
    • Greater understanding of the lived experience of people with disabilities
    MaterialsParticipants
    • Articles
    • Websites
    • Accessibility Business Case Template
    • Project leader/initiator

    Download the Accessibility Business Case Template

    Reframe accessibility as a benefit, not a burden

    A clear understanding of accessibility and the related standards and regulations can turn accessibility from something big and scary to an achievable part of the business.

    The benefits of accessibility are:

    Market Reach Minimized Legal Risks Innovation Retention
    Over 1 billion people with a spending power of $6 trillion make up the global market of people with disabilities.1 Accessibility improves the experience for all users. In addition, many organizations require you to provide proof you meet accessibility standards during the RFP process. Accessibility regulations are changing, and claims are rising. Costs associated with legal proceedings can be more than just financial. Many countries have laws you need to follow. People with disabilities bring diversity of thought, have different lived experiences, and benefit inclusivity, which helps drive engagement. Plus accessibility features often solve unanticipated problems. Employing and supporting people with disabilities can reduce turnover and improve retention, reliability, company image, employee loyalty, ability awareness, and more.

    Source 1: WAI, 2018

    1.2.2 Brainstorm ways to reframe accessibility positively

    1. Using the information that you’ve gathered through your research, brainstorm additional positives of accessibility for your organization.
    2. Clearly identify the problem you want to solve (e.g., reframing accessibility positively in your organization).
    3. Collect any tools you want to use to during brainstorming (e.g., whiteboard, markers, sticky notes)
    4. Write down all the ideas that come to mind.
    5. Review all the points and group them into themes.
    6. Update the Accessibility Business Case Template with your findings.
    InputOutput
    • Research you have gathered
    • List of ways to positively reframe accessibility for your organization
    MaterialsParticipants
    • Sticky notes, whiteboard, pens, paper, markers.
    • Accessibility Business Case Template
    • Project leader/initiator

    Download the Accessibility Business Case Template

    Make it part of the conversation

    A first step to disability and accessibility awareness is to talk about it. When it is talked about as freely as other things are in the workplace, this can create a more welcoming workplace.

    Accessibility goes beyond physical access and includes technological access and support as well as our attitudes.

    Accessibility is making sure everyone (disabled or abled) can access the workplace equally.

    Adjustments in the workplace are necessary to create an accessible and welcoming environment. Understanding the three dimensions of accessibility in the workplace is a good place to start.

    Source: May Hopewell

    Three dimensions of accessibility in the workplace

    Three dimensions of accessibility in the workplace

    Case Study

    INDUSTRY
    Professional Services

    SOURCE
    Accenture

    Accenture takes an inclusive approach to increase accessibility.

    Accessibility is more than tools

    Employee experience was the focus of embarking on the accessibility journey, ensuring inclusivity was built in and every employee was able to use the tools they needed and could achieve their goals.

    "We are removing barriers in technology to make all of our employees, regardless of their ability, more productive.”
    — Melissa Summers, Managing Director – Global IT, Corporate Technology, Accenture

    Accessibility is inclusive

    The journey began with formalizing a Global IT Accessibility practice and defining an accessibility program charter. This provided direction and underpinned the strategy used to create a virtual Accessibility Center of Excellence and map out a multiyear plan of initiatives.

    The team then identified all the technologies they wanted to enhance by prioritizing ones that were high use and high impact. Involving disability champions gave insight into focus areas.

    Accessibility is innovation

    Working with partners like Microsoft and over 100 employees, Accenture continues toward the goal of 75% accessibility for all its global high-traffic internal platforms.

    Achievements thus far include:

    • 100% of new Accenture video and broadcast content is automatically captioned.
    • Accenture received a perfect Disability Equality Index (US) score of 100 out of 100 for 2017, 2018, and 2019.

    Step 1.3

    Understand your current accessibility maturity level

    Activities

    1.3.1 Complete the Accessibility Maturity Assessment

    Understand Your Current State

    Outcomes of this step
    Completed Accessibility Maturity Assessment to inform planning for and building your business case in Phases 2 and 3.

    Know where you are to know where to go

    Consider accessibility improvements from three interconnected aspects to determine current maturity level

    Accessibility Maturity

    People

    • Consider employee, customer, and user experience.

    Process

    • Review processes to ensure accessibility is considered early.

    Technology

    • Whether it’s new or existing, technology is an important tool to increase accessibility.

    Accessibility maturity levels

    INITIAL DEVELOPING DEFINED MANAGED OPTIMIZE
    At this level, accessibility processes are mostly undocumented, if they exist. Accessibility is most likely happening on a reactive, ad hoc basis. No one understands who is responsible for accessibility or what their role is. At this stage the organization is driven by the need for compliance. At the developing level, the organization is taking steps to increase accessibility but still has a lot of opportunity for improvements. The organization is defining and refining processes and is working toward building a library of assistive tools. At this level, processes related to accessibility are repeatable. However, there’s a tendency to resort to old habits under stress. The organization has tools in place to facilitate accommodation requests and technology is compatible with assistive technologies. Accessibility initiatives are driven by the desire to make the user experience better. The managed level is defined by its effective accessibility controls, processes, and metrics. The organization can mostly anticipate preferences of customers, employees, and users. The roles and responsibilities are defined, and disability is included as part of the organization’s diversity, equity, and inclusion (DEI) initiatives. This level is not the goal for all organizations. At this level there is a shift in the organization’s culture to a feeling of belonging. The organization also demonstrates ongoing process improvements. Everyone can experience a seamless interaction with the organization. The focus is on continuous improvement and using feedback to inform future initiatives.

    Determine your level of maturity

    Use Info-Tech’s Accessibility Maturity Assessment

    • On the accessibility questionnaire, tab 2, choose how much the statements apply to your organization. Answer the questions based on your knowledge of your current state organizationally.
    • Once you’ve answered all the questions, see the results on the tab 3, Accessibility Results. You can see your overall maturity level and the maturity level for each of six dimensions that are necessary to increase the success of an accessibility program.
    • Click through to tab 4, Recommendations, to see specific recommendations based on your results and proven research to progress through the maturity levels. Keep in mind that not all organizations will or should aspire to the “Optimize” maturity level.

    1.3.1 Complete the Accessibility Maturity Assessment

    1. Download the Accessibility Maturity Assessment and save it with the date so that as you work on your accessibility program, you can reassess later and track your progress.
    2. Once you have saved the assessment, select the appropriate answer for each statement on tab 2, Accessibility Questions, based on your knowledge of the organization’s approach.
    3. After reviewing all the accessibility statements, see your maturity level results on tab 3, Accessibility Results. Then see tab 4, Recommendations, for suggestions based on your answers.
    4. Document your accessibility maturity results in your Accessibility Business Case Template.
    Input Output
    • Assess your current state of accessibility by choosing all the statements that apply to your organization
    • Identified accessibility maturity level
    Materials Participants
    • Accessibility Maturity Assessment
    • Accessibility Business Case Template
    • Project leader/sponsor
    • IT leadership team

    Download the Accessibility Business Case Template

    Phase 2

    Plan for Senior Leader Buy-In

    Phase 1
    1.1 Understand standards and legislation
    1.2 Build awareness
    1.3 Understand maturity level

    Phase 2
    2.1 Define desired future state
    2.2 Define goals and objectives
    2.3 Document roles and responsibilities

    Phase 3
    3.1 Prepare business case template for presentation and approval
    3.2 Validate post-approval steps and establish timelines

    The Accessibility Business Case for IT

    This phase will walk you through the following activities:

    • Defining your desired future state.
    • Determining your accessibility program goals and objectives.
    • Clarifying and documenting roles and responsibilities related to accessibility in IT.

    This phase involves the following participants:

    • Project lead/sponsor
    • IT leadership team
    • Senior leaders/decision makers

    Step 2.1

    Define the desired future state of accessibility

    Activities

    2.1.1 Identify key stakeholders

    2.1.2 Hold a key stakeholder focus group

    2.1.3 Conduct a future-state analysis

    Outcomes of this step
    Following this step, you will have identified your aspirational maturity level and what your accessibility future state looks like for your organization.

    Plan for Senior Leader Buy-In

    Cheat sheet: Identify stakeholders

    Ask stakeholders, “Who else should I be talking to?” to discover additional stakeholders and ensure you don’t miss anyone.

    Identify stakeholders through the following questions:
    • Who in areas of influence will be adversely affected by potential environmental and social impacts of what you are doing?
    • At which stage will stakeholders be most affected (e.g. procurement, implementation, operations, decommissioning)?
    • Will other stakeholders emerge as the phases are started and completed?
    • Who is sponsoring the initiative?
    • Who benefits from the initiative?
    • Who is negatively impacted by the initiative?
    • Who can make approvals?
    • Who controls resources?
    • Who has specialist skills?
    • Who implements the changes?
    • Who are the owners, governors, customers, and suppliers of impacted capabilities or functions?
    Take a 360-degree view of potential internal and external stakeholders who might be impacted by the initiative.
    • Executives
    • Peers
    • Direct reports
    • Partners
    • Customers
    • Subcontractors
    • Subcontractors
    • Contractors
    • Lobby groups
    • Regulatory agencies

    Categorize your stakeholders with a stakeholder prioritization map

    A stakeholder prioritization map helps teams categorize their stakeholders by their level of influence and ownership.

    There are four areas in the map, and the stakeholders within each area should be treated differently.

    Players – Players have a high interest in the initiative and the influence to effect change over the initiative. Their support is critical, and a lack of support can cause significant impediment to the objectives.

    Mediators – Mediators have a low interest but significant influence over the initiative. They can help to provide balance and objective opinions to issues that arise.

    Noisemakers – Noisemakers have low influence but high interest. They tend to be very vocal and engaged, either positively or negatively, but have little ability to enact their wishes.

    Spectators – Generally, spectators are apathetic and have little influence over or interest in the initiative.

    Stakeholder prioritization map

    Define strategies for engaging stakeholders by type

    Each group of stakeholders draws attention and resources away from critical tasks.

    By properly identifying your stakeholder groups, you can develop corresponding actions to manage stakeholders in each group. This can dramatically reduce wasted effort trying to satisfy Spectators and Noisemakers while ensuring the needs of the Mediators and Players are met.

    Type Quadrant Actions
    Players High influence, high interest Actively Engage
    Keep them engaged through continuous involvement. Maintain their interest by demonstrating their value to its success.
    Mediators High influence, low interest Keep Satisfied
    They can be the game changers in groups of stakeholders. Turn them into supporters by gaining their confidence and trust, and include them in important decision-making steps. In turn, they can help you influence other stakeholders.
    Noisemakers Low influence, high interest Keep Informed
    Try to increase their influence (or decrease it if they are detractors) by providing them with key information, supporting them in meetings, and using Mediators to help them.
    Spectators Low influence, low interest Monitor
    They are followers. Keep them in the loop by providing clarity on objectives and status updates.

    2.1.1 Identify key stakeholders

    Collect this information by:

    1. List direct stakeholders for your area. Include stakeholders across the organization (both IT and business units) and externally.
    2. Create a stakeholder map to capture your stakeholders’ interest in and influence on digital accessibility.
    3. Shortlist stakeholders to invite as focus group participants in activity 2.1.2.
      • Aim for a combination of Players, Mediators, and Noisemakers.
    Input Output
    • List of stakeholders
    • Stakeholder requirements
    • A stakeholder map
    • List of stakeholders to include in the focus group in step 2.1.2
    Materials Participants
    • Sticky notes, pens, whiteboard, markers (optional)
    • Project leader/sponsor

    Hold a focus group to initiate planning

    Involve key stakeholders to determine the organizational drivers of accessibility, identify target maturity and key performance indicators (KPIs), and ultimately build the project charter.

    Building the project charter as a group will help you to clarify your key messages and secure buy-in from critical stakeholders up-front, which is key.

    Executing the business case for accessibility requires significant involvement from your IT leadership team. The challenge is that accessibility can be overwhelming because of inherent bias. Members of your IT leadership team will also need to participate in knowledge transfer, so get them involved up-front. The focus group will help stakeholders feel more engaged in the project, which is pivotal for success.

    You may feel like a full project charter isn’t necessary, and depending on your organizational size, it might not be. However, the exercise of building the charter is important regardless. No matter your current climate, some level of socializing the value of and plans for accessibility will be necessary.

    Meeting Agenda

    1. Short introduction
      Led by: Project Sponsor
      • Why the initiative is being considered.
    2. Make the case for the project
      Led by: Project Manager
      • Current state: What does the initiative address?
      • Future state: What is our target state of maturity?
    3. Success criteria
      Led by: Project Manager
      • How will success be measured?
    4. Define the project team
      Led by: Project Manager
      • Description of planned approach.
      • Stakeholder assessment.
      • What is required of the sponsor and stakeholders?
    5. Determine next steps
      Led by: Project Manager

    2.1.2 Hold a stakeholder focus group

    Identify the pain points you want to resolve and some of the benefits that you’d like to see from a program. By doing so, you’ll get a holistic view of what you need to achieve and what your drivers are.

    1. Ask the working group participants (as a whole or in smaller groups) to discuss pain points created by inaccessibility.
      • Challenges related to stakeholders.
      • Challenges created by process issues.
      • Difficulties improving accessibility practices.
    2. Discuss opportunities to be gained from improving these practices.
    3. Have participants write these down on sticky notes and place them on a whiteboard or flip chart.
    4. Review all the points as a group. Group challenges and benefits into themes.
    5. Have the group prioritize the risks and benefits in terms of what the solution must have, should have, could have, and won’t have.
    Input Output
    • Reasons for the project
    • Stakeholder requirements
    • Pain points and risks
    • A prioritized list of risks and benefits of the solution
    Materials Participants
    • Agenda (see previous slide)
    • Sticky notes, pens, whiteboard, markers (optional)
    • IT leadership
    • Other key stakeholders

    While defining future state, consider your drivers

    The Info-Tech Accessibility Maturity Framework identifies three key strategic drivers: compliance, experience, and incorporation.

    • Over 30% of organizations are focused on compliance, according to a 2022 survey by Harvard Business Review and Slack’s Future Forum. The survey asked more than 10,000 workers in six countries about their organizations’ approach to DEI.2

    Even though 90% of companies claim to prioritize diversity,1 over 30% are focused on compliance.2

    1. Harvard Business Review, 2020
    2. Harvard Business Review, 2022

    31.6% of companies remain in the Compliant stage, where they are focused on DEI compliance and not on integrating DEI throughout the organization or on creating continual improvement.

    Source: Harvard Business Review, 2022

    Align the benefits of program drivers to organizational goals or outcomes

    Although there will be various motivating factors, aligning the drivers of your accessibility program provides direction to the program. Connecting the advantages of program drivers to organizational goals builds the confidence of senior leaders and decision makers, increasing the continued commitment to invest in accessibility programming.

    Drivers Compliance Experience Incorporation
    Maturity level Initial Developing Defined Managed Optimized
    Description Any accessibility initiative is to comply with the minimum legislated requirement. Desire to avoid/decrease legal risk. Accessibility initiatives are focused on improving the experience of everyone from the start. Most organizations will be experience driven. Desire to increase accessibility and engagement. Accessibility is a seamless part of the whole organization and initiatives are focused on impacting social issues.
    Advantages Compliance is a good starting place for accessibility. It will reduce legal risk. Being people focused from the start of processes enables the organization to reduce tech debt, provide the best user experience, and realize other benefits of accessibility. There is a sense of belonging in the organization. The entire organization experiences the benefits of accessibility.
    Disadvantages Accessibility is about more than just compliance. Being compliance driven won’t give you the full benefits of accessibility. This can mean a culture change for the organization, which can take a long time. IT is used to moving quickly – it might feel counterintuitive to slow down and take time. It takes much longer to reach the associated level of maturity. Not possible for all organizations.

    Info-Tech Accessibility Maturity Framework

    Info-Tech Accessibility Maturity Framework

    After initially ensuring your organization is compliant with regulations and standards, you will progress to building disciplined process and consistent standardized processes. Eventually you will build the ability for predictable process, and lastly, you’ll optimize by continuously improving.

    Depending on the level of maturity you are trying to achieve, it could take months or even years to implement. The important thing to understand, however, is that accessibility work is never done.

    At all levels of the maturity framework, you must consider the interconnected aspects of people, process, and technology. However, as the organization progresses, the impact will shift from largely being focused on process and technology improvement to being focused on people.

    Info-Tech Insight
    IT typically works through maturity frameworks from the bottom to the top, progressing at each level until they reach the end. When it comes to digital accessibility initiatives, being especially thorough, thoughtful, and collaborative is critical to success. This will mean spending more time in the Developing, Defined, and Managed levels of maturity rather than trying to reach Optimized as quickly as you can. This may feel contrary to what IT historically considers as a successful implementation.

    Accessibility maturity levels

    Driver Description Benefits
    Initial Compliance
    • Accessibility processes are mostly undocumented.
    • Accessibility happens mostly on a reactive or ad hoc basis.
    • No one is aware of who is responsible for accessibility or what role they play.
    • Heavily focused on complying with regulations and standards to decrease legal risk.
    • The organization is aware of the need for accessibility.
    • Legal risk is decreased.
    Developing Experience
    • The organization is starting to take steps to increase accessibility beyond compliance.
    • Lots of opportunity for improvement.
    • Defining and refining processes.
    • Working toward building a library of assistive tools.
    • Awareness of the need for accessibility is growing.
    • Process review for accessibility increases process efficiency through avoiding rework.
    Defined Experience
    • Accessibility processes are repeatable.
    • There is a tendency to resort to old habits under stress.
    • Tools are in place to facilitate accommodation.
    • Employees know accommodations are available to them.
    • Accessibility is becoming part of daily work.
    Managed Experience
    • Defined by effective accessibility controls, processes, and metrics.
    • Mostly anticipating preferences.
    • Roles and responsibilities are defined.
    • Disability is included as part of DEI.
    • Employees understand their role in accessibility.
    • Engagement is positively impacted.
    • Attraction and retention are positively impacted.
    Optimized Incorporation
    • Not the goal for every organization.
    • Characterized by a dramatic shift in organizational culture and a feeling of belonging.
    • Ongoing continuous improvement.
    • Seamless interactions with the organization for everyone.
    • Using feedback to inform future initiatives.
    • More likely to be innovative and inclusive, reach more people positively, and meet emerging global legal requirements.
    • Better equipped for success.

    2.1.3 Conduct future-state analysis

    Identify your target state of maturity

    1. Provide the group with your maturity assessment results to review as well as the slides on the maturity levels, framework, and drivers.
    2. Compare the benefits listed on the Accessibility maturity levels slide to those that you named in the previous exercise and determine which maturity level best describes your target state.
    3. Discuss as a group and agree on one desired maturity level to reach.
    4. Review the other levels of maturity and determine what is in and out of scope for the project (higher-level benefits would be considered out of scope).
    5. Document your target state of maturity in your Accessibility Business Case Template.
    Input Output
    • Accessibility maturity levels chart on previous slide
    • Maturity level assessment results
    • Target maturity level documented
    Materials Participants
    • Paper and pens
    • Handouts of maturity levels
    • Accessibility Business Case Template
    • IT leadership team

    Download the Accessibility Business Case Template

    Case Study

    Accessibility as a differentiator

    INDUSTRY
    Financial

    SOURCE
    WAI-Engage

    Accessibility inside and out

    As a financial provider, Barclays embarked on the accessibility journey to engage customers and employees with the goal of equal access for all. One key statement that provided focus was “Essential for some, easier for all. ”

    “It's about helping everyone to work, bank and live their lives regardless of their age, situation, abilities or circumstances.”

    Embedding into experiences

    “The Barclays Accessibility team [supports] digital teams to embed accessibility into our services and culture through effective governance, partnering, training and tools. Establishing an enterprise-wide accessibility strategy, standards and programmes coupled with senior sponsorship helps support our publicly stated ambition of becoming the most accessible and inclusive FTSE company.”

    – Paul Smyth, Head of Digital Accessibility, Barclays

    It’s a circle, not a roadmap

    • Barclays continues the journey through partnerships with disability charities and accessibility experts and through regularly engaging with customers and colleagues with disabilities directly.
    • More accessible, inclusive products and services engage and attract more people with disabilities. This translates to a more diverse workforce that identifies opportunities for innovation. This leads to being attractive to diverse talent, and the circle continues.
    • Barclays’ mobile banking app was first to be accredited by accessibility consultants AbilityNet.

    Step 2.2

    Define your accessibility program goals and objectives

    Activities

    2.2.1 Create a list of goals and objectives

    2.2.2 Finalize key metrics

    Plan for Senior Leader Buy-In

    Outcomes of this step
    You will have clear measurable goals and objectives to respond to identified accessibility issues and organizational goals.

    What does a good goal look like?

    Use the SMART framework to build effective goals.

    S Specific: Is the goal clear, concrete, and well defined?
    M Measurable: How will you know when the goal is met?
    A Achievable: Is the goal possible to achieve in a reasonable time?
    R Relevant: Does this goal align with your responsibilities and with departmental and organizational goals?
    T Time-based: Have you specified a time frame in which you aim to achieve the goal?

    SMART is a common framework for setting effective goals. Make sure your goals satisfy these criteria to ensure you can achieve real results.

    2.2.1 Create a list of goals and objectives

    Use the outcomes from activity 2.1.2.

    1. Using the prioritized list of what your solution must have, should have, could have, and won’t have from activity 2.1.2, develop goals.
    2. Remember to use the SMART goal framework to build out each goal (see the previous slide for more information on SMART goals).
    3. Ensure each goal supports departmental and organizational goals to ensure it is meaningful.
    4. Document your goals and objectives in your Accessibility Business Case Template.
    InputOutput
    • Outcomes of activity 2.1.2
    • Organizational and departmental goals
    • Goals and objectives added to your Accessibility Business Case Template
    MaterialsParticipants
    • Accessibility Business Case Template
    • IT leadership team

    Download the Accessibility Business Case Template

    2.2.1 Create a list of goals and objectives

    Use the outcomes from activity 2.1.2.

    1. Using the prioritized list of what your solution must have, should have, could have, and won’t have from activity 2.1.2, develop goals.
    2. Remember to use the SMART goal framework to build out each goal (see the previous slide for more information on SMART goals).
    3. Ensure each goal supports departmental and organizational goals to ensure it is meaningful.
    4. Document your goals and objectives in your Accessibility Business Case Template.

    Establish Baseline Metrics

    Baseline metrics will be improved through:

    1. Progressing through the accessibility maturity model.
    2. Addressing accessibility earlier in processes to avoid tech debt and rework late in projects or releases.
    3. Making accessibility part of the procurement process as a scoring consideration and vendor choice.
    4. Ensuring compliance with regulations and standards.
    Metric Current Goal
    Overall end-customer satisfaction 90 120
    Monies saved through cost optimization efforts
    Employee engagement
    Monies save through application rationalization and standardization

    For more metrics ideas, see the Info-Tech IT Metrics Library.

    2.2.2 Finalize key metrics

    Finalize key metrics the organization will use to measure accessibility success

    1. Brainstorm how you would measure the success of each goal based on the benefits, challenges, and risks you previously identified.
    2. Write each of the metric ideas down and finalize three to five key metrics which you will track. The metrics you choose should relate to the key challenges or risks you have identified and match your desired maturity level and driver.
    3. Document your key metrics in the Accessibility Business Case Template.
    InputOutput
    • Accessibility challenges and benefits
    • Goals from activity 2.2.1
    • Three to five key metrics to track
    MaterialsParticipants
    • Accessibility Business Case Template
    • IT leadership team
    • Project lead/sponsor

    Download the Accessibility Business Case Template

    Step 2.3

    Document accessibility program roles and responsibilities

    Activities

    2.3.1 Populate a RACI chart

    Plan for Senior Leader Buy-In

    Outcomes of this step
    At the end of this step, you will have a completed RACI chart documenting the roles and responsibilities related to accessibility for your accessibility business case.

    2.3.1 Populate a RACI

    Populate a RACI chart to identify who should be responsible, accountable, consulted, and informed for each key activity.

    Define who is responsible, accountable, consulted, and informed for the project team:

    1. Write out the list of all stakeholders along the top of a whiteboard. Write out the key project steps along the left-hand side.
    2. For each initiative, identify each team member’s role. Are they:
      Responsible: The one responsible for getting the job done.
      Accountable: Only one person can be accountable for each task.
      Consulted: Are involved by providing knowledge.
      Informed: Receive information about execution and quality.
    3. As you proceed, continue to add tasks and assign responsibility to the RACI chart in the appendix of the Accessibility Business Case Template.
    InputOutput
    • Stakeholder list
    • Key project steps
    • Project RACI chart
    MaterialsParticipants
    • Whiteboard
    • Accessibility Business Case Template
    • IT leadership team

    Download the Accessibility Business Case Template

    Phase 3

    Prepare your business case and get approval

    Phase 1
    1.1 Understand standards and legislation
    1.2 Build awareness
    1.3 Understand maturity level

    Phase 2
    2.1 Define desired future state
    2.2 Define goals and objectives
    2.3 Document roles and responsibilities

    Phase 3
    3.1 Prepare business case template for presentation and approval
    3.2 Validate post-approval steps and establish timelines

    The Accessibility Business Case for IT

    This phase will walk you through the following activities:

    • Compiling the work and learning you’ve done so far into a business case presentation.

    This phase involves the following participants:

    • Project lead/sponsor
    • Senior leaders/approval authority

    There is a business case for accessibility

    • When planning for initiatives, a business case is a necessary tool. Although it can feel like an administrative exercise, it helps create a compelling argument to senior leaders about the benefits and necessity of building an accessibility program.
    • No matter the industry, you need to justify how the budget and effort you require for the initiative support organizational goals. However, senior leaders of different industries might be motivated by different reasons. For example, government is strongly motivated by legal and equity aspects, commercial companies may be attracted to the increase in innovation or market reach, and educational and nonprofit companies are likely motivated by brand enhancement.
    • The organizational focus and goals will guide your business case for accessibility. Highlight the most relevant benefits to your operational landscape and the risk of inaction.

    Source: WAI, 2018

    “Many organizations are waking up to the fact that embracing accessibility leads to multiple benefits – reducing legal risks, strengthening brand presence, improving customer experience and colleague productivity.”
    – Paul Smyth, Head of Digital Accessibility, Barclays
    Source: WAI, 2018

    Step 3.1

    Customize and populate the Accessibility Business Case Template

    Activities

    3.1.1 Prepare your business case template for presentation and approval

    Build Your Business Case

    Outcomes of this step
    Following this step, you will have a customized business case presentation that you can present to senior leaders.

    Use Info-Tech’s template to communicate with stakeholders

    Obtain approval for your accessibility program by customizing Info-Tech’s Accessibility Business Case Template, which is designed to effectively convey your key messages. Tailor the template to suit your needs.

    It includes:

    • Project context
    • Project scope and objectives
    • Knowledge transfer roadmap
    • Next steps

    Info-Tech Insight
    The support of senior leaders is critical to the success of your accessibility program development. Remind them of the benefits and impact and the risks associated with inaction.

    Download the Accessibility Business Case Template

    3.1.1 Prepare a presentation for senior leaders to gain approval

    Now that you understand your current and desired accessibility maturity, the next step is to get sign-off to begin planning your initiatives.

    Know your audience:

    1. Consider who will be included in your presentation audience.
    2. You want your presentation to be succinct and hard-hitting. Management’s time is tight, and they will lose interest if you drag out the delivery. Impact them hard and fast with the challenges, benefits, and risks of inaction.
    3. Contain the presentation to no more than an hour. Depending on your audience, the actual presentation delivery could be quite short. You want to ensure adequate time for questions and answers.
    4. Schedule a meeting with the key decision makers who will need to approve the initiatives (IT leadership team, executive team, the board, etc.) and present your business case.
    InputOutput
    • Activity results
    • Accessibility Maturity Assessment results
    • A completed presentation to communicate your accessibility business case
    MaterialsParticipants
    • Accessibility Business Case Template
    • IT leadership team
    • Project sponsor
    • Project stakeholders
    • Senior leaders

    Download the Accessibility Business Case Template

    Step 3.2

    Validate post-approval steps and establish timelines

    Activities

    3.2.1 Prepare for implementation: Complete the implementation prep to-do list and assign proposed timelines

    Build Your Business Case

    Outcomes of this step
    This step will help you gain leadership’s approval to move forward with building and implementing the accessibility program.

    Prepare to implement your program

    Complete the to-do list to ensure you are ready to move your accessibility program forward.

    To Do Proposed Timeline
    Reach out to your change management team for assistance.
    Discuss your plan with HR.
    Build a project team.
    Incorporate any necessary changes from senior leaders into your business case.
    [insert your own addition here]
    [insert your own addition here]
    [insert your own addition here]
    [insert your own addition here]

    3.2.1 Prep for implementation (action planning)

    Use the implementation prep to-do list to make sure you have gathered relevant information and completed critical steps to be ready for success.

    Use the list on the previous slide to make sure you are set up for implementation success and that you’re ready to move your accessibility program forward.

    1. Assign proposed timelines to each of the items.
    2. Work through the list, collecting or completing each item.
    3. As you proceed, keep your identified drivers, current state, desired future state, goals, and objectives in mind.
    Input Output
    • Accessibility Maturity Assessment
    • Business case presentation and any feedback from senior leaders
    • Goals, objectives, identified drivers, and desired future state
    • High-level action plan
    Materials Participants
    • Previous slide containing the checklist
    • Project lead

    Related Info-Tech Research

    Implement and Mature Your User Experience Design Practice

    • Create a practice that is focused on human outcomes; it starts and ends with the people you are designing for. This includes:
      • Establishing a practice with a common vision.
      • Enhancing the practice through four design factors.
      • Communicating a roadmap to improve your business through design.

    Modernize Your Corporate Website to Drive Business Value

    • Users are demanding more valuable web functionalities and improved access to your website services.
    • The criteria of user acceptance and satisfaction involves more than an aesthetically pleasing user interface (UI). It also includes how emotionally attached the user is to the website and how it accommodates user behaviors.

    IT Diversity & Inclusion Tactics

    • Although inclusion is key to the success of a diversity and inclusion (D&I) strategy, the complexity of the concept makes it a daunting pursuit.
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    Fix Your IT Culture

    • Go beyond value statements to create a culture that enables the departmental strategy.
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    • Organizations lack clarity about who is accountable and responsible for culture, with groups often pointing fingers at each other.

    Works cited

    “2021 State of Digital Accessibility.” Level Access, n.d. Accessed 10 Aug. 2022

    ”2022 Midyear Report: ADA Digital Accessibility Lawsuits.” UsableNet, 2022. Accessed 9 Nov. 2022

    “Barclay’s Bank Case Study.” WAI-Engage, 12 Sept. 2018. Accessed 7 Nov. 2022.

    Bilodeau, Howard, et al. “StatCan COVID-19 Data to Insights for a Better Canada.” Statistics Canada, 24 June 2021. Accessed 10 Aug. 2022.

    Casey, Caroline. “Do Your D&I Efforts Include People With Disabilities?” Harvard Business Review, 19 March 2020. Accessed 28 July 2022.

    Digitalisation World. “Organisations failing to meet digital accessibility standards.” Angel Business Communications, 19 May 2022. Accessed Oct. 2022.

    “disability.” Merriam-Webster.com Dictionary, Merriam-Webster, https://www.merriam-webster.com/dictionary/disability. Accessed 10 Aug. 2022.

    “Disability.” World Health Organization, 2022. Accessed 10 Aug 2022.

    “Driving the Accessibility Advantage at Accenture.” Accenture, 2022. Accessed 7 Oct. 2022.

    eSSENTIAL Accessibility. The Must-Have WCAG 2.1 Checklist. 2022

    Hopewell, May. Accessibility in the Workplace. 2022.

    “Initiate.” W3C Web Accessibility Initiative (WAI), 31 March 2016. Accessed 18 Aug. 2022.

    Kalcevich, Kate, and Mike Gifford. “How to Bake Layers of Accessibility Testing Into Your Process.” Smashing Magazine, 26 April 2021. Accessed 31 Aug. 2022.

    Noone, Cat. “4 Common Ways Companies Alienate People with Disabilities.” Harvard Business Review, 29 Nov. 2021. Accessed Jul. 2022.

    Taylor, Jason. “A Record-Breaking Year for ADA Digital Accessibility Lawsuits.” UsableNet, 21 December 2020. Accessed Jul. 2022.

    “The Business Case for Digital Accessibility.” W3C Web Accessibility Initiative (WAI), 9 Nov. 2018. Accessed 4 Aug. 2022.

    “The WebAIM Million.” Web AIM, 31 March 2022. Accessed 28 Jul. 2022.

    Washington, Ella F. “The Five Stages of DEI Maturity.” Harvard Business Review, November - December 2022. Accessed 7 Nov. 2022.

    Wyman, Nicholas. “An Untapped Talent Resource: People With Disabilities.” Forbes, 25 Feb. 2021. Accessed 14 Sep. 2022.

    Enable Omnichannel Commerce That Delights Your Customers

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    • Today’s customers expect to be able to transact with you in the channels of their choice. The proliferation of e-commerce, innovations in brick-and-mortar retail, and developments in mobile commerce and social media selling mean that IT organizations are managing added complexity in drafting a strategy for commerce enablement.
    • The right technology stack is critical in order to support world-class e-commerce and brick-and-mortar interactions with customers.

    Our Advice

    Critical Insight

    • Support the right transactional channels for the right customers: there is no “one-size-fits-all” approach to commerce enablement – understand your customers to drive selection of the right transactional channels.
    • Don’t assume that “traditional” commerce channels have stagnated: IoT, customer analytics, and blended retail are reinvigorating brick-and-mortar selling.
    • Don’t buy best-of-breed; buy best-for-you. Base commerce vendor selection on your requirements and use cases, not on the vendor’s overall performance.

    Impact and Result

    • Leverage Info-Tech’s proven, road-tested approach to using personas and scenarios to build strong business drivers for your commerce strategy.
    • Before selecting and deploying technology solutions, create a cohesive channel matrix outlining which channels your organization will support with transactional capabilities.
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    Enable Omnichannel Commerce That Delights Your Customers Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Enable Omnichannel Commerce Deck – A deck outlining the importance of creating a cohesive omnichannel framework to improve your customer experience.

    E-commerce channels have proliferated, and traditional brick-and-mortar commerce is undergoing reinvention. In order to provide your customers with a strong experience, it's imperative to create a strategy – and to deploy the right enabling technologies – that allow for robust multi-channel commerce. This storyboard provides a concise overview of how to do just that.

    • Enable Omnichannel Commerce That Delights Your Customers – Phases 1-2

    2. Create Personas to Drive Omnichannel Requirements Template – A template to identify key customer personas for e-commerce and other channels.

    Customer personas are archetypal representations of your key audience segments. This template (and populated examples) will help you construct personas for your omnichannel commerce project.

    • Create Personas to Drive Omnichannel Requirements Template
    [infographic]

    Further reading

    Enable Omnichannel Commerce That Delights Your Customers

    Create a cohesive, omnichannel framework that supports the right transactions through the right channels for the right customers.

    Analyst Perspective

    A clearly outlined commerce strategy is a necessary component of a broader customer experience strategy.

    This is a picture of Ben Dickie, Research Lead, Research – Applications at Info-Tech Research Group

    Ben Dickie
    Research Lead, Research – Applications
    Info-Tech Research Group

    “Your commerce strategy is where the rubber hits the road, converting your prospects into paying customers. To maximize revenue (and provide a great customer experience), it’s essential to have a clearly defined commerce strategy in place.

    A strong commerce strategy seeks to understand your target customer personas and commerce journey maps and pair these with the right channels and enabling technologies. There is not a “one-size-fits-all” approach to selecting the right commerce channels: while many organizations are making a heavy push into e-commerce and mobile commerce, others are seeking to differentiate themselves by innovating in traditional brick-and-mortar sales. Hybrid channel design now dominates many commerce strategies – using a blend of e-commerce and other channels to deliver the best-possible customer experience.

    IT leaders must work with the business to create a succinct commerce strategy that defines personas and scenarios, outlines the right channel matrix, and puts in place the right enabling technologies (for example, point-of-sale and e-commerce platforms).”

    Stop! Are you ready for this project?

    This Research Is Designed For:

    • IT leaders and business analysts supporting their commercial and marketing organizations in developing and executing a technology enablement strategy for e-commerce or brick-and-mortar commerce.
    • Any organization looking to develop a persona-based approach to identifying the right channels for their commerce strategy.

    This Research Will Help You:

    • Identify key personas and customer journeys for a brick-and-mortar and/or e-commerce strategy.
    • Select the right channels for your commerce strategy and build a commerce channel matrix to codify the results.
    • Review the “art of the possible” and new developments in brick-and-mortar and e-commerce execution.

    This Research Will Also Assist:

    • Sales managers, brand managers, and any marketing professional looking to build a cohesive commerce strategy.
    • E-commerce or POS project teams or working groups tasked with managing an RFP process for vendor selection.

    This Research Will Help Them:

    • Build a persona-centric commerce strategy.
    • Understand key technology trends in the brick-and-mortar and e-commerce space.

    Executive Summary

    Your Challenge

    Today’s customers expect to be able to transact with you in the channels of their choice.

    The proliferation of e-commerce, innovations in brick-and-mortar retail, and developments in mobile commerce and social media selling mean that IT organizations are managing added complexity in drafting a strategy for commerce enablement.

    The right technology stack is critical to support world-class e-commerce and brick-and-mortar interactions with customers.

    Common Obstacles

    Many organizations do not define strong, customer-centric drivers for dictating which channels they should be investing in for transactional capabilities.

    As many retailers look to move shopping experiences online during the pandemic, the impetus for having a strong e-commerce suite has markedly increased. The proliferation of commerce vendors has made it difficult to identify and shortlist the right solution, while the pandemic has also highlighted the importance of adopting new vendors quickly and efficiently: companies need to understand the top players in different commerce market landscapes.

    IT is receiving a growing number of commerce platform requests and must be prepared to speak intelligently about requirements and the “art of the possible.”

    Info-Tech’s Approach

    • Leverage Info-Tech’s proven, road-tested approach to using personas and scenarios to build strong business drivers for your commerce strategy.
    • Before selecting and deploying technology solutions, create a cohesive channel matrix outlining which channels your organization will support with transactional capabilities.
    • Understand evolving trends in the commerce solution space, such as AI-driven product recommendations and integration with other essential enterprise applications (i.e. customer relationship management [CRM] and marketing automation platforms).
    • Understand and apply operational best practices such as content optimization and dynamic personalization to improve the conversion rate via your e-commerce channels.

    Info-Tech Insight

    • Support the right transactional channels for the right customers: there is no “one-size-fits-all” approach to commerce enablement – understand your customers to drive selection of the right transactional channels.
    • Don’t assume that “traditional” commerce channels have stagnated: IoT, customer analytics, and blended retail are reinvigorating brick-and-mortar selling.
    • Don’t buy best-of-breed; buy best-for-you: base commerce vendor selection on your requirements and use cases, not on the vendor’s overall performance.

    A strong commerce strategy is an essential component of a savvy approach to customer experience management

    A commerce strategy outlines an organization’s approach to selling its products and services. A strong commerce strategy identifies target customers’ personas, commerce journeys that the organization wants to support, and the channels that the organization will use to transact with customers.

    Many commerce strategies encompass two distinct but complementary branches: a commerce strategy for transacting through traditional channels and an e-commerce strategy. While the latter often receives more attention from IT, it still falls on IT leaders to provide the appropriate enabling technologies to support traditional brick-and-mortar channels as well. Traditional channels have also undergone a digital renaissance in recent years, with forward-looking companies capitalizing on new technology to enhance customer experiences in their stores.

    Traditional Channels

    • Physical Stores (Brick and Mortar)
    • Kiosks or Pop-Up Stores
    • Telesales
    • Mail Orders
    • EDI Transactions

    E-Commerce Channels

    • E-Commerce Websites
    • Mobile Commerce Apps
    • Embedded Social Shopping
    • Customer Portals
    • Configure Price Quote Tool Sets (CPQ)
    • Hybrid Retail

    Info-Tech Insight

    To better serve their customers, many companies position themselves as “click-and-mortar” shops – allowing customers to transact at a store or online.

    Customers’ expectations are on the rise: meet them!

    Today’s consumers expect speed, convenience, and tailored experiences at every stage of the customer lifecycle. Successful organizations strive to support these expectations.

    58%
    of retail customers admitted that their expectations now are higher than they were a year ago (FinancesOnline).

    70%
    of consumers between the ages of 18 and 34 have increasing customer expectations year after year (FinancesOnline).

    69%
    of consumers now expect store associates to be armed with a mobile device to deliver value-added services, such as looking up product information and checking inventory (V12).

    73%
    of support leaders agree that customer expectations are increasing, but only…

    42%
    of support leaders are confident that they’re actually meeting those expectations.

    How can you be sure that you are meeting your customers’ expectations?

    1. Offer more personalization throughout the entire customer journey
    2. Practice quality customer service – ensure staff have up-to-date knowledge and offer quick resolution time for complaints
    3. Focus on offering low-effort experiences and easy-to-use platforms (i.e. “one-click buying”)
    4. Ensure your products and services perform well and do what they’re meant to do
    5. Ensure omnichannel availability – 9 in 10 consumers want a seamless omnichannel experience

    Info-Tech Insight

    Customers expect to interact with organizations through the channels of their choice. Now more than ever, you must enable your organization to provide tailored commerce and transactional experiences.

    Omnichannel commerce is the way of the future

    Create a strategy that embraces this reality with the right tools!

    Get ahead of the competition by doing omnichannel right! Devise a strategy that allows you to create and maintain a consistent, seamless commerce experience by optimizing operations with an omnichannel framework. Customers want to interact with you on their own terms, and it falls to IT to ensure that applications are in place to support and manage both traditional and e-commerce channels. There must also be consistency of copy, collateral, offers, and pricing between commerce channels.

    71%
    of consumers want a consistent experience across all channels, but only…

    29%
    say that they actually get it.

    (Source: Business 2 Community, 2020)

    Omnichannel is a “multichannel approach that aims to provide customers with a personalized, integrated, and seamless shopping experience across diverse touchpoints and devices.”
    Source: RingCentral, 2021

    IT is responsible for providing technology enablement of the commerce strategy: e-commerce platforms are a cornerstone

    An e-commerce platform is an enterprise application that provides end-to-end capabilities for allowing customers to purchase products or services from your company via an online channel (e.g. a traditional website, a mobile application, or an embedded link in a social media post). Modern e-commerce platforms are essential for delivering a frictionless customer journey when it comes to purchasing online.

    $6.388
    trillion dollars worth of sales will be conducted online by 2024 (eMarketer, 14 Jan. 2021).

    44%
    of all e-commerce transactions are expected to be completed via a mobile device by 2024 (Insider).

    21.8%
    of all sales will be made from online purchases by 2024 (eMarketer, 14 Jan. 2021).

    Strong E-Commerce Platforms Enable a Wide Range of Functional Areas:

    • Product Catalog Management
    • Web Content Delivery
    • Product Search Engine
    • Inventory Management
    • Shopping Cart Management
    • Discount and Coupon Management
    • Return Management and Reverse Logistics
    • Dynamic Personalization
    • Dynamic Promotions
    • Predictive Re-Targeting
    • Predictive Product Recommendations
    • Transaction Processing
    • Compliance Management
    • Commerce Workflow Management
    • Loyalty Program Management
    • Reporting and Analytics

    An e-commerce solution boosts the effectiveness and efficiency of your operations and drives top-line growth

    Take time to learn the capabilities of modern e-commerce applications. Understanding the “art of the possible” will help you to get the most out of your e-commerce platform.

    An e-commerce platform helps marketers and sales staff in three primary ways:

    1. It allows the organization to effectively and efficiently operate e-commerce operations at scale.
    2. It allows commercial staff to have a single system for managing and monitoring all commercial activity through online channels.
    3. It allows the organization to improve the customer-facing e-commerce experience, boosting conversions and top-line sales.

    A dedicated e-commerce platform improves the efficiency of customer-commerce operations

    • Workflow automation reduces the amount of time spent executing dynamic e-commerce campaigns.
    • The use of internal or third-party data increases conversion effectiveness from customer databases across the organization.

    Info-Tech Insight

    A strong e-commerce provides marketers with the data they need to produce actionable insights about their customers.

    Case Study

    INDUSTRY - Retail
    SOURCE - Salesforce (a)

    PetSmart improves customer experience by leveraging a new commerce platform in the Salesforce ecosystem

    PetSmart

    PetSmart is a leading retailer of pet products, with a heavy footprint across North America. Historically, PetSmart was a brick-and-mortar retailer, but it has placed a heavy emphasis on being a true multi-channel “click-and-mortar” retailer to ensure it maintains relevance against competitors like Amazon.

    E-Commerce Overhaul Initiative

    To improve its e-commerce capabilities, PetSmart recognized that it needed to consolidate to a single, unified e-commerce platform to realize a 360-degree view of its customers. A new platform was also required to power dynamic and engaging experiences, with appropriate product recommendations and tailored content. To pursue this initiative, the company settled on Salesforce.com’s Commerce Cloud product after an exhaustive requirements definition effort and rigorous vendor selection approach.

    Results

    After platform implementation, PetSmart was able to effortlessly handle the massive transaction volumes associated with Black Friday and Cyber Monday and deliver 1:1 experiences that boosted conversion rates.

    PetSmart standardized on the Commerce Cloud from Salesforce to great effect.

    This is an image of the journey from Discover & Engage to Retain & Advocate.

    Case Study

    Icebreaker exceeds customer expectations by using AI to power product recommendations

    INDUSTRY - Retail
    SOURCE - Salesforce (b)

    Icebreaker

    Icebreaker is a leading outerwear and lifestyle clothing company, operating six global websites and owning over 5,000 stores across 50 countries. Icebreaker is focused on providing its shoppers with accurate, real-time product suggestions to ensure it remains relevant in an increasingly competitive online market.

    E-Commerce Overhaul Initiative

    To improve its e-commerce capabilities, Icebreaker recognized that it needed to adopt a predictive recommendation engine that would offer its customers a more personalized shopping experience. This new system would need to leverage relevant data to provide both known and anonymous shoppers with product suggestions that are of interest to them. To pursue this initiative, Icebreaker settled on using Salesforce.com’s Commerce Cloud Einstein, a fully integrated AI.

    Results

    After integrating Commerce Cloud Einstein on all its global sites, Icebreaker was able to cross-sell and up-sell its merchandise more effectively by providing its shoppers with accurate product recommendations, ultimately increasing average order value.

    IT must also provide technology enablement for other channels, such as point-of-sale systems for brick-and-mortar

    Point-of-sale systems are the “real world” complement to e-commerce platforms. They provide functional capabilities for selling products in a physical store, including basic inventory management, cash register management, payment processing, and retail analytics. Many firms struggle with legacy POS environments that inhibit a modern customer experience.

    $27.338
    trillion dollars in retail sales are expected to be made globally in 2022 (eMarketer, 2022).

    84%
    of consumers believe that retailers should be doing more to integrate their online and offline channels (Invoca).

    39%
    of consumers are unlikely or very unlikely to visit a retailer’s store if the online store doesn’t provide physical store inventory information (V12).

    Strong Point-of-Sale Platforms Enable a Wide Range of Functional Areas:

    • Product Catalog Management
    • Discount Management
    • Coupon Management and Administration
    • Cash Management
    • Cash Register Reconciliation
    • Product Identification (Barcode Management)
    • Payment Processing
    • Compliance Management
    • Basic Inventory Management
    • Commerce Workflow Management
    • Exception Reporting and Overrides
    • Loyalty Program Management
    • Reporting and Analytics

    E-commerce and POS don’t live in isolation

    They’re key components of a well-oiled customer experience ecosystem!

    Integrate commerce solutions with other customer experience applications – and with ERP or logistics systems – to handoff transactions for order fulfilment.

    Having a customer master database – the central place where all up-to-the-minute data on a customer profile is stored – is essential for traditional and e-commerce success. Typically, the POS or e-commerce platform is not the system of record for the master customer profile: this information lives in a CRM platform or customer data warehouse. Conceptually, this system is at the center of the customer-experience ecosystem.

    Strong POS and e-commerce solutions orchestrate transactions but typically do not do the heavy lifting in terms of order fulfilment, shipping logistics, economic inventory management, and reverse logistics (returns). In an enterprise-grade environment, these activities are executed by an enterprise resource planning (ERP) solution – integrating your commerce systems with a back-end ERP solution is a crucial step from an application architecture point of view.

    This is an example of a customer experience ecosystem.  Core Apps (CRM, ERP): MMS Suite; E-Commerce; POS; Web CMS; Data Marts/BI Tools; Social Media Platforms

    Case Study

    INDUSTRY - Retail
    SOURCES - Amazon, n.d. CNET, 2020

    Amazon is creating a hybrid omnichannel experience for retail by introducing innovative brick-and-mortar stores

    Amazon

    Amazon began as an online retailer of books in the mid-1990s, and rapidly expanded its product portfolio to nearly every category imaginable. Often hailed as the foremost success story in online commerce, the firm has driven customer loyalty via consistently strong product recommendations and a well-designed site.

    Bringing Physical Retail Into the Digital Age

    Beginning in 2016 (and expanding in 2018), Amazon introduced Amazon Go, a next-generation grocery retailer, to the Seattle market. While most firms that pursue an e-commerce strategy traditionally come from a brick-and-mortar background, Amazon upended the usual narrative: the world’s largest online retailer opening physical stores to become a true omnichannel, “click-and-mortar” vendor. From the get-go, Amazon Go focused on innovating the physical retail experience – using cameras, IoT capabilities, and mobile technologies to offer “checkout-free” virtual shopping carts that automatically know what products customers take off the shelves and bill their Amazon accounts accordingly.

    Results

    Amazon received a variety of industry and press accolades for re-inventing the physical store experience and it now owns and operates seven separate store brands, with more still on the horizon.

    Case Study

    INDUSTRY - Retail
    SOURCES - Glossy, 2020

    Old Navy

    Old Navy is a clothing and accessories retail company that owns and operates over 1,200 stores across North America and China. Typically, Old Navy has relied on using traditional marketing approaches, but recently it has shifted to producing more digitally focused campaigns to drive revenue.

    Bringing Physical Retail Into the Digital Age

    To overcome pandemic-related difficulties, including temporary store closures, Old Navy knew that it had to have strong holiday sales in 2020. With the goal of stimulating retail sales growth and maximizing its pre-existing omnichannel capabilities, Old Navy decided to focus more of its holiday campaign efforts online than in years past. With this campaign centered on connected TV platforms, such as Hulu, and social media channels including Facebook, Instagram, and TikTok, Old Navy was able to take a more unique, fun, and good-humored approach to marketing.

    Results

    Old Navy’s digitally focused campaign was a success. When compared with third quarter sales figures from 2019, third quarter net sales for 2020 increased by 15% and comparable sales increased by 17%.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5

    Call #1: Scope requirements, objectives, and your specific challenges.

    Call #2: Assess current maturity.

    Call #4: Identify relationship between current initiatives and capabilities.

    Call #6: Identify strategy risks.

    Call #8: Identify and prioritize improvements.

    Call #3: Identify target-state capabilities.

    Call #5: Create initiative profiles.

    Call #7: Identify required budget.

    Call #9: Summarize results and plan next steps.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 8 to 12 calls over the course of 4 to 6 months.

    Enable Omnichannel Commerce That Delights Your Customers – Project Overview

    1. Identify Critical Drivers for Your Omnichannel Commerce Strategy 2. Map Drivers to the Right Channels and Technologies
    Best Practice Toolkit

    1.1 Assess Personas and Scenarios

    1.2 Create Key Drivers and Metrics

    2.1 Build the Commerce Channel Matrix

    2.2 Review Technology and Trends Primer

    Guided Implementations
    • Validate customer personas.
    • Validate commerce scenarios.
    • Review key drivers and metrics.
    • Build the channel matrix.
    • Discuss technology and trends.
    Onsite Workshop

    Module 1:

    Module 2:

    Identify Critical Drivers for Your Omnichannel Commerce Strategy

    Map Drivers to the Right Channels and Technologies

    Phase 1 Outcome:

    Phase 2 Outcome:

    An initial shortlist of customer-centric drivers for your channel strategy and supporting metrics.

    A completed commerce channel matrix tailored to your organization, and a snapshot of enabling technologies and trends.

    Phase 1

    Identify Critical Drivers for Your Omnichannel Commerce Strategy

    1.1 Assess Personas and Scenarios

    1.2 Create Key Drivers and Metrics

    Enable Omnichannel Commerce That Delights Your Customers

    Step 1.1

    Assess Personas and Scenarios

    This step will walk you through the following activities:

    1.1.1 Build key customer personas for your commerce strategy.

    1.1.2 Create commerce scenarios (journey maps) that you need to enable.

    Identify Critical Drivers for Your Omnichannel Commerce Strategy

    This step involves the following participants:

    • Business stakeholders (Sales, Marketing)
    • IT project team

    Outcomes of this step:

    • Critical customer personas
    • Key traditional and e-commerce scenarios

    Use customer personas to picture who will be using your commerce channels and guide scenario design and key drivers

    What Are Personas?

    Personas are detailed descriptions of the targeted audience of your e-commerce presence. Effective personas:

    • Express and focus on the major needs and expectations of the most important user groups.
    • Give a clear picture of the typical user’s behavior.
    • Aid in uncovering universal features and functionality.
    • Describe real people with backgrounds, goals, and values.

    Source: Usability.gov, n.d.

    Why Are Personas Important?

    Personas help:

    • Focus the development of commerce platform features on the immediate needs of the intended audience.
    • Detail the level of customization needed to ensure content is valuable to the user.
    • Describe how users may behave when certain audio and visual stimulus are triggered from the website.
    • Outline the special design considerations required to meet user accessibility needs.

    Key Elements of a Persona:

    • Persona Group (e.g. executives)
    • Demographics (e.g. nationality, age, language spoken)
    • Purpose of Using Commerce Channels (e.g. product search versus ready to transact)
    • Typical Behaviors and Tendencies (e.g. goes to different websites when cannot find products in 20 seconds)
    • Technological Environment of User (e.g. devices, browsers, network connection)
    • Professional and Technical Skills and Experiences (e.g. knowledge of websites, area of expertise)

    Use Info-Tech’s guidelines to assist in the creation of personas

    How many personas should I create?

    The number of personas that should be created is based on the organizational coverage of your commerce strategy. Here are some questions you should ask:

    • Do the personas cover a majority of your revenues or product lines?
    • Is the number manageable for your project team to map out?

    How do I prioritize which personas to create?

    The identified personas should generate the most revenue – or provide a significant opportunity – for your business. Here are some questions that you should ask:

    • Are the personas prioritized based on the revenue they generate for the business?
    • Is the persona prioritization process considering both the present and future revenues the persona is generating?

    Sample: persona for e-commerce platform

    Example

    Persona quote: “After I call the company about the widget, I would usually go onto the company’s website and look at further details about the product. How am I supposed to do so when it is so hard to find the company’s website on everyday search engines, such as Google, Yahoo, or Bing?”

    Michael is a middle-aged manager working in the financial district. He wants to buy the company’s widgets for use in his home, but since he is distrusting of online shopping, he prefers to call the company’s call center first. Afterwards, if Michael is convinced by the call center representative, he will look at the company’s website for further research before making his purchase.

    Michael does not have a lot of free time on his hands, and tries to make his free time as relaxing as possible. Due to most of his work being client-facing, he is not in front of a computer most of the time during his work. As such, Michael does not consider himself to be skilled with technology. Once he makes the decision to purchase, Michael will conduct online transactions and pay most delivery costs due to his shortage of time.

    Needs:

    • Easy-to-find website and widget information.
    • Online purchasing and delivery services.
    • Answer to his questions about the widget.
    • To maintain contact post-purchase for easy future transactions.

    Info-Tech Tip

    The quote attached to a persona should be from actual quotes that your customers have used when you reviewed your voice of the customer (VoC) surveys or focus groups to drive home the impact of their issues with your company.

    1.1.1 Activity: Build personas for your key customers that you’ll need to support via traditional and e-commerce channels

    1 hour

    1. In two to four groups, list all the major, target customer personas that need to be built. In doing so, consider the people who interact with your e-commerce site (or other channels) most often.
    2. Build a demographic profile for each customer persona. Include information such as age, geographic location, occupation, and annual income.
    3. Augment the persona with a psychographic profile. Consider the goals and objectives of each customer persona and how these might inform buyer behaviors.
    4. Introduce your group’s personas to the entire group, in a round-robin fashion, as if you are introducing your persona at a party.
    5. Summarize the personas in a persona map. Rank your personas according to importance and remove any duplicates.
    6. Use Info-Tech’s Create Personas to Drive Omnichannel Requirements Template to assist.

    Info-Tech Insight

    Persona building is typically used for understanding the external customer; however, if you need to gain a better understanding of the organization’s internal customers (those who will be interacting with the e-commerce platform), personas can also be built for this purpose. Examples of useful internal personas are sales managers, brand managers, and customer service directors.

    1.1.1 Activity: Build personas for your key customers that you’ll need to support via traditional and e-commerce channels (continued)

    Input

    • Customer demographics and psychographics

    Output

    • List of prioritized customer personas

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project team

    Build use-case scenarios to model the transactional customer journey and inform drivers for your commerce strategy

    A use-case scenario is a story or narrative that helps explore the set of interactions that a customer has with an organization. Scenario mapping will help identify key business and technology drivers as well as more granular functional requirements for POS or e-commerce platform selection.

    A GOOD SCENARIO…

    • Describes specific task(s) that need to be accomplished.
    • Describes user goals and motivations.
    • Describes interactions with a compelling but not overwhelming amount of detail.
    • Can be rough, as long as it provokes ideas and discussion.

    SCENARIOS ARE USED TO...

    • Provide a shared understanding about what a user might want to do and how they might want to do it.
    • Help construct the sequence of events that are necessary to address in your user interface(s).

    TO CREATE GOOD SCENARIOS…

    • Keep scenarios high level, not granular, in nature.
    • Identify as many scenarios as possible. If you’re time constrained, try to develop two to three key scenarios per persona.
    • Sketch each scenario out so that stakeholders understand the goal of the scenario.

    1.1.2 Exercise: Build commerce user scenarios to understand what you want your customers to do from a transactional viewpoint

    1 hour

    Example

    Simplified E-Commerce Workflow Purchase Products

    This image contains an example of a Simplified E-Commerce Workflow Purchase Products

    Step 1.2

    Create Key Drivers and Metrics

    This step will walk you through the following activities:

    • Create the business drivers you need to enable with your commerce strategy.
    • Enumerate metrics to track the efficacy of your commerce strategy.

    Identify Critical Drivers for Your Omnichannel Commerce Strategy

    This step involves the following participants:

    • Business stakeholders (Sales, Marketing)
    • IT project team

    Outcomes of this step:

    • Business drivers for the commerce strategy
    • Metrics and key performance indicators for the commerce strategy

    1.2 Finish elaboration of your scenarios and map them to your personas: identify core business drivers for commerce

    1.5 hours

    1. List all commerce scenarios required to satisfy the immediate needs of your personas.
      1. Does the use-case scenario address commonly felt user challenges?
      2. Can the scenario be used by those with changing behaviors and tendencies?
    2. Look for recurring themes in use-case scenarios (for example, increasing average transaction cost through better product recommendations) and identify business drivers: drivers are common thematic elements that can be found across multiple scenarios. These are the key principles for your commerce strategy.
    3. Prioritize your use cases by leveraging the priorities of your business drivers.

    Example

    This is an example of how step 1.2 can help you identify business drivers

    1.2 Finish elaboration of your scenarios and map them to your personas: identify core business drivers for commerce (continuation)

    Input

    • User personas

    Output

    • List of use cases
    • Alignment of use cases to business objectives

    Materials

    • Whiteboard
    • Markers

    Participants

    • Business Analyst
    • Developer
    • Designer

    Show the benefits of commerce solution deployment with metrics aimed at both overall efficacy and platform adoption

    The ROI and perceived value of the organization’s e-commerce and POS solutions will be a critical indication of the success of the suite’s selection and implementation.

    Commerce Strategy and Technology Adoption Metrics

    EXAMPLE METRICS

    Commerce Performance Metrics

    Average revenue per unique transaction

    Quantity and quality of commerce insights

    Aggregate revenue by channel

    Unique customers per channel

    Savings from automated processes

    Repeat customers per channel

    User Adoption and Business Feedback Metrics

    User satisfaction feedback

    User satisfaction survey with technology

    Business adoption rates

    Application overhead cost reduction

    Info-Tech Insight

    Even if e-commerce metrics are difficult to track right now, the implementation of a dedicated e-commerce platform brings access to valuable customer intelligence from data that was once kept in silos.

    Phase 2

    Map Drivers to the Right Channels and Technologies

    2.1 Build the Commerce Channel Matrix

    2.2 Review Technology and Trends Primer

    Enable Omnichannel Commerce That Delights Your Customers

    Step 2.1

    Build the Commerce Channel Matrix

    This step will walk you through the following activities:

    • Based on your business drivers, create a blended mix of e-commerce channels that will suit your organization’s and customers’ needs.

    Map Drivers to the Right Channels and Technologies

    This step involves the following participants:

    • Business stakeholders (Sales, Marketing)
    • IT project team

    Outcomes of this step:

    • Commerce channel map

    Pick the transactional channels that align with your customer personas and enable your target scenarios and drivers

    Traditional Channels

    E-Commerce Channels

    Hybrid Channels

    Physical stores (brick and mortar) are the mainstay of retailers selling tangible goods – some now also offer intangible service delivery.

    E-commerce websites as exemplified by services like Amazon are accessible by a browser and deliver both goods and services.

    Online ordering/in-store fulfilment is a model whereby customers can place orders online but pick the product up in store.

    Telesales allows customers to place orders over the phone. This channel has declined in favor of mobile commerce via smartphone apps.

    Mobile commerce allows customers to shop through a dedicated, native mobile application on a smartphone or tablet.

    IoT-enabled smart carts/bags allow customers to shop in store, but check-out payments are handled by a mobile application.

    Mail order allows customers to send (”snail”) mail orders. A related channel is fax orders. Both have diminished in favor of e-commerce.

    Social media embedded shopping allows customers to order products directly through services such as Facebook.

    Info-Tech Insight

    Your channel selections should be driven by customer personas and scenarios. For example, social media may be extensively employed by some persona types (i.e. millennials) but see limited adoption in other demographics or use cases (i.e. B2B).

    2.1 Activity: Build your commerce channel matrix

    30 minutes

    1. Inventory which transactional channels are currently used by your firm (segment by product lines if variation exists).
    2. Interview product leaders, sales leaders, and marketing managers to determine if channels support transactional capabilities or are used for marketing and service delivery.
    3. Review your customer personas, scenarios, and drivers and assess which of the channels you will use in the future to sell products and services. Document below.

    Example: Commerce Channel Map

    Product Line A Product Line B Product Line C
    Currently Used? Future Use? Currently Used? Future Use? Currently Used? Future Use?
    Store Yes Yes No No No No
    Kiosk Yes No No No No No
    E-Commerce Site/Portal No Yes Yes Yes Yes Yes
    Mobile App No No Yes Yes No Yes
    Embedded Social Yes Yes Yes Yes Yes Yes

    Input

    • Personas, scenarios, and driver

    Output

    • Channel map

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project team

    Step 2.2

    Review Technology and Trends Primer

    This step will walk you through the following activities:

    • Review the scope of e-commerce and POS solutions and understand key drivers impacting e-commerce and traditional commerce.

    Map Drivers to the Right Channels and Technologies

    This step involves the following participants:

    • Business stakeholders (Sales, Marketing)
    • IT project team

    Outcomes of this step:

    • Understanding of key technologies
    • Understanding of key trends

    Application spotlight: e-commerce platforms

    How It Enables Your Strategy

    • Modern e-commerce platforms provide capabilities for end-to-end orchestration of online commerce experiences, from product site deployment to payment processing.
    • Some e-commerce platforms are purpose-built for business-to-business (B2B) commerce, emphasizing customer portals and EDI features. Other e-commerce vendors place more emphasis on business-to-consumer (B2C) capabilities, such as product catalog management and executing transactions at scale.
    • There has been an increasing degree of overlap between traditional web experience management solutions and the e-commerce market; for example, in 2018, Adobe acquired Magento to augment its overall web experience offering within Adobe Experience Manager.
    • E-commerce platforms typically fall short when it comes to order fulfilment and logistics; this piece of the puzzle is typically orchestrated via an ERP system or logistics management module.
    • This research provides a starting place for defining e-commerce requirements and selection artefacts.

    Key Trends

    • E-commerce vendors are rapidly supporting a variety of form factors and integration with other channels such as social media. Mobile is sufficiently popular that some vendors and industry commentators refer to it as “m-commerce” to differentiate app-based shopping experiences from those accessed through a traditional browser.
    • Hybrid commerce is driving more interplay between e-commerce solutions and POS.

    E-Commerce KPIs

    Strong e-commerce applications can improve:

    • Bounce Rates
    • Exit Rates
    • Lead Conversion Rates
    • Cart Abandonment Rates
    • Re-Targeting Efficacy
    • Average Cart Size
    • Average Cart Value
    • Customer Lifetime Value
    • Aggregate Reach/Impressions

    Familiarize yourself with the e-commerce market

    How it got here

    Initial Traction as the Dot-Com Era Came to Fruition

    Unlike some enterprise application markets, such as CRM, the e-commerce market appeared almost overnight during the mid-to-late nineties as the dot-com explosion fueled the need to have reliable solutions for executing transactions online.

    Early e-commerce solutions were less full-fledged suites than they were mediums for payment processing and basic product list management. PayPal and other services like Digital River were pioneers in the space, but their functionality was limited vis-à-vis tools such as web content management platforms, and their ability to amalgamate and analyze the data necessary for dynamic personalization and re-targeting was virtually non-existent.

    Rapidly Expanding Scope of Functional Capabilities as the Market Matured

    As marketers became more sophisticated and companies put an increased focus on customer experience and omnichannel interaction, the need arose for platforms that were significantly more feature rich than their early contemporaries. In this context, vendors such as Shopify and Demandware stepped into the limelight, offering far richer functionality and analytics than previous offerings, such as asset management, dynamic personalization, and the ability to re-target customers who abandoned their carts.

    As the market has matured, there has also been a series of acquisitions of some players (for example, Demandware by Salesforce) and IPOs of others (i.e. Shopify). Traditional payment-oriented services like PayPal still fill an important niche, while newer entrants like Square seek to disrupt both the e-commerce market and point-of-sale solutions to boot.

    Familiarize yourself with the e-commerce market

    Where it’s going

    Support for a Proliferation of Form Factors and Channels

    Modern e-commerce solutions are expanding the number of form factors (smartphones, tablets) they support via both responsive design and in-app capabilities. Many platforms now also support embedded purchasing options in non-owned channels (for example, social media). With the pandemic leading to a heightened affinity for online shopping, the importance of fully using these capabilities has been further emphasized.

    AI and Machine Learning

    E-commerce is another customer experience domain ripe for transformation via the potential of artificial intelligence. Machine learning algorithms are being used to enhance the effectiveness of dynamic personalization of product collateral, improve the accuracy of product recommendations, and allow for more effective re-targeting campaigns of customers who did not make a purchase.

    Merger of Online Commerce and Traditional Point-of-Sale

    Many e-commerce vendors – particularly the large players – are now going beyond traditional e-commerce and making plays into brick-and-mortar environments, offering point-of-sale capabilities and the ability to display product assets and customizations via augmented reality – truly blending the physical and virtual shopping experience.

    Emphasis on Integration with the Broader Customer Experience Ecosystem

    The big names in e-commerce recognize they don’t live on an island: out-of-the-box integrations with popular CRM, web experience, and marketing automation platforms have been increasing at a breakneck pace. Support for digital wallets has also become increasingly popular, with many vendors integrating contactless payment technology (i.e. Apple Pay) directly into their applications.

    E-Commerce Vendor Snapshot: Part 1

    Mid-Market E-Commerce Solutions

    This image contains the logos for the following Companies: Magento; Spryker; Bigcommerce; Woo Commerce; Shopify

    E-Commerce Vendor Snapshot: Part 2

    Large Enterprise and Full-Suite E-Commerce Platforms

    This image contains the logos for the following Companies: Salesforce commerce cloud; Oracle Commerce Cloud; Adobe Commerce Cloud; Sitecore; Sap Hybris Commerce

    Speak with category experts to dive deeper into the vendor landscape

    • Fact-based reviews of business software from IT professionals.
    • Product and category reports with state-of-the-art data visualization.
    • Top-tier data quality backed by a rigorous quality assurance process.
    • User-experience insight that reveals the intangibles of working with a vendor.

    Software Reviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today’s technology. The insights of our expert analysts provide unparalleled support to our members at every step of their buying journey.

    CLICK HERE to access SoftwareReviews Comprehensive software reviews to make better IT decisions.

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

    Evaluate software category leaders through vendor rankings and awards

    SoftwareReviews

    This is an image of the data quarant report

    The Data Quadrant is a thorough evaluation and ranking of all software in an individual category to compare platforms across multiple dimensions.

    This is an image of the data quarant report chart

    Vendors are ranked by their Composite Score, based on individual feature evaluations, user satisfaction rankings, vendor capability comparisons, and likeliness to recommend the platform.

    This is a image of the Emotional Footprint Report

    The Emotional Footprint is a powerful indicator of overall user sentiment toward the relationship with the vendor, capturing data across five dimensions.

    This is a image of the Emotional Footprint Report chart

    Vendors are ranked by their Customer Experience (CX) Score, which combines the overall Emotional Footprint rating with a measure of the value delivered by the solution.

    Leading B2B E-Commerce Platforms

    As of February 2022

    Data Quadrant

    This image contains a screenshot of the Data Quadrant chart for B2B E-commerce

    Emotional Footprint

    This image contains a screenshot of the Emotional Footprint chart for B2B E-commerce

    Leading B2C E-Commerce Platforms

    As of February 2022

    Data Quadrant

    This image contains a screenshot of the Data Quadrant chart for B2C E-commerce

    Emotional Footprint

    This image contains a screenshot of the Emotional Footprint chart for B2C E-commerce

    Application spotlight: point-of-sale solutions

    How It Enables Your Strategy

    • Point-of-sale solutions provide capabilities for cash register/terminal management, transaction processing, and lightweight inventory management.
    • Many POS vendors also offer products that have the ability to create orders from EDI, phone, or fax channels.
    • An increasing emphasis has been placed on retail analytics by POS vendors – providing reporting and analysis tools to help with inventory planning, promotion management, and product recommendations.
    • Integration of POS systems with a central customer data warehouse or other system of record for customer information allows for the ability to build richer customer profiles and compare shopping habits in physical stores against other transactional channels that are offered.
    • POS vendors often offer (or integrate with) loyalty management solutions to track, manage, and redeem loyalty points. See this note on loyalty management systems.
    • Legacy and/or homegrown POS systems tend to be an area of frustration for customer experience management modernization.

    Key Trends

    • POS solutions are moving from “cash-register-only” solutions to encompass mobile POS form factors like smartphones and tablets. Vendors such as Square have experienced tremendous growth in opening up the market via “mPOS” platforms that have lower costs to entry than the traditional hardware needed to support full-fledged POS solutions.
    • This development puts robust POS toolsets in the hands of small and medium businesses that otherwise would be priced out of the market.

    POS KPIs

    Strong POS applications can improve:

    • Customer Data Collection
    • Inventory or Cash Shrinkage
    • Cost per Transaction
    • Loyalty Program Administration Costs
    • Cycle Time for Transaction Execution

    Point-of-Sales Vendor Snapshot: Part 1

    Mid-Market POS Solutions

    This image contains the following company Logos: Square; Shopify; Vend; Heartland|Retail

    Point-of-Sales Vendor Snapshot: Part 2

    Large Enterprise POS Platforms

    This image contains the following Logos: Clover; Oracle Netsuite; RQ Retail Management; Salesforce Commerce Cloud; Korona

    Leading Retail POS Systems

    As of February 2022

    Data Quadrant

    This is an image of the Data Quadrant Chart for the Leading Retail Pos Systems

    Emotional Footprint

    This is an image of the Emotional Footprint chart for the Leading Retail POS Systems

    Summary of Accomplishment

    Knowledge Gained

    • Commerce channel framework
    • Customer affinities
    • Commerce channel overview
    • Commerce-enabling technologies

    Processes Optimized

    • Persona definition for commerce strategy
    • Persona channel shortlist

    Deliverables Completed

    • Customer personas
    • Commerce user scenarios
    • Business drivers for traditional commerce and e-commerce
    • Channel matrix for omnichannel commerce

    Bibliography

    “25 Amazing Omnichannel Statistics Every Marketer Should Know (Updated for 2021).” V12, 29 June 2021. Accessed 12 Jan. 2022.

    “Amazon Go.” Amazon, n.d. Web.

    Andersen, Derek. “33 Statistics Retail Marketers Need to Know in 2021.” Invoca, 19 July 2021. Accessed 12 Jan. 2022.

    Andre, Louie. “115 Critical Customer Support Software Statistics: 2022 Market Share Analysis & Data.” FinancesOnline, 14 Jan. 2022. Accessed 25 Jan. 2022.

    Chuang, Courtney. “The future of support: 5 key trends that will shape customer care in 2022.” Intercom, 10 Jan. 2022. Accessed 11 Jan. 2022.

    Cramer-Flood, Ethan. “Global Ecommerce Update 2021.” eMarketer, 13 Jan. 2021. Accessed 12 Jan. 2022.

    Cramer-Flood, Ethan. “Spotlight on total global retail: Brick-and-mortar returns with a vengeance.” eMarketer, 3 Feb. 2022. Accessed 12 Apr. 2022.

    Fox Rubin, Ben. “Amazon now operates seven different kinds of physical stores. Here's why.” CNET, 28 Feb. 2020. Accessed 12 Jan. 2022.

    Krajewski, Laura. “16 Statistics on Why Omnichannel is the Future of Your Contact Center and the Foundation for a Top-Notch Competitive Customer Experience.” Business 2 Community, 10 July 2020. Accessed 11 Jan. 2022.

    Manoff, Jill. “Fun and convenience: CEO Nany Green on Old Navy’s priorities for holiday.” Glossy, 8 Dec. 2020. Accessed 12 Jan. 2022.

    Meola, Andrew. “Rise of M-Commerce: Mobile Ecommerce Shopping Stats & Trends in 2021.” Insider, 30 Dec. 2020. Accessed 12 Jan. 2022.

    “Outdoor apparel retailer Icebreaker uses AI to exceed shopper expectations.” Salesforce, n.d.(a). Accessed 20 Jan. 2022.

    “Personas.” Usability.gov., n.d. Web. 28 Aug. 2018.

    “PetSmart – Why Commerce Cloud?” Salesforce, n.d.(b). Web. 30 April 2018.

    Toor, Meena. “Customer expectations: 7 Types all exceptional researchers must understand.” Qualtrics, 3 Dec. 2020. Accessed 11 Jan. 2022.

    Westfall, Leigh. “Omnichannel vs. multichannel: What's the difference?” RingCentral, 10 Sept. 2021. Accessed 11 Jan. 2022.

    “Worldwide ecommerce will approach $5 trillion this year.” eMarketer, 14 Jan. 2021. Accessed 12 Jan. 2022.

    Define a Sourcing Strategy for Your Development Team

    • Buy Link or Shortcode: {j2store}161|cart{/j2store}
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    • Parent Category Name: Development
    • Parent Category Link: /development
    • Hiring quality development team resources is becoming increasingly difficult and costly in most domestic markets.
    • Firms are seeking to do more with less and increase their development team throughput.
    • Globalization and increased competition are driving a need for more innovation in your applications.
    • Firms want more cost certainty and tighter control of their development investment.

    Our Advice

    Critical Insight

    • Choosing the right sourcing strategy is not just a question of technical skills! Successful sourcing is based on matching your organization’s culture, knowledge, and experiences to the right choice of internal or external partnership.

    Impact and Result

    • We will help you build a sourcing strategy document for your application portfolio.
    • We will examine your portfolio and organization from three different perspectives to enable you to determine the right approach:
      • From a business perspective, reliance on the business, strategic value of the product, and maturity of product ownership are critical.
      • From an organizational perspective, you must examine your culture for communication processes, conflict resolution methods, vendor management skills, and geographic coverage.
      • From a technical perspective, consider integration complexity, environmental complexity, and testing processes.

    Define a Sourcing Strategy for Your Development Team Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Define a Sourcing Strategy for Your Development Team Storyboard – A guide to help you choose the right resourcing strategy to keep pace with your rapidly changing application and development needs.

    This project will help you define a sourcing strategy for your application development team by assessing key factors about your products and your organization, including critical business, technical, and organizational factors. Use this analysis to select the optimal sourcing strategy for each situation.

    • Define a Sourcing Strategy for Your Development Team Storyboard

    2. Define a Sourcing Strategy Workbook – A tool to capture the results of activities to build your sourcing strategy.

    This workbook is designed to capture the results of the activities in the storyboard. Each worksheet corresponds with an activity from the deck. The workbook is also a living artifact that should be updated periodically as the needs of your team and organization change.

    • Define a Sourcing Strategy Workbook
    [infographic]

    Further reading

    Define a Sourcing Strategy for Your Development Team

    Choose the right resourcing strategy to keep pace with your rapidly changing application and development needs.

    Analyst Perspective

    Choosing the right sourcing strategy for your development team is about assessing your technical situation, your business needs, your organizational culture, and your ability to manage partners!

    Photo of Dr. Suneel Ghei, Principal Research Director, Application Development, Info-Tech Research Group

    Firms today are under continuous pressure to innovate and deliver new features to market faster while at the same time controlling costs. This has increased the need for higher throughput in their development teams along with a broadening of skills and knowledge. In the face of these challenges, there is a new focus on how firms source their development function. Should they continue to hire internally, offshore, or outsource? How do they decide which strategy is the right fit?

    Info-Tech’s research shows that the sourcing strategy considerations have evolved beyond technical skills and costs. Identifying the right strategy has become a function of the characteristics of the organization, its culture, its reliance on the business for knowledge, its strategic value of the application, its vendor management skills, and its ability to internalize external knowledge. By assessing these factors firms can identify the best sourcing mix for their development portfolios.

    Dr. Suneel Ghei
    Principal Research Director, Application Development
    Info-Tech Research Group

    Executive Summary

    Your Challenge
    • Hiring quality development team resources is becoming increasingly difficult and costly in most domestic markets.
    • Firms are seeking to do more with less and increase their development team throughput.
    • Globalization and increased competition is driving a need for more innovation in your applications.
    • Firms want more cost certainty and tighter control of their development investment.
    Common Obstacles
    • Development leaders are encouraged to manage contract terms and SLAs rather than build long-term relationships.
    • People believe that outsourcing means you will permanently lose the knowledge around solutions.
    • Moving work outside of the current team creates motivational and retention challenges that can be difficult to overcome.
    Info-Tech’s Approach
    • Looking at this from these three perspectives will enable you to determine the right approach:
      1. From a business perspective, reliance on the business, strategic value of the product, and maturity of product ownership are critical.
      2. From an organizational perspective, you must examine your culture for communication processes, conflict resolution methods, vendor management skills, and geographic coverage
      3. From a technical perspective, consider integration complexity, environment complexity, and testing processes.

    Info-Tech Insight

    Choosing the right sourcing strategy is not just a question of technical skills! Successful sourcing is based on matching your organization’s culture, knowledge, and experiences to the right choice of internal or external partnership.

    Define a sourcing strategy for your development team

    Business
    • Business knowledge/ expertise required
    • Product owner maturity
    Technical
    • Complexity and maturity of technical environment
    • Required level of integration
    Organizational
    • Company culture
    • Desired geographic proximity
    • Required vendor management skills
    1. Assess your current delivery posture for challenges and impediments.
    2. Decide whether to build or buy a solution.
    3. Select your desired sourcing strategy based on your current state and needs.
    Example sourcing strategy with initiatives like 'Client-Facing Apps' and 'ERP Software' assigned to 'Onshore Dev', 'Outsource Team', 'Offshore Dev', 'Outsource App (Buy)', 'Outsource Dev', or 'Outsource Roles'.

    Three Perspectives +

    Three Steps =

    Your Sourcing Strategy

    Diverse sourcing is used by many firms

    Many firms across all industries are making use of different sourcing strategies to drive innovation and solve business issues.

    According to a report by ReportLinker the global IT services outsourcing market reached US$413.8 billion in 2021.

    In a recent study of Canadian software firms, it was found that almost all firms take advantage of outside knowledge in their application development process. In most cases these firms also use outside resources to do development work, and about half the time they use externally built software packages in their products (Ghei, 2020)!

    Info-Tech Insight

    In today’s diverse global markets, firms that wish to stay competitive must have a defined ability to take advantage of external knowledge and to optimize their IT services spend.

    Modeling Absorptive Capacity for Open Innovation in the Canadian Software Industry (Source: Ghei, 2020; n=54.)

    56% of software development firms are sourcing applications instead of resources.

    68% of firms are sourcing external resources to develop software products.

    91% of firms are leveraging knowledge from external sources.

    Internal sourcing models

    Insourcing comes in three distinct flavors

    Geospatial map giving example locations for the three internal sourcing models. In this example, 'Head Office' is located in North America, 'Onshore' is 'Located in the same area or even office as your core business resources. Relative Cost: $$$', 'Near Shore' is 'Typically, within 1-3 time zones for ease of collaboration where more favorable resource costs exist. Relative Cost: $$', and 'Offshore' is 'Located in remote markets where significant labor cost savings can be realized. Relative Cost: $'.

    Info-Tech Insight

    Insourcing allows you to stay close to more strategic applications. But choosing the right model requires a strong look inside your organization and your ability to provide business knowledge support to developers who may have different skills and cultures and are in different geographies.

    Outsourcing models

    External sourcing can be done to different degrees

    Outsource Roles
    • Enables resource augmentation
    • Typically based on skills needs
    • Short-term outsourcing with eventual integration or dissolution
    Outsource Teams (or Projects)
    • Use of a full team or multiple teams of vendor resources
    • Meant to be temporary, with knowledge transfer at the end of the project
    Outsource Products
    • Use of a vendor to build, maintain, and support the full product
    • Requires a high degree of contract management skill

    Info-Tech Insight

    Outsourcing represents one of the most popular ways for organizations to source external knowledge and skills. The choice of model is a function of the organization’s ability to support the external resources and to absorb the knowledge back into the organization.

    Defining your sourcing strategy

    Follow the steps below to identify the best match for your organization

    Review Your Current Situation

    Review the issues and opportunities related to application development and categorize them based on the key factors.

    Arrow pointing right. Assess Build Versus Buy

    Before choosing a sourcing model you must assess whether a particular product or function should be bought as a package or developed.

    Arrow pointing right. Choose the Right Sourcing Strategy

    Based on the research, use the modeling tool to match the situation to the appropriate sourcing solution.

    Step 1.1

    Review Your Current Situation

    Activities
    • 1.1.1 Identify and categorize your challenges

    This step involves the following participants:

    • Product management team
    • Software development leadership team
    • Key stakeholders
    Outcomes of this step

    Review your current delivery posture for challenges and impediments.

    Define a Sourcing Strategy for Your Development Team
    Step 1.1 Step 1.2 Step 1.3

    Review your situation

    There are three key areas to examine in your current situation:

    Business Challenges
    • Do you need to gain new knowledge to drive innovation?
    • Does your business need to enhance its software to improve its ability to compete in the market?
    • Do you need to increase your speed of innovation?

    Technology Challenges

    • Are you being asked to take tighter control of your development budgets?
    • Does your team need to expand their skills and knowledge?
    • Do you need to increase your development speed and capacity?

    Market Challenges

    • Is your competition seen as more innovative?
    • Do you need new features to attract new clients?
    • Are you struggling to find highly skilled and knowledgeable development resources?
    Stock image of multi-colored arrows travelling in a line together before diverging.

    Info-Tech Insight

    Sourcing is a key tool to solve business and technical challenges and enhance market competitiveness when coupled with a robust definition of objectives and a way to measure success.

    1.1.1 Identify and categorize your challenges

    60 minutes

    Output: List of the key challenges in your software lifecycle. Breakdown of the list into categories to identify opportunities for sourcing

    Participants: Product management team, Software development leadership team, Key stakeholders

    1. What challenge is your firm is facing with respect to your software that you think sourcing can address? (20 minutes)
    2. Is the challenge related to a business outcome, development methodology, or technology challenge? (10 minutes)
    3. Is the challenge due to a skills gap, budget or resource challenge, throughput issue, or a broader organizational knowledge or process issue? (10 minutes)
    4. What is the specific objective for the team/leader in addressing this challenge? (15 minutes)
    5. How will you measure progress and achievement of this objective? (5 minutes)

    Document results in the Define a Sourcing Strategy Workbook

    Identify and categorize your challenges

    Sample table for identifying and categorizing challenges, with column groups 'Challenge' and 'Success Measures' containing headers 'Issue, 'Category', 'Breadth', and 'Stakeholder' in the former, and 'Objective' and 'Measurement' in the latter.

    Step 1.2

    Assess Build Versus Buy

    Activities
    • 1.2.1 Understand the benefits and drawbacks of build versus buy in your organizational context

    This step involves the following participants:

    • Product management team
    • Software development leadership team
    • Key stakeholders

    Outcomes of this step

    Understand in your context the benefits and drawbacks of build versus buy, leveraging Info-Tech’s recommended definitions as a starting point.

    Define a Sourcing Strategy for Your Development Team

    Step 1.1 Step 1.2 Step 1.3

    Look vertically across the IT hierarchy to assess the impact of your decision at every level

    IT Hierarchy with 'Enterprise' at the top, branching out to 'Portfolio', then to 'Solution' at the bottom. The top is 'Strategic', the bottom 'Operational'.

    Regardless of the industry, a common and challenging dilemma facing technology teams is to determine when they should build software or systems in-house versus when they should rely wholly on an outside vendor for delivering on their technology needs.

    The answer is not as cut and dried as one would expect. Any build versus buy decision may have an impact on strategic and operational plans. It touches every part of the organization, starting with individual projects and rolling up to the enterprise strategy.

    Info-Tech Insight

    Do not ignore the impact of a build or buy decision on the various management levels in an IT organization.

    Deciding whether to build or buy

    It is as much about what you gain as it is about what problem you choose to have

    BUILD BUY

    Multi-Source Best of Breed

    Integrate various technologies that provide subset(s) of the features needed for supporting the business functions.

    Vendor Add-Ons & Integrations

    Enhance an existing vendor’s offerings by using their system add-ons either as upgrades, new add-ons, or integrations.
    Pros
    • Flexibility in choice of tools
    • In some cases, cost may be lower
    • Easier to enhance with in-house teams
    Cons
    • Introduces tool sprawl
    • Requires resources to understand tools and how they integrate
    • Some of the tools necessary may not be compatible with one another
    Pros
    • Reduces tool sprawl
    • Supports consistent tool stack
    • Vendor support can make enhancement easier
    • Total cost of ownership may be lower
    Cons
    • Vendor lock-in
    • The processes to enhance may require tweaking to fit tool capability

    Multi-Source Custom

    Integrate systems built in-house with technologies developed by external organizations.

    Single Source

    Buy an application/system from one vendor only.
    Pros
    • Flexibility in choice of tools
    • In some cases, cost may be lower
    • Easier to enhance with in-house teams
    Cons
    • May introduce tool sprawl
    • Requires resources to have strong technical skills
    • Some of the tools necessary may not be compatible with one another
    Pros
    • Reduces tool sprawl
    • Supports consistent tool stack
    • Vendor support can make enhancement easier
    • Total cost of ownership may be lower
    Cons
    • Vendor lock-in
    • The processes to enhance may require tweaking to fit tool capability

    1.2.1 Understand the benefits and drawbacks of build versus buy in your organizational context

    30 minutes

    Output: A common understanding of the different approaches to build versus buy applied to your organizational context

    Participants: Product management team, Software development leadership team, Key stakeholders

    1. Look at the previous slide, Deciding whether to build or buy.
    2. Discuss the pros and cons listed for each approach.
      1. Do they apply in your context? Why or why not?
      2. Are there some approaches not applicable in terms of how you wish to work?
    3. Record the curated list of pros and cons for the different build/buy approaches.
    4. For each approach, arrange the pros and cons in order of importance.

    Document results in the Define a Sourcing Strategy Workbook

    Step 1.3

    Choose the Right Sourcing Strategy

    Activities
    • 1.3.1 Determine the right sourcing strategy for your needs

    This step involves the following participants:

    • Product management team
    • Software development leadership team
    • Key stakeholders

    Outcomes of this step

    Choose your desired sourcing strategy based on your current state and needs.

    Define a Sourcing Strategy for Your Development Team

    Step 1.1 Step 1.2 Step 1.3

    Choose the right sourcing strategy

    • Based on our research, finding the right sourcing strategy for a particular situation is a function of three key areas:
      • Business drivers
      • Organizational drivers
      • Technical drivers
    • Each area has key characteristics that must be assessed to confirm which strategy is best suited for the situation.
    • Once you have assessed the factors and ranked them from low to high, we can then match your results with the best-fit strategy.
    Business
    • Business knowledge/ expertise required
    • Product owner maturity

    Technical

    • Complexity and maturity of technical environment
    • Required level of integration

    Organizational

    • Your culture
    • Desired geographic proximity
    • Required vendor management skills

    Business drivers

    To choose the right sourcing strategy, you need to assess your key drivers of delivery

    Product Knowledge
    • The level of business involvement required to support the development team is a critical factor in determining the sourcing model.
    • Both the breadth and depth of involvement are critical factors.
    Strategic Value
    • The strategic value of the application to the company is also a critical component.
    • The more strategic the application is to the company, the closer the sourcing should be maintained.
    • Value can be assessed based on the revenue derived from the application and the depth of use of the application by the organization.
    Product Ownership Maturity
    • To support sourcing models that move further from organizational boundaries a strong product ownership function is required.
    • Product owners should ideally be fully allocated to the role and engaged with the development teams.
    • Product owners should be empowered to make decisions related to the product, its vision, and its roadmap.
    • The higher their allocation and empowerment, the higher the chances of success in external sourcing engagements.
    Stock image of a person running up a line with a positive trend.

    Case Study: The GoodLabs Studio Experience Logo for GoodLabs Studio.

    INDUSTRY: Software Development | SOURCE: Interview with Thomas Lo, Co-Founder, GoodLabs Studio
    Built to Outsource Development Teams
    • GoodLabs is an advanced software innovation studio that provides bespoke team extensions or turnkey digital product development with high-caliber software engineers.
    • Unlike other consulting firms, GoodLabs works very closely with its customers as a unified team to deliver the most significant impact on clients’ projects.
    • With this approach, it optimizes the delivery of strong software engineering skills with integrated product ownership from the client, enabling long-term and continued success for its clients.
    Results
    • GoodLabs is able to attract top engineering talent by focusing on a variety of complex projects that materially benefit from technical solutions, such as cybersecurity, fraud detection, and AI syndrome surveillance.
    • Taking a partnership approach with the clients has led to the successful delivery of many highly innovative and challenging projects for the customers.

    Organizational drivers

    To choose the right sourcing strategy for a particular problem you need to assess the organization’s key capabilities

    Stock photo of someone placing blocks with illustrated professionals one on top of the other. Vendor Management
    • Vendor management is a critical skill for effective external sourcing.
    • This can be assessed based on the organization’s ability to cultivate and grow long-term relationships of mutual value.
    • The longevity and growth of existing vendor relationships can be a good benchmark for future success.
    Absorptive Capacity
    • To effectively make use of external sourcing models, the organization must have a well-developed track record of absorbing outside knowledge.
    • This can be assessed by looking at past cases where external knowledge was sourced and internalized, such as past vendor development engagements or use of open-source code.
    Organizational Culture
    • Another factor in success of vendor engagements and long-term relationships is the matching of organizational cultures.
    • It is key to measure the organization’s current position on items like communication strategy, geographical dispersal, conflict resolution strategy, and hierarchical vs flat management.
    • These factors should be documented and matched with partners to determine the best fit.

    Case Study: WCIRB California Logo for WCIRB California.

    INDUSTRY: Workers Compensation Insurance | SOURCE: Interview with Roger Cottman, Senior VP and CIO, WCIRB California
    Trying to Find the Right Match
    • WCIRB is finding it difficult to hire local resources in California.
    • Its application is a niche product. Since no off-the-shelf alternatives exist, the organization will require a custom application.
    • WCIRB is in the early stages of a digital platform project and is looking to bring in a partner to provide a full development team, with the goal of ideally bringing the application back in-house once it is built.
    • The organization is looking for a local player that will be able to integrate well with the business.
    • It has engaged with two mid-sized players but both have been slow to respond, so it is now considering alternative approaches.
    Info-Tech’s Recommended Approach
    • WCIRB is finding that mid-sized players don’t fit its needs and is now looking for a larger player
    • Based on our research we have advised that WCIRB should ensure the partner is geographically close to its location and can be a strategic partner, not simply work on an individual project.

    Technical drivers

    To choose the right sourcing strategy for a particular problem you need to assess your technical situation and capabilities

    Environment Complexity
    • The complexity of your technical environment is a hurdle that must be overcome for external sourcing models.
    • The number of environments used in the development lifecycle and the location of environments (physical, virtual, on-premises, or cloud) are key indicators.
    Integration Requirements
    • The complexity of integration is another key technical driver.
    • The number of integrations required for the application is a good measuring stick. Will it require fewer than 5, 5-10, or more than 10?
    Testing Capabilities
    • Testing of the application is a key technical driver of success for external models.
    • Having well-defined test cases, processes, and shared execution with the business are all steps that help drive success of external sourcing models.
    • Test automation can also help facilitate success of external models.
    • Measure the percentage of test cases that are standardized, the level of business involvement, and the percentage of test cases that are automated.
    Stock image of pixelated light.

    Case Study: Management Control Systems (MC Systems) Logo for MC Systems.

    INDUSTRY: Technology Services | SOURCE: Interview with Kathryn Chin See, Business Development and Research Analyst, MC Systems
    Seeking to Outsource Innovation
    • MC Systems is seeking to outsource its innovation function to get budget certainty on innovation and reduce costs. It is looking for a player that has knowledge of the application areas it is looking to enhance and that would augment its own business knowledge.
    • In previous outsourcing experiences with skills augmentation and application development the organization had issues related to the business depth and product ownership it could provide. The collaborations did not lead to success as MC Systems lacked product ownership and the ability to reintegrate the outside knowledge.
    • The organization is concerned about testing of a vendor-built application and how the application will be supported.
    Info-Tech’s Recommended Approach
    • To date MC Systems has had success with its outsourcing approach when outsourcing specific work items.
    • It is now looking to expand to outsourcing an entire application.
    • Info-Tech’s recommendation is to seek partners who can take on development of the application.
    • MC Systems will still need resources to bring knowledge back in-house for testing and to provide operational support.

    Choosing the right model


    Legend for the table below using circles with quarters to represent Low (0 quarters) to High (4 quarters).
    Determinant Key Questions to Ask Onshore Nearshore Offshore Outsource Role(s) Outsource Team Outsource Product(s)
    Business Dependence How much do you rely on business resources during the development cycle? Circle with 4 quarters. Circle with 3 quarters. Circle with 1 quarter. Circle with 2 quarters. Circle with 1 quarter. Circle with 0 quarters.
    Absorptive Capacity How successful has the organization been at bringing outside knowledge back into the firm? Circle with 0 quarters. Circle with 1 quarter. Circle with 1 quarter. Circle with 2 quarters. Circle with 1 quarter. Circle with 4 quarters.
    Integration Complexity How many integrations are required for the product to function – fewer than 5, 5-10, or more than 10? Circle with 4 quarters. Circle with 3 quarters. Circle with 3 quarters. Circle with 2 quarters. Circle with 1 quarter. Circle with 0 quarters.
    Product Ownership Do you have full-time product owners in place for the products? Do product owners have control of their roadmaps? Circle with 1 quarter. Circle with 2 quarters. Circle with 3 quarters. Circle with 2 quarters. Circle with 4 quarters. Circle with 4 quarters.
    Organization Culture Fit What are your organization’s communication and conflict resolution strategies? Is your organization geographically dispersed? Circle with 1 quarter. Circle with 1 quarter. Circle with 3 quarters. Circle with 1 quarter. Circle with 3 quarters. Circle with 4 quarters.
    Vendor Mgmt Skills What is your skill level in vendor management? How long are your longest-standing vendor relationships? Circle with 0 quarters. Circle with 1 quarter. Circle with 1 quarter. Circle with 2 quarters. Circle with 3 quarters. Circle with 4 quarters.

    1.3.1 Determine the right sourcing strategy for your needs

    60 minutes

    Output: A scored matrix of the key drivers of the sourcing strategy

    Participants: Development leaders, Product management team, Key stakeholders

    Choose one of your products or product families and assess the factors below on a scale of None, Low, Medium, High, and Full.

    • 3.1 Assess the business factors that drive selection using these key criteria (20 minutes):
      • 3.1.1 Product knowledge
      • 3.1.2 Strategic value
      • 3.1.3 Product ownership
    • 3.2 Assess the organizational factors that drive selection using these key criteria (20 minutes):
      • 3.2.1 Vendor management
      • 3.2.2 Absorptive capacity
      • 3.2.3 Organization culture
    • 3.3 Assess the technical factors that drive selection using these key criteria (20 minutes):
      • 3.3.1 Environments
      • 3.3.2 Integration
      • 3.3.3 Testing

    Document results in the Define a Sourcing Strategy Workbook

    Things to Consider When Implementing

    Once you have built your strategy there are some additional things to consider

    Things to Consider Before Acting on Your Strategy

    By now you understand what goes into an effective sourcing strategy. Before implementing one, there are a few key items you need to consider:

    Example 'Sourcing Strategy for Your Portfolio' with initiatives like 'Client-Facing Apps' and 'ERP Software' assigned to 'Onshore Dev', 'Outsource Team', 'Offshore Dev', 'Outsource App (Buy)', 'Outsource Dev', or 'Outsource Roles'. Start with a pilot
    • Changing sourcing needs to start with one team.
    • Grow as skills develop to limit risk.
    Build an IT workforce plan Enhance your vendor management skills Involve the business early and often
    • The business should feel they are part of the discussion.
    • See our Agile/DevOps Research Center for more information on how the business and IT can better work together.
    Limit sourcing complexity
    • Having too many different partners and models creates confusion and will strain your ability to manage vendors effectively.

    Bibliography

    Apfel, Isabella, et al. “IT Project Member Turnover and Outsourcing Relationship Success: An Inverted-U Effect.” Developments, Opportunities and Challenges of Digitization, 2020. Web.

    Benamati, John, and Rajkumar, T.M. “The Application Development Outsourcing Decision: An Application of the Technology Acceptance Model.” Journal of Computer Information Systems, vol. 42, no. 4, 2008, pp. 35-43. Web.

    Benamati, John, and Rajkumar, T.M. “An Outsourcing Acceptance Model: An Application of TAM to Application Development Outsourcing Decisions.” Information Resources Management Journal, vol. 21, no. 2, pp. 80-102, 2008. Web.

    Broekhuizen, T. L. J., et al. “Digital Platform Openness: Drivers, Dimensions and Outcomes.” Journal of Business Research, vol. 122, July 2019, pp. 902-914. Web.

    Brook, Jacques W., and Albert Plugge. “Strategic Sourcing of R&D: The Determinants of Success.” Business Information Processing, vol. 55, Aug. 2010, pp. 26-42. Web.

    Delen, G. P A.J., et al. “Foundations for Measuring IT-Outsourcing Success and Failure.” Journal of Systems and Software, vol. 156, Oct. 2019, pp. 113-125. Web.

    Elnakeep, Eman, et al. “Models and Frameworks for IS Outsourcing Structure and Dimensions: A Holistic Study.” Lecture notes in Networks and Systems, 2019. Web.

    Ghei, Suneel. Modeling Absorptive Capacity for Open Innovation in the Software Industry. 2020. Faculty of Graduate Studies, Athabasca University, 2020. DBA Dissertation.

    “IT Outsourcing Market Research Report by Service Model, Organization Sizes, Deployment, Industry, Region – Global Forecast to 2027 – Cumulative Impact of COVID-19.” ReportLinker, April 2022. Web.

    Jeong, Jongkil Jay, et al. “Enhancing the Application and Measurement of Relationship Quality in Future IT Outsourcing Studies.” 26th European Conference on Information Systems: Beyond Digitization – Facets of Socio-Tehcnical Change: Proceedings of ECIS 2018, Portsmouth, UK, June 23-28, 2018. Edited by Peter Bednar, et al., 2018. Web.

    Könning, Michael. “Conceptualizing the Effect of Cultural Distance on IT Outsourcing Success.” Proceedings of Australasian Conference on Information Systems 2018, Sydney, Australia, Dec. 3-5, 2018. Edited by Matthew Noble, UTS ePress, 2018. Web.

    Lee, Jae-Nam, et al. “Holistic Archetypes of IT Outsourcing Strategy: A Contingency Fit and Configurational Approach.” MIS Quarterly, vol. 43, no. 4, Dec. 2019, pp. 1201-1225. Web.

    Loukis, Euripidis, et al. “Determinants of Software-as-a-Service Benefits and Impact on Firm Performance.” Decision Support Systems, vol. 117, Feb. 2019, pp. 38-47. Web.

    Martensson, Anders. “Patterns in Application Development Sourcing in the Financial Industry.” Proceedings of the 13th European Conference of Information Systems, 2004. Web.

    Martínez-Sánchez, Angel, et al. “The Relationship Between R&D, the Absorptive Capacity of Knowledge, Human Resource Flexibility and Innovation: Mediator Effects on Industrial Firms.” Journal of Business Research, vol. 118, Sept. 2020, pp. 431-440. Web.

    Moreno, Valter, et al. “Outsourcing of IT and Absorptive Capacity: A Multiple Case Study in the Brazilian Insurance Sector.” Brazilian Business Review, vol. 17, no. 1, Jan.-Feb. 2020, pp. 97-113. Web.

    Ozturk, Ebru. “The Impact of R&D Sourcing Strategies on Basic and Developmental R&D in Emerging Economies.” European Journal of Innovation Management, vol. 21, no. 7, May 2018, pp. 522-542. Web.

    Ribas, Imma, et al. “Multi-Step Process for Selecting Strategic Sourcing Options When Designing Supply Chains.” Journal of Industrial Engineering and Management, vol. 14, no. 3, 2021, pp. 477-495. Web.

    Striteska, Michaela Kotkova, and Viktor Prokop. “Dynamic Innovation Strategy Model in Practice of Innovation Leaders and Followers in CEE Countries – A Prerequisite for Building Innovative Ecosystems.” Sustainability, vol. 12, no. 9, May 2020. Web.

    Thakur-Wernz, Pooja, et al. “Antecedents and Relative Performance of Sourcing Choices for New Product Development Projects.” Technovation, 2020. Web.

    Present Security to Executive Stakeholders

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    • Parent Category Name: Governance, Risk & Compliance
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    • There is a disconnect between security leaders and executive stakeholders on what information is important to present.
    • Security leaders find it challenging to convey the necessary information to obtain support for security objectives.
    • Changes to the threat landscape and shifts in organizational goals exacerbate the issue, as they impact security leaders' ability to prioritize topics to be communicated.
    • Security leaders struggle to communicate the importance of security to a non-technical audience.

    Our Advice

    Critical Insight

    Security presentations are not a one-way street. The key to a successful executive security presentation is having a goal for the presentation and ensuring that you have met your goal.

    Impact and Result

    • Developing a thorough understanding of the security communication goals.
    • Understanding the importance of leveraging highly relevant and understandable data.
    • Developing and delivering presentations that will keep your audience engaged and build trust with your executive stakeholders.

    Present Security to Executive Stakeholders Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Present Security to Executive Stakeholders – A step-by-step guide to communicating security effectively to obtain support from decision makers.

    Use this as a guideline to assist you in presenting security to executive stakeholders.

    • Present Security to Executive Stakeholders Storyboard

    2. Security Presentation Templates – A set of security presentation templates to assist you in communicating security to executive stakeholders.

    The security presentation templates are a set of customizable templates for various types of security presentation including:

    • Present Security to Executive Stakeholders Templates

    Infographic

    Further reading

    Present Security to Executive Stakeholders

    Learn how to communicate security effectively to obtain support from decision makers.

    Analyst Perspective

    Build and deliver an effective security communication to your executive stakeholders.

    Ahmad Jowhar

    As a security leader, you’re tasked with various responsibilities to ensure your organization can achieve its goals while its most important assets are being protected.

    However, when communicating security to executive stakeholders, challenges can arise in determining what topics are pertinent to present. Changes in the security threat landscape coupled with different business goals make identifying how to present security more challenging.

    Having a communication framework for presenting security to executive stakeholders will enable you to effectively identify, develop, and deliver your communication goals while obtaining the support you need to achieve your objectives.

    Ahmad Jowhar
    Research Specialist, Security & Privacy

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • Many security leaders struggle to decide what to present and how to present security to executive stakeholders.
    • Constant changes in the security threat landscape impacts a security leader’s ability to prioritize topics to be communicated.
    • There is a disconnect between security leaders and executive stakeholders on what information is important to present.
    • Security leaders struggle to communicate the importance of security to a non-technical audience.
    • Developing a thorough understanding of security communication goals.
    • Understanding the importance of leveraging highly relevant and understandable data.
    • Developing and delivering presentations that will keep your audience engaged and build trust with your executive stakeholders.

    Info-Tech Insight

    Security presentations are not a one-way street. The key to a successful executive security presentation is having a goal for the presentation and verifying that you have met your goal.

    Your challenge

    As a security leader, you need to communicate security effectively to executive stakeholders in order to obtain support for your security objectives.

    • When it comes to presenting security to executive stakeholders, many security leaders find it challenging to convey the necessary information in order to obtain support for security objectives.
    • This is attributed to various factors, such as an increase in the threat landscape, changes to industry regulations and standards, and new organizational goals that security has to align with.
    • Furthermore, with the limited time to communicate with executive stakeholders, both in frequency and duration, identifying the most important information to address can be challenging.

    76% of security leaders struggle in conveying the effectiveness of a cybersecurity program.

    62% find it difficult to balance the risk of too much detail and need-to-know information.

    41% find it challenging to communicate effectively with a mixed technical and non-technical audience.

    Source: Deloitte, 2022

    Common obstacles

    There is a disconnect between security leaders and executive stakeholders when it comes to the security posture of the organization:

    • Executive stakeholders are not confident that their security leaders are doing enough to mitigate security risks.
    • The issue has been amplified, with security threats constantly increasing across all industries.
    • However, security leaders don’t feel that they are in a position to make themselves heard.
    • The lack of organizational security awareness and support from cross-functional departments has made it difficult to achieve security objectives (e.g. education, investments).
    • Defining an approach to remove that disconnect with executive stakeholders is of utmost importance for security leaders, in order to improve their organization’s security posture.

    9% of boards are extremely confident in their organization’s cybersecurity risk mitigation measures.

    77% of organizations have seen an increase in the number of attacks in 2021.

    56% of security leaders claimed their team is not involved when leadership makes urgent security decisions.

    Source: EY, 2021
    The image contains a screenshot of an Info-Tech Thoughtmodel titled: Presenting Security to Executive Stakeholders.

    Info-Tech’s methodology for presenting security to executive stakeholders

    1. Identify communication goals

    2. Collect information to support goals

    3. Develop communication

    4. Deliver communication

    Phase steps

    1. Identify drivers for communicating to executives
    2. Define your goals for communicating to executives
    1. Identify data to collect
    2. Plan how to retrieve data
    1. Plan communication
    2. Build a compelling communication document
    1. Deliver a captivating presentation
    2. Obtain/verify goals

    Phase outcomes

    A defined list of drivers and goals to help you develop your security presentations

    A list of data sources to include in your communication

    A completed communication template

    A solidified understanding of how to effectively communicate security to your stakeholders

    Develop a structured process for communicating security to your stakeholders

    Security presentations are not a one-way street
    The key to a successful executive security presentation is having a goal for the presentation and verifying that you have met your goal.

    Identifying your goals is the foundation of an effective presentation
    Defining your drivers and goals for communicating security will enable you to better prepare and deliver your presentation, which will help you obtain your desired outcome.

    Harness the power of data
    Leveraging data and analytics will help you provide quantitative-based communication, which will result in a more meaningful and effective presentation.

    Take your audience on a journey
    Developing a storytelling approach will help engage with your audience.

    Win your audience by building a rapport
    Establishing credibility and trust with executive stakeholders will enable you to obtain their support for security objectives.

    Tactical insight
    Conduct background research on audience members (i.e. professional background) to help understand how best to communicate with them and overcome potential objections.

    Tactical insight
    Verifying your objectives at the end of the communication is important, as it ensures you have successfully communicated to executive stakeholders.

    Project deliverables

    This blueprint is accompanied by a supporting deliverable which includes five security presentation templates.

    Report on Security Initiatives
    Template showing how to inform executive stakeholders of security initiatives.

    Report on Security Initiatives.

    Security Metrics
    Template showing how to inform executive stakeholders of current security metrics that would help drive future initiatives.

    Security Metrics.

    Security Incident Response & Recovery
    Template showing how to inform executive stakeholders of security incidents, their impact, and the response plan.

    Security Incident Response & Recovery

    Security Funding Request
    Template showing how to inform executive stakeholders of security incidents, their impact, and the response plan.

    Security Funding Request

    Key template:

    Security and Risk Update

    Template showing how to inform executive stakeholders of proactive security and risk initiatives.

    Blueprint benefits

    IT/InfoSec benefits

    Business benefits

    • Reduce effort and time spent preparing cybersecurity presentations for executive stakeholders by having templates to use.
    • Enable security leaders to better prepare what to present and how to present it to their executive stakeholders, as well as driving the required outcomes from those presentations.
    • Establish a best practice for communicating security and IT to executive stakeholders.
    • Gain increased awareness of cybersecurity and the impact executive stakeholders can have on improving an organization’s security posture.
    • Understand how security’s alignment with the business will enable the strategic growth of the organization.
    • Gain a better understanding of how security and IT objectives are developed and justified.

    Measure the value of this blueprint

    Phase

    Measured Value (Yearly)

    Phase 1: Identify communication goals

    Cost to define drivers and goals for communicating security to executives:

    16 FTE hours @ $233K* =$1,940

    Phase 2: Collect information to support goals

    Cost to collect and synthesize necessary data to support communication goals:

    16 FTE hours @ $233K = $1,940

    Phase 3: Develop communication

    Cost to develop communication material that will contextualize information being shown:

    16 FTE hours @ $233K = $1,940

    Phase 4: Deliver communication

    Potential Savings:

    Total estimated effort = $5,820

    Our blueprint will help you save $5,820 and over 40 FTE hours

    * The financial figure depicts the annual salary of a CISO in 2022

    Source: Chief Information Security Officer Salary.” Salary.com, 2022

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Phase 1

    Identify communication goals

    Phase 1 Phase 2 Phase 3 Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Understanding the different drivers for communicating security to executive stakeholders
    • Identifying different communication goals

    This phase involves the following participants:

    • Security leader

    1.1. Identify drivers for communicating to executive stakeholders

    As a security leader, you meet with executives and stakeholders with diverse backgrounds, and you aim to showcase your organization’s security posture along with its alignment with the business’ goals.

    However, with the constant changes in the security threat landscape, demands and drivers for security could change. Thus, understanding potential drivers that will influence your communication will assist you in developing and delivering an effective security presentation.

    39% of organizations had cybersecurity on the agenda of their board’s quarterly meeting.

    Source: EY, 2021.

    Info-Tech Insight

    Not all security presentations are the same. Keep your communication strategy and processes agile.

    Know your drivers for security presentations

    By understanding the influences for your security presentations, you will be able to better plan what to present to executive stakeholders.

    • These meetings, which are usually held once per quarter, provide you with less than one hour of presentation time.
    • Hence, it is crucial to know why you need to present security and whether these drivers are similar across the other presentations.

    Understanding drivers will also help you understand how to present security to executive stakeholders.

    • These drivers will shape the structure of your presentation and help determine your approach to communicating your goals.
    • For example, financial-based presentations that are driven by budget requests might create a sense of urgency or assurance about investment in a security initiative.

    Identify your communication drivers, which can stem from various initiatives and programs, including:

    • Results from internal or external audit reports.
    • Upcoming budget meetings.
    • Briefing newly elected executive stakeholders on security.

    When it comes to identifying your communication drivers, you can collaborate with subject matter experts, like your corporate secretary or steering committees, to ensure the material being communicated will align with some of the organizational goals.

    Examples of drivers for security presentations

    Audit
    Upcoming internal or external audits might require updates on the organization’s compliance

    Organizational restructuring
    Restructuring within an organization could require security updates

    Merger & Acquisition
    An M&A would trigger presentations on organization’s current and future security posture

    Cyber incident
    A cyberattack would require an immediate presentation on its impact and the incident response plan

    Ad hoc
    Provide security information requested by stakeholders

    1.2. Define your goals for communicating to executives

    After identifying drivers for your communication, it’s important to determine what your goals are for the presentation.

    • Communication drivers are mainly triggers for why you want to present security.
    • Communication goals are the potential outcomes you are hoping to obtain from the presentation.
    • Your communication goals would help identify what data and metrics to include in your presentation, the structure of your communication deck, and how you deliver your communication to executive stakeholders.

    Identifying your communication goals could require the participation of the security team, IT leadership, and other business stakeholders.

    • As a group, brainstorm the security goals that align with your business goals for the coming year.
      • Aim to have at least two business goals that align with each security goal.
    • Identify what benefits and value the executive stakeholders will gain from the security goal being presented.
      • E.g. Increased security awareness, updates on organization's security posture.
    • Identify what the ask is for this presentation.
      • E.g. Approval for increasing budget to support security initiatives, executive support to implement internal security programs.

    Info-Tech Insight

    There can be different reasons to communicate security to executive stakeholders. You need to understand what you want to get out of your presentation.

    Examples of security presentation goals

    Educate
    Educate the board on security trends and/or latest risks in the industry

    Update
    Provide updates on security initiatives, relevant security metrics, and compliance posture

    Inform
    Provide an incident response plan due to a security incident or deliver updates on current threats and risks

    Investment
    Request funding for security investments or financial updates on past security initiatives

    Ad hoc
    Provide security information requested by stakeholders

    Phase 2

    Collect information to support goals

    Phase 1Phase 2Phase 3Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Understanding what types of data to include in your security presentations
    • Defining where and how to retrieve data

    This phase involves the following participants:

    • Security leader
    • Network/security analyst

    2.1 Identify data to collect

    After identifying drivers and goals for your communication, it’s important to include the necessary data to justify the information being communicated.

    • Leveraging data and analytics will assist in providing quantitative-based communication, which will result in a more meaningful and effective presentation.
    • The data presented will showcase the visibility of an organization’s security posture along with potential risks and figures on how to mitigate those risks.
    • Providing analysis of the quantitative data presented will also showcase further insights on the figures, allow the audience to better understand the data, and show its relevance to the communication goals.

    Identifying data to collect doesn’t need to be a rigorous task; you can follow these steps to help you get started:

    • Work with your security team to identify the main type of data applicable to the communication goals.
      • E.g. Financial data would be meaningful to use when communicating a budget presentation.
    • Identify supporting data linked to the main data defined.
      • E.g. If a financial investment is made to implement a security initiative, then metrics on improvements to the security posture will be relevant.
    • Show how both the main and supporting data align with the communication goals.
      • E.g. Improvement in security posture would increase alignment with regulation standards, which would result in additional contracts being awarded and increased revenue.

    Info-Tech Insight

    Understand how to present your information in a way that will be meaningful to your audience, for instance by quantifying security risks in financial terms.

    Examples of data to present

    Educate
    Number of organizations in industry impacted by data breaches during past year; top threats and risks affecting the industries

    Update
    Degree of compliance with standards (e.g. ISO-27001); metrics on improvement of security posture due to security initiatives

    Inform
    Percentage of impacted clients and disrupted business functions; downtime; security risk likelihood and financial impact

    Investment
    Capital and operating expenditure for investment; ROI on past and future security initiatives

    Ad hoc
    Number of security initiatives that went over budget; phishing test campaign results

    2.2 Plan how to retrieve the data

    Once the data that is going to be used for the presentation has been identified, it is important to plan how the data can be retrieved, processed, and shared.

    • Most of the data leveraged for security presentations are structured data, which are highly organized data that are often stored in a relational and easily searchable database.
      • This includes security log reports or expenditures for ongoing and future security investments.
    • Retrieving the data, however, would require collaboration and cooperation from different team members.
    • You would need to work with the security team and other appropriate stakeholders to identify where the data is stored and who the data owner is.

    Once the data source and owner has been identified, you need to plan how the data would be processed and leveraged for your presentation

    • This could include using queries to retrieve the relevant information needed (e.g. SQL, Microsoft Excel).
    • Verify the accuracy and relevance of the data with other stakeholders to ensure it is the most appropriate data to be presented to the executive stakeholders.

    Info-Tech Insight

    Using a data-driven approach to help support your objectives is key to engaging with your audience.

    Plan where to retrieve the data

    Identifying the relevant data sources to retrieve your data and the appropriate data owner enables efficient collaboration between departments collecting, processing, and communicating the data and graphics to the audience.

    Examples of where to retrieve your data

    Data Source

    Data

    Data Owner

    Communication Goal

    Audit & Compliance Reports

    Percentage of controls completed to be certified with ISO 27001; Number of security threats & risks identified.

    Audit Manager;

    Compliance Manager;

    Security Leader

    Ad hoc, Educate, Inform

    Identity & Access Management (IAM) Applications

    Number of privileged accounts/department; Percentage of user accounts with MFA applied

    Network/Security Analyst

    Ad hoc, Inform, Update

    Security Information & Event Management (SIEM)

    Number of attacks detected and blocked before & after implementing endpoint security; Percentage of firewall rules that triggered a false positive

    Network/Security Analyst

    Ad hoc, Inform, Update

    Vulnerability Management Applications

    Percentage of critical vulnerabilities patched; Number of endpoints encrypted

    Network/Security Analyst

    Ad hoc, Inform, Update

    Financial & Accounting Software

    Capital & operating expenditure for future security investments; Return on investment (ROI) on past and current security investments

    Financial and/or Accounting Manager

    Ad hoc, Educate, Investments

    Phase 3

    Develop communication

    Phase 1Phase 2Phase 3Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Identifying a communication strategy for presenting security
    • Identifying security templates that are applicable to your presentation

    This phase involves the following participants:

    • Security leader

    3.1 Plan communication: Know who your audience is

    • When preparing your communication, it's important to understand who your target audience is and to conduct background research on them.
    • This will help develop your communication style and ensure your presentation caters to the expected audience in the room.

    Examples of two profiles in a boardroom

    Formal board of directors

    The executive team

    • In the private sector, this will include an appointed board of shareholders and subcommittees external to the organization.
    • In the public sector, this can include councils, commissions, or the executive team itself.
    • In government, this can include mayors, ministers, and governors.
    • The board’s overall responsibility is governance.
    • This audience will include your boss and your peers internal to the organization.
    • This category is primarily involved in the day-to-day operations of the organization and is responsible for carrying out the strategic direction set by the board.
    • The executive team’s overall responsibility is operations.

    3.1.1 Know what your audience cares about

    • Understanding what your executive stakeholders value will equip you with the right information to include in your presentations.
    • Ensure you conduct background research on your audience to assist you in knowing what their potential interests are.
    • Your background research could include:
      • Researching the audience’s professional background through LinkedIn.
      • Reviewing their comments from past executive meetings.
      • Researching current security trends that align with organizational goals.
    • Once the values and risks have been identified, you can document them in notes and share the notes with subject matter experts to verify if these values and risks should be shared in the coming meetings.

    A board’s purpose can include the following:

    • Sustaining and expanding the organization’s purpose and ability to execute in a competitive market.
    • Determining and funding the organization’s future and direction.
    • Protecting and increasing shareholder value.
    • Protecting the company’s exposure to risks.

    Examples of potential values and risks

    • Business impact
    • Financial impact
    • Security and incidents

    Info-Tech Insight
    Conduct background research on audience members (e.g. professional background on LinkedIn) to help understand how best to communicate to them and overcome potential objections.

    Understand your audience’s concerns

    • Along with knowing what your audience values and cares about, understanding their main concerns will allow you to address those items or align them with your communication.
    • By treating your executive stakeholders as your project sponsors, you would build a level of trust and confidence with your peers as the first step to tackling their concerns.
    • These concerns can be derived from past stakeholder meetings, recent trends in the industry, or strategic business alignments.
    • After capturing their concerns, you’ll be equipped with the necessary understanding on what material to include and prioritize during your presentations.

    Examples of potential concerns for each profile of executive stakeholders

    Formal board of directors

    The executive team

    • Business impact (What is the impact of IT in solving business challenges?)
    • Investments (How will it impact organization’s finances and efficiency?)
    • Cybersecurity and risk (What are the top cybersecurity risks, and how is IT mitigating those risks to the business?)
    • Business alignment (How do IT priorities align to the business strategy and goals?)
    • IT operational efficiency (How is IT set up for success with foundational elements of IT’s operational strategy?)
    • Innovation & transformation priorities (How is IT enabling the organization’s competitive advantage and supporting transformation efforts as a strategic business partner?)

    Build your presentation to tackle their main concerns

    Your presentation should be well-rounded and compelling when it addresses the board’s main concerns about security.

    Checklist:

    • Research your target audience (their backgrounds, board composition, dynamics, executive team vs. external group).
    • Include value and risk language in your presentation to appeal to your audience.
    • Ensure your content focuses on one or more of the board’s main concerns with security (e.g. business impact, investments, or risk).
    • Include information about what is in it for them and the organization.
    • Research your board’s composition and skillsets to determine their level of technical knowledge and expertise. This helps craft your presentation with the right amount of technology vs. business-facing information.

    Info-Tech Insight
    The executive stakeholder’s main concerns will always boil down to one important outcome: providing a level of confidence to do business through IT products, services, and systems – including security.

    3.1.2 Take your audience through a security journey

    • Once you have defined your intended target and their potential concerns, developing the communication through a storytelling approach will be the next step to help build a compelling presentation.
    • You need to help your executive stakeholders make sense of the information being conveyed and allow them to understand the importance of cybersecurity.
    • Taking your audience through a story will allow them to see the value of the information being presented and better resonate with its message.
    • You can derive insights for your storytelling presentation by doing the following:
      • Provide a business case scenario on the topic you are presenting.
      • Identify and communicate the business problem up front and answer the three questions (why, what, how).
      • Quantify the problems in terms of business impact (money, risk, value).

    Info-Tech Insight
    Developing a storytelling approach will help keep your audience engaged and allow the information to resonate with them, which will add further value to the communication.

    Identify the purpose of your presentation

    You should be clear about your bottom line and the intent behind your presentation. However, regardless of your bottom line, your presentation must focus on what business problems you are solving and why security can assist in solving the problem.

    Examples of communication goals

    To inform or educate

    To reach a decision

    • In this presentation type, it is easy for IT leaders to overwhelm a board with excessive or irrelevant information.
    • Focus your content on the business problem and the solution proposed.
    • Refrain from too much detail about the technology – focus on business impact and risk mitigated. Ask for feedback if applicable.
    • In this presentation type, there is a clear ask and an action required from the board of directors.
    • Be clear about what this decision is. Once again, don’t lead with the technology solution: Start with the business problem you are solving, and only talk about technology as the solution if time permits.
    • Ensure you know who votes and how to garner their support.

    Info-Tech Insight
    Nobody likes surprises. Communicate early and often. The board should be pre-briefed, especially if it is a difficult subject. This also ensures you have support when you deliver a difficult message.

    Gather the right information to include in your boardroom presentation

    Once you understand your target audience, it’s important to tailor your presentation material to what they will care about.

    Typical IT boardroom presentations include:

    • Communicating the value of ongoing business technology initiatives.
    • Requesting funds or approval for a business initiative that IT is spearheading.
    • Security incident response/Risk/DRP.
    • Developing a business program or an investment update for an ongoing program.
    • Business technology strategy highlights and impacts.
    • Digital transformation initiatives (value, ROI, risk).

    Info-Tech Insight
    You must always have a clear goal or objective for delivering a presentation in front of your board of directors. What is the purpose of your board presentation? Identify your objective and outcome up front and tailor your presentation’s story and contents to fit this purpose.

    Info-Tech Insight
    Telling a good story is not about the message you want to deliver but the one the executive stakeholders want to hear. Articulate what you want them to think and what you want them to take away, and be explicit about it in your presentation. Make your story logically flow by identifying the business problem, complication, the solution, and how to close the gap. Most importantly, communicate the business impacts the board will care about.

    Structure your presentation to tell a logical story

    To build a strong story for your presentation, ensure you answer these three questions:

    WHY

    Why is this a business issue, or why should the executive stakeholders care?

    WHAT

    What is the impact of solving the problem and driving value for the company?

    HOW

    How will we leverage our resources (technology, finances) to solve the problem?

    Examples:

    Scenario 1: The company has experienced a security incident.

    Intent: To inform/educate the board about the security incident.

    WHY

    The data breach has resulted in a loss of customer confidence, negative brand impact, and a reduction in revenue of 30%.

    WHAT

    Financial, legal, and reputational risks identified, and mitigation strategies implemented. IT is working with the PR team on communications. Incident management playbook executed.

    HOW

    An analysis of vulnerabilities was conducted and steps to address are in effect. Recovery steps are 90% completed. Incident management program reviewed for future incidents.

    Scenario 2: Security is recommending investments based on strategic priorities.

    Intent: To reach a decision with the board – approve investment proposal.

    WHY

    The new security strategy outlines two key initiatives to improve an organization’s security culture and overall risk posture.

    WHAT

    Security proposed an investment to implement a security training & phishing test campaign, which will assist in reducing data breach risks.

    HOW

    Use 5% of security’s budget to implement security training and phishing test campaigns.

    Time plays a key role in delivering an effective presentation

    What you include in your story will often depend on how much time you have available to deliver the message.

    Consider the following:

    • Presenting to executive stakeholders often means you have a short window of time to deliver your message. The average executive stakeholder presentation is 15 minutes, and this could be cut short due to other unexpected factors.
    • If your presentation is too long, you risk overwhelming or losing your audience. You must factor in the time constraints when building your board presentation.
    • Your executive stakeholders have a wealth of experience and knowledge, which means they could jump to conclusions quickly based on their own experiences. Ensure you give them plenty of background information in advance. Provide your presentation material, a brief, or any other supporting documentation before the meeting to show you are well prepared.
    • Be prepared to have deep conversations about the topic, but respect that the executive stakeholders might not be interested in hearing the tactical information. Build an elevator pitch, a one-pager, back-up slides that support your ask and the story, and be prepared to answer questions within your allotted presentation time to dive deeper.

    Navigating through Q&A

    Use the Q&A portion to build credibility with the board.

    • It is always better to say, “I’m not certain about the answer but will follow up,” than to provide false or inaccurate information on the spot.
    • When asked challenging or irrelevant questions, ensure you have an approach to deflect them. Questions can often be out of scope or difficult to answer in a group. Find what works for you to successfully navigate through these questions:
      • “Let’s work with the sub-committee to find you an answer.”
      • “Let’s take that offline to address in more detail.”
      • “I have some follow-up material I can provide you to discuss that further after our meeting.”
    • And ensure you follow up! Make sure to follow through on your promise to provide information or answers after the meeting. This helps build trust and credibility with the board.

    Info-Tech Insight
    The average board presentation is 15 minutes long. Build no more than three or four slides of content to identify the business problem, the business impacts, and the solution. Leave five minutes for questions at the end, and be prepared with back-up slides to support your answers.

    Storytelling checklist

    Checklist:

    • Tailor your presentation based on how much time you have.
    • Find out ahead of time how much time you have.
    • Identify if your presentation is to inform/educate or reach a decision.
    • Identify and communicate the business problem up front and answer the three questions (why, what, how).
    • Express the problem in terms of business impact (risk, value, money).
    • Prepare and send pre-meeting collateral to the members of the board and executive team.
    • Include no more than 5-6 slides for your presentation.
    • Factor in Q&A time at the end of your presentation window.
    • Articulate what you want them to think and what you want them to take away – put it right up front and remind them at the end.
    • Have an elevator speech handy – one or two sentences and a one-pager version of your story.
    • Consider how you will build your relationship with the members outside the boardroom.

    3.1.3 Build a compelling communication document

    Once you’ve identified your communication goals, data, and plan to present to your stakeholders, it’s important to build the compelling communication document that will attract all audiences.

    A good slide design increases the likelihood that the audience will read the content carefully.

    • Bad slide structure (flow) = Audience loses focus
      • You can have great content on a slide, but if a busy audience gets confused, they’ll just close the file or lose focus. Structure encompasses horizontal and vertical logic.
    • Good visual design = Audience might read more
      • Readers will probably skim the slides first. If the slides look ugly, they will already have a negative impression. If the slides are visually appealing, they will be more inclined to read carefully. They may even use some slides to show others.
    • Good content + Good structure + Visual appeal = Good presentation
      • A presentation is like a house. Good content is the foundation of the house. Good structure keeps the house strong. Visual appeal differentiates houses.

    Slide design best practices

    Leverage these slide design best practices to assist you in developing eye-catching presentations.

    • Easy to read: Assume reader is tight on time. If a slide looks overwhelming, the reader will close the document.
    • Concise and clear: Fewer words = more skim-able.
    • Memorable: Use graphics and visuals or pithy quotes whenever you can do so appropriately.
    • Horizontal logic: Good horizontal logic will have slide titles that cascade into a story with no holes or gaps.
    • Vertical logic: People usually read from left to right, top to bottom, or in a Z pattern. Make sure your slide has an intuitive flow of content.
    • Aesthetics: People like looking at visually appealing slides, but make sure your attempts to create visual appeal do not detract from the content.

    Your presentation must have a logical flow

    Horizontal logic

    Vertical logic

    • Horizontal logic should tell a story.
    • When slide titles are read in a cascading manner, they will tell a logical and smooth story.
    • Title & tagline = thesis (best insight).
    • Vertical logic should be intuitive.
    • Each step must support the title.
    • The content you intend to include within each slide is directly applicable to the slide title.
    • One main point per slide.

    Vertical logic should be intuitive

    The image contains a screenshot example of a bad design layout for a slide. The image contains a screenshot example of a good design layout for a slide.

    The audience is unsure where to look and in what order.

    The audience knows to read the heading first. Then look within the pie chart. Then look within the white boxes to the right.

    Horizontal and vertical logic checklists

    Horizontal logic

    Vertical logic

    • List your slide titles in order and read through them.
    • Good horizontal logic should feel like a story. Incomplete horizontal logic will make you pause or frown.
    • After a self-test, get someone else to do the same exercise with you observing them.
    • Note at which points they pause or frown. Discuss how those points can be improved.
    • Now consider each slide title proposed and the content within it.
    • Identify if there is a disconnect in title vs. content.
    • If there is a disconnect, consider changing the title of the slide to appropriately reflect the content within it, or consider changing the content if the slide title is an intended path in the story.

    Make it easy to read

    The image contains a screenshot that demonstrates an uneasy to read slide. The image contains a screenshot that demonstrates an easy to read slide.
    • Unnecessary coloring makes it hard on the eyes
    • Margins for title at top is too small
    • Content is not skim-able (best to break up the slide)

    Increase skim-ability:

    • Emphasize the subheadings
    • Bold important words

    Make it easier on the eyes:

    • Declutter and add sections
    • Have more white space

    Be concise and clear

    1. Write your thoughts down
      • This gets your content documented.
      • Don’t worry about clarity or concision yet.
    2. Edit for clarity
      • Make sure the key message is very clear.
      • Find your thesis statement.
    3. Edit for concision
      • Remove unnecessary words.
      • Use the active voice, not passive voice (see below for examples).

    Passive voice

    Active voice

    “There are three things to look out for” (8 words)

    “Network security was compromised by hackers” (6 words)

    “Look for these three things” (5 words)

    “Hackers compromised network security” (4 words)

    Be memorable

    The image contains a screenshot of an example that demonstrates a bad example of how to be memorable. The image contains a screenshot of an example that demonstrates a good example of how to be memorable.

    Easy to read, but hard to remember the stats.

    The visuals make it easier to see the size of the problem and make it much more memorable.

    Remember to:

    • Have some kind of visual (e.g. graphs, icons, tables).
    • Divide the content into sections.
    • Have a bit of color on the page.

    Aesthetics

    The image contains a screenshot of an example of bad aesthetics. The image contains a screenshot of an example of good aesthetics.

    This draft slide is just content from the outline document on a slide with no design applied yet.

    • Have some kind of visual (e.g. graphs, icons, tables) as long as it’s appropriate.
    • Divide the content into sections.
    • Have a bit of color on the page.
    • Bold or italicize important text.

    Why use visuals?

    How graphics affect us

    Cognitively

    • Engage our imagination
    • Stimulate the brain
    • Heighten creative thinking
    • Enhance or affect emotions

    Emotionally

    • Enhance comprehension
    • Increase recollection
    • Elevate communication
    • Improve retention

    Visual clues

    • Help decode text
    • Attract attention
    • Increase memory

    Persuasion

    • 43% more effective than text alone
    Source: Management Information Systems Research Center

    Presentation format

    Often stakeholders prefer to receive content in a specific format. Make sure you know what you require so that you are not scrambling at the last minute.

    • Is there a standard presentation template?
    • Is a hard-copy handout required?
    • Is there a deadline for draft submission?
    • Is there a deadline for final submission?
    • Will the presentation be circulated ahead of time?
    • Do you know what technology you will be using?
    • Have you done a dry run in the meeting room?
    • Do you know the meeting organizer?

    Checklist to build compelling visuals in your presentation

    Leverage this checklist to ensure you are creating the perfect visuals and graphs for your presentation.

    Checklist:

    • Do the visuals grab the audience’s attention?
    • Will the visuals mislead the audience/confuse them?
    • Do the visuals facilitate data comparison or highlight trends and differences in a more effective manner than words?
    • Do the visuals present information simply, cleanly, and accurately?
    • Do the visuals display the information/data in a concentrated way?
    • Do the visuals illustrate messages and themes from the accompanying text?

    3.2 Security communication templates

    Once you have identified your communication goals and plans for building your communication document, you can start building your presentation deck.

    These presentation templates highlight different security topics depending on your communication drivers, goals, and available data.

    Info-Tech has created five security templates to assist you in building a compelling presentation.

    These templates provide support for presentations on the following five topics:

    • Security Initiatives
    • Security & Risk Update
    • Security Metrics
    • Security Incident Response & Recovery
    • Security Funding Request

    Each template provides instructions on how to use it and tips on ensuring the right information is being presented.

    All the templates are customizable, which enables you to leverage the sections you need while also editing any sections to your liking.

    The image contains screenshots of the Security Presentation Templates.

    Download the Security Presentation Templates

    Security template example

    It’s important to know that not all security presentations for an organization are alike. However, these templates would provide a guideline on what the best practices are when communicating security to executive stakeholders.

    Below is an example of instructions to complete the “Security Risk & Update” template. Please note that the security template will have instructions to complete each of its sections.

    The image contains a screenshot of the Executive Summary slide. The image contains a screenshot of the Security Goals & Objectives slide.

    The first slide following the title slide includes a brief executive summary on what would be discussed in the presentation. This includes the main security threats that would be addressed and the associated risk mitigation strategies.

    This slide depicts a holistic overview of the organization’s security posture in different areas along with the main business goals that security is aligning with. Ensure visualizations you include align with the goals highlighted.

    Security template example (continued)

    The image contains a screenshot example of the Top Threats & Risks. The image contains a screenshot example of the Top Threats & Risks.

    This slide displays any top threats and risks an organization is facing. Each threat consists of 2-3 risks and is prioritized based on the negative impact it could have on the organization (i.e. red bar = high priority; green bar = low priority). Include risks that have been addressed in the past quarter, and showcase any prioritization changes to those risks.

    This slide follows the “Top Threats & Risks” slide and focuses on the risks that had medium or high priority. You will need to work with subject matter experts to identify risk figures (likelihood, financial impact) that will enable you to quantify the risks (Likelihood x Financial Impact). Develop a threshold for each of the three columns to identify which risks require further prioritization, and apply color coding to group the risks.

    Security template example (continued)

    The image contains a screenshot example of the slide, Risk Analysis. The image contains a screenshot example of the slide, Risk Mitigation Strategies & Roadmap.

    This slide showcases further details on the top risks along with their business impact. Be sure to include recommendations for the risks and indicate whether further action is required from the executive stakeholders.

    The last slide of the “Security Risk & Update” template presents a timeline of when the different initiatives to mitigate security risks would begin. It depicts what initiatives will be completed within each fiscal year and the total number of months required. As there could be many factors to a project’s timeline, ensure you communicate to your executive stakeholders any changes to the project.

    Phase 4

    Deliver communication

    Phase 1Phase 2Phase 3Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Identifying a strategy to deliver compelling presentations
    • Ensuring you follow best practices for communicating and obtaining your security goals

    This phase involves the following participants:

    • Security leader

    4.1 Deliver a captivating presentation

    You’ve gathered all your data, you understand what your audience is expecting, and you are clear on the outcomes you require. Now, it’s time to deliver a presentation that both engages and builds confidence.

    Follow these tips to assist you in developing an engaging presentation:

    • Start strong: Give your audience confidence that this will be a good investment of their time. Establish a clear direction for what’s going to be covered and what the desired outcome is.
    • Use your time wisely: Odds are, your audience is busy, and they have many other things on their minds. Be prepared to cover your content in the time allotted and leave sufficient time for discussion and questions.
    • Be flexible while presenting: Do not expect that your presentation will follow the path you have laid out. Anticipate jumping around and spending more or less time than you had planned on a given slide.

    Keep your audience engaged with these steps

    • Be ready with supporting data. Don’t make the mistake of not knowing your content intimately. Be prepared to answer questions on any part of it. Senior executives are experts at finding holes in your data.
    • Know your audience. Who are you presenting to? What are their specific expectations? Are there sensitive topics to be avoided? You can’t be too prepared when it comes to understanding your audience.
    • Keep it simple. Don’t assume that your audience wants to learn the details of your content. Most just want to understand the bottom line, the impact on them, and how they can help. More is not always better.
    • Focus on solving issues. Your audience members have many of their own problems and issues to worry about. If you show them how you can help make their lives easier, you’ll win them over.

    Info-Tech Insight
    Establishing credibility and trust with executive stakeholders is important to obtaining their support for security objectives.

    Be honest and straightforward with your communication

    • Be prepared. Being properly prepared means not only that your update will deliver the value that you expect, but also that you will have confidence and the flexibility you require when you’re taken off track.
    • Don’t sugarcoat it. These are smart, driven people that you are presenting to. It is neither beneficial nor wise to try to fool them. Be open and transparent about problems and issues. Ask for help.
    • No surprises. An executive stakeholder presentation is not the time or the place for a surprise. Issues seen as unexpected or contentious should always be dealt with prior to the meeting with those most impacted.

    Hone presentation skills before meeting with the executive stakeholders

    Know your environment

    Be professional but not boring

    Connect with your audience

    • Your organization has standards for how people are expected to dress at work. Make sure that your attire meets this standard – don’t be underdressed.
    • Think about your audience – would they appreciate you starting with a joke, or do they want you to get to the point as quickly as possible?
    • State the main points of your presentation confidently. While this should be obvious, it is essential. Your audience should be able to clearly see that you believe the points you are stating.
    • Present with lots of energy, smile, and use hand gestures to support your speech.
    • Look each member of the audience in the eye at least once during your presentation. Avoid looking at the ceiling, the back wall, or the floor. Your audience should feel engaged – this is essential to keeping their attention on you.
    • Never read from your slides. If there is text on a slide, paraphrase it while maintaining eye contact.

    Checklist for presentation logistics

    Optimize the timing of your presentation:

    • Less is more: Long presentations are detrimental to your cause – they lead to your main points being diluted. Keep your presentation short and concise.
    • Keep information relevant: Only present information that is important to your audience. This includes the information that they are expecting to see and information that connects to the business.
    • Expect delays: Your audience will likely have questions. While it is important to answer each question fully, it will take away from the precious time given to you for your presentation. Expect that you will not get through all the information you have to present.

    Script your presentation:

    • Use a script to stay on track: Script your presentation before the meeting. A script will help you present your information in a concise and structured manner.
    • Develop a second script: Create a script that is about half the length of the first script but still contains the most important points. This will help you prepare for any delays that may arise during the presentation.
    • Prepare for questions: Consider questions that may be asked and script clear and concise answers to each.
    • Practice, practice, practice: Practice your presentation until you no longer need the script in front of you.

    Checklist for presentation logistics (continued)

    Other considerations:

    • After the introduction of your presentation, clearly state the objective – don’t keep people guessing and consequently lose focus on your message.
    • After the presentation is over, document important information that came up. Write it down or you may forget it soon after.
    • Rather than create a long presentation deck full of detailed slides that you plan to skip over during the presentation, create a second, compact deck that contains only the slides you plan to present. Send out the longer deck after the presentation.

    Checklist for delivering a captivating presentation

    Leverage this checklist to ensure you are prepared to develop and deliver an engaging presentation.

    Checklist:

    • Start with a story or something memorable to break the ice.
    • Go in with the end state in mind (focus on the outcome/end goal and work back from there) – What’s your call to action?
    • Content must compliment your end goal, filter out any content that doesn’t compliment the end goal.
    • Be prepared to have less time to speak. Be prepared with shorter versions of your presentation.
    • Include an appendix with supporting data, but don’t be data heavy in your presentation. Integrate the data into a story. The story should be your focus.

    Checklist for delivering a captivating presentation (continued)

    • Be deliberate in what you want to show your audience.
    • Ensure you have clean slides so the audience can focus on what you’re saying.
    • Practice delivering your content multiple times alone and in front of team members or your Info-Tech counselor, who can provide feedback.
    • How will you handle being derailed? Be prepared with a way to get back on track if you are derailed.
    • Ask for feedback.
    • Record yourself presenting.

    4.2 Obtain and verify support on security goals

    Once you’ve delivered your captivating presentation, it’s imperative to communicate with your executive stakeholders.

    • This is your opportunity to open the floor for questions and clarify any information that was conveyed to your audience.
    • Leverage your appendix and other supporting documents to justify your goals.
    • Different approaches to obtaining and verifying your goals could include:
      • Acknowledgment from the audience that information communicated aligns with the business’s goals.
      • Approval of funding requests for security initiatives.
      • Written and verbal support for implementation of security initiatives.
      • Identifying next steps for information to communicate at the next executive stakeholder meeting.

    Info-Tech Insight
    Verifying your objectives at the end of the presentation is important, as it ensures you have successfully communicated to executive stakeholders.

    Checklist for obtaining and verify support on security goals

    Follow this checklist to assist you in obtaining and verifying your communication goals.

    Checklist:

    • Be clear about follow-up and next steps if applicable.
    • Present before you present: Meet with your executive stakeholders before the meeting to review and discuss your presentation and other supporting material and ensure you have executive/CEO buy-in.
    • “Be humble, but don’t crumble” – demonstrate to the executive stakeholders that you are an expert while admitting you don’t know everything. However, don’t be afraid to provide your POV and defend it if need be. Strike the right balance to ensure the board has confidence in you while building a strong relationship.
    • Prioritize a discussion over a formal presentation. Create an environment where they feel like they are part of the solution.

    Summary of Accomplishment

    Problem Solved

    A better understanding of security communication drivers and goals

    • Understanding the difference between communication drivers and goals
    • Identifying your drivers and goals for security presentation

    A developed a plan for how and where to retrieve data for communication

    • Insights on what type of data can be leveraged to support your communication goals
    • Understanding who you can collaborate with and potential data sources to retrieve data from

    A solidified communication plan with security templates to assist in better presenting to your audience

    • A guideline on how to prepare security presentations to executive stakeholders
    • A list of security templates that can be customized and used for various security presentations

    A defined guideline on how to deliver a captivating presentation to achieve your desired objectives

    • Clear message on best practices for delivering security presentations to executive stakeholders
    • Understanding how to verify your communication goals have been obtained

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com

    1-888-670-8889

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    Bibliography

    Bhadauriya, Amit S. “Communicating Cybersecurity Effectively to the Board.” Metricstream. Web.
    Booth, Steven, et al. “The Biggest Mistakes Made When Presenting Cyber Security to Senior Leadership or the Board, and How to Fix Them.” Mandiant, May 2019. Web.
    Bradford, Nate. “6 Slides Every CISO Should Use in Their Board Presentation.” Security Boulevard, 9 July 2020. Web.
    Buckalew, Lauren, et al. “Get the Board on Board: Leading Cybersecurity from the Top Down.” Newsroom, 2 Dec. 2019. Web.
    Burg, Dave, et al. “Cybersecurity: How Do You Rise above the Waves of a Perfect Storm?” EY US - Home, EY, 22 July 2021. Web.
    Carnegie Endowment for International Peace. Web.
    “Chief Information Security Officer Salary.” Salary.com, 2022. Web.
    “CISO's Guide to Reporting to the Board - Apex Assembly.” CISO's Guide To Reporting to the Board. Web.
    “Cyber Security Oversight in the Boardroom” KPMG, Jan. 2016. Web.
    “Cybersecurity CEO: My 3 Tips for Presenting in the Boardroom.” Cybercrime Magazine, 31 Mar. 2020. Web.
    Dacri , Bryana. Do's & Don'ts for Security Professionals Presenting to Executives. Feb. 2018. Web.
    Froehlich, Andrew. “7 Cybersecurity Metrics for the Board and How to Present Them: TechTarget.” Security, TechTarget, 19 Aug. 2022. Web.
    “Global Board Risk Survey.” EY. Web.
    “Guidance for CISOs Presenting to the C-Suite.” IANS, June 2021. Web.
    “How to Communicate Cybersecurity to the Board of Directors.” Cybersecurity Conferences & News, Seguro Group, 12 Mar. 2020. Web.
    Ide, R. William, and Amanda Leech. “A Cybersecurity Guide for Directors” Dentons. Web.
    Lindberg, Randy. “3 Tips for Communicating Cybersecurity to the Board.” Cybersecurity Software, Rivial Data Security, 8 Mar. 2022. Web.
    McLeod, Scott, et al. “How to Present Cybersecurity to Your Board of Directors.” Cybersecurity & Compliance Simplified, Apptega Inc, 9 Aug. 2021. Web.
    Mickle, Jirah. “A Recipe for Success: CISOs Share Top Tips for Successful Board Presentations.” Tenable®, 28 Nov. 2022. Web.
    Middlesworth, Jeff. “Top-down: Mitigating Cybersecurity Risks Starts with the Board.” Spiceworks, 13 Sept. 2022. Web.
    Mishra, Ruchika. “4 Things Every CISO Must Include in Their Board Presentation.” Security Boulevard, 17 Nov. 2020. Web.
    O’Donnell-Welch, Lindsey. “CISOs, Board Members and the Search for Cybersecurity Common Ground.” Decipher, 20 Oct. 2022. Web.

    Bibliography

    “Overseeing Cyber Risk: The Board's Role.” PwC, Jan. 2022. Web.
    Pearlson, Keri, and Nelson Novaes Neto. “7 Pressing Cybersecurity Questions Boards Need to Ask.” Harvard Business Review, 7 Mar. 2022. Web.
    “Reporting Cybersecurity Risk to the Board of Directors.” Web.
    “Reporting Cybersecurity to Your Board - Steps to Prepare.” Pondurance ,12 July 2022. Web.
    Staynings, Richard. “Presenting Cybersecurity to the Board.” Resource Library. Web.
    “The Future of Cyber Survey.” Deloitte, 29 Aug. 2022. Web.
    “Top Cybersecurity Metrics to Share with Your Board.” Packetlabs, 10 May 2022. Web.
    Unni, Ajay. “Reporting Cyber Security to the Board? How to Get It Right.” Cybersecurity Services Company in Australia & NZ, 10 Nov. 2022. Web.
    Vogel, Douglas, et al. “Persuasion and the Role of Visual Presentation Support.” Management Information Systems Research Center, 1986.
    “Welcome to the Cyber Security Toolkit for Boards.” NCSC. Web.

    Research Contributors

    • Fred Donatucci, New-Indy Containerboard, VP, Information Technology
    • Christian Rasmussen, St John Ambulance, Chief Information Officer
    • Stephen Rondeau, ZimVie, SVP, Chief Information Officer

    Develop Your Agile Approach for a Successful Transformation

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    • Parent Category Name: Development
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    • Your organization wants to shorten delivery time and improve quality by adopting Agile delivery methods.
    • You know that Agile transformations are complex and difficult to implement.
    • Your organization may have started using Agile, but with only limited success.
    • You want to maximize your Agile transformation’s chances of success.

    Our Advice

    Critical Insight

    • Agile transformations are more likely to be successful when the entire organization understands Agile fundamentals, principles, and practices; the “different way of working” that Agile requires; and the role each person plays in its success.

    Impact and Result

    • Understand the “what and why” of Agile.
    • Identify your organization’s biggest Agile pain points.
    • Gain a deeper understanding of Agile principles and practices, and apply these to your Agile pain points.
    • Create a list of action items to address your organization’s Agile challenges.

    Develop Your Agile Approach for a Successful Transformation Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Identify common Agile challenges

    Identify your organization's biggest Agile pain points so you can focus attention on those topics that are impacting your Agile capabilities the most.

    • Develop Your Agile Approach for a Successful Transformation – Phases 1-2

    2. Establish a solid foundation for Agile delivery

    Ensure that your organization has a solid understanding of Agile principles and practices to help ensure your Agile transformation is successful. Understand Agile's different way of working and identify the steps your organization will need to take to move from traditional Waterfall delivery to Agile.

    • Roadmap for Transition to Agile

    3. Backlog Management Module: Manage your backlog effectively

    The Backlog Management Module helps teams develop a better understanding of backlog management and user story decomposition. Improve your backlog quality by implementing a three-tiered backlog with quality filters.

    4. Scrum Simulation Module: Simulate effective Scrum practices

    The Scrum Simulation Module helps teams develop a better understanding of Scrum practices and the behavioral blockers affecting Agile teams and organizational culture. This module features two interactive simulations to encourage a deeper understanding of good Scrum practices and Agile principles.

    • Scrum Simulation Exercise (Online Banking App)

    5. Estimation Module: Improve product backlog item estimation

    The Estimation Module helps teams develop a better understanding of Agile estimation practices and how to apply them. Teams learn how Agile estimation and reconciliation provide reliable planning estimates.

    6. Product Owner Module: Establish an Effective Product Owner Role

    The Product Owner Module helps teams understand product management fundamentals and a deeper understanding of the product owner role. Teams define their product management terminology, create quality filters for PBIs moving through the backlog, and develop their product roadmap approach for key audiences.

    7. Product Roadmapping Module: Create effective product roadmaps

    The Product Roadmapping Module helps teams understand product road mapping fundamentals. Teams learn to effectively use the six tools of Product Roadmapping.

    [infographic]

    Further reading

    Develop Your Agile Approach for a Successful Transformation

    Understand Agile fundamentals, principles, and practices so you can apply them effectively in your organization.

    Analyst Perspective

    Understand Agile fundamentals, principles, and practices so you can apply them effectively in your organization.

    Pictures of Alex Ciraco and Hans Eckman

    Alex Ciraco and Hans Eckman
    Application Practice
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Your organization wants to shorten delivery time and improve quality by adopting Agile delivery methods.
    • You know that Agile transformations are complex and difficult to implement.
    • Your organization may have started using Agile, but with only limited success.
    • You want to maximize your Agile transformation's chances of success.

    Common Obstacles

    • People seem to have different, conflicting, or inadequate knowledge of Agile principles and practices.
    • Your organization is not seeing the full benefits that Agile promises, and project teams aren't sure they are "doing Agile right."
    • Confusion and misinformation about Agile is commonplace in your organization.

    Info-Tech's Approach

    • Use our Common Agile Challenges Survey to identify your organization's Agile pain points.
    • Leverage this blueprint to level-set the organization on Agile fundamentals.
    • Address your survey's biggest Agile pain points to see immediate benefits and improvements in the way you practice Agile in your organization.

    Info-Tech Insight

    Agile transformations are more likely to be successful when the entire organization genuinely understands Agile fundamentals, principles and practices, as well as the role each person plays in its success. Focus on developing a solid understanding of Agile practices so your organization can "Be Agile", not just "Do Agile".

    Info-Tech's methodology

    1. Identify Common Agile Challenges

    2. Establish a Solid Foundation for Agile Delivery

    3. Agile Modules

    Phase Steps

    1.1 Identify common agile challenges

    2.1 Align teams with Agile fundamentals

    2.2 Interpret your common Agile challenges survey results

    2.3 (Optional) Move stepwise to iterative Agile delivery

    2.4 Identify insights and team feedback

    • Backlog Management Module:
      Manage Your Backlog Effectively
    • Scrum Simulation Module:
      Simulate Effective Scrum Practices
    • Estimation Module:
      Improve Product Backlog Item Estimation
    • Product Owner Module:
      Establish an Effective Product Owner Role
    • Product Roadmapping Module: Create Effective Product Roadmaps
    Phase Outcomes

    Understand common challenges associated with Agile transformations and identify your organization's struggles.

    Establish and apply a uniform understanding of Agile fundamentals and principles.

    Create a roadmap for your transition to Agile delivery and prioritized challenges.

    Foster deeper understanding of Agile principles and practices to resolve pain points.

    Develop your agile approach for a successful transformation

    Everyone's Agile journey is not the same.

    agile journey for a successful transformation

    Application delivery continues to fall short

    78% of IT professionals believe the business is "usually" or "always" out of sync with project requirements.
    Source: "10 Ways Requirements Can Sabotage Your Projects Right From the Start"

    Only 34% of software is rated as both important and effective by users.

    Source: Info-Tech's CIO Business Vision Diagnostic

    Agile DevOps is a progression of cultural, behavioral, and process changes. It takes time.

    An image of the trail to climb Mount Everest, with the camps replaced by the main steps of the agile approach to reaching Nirvana.

    Enhancements and maintenance are misunderstood

    an image showing the relationship between enhancements and maintenance.

    Source: "IEEE Transactions on Software Engineering"

    Why Agile/DevOps? It's about time to value

    Leaders and stakeholders are frustrated with long lead times to implement changes. Agile/DevOps promotes smaller, more frequent releases to start earning value sooner.

    A frequency graph showing the Time to delivering value depends on Frequency of Releases

    Time to delivering value depends on Frequency of Releases

    Embrace change, don't "scope creep" it

    64% of IT professionals adopt Agile to enhance their ability to manage changing priorities.

    71% of IT professionals found their ability to manage changing priorities improved after implementing Agile.

    Info-Tech Insight

    Traditional delivery processes work on the assumption that product requirements will remain constant throughout the SDLC. This results in delayed delivery of product enhancements which are critical to maintaining a positive customer experience.

    Adapted from: "12th Annual State of Agile Report"

    Agile's four core values

    "…while there is value in the items on the right, we value the items on the left more."
    – Source: "The Agile Manifesto"

    We value. . .

    Individuals and Interactions

    OVER

    Processes and Tools

    Working Software

    OVER

    Comprehensive Documentation

    Customer Collaboration

    OVER

    Contract Negotiation

    Responding to Change

    OVER

    Following a Plan

    Being Agile

    OVER

    Being Prescriptive

    Harness Agile's cultural advantages

    Collaboration

    • Team members leverage all their experience working toward a common goal.

    Iterations

    • Cycles provide opportunities for more product feedback.

    Continual Improvement

    • Self-managing teams continually improve their approach for the next iteration.

    Prioritization

    • The most important needs are addressed in the current iteration.

    Compare Waterfall and Agile – the "what" (how are they different?)

    This is an example of the Waterfall Approach.

    A "One and Done" Approach (Planning & Documentation Based)
    Elapsed time to deliver any value: Months to years

    This is an example of the Agile Approach

    An "Iterative" Approach (Empirical/Evidence Based)
    Elapsed time to deliver any value: Weeks

    Be aware of common myths around Agile

    1. … solve development and communication issues.
    2. … ensure you will finish requirements faster.
    3. … mean you don't need planning and documentation.

    "Although Agile methods are increasingly being adopted in globally distributed settings, there is no panacea for success."
    – "Negotiating Common Ground in Distributed Agile Development: A Case Study Perspective."

    "Without proper planning, organizations can start throwing more resources at the work which spirals into the classic Waterfall issues of managing by schedule."
    – Kristen Morton, Associate Implementation Architect,
    OneShield Inc., Info-Tech Interview

    Agile* SDLC

    With shared ownership instead of silos, we can deliver value at the end of every iteration (aka sprint)

    An image of the Agile SDLC Approach.

    * There are many Agile methodologies to choose from, but Scrum is by far the most widely used (and is shown above).

    Key Elements of the Agile SDLC

    • You are not "one-and-done." There are many short iterations with constant feedback.
    • There is an empowered product owner. This is a single authoritative voice that represents stakeholders.
    • There is a fluid product backlog. This enables prioritization of requirements "just-in-time."
    • Cross-functional, self-managing team. This team makes commitments and is empowered by the organization to do so.
    • Working, tested code at the end of each sprint. Value becomes more deterministic along sprint boundaries.
    • Demonstrate to stakeholders. Allow them to see and use the functionality and provide necessary feedback.
    • Feedback is being continuously injected back into the product backlog. This shapes the future of the solution.
    • Continuous improvement through sprint retrospectives.
    • "Internally Governed" when done right (the virtuous cycle of sprint-demo-feedback).

    A backlog stores and organizes PBIs at various stages of readiness

    A well-formed backlog can be thought of as a DEEP backlog:

    • Detailed Appropriately: Product backlog items (PBIs) are broken down and refined as necessary.
    • Emergent: The backlog grows and evolves over time as PBIs are added and removed.
    • Estimated: The effort a PBI requires is estimated at each tier.
    • Prioritized: The PBIs value and priority are determined at each tier.

    (Perforce, 2018)

    An image showing the Ideas; Qualified; Ready; funnel leading to the sprint approach.

    Outline the criteria to proceed to the next tier via quality filters

    Expand the concepts of defining "ready" and "done" to include the other stages of a PBIs journey through product planning.

    An image showing the approach you will use to Outline the criteria to proceed to the next tier via quality filters

    Info-Tech Insight: A quality filter ensures quality is met and teams are armed with the right information to work more efficiently and improve throughput.

    Deliverables

    Many steps in this blueprint are accompanied by supporting deliverables to help you accomplish your goals.

    Common Agile Challenges Survey
    Survey the organization to understand which of the common Agile challenges the organization is experiencing

    A screenshot from Common Agile Challenges Survey

    Roadmap for Transition to Agile
    Identify steps you will take to move your organization toward Agile delivery

    A screenshot from Roadmap for Transition to Agile

    Blueprint benefits

    IT Benefits

    Business Benefits

    • Consistent Agile delivery teams.
    • Delivery prioritized with business needs and committed work is achievable.
    • Improved ability to adjust future delivery cycles to meet changing business, market, and end-user needs.
    • Increased alignment and stability of resources with products and technology areas.
    • Reduction in the mean time to delivery of product backlog items.
    • Reduction in technical debt.
    • Better delivery alignment with enterprise goals, vision, and outcomes.
    • Improved coordination with product owners and stakeholders.
    • Quantifiable value realization following each release.
    • Product decisions made at the right time and with the right input.
    • Improved team morale and productivity.
    • Improved operational efficiency and process automation.
    • Increased employee retention and quality of new hires.
    • Reduction in accumulated project risk.

    Measure the value of this blueprint

    Implementing quality and consistent Agile practices improves SDLC metrics and reduces time to value.

    • Use Select and Use SDLC Metrics Effectivelyto track and measure the impact of Agile delivery. For example:
      • Reduction in PBI wait time
      • Improve throughput
      • Reduction in defects and defect severity
    • Phase 1 helps you prepare and send your Common Agile Challenges Survey.
    • Phase 2 builds a transformation plan aligned with your top pain points.

    Align Agile coaching and practices to address your key pain points identified in the Common Agile Challenges Survey.

    A screenshot from Common Agile Challenges Survey

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful."

    Guided Implementation

    "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track."

    Workshop

    "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place."

    Consulting

    "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    This is an image of the eight calls which will take place over phases 1-3.

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 6 to 8 calls over the course of 1 to 2 months.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Phases 1-2
    1.5 - 3.0 days estimated

    Backlog Management
    0.5 - 1.0 days estimated

    Scrum Simulation
    1.25 - 2.25 days estimated

    Estimation
    1.0 - 1.25 days estimated

    Product Owner
    1.0 - 1.75 days estimated

    Product Roadmapping
    0.5 - 1.0 days estimated

    Establish a Solid Foundation for Agile Delivery

    Define the
    IT Target State

    Assess the IT
    Current State

    Bridge the Gap and
    Create the Strategy

    Establish an Effective Product Owner Role

    Create Effective Product Roadmaps

    Activities

    1.1 Gather Agile challenges and gaps
    2.1 Align teams with Agile fundamentals
    2.2 Interpret your common Agile challenges survey results
    2.3 (Optional) Move stepwise to iterative Agile delivery
    2.4 Identify insights and team feedback

    1. User stories and the art of decomposition
    2. Effective backlog management and refinement
    3. Identify insights and team feedback
    1. Scrum sprint planning and retrospective simulation
    2. Pass the balls – sprint velocity game
    1. Improve product backlog item estimation
    2. Agile estimation fundamentals
    3. Understand the wisdom of crowds
    4. Identify insights and team feedback
    1. Understand product management fundamentals
    2. The critical role of the product owner
    3. Manage effective product backlogs and roadmaps
    4. Identify insights and team feedback
    1. Identify your product roadmapping pains
    2. The six "tools" of product roadmapping
    3. Product roadmapping exercise

    Deliverables

    1. Identify your organization's biggest Agile pain points.
    2. Establish common Agile foundations.
    3. Prioritize support for a better Agile delivery approach.
    4. Plan to move stepwise to iterative Agile delivery.
    1. A better understanding of backlog management and user story decomposition.
    1. Scrum sprint planning and retrospective simulation
    2. Pass the balls – sprint velocity game
    1. Improve product backlog item estimation
    2. Agile estimation fundamentals
    3. Understand the wisdom of crowds
    4. Identify insights and team feedback
    1. Understand product management fundamentals
    2. The critical role of the product owner
    3. Manage effective product backlogs and roadmaps
    4. Identify insights and team feedback
    1. Understand product vs. project orientation.
    2. Understand product roadmapping fundamentals.

    Agile Modules

    For additional assistance planning your workshop, please refer to the facilitation planning tool in the appendix.

    Related Info-Tech Research

    Mentoring for Agile Teams
    Get practical help and guidance on your Agile transformation journey.

    Implement DevOps Practices That Work
    Streamline business value delivery through the strategic adoption of DevOps practices.

    Deliver on Your Digital Product Vision
    Build a product vision your organization can take from strategy through execution.

    Deliver Digital Products at Scale
    Deliver value at the scale of your organization through defining enterprise product families.

    Phase 1

    Phase 1

    Phase 2

    Agile Modules

    1.1 Identify common Agile challenges

    2.1 Align teams with Agile fundamentals

    2.2 Interpret your common Agile challenges survey results

    2.3 (Optional) Move stepwise to iterative Agile delivery

    2.4 Identify insights and team feedback

    • Backlog Management Module: Manage Your Backlog Effectively
    • Scrum Simulation Module: Simulate Effective Scrum Practices
    • Estimation Module: Improve Product Backlog Item Estimation
    • Product Owner Module: Establish an Effective Product Owner Role
    • Product Roadmapping: Create Effective Product Roadmaps

    This phase will walk you through the following activities:

    • Decide who will participate in the Common Agile Challenges Survey
    • Compile the results of the survey to identify your organization's biggest pain points with Agile

    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Develop Your Agile Approach for a Successful Transformation

    Step 1.1

    Identify common Agile challenges

    Activities

    1.1 Distribute Common Agile Challenges Survey and collect results

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of your organization's Agile pain points.

    Focus Agile support where it is most needed

    A screenshot from Common Agile Challenges Survey

    Info-Tech Insight

    There isn't one approach that cures all the problems your Agile teams are facing. First, understand these common challenges, then develop a plan to address the root causes.

    Use Info-Tech's Common Agile Challenges Survey to determine common issues and what problems individual teams are facing. Use the Agile modules and supporting guides in this blueprint to provide targeted support on what matters most.

    Exercise 1.1.1 Distribute Common Agile Challenges Survey

    30 minutes

    1. Download Survey Template: Info-Tech Common Agile Challenges Survey template.
    2. Create your own local copy of the Common Agile Challenges Survey by using the template. The Common Agile Challenges Survey will help you to identify which of the many common Agile-related challenges your organization may be facing.
    3. Decide on the teams/participants who will be completing the survey. It is best to distribute the survey broadly across the organization and include participants from several teams and roles.
    4. Copy the link for your local survey and distribute it for participants to complete (we suggest giving them one week to complete it).
    5. Collect the consolidated survey results in preparation for the next phase.
    6. NOTE: Using this survey template requires having access to Microsoft Forms. If you do not have access to Microsoft Forms, an Info-Tech analyst can perform the survey for you.

    Output

    • Your organization's biggest Agile pain points

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Record the results in the Roadmap for Transition to Agile Template

    Phase 2

    Establish a Solid Foundation for Agile Delivery

    Phase 1

    Phase 2

    Agile Modules

    1.1 Identify common Agile challenges

    2.1 Align teams with Agile fundamentals

    2.2 Interpret your common Agile challenges survey results

    2.3 (Optional) Move stepwise to iterative Agile delivery

    2.4 Identify insights and team feedback

    • Backlog Management Module: Manage Your Backlog Effectively
    • Scrum Simulation Module: Simulate Effective Scrum Practices
    • Estimation Module: Improve Product Backlog Item Estimation
    • Product Owner Module: Establish an Effective Product Owner Role
    • Product Roadmapping: Create Effective Product Roadmaps

    This phase will walk you through the following activities:

    • Gain a fundamental understanding of Agile
    • Understand why becoming Agile is hard
    • Identify steps needed to become more Agile
    • Understand your biggest Agile pain points

    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Step 2.1

    Align teams with Agile fundamentals

    Activities

    2.1.1 Share what Agile means to you
    2.1.2 (Optional) Contrast two delivery teams
    2.1.3 (Optional) Dissect the Agilist's Oath
    2.1.4 (Optional) Create your prototype definitions of ready
    2.1.5 (Optional) Create your prototype definitions of done
    2.1.6 Identify the challenges of implementing agile in your organization

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of what Agile is and why we do it.

    Exercise 2.1.1 Share what Agile means to you

    30-60 minutes

    1. What is Agile? Why do we do it?
    2. As a group, discuss and capture your thoughts on:
      1. What is Agile (its characteristics, practices, differences from alternatives, etc.)?
      2. Why do we do it (its drivers, benefits, advantages, etc.)?
    3. Capture your findings in the table below:

    What is Agile?

    Why do we do it?

    (e.g. Agile mindset, principles, and practices)

    (e.g. benefits)

    Output

    • Your current understanding of Agile and its benefits

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Why Agile/DevOps? It's about time to value

    Leaders and stakeholders are frustrated with long lead times to implement changes. Agile/DevOps promotes smaller, more frequent releases to start earning value sooner.

    A graph demonstrating the increased frequency of release expected over time, from 1960 - present

    Time to delivering value depends on frequency of releases.
    Source: 5Q Partners

    The pandemic accelerated the speed of digital transformation

    With the massive disruption preventing people from gathering, businesses shifted to digital interactions with customers.

    December 2019 - 36%; acceleration of 3 years; July 2020 - 58%.

    Companies also accelerated the pace of creating digital or digitally enhanced products and services.

    December 2019 - 35%; acceleration of 3 years; July 2020 - 55%.

    (McKinsey, 2020 )

    "The Digital Economy incorporates all economic activity reliant on or significantly enhanced by the use of digital inputs, including digital technologies, digital infrastructure, digital services and data."
    (OECD Definition)

    What does "elite" DevOps look like?

    This is an image of an annotated table showing what elite devops looks like.

    Where are you now?
    Where do You Want to Be?

    * Google Cloud/Accelerate State of DevOps 2021

    Realize and sustain value with DevOps

    Businesses with elite DevOps practices…

    973x more frequent faster lead time code deployments from commit to deploy, 3x 6570x lower change failure rate faster time to recover.

    Waterfall vs. Agile – the "what" (How are they different?)

    This is an example of the Waterfall Approach.

    A "One and Done" Approach (Planning & Documentation Based)
    Elapsed time to deliver any value: Months to years

    This is an example of the Agile Approach

    An "Iterative" Approach (Empirical/Evidence Based)
    Elapsed time to deliver any value: Weeks

    (Optional) Exercise 2.1.2 A tale of two teams

    Discussion (5-10 minutes)

    As a group, discuss how these teams differ

    Team 1:
    An image of the business analyst passing the requirements baton to the architect runner.

    Team 2:
    An image of team of soldiers carrying a heavy log up a beach

    Image Credit: DVIDS

    Discuss differences between these teams:
    • How are they different?
    • How would you coach/train/manage/lead?
    • How does team members' behavior differ?
    • How would you measure each team?
    What would have to happen at your organization to make working like this possible?

    Output

    • How your organization can support Agile behavior and mindset

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Dissect the Agilist's Oath

    Read and consider each element of the oath.

    • As a member of this Scrum team, I recognize that we are all equally and collectively responsible for the success of this project.
    • Success is defined as achieving the best possible outcome for our stakeholders given the constraints of time, money, and circumstances we will face.
    • We will achieve this by working collaboratively with our product owner to regularly deliver high-quality, working, tested code that can be demonstrated, and we will adjust our path forward based on the feedback we receive.
    • I will holistically embrace the concept of "good enough for now" into my work practices, because I know that waiting for the best/perfect solution does not yield optimal results.
    • Collectively, we will work to holistically minimize risk for the project across all phases and disciplines.
    • My primary role will be _____ [PO, SM, BA, Dev, Arch, Test, Ops, etc.], but I will contribute wherever and however best serves the current needs of the project.
    • I recognize that working in Agile/Scrum is not an excuse to ignore important things like adequate design and documentation. Collectively, we will ensure that these things are completed incrementally to a level of detail and quality which adequately serves the organization and stakeholders.
    • We are a team, and we will succeed or fail as one.

    Exercise 2.1.3 (Optional) Dissect the Agilist's Oath

    30 minutes

    1. Each bullet point in the Agilist's Oath is chosen to convey one of eight key messages about Agile practices and the mindset change that's required by everyone involved.
    2. As a group, discuss the "message" for each bullet point in the Agilist's Oath. Then identify which of them would be "easy" and "hard" to achieve in your organization.
    • As a member of this Scrum team, I recognize that we are all equally and collectively responsible for the success of this project.
    • Success is defined as achieving the best possible outcome for our stakeholders given the constraints of time, money, and circumstances we will face.
    • We will achieve this by working collaboratively with our product owner to regularly deliver high-quality, working, tested code that can be demonstrated, and we will adjust our path forward based on the feedback we receive.
    • I will holistically embrace the concept of "good enough for now" into my work practices, because I know that waiting for the best/perfect solution does not yield optimal results.
    • Collectively, we will work to holistically minimize risk for the project across all phases and disciplines.
    • My primary role will be _____ [PO, SM, BA, Dev, Arch, Test, Ops, etc.], but I will contribute wherever and however best serves the current needs of the project.
    • I recognize that working in Agile/Scrum is not an excuse to ignore important things like adequate design and documentation. Collectively, we will ensure that these things are completed incrementally to a level of detail and quality which adequately serves the organization and stakeholders.
    • We are a team, and we will succeed or fail as one.

    Which aspects of the Agilist's Oath are "easy" in your org?

    Which aspects of the Agilist's Oath are "hard" in your org?

    Output

    • How your organization can support Agile behavior and mindset

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Be aware of common myths around Agile

    Agile does not . . . .

    1. … solve development and communication issues.
    2. … ensure you will finish requirements faster.
    3. … mean you don't need planning and documentation.

    "Although Agile methods are increasingly being adopted in globally distributed settings, there is no panacea for success."
    – "Negotiating Common Ground in Distributed Agile Development: A Case Study Perspective."

    "Without proper planning, organizations can start throwing more resources at the work which spirals into the classic Waterfall issues of managing by schedule."
    – Kristen Morton, Associate Implementation Architect,
    OneShield Inc., Info-Tech Interview

    Agile's four core values

    "…while there is value in the items on the right, we value the items on the left more."
    – Source: "The Agile Manifesto"

    We value. . .

    Individuals and Interactions

    OVER

    Processes and Tools

    Working Software

    OVER

    Comprehensive Documentation

    Customer Collaboration

    OVER

    Contract Negotiation

    Responding to Change

    OVER

    Following a Plan

    Being Agile

    OVER

    Being Prescriptive

    Consider the traditional/Waterfall SDLC

    With siloes and handoffs, valuable product is delivered only at the end of an extended project lifecycle.

    This is an image of the Traditional Waterfall SDLC approach

    View additional transition models in the appendix

    Agile* SDLC

    With shared ownership instead of silos, we can deliver value at the end of every iteration (aka sprint)

    Key Elements of the Agile SDLC

    • You are not "one-and-done". There are many short iterations with constant feedback.
    • There is an empowered product owner. This is a single authoritative voice that represents stakeholders.
    • There is a fluid product backlog. This enables prioritization of requirements "just-in-time"
    • Cross-functional, self-managing team. This team makes commitments and is empowered by the organization to do so.
    • Working, tested code at the end of each sprint. Value becomes more deterministic along sprint boundaries.
    • Demonstrate to stakeholders. Allow them to see and use the functionality and provide necessary feedback.
    • Feedback is being continuously injected back into the product backlog. This shapes the future of the solution.
    • Continuous improvement through sprint retrospectives.
    • "Internally Governed" when done right (the virtuous cycle of sprint-demo-feedback).

    This is a picture of the Agile SDLC approach.

    * There are many Agile methodologies to choose from, but Scrum (shown above) is by far the most widely used.

    Scrum roles and responsibilities

    Product Owner

    Scrum Master

    Team Members

    Responsible

    • For identifying the product features and their importance in the final deliverable.
    • For refining and reprioritizing the backlog that identifies which features will be delivered in the next sprint based on business importance.
    • For clearing blockers and escalations when necessary.
    • For leading scrums, retrospectives, sprint reviews, and demonstrations.
    • For team building and resolving team conflicts.
    • For creating, testing, deploying, and supporting deliverables and valuable features.
    • For self-managing. There is no project manager assigning tasks to each team member.

    Accountable

    • For delivering valuable features to stakeholders.
    • For ensuring communication throughout development.
    • For ensuring high-quality deliverables for the product owner.

    Consulted

    • By the team through collaboration, rather than contract negotiation.
    • By the product owner on resolution of risks.
    • By the team on suggestions for improvement.
    • By the scrum master and product owner during sprint planning to determine level of complexity of tasks.

    Informed

    • On the progress of the current sprint.
    • By the team on work completed during the current sprint.
    • On direction of the business and current priorities.

    Scrum ceremonies

    Are any of these challenges for your organization? Done When:

    Project Backlog Refinement (PO & SM): Prepare user stories to be used in the next two to three future sprints. User stories are broken down into small manageable pieces of work that should not span sprints. If a user story is too big for a sprint, it is broken down further here. The estimation of the user story is examined, as well as the acceptance criteria, and each is adjusted as necessary from the Agile team members' input.

    Regularly over the project's lifespan

    Sprint Planning (PO, SM & Delivery Team): Discuss the work for the upcoming sprint with the business. Establish a clear understanding of the expectations of the team and the sprint. The product owner decides if priority and content of the user stories is still accurate. The development team decides what they believe can be completed in the sprint, using the user stories, in priority order, refined in backlog refinement.

    At/before the start of each sprint

    Daily Stand-Up (SM & Delivery Team): Coordinate the team to communicate progress and identify any roadblocks as quickly as possible. This meeting should be kept to fifteen minutes. Longer conversations are tabled for a separate meeting. These are called "stand-ups" because attendees should stay standing for the duration, which helps keep the meeting short and focused. The questions each team member should answer at each meeting: What did I do since last stand-up? What will I do before the next stand-up? Do I have any roadblocks?

    Every day during the sprint

    Sprint Demo (PO, SM, Delivery Team & Stakeholders): Review and demonstrate the work completed in the sprint with the business (demonstrate working and tested code which was developed during the sprint and gather stakeholder feedback).

    At the end of each sprint

    Sprint Retrospective (SM & Delivery Team & PO): Discuss how the sprint worked to determine if anything can be changed to improve team efficiency. The intent of this meeting is not to find/place blame for things that went wrong, but instead to find ways to avoid/alleviate pain points.

    At the end of each sprint

    Sample delivery sprint calendar

    The following calendar illustrates a two-week Scrum cadence (including ceremonies). This diagram is for illustrative purposes only. The length of the sprint and timing of ceremonies may differ from delivery team to delivery team based on their needs and schedules.

    An image of a sample sprint delivery calendar

    Sample delivery sprint calendar

    The following calendar illustrates a three-week Scrum cadence (including ceremonies). This diagram is for illustrative purposes only. The length of the sprint and timing of ceremonies may differ from delivery team to delivery team based on their needs and schedules.

    An image of a sample sprint delivery calendar

    Ensure your teams have the right information

    Implement and enforce your definition of ready at each stage of planning. Ensure your teams understand the required tasks by clarifying the definition of done.*

    Ready

    Done
    • The request has a defined problem, and the value is understood.
    • The request is documented, and the owner is identified.
    • Business and IT roles are committed to participating in estimation and planning activities.
    • Estimates and plans are made and validated with IT teams and business representatives.
    • Stakeholders and decision makers accept the estimates and plans as well as the related risks.
    • Estimates and plans are documented and slated for future review.

    * Note that your definitions of ready and done may vary from project to project, and they should be decided on collectively by the delivery team at the beginning of the project (part of setting their "norms") and updated if/when needed.

    Exercise 2.1.4 (Optional) Create definition of ready and done for an oil change

    10-15 minutes

    Step 1:

    1. As a group, create a definition of ready and done for doing an oil change (this will help you to understand the nature and value of a definition of ready and done using a relatable example):

    Definition of Ready

    Checklist:

    Definition of Done

    Checklist – For each user story:

    The checklist of things that must be true/done to begin the oil change.

    • We have the customer's car and keys
    • We know which grade of oil the customer wants

    The checklist of things that must be true/done at the end of the oil change.

    • The oil has been changed
    • A reminder sticker has been placed on windshield

    Exercise 2.1.4 (Optional) Create your prototype definitions of ready

    30-60 minutes

    Step 2:

    1. As a group, review the two sample definitions of ready below and select the one you consider to be the best starting point for your prototype definition of ready.

    Definition of Ready SAMPLE 1:

    Checklist – For each user story:

    • Technical and business risks are identified.
    • Resources are available for development.
    • Story has been assigned to a sprint/iteration.
    • Organizational business value is defined.
    • A specific user has been identified.
    • Stakeholders and needs defined.
    • Process impacts are identified.
    • Data needs are defined.
    • Business rules and non-functional requirements are identified.
    • Acceptance criteria are ready.
    • UI design work is ready.
    • Story has been traced to the project, epic, and sprint goal.

    Definition of Ready SAMPLE 2:

    Checklist – For each user story:

    • The value of story to the user is clearly indicated.
    • The acceptance criteria for story have been clearly described.
    • User story dependencies identified.
    • User story sized by delivery team.
    • Scrum team accepts user experience artifacts.
    • Performance criteria identified, where appropriate.
    • Person who will accept the user story is identified.
    • The team knows how to demo the story.

    Output

    • Prototype definitions of ready and done for your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.1.4 (Optional) Create your prototype definitions of ready

    30-60 minutes

    Step 3:

    1. As a group, using the selected sample as your starting point, decide what changes need to be made (keep/add/delete/modify):

    Definition of Ready Checklist – For each user story:

    Disposition

    The value of story to the user is clearly indicated.

    Keep as is

    The acceptance criteria for story have been clearly described. Keep as is
    User story dependencies identified. Modify to: "Story has been traced to the project, epic, and sprint goal"
    User story sized by delivery team. Modify to: "User Stories have been sized by the Delivery team using Story Points"
    Scrum team accepts user experience artifacts. Keep as is
    Performance criteria identified, where appropriate. Keep as is
    Person who will accept the user story is identified.

    Delete

    The team knows how to demo the story. Keep as is

    Add: "Any performance related criteria have been identified where appropriate"

    Add: "Any data model related changes have been identified where needed"

    Output

    • Prototype definitions of ready and done for your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.1.4 (Optional) Create your prototype definitions of ready

    30-60 minutes

    Step 4:

    1. As a group, capture and agree on your prototype definition of ready*:

    Definition of Ready

    Checklist – For each user story:

    User stories and related requirements contain clear descriptions of what is expected of a given functionality. Business value is identified.

    • The value of the story to the user is clearly indicated.
    • The acceptance criteria for the story have been clearly described.
    • Story has been traced to the project, epic, and sprint goal.
    • User stories have been sized by the delivery team using story points.
    • Scrum team accepts user experience artifacts.
    • Performance criteria identified, where appropriate.
    • The team knows how to demo the story.
    • Any performance-related criteria have been identified where appropriate.
    • Any data-model-related changes have been identified where needed.

    Record the results in the Roadmap for Transition to Agile Template

    * This checklist helps Agile teams determine if the stories in their backlog are ready for sprint planning. As your team gains experience with Agile, tailor this list to your needs and follow it until the practice becomes second nature.

    Output

    • Prototype definitions of ready and done for your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.1.5 (Optional) Create your prototype definitions of done

    30-60 minutes

    Step 5:

    1. As a group, review the two sample definitions of ready below and select the one you consider to be the best starting point for your prototype definition of ready:

    SAMPLE 1:

    Definition of Done Checklist – For each user story:

    • Design complete
    • Code compiles
    • Static code analysis has been performed and passed
    • Peer reviewed with coding standards passed
    • Code merging completed
    • Unit tests and smoke tests are done/functional (preferably automated)
    • Meets the steps identified in the user story
    • Unit & QA test passed
    • Usability testing completed
    • Passes functionality testing including security testing
    • Data validation has been completed
    • Ready to be released to the next stage

    SAMPLE 2:

    Definition of Done Checklist – For each user story:

    • Work was completed in a way that a professional would say they are satisfied with their work.
    • Work has been seen by multiple team members.
    • Work meets the criteria of satisfaction described by the customer.
    • The work is part of a package that will be shared with the customer as soon as possible.
    • The work and any learnings from doing the work have been documented.
    • Completion of the work is known by and visible to all team members.
    • The work has passed all quality, security, and completeness checks as defined by the team.

    Output

    • Prototype definitions of ready and done for your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.1.4 (Optional) Create your prototype definitions of done

    30-60 minutes

    Step 6:

    1. As a group, using the selected sample as your starting point, decide what changes need to be made (keep/add/delete/modify):

    Definition of Ready Checklist – For each user story:

    Disposition

    • Work was completed in a way that a professional would say they are satisfied with their work.
    Keep as is
    • Work has been seen by multiple team members.
    Delete
    • Work meets the criteria of satisfaction described by the customer.
    Modify to: "All acceptance criteria for the user story have been met"
    • The work is a part of a package that will be shared with the customer as soon as possible.
    Modify to: "The user story is ready to be demonstrated to Stakeholders"
    • The work and any learnings from doing the work has been documented.
    Keep as is
    • Completion of the work is known by and visible to all team members.
    Keep as is
    • The work has passed all quality, security, and completeness checks as defined by the team.
    Modify to: "Unit, smoke and regression testing has been performed (preferably automated), all tests were passed"
    Add: "Any performance related criteria associated with the story have been met"

    Output

    • Prototype definitions of ready and done for your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.1.4 (Optional) Create your prototype definitions of done

    30-60 minutes

    Step 7:

    1. As a group, capture and agree on your prototype Definition of Done*:

    Definition of Done

    Checklist – For each user story:

    When the user story is accepted by the product owner and is ready to be released.

    • Work was completed in a way that a professional would say they are satisfied with their work.
    • All acceptance criteria for the user story have been met.
    • The user story is ready to be demonstrated to stakeholders.
    • The work and any learnings from doing the work have been documented.
    • Completion of the work is known by and visible to all team members.
    • Unit, smoke, and regression testing has been performed (preferably automated), and all tests were passed.
    • Any performance-related criteria associated with the story have been met.

    Record the results in the Roadmap for Transition to Agile Template

    * This checklist helps Agile teams determine if the stories in their backlog are ready for sprint planning. As your team gains experience with Agile, tailor this list to your needs and follow it until the practice becomes second nature.

    Output

    • Prototype definitions of ready and done for your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Getting to "Agile DevOps Nirvana" is hard, but it's worth it.

    An image of the trail to climb Mount Everest, from camps 1-4

    Agile DevOps is a progression of cultural, behavioral, and process changes.
    It takes time.

    An image of the trail to climb Mount Everest, with the camps replaced by the steps to deploy Agile, to reach Agile/Devops Nirvana

    Agile DevOps may be hard, but it's worth it…

    It turns out Waterfall is not as good at reducing risk and ensuring delivery after all.

    CHAOS RESOLUTION BY AGILE VERSUS WATERFALL
    Size Method Successful Challenged Failed
    All Size Projects Agile 39% 52% 9%
    Waterfall 11% 60% 29%

    Standish Group; CHAOS REPORT 2015

    "I believe in this [Waterfall] concept, but the implementation described above is risky and invites failure."

    – Winston W. Royce

    Compare Waterfall to Agile

    Waterfall

    Agile

    Roles and Responsibilities

    Silo your resources

    Defined/segregated responsibilities

    Handoffs between siloes via documents

    Avoid siloes

    Collective responsibility

    Transitions instead of handoffs

    Belief System

    Trust the process

    Assign tasks to individuals

    Trust the delivery team

    Assign ownership/responsibilities to the team

    Planning Approach

    Create a detailed plan before work begins

    Follow the plan

    High level planning only

    The plan evolves over project lifetime

    Delivery Approach

    One and done (big bang delivery at end of project)

    Iterative delivery (regularly demonstrate working code)

    Governance Approach

    Phases and gates

    Artifacts and approvals

    Demo working tested code and get stakeholder feedback

    Support delivery team and eliminate roadblocks

    Approach to Stakeholders

    Involved at beginning and end of project

    "Arm's length" relationship with delivery team

    Involved throughout project (sprint by sprint)

    Closely involved with delivery team (through full time PO)

    Approach to Requirements/Scope

    One-time requirements gathering at start of project

    Scope is fixed at beginning of project ("carved in stone")

    On going requirements gathering and refinement over time

    Scope is roughly determined at beginning (expect change)

    Approach to Changing Requirements

    Treats change like it is "bad"

    Onerous CM process (discourages change)

    Scope changes "require approval" and are disruptive

    Accepts change as natural part of development.

    Light Change Management process (change is welcome)

    Scope changes are handled like all changes

    Hybrid SDLC: Wagile/Agilfall/WaterScrumFall

    Valuable product delivered in multiple releases

    A picture of a hybrid waterfall - Agile approach.

    If moving directly from Waterfall to Agile is too much for your organization, this can be a valuable interim step (but it won't give you the full benefits of Agile, so be careful about getting stuck here).

    Exercise 2.1.6 Identify the challenges of implementing Agile in your organization

    30-60 minutes

    1. As a group, discuss:
      1. Why being Agile may be difficult in your organization?
      2. What are some of the roadblocks and speed bumps you may face?
      3. What incremental steps might the organization take toward becoming Agile?

    Record the results in the Roadmap for Transition to Agile Template

    Output

    • Why being Agile is hard in your organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Step 2.2

    Align teams with Agile fundamentals

    Activities

    2.2.1 Review the results of your Common Agile Challenges Survey (30-60 minutes)
    2.2.2 Align your support with your top five challenges

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify your organization's biggest Agile pain points.

    Be aware of common Agile challenges

    The road to Agile is filled with potholes, speedbumps, roadblocks, and brick walls!

    1. Establish an effective product owner role (PO)
    2. Uncertainty about minimum viable product (MVP)
    3. How non-Agile teams (like architecture, infosec, operations, etc.) work with Agile teams
    4. Project governance/gating process
    5. What is the role of a PM/PMO in Agile?
    6. How to budget/plan Agile projects
    7. How to contract and work with an Agile vendor
    8. An Agile skills deficit (e.g. new-to-Agile teams who have difficulty "doing Agile right")
    9. General resistance to change in the organization
    10. Lack of Agile training, piloting, and coaching
    11. Different Agile approaches are used by different teams
    12. Backlog management and user story decomposition challenges
    13. Quality assurance challenges
    14. Hierarchical management practices and organization boundaries
    15. Difficulty with establishing autonomous Agile teams
    16. Lack of management support for Agile
    17. Poor Agile estimation practices
    18. Difficulty creating effective product roadmaps in Agile
    19. How do we know when an Agile project is ready to go live?
    20. Sprint goals are not being consistently met, or sprint deliverables that are full of bugs

    Exercise 2.2.1 Review the results of your Common Agile Challenges Survey

    30-60 minutes

    1. Using the results of your Common Agile Challenges Survey, fill in the bar chart with your top five pain points:

    A screenshot from Common Agile Challenges Survey

    Output

    • Your organization's biggest Agile pain points identified and prioritized

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.2.2 Align your support with your top five challenges

    30 minutes

    Using the Agile Challenges support mapping on the following slides, build your transformation plan and supporting resources. You can build your plan by individual team results or as an enterprise approach.

    Priority Agile Challenge Module Name and Sequence
    1
    1. Agile Foundations
    2. ?
    2
    1. Agile Foundations
    2. ?
    3
    1. Agile Foundations
    2. ?
    4
    1. Agile Foundations
    2. ?
    5
    1. Agile Foundations
    2. ?

    Output

    • Your organization's Agile Challenges transformation plan

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Map challenges to supporting modules

    Agile Challenges

    Supporting Resources

    Difficulty establishing an effective product owner (PO) or uncertainty about the PO role

    Modules:

    • Agile Foundations
    • Establish an Effective Product Owner Role
    Uncertainty about minimum viable product (MVP) and how to identify your MVP

    Modules:

    • Agile Foundations
    • Simulate Effective Scrum Practices
    How non-Agile teams (like architecture, info sec, operations, etc.) work with Agile teams

    Modules:

    • Agile Foundations
    • Work With Non-Agile Teams (Future)
    Project Governance/Gating processes that are unfriendly to Agile

    Modules:

    • Agile Foundations
    • Establish Agile-Friendly Gating (Future)
    Uncertainty about the role of a PM/PMO in Agile

    Modules:

    • Agile Foundations
    • Understand the role of PM/PMO in Agile Delivery (Future)
    Uncertainty about how to budget/plan Agile projects

    Modules:

    • Agile Foundations
    • Simulate Effective Scrum Practices
    • Understand Budgeting and Funding for Agile Delivery (Future)
    Creating an Agile friendly RFP/Contract (e.g. how to contract and work with an Agile vendor)

    Modules:

    • Agile Foundations
    • Work Effectively with Agile Vendors (Future)

    Note: Modules listed as (Future) are in development and may be available in draft format.

    Map challenges to supporting modules

    Agile Challenges

    Supporting Resources

    An Agile skills deficit (e.g. new-to-Agile teams who have difficulty "doing Agile right")

    Modules:

    • Agile Foundations
    General resistance in the organization to process changes required by Agile

    Modules:

    • Agile Foundations
    • Manage Organizational Change to Support Agile Delivery (Future)
    Lack of Agile training, piloting and coaching being offered by the organization

    Modules:

    • Agile Foundations
    Different Agile approaches are used by different teams, making it difficult to work together

    Modules:

    • Agile Foundations
    • Build Your Scrum Playbook (Future)
    Backlog management challenges (e.g. how to manage a backlog, and make effective use of Epics, Features, User Stories, Tasks and Bugs)

    Modules:

    • Agile Foundations
    • Manage Your Backlog Effectively
    Quality Assurance challenges (testing not being done well on Agile projects)

    Modules:

    • Agile Foundations
    • Establish Effect Quality Assurance for Agile Delivery (Future);
    • Use Test Automation Effectively (Future)
    Hierarchical management practices and organization boundaries make it difficult to be Agile

    Modules:

    • Agile Foundations
    • Manage Organizational Change to Support Agile Delivery (Future)

    Note: Modules listed as (Future) are in development and may be available in draft format.

    Map challenges to supporting modules

    Agile Challenges

    Supporting Resources

    Difficulty with establishing autonomous Agile teams (self managing, cross functional teams that are empowered by the organization to deliver)

    Modules:

    • Agile Foundations
    • Manage Organizational Change to Support Agile Delivery (Future)
    Lack of management support for Agile

    Modules:

    • Agile Foundations
    • Manage Organizational Change to Support Agile Delivery (Future)
    Poor understanding of Agile estimation techniques and how to apply them effectively

    Modules:

    • Agile Foundations
    • Estimation Module
    Difficulty creating effective product roadmaps in Agile

    Modules:

    • Agile Foundations
    • Product Roadmapping Tool
    How do we know when an Agile project is ready to go live

    Modules:

    • Agile Foundations
    • Decide When to Go Live (Future)
    Sprint goals are not being consistently met, or Sprint deliverables that are full of bugs

    Modules:

    • Agile Foundations
    • Establish Effect Quality Assurance for Agile Delivery (Future);
    • Use Test Automation Effectively (Future)

    Note: Modules listed as (Future) are in development and may be available in draft format.

    Map challenges to supporting blueprints

    Agile Challenges

    Supporting Resources

    Difficulty establishing an effective product owner (PO) or uncertainty about the PO role

    Blueprints: Build a Better Product Owner; Managing Requirements in an Agile Environment

    Uncertainty about minimum viable product (MVP) and how to identify your MVP

    Blueprints: Deliver on Your Digital Product Vision; Managing Requirements in an Agile Environment

    How non-Agile teams (like architecture, info sec, operations, etc.) work with Agile teams

    Blueprints: Create a Horizontally Optimized SDLC to Better Meet Business Demands, Extend Agile Practices Beyond IT, Implement DevOps Practices That Work; Build Your BizDevOps Playbook, Embed Security into the DevOps Pipeline

    Project Governance/Gating processes that are unfriendly to Agile

    Blueprints: Streamline Your Management Process to Drive Performance, Drive Business Value With a Right-Sized Project Gating Process

    Uncertainty about the role of a PM/PMO in Agile

    Blueprints: Define the Role of Project Management in Agile and Product-Centric Delivery, Create a Horizontally Optimized SDLC to Better Meet Business Demands

    Uncertainty about how to budget/plan Agile projects

    Blueprints: Identify and Reduce Agile Contract Risk

    Creating an Agile friendly RFP/Contract (e.g. how to contract and work with an Agile vendor)

    Blueprints: Identify and Reduce Agile Contract Risk

    Note: Modules listed as (Future) are in development and may be available in draft format.

    Map challenges to supporting blueprints

    Agile Challenges

    Supporting Resources

    An Agile skills deficit (e.g. new-to-Agile teams who have difficulty "doing Agile right")

    Blueprints: Perform an Agile Skills Assessment; Mentoring for Agile Teams

    General resistance in the organization to process changes required by Agile

    Blueprints: Master Organizational Change Management Practices

    Lack of Agile training, piloting and coaching being offered by the organization

    Blueprints: Perform an Agile Skills Assessment; Mentoring for Agile Teams

    Different Agile approaches are used by different teams, making it difficult to work together

    Blueprints: Create a Horizontally Optimized SDLC to Better Meet Business Demands, Extend Agile Practices Beyond IT

    Backlog management challenges (e.g. how to manage a backlog, and make effective use of epics, features, user stories, tasks and bugs)

    Blueprints: Deliver on Your Digital Product Vision, Managing Requirements in an Agile Environment

    Quality Assurance challenges (testing not being done well on Agile projects)

    Blueprints: Build a Software Quality Assurance Program, Automate Testing to Get More Done

    Hierarchical management practices and organization boundaries make it difficult to be Agile

    Blueprints: Master Organizational Change Management Practices

    Map challenges to supporting blueprints

    Agile Challenges

    Supporting Resources

    Difficulty with establishing autonomous Agile teams (self managing, cross functional teams that are empowered by the organization to deliver)

    Blueprints: Master Organizational Change Management Practices

    Lack of management support for Agile

    Blueprints: Master Organizational Change Management Practices

    Poor understanding of Agile estimation techniques and how to apply them effectively

    Blueprints: Estimate Software Delivery with Confidence, Managing Requirements in an Agile Environment

    Difficulty creating effective product roadmaps in Agile

    Blueprints: Deliver on Your Digital Product Vision

    How do we know when an Agile project is ready to go live

    Blueprints: Optimize Applications Release Management,Drive Business Value With a Right-Sized Project Gating Process, Managing Requirements in an Agile Environment

    Sprint goals are not being consistently met, or sprint deliverables that are full of bugs

    Blueprints: Build a Software Quality Assurance Program, Automate Testing to Get More Done, Managing Requirements in an Agile Environment

    Step 2.3

    Move stepwise to iterative Agile delivery (Optional)

    Activities

    2.3.1 (Optional) Identify a hypothetical project
    2.3.2 (Optional) Capture your traditional delivery approach
    2.3.3 (Optional) Consider what a two-phase delivery looks like
    2.3.4 (Optional) Consider what a four-phase delivery looks like
    2.3.5 (Optional) Consider what a four-phase delivery with monthly sprints looks like
    2.3.6 (Optional) Decide on your target state and the steps required to get there

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Understand the changes that must take place in your organization to support a more Agile delivery approach.

    Moving stepwise from traditional to Agile

    Your transition to Agile and more frequent releases doesn't need to be all at once. Organizations may find it easier to build toward smaller iterations.

    An image of the stepwise approach to adopting Agile.

    Exercise 2.3.1 (Optional) Identify a hypothetical project

    15-30 minutes

    1. As a group, consider some typical, large, mission-critical system deliveries your organization has done in the past (name a few as examples).
    2. Imagine a project like this has been assigned to your team, and the plan calls for delivering the system using your traditional delivery approach and taking two years to complete.
    3. Give this imaginary project a name (e.g. traditional project, our project).

    Name of your imaginary 2-year long project:

    e.g. Big Bang ERP

    Brief Project Description:

    e.g. Replace home-grown legacy ERP with a modern COTS product in a single release scheduled to be delivered in 24 months

    Record this in the Roadmap for Transition to Agile Template

    Info-Tech Best Practice

    For best results, complete these sub-exercises with representatives from as many functional areas as possible
    (e.g. stakeholders, project management, business analysis, development, testing, operations, architecture, infosec)

    Output

    • An imaginary delivery project that is expected to take 2 years to complete

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.2 (Optional) Capture your traditional delivery approach

    30 minutes

    1. As a group, discuss and capture the high-level steps followed (after project approval) in your traditional delivery approach using the table below and on the next page.

    Step

    Description

    Who is involved

    1
    • Gather detailed requirements (work with project stakeholders to capture all requirements of the system and produce a Detailed Requirements Document)

    PM, Business Analysts, Stakeholders, etc.

    2
    • Produce a Detailed Design Document (develop a design that will meet all requirements identified in the Detailed Requirements Document)
    • Produce a Detailed Test Plan for acceptance of the system
    • Produce a Detailed Project Plan for the system delivery
    • Perform threat and privacy assessment (using the detailed requirements and design documents, perform a Threat Risk Assessment and Privacy Impact Analysis)
    • Submit detailed design to Architecture Review Board
    • Provide Operations with full infrastructure requirements
    PM, Architects, InfoSec, ARB, Operations, etc.
    3
    • Develop software (follow the Detailed Design Document and develop a system which meets all requirements)
    • Perform Unit Testing on all modules of the system as they are developed
    PM, Developers, etc.
    4
    • Create Production Environment based on project specification
    • Perform Integration testing of all modules to ensure the system works as designed
    • Produce an Integration Test Report capturing the results of testing and any deficiencies
    PM, Testers, etc.
    5
    • Fix all Sev 1 and Sev 2 deficiencies found during Integration Testing
    • Perform regression testing
    • Perform User Acceptance Testing as per the Detailed Test Plan
    PM, Developers, Testers, Stakeholders, etc.
    6
    • Product Deployment Plan
    • Perform User and Operations Training
    • Produce updated Threat Risk Assessment and Privacy Impact Analysis
    • Seek CAB (Change Approval Board) approval to go live
    PM, Developers, Testers, Operations, InfoSec, CAB, etc.
    7
    • Close out and Lessons Learned
    • Verify value delivery
    PM, etc.

    Output

    • The high-level steps in your current (traditional) delivery approach and who is involved in each step

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.2 (Optional) Capture your traditional delivery approach

    Step

    Description

    Who is involved

    1
    • Gather detailed requirements (work with project stakeholders to capture all requirements of the system and produce a Detailed Requirements Document)

    PM, Business Analysts, Stakeholders, etc.

    2
    • Produce a Detailed Design Document (develop a design that will meet all requirements identified in the Detailed Requirements Document)
    • Produce a Detailed Test Plan for acceptance of the system
    • Produce a Detailed Project Plan for the system delivery
    • Perform threat and privacy assessment (using the detailed requirements and design documents, perform a Threat Risk Assessment and Privacy Impact Analysis)
    • Submit detailed design to Architecture Review Board
    • Provide Operations with full infrastructure requirements
    PM, Architects, InfoSec, ARB, Operations, etc.
    3
    • Develop software (follow the Detailed Design Document and develop a system which meets all requirements)
    • Perform Unit Testing on all modules of the system as they are developed
    PM, Developers, etc.
    4
    • Create Production Environment based on project specification
    • Perform Integration testing of all modules to ensure the system works as designed
    • Produce an Integration Test Report capturing the results of testing and any deficiencies
    PM, Testers, etc.
    5
    • Fix all Sev 1 and Sev 2 deficiencies found during Integration Testing
    • Perform regression testing
    • Perform User Acceptance Testing as per the Detailed Test Plan
    PM, Developers, Testers, Stakeholders, etc.
    6
    • Product Deployment Plan
    • Perform User and Operations Training
    • Produce updated Threat Risk Assessment and Privacy Impact Analysis
    • Seek CAB (Change Approval Board) approval to go live
    PM, Developers, Testers, Operations, InfoSec, CAB, etc.
    7
    • Close out and Lessons Learned
    • Verify value delivery
    PM, etc.

    Output

    • The high-level steps in your current (traditional) delivery approach and who is involved in each step

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.3 (Optional) Consider what a two-phase delivery looks like

    30 minutes

    1. As a group, imagine that project stakeholders tell you two years is too long to wait for the project, and they want to know if they can have something (even if it's not the whole thing) in production sooner.
    2. Now imagine that you are able to convince the stakeholders to work with you to do the following:
      1. Identify their most important project requirements.
      2. Work with you to describe a valuable subset of the project requirements which reflect about ½ of all features they need (call this Phase 1).
      3. Work with you to get this Phase 1 of the project into production in about 1 year.
      4. Agree to leave the remaining requirements (e.g. the less important ones) until Phase 2 (second year of project).
    3. As a group, identify:
      1. How hard this would be for your organization to do, on a scale of 1 to 10.
      2. Identify what changes are needed to make this happen (consider people, processes, and technology).
      3. Capture your results using the table on the following slide.

    Output

    • The high-level steps in your current (traditional) delivery approach and who is involved in each step

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.3 (Optional) Consider what a two-phase delivery looks like

    30 minutes

    1. What would be needed to let you deliver a two-year project in two one-year phases considering people, process, and technology?

    People

    Processes

    Technology

    • e.g. Stakeholders would need to make hard decisions about which features are more valuable/important than others (and stick to them)
    • e.g. Delivery team and stakeholders would need to work closely together to determine what is a feasible and valuable set of features which can go live in Phase 1
    • e.g. Operations will need to be prepared to support Phase 1 (earlier than before), and then support an updated system after Phase 2
    • e.g. No significant change to traditional processes other than delivering in two phases
    • e.g. Need to decide whether requirements for the full project need to be gathered up front, or do you just do Phase 1, and then Phase 2
    • e.g. No significant changes other than we need a production environment sooner, and infrastructure requirements for the full project may be different from what is needed just for Phase 1

    How difficult would this be to achieve in your organization? (1-easy, 10-next to impossible)

    e.g. 2

    Output

    • Understand how your organization would deliver a large project in two phases

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.4 (Optional) Consider what a four-phase delivery looks like

    30 minutes

    1. Now, imagine that project stakeholders tell you that even one year is still too long to wait for something of value in production, and they want to know if they can have something (even if it's not the whole thing) in production sooner.
    2. Now imagine that you are able to convince the stakeholders to work with you to do the following:
      1. From the "Phase 1" requirements in Exercise 2.3.3, they will identify the most important ones that they need first.
      2. They will work with you to describe a valuable subset of these project requirements which reflect about ½ of all features they need (call this Phase 1A).
      3. They will work with you to get this Phase 1A of the project into production in about six months.
      4. Agree to leave all the remaining requirements (e.g. the less important ones) until later phases.
    1. As a group, identify:
      1. How hard this would be for your organization to do, on a scale of 1 to 10?
      2. Identify what changes are needed to make this happen (consider people, processes, and technology).
      3. Capture your results using the table on the following slide.

    Output

    • Understand how your organization would deliver a large project in two phases

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.4 (Optional) Consider what a four-phase delivery looks like

    30 minutes

    1. What more would be needed to let you deliver a two-year project in four, six-month phases considering people, process, and technology?

    People

    Processes

    Technology

    • e.g. Stakeholders would need to make even harder (and faster) decisions about which features are most valuable/important than others.
    • e.g. Because we will be delivering releases so quickly, we'll ask the stakeholders to nominate a "primary contact" who can make decisions on requirements for each phase (also to answer questions from the project team, when needed, so they aren't slowed down).
    • e.g. Delivery team and the "primary contact" would work closely together to determine what is a feasible and valuable set of features to go live within Phase 1A, and then repeat this for the remaining Phases.
    • e.g. Operations will need to be prepared to support Phase 1A (even earlier than before), and then support the remaining phases. Ask them to dedicate someone as primary contact for this series of releases, and who provides guidance/support as needed.

    e.g. Heavy and time-consuming process steps (e.g. architecture reviews, data modelling, infosec approvals, change approval board) will need to be streamlined and made more "iteration-friendly."

    e.g. Gather detailed requirements only for Phase 1A, and leave the rest as high-level requirements to be more fully defined at the beginning of each subsequent phase.

    • e.g. We will need (at a minimum) a Production, and a Pre-production environment set up (and earlier in the project lifecycle) and solid regression testing at the end of each phase to ensure the latest Release doesn't break anything.
    • e.g. Since we will be going into production multiple times over this 2-year project, we should consider using automation (e.g. automated build, automated regression testing, and automated deployment).

    How difficult would this be to achieve in your organization? (1-easy, 10-next to impossible)

    e.g. 5

    Output

    • Understand how your organization would deliver a large project in two phases

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.5 (Optional) Consider what a four-phase delivery with monthly sprints looks like

    30 minutes

    1. Now, imagine that project stakeholders tell you that they are happy with the six-month release approach (e.g. expect to go live four times over the two-year project, with each release providing increased functionality), but they want to see your team's progress frequently between releases.
    2. Additionally, stakeholders tell you that instead of asking you to provide the traditional monthly project status reports, they want you to demonstrate whatever features you have built and work for the system on a monthly basis. This will be done in the form of a demonstration to a selected list of stakeholders each month.
    3. Each month, your team must show working, tested code (not prototypes or mockups, unless asked for) and demonstrate how this month's deliverable brings value to the business.
    4. Furthermore, the stakeholders would like to be able to test out the system each month, so they can play with it, test it, and provide feedback to your team about what they like and what they feel needs to change.
    5. To help you to achieve this, the stakeholders designate their primary contact as the "product owner" (PO) who will be dedicated to the project and will help your team to decide what is being delivered each month. The PO will be empowered by the stakeholders to make decisions on scope and priority on an expedited basis and will also answer questions on their behalf when your team needs guidance.
    6. You agree with the stakeholders these one-month deliverables will be called "sprints."

    Output

    • Understand how your organization would deliver a large project in two phases

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.5 (Optional) Consider what a four-phase delivery with monthly sprints looks like

    30 minutes

    1. What more would be needed to let you deliver a two-year project in 24 one-month sprints (plus four six-month releases) considering people, process, and technology?

    People

    Processes

    Technology

    • e.g. The team will need to work closely with the product owner (and/or stakeholders) on a continuous basis to understand requirements and their relative priority
    • e.g. Stakeholders will need to be available for demos and testing at the end of each sprint, and provide feedback to the team as quickly as possible
    • e.g. all functional siloes within IT (e.g. analysts, architects, infosec, developers, testers, operations) will need to work hand in hand on a continuous basis to deliver working tested code into a demo/test environment at the end of each sprint
    • e.g. there isn't enough time in each sprint to have team members working in siloes, instead, we will need to work together as a team to ensure that all aspects of the sprint (requirements, design, build, test, etc.) are worked on as needed (team is equally and collectively responsible for delivery of each sprint)
    • e.g. We can't deliver much in 1-month sprints if we work in siloes and are expected to do traditional documentation and handoffs (e.g. requirements document), so we will use a fluid project backlog instead of requirements documents, we will evolve our design iteratively over the course of the many sprints, and we will need to streamline the CAB process to allow for faster (more frequent) deployments
    • e.g. We will need to evolve the system's data model iteratively over the course of many sprints (rather than a one-and-done approach at the beginning of the project)
    • e.g. We will need to quickly decide the scope to be delivered in each sprint (focusing on highest value functionality first). Each sprint should have a well-defined "goal" that the team is trying to achieve
    • We will need any approval processes (e.g. architecture review, infosec review, CAB approval) to be streamlined and simplified in order to support more frequent and iterative deployment of the system
    • e.g. We will need to maximize our use of automation (build, test, and deploy) in order to maximize what we can deliver in each sprint (Note: the ROI on automation is much higher when we deliver in sprints than in a one-and-done delivery because we are iterating repeatedly over the course of the project
    • e.g. We will need to quickly stand-up environments (dev, test, prod, etc.) and to make changes/enhancements to these environments quickly (it makes sense to leverage infrastructure as a service [IaaS] techniques here)
    • e.g. We will need to automate our security related testing (e.g. static and dynamic security testing, penetration testing, etc.) so that it can be run repeatedly before each release moves into production. We may need to evolve this automated testing with each sprint depending on what new features/functions are being delivered in each release

    How difficult would this be to achieve in your organization? (1-easy, 10-next to impossible)

    e.g. 8

    Output

    • Understand how your organization would deliver a large project in two phases

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.6 (Optional) Define the steps to reach your target state

    30 minutes

    1. From Exercises 2.3.1-2.3.5, identify your current state on the stepwise transition from traditional to Agile (e.g. one-and-done).
    2. Then, identify your desired future state (e.g. 24 one-month sprints with six-month releases).
    3. Now, review your people, process, and technology changes identified in Exercises 2.3.1-2.3.5 and create a roadmap for this transition using the table on the next slide.

    Identify your current state from Exercises 2.3.1-2.3.5

    e.g. One-and-done

    Identify your desired state from Exercises 2.3.1-2.3.5

    e.g. 24x1 Month Sprints

    Output

    • A roadmap and timeline for adopting a more Agile delivery approach

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.3.6 (Optional) Define the steps to reach your target state

    30 minutes

    1. Fill in the table below with your next steps. Identify who will be responsible for each step along with the timeline for completion: "Now" refers to steps you will take in the immediate future (e.g. days to weeks), "Next" refers to steps you will take in the medium term (e.g. weeks to months), and "Later" refers to long-term items (e.g. months to years).

    Now

    Next Later

    What are you going to do now?

    What are you going to do very soon?

    What are you going to do in the future?

    Roadmap Item

    Who

    Date

    Roadmap Item

    Who

    Date

    Roadmap Item

    Who

    Date

    Work with Stakeholders to identify a product owner for the project.

    AC

    Jan 1

    Break down full deliverable into 4 phases with high level requirements for each phase

    DL

    Feb 15

    Work with operations to set up Dev, Test, Pre-Prod, and Prod environments for first phase (make use of automation/scripting)

    DL

    Apr 15

    Work with PO and stakeholders to help them understand Agile approach

    Jan 15

    Work with PO to create a project backlog for the first phase deliverable

    JK

    Feb 28

    Work with QA group to select and implement test automation for the project (start with smoke and regression tests)

    AC

    Apr 30

    Work with project gating body, architecture, infosec and operations to agree on incremental deliveries for the project and streamlined activities to get there

    AC

    Mar 15

    Record the results in the Roadmap for Transition to Agile Template

    Output

    • A roadmap and timeline for adopting a more Agile delivery approach

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Step 2.4

    Identify insights and team feedback

    Activities

    2.4.1 Identify key insights and takeaways
    2.4.2 Perform an exit survey

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify your key insights and takeaways from Phase 2

    Exercise 2.4.1 Identify key insights and takeaways

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What key insights have participants gained from the intro to Agile presentation?
      2. What if any takeaways do participants feel are needed as a result of the presentation?
      3. What changes need to be made in the organization to support/enhance Agile adoption?
    2. Capture your findings in the table below:
    What key insights have you gained? What takeaways have you identified?
    • (e.g. better understanding of Agile mindset, principles, and practices)
    • (e.g. how you can improve/spread Agile practices in the organization)

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Exercise 2.4.2 Perform an exit survey

    30 minutes

    1. Wrap up this section by addressing any remaining questions participants still have.
    2. Create your local exit survey by copying the template using the link below. Then copy and distribute your local survey link.
    3. Collect the consolidated survey results in preparation for your next steps.
    4. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst can send the survey for you. Alternatively, this survey can be done with sticky notes and a pen and paper to calculate the outcomes.

    Download Survey Template:

    Develop Your Agile Approach Exit Survey Template

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Agile Modules

    Prioritize Agile support with your top challenges

    Backlog Management

    Scrum Simulation

    Estimation

    Product Owner

    Product Roadmapping

    1: User stories and the art of decomposition

    2: Effective backlog management & refinement

    3: Identify insights and team feedback

    1: Scrum sprint planning and retrospective simulation

    2: Pass the balls – sprint velocity game

    1: Improve product backlog item estimation

    2: Agile estimation fundamentals

    3: Understand the wisdom of crowds

    4: Identify insights and team feedback

    1: Understand product management fundamentals

    2: The critical role of the product owner

    3: Manage effective product backlogs and roadmaps

    4: Identify insights and team feedback

    1: Identify your product roadmapping pains

    2: The six "tools" of product roadmapping

    3: Product roadmapping exercise

    Organizations often struggle with numerous pain points around Agile delivery.
    The Common Agile Challenges Survey results will help you identify and prioritize the organization's biggest (most cited) pain points. Treat these pain points like a backlog and address the biggest ones first.

    Agile modules provide supporting activities:
    Each module provides guidance and supporting activities related to a specific Agile challenge from your survey. These modules can be arranged to meet each organization's or team's needs while providing cohesive and consistent messaging. For additional supporting research, please visit the Agile / DevOps Resource Center.
    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Backlog Management Module

    Manage your backlog effectively

    Activities

    Backlog 1.1 Identify your backlog and user story decomposition pains
    Backlog 1.2 What are user stories and why do we use them?
    Backlog 1.3 User story decomposition: password reset
    Backlog 1.4 (Optional) Decompose a real epic

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of backlog management and user story decomposition.

    Backlog Exercise 1.1 Identify your backlog and user story decomposition pains

    30-60 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What specific challenges you are facing with backlog management
      2. What specific challenges you are facing with user story decomposition
    1. Capture your findings in the table below:

    What are your specific backlog management and user story decomposition challenges?

    • (e.g. We have trouble telling the difference between epics, features, user stories, and tasks)
    • (e.g. We often don't finish all user stories in a sprint because some of them turn out to be too big to complete in one sprint)

    Output

    • Your specific backlog management and user story decomposition challenges

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    User stories and the art of decomposition

    User stories are core to Agile delivery.

    Good user story decomposition practices are key to doing Agile effectively.

    Agile doesn't use traditional "shoulds" and "shalls" to capture requirements

    Backlog Exercise 1.2 What are user stories and why do we use them?

    30-60 minutes

    1. User stories are a simple way of capturing requirements in Agile and have the form:

    Why do we capture requirements as user stories (what value do they provide)?

    How do they differ from traditional (should/shall) requirements (and are they better)?

    What else stands out to you about user stories?

    as a someone I want something so that achieve something.

    Example:
    As a banking customer, I want to see the current balance of my accounts so that I can know how much money I have in each account.

    Output

    • A better understanding of user stories and why they are used in Agile delivery

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    User stories are "placeholders for conversations"

    User stories enable collaboration and conversations to fully determine actual business requirements over time.

    e.g. As a banking customer, I want to see the current balance of my accounts so that I can know how much money I have in each account.

    Requirements, determined within the iterations, outline the steps to complete the story: how the user will access their account, the types of funds allowed, etc.

    User stories allow the product owners to prioritize and manage the product needs (think of them as "virtual sticky notes").

    User stories come in different "sizes"

    These items form a four-level hierarchy: epics, features, user stories, and tasks.
    They are collectively referred to as product backlog items or (PBIs)

    A table with the following headings: Agile; Waterfall; Relationship; Definition

    The process of taking large PBIs (e.g. epics and features) and breaking them down in to small PBIs (e.g. user stories and tasks) is called user story decomposition and is often challenging for new-to-Agile teams

    Backlog Exercise 1.3 User story decomposition: password reset

    30-60 minutes

    1. As a group, consider the following feature, which describes a high-level requirement from a hypothetical system:
      • FEATURE: As a customer, I want to be able to set and reset my password, so that I can transact with the system securely.
    2. Imagine your delivery team tells you that this is user story is too large to complete in one sprint, so they have asked you to decompose it into smaller pieces. Work together to break this feature down into several smaller user stories:
    User Story 1: User Story 2: User Story 3:
    As A I Want So That. As A I Want So That. As A I Want So That.

    Output

    • An epic which has been decomposed into smaller user stories which can be completed independently

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Backlog Exercise 1.3 User story decomposition: password reset

    Epic: As a customer, I want to be able to set and reset my password, so that I can transact securely.

    A single epic can be broken down into multiple user stories

    User Story 1: User Story 2: User Story 3: User Story 4:
    This is a picture of user story 1 This is a picture of user story 2 This is a picture of user story 3 This is a picture of user story 4

    Acceptance Criteria:
    Given that the customer has a password that they want to change,
    When the administrator clicks reset password on the admin console,
    Then the system will change the password and send it to the user.

    Acceptance Criteria:
    Given that the customer has a password that they want to change,
    When they click reset password in the system,
    Then the system will allow them to choose a new password and will save it the password and send it to the user.

    Acceptance Criteria:
    Given that the customer has not logged onto the system before,
    When they initially log in,
    Then the system will prompt them to change their password.

    Acceptance Criteria:
    Given that a password is stored in the database,
    When anyone looks at the password field in the database,
    Then the actual password will not be visible or easily decrypted.

    Are enablers included in your backlogs? Should they be?

    An enabler is any support activity needed to provide the means for future functionality. Enablers build out the technical foundations (e.g. architecture) of the product and uphold technical quality standards.

    Your audience will dictate the level of detail and granularity you should include in your enabler, but it is a good rule of thumb to stick to the feature level.

    Enablers

    Description

    Enabler Epics

    Non-functional and other technical requirements that support your features (e.g. data and system requirements)

    Enabler Capabilities of Features

    Enabler Stories

    Consider the various types of enabler

    Exploration

    Architectural

    Any efforts toward learning customer or user needs and creation of solutions and alternatives. Exploration enablers are heavily linked to learning milestones.

    Any efforts toward building components of your architecture. These will often be linked to delivery teams other than your pure development team.

    Infrastructure

    Compliance

    Any efforts toward building various development and testing environments. Again, these are artifacts that will relate to other delivery teams.

    Any efforts toward regulatory and compliance requirements in your development activities. These can be both internal and external.

    Source: Scaled Agile, "Enablers."

    Create, split, and bundle your PBIs

    The following questions can be helpful in dissecting an epic down to the user story level. The same line of thinking can also be useful for bundling multiple small PBIs together.

    An image showing how to Create, split, and bundle your PBIs

    Backlog Exercise 1.4 (Optional)
    Decompose a real epic

    30 minutes

    1. As a group, select a real epic or feature from one of your project backlogs which needs to be decomposed:
    2. Work together to decompose this epic down into several smaller features and/or user stories (user stories must be small enough to reasonably be completed within a sprint):

    Epic to be decomposed:

    As a ____ I want _____ so that ______

    User Story 1: User Story 2: User Story 3:
    As A I Want So That. As A I Want So That. As A I Want So That.

    Output

    • A real epic from your project backlog which has been decomposed into smaller features and user stories

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Backlog Management Module

    Manage your backlog effectively

    Activities

    Backlog 2.1 Identify enablers and blockers

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Backlog PBI filters.
    • A better understanding of backlog types and levels.

    Effective backlog management and refinement

    Working with a tiered backlog

    an image showing the backlog tiers: New Idea; Ideas; Qualified; Ready - sprint.

    Use a tiered approach to managing your backlog, and always work on the highest priority items first.

    Distinguish your specific goals for refining in the product backlog vs. planning for a sprint itself

    Often backlog refinement is used interchangeably or considered a part of sprint planning. The reality is they are very similar, as the required participants and objectives are the same however, there are some key differences.

    An image of a Venn diagram comparing Backlog Refinement to sprint Planning.

    A better way to view them is "pre-planning" and "planning."

    A backlog stores and organizes PBIs at various stages of readiness

    A well-formed backlog can be thought of as a DEEP backlog:

    • Detailed Appropriately: Product backlog items (PBIs) are broken down and refined as necessary.
    • Emergent: The backlog grows and evolves over time as PBIs are added and removed.
    • Estimated: The effort a PBI requires is estimated at each tier.
    • Prioritized: The PBIs value and priority are determined at each tier.

    (Perforce, 2018)

    An image showing the Ideas; Qualified; Ready; funnel leading to the sprint approach.

    Backlog tiers facilitate product planning steps

    An image of the product planning steps facilitated by Backlog Tiers

    Each activity is a variation of measuring value and estimating effort to validate and prioritize a PBI.

    A PBI meets our definition of done and passes through to the next backlog tier when it meets the appropriate criteria. Quality filters should exist between each tier.

    Backlog Exercise 2.1 Build a starting checklist of quality filters

    60 minutes

    1. Quality filters provide a checklist to ensure each Product Backlog Item (PBI) meets our definition of Done and is ready to move to the next backlog group (status).
    2. Create a checklist of basic descriptors that must be completed between each backlog level.
    3. If you completed this exercise in a different Module, review and update it here.
    4. Use this information to start your product strategy playbook in Deliver on Your Digital Product Vision.

    An image of the backlog tiers, identifying where product backlog and sprint backlog are

    Output

    • List of enablers and blockers to establishing product owners

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Outline the criteria to proceed to the next tier via quality filters

    Expand the concepts of defining "ready" and "done" to include the other stages of a PBIs journey through product planning.

    An image showing the approach you will use to Outline the criteria to proceed to the next tier via quality filters

    Info-Tech Insight: A quality filter ensures quality is met and teams are armed with the right information to work more efficiently and improve throughput.

    Define product value by aligning backlog delivery with roadmap goals

    In each product plan, the backlogs show what you will deliver. Roadmaps identify when and in what order you will deliver value, capabilities, and goals.

    Facilitator slides: Explaining MVP

    Notes and Instructions

    The primary intent of this exercise is to explain the complex notion of MVP (it is one of the most misunderstood and contentious issues in Agile delivery). The exercise is intended to explain it in a simple and digestible way that will fundamentally change participants' understanding of MVP.

    Note that the slide contains animations.

    Imagine that your stakeholder tells you they want a blue 4-door sedan (consider this our "MVP" at this point), and you decide to build it the traditional way. As you build it (tires, then frame, then body, then joint body with frame and install engine), the stakeholder doesn't have anything they can use, and so they are only happy (and able to get value) at the end when the entire car is finished (point out the stakeholder "faces" go from unhappy to happy in the end).
    Animation 1:
    When we use Agile methods, we don't want to wait until the end before we have something the stakeholders can use. So instead of waiting until the entire car is completed, we decide our first iteration will be to give the stakeholder "a simple (blue) wheeled transportation device"…namely a skateboard that they can use for a little while (it's not a car, but it is something the stakeholder can use to get places).
    Animation 2:
    After the stakeholder has tried out the skateboard, we ask for feedback. They tell us the skateboard helped them to get around faster than walking, but they don't like the fact that it is so hard to maintain your balance on it. So, we add a handle to the skateboard to turn it into a scooter. The stakeholder then uses the scooter for a while. Stakeholder feedback says staying balanced on the scooter is much easier, but they don't have a place to put groceries when they go shopping, so can we do something about that?
    (Continued on next slide…)

    Facilitator slides: Explaining MVP

    Notes and Instructions
    Animation 3:
    Next, we build the stakeholder a bicycle and let them use it for a while before asking for feedback. The stakeholder tells us they love the bicycle, but they admit they get tired on long trips, so is there something we can do about that?
    Animation 4:
    So next we add a motor to the bicycle to turn it into a motorcycle, and again we give it to the stakeholder to use for a while. When we ask the stakeholder for feedback, they tell us that they love the motorcycle so much because they love the feeling of the wind in their hair, they've decided that they no longer want a 4-door sedan, but instead would prefer a blue 2-door convertible.
    Animation 5:
    And so, for our last iteration, we build the stakeholder what they actually wanted (a blue 2-door convertible) instead of what they asked for (a blue 4-door sedan), and we see that they are happier than they would have been if we had delivered the traditional way.

    INSIGHTS:

    • An MVP cannot be fully known at the beginning of a project (it is the "journey" of creating the MVP with stakeholders that defines what it looks like in the end).
    • Sometimes, stakeholders don't (or can't) know what they want until they see it.
    • There is no "straight path" to your MVP, you determine the path forward based on what you learned in the previous iterations.
    • This approach is part of the "power of Agile" and demonstrates why Agile can produce better outcomes and happier stakeholders.

    Understanding minimum viable product

    NOT Like This:

    This is a series of images. The top half of the image, shows building a car by starting with the wheels. The bottom Image shows the progression from skateboard, to scooter, to bike, to motorcycle, to car.

    It's Like This:

    Use iterations to maximize value delivery

    An image showing how to use iterations to maximize value delivery.

    Use iterations to reduce accumulated risk

    An image showing how to use iterations to reduce accumulated risk.

    Understanding MVP
    (always be ready to go live)

    A great and wise pharaoh hires two architects to build his memorial pyramids.

    An image shows two architects contribution to pyramid construction.

    Understanding MVP
    (always be ready to go live)

    Several years go by, and then…

    The pharaoh is on his death bed.

    Backlog Management Module

    Manage your backlog effectively

    Activities

    Backlog 3.1 Identify key insights and takeaways
    Backlog 3.2 Perform exit survey and capture results

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify your key insights and takeaways.

    Backlog Exercise 3.1 Identify key insights and takeaways

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What key insights have participants gained from the Intro to Agile presentation?
      2. What if any takeaways do participants feel are needed as a result of the presentation?
      3. What changes need to be made in the organization to support/enhance Agile adoption?
    2. Capture your findings in the table below:

    What key insights have you gained?

    What takeaways have you identified?

    • (e.g. better understanding of Agile mindset, principles, and practices)
    • (e.g. how you can improve/spread Agile practices in the organization)

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Backlog Exercise 3.2 Perform an exit survey

    30 minutes

    1. Wrap up this section by addressing any remaining questions participants still have.
    2. Create your local exit survey by copying the template using the link below. Then copy and distribute your local survey link.
    3. Collect the consolidated survey results in preparation for your next steps.
    4. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst can send the survey for you. Alternatively, this survey can be done with sticky notes and a pen and paper to calculate the outcomes.

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Download Survey Template:

    Develop Your Agile Approach Exit Survey Template

    Agile Modules

    Prioritize Agile support with your top challenges

    Backlog Management

    Scrum Simulation

    Estimation

    Product Owner

    Product Roadmapping

    1: User stories and the art of decomposition

    2: Effective backlog management & refinement

    3: Identify insights and team feedback

    1: Scrum sprint planning and retrospective simulation

    2: Pass the balls – sprint velocity game

    1: Improve product backlog item estimation

    2: Agile estimation fundamentals

    3: Understand the wisdom of crowds

    4: Identify insights and team feedback

    1: Understand product management fundamentals

    2: The critical role of the product owner

    3: Manage effective product backlogs and roadmaps

    4: Identify insights and team feedback

    1: Identify your product roadmapping pains

    2: The six "tools" of product roadmapping

    3: Product roadmapping exercise

    Organizations often struggle with numerous pain points around Agile delivery.
    The Common Agile Challenges Survey results will help you identify and prioritize the organization's biggest (most cited) pain points. Treat these pain points like a backlog and address the biggest ones first.

    Agile modules provide supporting activities:
    Each module provides guidance and supporting activities related to a specific Agile challenge from your survey. These modules can be arranged to meet each organization's or team's needs while providing cohesive and consistent messaging. For additional supporting research, please visit the Agile / DevOps Resource Center.
    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Scrum Simulation Module

    Scrum sprint planning and retrospective simulation

    Activities

    1.1 Identify your scrum pains
    1.2 Review scrum simulation intro
    1.3 Create a mock backlog
    1.4 Review sprint 0
    1.5 Determine a budget and timeline
    1.6 Understand minimum viable product
    1.7 Plan your first sprint
    1.8 Do a sprint retrospective
    1.9 "What if" exercise (understanding what a fluid backlog really means)
    1.10 A sprint 1 example
    1.11 Simulate more sprints

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of Scrum (particularly backlog management and user story decomposition).

    Facilitator slides: Scrum Simulation Introduction

    Introduction Tab

    Talk to the nature of the Scrum team:

    • Collective ownership/responsibility for delivery.
    • The organization has given you great power. With great power comes great responsibility.
    • You may each be specialists in some way, but you need to be prepared to do anything the project requires (no one goes home until everyone can go home).
    • Product owner: Special role, empowered by the organization to act as a single, authoritative voice for stakeholders (again great power/responsibility), determines requirements and priorities, three ears (business/stakeholders/team), holds the vision for the project, answer questions from the team (or finds someone who can answer questions), must balance autonomy with stakeholder needs, is first among equals on the Scrum team, is laser-focused on getting the best possible outcome with the resources, money, and circumstances ← PO acts as the "pathfinder" for the project.
    • Talk about the criticality and qualities of the PO: well-respected, highly collaborative, wise decision maker, a "get it done" type (healthy bias toward immediacy), has a vision for product, understands stakeholders, can get stakeholders' attention when needed, is dedicated full-time to the project, can access help when needed, etc.
    • The rest of you are the delivery team (have avoided singling out an SM for this – not needed for the exercise – but SM is the servant leader/orchestra conductor for the delivery team. The facilitator should act as a pseudo-SM for this exercise).

    Speak about the "bank realizes that the precise scope of the first release can only be fully known at the end of the project" statement and what it means.

    Discuss exercise and everyone's roles (make sure everyone clear), make it as realistic as possible. Your level of participation will determine how much value you get.

    Discuss any questions the participants might have about the background section on the introduction tab. The exercise has been defined in a way that minimizes the scope and complexity of the work to be done by assuming there are existing web-capable services exposed to the bank's legacy system(s) and that the project is mostly about putting a deployable web front end in place.

    Speak about "definition of done": Why was it defined this way? What are the boundaries? What happens if we define it to be only up to unit testing?

    Facilitator slides: Scrum Simulation, Create a Mock Backlog

    Create a Mock Backlog Tab

    This exercise is intended to help participants understand the steps involved in creating an initial backlog and deciding on their MVP.

    Note: The output from this exercise will not be used in the remainder of the simulation (a backlog for the simulation already exists on tab Sprint 0) so don't overdo it on this exercise. Do enough to help the participants understand the basic steps involved (brainstorm features and functions for the app, group them into epics, and decide which will be in- and out-of-scope for MVP). Examples have been provided for all steps of this exercise and are shown in grey to indicate they should be replaced by the participants.

    Step 1: Have all participants brainstorm "features and functions" that they think should be available in the online banking app (stop once you have what feels like a "good enough" list to move on to the next step) – these do not need to be captured as user stories just yet.

    Step 2: Review the list of features and functions with participants and decide on several epics to capture groups of related features and functions (bill payments, etc.). Think of these as forming the high-level structure of your requirements. Now, organize all the features and functions from Step 1, into their appropriate epic (you can identify as many epics as you like, but try to keep them to a minimum).

    Step 3: Point out that on the Introduction tab, you were told the bank wants the first release to go live as soon as possible. So have participants go over the list of features and functions and identify those that they feel are most important (and should therefore go into the first release – that is, the MVP), and which they would leave for future releases. Help participants think critically and in a structured way about how to make these very hard decisions. Point out that the product owner is the ultimate decision maker here, but that the entire team should have input into the decision. Point out that all the features and functions that make up the MVP will be referred to as the "project backlog," and all the rest will be known as the "product backlog" (these are of course, just logical separations, there is only one physical backlog).

    Step 4: This step is optional and involves asking the participants to create user stories (e.g. "As a __, I want ___ so that ___") for all the epics and features and functions that make up their chosen MVP. This step is to get them used to creating user stories, because they will need to get used to doing this. Note that many who are new to Agile often have difficulty writing user stories and end up overdoing it (e.g. providing a long-winded list of things in the "I want ___" part of the user story for an epic) or struggling to come up with something for the "so that ____" part). Help them to get good at quickly capturing the gist of what should be in the user story (the details come later).

    Facilitator slides: Scrum Simulation, Budget and Timeline

    Project Budget and Timeline

    Total Number of Sprints = 305/20 = 15.25 → ROUND UP TO 16 (Why? You can't do a "partial sprint" – plus, give yourself a little breathing room.)

    Cost Per Sprint = 6 x $75 x 8 x 10 = $36,000

    Total Timeline = 16 * 2 = 32 Weeks

    Total Cost of First Release = $36,000 x 16 = $572,000

    Talk about the "commitment" a Scrum delivery team makes to the organization ("We can't tell you exactly what we will deliver, but based on what we know, if you give the team 32 weeks, we will deliver something like what is in the project backlog – subject to any changes our stakeholder tell us are needed"). Most importantly, the team commits to doing the most important backlog items first, so if we run out of time, the unfinished work will be the least valuable user stories. Lastly, to keep to the schedule/timeline, items may move in and out of the project backlog – this is part of the normal and important "horse trading" that takes place on health Agile projects.

    Speak to the fact that this approach allows you to provide a "deterministic" answer about how long a project will take and how much it will cost while keeping the project requirements flexible.

    Facilitator slides: Scrum Simulation, Sprint 0

    Sprint 0 Tab

    This is an unprioritized list, organized to make sense, and includes a user story (plus some stuff), and "good enough estimates" – How good?... Eh! (shoulder shrug)
    Point out the limited ("lazy") investment → Agile principle: simplicity, the art of maximizing the work not done.
    Point out that only way to really understand a requirement is to see a working example (requirements often change once the stakeholders see a working example – the "that's not what I meant" factor).

    Estimates are a balancing act (good enough that we understand the overall approximate size of this, and still acknowledges that more details will have to wait until we decide to put that requirement into a Sprint – remember, no one knows how long this project is going to take (or even what the final deliverable will look like) so don't over invest in estimates here.)

    Sprint velocity calculation is just a best guess → be prepared to find that your initial guess was off (but you will know this early rather than at the end of the project). This should lead to a healthy discussion about why the discrepancy is happening (sprint retrospectives can help here). Note: Sprint velocity doesn't assume working evenings and weekends!

    Speak to the importance of Sprint velocity being based on a "sustainable pace" by the delivery team. Calculations that implicitly expect sustained overtime in order to meet the delivery date must be avoided. Part of the power of Agile comes from this critical insight. Critical → Your project's execution will need to be adjusted to accommodate the actual sprint velocity of the team!

    Point out the "project backlog" and separation from the "product backlog" (and no sprint backlog yet!).

    Point out the function/benefits of the backlog:

    • A single holding place for all the work that needs to be done (so you don't forget/ignore anything).
    • Can calculate how much work is left to do.
    • A mechanism for prioritizing deliverables.
    • A list of placeholders for further discussion.
    • An evolving list that will grow and shrink over time.
    • A "living document" that must be maintained over the course of the project.

    Talk about large items in backlog (>20 pts) and how to deal with them (do we need to break them up now?).

    Give participants time to review the backlog: Questions/What would you be doing if this were real/We're going to collectively work through this backlog.
    Sprint 0 is your opportunity to: get organized as a team, do high level design, strategize on approach, think about test data, environments, etc. – it is the "Ready-Set" in "Ready-Set-Go."
    Think about doing a High/Med/Low value determination for each user story.

    Simulation Exercise 1.1 Identify your Scrum pains

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      • What specific challenges are you facing with your Scrum practices?
    2. Capture your findings in the table below:

    What are your specific Scrum challenges?

    • (e.g. We don't know how to decide on our minimum viable product (MVP), or what to start working on first)
    • (e.g. We don't have a product owner assigned to the project)
    • (e.g. Our daily standups often take 30-60 minutes to complete)
    • (e.g. We heard Scrum was supposed to reduce the number of meetings we have, but instead, meetings have increased)
    • (e.g. We don't know how to determine the budget for an Agile project)

    Output

    • Your specific Scrum related challenges

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.2 Review Scrum Simulation intro

    30 minutes

    1. Ask participants to read the Introduction tab in the Scrum Simulation Exercise(5 minutes)
    2. Discuss and answer any questions the participants may have about the introduction (5 minutes)
    3. Discuss the approach your org would use to deliver this using their traditional approach (5 minutes)

    This is an image of the Introduction tab in the Scrum Simulation Exercise

    How would your organization deliver this using their traditional approach?

    1. Capture all requirements in a document and get signoff from stakeholders
    2. Create a detailed design for the entire system
    3. Build and test the system
    4. Deploy it into production

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Simulation Exercise 1.3 Create a mock backlog

    30-60 minutes

    Step 1: Brainstorm "Features and Functions" that the group feels would be needed for this app

    Capture anything that you feel might be needed in the Online Banking Application:

    • See account balances
    • Pay a bill online
    • Set up payees for online bill payments
    • Make a deposit online
    • See a history of account transactions
    • Logon and logoff
    • Make an e-transfer
    • Schedule a bill payment for the future
    • Search for a transaction by payee/date/amount/etc.
    • Register for app
    • Reset password

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • Create a mock initial backlog for the simulated project

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.3 Create a mock backlog

    30-60 minutes

    Step 2: Identify your epics

    1. Categorize your "Features and Functions" list into several epics for the application:

    Epics

    "Features and Functions" in This Epic

    Administration

    - Logon and logoff
    - Register for app
    - Reset password

    Accounts

    - See account balances
    - See a history of account transactions
    - Search for a transaction by payee/date/amount

    Bill payments

    - Set up payees for online bill payments
    - Pay a bill online
    - Schedule a bill payment for the future

    Deposits

    - Make a deposit online

    E-transfers

    - Make an e-transfer

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • Create a mock initial backlog for the simulated project

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.3 Create a mock backlog

    30-60 minutes

    Step 3: Identify your MVP

    1. Decide which "Features and Functions" will be in your MVP and which will be delivered in future releases:

    YOUR MVP (Project Backlog)

    Epics

    "Features and Functions" in This Epic

    Administration

    - Logon and logoff
    - Register for app

    Accounts

    - See account balances
    - See a history of account transactions

    Bill payments

    - Set up payees for online bill payments
    - Pay a bill online

    FOR FUTURE RELEASES (Product Backlog)

    Epics

    In Scope

    Deposits- Make a deposit online
    Accounts- Search for a transaction by payee/date/amount/etc.
    Bill payments- Schedule a bill payment for the future

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • Create a mock initial backlog for the simulated project

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.3 Create a mock backlog

    30-60 minutes

    Step 3: Identify your MVP

    1. Decide which "Features and Functions" will be in your MVP and which will be delivered in future releases:

    YOUR MVP EPICS

    Epics

    "Features and Functions" in This Epic

    Administration

    - Logon and logoff
    - Register for app

    Accounts

    - See account balances
    - See a history of account transactions

    Bill payments

    - Set up payees for online bill payments
    - Pay a bill online

    YOUR MVP USER STORIES

    Epics

    In Scope

    Logon and LogoffAs a user, I want to logon/logoff the app so I can do my banking securely
    Register for AppAs a user, I want to register to use the app so I can bank online
    See Account BalancesAs a user, I want to see my account balances so that I know my current financial status
    See a History of Account TransactionsAs a user, I want to see a history of my account transactions, so I am aware of where my money goes
    Set up Payees for Online Bill PaymentsAs a user, I want to set up payees so that I can easily pay my bills
    Pay a Bill OnlineAs a user, I want to pay bills online, so they get paid on time

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • Create a mock initial backlog for the simulated project

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.4 Review
    Sprint 0

    The Online Banking Application of the spreadsheet for Sprint 0.

    Step 1: Set aside the Mock Backlog just created (you will be using the Backlog on Sprint 0 for remainder of exercise).
    Step 2: Introduce and walk through the Backlog on the Sprint 0 tab in the Scrum Simulation Exercise.
    Step 3: Discuss and answer any questions the participants may have about the Sprint 0 tab.
    Step 4: Capture any important issues or clarifications from this discussion in the table below.

    Important issues or clarifications from the Sprint 0 tab:

    • (e.g. What is the difference between the project backlog and the product backlog?)
    • (e.g. What do we do with user stories that are bigger than our sprint velocity?)
    • (e.g. Has the project backlog been prioritized?)
    • (e.g. How do we decide what to work on first?)

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • Understand Sprint 0 for Scrum Simulation Exercise

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.4 Review
    Sprint 0

    30-60 minutes

    1. Using the information found on the Sprint 0 tab, determine the projected timeline and cost for this project's first release:

    GIVEN

    Total Story Points in Project Backlog (First Release): 307 Story Points
    Expected Sprint Velocity: 20 Story Points/Sprint
    Total Team Size (PO, SM and 4-person Delivery Team): 6 People
    Blended Hourly Rate Per Team Member (assume 8hr day): $75/Hour
    Sprint Duration: 2 Weeks

    DETERMINE

    Expected Number of Sprints to Complete Project Backlog:
    Cost Per Sprint ($):
    Total Expected Timeline (weeks):
    Total Cost of First Release:

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • How to determine expected cost and timeline for an Agile project

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    The Estimation Cone of Uncertainty

    The Estimation Cone of Uncertainty

    Simulation Exercise 1.6 Understanding minimum viable products (MVP)

    30 minutes

    1. Discuss your current understanding of MVP.

    How do you describe/define MVP?

    • (Discuss/capture your understanding of minimum viable product)

    Note: Refer to the facilitator slides for more guidance on how to deliver this exercise

    Output

    • Capture your current understanding of Minimum Viable Product

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Facilitator slides: Explaining MVP

    Notes and Instructions

    The primary intent of this exercise is to explain the complex notion of MVP (it is one of the most misunderstood and contentious issues in Agile delivery). The exercise is intended to explain it in a simple and digestible way that will fundamentally change participants' understanding of MVP.
    Note that the slide contains animations.

    Imagine that your stakeholder tells you they want a blue 4-door sedan (consider this our "MVP" at this point), and you decide to build it the traditional way. As you build it (tires, then frame, then body, then joint body with frame and install engine), the stakeholder doesn't have anything they can use, and so they are only happy (and able to get value) at the end when the entire car is finished (point out the stakeholder "faces" go from unhappy to happy in the end).

    Animation 1:
    When we use Agile methods, we don't want to wait until the end before we have something the stakeholders can use. So instead of waiting until the entire car is completed, we decide our first iteration will be to give the stakeholder "a simple (blue) wheeled transportation device"…namely a skateboard that they can use for a little while (it's not a car, but it is something the stakeholder can use to get places).

    Animation 2:
    After the stakeholder has tried out the skateboard, we ask for feedback. They tell us the skateboard helped them to get around faster than walking, but they don't like the fact that it is so hard to maintain your balance on it. So, we add a handle to the skateboard to turn it into a scooter. The stakeholder then uses the scooter for a while. stakeholder feedback says staying balanced on the scooter is much easier, but they don't have a place to put groceries when they go shopping, so can we do something about that?

    (Continued on next slide…)

    Facilitator slides: Explaining MVP

    Notes and Instructions

    Animation 3:
    So next we build the stakeholder a bicycle and let them use it for a while before asking for feedback. The stakeholder tells us they love the bicycle, but they admit they get tired on long trips, so is there something we can do about that?

    Animation 4:
    So next we add a motor to the bicycle to turn it into a motorcycle, and again we give it to the stakeholder to use for a while. When we ask the stakeholder for feedback, they tell us that they LOVE the motorcycle so much, and that because they love the feeling of the wind in their hair, they've decided that they no longer want a 4-door sedan, but instead would prefer a blue 2-door convertible.

    Animation 5:
    And so, for our last iteration, we build the stakeholder what they wanted (a blue 2-door convertible) instead of what they asked for (a blue 4-door sedan), and we see that they are happier than they would have been if we had delivered the traditional way.

    INSIGHTS:
    An MVP cannot be fully known at the beginning of a project (it is the "journey" of creating the MVP with stakeholders that defines what it looks like in the end).
    Sometimes, stakeholders don't (or can't) know what they want until they see it.
    There is no "straight path" to your MVP, you determine the path forward based on what you learned in the previous iterations.
    This approach is part of the "power of Agile" and demonstrates why Agile can produce better outcomes and happier stakeholders.

    Understanding minimum viable product

    NOT Like This:

    This is a series of images. The top half of the image, shows building a car by starting with the wheels. The bottom Image shows the progression from skateboard, to scooter, to bike, to motorcycle, to car.

    It's Like This:

    Use iterations to maximize value delivery

    An image showing how to use iterations to maximize value delivery

    Use iterations to reduce accumulated risk

    An image showing how to use iterations to reduce accumulated risk.

    Understanding MVP
    (always be ready to go live)

    A great and wise pharaoh hires two architects to build his memorial pyramids.

    An image shows two architects contribution to pyramid construction.

    Understanding MVP
    (always be ready to go live)

    Several years go by, and then…

    The pharaoh is on his death bed.

    Simulation Exercise 1.7 Plan your first sprint

    30-60 minutes

    Step 1: Divide participants into independent Scrum delivery teams (max 7-8 people per team) and assign a PO (5 minutes)
    Step 2: Instruct each team to work together to decide on their "MVP strategy" for delivering this project (10-15 minutes)
    Step 3: Have each team decide on which user stories they would put in their first sprint backlog (5-10 minutes)
    Step 4: Have each team report on their findings. (10 minutes)

    Describe your team's "MVP strategy" for this project (Explain why you chose this strategy):

    Identify your first sprint backlog (Explain how this aligns with your MVP strategy):

    What, if anything, did you find interesting, insightful or valuable by having completed this exercise:

    Output

    • Experience deciding on an MVP strategy and creating your first sprint backlog

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.8 Do a sprint retrospective

    30-60 minutes

    Step 1: Thinking about the work you did in Exercise 3.2.7, identify what worked well and what didn't
    Step 2: Create a list of "Start/Stop/Continue" items using the table below
    Step 3: Present your list and discuss with other teams

    1. Capture findings in the table below:

    Start:
    (What could you start doing that would make Sprint Planning work better?)

    Stop:
    (What didn't work well for the team, and so you should stop doing it?)

    Continue:
    (What worked well for the team, and so you should continue doing?)

    Output

    • Experience performing a sprint retrospective

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.9 "What if" exercise (understanding what a fluid backlog really means)

    30-60 minutes

    1. As a team, consider what you would do in each of the following scenarios (treat each one as an independent scenario rather than cumulative):

    Scenario:

    How would you deal with this:

    After playing with and testing the Sprint 1 deliverable, your stakeholders find several small bugs that need to be fixed, along with some minor changes they would like made to the system. The total amount of effort to address all of these is estimated to be 4 story points in total.

    (e.g. First and foremost, put these requests into the Project Backlog, then…)

    Despite your best efforts, your stakeholders tell you that your Sprint 1 deliverable missed the mark by a wide margin, and they have major changes they want to see made to it.

    Several stakeholders have come forward and stated that they feel strongly that the "DEPOSIT – Deposit a cheque by taking a photo" User Story should be part of the first release, and they would like to see it moved from the Product Backlog to the project backlog (Important Note: they don't want this to change the delivery date for the first release)

    Output

    • A better understanding of how to handle change using a fluid project backlog

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.10 A Sprint 1 example

    30-60 minutes

    1. Consider the following example of what your Sprint 1 deliverable could be:

    An example of what your Sprint 1 deliverable could be.

    Output

    • Better understanding of an MVP strategy

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.10 A Sprint 1 example

    30-60 minutes

    1. As a group, discuss this approach, including:
      1. The pros and cons of the approach.
      2. Is this a shippable increment?
      3. What more would you need to do to make it a shippable increment?
    2. Capture your findings in the table below:

    Discussion

    Output

    • Better understanding of an MVP strategy

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 1.11 Simulate more sprints

    30-60 minutes

    1. As a group, continue to simulate more sprints for the online banking app:
      1. Simulate the planning, execution, demo, and retro stages for additional sprints
      2. Stop when you have had enough
    2. Capture your learnings in the table below:

    Discussion and learnings

    Output

    • Better understanding of an MVP strategy

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Scrum Simulation Module

    Simulate effective scrum practices

    Activities

    2.1 Execute the ball passing sprints

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Model and understand behavioral blockers and patterns affecting Agile teams and organizational culture.

    Pass the balls – sprint velocity game

    Goal 1. Pass as many balls as possible (Story Points) through the system during each sprint.
    Goal 2. Improve your estimation and velocity after each retrospective.

    Backlog

    An image of Sprint, passing balls from one individual to another until you reach the completion point.

    Points Completed

    Rules:

    1. Two people cannot touch the ball at the same time.
    2. Only the first and last person can hold more than one ball at a time.
    3. Every person on the Delivery Team must touch the ball at least once per sprint.
    4. Each team must record its results during the retrospective.

    Scoring:

    1. One point for every ball that completes the system.
    2. Minus one point for every dropped ball.

    Epic 1: 3 sprints

    1. 1-minute Planning
    2. 2-minute Sprints
    3. 1-minute Retrospective

    Group Retrospective
    Epic 2: 3 sprints (repeat)

    1. 1-minute Planning
    2. 2-minute Sprints
    3. 1-minute Retrospective

    Simulation Exercise 1.11 Simulate more sprints

    30-60 minutes

    Goal 1: Pass as many balls (Story Points) through the system during each sprint.
    Goal 2: Improve your estimation and velocity after each retrospective.

    1. Epic 1: 3 sprints
      1. 1-minute Planning
      2. 2-minute Sprints
      3. 1-minute Retrospective
    2. Group Retrospective
    3. Epic 2: 3 sprints
      1. 1-minute Planning
      2. 2-minute Sprints
      3. 1-minute Retrospective
    4. Group Retrospective
    5. Optionally repeat for additional sprints with team configurations or scenarios

    Rules:

    1. Two people cannot touch the ball at the same time.
    2. Only the first and last person can hold more than one ball at a time.
    3. Every person on the delivery team must touch the ball at least once per sprint.
    4. Each team must record its results during the retrospective.

    Scoring:

    1. One point for every ball that completes the system.
    2. Minus one point for every dropped ball.

    Output

    • Understand basic estimation, sprint, and retrospective techniques.
    • Experience common Agile behavior challenges.

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Facilitator slides: Sprint velocity game

    Goal:

    Pass as many balls as possible through the system during each cycle.

    Game Setup

    • Divide into teams of 8-16 people. If you have a smaller group, form one team rather than two smaller teams to start. The idea is to cause chaos with too many people in the delivery flow. See alternate versions for adding additional Epics with smaller teams.
    • Read out the instructions and ensure teams understand each one. Note that no assistance will be given during the sprints.

    Use your phone's timer to create 2-minute cycles:

    • 1-minute sprint planning
    • 2-minute delivery sprint
    • 1-minute retrospective and results recording
    • Run 3-4 cycles, then stop for a facilitated discussion of their observations and challenges.
    • Begin epic 2 and run for 3-4 more cycles.

    Facilitator slides: Sprint velocity game

    • Game Cycles
      • Epic 1: 3 complete cycles
      • 1-minute Planning
      • 2-minute Sprints
      • 1-minute Sprint retrospective
    • Group Retrospective
      • Discuss each sprint, challenges, and changes made to optimize throughput.
    • Epic 2: 3 complete cycles
      • 1-minute Planning
      • 2-minute Sprints
      • 1-minute Sprint retrospective
    • Group Retrospective
      • Discuss each sprint, challenges, and changes made to optimize throughput.
    • Game Rules
      • Each ball must have airtime. No ball cannot touch two people at the same time.
      • No person can hold more than one ball at a time.
      • Ball must be passed by every person on a team.
      • You may not pass a ball to a person directly to the person on your left or right.
      • Each team must keep score and record their results during the Retrospective.
    • Scoring
      • 1 point for every ball that completes the system.
      • Minus 1 point for every dropped ball.

    Facilitator slides: Sprint velocity game

    Facilitator Tips

    • Create a feeling of competition to get the teams to rush and work against each other. The goal is to show how this culture must be broken in Agile and DevOps. Then challenge the teams against natural silos and not focus on enterprise goals.
    • Create false urgency to increase stress, errors, and breakdowns in communication.
    • Look for patterns of traditional delivery and top-down management that limit delivery. These will emerge naturally, and teams will fall back into familiar patterns under stress.
    • Look for key lessons you want to reinforce and bring out ball game examples to help teams relate to something that is easier to understand.

    Alternate Versions

    • Run Epic 1 as one team, then have them break into typical Agile teams of 4-9 people. Compare results.
    • Run Epics with different goals: How would their approach change?
      • Fastest delivery
      • Highest production
      • Lowest defect rate
    • Have teams assign a scrum master to coordinate delivery. A scrum master and product owner are part of the overall team, but not part of the delivery team. They would not need to pass balls during each sprint.
    • Increase sprint time. Discuss right sizing sprint to complete work.
    • Give each team different numbers of balls, but don't tell them. Alternately, start each team with half as many balls, then double for Epic 2. Discuss how the sprint backlog affected their throughput.

    Facilitator slides: Sprint velocity game

    Trends to Look For and Discuss

    • False constraints - patterns where teams unnecessarily limited themselves.
    • Larger teams could have divided into smaller working teams, passing the balls between working groups.
    • Instructions did not limit that "team" meant everyone in the group. They could have formed smaller groups to process more work. LEAN
    • Using the first sprint for planning only. More time to create a POC.
    • Teams will start communicating but will grow silent, especially in later sprints. Stress interactions over the process.
    • Borrowing best practices from other teams.
    • Using retrospectives to share ideas with other teams. Stress needs to align with the company's goals, not just the team's goals.
    • How did they treat dropped balls? Rejected as errors, started over (false constraint), or picked up and continued?

    Trends to Look For and Discuss

    • Did individuals dominate the planning and execution, or did everyone feel like an equal member of the team?
    • Did they consider assigning a scrum master? The scrum master and product owner are part of the overall team, but not part of the Delivery Team. They would not need to pass balls during each Sprint.
    • What impacted their expected number of balls completed? Did it help improve quality or was it a distraction?
    • What caused their improvement in velocity? Draw the connection between how teams must work together and the need for stability.
    • Discuss the overall goal and constraints. Did they understand what the desired outcome was? Where did they make assumptions? Add talking points:
      • What if the goal was overall completed balls?
      • What if it was zero defect? No dropped balls.
      • What if it was the fastest delivery? Each ball through the system in the shortest time? Were they timing each ball?

    Scrum Simulation Module

    Simulate effective scrum practices

    Activities

    3.1 Identify key insights and takeaways

    3.2 Perform exit survey and capture results

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify your key insights and takeaways

    Simulation Exercise 3.1
    Identify key insights and takeaways

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What key insights have participants gained from the Intro to Agile presentation?
      2. What if any takeaways do participants feel are needed as a result of the presentation?
      3. What changes need to be made in the organization to support/enhance Agile adoption?
    2. Capture your findings in the table below:

    What key insights have you gained?

    What takeaways have you identified?

    • (e.g. better understanding of Agile mindset, principles, and practices)
    • (e.g. how you can improve/spread Agile practices in the organization)

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Simulation Exercise 3.2
    Perform an exit survey

    30 minutes

    1. Wrap up this section by addressing any remaining questions participants still have.
    2. Create your local exit survey by copying the template using the link below. Then copy and distribute your local survey link.
    3. Collect the consolidated survey results in preparation for your next steps.
    4. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst can send the survey for you. Alternatively, this survey can be done with sticky notes and a pen and paper to calculate the outcomes.

    Download Survey Template:

    Develop Your Agile Approach Exit Survey Template

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Agile Modules

    Prioritize Agile support with your top challenges

    Backlog Management

    Scrum Simulation

    Estimation

    Product Owner

    Product Roadmapping

    1: User stories and the art of decomposition

    2: Effective backlog management & refinement

    3: Identify insights and team feedback

    1: Scrum sprint planning and retrospective simulation

    2: Pass the balls – sprint velocity game

    1: Improve product backlog item estimation

    2: Agile estimation fundamentals

    3: Understand the wisdom of crowds

    4: Identify insights and team feedback

    1: Understand product management fundamentals

    2: The critical role of the product owner

    3: Manage effective product backlogs and roadmaps

    4: Identify insights and team feedback

    1: Identify your product roadmapping pains

    2: The six "tools" of product roadmapping

    3: Product roadmapping exercise

    Organizations often struggle with numerous pain points around Agile delivery.
    The Common Agile Challenges Survey results will help you identify and prioritize the organization's biggest (most cited) pain points. Treat these pain points like a backlog and address the biggest ones first.

    Agile modules provide supporting activities:

    Each module provides guidance and supporting activities related to a specific Agile Challenge from your survey. These modules can be arranged to meet each organization's or team's needs while providing cohesive and consistent messaging. For additional supporting research, please visit the Agile / DevOps Resource Center.

    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Estimation Module

    Improve product backlog item estimation

    Activities

    1.1 Identify your estimation pains

    1.2 (Optional) Why do we estimate?

    1.3 How do you estimate now?

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of Agile estimation practices and how to apply them.

    Establish consistent Agile estimation fundamentals

    an image of a hierarchy answering the question What is an estimate.

    Know the truth about estimates and their potential pitfalls.

    Then, understand how Agile estimation works to avoid these pitfalls.

    Estimation Exercise 1.1 Identify your estimation pains

    30-60 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What specific challenges are you facing with your estimation practices today
      2. Capture your findings in the table below:

    What are your specific Estimation challenges?

    • (e.g. We don't estimate consistently)
    • (e.g. Our estimates are usually off by a large margin)
    • (e.g. We're not sure what approach to use when estimating)

    Output

    • Your specific estimation related challenges

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Exercise 1.2 (Optional) Why do we estimate?

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      1. Why do we do estimates?
      2. What value/merit do estimates have?
    2. Capture your findings in the table below:

    Why would/should you do estimates?

    • (e.g. Our stakeholders need to know how long it will take to deliver a given feature/function)

    Output

    • Better understanding of the need for estimates

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Exercise 1.2 (Optional) Why do we estimate?

    30 minutes

    1. Estimation has its merits
    2. Here are some sample reasons for estimates:
      • "Estimates allow us to predict when a sprint goal will be met, and therefore when a substantial increment of value will be delivered."
      • "Our estimates help our stakeholders plan ahead. They are part of the value we provide."
      • "Estimates help us to de-risk scope of uncertain size and complexity."
      • "Estimated work can be traded in and out of scope for other work of similar size. Without estimates, you can't trade."
      • "The very process of estimation adds value. When we estimate we discuss requirements in more detail and gain a better understanding of what is needed."
      • "Demonstrates IT's commitment to delivering valuable products and changes."
      • "Supports business ambitions with customers and stakeholders."
      • "Helps to build a sustainable value-delivery cadence."

    Source: DZone, 2013.

    Output

    • Better understanding of the need for estimates

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Exercise 1.3 How do you estimate now?

    30 minutes

    1. As a group, speak about now you currently estimate in your organization.
    2. Capture your findings in the table below:

    Why would/should you do estimates?

    • (e.g. We don't do estimates)
    • (e.g. We ask the person assigned to each task in the project plan to estimate how long it will take)

    Output

    • Your current estimation approach

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Module

    Improve product backlog item estimation

    Activities

    2.1 (Optional) Estimate a real PBI

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of Agile estimation practices and how to apply them.

    Don't expect your estimates to be accurate!

    The average rough order of magnitude estimates for software are off by is up to 400%.
    Source: Boehm, 1981

    Estimate inaccuracy has many serious repercussions on the project and organization

    66%

    Average cost overrun(1)

    33%

    Average schedule overrun (1)

    17%

    Average benefits shortfall)1)

    (1) % of software projects with given issue

    Source: McKinsey & Company, 2012

    The Estimation Cone of Uncertainty

    The Estimation Cone of Uncertainty

    What is Agile estimation?

    There is no single Agile estimation technique. When selecting an approach, adopt an Agile estimation technique that works for your organization, and don't be afraid to adapt it to your circumstances. Remember: all estimates are wrong, so use them with care and skepticism.

    • Understands and accepts the limitations of any estimation process.
    • Leverages good practices to counteract these limitations (e.g. wisdom of crowds, quality-first thinking).
    • Doesn't over-invest in individual estimate accuracy (but sees their value "in aggregate").
    • Approach can change from project to project or team to team and evolves/matures over the project lifespan.
    • Uses the estimation process as an effective tool to:
      • Make commitments about what can be accomplished in a sprint (to establish capacity).
      • Convey a measure of progress and rough expected completion dates to stakeholders (including management).

    Info-Tech Insight

    All estimates are wrong, but some can be useful (leverage the "wisdom of crowds" to improve your estimation practices).

    There are many Agile estimation techniques to choose from…

    Consensus-Building Techniques
    Planning Poker

    Most popular by far (stick with one of these unless there is a good reason to consider others)

    This approach uses the Delphi method, where a group collectively estimates the size of a PBI, or user stories, with cards numbered by story points. See our Estimate Software Delivery With Confidence blueprint.

    T-Shirt Sizing

    This approach involves collaboratively estimating PBIs against a non-numerical system (e.g. small, medium, large). See DZone and C# Corner for more information.

    Dot Voting

    This approach involves giving participants a set number of dot stickers or marks and voting on the PBIs (and options) to deliver. See Dotmocracy and Wikipedia for more information.

    Bucket System

    This approach categorizes PBIs by placing them into defined buckets, which can then be further broken down through dividing and conquering. See Agile Advice and Crisp's Blog for more information.

    Affinity Mapping

    This approach involves the individual sizing and sorting of PBIs, and then the order of these PBIs are collaboratively edited. The grouping is then associated with numerical estimates or buckets if desired. See Getting Agile for more information.

    Ordering Method

    This approach involves randomly ordering items on a scale ranging from low to high. Each member will take turns moving an item one spot lower or higher where it seems appropriate. See Apiumhub, Sheidaei Blog (variant), and SitePoint (Relative Mass Valuation) for more information.

    Ensure your teams have the right information

    Estimate accuracy and consistency improve when it is clear what you are estimating (definition of ready) and what it means to complete the PBI (definition of done).
    Be sure to establish and enforce your definition of ready/done throughout the project.

    Ready

    Done
    • The value of the story to the user is indicated.
    • The acceptance criteria for the story have been clearly described.
    • Person who will accept the user story is identified.
    • The team knows how to demo the story…
    • Design complete, code compiles, static code analysis has been performed and passed.
    • Peer reviewed with coding standards passed.
    • Unit test and smoke test are done/functional (preferably automated).
    • Passes functionality testing including security testing…

    What are story points?

    Many organizations use story point sizing to estimate their PBIs
    (e.g. epics, features, user stories, and tasks)

    • A story point is a (unitless) measure of the relative size, complexity, risk, and uncertainty, of a PBI.
    • Story points do not correspond to the exact number of hours it will take to complete the PBI.
    • When using story points, think about them in terms of their size relative to one another.
    • The delivery team's sprint velocity and capacity should also be tracked in story points.

    How do you assign a point value to a user story? There is no easy answer outside of leveraging the experience of the team. Sizes are based on relative comparisons to other PBIs or previously developed items. Example: "This user story is 3 points because it is expected to take 3 times more effort than that 1-point user story."Therefore, the measurement of a story point is only defined through the team's experience, as the team matures.

    Can you equate a point to a unit of time? First and foremost, for the purposes of backlog prioritization, you don't need to know the time, just its size relative to other PBIs. For sprint planning, release planning, or any scenario where timing is a factor, you will need to have a reasonably accurate sprint capacity determined. Again, this comes down to experience.

    "Planning poker" estimation technique

    Leverage the wisdom of crowds to improve your estimates

    an image of the user story points and the Fibonacci sequence

    Planning poker: This approach uses the Delphi method, where a group collectively estimates the size of a PBI or user story, using cards with story points on them.

    Materials: Each participant has deck of cards, containing the numbers of the Fibonacci sequence.

    Typical Participants: Product owner, scrum master (usually acts as facilitator), delivery team.

    Steps:

    1. The facilitator will select a user story.
    2. The product owner answers any questions about the user story from the group.
    3. The group makes their first round of estimates, where each participant individually selects a card without showing it to anyone, and then all selections are revealed at once.
    4. If there is consensus, the facilitator records the estimate and moves onto step 1 for another user story.
    5. If there are discrepancies, the participants should state their case for their selection (especially high or low outliers) and engage in constructive debate.
    6. The group makes an additional round of estimates, where step 3-6 are completed until there is a reasonable consensus.
    7. If the consensus is the user story is too large to fit into a sprint or too poorly defined, then the user story should be decomposed or rewritten.

    Estimation Exercise 2.1 (Optional) Estimate a real PBI

    30-60 minutes

    Step 1: As a group, select a real epic, feature, or user story from one of your project backlogs which needs to be estimated:

    PBI to be Estimated:

    As a ____ I want _____ so that ______

    Step 2: Select one person in your group to act as the product owner and discuss/question the details of the selected PBI to improve your collective understanding of the requirement (the PO will do their best to explain the PBI and answer any questions).
    Step 3: Make your first round of estimates using either T-shirt sizing or the Fibonacci sequence. Be sure to agree on the boundaries for these estimates (e.g. "extra-small" (XS) is any work that can be completed in less than an hour, while "extra-large" (XL) is anything that would take a single person a full sprint to deliver – a similar approach could be used for Fibonacci where a "1" is less than an hour's work, and "21" might be a single person for a full sprint). Don't share your answer until everyone has had a chance to decide on their Estimate value for the PBI.
    Step 4: Have everyone share their chosen estimate value and briefly explain their reasoning for the estimate. If most estimate values are the same/similar, allow the group to decide whether they have reached a "collective agreement" on the estimate. If not, repeat step 3 now that everyone has had a chance to explain their initial Estimate.
    Step 5: Capture the "collective" estimate for the PBI here:

    Our collective estimate for this PBI:

    e.g. 8 story points

    Output

    • A real PBI from your project backlog which has estimated using planning poker

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Module

    Improve product backlog item estimation

    Activities

    3.1 Guess the number of jelly beans (Round 1) (15 minutes)
    3.2 Compare the average of your guesses (15 minutes)
    3.3 Guess the number of gumballs (Round 2) (15 minutes)
    3.4 Compare your guesses against the actual number

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • A better understanding of why Agile estimation and reconciliation provides reliable estimates for planning.

    Facilitator Slides: Agile Estimation (Wisdom of Crowds Exercise – Rounds 1 and 2)

    Notes and Instructions

    The exercise is intended to mimic the way Planning Poker is performed in Agile Estimation. Use the exercise to demonstrate the power of the Wisdom of Crowds and how, in circumstances where the exact answer to a question is not known, asking several people for their opinion often produces more accurate results than most/any individual opinion.

    Some participants will tend to "shout out an answer" right away, so be sure to tell participants not to share their answers until everyone has had an opportunity to register their guess (this is particularly important in Round 1, where we are trying to get unvarnished guesses from the participants).

    In Round 1:

    • Be sure to emphasize that participants are guessing the total number of jelly beans in the jar (sometimes people think it is just the number visible)
    • Once all guesses are gathered and you've calculated the error for them (and the average guess), review the results with participants (Note: the actual number of jelly beans in the jar is 1600 (it is "greyed out" on the bottom line of the table – you can make it visible by turning off the grey highlight on that cell in the table)
    • Most of the time, the average guess will be closer to the actual than most (if not all) individual guesses (but be prepared for the fact that this doesn't always happen – this is especially true when the number of participants is small)
    • When discussing the results, ask participants to share the "method" they used to make their guess (particularly those who were closest to the actual). This part of the exercise can help them to make more accurate guesses in Round 2

    In Round 2:

    • Note that this time, participants are guessing the total number of visible gumballs in the image (both whole and partial gumballs are counted)
    • Once all guesses are gathered and you've calculated the error for them (and the average guess), review the results with participants (Note: the actual number of visible gumballs is 1600 (it is "greyed out" on the bottom line of the table – you can make it visible by turning off the grey highlight on that cell in the table)
    • Most of the time, the average guess will be closer to the actual in Round 2 than it was in Round 1
    • Talk to participants about the outcomes and how the results varied from Round 1 to Round 2, along with any interesting insights they may have gained from the exercise

    Estimation Exercise 3.1 Guess the number of jelly beans (Round 1)

    15 minutes

    1. Option 1: Microsoft Forms
      1. Create your own local survey by copying the template using the link below.
      2. Add the local Survey link to the exercise instructions or send the link to the participants.
      3. Give the participants 2-3 minutes to complete their guesses.
      4. Collect the consolidated Survey responses and calculate the results on the next slide.
      5. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst or Workshop Specialist can set up the survey for you.
    2. Option 2: Embedded Excel table
      1. On the results slide, double-click the table to open the embedded Excel worksheet.
      2. Record each participant's guess in the table.
    3. Alternatively, this survey can be done with sticky notes, a pen, paper, and a calculator to determine the outcomes.

    Download Survey Template:

    Info-Tech Wisdom of the Crowd 1 (Jelly Bean Guess

    Output

    • An appreciation for the power of the wisdom of crowds

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Exercise 3.1 Guess the number of jelly beans (Round 1)

    15 minutes

    1. Guess the total number of jelly beans in the entire container (not just the ones you can see).
    2. Be sure not to share your guess with anyone else.
    3. It doesn't matter how you settle on your guess ("gut feel" is fine, so is being "scientific" about it, as well as everything in between).
    4. Again, please don't share your guess (or even how you settled on your guess) with anyone else (this exercise relies on independent guesses).

    See slide notes for instructions.

    Output

    • An appreciation for the power of the wisdom of crowds

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Exercise 3.2 Compare the average of your guesses

    15 minutes

    A blank table for you to compare the average of your guesses at the number of Jellybeans in the Jar.

    See slide notes for instructions.

    Output

    • An appreciation for the power of the wisdom of crowds

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Guess the number of gumballs

    • Option 1: Microsoft Forms
      • Create your own local survey by copying the template using the link below.
      • Add the local Survey link to the exercise instructions or send the link to the participants.
      • Give the participants 2-3 minutes to complete their guesses.
      • Collect the consolidated Survey responses and calculate the results on the next slide.
      • NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst or Workshop Specialist can set up the survey for you.
    • Option 2: Embedded Excel table
      • On the results slide, double-click the table to open the embedded Excel worksheet.
      • Record each participant's guess in the table.
    • Alternatively, this survey can be done with sticky notes, a pen, paper, and a calculator to determine the outcomes.

    Download Survey Template:

    Info-Tech Wisdom of the Crowd 2 (Gumball Guess)

    Output

    • An appreciation for the power of the wisdom of crowds

    Participants

    • PM's, PO's and SM's
    • Delivery Managers
    • Delivery Teams
    • Business Stakeholders
    • Senior Leaders
    • Other Interested Parties

    Estimation Exercise 3.3 Guess the number of gumballs (Round 2)

    15 minutes

    1. Guess the total number of gumballs visible in the photo shown on the right.
    2. Again, please don't share your guess with anyone.

    Output

    • An appreciation for the power of the wisdom of crowds

    Participants

    • PM's, PO's and SM's
    • Delivery Managers
    • Delivery Teams
    • Business Stakeholders
    • Senior Leaders
    • Other Interested Parties

    Estimation Exercise 3.2 Compare the average of your guesses

    15 minutes

    A blank table for you to compare the average of your guesses at the number of Jellybeans in the Jar.

    See slide notes for instructions.

    Output

    • An appreciation for the power of the wisdom of crowds

    Participants

    • PM's, PO's and SM's
    • Delivery Managers
    • Delivery Teams
    • Business Stakeholders
    • Senior Leaders
    • Other Interested Parties

    Estimation Module

    Improve product backlog item estimation

    Activities

    4.1 Identify key insights and takeaways
    4.2 Perform exit survey and capture results

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify your key insights and takeaways.

    Estimation Exercise 4.2
    Identify key insights and takeaways

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What key insights have participants gained from the Intro to Agile presentation?
      2. What if any takeaways do participants feel are needed as a result of the presentation?
      3. What changes need to be made in the organization to support/enhance Agile adoption?
    2. Capture your findings in the table below:

    What key insights have you gained?

    What takeaways have you identified?

    • (e.g. better understanding of Agile mindset, principles, and practices)
    • (e.g. how you can improve/spread Agile practices in the organization)

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Estimation Exercise 4.2
    Perform an exit survey

    30 minutes

    1. Wrap up this section by addressing any remaining questions participants still have.
    2. Create your local exit survey by copying the template using the link below. Then copy and distribute your local survey link.
    3. Collect the consolidated survey results in preparation for your next steps.
    4. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst can send the survey for you. Alternatively, this survey can be done with sticky notes and a pen and paper to calculate the outcomes.

    Download Survey Template:

    Develop Your Agile Approach Exit Survey Template

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Agile Modules

    Prioritize Agile support with your top challenges

    Backlog Management

    Scrum Simulation

    Estimation

    Product Owner

    Product Roadmapping

    1: User stories and the art of decomposition

    2: Effective backlog management & refinement

    3: Identify insights and team feedback

    1: Scrum sprint planning and retrospective simulation

    2: Pass the balls – sprint velocity game

    1: Improve product backlog item estimation

    2: Agile estimation fundamentals

    3: Understand the wisdom of crowds

    4: Identify insights and team feedback

    1: Understand product management fundamentals

    2: The critical role of the product owner

    3: Manage effective product backlogs and roadmaps

    4: Identify insights and team feedback

    1: Identify your product roadmapping pains

    2: The six "tools" of product roadmapping

    3: Product roadmapping exercise

    Organizations often struggle with numerous pain points around Agile delivery.
    The Common Agile Challenges Survey results will help you identify and prioritize the organization's biggest (most cited) pain points. Treat these pain points like a backlog and address the biggest ones first.

    Agile modules provide supporting activities:

    Each module provides guidance and supporting activities related to a specific Agile Challenge from your survey. These modules can be arranged to meet each organization's or team's needs while providing cohesive and consistent messaging. For additional supporting research, please visit the Agile / DevOps Resource Center.

    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Product Owner Module

    Establish an effective product owner role

    Activities

    1.1 Identify your product owner pains
    1.2 What is a "product"? Who are your "consumers"?
    1.3 Define your role terminology

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Understand product management fundamentals.
    • Define your product management roles and terms.

    Product owners ensure we delivery the right changes, for the right people, at the right time.

    The importance of assigning an effective and empowered product owner to your Agile projects cannot be overstated.

    What is a product?

    A tangible solution, tool, or service (physical or digital), which enables the long-term and evolving delivery of value to customers, and stakeholders based on business and user requirements.

    Info-Tech Insight

    A proper definition of a product recognizes three key facts.

    1. A clear recognition that products are long-term endeavors that don't end after the project finishes.
    2. Products are not just 'apps', but can be software or services that drive value.
    3. There is more than one stakeholder group that derives value from the product or service.

    Estimation Exercise 4.2
    Perform an exit survey

    30-60 minutes

    1. As a group, discuss and capture your thoughts on:
      • What specific challenges are you facing with your product owner practices today?
    2. Capture your findings in the table below:

    What are your specific Product Owner challenges?

    • (e.g. We don't have product owners)
    • (e.g. Our product owners have "day jobs" as well, so they don't have enough time to devote to the project)
    • (e.g. Our product owners are unsure about the role and its associated responsibilities)

    Output

    • Your specific product owner challenges

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Product Owner Exercise 1.2 What is a "product"? Who are your "consumers"?

    30-60 minutes

    1. Discussion:
      1. How do you define a product, service, or application?
      2. Who are the consumers that receive value from the product?

    Input

    • Organizational knowledge
    • Internal terms and definitions

    Output

    • Our definition of products and services
    • Our definition of product and service consumers/customers

    Products and services share the same foundation and best practices

    The term "product" is used for consistency but would apply to services as well.

    Product=Service

    "Product" and "Service" are terms that each organization needs to define to fit its culture and customers (internal and external). The most important aspect is consistent use and understanding of:

    • External products
    • Internal products
    • External services
    • Internal services
    • Products as a service (PaaS)
    • Productizing services (SaaS)

    Recognize the different product owner perspectives

    • Business
      • Customer facing, revenue generating
    • Operations
      • Keep the lights on processes
    • Technical
      • IT systems and tools

    "A product owner in its most beneficial form acts like an Entrepreneur, like a 'mini-CEO'. The product owner is someone who really 'owns' the product."

    – – Robbin Schuurman,
    "Tips for Starting Technical Product Managers"

    Info-Tech Best Practice

    Product owners must translate needs and constraints from their perspective into the language of their audience. Kathy Borneman, Digital Product Owner at SunTrust Bank, noted the challenges of finding a common language between lines of business and IT (e.g. what is a unit?).

    Implement Info-Tech's product owner capability model

    An image of Info-Tech’s product owner capability model

    Unfortunately, most product owners operate with an incomplete knowledge of the skills and capabilities needed to perform the role. Common gaps include focusing only on product backlogs, acting as a proxy for product decisions, and ignoring the need for key performance indicators (KPIs) and analytics in both planning and value realization.

    Scale products into families to improve alignment

    Operationally align product delivery to enterprise goals

    A hierarchy showing how to break enterprise goals and strategy down into product families.

    The Info-Tech difference:

    Start by piloting product families to determine which approaches work best for your organization.

    Create a common definition of what a product is and identify products in your inventory.

    Use scaling patterns to build operationally aligned product families.

    Develop a roadmap strategy to align families and products to enterprise goals and priorities.

    Use products and families to evaluate the delivery and organizational design improvements.

    Deliver Digital Products at Scale via Enterprise Product Families

    Select the right models for scaling product management

    • Pyramid
      • Logical hierarchy of products rolling into a single service area.
      • Lower levels of the pyramid focus on more discrete services.
      • Example: Human resources mapping down to supporting applications.
    • Service Grouping
      • Organization of related services into service family.
      • Direct hierarchy does not necessarily exist within the family.
      • Example: End user support and ticketing.
    • Technical Grouping
      • Logical grouping of IT infrastructure, platforms, or applications.
      • Provides full lifecycle management when hierarchies do not exist.
      • Example: Workflow and collaboration tools.
    • Market Alignment
      • Grouping of products by customer segments or market strategy.
      • Aligns product to end users and consumers.
      • Example: Customer banking products and services.
    • Organizational Alignment
      • Used at higher levels of the organization where products are aligned under divisions.
      • Separation of product management from organizational structure no longer distinct.

    Match your product management role definitions to your product family levels

    Product Ownership exists at the different operational tiers or levels in your product hierarchy. This does not imply or require a management relationship.

    Product Portfolio
    Groups of product families within an overall value stream or capability grouping.
    Product Portfolio Manager

    Product Family
    A collection of related products. Products can be grouped along architectural, functional, operational, or experiential patterns.
    Product Family Manager

    Product
    Single product composed of one or more applications and services.
    Product Owner

    Info-Tech Insight

    The primary role conflict occurs when the product owner is a proxy for stakeholders or responsible for the delivery team. The product owner owns the product backlog. The delivery team owns the sprint backlog and delivery.

    Examine the differences between product managers and product owners

    Product management terminology is inconsistent, creating confusion in organizations introducing these roles. Understand the roles, then define terms that work best for you.

    A Table comparing the different roles of product managers to those of product owners.

    Define who manages key milestone

    Key milestones must be proactively managed. If a project manager is not available, those responsibilities need to be managed by the Product Owner or Scrum Master. Start with responsibility mapping to decide which role will be responsible.

    An image of a table with the following column headings: Example Milestones; Project Manager; Product Owner; Scrum Master*

    Product Owner Exercise 1.3 Define your role terminology

    30-60 minutes

    1. Using consistent terms is important for any organizational change and evergreen process. Capture your preferred terms to help align teams and expectations.
    Term

    Definition

    Product Owner

    • Owns and manages the product or service providing continuous delivery of value.
    • Owns the product roadmap and backlog for the product or service.
    • Works with stakeholders, end users, the delivery team, and market research to identify the product features and their estimated return on investment when implemented.
    • Responsible for refining and reprioritizing the product backlog ensuring items are "Ready" for the sprint backlog.
    • Defines KPIs to measure the value and impact of each PBI to help refine the backlog and guide the roadmap.
    • Responsible for refining and reprioritizing the sprint backlog that identifies which features will be delivered in the next sprint based on business importance.
    • Works with the product owner, stakeholders, end users, and SMEs to help define PBIs to ensure they are "Ready" for the Sprint backlog.

    Product Manager

    • Owns and manages a product or service family consisting of multiple products or services.
    • Owns the product family roadmap. Note: Product families do not have a backlog, only products do.
    • Works with stakeholders, end users, product owners, enterprise architecture, and market research to identify the product capabilities needed to accomplish goals.
    • Validates the product PBIs delivered realized the expected value and capability. Feedback is used to refine the product family roadmap and guide product owners.

    Output

    • Product management role definitions

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Product Owner Module

    Establish an effective product owner role

    Activities

    2.1 Identify enablers and blockers

    2.2 (Optional) Dissect this definition of the product owner role

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify cultural enablers and blockers for product owners.
    • Develop a deeper understanding of the product owner role.

    The importance of establishing an effective product owner role

    The critical importance of establishing an effective product owner role (PO) for your Agile projects cannot be overstated.

    Many new-to-Agile organizations do not fully appreciate the critical role played by the PO in Scrum, nor the fundamental changes the organization will need to make in support of the PO role. Both mistakes will reduce an organization's chances of successfully adopting Agile and achieving its promised benefits.

    The PO role is critical to the proper prioritization of requirements and efficient decision-making during the project.

    The PO role helps the organization to avoid "analysis paralysis" challenges often experienced in large command-and-control-style organizations.

    A poorly chosen or disengaged product owner will almost certainly stifle your Agile project.

    Note that for many organizations, "product owner" is not a formally recognized role, which can create HR issues. Some organizational education on Agile may be needed (especially if your organization is unionized).

    Info-Tech Insight

    Failing to establish effective product owners in your organization can be a "species-killing event" for your Agile transformation.

    The three A's of a product owner

    To ensure the effectiveness of a product owner, your organization should select one that meets the three A's:

    Available: Assign a PO that can focus full-time on the project. Make sure your PO can dedicate the time needed to fulfill this critical role.
    Appropriate: It's best for the PO to have strong subject matter expertise (so-called "super users" are often selected to be POs) as well as strong communication, collaboration, facilitation, and arbitration skills. A good PO will understand how to negotiate the best outcomes for the project, considering all project constraints.
    Authoritative: The PO must be empowered by your organization to speak authoritatively about priorities and goals and be able to answer questions from the project team quickly and efficiently. The PO must know when decisions can be made immediately and when they must be made in collaboration with other stakeholders – choosing a PO that is well-known and respected by stakeholders will help to make this more efficient.

    Info-Tech Insight

    It's critical to assign a PO that meets the three A's:

    • Available
    • Appropriate
    • Authoritative

    The three ears of a product owner*

    An effective product owner listens to (and effectively balances) the needs and constraints of three different groups:

    Organizational needs/constraints represent what is most important to the organization overall, and typically revolve around things like cost, schedule, return on investment, time to market, risk mitigation, conforming to policies and regulations, etc.

    Stakeholder needs/constraints represent what is most important to those who will be using the system and typically revolve around the delivery of value, ease of use, better outcomes, making their jobs easier and more efficient, getting what they ask for, etc.

    Delivery Team needs/constraints represent what is most important to those who are tasked with delivering the project and cover a broad range that includes tools, skills, capabilities, technology limitations, capacity limits, adequate testing, architectural considerations, sustainable workload, clear direction and requirements, opportunities to innovate, getting sufficient input and feedback, support for clearing roadblocks, dependencies on other teams, etc.

    Info-Tech Insight

    An effective PO will expertly balance the needs of:

    • The organization
    • Project stakeholders
    • The delivery team

    * For more, see Understanding Scrum: Why do Product Owners Have Three Ears

    A product owner doesn't act alone

    Although the PO plays a unique and central role in the success of an Agile project, it doesn't mean they "act alone."

    The PO is ultimately responsible for managing and maintaining an effective backlog over the project lifecycle, but many people contribute to maintaining this backlog (on large projects, BA's are often the primary contributors to the backlog).

    The PO role also relies heavily on stakeholders (to help define and elaborate user stories, provide input and feedback, answer questions, participate in sprint demos, participate in testing of sprint deliverables, etc.).

    The PO role also relies heavily on the delivery team. Some backlog management and story elaboration is done by delivery team members instead of the PO (think: elaborating user story details, creating acceptance criteria, writing test plans for user stories, etc.).

    The PO both contributes to these efforts and leads/oversees the efforts of others. The exact mix of "doing" and "leading" can be different on a case-by-case basis and is part of establishing the delivery team's norms.

    Given the importance of the role, care must be taken to not overburden the product owner, especially on large projects.

    Info-Tech Insight

    While being ultimately responsible for the product backlog, a PO often relies on others to aid in backlog management and maintenance.

    This is particularly true on large projects.

    The use of a proxy PO

    Sometimes, a proxy product owner is needed.

    It is always best to assign a product owner "from the business," who will bring subject matter expertise and have established relationships with stakeholders.

    When a PO from the business does not have enough time to fulfill the needs of the role completely (e.g. can only be a part-time PO, because they have a day job), assigning a proxy product owner can help to compensate for this.

    The proxy PO acts on behalf of the PO in order to reduce the PO's workload or to otherwise support them.

    Project participants (e.g. delivery team, stakeholders) should treat the PO and proxy PO as roughly equivalent.

    Project managers (PMs) and business analysts (BAs) are often good candidates for the proxy PO role.

    NOTE: It's highly advisable for the PO to attend all/most sprint demos in order to observe progress for themselves, and to identify any misalignment with expectations as early as possible (remember that the PO still has ultimate responsibility for the project outcomes).

    Info-Tech Insight

    Although not ideal, assigning a proxy PO can help to compensate for a PO who doesn't meet all three A's of Product Ownership.

    It is up to the PO and proxy to decide how they will work together (e.g. establish their norms).

    The use of a proxy PO

    The PO and proxy must work together closely and in a highly coordinated way.

    The PO and proxy must:

    • Work closely at the start of the project to agree on the overall approach they will follow, as well as any needs and constraints for the project.
    • Communicate frequently and effectively throughout the project, to ensure progress is being made and to address any challenges.
    • Have a "meeting of the minds" about how the different "parts" of the PO role will be divided between them (including when the proxy must defer to the PO on matters).
    • Focus on ensuring that all the responsibilities of the PO role are fulfilled effectively by the pair (how this is accomplished is up to the two of them to decide).
    • Ensure all project participants clearly understand the POs' and proxies' relative responsibilities to minimize confusion and mistakes.

    The use of multiple POs

    Sometimes, having multiple product owners makes sense.

    It is always best to assign a single product owner to a project. However, under certain circumstances, it can make sense to use multiple POs.

    For example, when implementing a large ERP system with many distinct modules (e.g. Finance, HR) it can be difficult to find a single PO who has sufficient subject matter expertise across all modules.

    When assigning Multiple POs to a project, be sure to identify a "Lead PO" (who is given ultimate responsibility for the entire project) and have the remaining POs act like Proxy POs.

    NOTE: Not surprisingly, it's highly advisable for the Lead PO to attend as many Sprint Demos as possible to observe progress for themselves, and to identify any misalignment with expectations as early as possible (remember that the Lead PO has ultimate responsibility for the project outcomes).

    Info-Tech Best Practice

    Although not ideal, assigning multiple POs to a project sometimes makes sense.

    When needed, be sure to identify a "Lead PO" and have the other PO's act like Proxies.

    Product Owner Exercise 2.1 Identify enablers and blockers

    30-60 minutes

    1. Brainstorm and discuss the key enablers that can help promote and ease your implementation of Product Ownership.
    2. Brainstorm and discuss the key blockers (or risks) that may interrupt or derail your efforts.
    3. Brainstorm mitigation activities for each blocker.
    Enablers Blockers Mitigation
    High business engagement and buy-in Significant time is required to implement and train resources Limit the scope for pilot project to allow time to learn
    Organizational acceptance for change Geographically distributed resources Temporarily collocate all resources and acquire virtual communication technology
    Existing tools can be customized for BRM Difficulty injecting customers in demos Educate customer groups on the importance of attendance and 'what's in it for them'

    Output

    • List of enablers and blockers to establishing product owners

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Establish an effective product owner role

    • The nature of a PO role can be somewhat foreign to many organizations, so candidates for the role will benefit from training along with coaching/mentoring support when starting out.
    • The PO must be able to make decisions quickly around project priorities, goals, and requirements.
    • A PO who is simply a conduit to a slow-moving steering committee will stifle an Agile project.
    • Establish clear boundaries and rules regarding which project decisions can be made directly by the PO and which must be escalated to stakeholders. Lean toward approaches that support the quickest decision-making (e.g. give the PO as much freedom as they need to be effective).
    • An effective PO has a good instinct for what is "good enough for now."
    • The organization can support the PO by focusing attention on goals and accomplishments rather than pushing processes and documentation.
    • Understand the difference between a project sponsor and a PO (the PO role is much more involved in the details, with a higher workload).
    • Agree on and clearly define the roles and responsibilities of PO, PM, dev manager, SM, etc. at the start of the project for clarity and efficiency.

    Characteristics to look for when selecting a product owner

    Here are some "ideal characteristics" for your POs (the more of these that are true for a given PO, the better):

    • Knows how to get things done in your organization
    • Has strong working relationships with project stakeholders (has established trust with them and is well respected by stakeholders as well as others)
    • Comes from the stakeholder community and is invested in the success of the project (ideally, will be an end user of the system)
    • Has proven communication, facilitation, mediation, and negotiation skills
    • Can effectively balance multiple competing priorities and constraints
    • Sees the big picture and strives to achieve the best outcomes possible (grounded in realistic expectations)
    • Works with a sense of urgency and welcomes ongoing feedback and collaboration with stakeholders
    • Understands how to act as an effective "funnel and filter" for stakeholder requests
    • Acts as an informal (but inspirational) leader whom others will follow
    • Has a strong sense of what is "good enough for now"
    • Protects the delivery team from distractions and keeps them focused on goals
    • Thinks strategically and incrementally

    Product Owner Exercise 2.2 (Optional) Dissect this definition of the product owner role

    30-60 minutes

    1. Take a minute or two to review the bullet points below, which describe the product owner's role.
    2. As a group, discuss the "message" for each bullet point in the description, and then identify which aspects would be "easy" and "hard" to achieve in your organization.
      • The product owner is a project team member who has been empowered by both the organization and stakeholders to act on their behalf and to guide the project directly with a single voice (supported by appropriate consultations with the organization and stakeholders).
      • The product owner must be someone with a good understanding of the project deliverable (they are often considered to be a subject matter expert in an area related to the project deliverable) and ideally is both well-known and respected by both the organization and stakeholders.
      • During the project, requirements clarification, prioritization, and scope changes are ultimately decided by the product owner, who must perform the important balancing act required by the project to adequately reflect the needs and constraints of the organization, its stakeholders, and the project team.
      • The product owner role can only be successful in an organization that has established a trusting and supportive culture. Great trust must be placed in the product owner to adequately balance competing needs in a way that leads to good outcomes for the organization. This trust must come with some authority to make important project decisions, and the organization must also support the product owner in addressing risks and roadblocks outside the control of the project team.
      • The product owner is first among equals when it comes to ultimate ownership of success for the project (along with the project delivery team itself). Because of this, any project of any significance will require the full-time effort of the product owner (don't shortchange yourself by under-investing in a willing, able, and available product owner)

    Output

    • Better understanding of the product owner role.

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Product Owner Exercise 2.2 (Optional) Dissect this definition of the product owner role

    Which aspects of the product owner are "easy" in your organization?

    Which aspects of the product owner are "hard" in your organization?

    Product Owner Module

    Establish an effective product owner role

    Activities

    3.1 Build a starting checklist of quality filters

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Understand the levels in a product backlog and how to create quality filters for PBIs moving through the backlog.
    • Define your product roadmap approach for key audiences.

    Product Owner Step 3: Managing effective product backlogs and roadmaps

    The primary role of the product owner is to manage the backlog effectively.

    When managed properly, the product backlog is a powerful project management tool that directly contributes to project success.

    The product owner's primary responsibility is to ensure this backlog is managed effectively.

    A backlog stores and organizes PBIs at various stages of readiness

    A well-formed backlog can be thought of as a DEEP backlog:

    • Detailed Appropriately: Product backlog items (PBIs) are broken down and refined as necessary.
    • Emergent: The backlog grows and evolves over time as PBIs are added and removed.
    • Estimated: The effort a PBI requires is estimated at each tier.
    • Prioritized: The PBIs value and priority are determined at each tier.

    (Perforce, 2018)

    An image showing the Ideas; Qualified; Ready; funnel leading to the sprint approach.

    Backlog tiers facilitate product planning steps

    An image of the product planning steps facilitated by Backlog Tiers

    Each activity is a variation of measuring value and estimating effort to validate and prioritize a PBI.

    A PBI meets our definition of done and passes through to the next backlog tier when it meets the appropriate criteria. Quality filters should exist between each tier.

    Backlog Exercise 2.1 Build a starting checklist of quality filters

    60 minutes

    1. Quality filters provide a checklist to ensure each Product Backlog Item (PBI) meets our definition of Done and is ready to move to the next backlog group (status).
    2. Create a checklist of basic descriptors that must be completed between each backlog level.
    3. If you completed this exercise in a different Module, review and update it here.
    4. Use this information to start your product strategy playbook in Deliver on Your Digital Product Vision.

    An image of the backlog tiers, identifying where product backlog and sprint backlog are

    Output

    • List of enablers and blockers to establishing product owners

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Outline the criteria to proceed to the next tier via quality filters

    Expand the concepts of defining "ready" and "done" to include the other stages of a PBIs journey through product planning.

    An image showing the approach you will use to Outline the criteria to proceed to the next tier via quality filters

    Info-Tech Insight: A quality filter ensures quality is met and teams are armed with the right information to work more efficiently and improve throughput.

    Define product value by aligning backlog delivery with roadmap goals

    In each product plan, the backlogs show what you will deliver.

    Roadmaps identify when and in what order you will deliver value, capabilities, and goals.

    Product roadmaps guide delivery and communicate your strategy

    In Deliver on Your Digital Product Vision, we demonstrate how the product roadmap is core to value realization. The product roadmap is your communicated path, and as a product owner, you use it to align teams and changes to your defined goals while aligning your product to enterprise goals and strategy.

    This is an image Adapted from: Pichler, What Is Product Management?

    Adapted from: Pichler, "What Is Product Management?"

    Info-Tech Insight

    The quality of your product backlog – and your ability to realize business value from your delivery pipeline – is directly related to the input, content, and prioritization of items in your product roadmap.

    Product delivery realizes value for your product family

    While planning and analysis are done at the family level, work and delivery are done at the individual product level.

    An example of performing planning and analysis at the family level.

    Leverage the product family roadmap for alignment

    It's more than a set of colorful boxes. It's the map to align everyone to where you are going.

    • Your product family roadmap:
      • Lays out a strategy for your product family.
      • Is a statement of intent for your family of products.
      • Communicates direction for the entire product family and product teams.
      • Directly connects to the organization's goals.
    • However, it is not:
      • Representative of a hard commitment.
      • A simple combination of your current product roadmaps.

    Your ideal roadmap approach is a spectrum, not a choice!

    Match your roadmap and backlog to the needs of the product.

    Tactical vs strategic roadmaps.

    Product Managers do not have to choose between being tactical or strategic.
    – Aha!, 2015

    Multiple roadmap views can communicate differently yet tell the same truth

    Audience

    Business/
    IT Leaders

    Users/Customers

    Delivery Teams

    Roadmap

    View

    Portfolio

    Product Family

    Technology

    Objectives

    To provide a snapshot
    of the portfolio and
    priority products

    To visualize and validate product strategy

    To coordinate broad technology and architecture decisions

    Artifacts

    Line items or sections of the roadmap are made up of individual products, and an artifact represents a disposition at its highest level.

    Artifacts are generally grouped by product teams and consist of strategic goals and the features that realize
    those goals.

    Artifacts are grouped by
    the teams who deliver
    that work and consist of technical capabilities that support the broader delivery of value for the product family.

    Product Owner Exercise 3.1 Build a starting checklist of quality filters

    60 minutes

    1. Views provide roadmap information to different audiences in the format and level of detail that is fit to their purpose.
    2. Consider the three primary audiences for roadmap alignment.
    3. Define the roles or people who the view best fits.
    4. Define the level of detail or artifacts shared in the view for each audience.
    5. Use this information to start your product strategy playbook in Deliver on Your Digital Product Vision.

    Business/
    IT Leaders

    Users/Customers

    Delivery Teams

    Audience:

    Audience:

    Audience:

    Level of Detail/Artifacts:

    Level of Detail/Artifacts:

    Level of Detail/Artifacts:

    Output

    • List of enablers and blockers to establishing product owners

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Connecting your product family roadmaps to product roadmaps

    Your product and product family roadmaps should be connected at an artifact level that is common between both. Typically, this is done with capabilities, but it can be done at a more granular level if an understanding of capabilities isn't available.

    A comparison between product family roadmaps and product roadmaps.

    Use product roadmaps to align cross-team dependencies

    Regardless of how other teams operate, teams need to align to common milestones.

    An image showing how you may Use product roadmaps to align cross-team dependencies

    Product Owner Module

    Establish an effective product owner role

    Activities

    4.1 Identify key insights and takeaways

    4.2 Perform exit survey and capture results

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Identify your key insights and takeaways.

    Product Owner Exercise 4.1
    Identify key insights and takeaways

    30 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What key insights have participants gained from the Intro to Agile presentation?
      2. What if any takeaways do participants feel are needed as a result of the presentation?
      3. What changes need to be made in the organization to support/enhance Agile adoption?
    2. Capture your findings in the table below:
    What key insights have you gained? What takeaways have you identified?
    (e.g. better understanding of Agile mindset, principles, and practices) (e.g. how you can improve/spread Agile practices in the organization)

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Product Owner Exercise 4.2
    Perform an exit survey

    30 minutes

    1. Wrap up this section by addressing any remaining questions participants still have.
    2. Create your local exit survey by copying the template using the link below. Then copy and distribute your local survey link.
    3. Collect the consolidated survey results in preparation for your next steps.
    4. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst can send the survey for you. Alternatively, this survey can be done with sticky notes and a pen and paper to calculate the outcomes.

    Download Survey Template:

    Develop Your Agile Approach Exit Survey Template

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Agile Modules

    Prioritize Agile support with your top challenges

    Backlog Management

    Scrum Simulation

    Estimation

    Product Owner

    Product Roadmapping

    1: User stories and the art of decomposition

    2: Effective backlog management & refinement

    3: Identify insights and team feedback

    1: Scrum sprint planning and retrospective simulation

    2: Pass the balls – sprint velocity game

    1: Improve product backlog item estimation

    2: Agile estimation fundamentals

    3: Understand the wisdom of crowds

    4: Identify insights and team feedback

    1: Understand product management fundamentals

    2: The critical role of the product owner

    3: Manage effective product backlogs and roadmaps

    4: Identify insights and team feedback

    1: Identify your product roadmapping pains

    2: The six "tools" of product roadmapping

    3: Product roadmapping exercise

    Organizations often struggle with numerous pain points around Agile delivery.
    The Common Agile Challenges Survey results will help you identify and prioritize the organization's biggest (most cited) pain points. Treat these pain points like a backlog and address the biggest ones first.

    Agile modules provide supporting activities:

    Each module provides guidance and supporting activities related to a specific Agile challenge from your survey. These modules can be arranged to meet each organization's or team's needs while providing cohesive and consistent messaging. For additional supporting research, please visit the Agile / DevOps Resource Center.

    This phase involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Product Roadmapping

    Create effective product roadmaps

    Activities

    Roadmapping 1.1 Identify your product roadmapping pains
    Roadmapping 1.2 The six "tools" of product roadmapping
    Roadmapping 1.3 Product roadmapping exercise

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Understand product management fundamentals
    • Understand the six "tools" of roadmapping and how to use them

    Roadmapping Exercise 1.1: Tell us what product management means to you and how it differs from a project orientation

    10-15 minutes

    1. Share your current understanding of product management.
    What is product management, and how does it differ from a project orientation?

    Output

    • Your current understanding of product management and its benefits

    Participants

    • PMs, Pos, and SMs
    • Delivery managers
    • Delivery teams
    • Business stakeholders
    • Senior leaders
    • Other interested parties

    Definition of terms

    Project

    "A temporary endeavor undertaken to create a unique product, service, or result. The temporary nature of projects indicates a beginning and an end to the project work or a phase of the project work. Projects can stand alone or be part of a program or portfolio."

    – PMBOK, PMI

    Product

    "A tangible solution, tool, or service (physical or digital) that enables the long-term and evolving delivery of value to customers and stakeholders based on business and user requirements."
    Deliver on Your Digital Product Vision,
    Info-Tech Research Group

    Info-Tech Insight

    Any proper definition of product recognizes that they are long-term endeavors that don't end after the project finishes. Because of this, products need well thought out roadmaps.

    Deliver Digital Products at Scale via Enterprise Product Families

    Match your product management role definitions to your product family levels

    Product ownership exists at the different operational tiers or levels in your product hierarchy. This does not imply or require a management relationship.

    Product Portfolio
    Groups of product families within an overall value stream or capability grouping.
    Product Portfolio Manager

    Product Family
    A collection of related products. Products can be grouped along architectural, functional, operational, or experiential patterns.
    Product Family Manager

    Product
    Single product composed of one or more applications and services.
    Product Owner

    Info-Tech Insight

    The primary role conflict occurs when the product owner is a proxy for stakeholders or responsible for the delivery team. The product owner owns the product backlog. The delivery team owns the sprint backlog and delivery.

    Roadmapping Exercise 1.2 (Optional): Define "product" in your context*

    15-30 minutes

    1. Discuss what "product" means in your organization.
    2. Create a common, enterprise definition for "product."

    For example,

    • An application, platform, or application family.
    • Discrete items that deliver value to a user/customer.

    Capture your organization's definition of product:

    * For more on Product Management see Deliver on Your Digital Product Vision

    Output

    • Your enterprise/ organizational definition of products and services.

    Participants

    • PMs, Pos, and SMs
    • Delivery managers
    • Delivery teams
    • Business stakeholders
    • Senior leaders
    • Other interested parties

    Product Roadmapping

    Create effective product roadmaps

    Activities

    The six "tools" of product roadmapping

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Understand product management fundamentals
    • Understand the six "tools" of roadmapping and how to use them

    The six "tools" of product roadmapping

    the 6 tools of product roadmapping: Vision; Goals; Strategy; Roadmap; Backlog; Release Plan.

    Product Roadmapping

    Create effective product roadmaps

    Activities

    Roadmapping 3.1 Product roadmapping exercise
    Roadmapping 3.2 Identify key insights and takeaways
    Roadmapping 3.3 Perform an exit survey

    This step involves the following participants:

    • Product owners, product managers, and scrum masters
    • Delivery managers and senior leaders
    • Stakeholders and delivery teams

    Outcomes of this step

    • Understand product management fundamentals
    • Understand the six "tools" of roadmapping and how to use them

    Roadmapping Exercise 1.2 (Optional): Define "product" in your context*

    30 minutes

    1. As a team, read through the exercise back story below:

    The city of Binbetter is a picturesque place that is sadly in decline because local industry jobs are slowly relocating elsewhere. So, the local government has decided to do something to reinvigorate the city. Binbetter City Council has set aside money and a parcel of land they would like to develop into a venue that will attract visitors and generate revenue for the city.

    Your team was hired to develop the site, and you have already spent time with city representatives to create a vision, goals and strategy for building out this venue (captured on the following slides). The city doesn't want to wait until the entire venue is completed before it opens to visitors, and so you have been instructed to build it incrementally in order to bring in much needed revenue as soon as possible.

    Using the vision, goals, and strategy you have created, your team will need to plan out the build (i.e. create a roadmap and release plan for which parts of the venue to build and in which order). You can assume that visitors will come to the venue after your "Release 1", even while the rest is still under construction. Select one member of your team to be designated as the product owner. The entire team will work together to consider options and agree on a roadmap/release plan, but the product owner will be the ultimate decision-maker.

    * Adapted from Rautiainen et al, Toward Agile Product and Portfolio Management, 2015

    Output

    • Practical understanding of how to apply the six tools of product roadmapping.

    Participants

    • PMs, Pos, and SMs
    • Delivery managers
    • Delivery teams
    • Business stakeholders
    • Senior leaders
    • Other interested parties

    Roadmapping Exercise 3.1: Continued

    1. As a team, review vision, goal, and strategy:
      • Is this a "good" vision statement, and if so, why?
      • Does it live up to its definition of being: "notional and inspirational, while also calling out key guidance and constraints"?
      • Does it help you to rule in/out options for the Product?
      • e.g. Would a parking lot fit the vision?
      • What about a bunch of condominiums?
      • What about a theme park?

    Vision, Goals, and Strategy

    Product Vision: Create an architecturally significant venue that will attract both locals and tourists while also generating revenue for the city

    Roadmapping Exercise 3.1: Continued

    1. As a team, review vision, goal, and strategy:

    Vision, Goals, and Strategy

    Product Vision: Create an architecturally significant venue that will attract both locals and tourists while also generating revenue for the city

    An image of a Château-style Hotel (left) and a Gothic-style Cathedral (right)

    Goals: The venue will include a Château-style Hotel, Gothic-style Cathedral, and a Monument dedicated to the city's founder, Ivy Binbetter.

    Strategy: Develop the venue incrementally, focusing on the highest value elements first (prioritizing both usages by visitors and revenue generation).

    Roadmapping Exercise 3.1: Continued

    1. As a team, review the following exercise rules:
    • Your construction team has told you that they can divide the structures into 17 "equal" components (see below)
    • Each component will require about the same amount of time and resources to complete
    • You can ask the team to build these components in any order and temporary roofs can be built for components that are not at the top of a "stack" (e.g. you can build C3 without having to build C4 and C5 at the same time)
    • However, you cannot build the tops of any buildings first (e.g. don't build M3 until M2 and M1 are in place)

    An image of the chateau hotel and the Gothic Cathedral from the previous slide, broken down into 7 parts each

    Roadmapping Exercise 3.1: Continued

    1. As a team, review vision, goal, and strategy:
      • The city has asked you to decide on your "Release 1 MVP" and has limited you to selecting between 4 and 8 components for this MVP (fewer components = earlier opening date).
      • As a team, work together to decide which components will be in your MVP (remember, the PO makes the ultimate decision).
      • Drag your (4-8) selected MVP components over from the right and assemble them below (and explain your reasoning for your MVP selections):

    Release 1 (MVP)

    Vision, Goals, and Strategy

    Product Vision: Create an architecturally significant venue that will attract both locals and tourists while also generating revenue for the city

    Goals: The venue will include a Château-style Hotel, Gothic-style Cathedral, and a Monument dedicated to the city's founder, Ivy Binbetter.

    Strategy: Develop the venue incrementally, focusing on the highest value elements first (prioritizing both usages by visitors and revenue generation).

    An image of the chateau hotel and the Gothic Cathedral from the previous slide, broken down into 7 parts each

    Roadmapping Exercise 3.1: Continued
    (magnified venue)

    An image of the chateau hotel and the Gothic Cathedral from the previous slide, broken down into 7 parts each

    Roadmapping Exercise 3.1: Continued

    1. As a team, decide the rest of your roadmap:
      • The city has asked you to decide on the remainder of your roadmap
      • They have limited you to selecting between 2 and 4 components for each additional release (drag your selected component into each release below):
    Release 2 Release 3 Release 4 Release 5

    Vision, Goals, and Strategy

    Product Vision: Create an architecturally significant venue that will attract both locals and tourists while also generating revenue for the city

    Goals: The venue will include a Château-style Hotel, Gothic-style Cathedral, and a Monument dedicated to the city's founder, Ivy Binbetter.

    Strategy: Develop the venue incrementally, focusing on the highest value elements first (prioritizing both usages by visitors and revenue generation).

    An image of the chateau hotel and the Gothic Cathedral from the previous slide, broken down into 7 parts each

    Roadmapping Exercise 3.1: Continued

    Roadmap, Release Plan and Backlog

    an example roadmap plan; INCREASING: Priority; Requirements detail; Estimate accuracy; Level of commitment.

    Vision, Goals, and Strategy

    Product Vision: Create an architecturally significant venue that will attract both locals and tourists while also generating revenue for the city

    Goals: The venue will include a Château-style Hotel, Gothic-style Cathedral, and a Monument dedicated to the city's founder, Ivy Binbetter.

    Strategy: Develop the venue incrementally, focusing on the highest value elements first (prioritizing both usages by visitors and revenue generation).

    An image of the chateau hotel and the Gothic Cathedral from the previous slide, broken down into 7 parts each

    Roadmapping Exercise 3.2:
    Identify key insights and takeaways

    15 minutes

    1. As a group, discuss and capture your thoughts on:
      1. What key insights have participants gained from the product roadmapping module?
      2. What if any takeaways do participants feel are needed as a result of the module?
      3. What changes need to be made in the organization to support/enhance Agile adoption?
    2. Capture your findings in the table below:
    What key insights have you gained?What takeaways have you identified?
    • (e.g. better understanding of Agile mindset, principles, and practices)
    • (e.g. how you can improve/spread Agile practices in the organization)

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Roadmapping Exercise 3.3
    Perform an exit survey

    30 minutes

    1. Wrap up this section by addressing any remaining questions participants still have.
    2. Create your local exit survey by copying the template using the link below. Then copy and distribute your local survey link.
    3. Collect the consolidated survey results in preparation for your next steps.
    4. NOTE: Using this survey template requires having access to Microsoft Forms. If you cannot access Microsoft Forms, an Info-Tech analyst can send the survey for you. Alternatively, this survey can be done with sticky notes and a pen and paper to calculate the outcomes.

    Download Survey Template:

    Develop Your Agile Approach Exit Survey Template

    Output

    • A better understanding of Agile principles and practices
    • Action items that will help solidify Agile practices in the organization

    Participants

    • Product owners, product managers, and scrum masters
    • Delivery managers
    • Delivery teams
    • Stakeholders
    • Senior leaders

    Appendix

    Additional research to start your journey

    Related Info-Tech Research

    Mentoring for Agile Teams

    • Get practical help and guidance on your Agile transformation journey.

    Implement DevOps Practices That Work

    • Streamline business value delivery through the strategic adoption of DevOps practices.

    Deliver on Your Digital Product Vision

    • Build a product vision your organization can take from strategy through execution.

    Deliver Digital Products at Scale

    • Deliver value at the scale of your organization through defining enterprise product families.

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    Eringa, Ron. "Evolution of the Product Owner." RonEringa.com. 12 June 2016. Web.
    Fernandes, Thaisa. "Spotify Squad Framework - Part I." Medium.com. 6 Mar. 2017. Web.
    Fowler, Martin. "Application Boundary." MartinFowler.com. 11 Sept. 2003. Web. 20 Nov. 2017.
    Galen, Robert. "Measuring Technical Product Managership – What Does 'Good' Look Like ...." RGalen Consulting. 5 Aug. 2015. Web.
    Hackshall, Robin. "Product Backlog Refinement." Scrum Alliance. 9 Oct. 2014. Web. Feb. 2019.
    Halisky, Merland, and Luke Lackrone. "The Product Owner's Universe." Agile Alliance, Agile2016. 2016. Web.
    Kamer, Jurriaan. "How to Build Your Own 'Spotify Model'." Medium.com. 9 Feb. 2018. Web.
    Karlsson, Johan. "Backlog Grooming: Must-Know Tips for High-Value Products." Perforce. 18 May 2018. Web. Feb. 2019.
    Lindstrom, Lowell. "7 Skills You Need to Be a Great Product Owner." Scrum Alliance. n.d. Web.
    Lawrence, Richard, and Peter Green. "The Humanizing Work Guide to Splitting User Stories." Humanizing Work, 22 Oct. 2020. Web.
    Leffingwell, Dean. "SAFe 5.0." Scaled Agile Inc. 2021. Web. Feb. 2021.
    Lucero, Mario. "Product Backlog – Deep Model." Agilelucero. 8 Oct. 2014. Web.
    Lukassen, Chris. "The Five Belts Of The Product Owner." Xebia.com. 20 Sept. 2016. Web.
    Management 3.0. "Delegation Poker Product Image." Management 3.0. n.d. Web.
    McCloskey, Heather. "Scaling Product Management: Secrets to Defeating Common Challenges." Scaling Product Management: Secrets to Defeating Common Challenges, ProductPlan, 12 July 2019 . Web.
    McCloskey, Heather. "When and How to Scale Your Product Team." UserVoice Blog, UserVoice, 21 Feb. 2017 . Web.
    Medium.com. "Exploring Key Elements of Spotify's Agile Scaling Model." Medium.com. 23 July 2018. Web.
    Mironov, Rich. "Scaling Up Product Manager/Owner Teams: - Rich Mironov's Product Bytes." Rich Mironov's Product Bytes, Mironov Consulting, 12 Apr. 2014 . Web.
    "Most Agile Transformations Will Fail." Vitality Chicago Inc., 24 Jan. 2019.
    Overeem, Barry. "A Product Owner Self-Assessment." Barry Overeem. 6 Mar. 2017. Web.
    Overeem, Barry. "Retrospective: Using the Team Radar." Barry Overeem. 27 Feb. 2017. Web.
    "PI Planning." Scaled Agile. n.d. Web.
    "PI Planning."SAFe. 2020.
    Pichler, Roman. "How to Scale the Scrum Product Owner." Roman Pichler, 28 June 2016 . Web.
    Pichler, Roman. "Product Management Framework." Pichler Consulting Limited. 2014. Web.
    Pichler, Roman. "Sprint Planning Tips for Technical Product Managers." LinkedIn. 4 Sept. 2018. Web.
    Pichler, Roman. "What Is Product Management?" Pichler Consulting Limited. 26 Nov. 2014. Web.
    Project Management Institute. A Guide to the Project Management Body of Knowledge (PMBOK Guide). 7th ed., Project Management Institute, 2021.
    Radigan, Dan. "Putting the 'Flow' Back in Workflow With WIP Limits." Atlassian. n.d. Web.
    Royce, Dr. Winston W. "Managing the Development of Large Software Systems." Scf.usc.edu. 1970. Web.
    Schuurman, Robbin. "10 Tips for Technical Product Managers on Agile Product Management." Scrum.org. 28 Nov. 2017. Web.
    Schuurman, Robbin. "10 Tips for Technical Product Managers on (Business) Value." Scrum.org. 30 Nov. 2017. Web.
    Schuurman, Robbin. "10 Tips for Technical Product Managers on Product Backlog Management." Scrum.org. 5 Dec. 2017. Web.
    Schuurman, Robbin. "10 Tips for Technical Product Managers on the Product Vision." Scrum.org. 29 Nov. 2017. Web.
    Schuurman, Robbin. "Tips for Starting Technical Product Managers." Scrum.org. 27 Nov. 2017. Web.
    Sharma, Rohit. "Scaling Product Teams the Structured Way." Monetary Musings, Monetary Musings, 28 Nov. 2016 . Web.
    STEINER, ANNE. "Start to Scale Your Product Management: Multiple Teams Working on Single Product." Cprime, Cprime, 6 Aug. 2019 . Web.
    Shirazi, Reza. "Betsy Stockdale of Seilevel: Product Managers Are Not Afraid To Be Wrong." Austin VOP #50. 2 Oct. 2018. Web.
    Standish Group, The. "The Standish Group 2015 Chaos Report." The Standish Group. 2015. Web.
    Theus, Andre. "When Should You Scale the Product Management Team?" When Should You Scale the Product Management Team?, ProductPlan, 7 May 2019 . Web.
    Todaro, Dave. "Splitting Epics and User Stories." Ascendle. n.d. Web. Feb. 2019.
    Tolonen, Arto. "Scaling Product Management in a Single Product Company." Smartly.io - Digital Advertising Made Easy, Effective, and Enjoyable, Smartly.io, 26 Apr. 2018 . Web.
    Ulrich, Catherine. "The 6 Types of Product Managers. Which One Do You Need?" Medium.com. 19 Dec. 2017. Web.
    Vähäniitty, J. et al. "Chapter 7: Agile Product Management" in Towards Agile Product and Portfolio Management. Aalto University Software Process Research Group, 2010.
    VersionOne. "12th Annual State of Agile Report." VersionOne. 9 April 2018. Web.
    Verwijs, Christiaan. "Retrospective: Do The Team Radar." Medium.com. 10 Feb. 2017. Web.
    "Why Agile Fails Because of Corporate Culture - DZone Agile." Dzone.Com. Accessed 31 Aug. 2021.

    page 1 of the appendix
    page 2 of the appendix
    page 3 of the appendix
    page 4 of the appendix

    Cultural advantages of Agile

    Collaboration

    Team members leverage all their experience working towards a common goal.

    Iterations

    Cycles provide opportunities for more product feedback.

    Prioritization

    The most important needs are addressed in the current iteration.

    Continual Improvement

    Self-managing teams continually improve their approach for next iteration.

    A backlog stores and organizes PBIs at various stages of readiness

    A well-formed backlog can be thought of as a DEEP backlog:

    • Detailed Appropriately: Product backlog items (PBIs) are broken down and refined as necessary.
    • Emergent: The backlog grows and evolves over time as PBIs are added and removed.
    • Estimated: The effort a PBI requires is estimated at each tier.
    • Prioritized: The PBIs value and priority are determined at each tier.

    (Perforce, 2018)

    Info-Tech Best Practice

    Don't fully elaborate all of your PBIs at the beginning of the project instead, make sure they are elaborated "just in time." (Keep no more than 2 or 3 sprints worth of user stories in the Ready state.)

    An image showing the Ideas; Qualified; Ready; funnel leading to the sprint aproach.

    Scrum versus Kanban: Key differences

    page 6 of the appendix

    Scrum versus Kanban: When to use each

    Scrum: Delivering related or grouped changes in fixed time intervals.

    • Coordinating the development or release of related items
    • Maturing a product or service
    • Interdependencies between work items

    Kanban: Delivering independent items as soon as each is ready.

    • Work items from ticketing or individual requests
    • Completing independent changes
    • Releasing changes as soon as possible

    Develop an adaptive governance process

    page 7 of the appendix

    Five key principles for building an adaptive governance framework

    Delegate and Empower

    Decision making must be delegated down within the organization, and all resources must be empowered and supported to make effective decisions.

    Define Outcomes

    Outcomes and goals must be clearly articulated and understood across the organization to ensure decisions are in line and stay within reasonable boundaries.

    Make Risk informed decisions

    Integrated risk information must be available with sufficient data to support decision making and design approaches at all levels of the organization.

    Embed / Automate

    Governance standards and activities need to be embedded in processes and practices. Optimal governance reduces its manual footprint while remaining viable. This also allows for more dynamic adaptation.

    Establish standards and behavior

    Standards and policies need to be defined as the foundation for embedding governance practices organizationally. These guardrails will create boundaries to reinforce delegated decision making.

    Maturing governance is a journey

    Organizations should look to progress in their governance stages. Ad-Hoc, and controlled governance tends to be slow, expensive, and a poor fit for modern practices.

    The goal as you progress in your stages is to delegate governance and empower teams to make optimal decisions in real-time, knowing that they are aligned with the understood best interests of the organization.

    Automate governance for optimal velocity, while mitigating risks and driving value.

    This puts your organization in the best position to be adaptive and able to react effectively to volatility and uncertainty.

    page 8 of the appendix

    Business value is a key component to driving better decision making

    Better Decisions

    • Team Engagement
    • Frequent Delivery
    • Stakeholder Input
    • Market Analysis
    • Articulating Business Value
    • Focus on Business Needs

    Facilitation Planning Tool

    • Double-click the embedded Excel workbook to select and plan your exercises and timing.
    • Place or remove the "X" in the "Add to Agenda" column to add it to the workshop agenda and duration estimate.
    • Verify the exercise and step timing estimates from the blueprint provided on the "Detailed Workshop Planner" in columns C-F and adjust based on your facilitation and intended audience.

    an image of the Facilitation Planning Tool

    Appendix:
    SDLC transformation steps

    Waterfall SDLC: Valuable product delivered at the end of an extended project lifecycle, frequently in years

    Page 1 of the SDLC Appendix.

    • Business separated from delivery of technology it needs, only one third of product is actually valuable (Info-Tech, N=40,000).
    • In Waterfall, a team of experts in specific disciplines hand off different aspects of the lifecycle.
    • Document signoffs are required to ensure integration between silos (Business, Dev, and Ops) and individuals.
    • A separate change request process lays over the entire lifecycle to prevent changes from disrupting delivery.
    • Tools are deployed to support a specific role (e.g. BA) and seldom integrated (usually requirements <-> test).

    Wagile/Agifall/WaterScrumFall SDLC: Valuable product delivered in multiple releases

    Page 2 of the SDLC Appendix.

    • Business is more closely integrated by a business product owner accountable for day-to-day delivery of value for users.
    • The team collaborates and develops cross-functional skills as they define, design, build, and test code over time.
    • Signoffs are reduced but documentation is still focused on satisfying project delivery and operations policy requirements.
    • Change is built into the process to allow the team to respond to change dynamically.
    • Tools start to be integrated to streamline delivery (usually requirements and Agile work management tools).

    Agile SDLC: Valuable product delivered iteratively; frequency depends on Ops' capacity

    Page 3 of the SDLC Appendix.

    • Business users are closely integrated through regularly scheduled demos (e.g. every two weeks).
    • Team is fully cross-functional and collaboratesto plan, define, design, build, and test the code supported by specialists.
    • Documentation is focused on future development and operations needs.
    • Change is built into the process to allow the team to respond to change dynamically.
    • Explore automation for application development (e.g. automated regression testing).

    Agile with DevOps SDLC: High frequency iterative delivery of valuable product (e.g. every two weeks)

    Page 4 of the SDLC Appendix.

    • Business users are closely integrated through regularly scheduled demos.
    • Dev and ops teams collaborate to plan, define, design, build, test, and deploy code supported by automation.
    • Documentation is focused on supporting users, future changes, and operational support.
    • Change is built into the process to allow the team to respond to change dynamically.
    • Build, test, deploy is fully automated (service desk is still separated).

    DevOps SDLC: Continuous integration and delivery

    Page 5 of the SDLC Appendix.

    • Business users are closely integrated through regularly scheduled demos.
    • Fully integrated DevOps team collaborates to plan, define, design, build, test, deploy, and maintain code.
    • Documentation Is focused on future development and use adoption.
    • Change is built into the process to allow the team to respond to change dynamically.
    • Fully integrated development and operations toolchain.

    Fully integrated product SDLC: Agile + DevOps + continuous delivery of valuable product on demand

    Page 6 of the SDLC Appendix.

    • Business users are fully integrated with the teams through dedicated business product owner.
    • Cross-functional teams collaborate across the business and technical life of the product.
    • Documentation supports internal and external needs (business, users, Ops).
    • Change is built into the process to allow the team to respond to change dynamically.
    • Fully integrated toolchain (including service desk).

    Develop a Plan to Pilot Enterprise Service Management

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    • Many business groups in the organization are siloed and have disjointed services that lead to a less than ideal customer experience.
    • Service management is too often process-driven and is implemented without a holistic view of customer value.
    • Businesses get caught up in the legacy of their old systems and find it difficult to move with the evolving market.

    Our Advice

    Critical Insight

    • Customer experience is the new battleground. Parity between products is creating the need to differentiate via customer experience.
    • Don’t forget your employees! Enterprise service management (ESM) is also about delivering exceptional experiences to your employees so they can deliver exceptional services to your customers.
    • ESM is not driven by tools and processes. Rather, ESM is about pushing exceptional services to customers by pulling from organizational capabilities.

    Impact and Result

    • Understand ESM concepts and how they can improve customer service.
    • Use Info-Tech’s advice and tools to perform an assessment of your organization’s state for ESM, identify the gaps, and create an action plan to move towards an ESM pilot.
    • Increase business and customer satisfaction by delivering services more efficiently.

    Develop a Plan to Pilot Enterprise Service Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should move towards ESM, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Understand ESM and get buy-in

    Understand the concepts of ESM, determine the scope of the ESM program, and get buy-in.

    • Develop a Plan to Pilot Enterprise Service Management – Phase 1: Understand ESM and Get Buy-in
    • Enterprise Service Management Executive Buy-in Presentation Template
    • Enterprise Service Management General Communications Presentation Template

    2. Assess the current state for ESM

    Determine the current state for ESM and identify the gaps.

    • Develop a Plan to Pilot Enterprise Service Management – Phase 2: Assess the Current State for ESM
    • Enterprise Service Management Assessment Tool
    • Enterprise Service Management Assessment Tool Action Plan Guide
    • Enterprise Service Management Action Plan Tool

    3. Identify ESM pilot and finalize action plan

    Create customer journey maps, identify an ESM pilot, and finalize the action plan for the pilot.

    • Develop a Plan to Pilot Enterprise Service Management – Phase 3: Identify ESM Pilot and Finalize Action Plan
    • Enterprise Service Management Customer Journey Map Template
    [infographic]

    Workshop: Develop a Plan to Pilot Enterprise Service Management

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Understand ESM and Get Buy-In

    The Purpose

    Understand what ESM is and how it can improve customer service.

    Determine the scope of your ESM initiative and identify who the stakeholders are for this program.

    Key Benefits Achieved

    Understanding of ESM concepts.

    Understanding of the scope and stakeholders for your ESM initiative.

    Plan for getting buy-in for the ESM program.

    Activities

    1.1 Understand the concepts and benefits of ESM.

    1.2 Determine the scope of your ESM program.

    1.3 Identify your stakeholders.

    1.4 Develop an executive buy-in presentation.

    1.5 Develop a general communications presentation.

    Outputs

    Executive buy-in presentation

    General communications presentation

    2 Assess the Current State for ESM

    The Purpose

    Assess your current state with respect to culture, governance, skills, and tools.

    Identify your strengths and weaknesses from the ESM assessment scores.

    Key Benefits Achieved

    Understanding of your organization’s current enablers and constraints for ESM.

    Determination and analysis of data needed to identify strengths or weaknesses in culture, governance, skills, and tools.

    Activities

    2.1 Understand your organization’s mission and vision.

    2.2 Assess your organization’s culture, governance, skills, and tools.

    2.3 Identify the gaps and determine the necessary foundational action items.

    Outputs

    ESM assessment score

    Foundational action items

    3 Define Services and Create Custom Journey Maps

    The Purpose

    Define and choose the top services at the organization.

    Create customer journey maps for the chosen services.

    Key Benefits Achieved

    List of prioritized services.

    Customer journey maps for the prioritized services.

    Activities

    3.1 Make a list of your services.

    3.2 Prioritize your services.

    3.3 Build customer journey maps.

    Outputs

    List of services

    Customer journey maps

    Service Management

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    • Parent Category Name: Service Planning and Architecture
    • Parent Category Link: /service-planning-and-architecture

    The challenge

    • We have good, holistic practices, but inconsistent adoption leads to chaotic service delivery and low customer satisfaction.
    • You may have designed your IT services with little structure, formalization, or standardization.
    • That makes the management of these services more difficult and also leads to low business satisfaction.

    Continue reading

    Drive Digital Transformation With Platform Strategies

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    • Parent Category Name: IT Strategy
    • Parent Category Link: /it-strategy
    • Enterprise is grappling with the challenges of existing business models and strategies not leading to desired outcomes.
    • Enterprise is struggling to remain competitive.
    • Enterprise wants to understand how to leverage platform strategies and a digital platform.

    Our Advice

    Critical Insight

    To remain competitive enterprises must renew and refresh their business model strategies and design/develop digital platforms – this requires enterprises to:

    • Understand how digital-native enterprises are using platform business models and associated strategies.
    • Understand their core assets and strengths and how these can be leveraged for transformation.
    • Understand the core characteristics and components of a digital platform so that they can design digital platform(s) for their enterprise.
    • Ask if the client’s digital transformation (DX) strategy is aligned with a digital platform enablement strategy.
    • Ask if the enterprise has paid attention to the structure, culture, principles, and practices of platform teams.

    Impact and Result

    Organizations that implement this project will gain benefits in five ways:

    • Awareness and understanding of various platform strategies.
    • Application of specific platform strategies within the context of the enterprise.
    • Awareness of their existing business mode, core assets, value proposition, and strengths.
    • Alignment between DX themes and platform enablement themes so enterprises can develop roadmaps that gauge successful DX.
    • Design of a digital platform, including characteristics, components, and team characteristics, culture, principles, and practices.

    Drive Digital Transformation With Platform Strategies Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should consider the platform business model and a digital platform to remain competitive.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Set goals for your platform business model

    Understand the platform business model and strategies and then set your platform business model goals.

    • Drive Digital Transformation With Platform Strategies – Phase 1: Set Goals for Your Platform Business Model
    • Business Platform Playbook

    2. Configure digital platform

    Define design goals for your digital platform. Align your DX strategy with digital platform capabilities and understand key components of the digital platform.

    • Drive Digital Transformation With Platform Strategies – Phase 2: Configure Your Digital Platform
    • Digital Platform Playbook
    [infographic]

    Workshop: Drive Digital Transformation With Platform Strategies

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Understand Platform Business Model and Strategies

    The Purpose

    Understand existing business model, value proposition, and key assets.

    Understand platform business model and strategies.

    Key Benefits Achieved

    Understanding the current assets helps with knowing what can be leveraged in the new business model/transformation.

    Understanding the platform strategies can help the enterprise renew/refresh their business model.

    Activities

    1.1 Document the current business model along with value proposition and key assets (that provide competitive advantage).

    1.2 Transformation narrative.

    1.3 Platform model canvas.

    1.4 Document the platform strategies in the context of the enterprise.

    Outputs

    Documentation of current business model along with value proposition and key assets (that provide competitive advantage).

    Documentation of the selected platform strategies.

    2 Planning for Platform Business Model

    The Purpose

    Understand transformation approaches.

    Understand various layers of platforms.

    Ask fundamental and evolutionary questions about the platform.

    Key Benefits Achieved

    Understanding of the transformational model so that the enterprise can realize the differences.

    Understanding of the organization’s strengths and weaknesses for a DX.

    Extraction of strategic themes to plan and develop a digital platform roadmap.

    Activities

    2.1 Discuss and document decision about DX approach and next steps.

    2.2 Discuss and document high-level strategic themes for platform business model and associated roadmap.

    Outputs

    Documented decision about DX approach and next steps.

    Documented high-level strategic themes for platform business model and associated roadmap.

    3 Digital Platform Strategy

    The Purpose

    Understand the design goals for the digital platform.

    Understand gaps between the platform’s capabilities and the DX strategy.

    Key Benefits Achieved

    Design goals set for the digital platform that are visible to all stakeholders.

    Gap analysis performed between enterprise’s digital strategy and platform capabilities; this helps understand the current situation and thus informs strategies and roadmaps.

    Activities

    3.1 Discuss and document design goals for digital platform.

    3.2 Discuss DX themes and platform capabilities – document the gaps.

    3.3 Discuss gaps and strategies along with timelines.

    Outputs

    Documented design goals for digital platform.

    Documented DX themes and platform capabilities.

    DX themes and platform capabilities map.

    4 Digital Platform Design: Key Components

    The Purpose

    Understanding of key components of a digital platform, including technology and teams.

    Key Benefits Achieved

    Understanding of the key components of a digital platform and designing the platform.

    Understanding of the team structure, culture, and practices needed for successful platform engineering teams.

    Activities

    4.1 Confirmation and discussion on existing UX/UI and API strategies.

    4.2 Understanding of microservices architecture and filling of microservices canvas.

    4.3 Real-time stream processing data pipeline and tool map.

    4.4 High-level architectural view.

    4.5 Discussion on platform engineering teams, including culture, structure, principles, and practices.

    Outputs

    Filled microservices canvas.

    Documented real-time stream processing data pipeline and tool map.

    Documented high-level architectural view.

    Responsibly Resume IT Operations in the Office

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    • Parent Category Name: DR and Business Continuity
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    Having shifted operations almost overnight to a remote work environment, and with the crisis management phase of the COVID-19 pandemic winding down, IT leaders and organizations are faced with the following issues:

    • A reduced degree of control with respect to the organization’s assets.
    • Increased presence of unapproved workaround methods, including applications and devices not secured by the organization.
    • Pressure to resume operations at pre-pandemic cadence while still operating in recovery mode.
    • An anticipated game plan for restarting the organization’s project activities.

    Our Advice

    Critical Insight

    An organization’s shift back toward the pre-pandemic state cannot be carried out in isolation. Things have changed. Budgets, resource availability, priorities, etc., will not be the same as they were in early March. Organizations must ensure that all departments work collaboratively to support office repatriation. IT must quickly identify the must-dos to allow safe return to the office, while prioritizing tasks relating to the repopulation of employees, technical assets, and operational workloads via an informed and streamlined roadmap.

    As employees return to the office, PMO and portfolio leaders must sift through unclear requirements and come up with a game plan to resume project activities mid-pandemic. You need to develop an approach, and fast.

    Impact and Result

    Responsibly resume IT operations in the office:

    • Evaluate risk tolerance
    • Prepare to repatriate people to the office
    • Prepare to repatriate assets to the office
    • Prepare to repatriate workloads to the office
    • Prioritize your tasks and build your roadmap

    Quickly restart the engine of your PPM:

    • Restarting the engine of the project portfolio won’t be as simple as turning a key and hitting the gas. The right path forward will differ for every project portfolio practice.
    • Therefore, in this publication we put forth a multi-pass approach that PMO and portfolio managers can follow depending on their unique situations and needs.
    • Each approach is accompanied by a checklist and recommendations for next steps to get you on right path fast.

    Responsibly Resume IT Operations in the Office Research & Tools

    Start here – read the Executive Brief

    As the post-pandemic landscape begins to take shape, ensure that IT can effectively prepare and support your employees as they move back to the office.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Evaluate your new risk tolerance

    Identify the new risk landscape and risk tolerance for your organization post-pandemic. Determine how this may impact the second wave of pandemic transition tasks.

    • Responsibly Resume IT Operations in the Office – Phase 1: Evaluate Your New Risk Tolerance
    • Resume Operations Information Security Pressure Analysis Tool

    2. Repatriate people to the office

    Prepare to return your employees to the office. Ensure that IT takes into account the health and safety of employees, while creating an efficient and sustainable working environment

    • Responsibly Resume IT Operations in the Office – Phase 2: Repatriate People to the Office
    • Mid-Pandemic IT Prioritization Tool

    3. Repatriate assets to the office

    Prepare the organization's assets for return to the office. Ensure that IT takes into account the off-license purchases and new additions to the hardware family that took place during the pandemic response and facilitates a secure reintegration to the workplace.

    • Responsibly Resume IT Operations in the Office – Phase 3: Repatriate Assets to the Office

    4. Repatriate workloads to the office

    Prepare and position IT to support workloads in order to streamline office reintegration. This may include leveraging pre-existing solutions in different ways and providing additional workstreams to support employee processes.

    • Responsibly Resume IT Operations in the Office – Phase 4: Repatriate Workloads to the Office

    5. Prioritize your tasks and build the roadmap

    Once you've identified IT's supporting tasks, it's time to prioritize. This phase walks through the activity of prioritizing based on cost/effort, alignment to business, and security risk reduction weightings. The result is an operational action plan for resuming office life.

    • Responsibly Resume IT Operations in the Office – Phase 5: Prioritize Your Tasks and Build the Roadmap

    6. Restart the engine of your project portfolio

    Restarting the engine of the project portfolio mid-pandemic won’t be as simple as turning a key and hitting the gas. Use this concise research to find the right path forward for your organization.

    • Restart the Engine of Your Project Portfolio
    [infographic]

    Initiate Digital Accessibility for IT

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    • Determining IT requirements (legal and business needs) is overwhelming.
    • Prioritizing people in the process is often overlooked.
    • Mandating changes instead of motivating change isn’t sustainable.

    Our Advice

    Critical Insight

    • Compliance is the minimum; the people and behavior changes are the harder part and have the largest impact on accessibility. Preparing for and building awareness of the reasons for accessibility makes the necessary behavior changes easier. Communicate, communicate, and communicate some more.
    • Accessibility is a practice, not a project. Therefore, accessibility is an organizational initiative, however, IT support is critical. Use change management theory to guide the new behaviors, processes, and thinking to adopt accessibility beyond compliance. Determining where to start is challenging, the tendency is to start with tech or compliance, however, starting with the people is key. It must be culture.
    • Think about accessibility like you think about IT security. Use IT security concepts that you and your team are already familiar with to initiate the accessibility program.

    Impact and Result

    • Take away the overwhelm that many feel when they hear ‘accessibility’ and make the steps for your organization approachable.
    • Clearly communicate why accessibility is critical and how it supports the organization’s key objectives and initiatives.
    • Understand your current state related to accessibility and identify areas for key initiatives to become part of the IT strategic roadmap.
    • Build your accessibility plan while prioritizing the necessary culture change
    • Use change management and communication practices to elicit the behavior shift needed to sustain accessibility.

    Initiate Digital Accessibility for IT Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Initiate Digital Accessibility for IT – Use this blueprint to narrow down the requirements for your organization and team while also clearly communicating why accessibility is critical and how it supports the organization’s key objectives and initiatives.

    A step-by-step approach to walk you through understanding the IT accessibility compliance requirements, building your roadmap, and communicating with your department. This storyboard will help you figure out what’s needed from IT to support the business and launch accessibility with your team.

    • Initiate Digital Accessibility for IT – Phases 1-2

    2. IT Manager Meeting Template – A clear, concise, and compelling communication to introduce accessibility for your organization to IT managers and to facilitate their participation in building the roadmap.

    Accessibility compliance can be overwhelming at first. Use this template to simplify the requirements for the IT managers and build out a roadmap.

    • IT Manager Meeting Template

    3. Accessibility Compliance Tracking Tool – This tool helps to decrease the overwhelm of accessibility compliance. Narrow down the list of controls needed to the ones that apply to your organization and to IT.

    Using the EN 301 549 V3.2.1 (2021-03) as a basis for digital accessibility conformance. Use this tool to build a priorities list of requirements that are applicable to your organization.

    • Accessibility Compliance Tracking Tool

    4. Departmental Meeting Template – Cascade your communication down to the IT department with this facilitation guide for introducing accessibility and the roadmap to the entire IT team.

    Use this pre-built slide deck to customize your accessibility communication to the IT department. It will help you build a shared vision for accessibility, a current state picture, and plans to build to the target future state.

    • Departmental Meeting Template
    • Accessibility Quick Cards

    Infographic

    Further reading

    Initiate Digital Accessibility For IT

    Make accessibility accessible.

    EXECUTIVE BRIEF

    Analyst Perspective

    Accessibility is a practice, not a project.

    Accessibility is an organizational directive; however, IT plays a fundamental role in its success. As business partners require support and expertise to assist with their accessibility requirements IT needs to be ready to respond. Even if your organization hasn't fully committed to an accessibility standard, you can proactively get ready by planting the seeds to change the culture. By building understanding and awareness of the significant impact technology has on accessibility, you can start to change behaviors.

    Implementing an accessibility program requires many considerations: legal requirements; international guidelines, such as Web Content Accessibility Guidelines (WCAG); training for staff; ongoing improvement; and collaborating with accessibility experts and people with disabilities. It can be overwhelming to know where to start. The tendency is to start with compliance, which is a fantastic first step. For a sustained program use, change management practices are needed to change behaviors and build inclusion for people with disabilities.

    15% of the world's population identify as having some form of a disability (not including others that are impacted, e.g. caretakers, family). Why would anyone want to alienate over 1.1 billion people?

    This is a picture of Heather Leier-Murray

    Heather Leier-Murray
    Senior Research Analyst, People & Leadership
    Info-Tech Research Group

    Disability is part of being human

    Merriam-Webster defines disability as a "physical, mental, cognitive, or developmental condition that impairs, interferes with, or limits a person's ability to engage in certain tasks or actions or participate in typical daily activities and interactions."(1)

    The World Health Organization points out that a crucial part of the definition of disability is that it's not just a health problem, but the environment impacts the experience and extent of disability. Inaccessibility creates barriers for full participation in society.(2)

    The likelihood of you experiencing a disability at some point in your life is very high, whether a physical or mental disability, seen or unseen, temporary or permanent, severe or mild.(2)

    Many people acquire disabilities as they age yet may not identify as "a person with a disability."3 Where life expectancies are over 70 years of age, 11.5% of life is spent living with a disability. (4)

    "Extreme personalization is becoming the primary difference in business success, and everyone wants to be a stakeholder in a company that provides processes, products, and services to employees and customers with equitable, person-centered experiences and allows for full participation where no one is left out."
    – Paudie Healy, CEO, Universal Access

    (1.) Merriam-Webster
    (2.) World Health Organization, 2022
    (3.) Digital Leaders, as cited in WAI, 2018
    (4.) Disabled World, as cited in WAI, 2018

    Executive Summary

    Your Challenge

    You know the push for accessibility is coming in your organization. You might even have a program started or approval to build one. But you're not sure if you and your team are ready to support and enable the organization on its accessibility journey.

    Common Obstacles

    Understanding where to start, where accessibility lives, and if or when you're done can be overwhelmingly difficult. Accessibility is an organizational initiative that IT enables; being able to support the organization requires a level of understanding of common obstacles.

    • Determining IT requirements (legal and business needs) is overwhelming.
    • Prioritizing people in the process is often overlooked.
    • Mandating changes instead of motivating change isn't sustainable.

    Info-Tech's Approach

    Prepare your people for accessibility and inclusion, even if your organization doesn't have a formal standard yet. Take your accessibility from mandate to movement, i.e. from Phase 1 - focused on compliance to Phase 2 - driven by experience for sustained change.

    • Use this blueprint to build your accessibility plan while prioritizing the necessary culture change.
    • Use change management and communication practices to elicit the behavior shift needed to sustain accessibility.

    Info-Tech Insight

    Accessibility is a practice, not a project. Therefore, accessibility is an organizational initiative; however, IT support is critical. Use change management theory to guide the new behaviors, processes, and thinking to adopt accessibility beyond compliance. Determining where to start is challenging because the tendency is to start with tech or compliance; however, starting with the people is key. It must be a change in organizational culture.

    Your challenge

    This research is designed to help IT leaders who are looking to:

    • Determine accessibility requirements of IT based on the business' needs and priorities, and the existing standards and regulations.
    • Prepare the IT leaders to implement and sustain accessibility and prepare for the behavior shift that is necessary.
    • Build the plan for IT as it pertains to accessibility, including a list of business needs and priorities, and prioritization of accessibility initiatives that IT is responsible for.
    • Ensure that accessibility is sustained in the IT department by following phase 2 of this blueprint on using change management and communication to impact behavior and change the culture.

    90% of companies claim to prioritize diversity.
    Source: Harvard Business Review, 2020

    Over 30% of those that claim to prioritize diversity are focused on compliance.
    Source: Harvard Business Review, 2022

    Accessibility is an organizational initiative

    Is IT ready and capable to enable it?

    • With increasing rates of lawsuits related to digital accessibility, more organizations are prioritizing initiatives to support increased accessibility. About 68% of Applause's survey respondents indicated that digital accessibility is a higher priority for their organization than it was last year.
    • This increase in priority will trickle into IT's tasks – get ahead and start working toward accessibility proactively so you're ready when business requests start coming in.

    A survey of nearly 1,800 respondents conducted by Applause found that:

    • 79% of respondents rated digital accessibility either a top priority or important for their organizations.
    • 42% of respondents indicated they have limited or no in-house expertise or resources to test accessibility.
      Source: Business Wire, May 2022

    How organizations prioritize digital accessibility

    • 43% rated accessibility as a top priority.
    • 36% rated accessibility as important.
    • Fewer than 5% rated accessibility as either low priority or not even on the radar.
    • More than 65% agreed or strongly agreed that accessibility is a higher priority than last year.

    Source: Angel Business Communications, 2022

    Why organizations address accessibility

    Top three reasons:

    1. 61% To comply with laws
    2. 62% To provide the best user experience
    3. 78% To include people with disabilities
      Source: Level Access, 2022

    Still, most businesses aren't meeting compliance standards. Even though legislation has been in place for over 30 years, a 2022 study by WebAIM of 1,000,000 homepages returned a 96.8% WCAG 2.0 failure rate.

    Source: Institute for Disability Research, Policy, and Practice, 2022

    Info-Tech's approach to Initiate Digital Accessibility

    An image of the Business Case for Accessibility

    The Info-Tech difference:

    1. Phase 1 of this blueprint gets you started and helps you build a plan to get you to the initial compliance driven maturity level. It's focused more on standards and regulations than on the user and employee experience.
    2. Phase 2 takes you further in maturity and helps you become experience driven in your efforts. It focuses on building your accessibility maturity into the developing, defined, and managed levels, as well as balancing mandate and movement of the accessibility maturity continuum.

    Determining conformance seems overwhelming

    Unfortunately, it's the easier part.

    • Focus on local regulations and what corporate leaders are setting as accessibility standards for the organization. This will narrow down the scope of what compliance looks like for your team.
    • Look to best practices like WCAG guidelines to ensure digital assets are accessible and usable for all users. WCAG's international guideline outlines principles that can also aid in scoping.
    • In phase 1 of this blueprint, use the Accessibility Compliance Tracking Toolto prioritize criteria and legislation for which IT is responsible.
    • Engage with business partners and other areas of the organization to figure out what is needed from IT. Accessibility is an organizational initiative; it shouldn't be on IT to figure it all out. Determine what your team is specifically responsible for before tackling it all.

    Motivating behavior change

    This is the hard part.

    Changing behaviors and mindsets is necessary to be experience driven and sustain accessibility.

    • Compliance is the minimum when it comes to accessibility, much like employment or labor regulations.
    • Making accessibility an organizational imperative is an iterative process. Managing the change is hard. People, culture, and behavior change matures accessibility from compliance driven to experience driven, increasing the benefits of accessibility.
    • Focus accessibility initiatives on improving the experience of everyone and improving engagement (customer and employee).
    • Being people focused and experience driven enables the organization to provide the best user experience and realize the benefits of accessibility.

    A picture of Jordyn Zimmerman

    "Compliance is the minimum. And when we look at web tech, people are still arguing about their positioning on the standards that need to be enforced in order to comply, forgetting that it isn't enough to comply."
    -- Jordyn Zimmerman, M.Ed., Director of Professional Development, The Nora Project, and Appointee, President's Committee for People with Intellectual Disabilities.

    This is an image of the Info-Tech Accessibility Maturity Framework Table.

    To see more on the Info-Tech Accessibility Maturity Framework:

    The Accessibility Business Case for IT

    Think of accessibility like you think of IT security

    Use IT security concepts to build your accessibility program.

    • Risk management: identify and prioritize accessibility risks and implement controls to mitigate those risks.
    • Compliance: use an IT security-style compliance approach to ensure that the accessibility program is compliant with the many accessibility regulations and standards.
    • Defense in depth: implement multiple layers of accessibility controls to address different types of accessibility risks and issues.
    • Response and recovery: quickly and effectively respond to accessibility issues, minimizing the potential impact on the organization and its users.
    • End-user education: educate end users about accessibility best practices, such as how to use assistive technologies and how to report accessibility issues.
    • Monitor and audit: use monitoring and auditing tools to ensure that accessibility remains over time and to identify and address issues that arise.
    • Collaboration: ensure the accessibility program is effective and addresses the needs of all users by collaborating with accessibility experts and people with disabilities.

    "As an organization matures, the impact of accessibility shifts. A good company will think of security at the very beginning. The same needs to be applied to accessibility thinking. At the peak of accessibility maturity an organization will have people with disabilities involved at the outset."
    -- Cam Beaudoin, Owner, Accelerated Accessibility

    This is a picture of Cam Beaudoin

    Info-Tech's methodology for Initiate Digital Accessibility for IT

    1. Planning IT's accessibility requirements

    2. Change enablement of accessibility

    Phase Steps

    1. Determine accessibility requirements of IT
    2. Build the IT accessibility plan
    1. Build awareness
    2. Support new behaviors
    3. Continuous reinforcement

    Phase Outcomes

    List of business needs and priorities related to accessibility

    IT accessibility requirements for conformance

    Assessment of state of accessibility conformance

    Prioritization of accessibility initiatives for IT

    Remediation plan for IT related to accessibility conformance

    Accessibility commitment statement

    Team understanding of what, why, and how

    Accessibility Quick Cards

    Sustainment plan

    Insight summary

    Overarching insight

    Accessibility is a practice, not a project. Therefore, accessibility is an organizational initiative; however, IT support is critical. Use change management theory to guide the new behaviors, processes, and thinking to adopt accessibility beyond compliance. Determining where to start is challenging. The tendency is to start with tech or compliance; however, starting with the people is key. It must be a change in organizational culture.

    Insight 1

    Compliance is the minimum; people and behavior changes are the hardest part and have the largest impact on accessibility. Preparing for and building awareness of the reasons for accessibility makes the necessary behavior changes easier. Communicate, communicate, and communicate some more.

    Insight 2

    Think about accessibility like you think about IT security. Use IT security concepts that you and your team are already familiar with to initiate the accessibility program.

    Insight 3

    People are learning a new way to behave and think; this can be an unsettling period. Patience, education, communication, support, and time are keys for success of the implementation of accessibility. There is a transition period needed; people will gradually change their practices and attitudes. Celebrate small successes as they arise.

    Insight 4

    Accessibility isn't a project as there is no end. Effective planning and continuous reinforcement of "the new way of doing things" is necessary to enable accessibility as the new status quo.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals.

    IT Manager Meeting Template

    IT Manager Meeting Template
    Use this meeting slide deck to work with IT managers to build out the accessibility remediation plan and commitment statement.

    Departmental Meeting Template

    Departmental Meeting Template
    Use this meeting slide deck to introduce the concept of accessibility and communicate IT goals and objectives.

    Accessibility Quick Cards

    Accessibility Quick Cards
    Using the Info-Tech IT Management and Governance Framework to identify key activities to help improve and maintain the accessibility of your organization and your core IT processes.

    Key deliverable:

    Accessibility Compliance Tracking Tool

    Accessibility Compliance Tracking Tool
    This tool will assist you in identifying remediation priorities applicable to your organization.

    Blueprint benefits

    IT Benefits

    Business Benefits

    • Know and understand your role and responsibility in accessibility implementation within the organization.
    • Provide effective support and excellent business service experience to internal stakeholders related to accessibility.
    • You will be set up to effectively support your team through the necessary behavior, process, and thinking changes.
    • Proactively prepare for accessibility requests that will be coming in.
    • Move beyond compliance to support your organization's sustainment of accessibility.
    • Don't lose out on a trillion-dollar market.
    • Don't miss opportunities to work with organizations because you're not accessible.
    • Enable and empower current employees with disabilities.
    • Minimize potential for negative brand reputation due to a lack of consideration for people with disabilities.
    • Decrease the risk of legal action being brought upon the organization.

    Measure the value of this blueprint

    Improve IT effectiveness and employee buy-in to change.

    Measuring the effectiveness of your program helps contribute to a culture of continuous improvement. Having consistent measures in place helps to inform decisions and enables your plan to be iterative to take advantage of emerging opportunities.

    Monitor employee engagement, overall stakeholder satisfaction with IT, and the overall end-customer satisfaction.

    Remember, accessibility is not a project – just because measures are positive does not mean your work is done.

    In phase 1 of this blueprint, we will help you establish metrics for your organization.
    In phase 2, we will help you develop a sustainment for achieving those metrics.

    A screenshot of the slide titled Establish Baseline Metrics.

    Suggested Metrics
    • Overall end-customer satisfaction
    • Requests for accommodation or assistive technology fulfilled
    • Employee engagement
    • Overall compliance status

    Info-Tech's IT Metrics Library

    Executive brief case study

    INDUSTRY: Technology


    SOURCE: Microsoft.com
    https://blogs.microsoft.com/accessibility/accessib...

    Microsoft

    Microsoft's accessibility journey starts with the goal of building a culture of accessibility and disability inclusion. They recognize that the starting point for the magnitude of organizational change is People.

    "Accessibility in Action Badge"

    Every employee at Microsoft is trained on accessibility to build understanding of why and how to be inclusive using accessibility. The program entails 90 minutes of virtual content.

    Microsoft treats accessibility and inclusion like a business, managing and measuring it to ensure sustained growth and success. They have worked over the years to bust systemic bias company-wide and to build a program with accessibility criteria that works for their business.

    Results

    The program Microsoft has built allows them to shift the accessibility lens earlier in their processes and listen to its users' needs. This allows them to continuously mature their accessibility program, which means continuously improving its users' experience.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided implementation

    What does a typical guided implementation (GI) on this topic look like?

    Phase 1 Phase 2

    Call #1: Discuss motivation for the initiative and foundational knowledge requirements.
    Call #2: Discuss stakeholder analysis and business needs of IT.

    Call #3: Identify current maturity and IT accountabilities.
    Call #4: Discuss introduction to senior IT leaders and drivers.
    Call #5: Discuss manager meeting outline and slides.

    Call #6: Review key messages and next steps to prepare for departmental meeting.
    Call #7: Discuss post-meetings next steps and timelines.

    Call #8: Review sustainment plan and plan next steps.

    A GI is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is eight to ten calls over the course of four to six months.

    Workshop overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Pre-Work

    Day 1

    Day 2

    Day 3

    Day 4

    Day 5

    Understand Your Legislative Environment

    Understand Your Current State

    Define the
    IT Target State

    Build the IT Accessibility Plan

    Prepare for Change Enablement

    Next Steps and
    Wrap-Up

    Activities

    0.1 Make a list of the legislation you need to comply with
    0.2 Seek legal counsel or and/or professional services' input on compliance
    0.3 Complete the Accessibility Maturity Assessment
    0.4 Conduct stakeholder analysis

    1.1 Define the risks of inaction
    1.2 Review maturity assessment
    1.3 Conduct stakeholder focus group

    2.1 Define IT compliance accountabilities
    2.2 Define IT accessibility goals/objectives/ metrics
    2.3 Indicate the target-state maturity

    3.1 Assess current accessibility compliance and mitigation
    3.2 Decide on priorities
    3.3 Write an IT accessibility commitment statement

    4.1 Prepare the roadmap
    4.2 Prepare the communication plan

    5.1 Complete in-progress deliverables from previous four days
    5.2 Set up review time for workshop deliverables and to discuss next steps

    Deliverables

    1. Legislative requirements for your organization
    2. List of stakeholders
    3. Completed maturity assessment.
    1. Defined risks of inaction
    2. Stakeholder analysis completed with business needs identified
    1. IT accessibility goals/objectives
    2. Target maturity
    1. Accessibility Compliance Tracking Tool completed
    2. Accessibility commitment statement
    3. Current compliance and mitigation assessed
    1. IT accessibility roadmap
    2. Communication plan
    1. IT accessibility roadmap
    2. Communication plan

    Phase 1

    Planning IT's Accessibility Requirements.

    Phase 1

    Phase 2

    1.1 Determine accessibility requirements of IT

    1.2 Build IT accessibility plan

    2.1 Build awareness

    2.2 Support new behaviors

    2.3 Continuous reinforcement

    Initiate Digital Accessibility For IT

    This phase will walk you through the following activities:

    • Analyzing stakeholders to determine accessibility needs of business for IT.
    • Determining accessibility compliance requirements of IT.
    • Build a manager communication deck.
    • Assess current accessibility compliance and mitigation.
    • Prioritize and assign timelines.
    • Build a sunrise diagram to visualize your accessibility roadmap.
    • Write an IT accessibility commitment statement.

    This phase involves the following participants:

    • CIO
    • IT leadership team
    • Business partners in other areas of the organization (e.g., HR, finance, communications)

    Step 1.1

    Determine the accessibility requirements of IT.

    Activities

    1.1.1 Determine what the business needs from IT
    1.1.2 Complete the Accessibility Maturity Assessment (optional)
    1.1.3 Determine IT compliance requirements
    1.1.4 Define target state
    1.1.5 Create a list of goals and objectives
    1.1.6 Finalize key metrics
    1.1.7 Prepare a meeting for IT managers

    Prepare to support the organization with accessibility

    This step involves the following participants:

    • CIO
    • IT senior leaders
    • IT managers
    • Business partners in other areas of the organization (e.g., HR, finance, communications)

    Outcomes of this step

    • Stakeholder analysis with business needs listed
    • Defined target future state
    • List of goals and objectives
    • Key metrics
    • Communication deck for IT management rollout meeting

    While defining future state, consider your drivers

    The Info-Tech Accessibility Maturity Framework identifies three key strategic drivers: compliance, experience, and incorporation.

    • Over 30% of organizations are focused on compliance, according to a 2022 survey by Harvard Business Review and Slack's Future Forum. The survey asked more than 10,000 workers in six countries about their organizations' approach to diversity, equity, and inclusion (DEI).(2)
    • Even though 90% of companies claim to prioritize diversity, over 30% are focused on compliance.(1)

    1. Harvard Business Review, 2020
    2. Harvard Business Review, 2022

    31.6% of companies remain in the compliant stage where they are focused on DEI compliance and not on integrating DEI throughout the organization or on creating continual improvement, from Harvard Business Review 2022.

    Info-Tech accessibility maturity framework

    This is an image of Info-Tech's accessibility maturity framework

    Info-Tech Insight

    IT typically works through maturity frameworks from the bottom to the top, progressing at each level until they reach the end. When it comes to IT accessibility initiatives, being especially thorough, thoughtful, and collaborative is critical to success. This will mean spending more time in the Developing, Defined, and Managed levels of maturity rather than trying to reach Optimized as quickly as you can. This may feel contrary to what IT historically considers as a successful implementation.

    After initially ensuring your organization is compliant with regulations and standards, you will progress to building disciplined process and consistent standardized processes. Eventually you will build the ability for predictable process, and lastly, you'll optimize by continuously improving.

    Depending on the level of maturity you are trying to achieve, it could take months or even years to implement. The important thing to understand, however, is that accessibility work is never done.

    At all levels of the maturity framework, you must consider the interconnected aspects of people, process, and technology. However, as the organization progresses, the impact will shift from largely being focused on process and technology improvement to being focused on people.

    Align the benefits of program drivers to organizational goals or outcomes

    Although there will be various motivating factors, aligning the drivers of your accessibility program provides direction to the program. Connecting the advantages of program drivers to organizational goals builds the confidence of senior leaders and decision makers, increasing the continued commitment to invest in accessibility programming.

    This is an image of a table describing the maturity level; Description; Advantages, and Disadvantages for the three drivers: Compliance; Experience; and Incorporation.

    Accessibility maturity levels

    Driver Description Benefits
    Initial Compliance
    • Accessibility processes are mostly undocumented.
    • Accessibility happens mostly on a reactive or ad hoc basis.
    • No one is aware of who is responsible for accessibility or what role they play.
    • Heavily focused on complying with regulations and standards to decrease legal risk.
    • The organization is aware of the need for accessibility.
    • Legal risk is decreased.
    Developing Experience
    • The organization is starting to take steps to increase accessibility beyond compliance.
    • Lots of opportunity for improvement.
    • Defining and refining processes.
    • Working toward building a library of assistive tools.
    • Awareness of the need for accessibility is growing.
    • Process review for accessibility increases process efficiency through avoiding rework.
    Defined Experience
    • Accessibility processes are repeatable.
    • There is a tendency to resort to old habits under stress.
    • Tools are in place to facilitate accommodation.
    • Employees know accommodations are available to them.
    • Accessibility is becoming part of daily work.
    Managed Experience
    • Defined by effective accessibility controls, processes, and metrics.
    • Mostly anticipating preferences.
    • Roles and responsibilities are defined.
    • Disability is included as part of DEI.
    • Employees understand their role in accessibility.
    • Engagement is positively impacted.
    • Attraction and retention are positively impacted.
    Optimized Incorporation
    • Not the goal for every organization.
    • Characterized by a dramatic shift in organizational culture and a feeling of belonging.
    • Ongoing continuous improvement.
    • Seamless interactions with the organization for everyone.
    • Using feedback to inform future initiatives.
    • More likely to be innovative and inclusive, reach more people positively, and meet emerging global legal requirements.
    • Better equipped for success.

    Cheat sheet: Identify stakeholders

    Ask stakeholders, "Who else should I be talking to?" to discover additional stakeholders and ensure you don't miss anyone.

    Identify stakeholders through the following questions:

    Take a 360-degree view of potential internal and external stakeholders who might be impacted by the initiative.

    • Who in areas of influence will be adversely affected by potential environmental and social impacts of what you are doing?
    • At which stage will stakeholders be most affected (e.g. procurement, implementation, operations, decommissioning)?
    • Will other stakeholders emerge as the phases are started and completed?
    • Who is sponsoring the initiative?
    • Who benefits from the initiative?
    • Who is negatively impacted by the initiative?
    • Who can make approvals?
    • Who controls resources?
    • Who has specialist skills?
    • Who implements the changes?
    • Who are the owners, governors, customers, and suppliers of impacted capabilities or functions?
    • Executives
    • Peers
    • Direct reports
    • Partners
    • Customers
    • Subcontractors
    • Suppliers
    • Contractors
    • Lobby groups
    • Regulatory agencies

    Categorize your stakeholders with a stakeholder prioritization map

    A stakeholder prioritization map help teams categorize their stakeholders by their level of influence and ownership.

    There are four areas in the map, and the stakeholders within each area should be treated differently.

    This is an image of a quadrant analysis for mediators; players; spectators; and noisemakers.
    • Players – Players have a high interest in the initiative and high influence to affect change over the initiative. Their support is critical, and a lack of support can cause significant impediment to the objectives.
    • Mediators – Mediators have a low interest but significant influence over the initiative. They can help to provide balance and objective opinions to issues that arise.
    • Noisemakers – Noisemakers have low influence but high interest. They tend to be very vocal and engaged, either positively or negatively, but have little ability to enact their wishes.
    • Spectators – Generally, spectators are apathetic and have little influence over or interest in the initiative.

    Strategize to engage stakeholders by type

    Each group of stakeholders draws attention and resources away from critical tasks.

    By properly identifying your stakeholder groups, you can develop corresponding actions to manage stakeholders in each group. This can dramatically reduce wasted effort trying to satisfy spectators and noisemakers while ensuring the needs of the mediators and players are met.

    Type Quadrant Actions
    Players High influence, high interest Actively Engage
    Keep them engaged through continuous involvement. Maintain their interest by demonstrating their value to its success.
    Mediators High influence, low interest Keep Satisfied
    They can be the game changers in groups of stakeholders. Turn them into supporters by gaining their confidence and trust, and include them in important decision-making steps. In turn, they can help you influence other stakeholders.
    Noisemakers Low influence, high interest Keep InformedTry to increase their influence (or decrease it if they are detractors) by providing them with key information, supporting them in meetings, and using mediators to help them.
    Spectators Low influence, low interest MonitorThey are followers. Keep them in the loop by providing clarity on objectives and status updates.

    1.1.1 Determine what the business needs from IT (stakeholder analysis)

    1.5 hours

    1. Consider all the potential individuals or groups of individuals who will be impacted or influence the accessibility needs of IT.
    2. List each of the stakeholders you identify. If in person, use sticky notes to define the target audiences. The individuals or group of individuals that potentially have needs from IT related to accessibility before, during, or after the initiative.
    3. As you list each stakeholder, consider how they perceive IT. This perception could impact how you choose to interact with them.
    4. For each stakeholder identified as potentially having a business need requirement for IT related to accessibility, conduct an analysis to understand their degree of influence or impact.
    5. Based on the stakeholder, the influence or impact of the business need can inform the interaction and prioritization of IT requirements.
    6. Update slide 9 of the IT Manager Meeting Template.

    Input

    • The change
    • Why the change is needed
    • Key stakeholder map from activity 2.1.1 of The Accessibility Business Case for IT (optional)

    Output

    • The degree of influence or impact each stakeholder has on accessibility needs from IT

    Materials

    • Stakeholder Management Analysis Tool (optional)

    Participants

    • CIO/ head of IT/ initiative lead
    • Business partners

    Proactively consider how accessibility could be received

    Think about the positive and negative reactions you could face about implementing accessibility.

    It's likely individuals will have an emotional reaction to change and may have different emotions at different times during the change process.
    Plan for how to leverage support and deal with resistance to change by assessing people's emotional responses:

    • What are possible questions, objections, suggestions, and concerns that might arise.
    • How will you respond to the possible questions and concerns.
    • Include proactive messaging in your communications that address possible objections.
    • Express an understanding for others point of views by re-positioning objections and suggestions as questions.

    This is an image of the 10 change chakras

    Determine your level of maturity

    Use Info-Tech's Accessibility Maturity Assessment.

    On the accessibility questionnaire, tab 2, choose the amount you agree or disagree with each statement. Answer the questions based on your knowledge of your current state organizationally.

    Once you've answered all the questions, see the results on the tab 3, Accessibility Results. You can see your overall maturity level and the maturity level for each of six dimensions that are necessary to increase the success of an accessibility program.

    Click through to tab 4, Recommendations, to see specific recommendations based on your results and proven research to progress through the maturity levels. Keep in mind that not all organizations will or should aspire to the "Optimize" maturity level.

    A series of three screenshots from the Accessibility Maturity Assessment

    Download the Accessibility Maturity Assessment

    1.1.2 Complete the Accessibility Maturity Assessment (optional)

    1. Download the Accessibility Maturity Assessment and save it with the date so that as you work on your accessibility program, you can reassess later and track your progress.
    2. Once you have saved the assessment, select the appropriate answer for each statement on tab 2, Accessibility Questions, based on your knowledge of the organization's approach.
    3. After reviewing all the accessibility statements, see your maturity level results on tab 3, Accessibility Results. Then see tab 4, Recommendations, for suggestions based on your answers.
    4. Document your accessibility maturity results on slides 12 and 13 of the IT Manager Meeting Template and slide 17 of the Departmental Meeting Template.
    5. Use the maturity assessment results in activity 1.1.3.

    Input

    • Assess your current state of accessibility by choosing all the statements that apply to your organization

    Output

    • Identified accessibility maturity level

    Materials

    • Accessibility Maturity Assessment
    • Accessibility Business Case Template

    Participants

    • Project leader/sponsor
    • IT leadership team

    1.1.3 Determine IT compliance responsibilities

    1-3 hours

    Before you start this activity, you may need to discuss with your organization's legal counsel to determine the legislation that applies to your organization.

    1. Determine which controls apply to your organization based on your knowledge of the organization goals, stakeholders, and accessibility maturity target. If you haven't determined your current and future state maturity model, use the Info-Tech resource from the Accessibility Business Case for IT(see previous two slides).
    2. Using the drop down in column J – Applies to My Org., select "Yes" or "No" for each control on each of the data entry tabs of the Accessibility Compliance Tracking Tool.
    3. For each control you have selected "Yes" for in column J, identify the control owner in column I.
    4. Update slide 10 in the IT Manager Meeting Template and slide 13 in the IT Departmental Meeting Template.

    Input

    • Local, regional, and/or global legislation and guidelines applicable to your organization
    • Organizational accessibility standard
    • Business needs list
    • Completed Accessibility Maturity Assessment (optional)

    Output

    • List of legislation and standards requirements that are narrowed based on organization need

    Materials

    • Accessibility Maturity Assessment
    • Accessibility Business Case Template

    Participants

    • CIO/ head of IT/ CAO/ initiative leader
    • Legal counsel

    Download the Accessibility Compliance Tracking Tool

    1.1.4 Conduct future-state analysis*

    Identify your target state of maturity.

      1. Provide the group with the accessibility maturity levels to review as well as the slides on the framework and drivers (slides 27-29).
      2. Ask the group to brainstorm pain points created by inaccessibility (e.g. challenges related to stakeholders, process issues).
      3. Next, discuss opportunities to be gained from improving these practices.
      4. Then, have everyone look at the accessibility maturity levels and, based on the descriptions, determine as a group the current maturity level of accessibility in your organization .
      5. Next, review the benefits listed on the accessibility maturity levels slide to those that you named in step 3 and determine which maturity level best describes your target state. Discuss as a group and agree on one desired maturity level to reach.
      6. Document your current and target states on slide 14 of the IT Manager Meeting Template.

    *Note: If you've completed the Accessibility Business Case for IT blueprint you may already have this information compiled. Refer to activities 2.1.2 and 2.1.3.

    Input

    • Accessibility maturity levels chart, framework, and drivers slides
    • Maturity level assessment results (optional)

    Output

    • Target maturity level documented

    Materials

    • Paper and pens
    • Handouts of maturity levels

    Participants

    • CIO
    • IT senior leaders

    What does a good goal look like?

    SMART is a common framework for setting effective goals. Make sure your goals satisfy these criteria to ensure you can achieve real results.

    Use the SMART framework to build effective goals.

    S

    Specific: Is the goal clear, concrete, and well defined?

    M

    Measurable: How will you know when the goal is met?

    A

    Achievable: Is the goal possible to achieve in a reasonable time?

    R

    Relevant: Does this goal align with your responsibilities and with departmental and organizational goals?

    T

    Time-based: Have you specified a time frame in which you aim to achieve the goal?

    1.1.5 Create a list of goals and objectives*

    Use the outcomes from activity 1.2.1.

    1. Using the information from activity 1.2.1, develop goals.
    2. Remember to use the SMART goal framework to build out each goal (see the previous slide for more information on SMART goals).
    3. Ensure each goal supports departmental and organizational goals to ensure it is meaningful.
    4. Document your goals and objectives on slides 6 and 9 in your IT Manager Meeting Template.

    *Note: If you've completed the Accessibility Business Case for IT blueprint you may already have this information compiled. Refer to activity 2.2.1.

    Input

    • Outcomes of activity 1.2.1
    • Organizational and departmental goals

    Output

    • Accessibility goals and objectives identified

    Materials

    • n/a

    Participants

    • CIO/ head of IT/ initiative lead
    • IT senior leaders

    Establish baseline metrics

    Baseline metrics will be improved through:

    1. Progressing through the accessibility maturity model.
    2. Addressing accessibility earlier in processes with input from people with disabilities.
    3. Motivating behavior changes and culture that supports accessibility and disability inclusion.
    4. Ensuring compliance with regulations and standards.
    5. Focusing on experience and building a disability inclusive culture.
    Metric Definition Calculation
    Overall end-customer satisfaction The percentage of end customers who are satisfied with the IT department. Number of end customers who are satisfied / Total number of end customers
    Requests for accommodation or assistive technology fulfilled The percentage of accommodation/assistive technology requests fulfilled by the IT department. Number of requests fulfilled / Total number of requests
    Employee engagement The percentage of employees who are engaged within an organization. Number of employees who are engaged / Total number of employees
    Overall compliance status The percentage of accessibility controls in place in the IT department. The number of compliance controls in place / Total number of applicable accessibility controls

    1.1.6 Finalize key metrics*

    Finalize key metrics the organization will use to measure accessibility success.

    1. Brainstorm how you will measure the success of each goal you identified in the previous activity, based on the benefits, challenges, and risks you previously identified.
    2. Write each of the metric ideas down and finalize three to five key metrics which you will track. The metrics you choose should relate to the key challenges or risks you have identified and match your desired maturity level and driver.
    3. Document your key metrics on slide 15 of your IT Manager Meeting Templateand slide 23 of the Departmental Meeting Template.

    Input

    • Accessibility challenges and benefits
    • Goals from activity 1.2.2

    Output

    • Three to five key metrics to track

    Materials

    • n/a

    Participants

    • IT leadership team
    • Project lead/sponsor

    *Note: If you've completed the Accessibility Business Case for IT blueprint you may already have this information compiled. Refer to activity 2.2.2.

    Use Info-Tech's template to communicate with IT managers

    Cascade messages down to IT managers next. This ensures they will have time to internalize the change before communicating it to others.

    Communicate with and build the accessibility plan with IT managers by customizing Info-Tech's IT Manager Meeting Template, which is designed to effectively convey your key messages. Tailor the template to suit your needs.

    It includes:

    • Project scope and objectives
    • Current state analysis
    • Compliance planning
    • Commitment statement drafting

    IT Manager Meeting Template

    Download the IT Manager Meeting Template

    Info-Tech Insight

    Preparing for and building awareness of the reasons for accessibility make the necessary behavior changes easier.

    1.1.7 Prepare a meeting for IT managers

    Now that you understand your current and desired accessibility maturity, the next step is to communicate with IT managers and begin planning your initiatives.

    Know your audience:

    1. Consider who will be included in your presentation audience.
    2. You want your presentation to be succinct and hard-hitting. Managers are under huge demands and time is tight, they will lose interest if you drag out the delivery.
    3. Contain the presentation and planning activities to no more than an afternoon. You want to ensure adequate time for questions and answers, as well as the planning activities necessary to inform the roll out to the larger IT department later.
    4. Schedule a meeting with the IT managers.

    Download the IT Manager Meeting Template

    Input

    • Activity results

    Output

    • A completed presentation to communicate your accessibility initiatives to IT managers

    Materials

    • IT Manager Meeting Template

    Participants

    • CIO/ head of IT/ initiative lead
    • IT senior leaders
    • IT managers

    Step 1.2

    Build the IT accessibility action plan.

    Activities

    1.2.1 Assess current accessibility compliance and mitigation

    1.2.2 Decide on your priorities

    1.2.3 Add priorities to the roadmap

    1.2.4 Write an IT accessibility commitment statement

    Planning IT's accessibility requirements

    This step involves the following participants:

    • CIO/ head of IT/ initiative lead
    • IT senior leaders
    • IT managers

    Outcomes of this step

    • Priority controls and mitigation list with identified control owners.
    • IT accessibility commitment statement.
    • Draft visualization of roadmap/sunrise diagram.

    Involve managers in assessing current compliance

    To know what work needs to happen you need to know what's already happening.

    Use the spreadsheet from activity 1.1.3 where you identified which controls apply to your organization.

    Have managers work in groups to identify which controls (of the applicable ones) are currently being met and which ones have an existing mitigation plan.

    Info-Tech Insight

    Based on EN 301 549 V3.2.1 (2021-03) as a basis for digital accessibility conformance. This tool is designed to assist you in building a priorities list of requirements that are applicable to your organization. EN 301 549 is currently the most robust accessibility regulation and encompasses other regulations within it. Although EN 301 549 is the European Standard, other countries are leaning on it as the standard they aspire to as well.

    This is an image of the Compliance Tracing Tool, with a green box drawn around the columns for Current Compliance, and Mitigation.

    1.2.1 Assess current accessibility compliance and mitigation

    1-3 hours

    1. Share the Accessibility Compliance Tracking Tool with the IT leaders and managers during the meeting with IT management that you scheduled in activity 1.1.7.
    2. Break into smaller groups (or if too small, continue as a single group):
      1. Divide up the controls between the small groups to work on assessing current compliance and mitigation plans.
      2. For each control that is identified as applying to your organization, identify if there currently is compliance by selecting "yes" from the drop-down. For controls where the organization is not compliant, select "no" and identify if there is a mitigation plan in place by selecting "yes" or "no" in column L.
      3. Use the comments column to add any pertinent information regarding the control.

    Input

    • List of IT compliance requirements applicable to the org. from activities 1.1.2 and 1.1.3

    Output

    • List of IT compliance requirements that have current compliance or mitigation plans

    Materials

    • Accessibility Compliance Tracking Tool

    Participants

    • CIO
    • IT senior leaders
    • IT managers

    Download the Accessibility Compliance Tracking Tool

    Involve managers in building accountability into the accessibility plan

    Building accountability into your compliance tracking will help ensure accessibility is prioritized.

    Use the spreadsheet from activity 1.3.1.

    Have managers work in the same groups to prioritize controls by assigning a quarterly timeline for compliance.

    An image of the Compliance Tracking tool, with the timeline column highlighted in green.

    1.2.2 Decide on your priorities

    1-3 hours

    1. In the same groups used in activity 1.2.1, prioritize the list of controls that have no compliance and no mitigation plan.
    2. As you work through the spreadsheet again, assign a timeline using the drop-down menu in column M for each control that applies to the organization and has no current compliance. Consider the following in your prioritization:
      1. Does the control impact customers or is it public-facing?
      2. What are the business needs related to accessibility?
      3. Does the team currently have the skills and knowledge needed to address the control?
      4. What future state accessibility maturity are you targeting?
    3. Be prepared to review with the larger group.

    Input

    • List from activity 1.2.1
    • Business needs from activity 1.1.1

    Output

    • List of IT compliance requirements with accountability timelines

    Materials

    • Accessibility Compliance Tracking Tool

    Participants

    • CIO
    • IT senior leaders
    • IT managers

    Download the Accessibility Compliance Tracking Tool

    Review your timeline

    Don't overload your team. Make sure the timelines assigned in the breakout groups make sense and are realistic.

    A screenshot of the Accessibility Compliance Dashboard.

    Download the Accessibility Compliance Tracking Tool

    Empty roadmap template

    An image of an empty Roadmap Template.

    1.2.3 Add priorities to the roadmap

    1 hour

    1. Using the information entered in the compliance tracking spreadsheet during activities 1.2.1 and 1.2.2, build a visual representation to capture your strategic initiatives over time, using themes and timelines. Consider group initiatives in four categories, technology, people, process, and other.
    2. Copy and paste the controls onto the roadmap from the Accessibility Compliance Tracking Toolto the desired time quadrant on the roadmap.
    3. Set your desired timelines by changing the Q1-Q4 blocks (set the timelines that make sense for your situation).

    Input

    • Output of activity 1.2.2
    • Roadmap template
    • Other departmental project plans and timelines

    Output

    • Visual roadmap of accessibility compliance controls

    Materials

    • n/a

    Participants

    • CIO
    • IT senior leaders
    • IT managers

    Communicate commitment

    Support people leaders in leading by example with an accessibility commitment statement.

    A commitment statement communicates why accessibility and disability inclusion are important and guides behaviors toward the ideal state. The statement will guide and align work, build accountability, and acknowledge the dedication of the leadership team to accessibility and disability inclusion. The statement will:

    • Publicly commit the team to fostering disability inclusivity.
    • Highlight related values and goals of the team or organization.
    • Set expectations.
    • Help build trust and increase feelings of belonging.
    • Connect the necessary changes (people, process, and technology related) to organization strategy.

    Take action! Writing the statement is only the first step. It takes more than words to build accessibility and make your work environment more disability inclusive.

    Info-Tech Insight

    Preparing for and building awareness of the reasons for accessibility make the necessary behavior changes easier.

    Sample accessibility commitment statements

    theScore

    "theScore strives to provide products and services in a way that respects the dignity and independence of persons with disabilities. We are committed to giving persons with disabilities the same opportunity to access our products and services and allowing them to benefit from the same services, in the same place and in a similar way as other clients. We are also committed to meeting the needs of persons with disabilities in a timely manner, and we will meet applicable legislative requirements for preventing and removing barriers."(1)

    Apple Canada

    "Apple Canada is committed to ensuring equal access and participation for people with disabilities. Apple Canada is committed to treating people with disabilities in a way that allows them to maintain their dignity and independence. Apple Canada believes in integration and is committed to meeting the needs of people with disabilities in a timely manner. Apple Canada will do so by removing and preventing barriers to accessibility and meeting accessibility requirements under the AODA and provincial and federal laws across Canada." (2)

    Google Canada

    "We are committed to meeting the accessibility needs of people with disabilities in a timely manner, and will do so by identifying, preventing and removing barriers to accessibility, and by meeting the accessibility requirements under the AODA." (3)

    Source 1: theScore
    Source 2: Apple Canada
    Source 3: Google Canada.

    1.2.4 Write an IT accessibility commitment statement

    45 minutes

    1. As a group, brainstorm the key reasons and necessity for disability inclusion and accessibility for your organization, and the drivers and behaviors required. Record the ideas brainstormed by the group.
    2. Break into smaller groups or pairs (or if too small, continue as a single group):
      • Each group uses the brainstormed ideas to draft an accessibility commitment statement.
    3. Each smaller group shares their statement with the larger group and receives feedback. Smaller groups redraft their statements based on the feedback.
    4. Post each redrafted statement and provide each person two dot stickers to place on the two statements that resonate the most with them.
    5. Using the two statements with the highest number of dot votes, write the final accessibility commitment statement.
    6. Add the commitment statement to slide 18 of the Departmental Meeting Template.

    Input

    • Business objectives
    • Risks related to accessibility
    • Target future accessibility maturity

    Output

    • IT accessibility commitment statement

    Materials

    • Whiteboard/flip charts
    • Dot stickers or other voting mechanism

    Participants

    • CIO
    • IT senior leaders
    • IT managers

    Phase 2

    Change Enablement for Accessibility.

    Phase 1

    Phase 2

    1.1 Determine accessibility requirements of IT

    1.2 Build IT accessibility plan

    2.1 Build awareness

    2.2 Support new behaviors

    2.3 Continuous reinforcement

    This phase will walk you through the following activities:

    • Clarifying key messages
    • IT department accessibility presentation
    • Establishing a frequency and timeframe for communications
    • Obtaining feedback
    • Sustainment plan

    This phase involves the following participants:

    • CIO
    • IT senior leaders
    • IT managers
    • Other key business stakeholders
    • Marketing and communications team

    Be experience driven

    Building awareness and focusing on experience helps move along the accessibility maturity framework. Shifting from mandate to movement.

    In this phase, start to move beyond compliance. Build the IT team's understanding of accessibility, disability inclusion, and their role.
    Communicate the following messages to your team:

    • The motivation behind the change.
    • The reasons for the change.
    • And encourage feedback.

    Info-Tech Accessibility Maturity Framework

    an image of the Info-Tech Accessibility Maturity Framework

    Info-Tech Insight

    Compliance is the minimum; the people and behavior changes are the harder part and have the largest impact on accessibility. Preparing for and building awareness of the reasons for accessibility make the necessary behavior changes easier. Communicate, communicate, and communicate some more.

    What is an organizational change?

    Before communicating, understand the degree of change.

    Incremental Change:

    • Changes made to improve current processes or systems (e.g. optimizing current technology).

    Transitional Change:

    • Changes that involve dismantling old systems and/or processes in favor of new ones (e.g. new product or services added).

    Transformational Change:

    • Significant change in organizational strategy or culture resulting in substantial shift in direction.

    Examples:

    • New or changed policy
    • Switching from on-premises to cloud-first infrastructure
    • Implementing ransomware risk controls
    • Implementing a Learning and Development Plan

    Examples:

    • Moving to an insourced or outsourced service desk
    • Developing a BI and analytics function
    • Integrating risk into organization risk
    • Developing a strategy (technology, architecture, security, data, service, infrastructure, application)

    Examples:

    • Organizational redesign
    • Acquisition or merger of another organization
    • Implementing a digital strategy
    • A new CEO or board taking over the organization's direction

    Consider the various impacts of the change

    Invest time at the start to develop a detailed understanding of the impact of the change. This will help to create a plan that will simplify the change and save time. Evaluate the impact from a people, process, and technology perspective.

    Leverage a design thinking principle: Empathize with the stakeholder – what will change?

    People

    Process Technology
    • Team structure
    • Reporting structure
    • Career paths
    • Job skills
    • Responsibilities
    • Company vision/mission
    • Number of FTE
    • Culture
    • Training required
    • Budget
    • Work location
    • Daily workflow
    • Working conditions
    • Work hours
    • Reward structure
    • Required number of completed tasks
    • Training required
    • Required tools
    • Required policies
    • Required systems
    • Training required

    Change depends on how well people understand it

    Help people internalize what they can do to make the organization more inclusive.

    Anticipate responses to change:

    1. Emotional reaction – different people require different styles of management to guide them through the change. Individual's may have different emotions at different times during the change process. The more easily you can identify persona characteristics, the better you can manage them.
    2. Level of impact – the higher level of change on an individual's day-to-day, the more difficult it will be to adjust to the change. The more impactful the change, the more time focused on people management.

    an image showing staff personas at different stages through the change process.

    Quickly assess the size of change by answering these questions:

    1. Will the change affect your staff's daily work?
    2. Is the change high urgency?
    3. Is there a change in reporting relationships?
    4. Is there a change in skills required for staff to be successful?
    5. Will the change modify entrenched cultural practices?
    6. Is there a change in the mission or vision of the role?

    If you answered "Yes" to two or more questions, the change is bigger than you think. Your staff will feel the impact.

    Ensure effective communication by focusing on four key elements

    1. Audience
    • Stakeholders (either groups or individuals) who will receive the communication.
  • Message
    • Information communicated to impacted stakeholders. Must be rooted in a purpose or intent.
  • Messenger
    • Person who delivers the communication to the audience. The communicator and owner are two different things.
  • Channel
    • Method or channel used to communicate to the audience.
  • Step 2.1

    Build awareness and define key messages for IT.

    This step involves the following participants:

    • IT leadership team
    • Marketing/communications (optional)

    Outcomes of this step

    • Key accessibility messages

    Determine the desired outcome of communicating within IT

    This phase is focused on communicating within IT. All communication has an overall goal. This outcome or purpose of communicating is often dependent on the type of influence the stakeholder wields within the organization as well as the type of impact the change will have on them. Consider each of the communication outcomes listed below.

    Communicating within IT

    • Obtain buy-in
    • Inform about the IT change
    • Create a training plan
    • Inform about department changes
    • Inform about organization changes
    • Inform about a crisis
    • Obtain adoption related to the change
    • Distribute key messages to change agents

    Departmental Meeting Template

    Departmental Meeting Template

    Accessibility Quick Cards

    Accessibility Quick Cards

    Establish and define key messages based on organizational objectives

    What are key messages?

    1. Key messages guide all internal communications to ensure they are consistent, unified, and straightforward.
    2. Distill key messages down from organizational objectives and use them to reinforce the organization's strategic direction. Key messages should inspire employees to act in a way that will help the organization reach its objectives.

    How to establish key messages

    Ground key messages in organizational strategy and culture. These should be the first places you look to determine the organization's key messages:

    • Refer to organizational strategy documents. What needs to be reinforced in internal communications to ensure the organization can achieve its strategy? This is a key message.
    • Look at the organization's values. How do values guide how work should be done? Do employees need to behave in a certain way or keep a certain value top of mind? This is a key message.

    The intent of key messages is to convey important information in a way that is relatable and memorable, to promote reinforcement, and ultimately, to drive action.

    Info-Tech Insight

    Empathizing with the audience is key to anticipating and addressing objections as well as identifying benefits. Customize messaging based on audience attributes such as work model (e.g. hybrid), anticipated objections, what's in it for me?, and specific expectations.

    2.1.1 Clarify the key messages

    30 minutes

    1. Brainstorm the key stakeholders and target audiences you will likely need to communicate with to sustain the accessibility initiative (depending on the size of your group, you might break into pairs or smaller groups and each work on one target audience).
    2. Based on the outcome expected from engaging the target audience in communications, define one to five key messages that should be expressed about accessibility.
    3. The key messages should highlight benefits anticipated, concerns anticipated, details about the change, plan of action, or next steps. The goal here is to ensure the target audience is included in the communication process.
    4. The key messages should be focused on how the target audience receives a consistent message, especially if different communication messengers are involved.
    5. Document the key messages on Tab 3 of the Communications Planner Tool.

    Download the Communications Planner Tool

    Input

    • The change
    • Target audience
    • Communication outcomes

    Output

    • Key messages to support a consistent approach

    Materials

    • Communications Planner Tool
    • Sticky notes
    • Whiteboard

    Participants

    • IT leadership team
    • Marketing/communications partner (optional)

    Step 2.2

    Support new behaviors.

    Activities

    2.2.1 Prepare for IT department meeting

    2.2.2 Practice delivery of your presentation

    2.2.3 Hold department meeting

    This step involves the following participants:

    • Entire IT department

    Outcomes of this step

    • IT departmental meeting slides
    • Accessibility quick cards
    • Task list of how each IT team will support the accessibility roadmap

    Key questions to answer with change communication

    To effectively communicate change, answer questions before they're asked, whenever possible. To do this, outline at each stage of the change process what's happening next for the audience, as well as answer other anticipated questions. Pair key questions with core messages.

    Examples of key questions by change stage include:

    The outline for each stage of the change process, showing what happens next.

    2.2.1 Prepare for the IT departmental meeting

    2 hours

    1. Download the IT Department Presentation Template and follow the instructions on each slide to update for your organization.
    2. Insert information on the current accessibility maturity level. If you haven't determined your current and future state maturity level, use the Info-Tech resource from The Accessibility Business Case for IT.
    3. Review the presentation with the information added.
    4. Consider what could be done to make the presentation better:
      1. Concise: Identify opportunities to remove unnecessary information.
      2. Clear: It uses only terms or language the target audience would understand.
      3. Relevant: It matters to the target audience and the problems they face.
      4. Consistent: The message could be repeated across audiences.
    5. Schedule a departmental meeting or add the presentation to an existing departmental meeting.

    Download the Departmental Presentation Template

    Input

    • Organizational accessibility risks
    • Accessibility maturity current state
    • Outputs from manager presentation
    • Key messages

    Output

    • Prepared presentation to introduce accessibility to the entire IT department

    Materials

    • Departmental Presentation Template

    Participants

    • CIO/ head of IT/ CAO/ initiative leader

    Hone presentation skills before meeting with key stakeholders

    Using voice and body

    Think about the message you are trying to convey and how your body can support that delivery. Hands, stance, frame – all have an impact on what might be conveyed.

    If you want your audience to lean in and be eager about your next point, consider using a pause or softer voice and volume.

    Be professional and confident

    State the main points of your presentation confidently. While this should be obvious, it is essential. Your audience should be able to clearly see that you believe the points you are stating.

    Present in a way that is genuine to you and your voice. Whether you have an energetic personality or calm and composed personality, the presentation should be authentic to you.

    Connect with your audience

    Look each member of the audience in the eye at least once during your presentation. Avoid looking at the ceiling, the back wall, or the floor. Your audience should feel engaged – this is essential to keeping their attention.

    Avoid reading from your slides. If there is text on a slide, paraphrase it while maintaining eye contact.

    Info-Tech Insight

    You are responsible for the response of your audience. If they aren't engaged, it is on you as the communicator.

    2.2.2 Practice delivery of your presentation and schedule department meeting

    45 minutes

    1. Take ten minutes to think about how to deliver your presentation. Where will you emphasize words, speak louder, softer, lean in, stand tall, make eye contact, etc.?
    2. Set a timer on your phone or watch. Record yourself if possible.
    3. Take a few seconds to center yourself and prepare to deliver your pitch.
    4. Practice delivery of your presentation out loud. Don't forget to use your body language and your voice to deliver.
    5. Listen to the recording. Are the ideas communicated correctly? Are you convinced?
    6. Review and repeat.

    Input

    • Presentation deck from activity 2.2.1
    • Best practices for delivering

    Output

    • An ability to deliver the presentation in a clear and concise manner that creates understanding

    Materials

    • Recorder
    • Timer

    Participants

    • CIO/ head of IT/ initiative leader

    2.2.3 Lead the IT department meeting

    1–2 hours

    1. Gather the IT department in a manner appropriate for your organization and facilitate the meeting prepared in activity 2.2.1.
    2. Within the meeting, capture all key action items and outcomes from the Quick Cards Development and Roadmap Planning.
    3. Following the meeting, review the quick cards that everyone built and share these with all IT participants.
    4. Update your sunrise diagram to include any initiatives that came up in the team meetings to support moving to experiential.

    Input

    • Presentation deck from activity 2.2.1

    Output

    • A shared understanding of accessibility at your organization and everyone's role
    • Area task list (including behavior change needs)
    • Accessibility quick cards

    Materials

    Participants

    • CIO/ head of IT/ initiative leader

    Download the Accessibility Quick Cards template

    Step 2.3

    Continuous reinforcement – keep the conversation going – sustain the change.

    Activities

    2.3.1 Establish a frequency and timeframe for communications

    2.3.2 Obtain feedback and improve

    2.3.3 Sustainment plan

    This step involves the following participants:

    • CIO/ head of IT/ initiative lead
    • IT leadership team

    Outcomes of this step

    • Assigned roles for ongoing program monitoring
    • Communication plan
    • Accessibility maturity monitoring plan
    • Program evaluation

    Communication is ongoing before, during, and after implementing a change initiative

    Just because you've rolled out the plan doesn't mean you can stop talking about it.

    An image of the five steps, with steps four and five highlighted in a green box. The five headings are: Identify and Prioritize; Prepare for initiative; Create a communication plan; Implement change; Sustain the desired outcome

    Don't forget: Cascade messages down through the organization to ensure those who need to deliver messages have time to internalize the change before communicating it to others. Include a mix of personal and organizational messages, but where possible, separate personal and organizational content into different communications.

    2.3.1 Establish a frequency and timeframe

    30 minutes

    1. For each row in Tab 3, determine how frequently that communication needs to take place and when that communication needs to be completed by.
      • Frequency: How often the communication will be delivered to the audience (e.g. one-time, monthly, as needed).
      • Timeframe: When the communication will be delivered to the audience (e.g. a planned period or a specific date).
    2. When selecting the timeframe, consider what dependencies need to take place prior to that communication. For example, IT employees should not be communicated with on anything that has not yet been approved by the CEO. Also consider when other communications might be taking place so that the message is not lost in the noise.
    3. For frequency, the only time that a communication needs to take place once is when presenting up to senior leaders of the organizations. And even then, it will sometimes require more than one conversation. Be mindful of this.

    Input

    • The change
    • Target audience
    • Communication outcome
    • Communication channel

    Output

    • Frequency and timeframe of the communication

    Materials

    • Communications Planner Tool
    • Sticky notes
    • Whiteboard

    Participants

    • Changes based on those who would be relevant to your initiative

    Download the Communications Planner Tool

    Ensure feedback mechanisms are in place

    Soliciting and acting on feedback involves employees in the decision-making process and demonstrates to them that their contributions matter.

    Make sure you have established feedback mechanisms to collect feedback on both the messages delivered and how they were delivered. Some ways to collect feedback include:

    • Evaluating intranet comments and interactions (e.g. likes, etc.) if this function is enabled.
    • Measuring comprehension and satisfaction through surveys and polls.
    • Looking for themes in the feedback and questions employees bring forward to managers during in-person briefings.

    Feedback Mechanisms:

    • CIO business vision survey
    • Engagement surveys
    • Focus groups
    • Suggestion boxes
    • Team meetings
    • Random sampling
    • Informal feedback
    • Direct feedback
    • Audience body language
    • Repeating the message back

    Gather feedback on plan and iterate

    Who

    The project team gathers feedback from:

    • As many members of impacted groups as possible, as it helps build broad buy-in for the plan.
    • All levels (e.g. frontline employees, managers, directors).

    What

    Gather feedback on:

    • How to implement tactics successfully.
    • The timing of implementation (helps inform the next slide).
    • The resources required (helps inform the next slide).
    • Potential unforeseen impacts, questions, and concerns.

    How

    • Use focus groups to gather feedback.
    • Adjust sustainment plan based on feedback.

    Use Info-Tech's Standard Focus Group Guide

    2.3.2 Obtain feedback and improve

    20 minutes

    1. Evenly distribute the number of rows in the communication plan to all those involved. Consider a metric that would help inform whether the communication outcome was achieved.
    2. For each row, identify a feedback mechanism (slide 75) that could be used to enable the collection and confirm a successful outcome.
    3. Come back as a group and validate the feedback mechanisms selected.
    4. The important aspect here is not just to measure if the desired outcome was achieved. If the desired outcome is not achieved, consider what you might do to change or enable better communication to that target audience.
    5. Every communication can be better. Feedback, whether it be tactical or strategic, will help inform methods to improve future communication activities.

    Input

    • Communication outcome
    • Target audience
    • Communication channel

    Output

    • A mechanism to measure communication feedback and adjust future communications when necessary

    Materials

    • Communications Planner Tool
    • Sticky notes
    • Whiteboard

    Participants

    • Changes based on those who would be relevant to your initiative

    Download the Communications Planner Tool

    Identify owners and assign other roles

    • Eventually there needs to be a hand off to leaders to sustain accessibility. Senior leaders continue to play the role of guide and facilitator, helping the team identify owners and transfer ownership.
    • Guide the team to work with owners to assign roles to other stakeholders. Spread responsibility across multiple people to avoid overload.

    R

    Responsible
    Carries out the work to implement the component (e.g. payroll manager).

    A

    Accountable
    Owner of the component and held accountable for its implementation (e.g. VP of finance).

    C

    Consulted
    Asked for feedback and input to modify sustainment tactics (e.g. sustainment planning team).

    I

    Informed
    Told about progress of implementation (senior leadership team, impacted staff).

    Identify required resources and secure budget

    Sustainment is critical to success of accessibility

    • This step (i.e. sustainment) often gets overlooked because leaders are focused on the implementation. It takes resources and budget to sustain a plan and change as well.
    • Resorting to the old way is more likely to occur when you don't plan to support sustainment with ongoing resources and budget that's required.

    Resources

    Identify resources required for sustainment components using metrics and input from implementation owners, subject matter experts, and frontline managers.

    For example:

    • Inventory
    • Collateral for communications
    • Technology
    • Physical space
    • People resources (FTE)

    Budget

    Estimate the budget required for resources based on past projects that used similar resources, and then estimate the time it will take until the change evolves into "business as usual" (e.g. 6 months, 12 months).

    Monitor accessibility maturity

    If you haven't already performed the Accessibility Maturity Assessment, complete it in the wake of the accessibility initiative to assess improvements and progress toward target future accessibility maturity.
    As your accessibility program starts to scale out over a range of projects, revisit the assessment on a quarterly or bi-annual basis to help focus your improvement efforts across the six accessibility categories.

    • Vendor relations
    • Products and services
    • Policy and process
    • Support and accommodation
    • Communication
    • People and culture

    Info-Tech Insight

    To drive continual improvement of your organizational accessibility and disability inclusion, continue to share progress, wins, challenges, feedback, and other accessibility related concerns with stakeholders. At the end of the day, IT's efforts to become a change leader and support organizational accessibility will come down to stakeholder perceptions based upon employee morale and benefits realized.

    Download the Accessibility Maturity Assessment

    An image of the maturity level bar graph.

    Evaluate and iterate the program on an ongoing basis

    1. Continually monitor the results of project metrics.
      • Track progress toward goals and metrics set at the beginning of the initiative to gauge the success of the program.
      • Analyze metrics at the work-unit level to highlight successes and challenges in accessibility and disability inclusion and the parameters around it for each impacted unit.
    2. Regularly gather feedback on program effectiveness using questions such as:
      • Has the desired culture been effectively communicated and leveraged, or has the culture changed?
      • Collect feedback through regular channels (e.g. manager check-ins) and set up a cadence to survey employees on the program (e.g. three months after rollout and then annually).
    3. Determine if changes to the program structure are needed.
      • Revisit the accessibility maturity framework and the compliance requirements of IT. Understand what is being experienced; it may be necessary to select a different target or adjust the parameters to mitigate the common challenges.
      • Evaluate the effectiveness of current internal processes to determine if the program would benefit from a dedicated resource.

    2.3.3 Sustain the change

    1. Identify who will own what pieces of the program going forward and assign roles to transition the initiative from implementation to the new normal.
    2. Continue to communicate with stakeholders about accessibility and disability inclusion initiatives, controls, and requirements.
    3. Identify required resources and secure any budget that will be needed to support the accessibility program. Think about employee training, consulting needs, assistive technology requirements, human resources (FTE), etc.
    4. Continue to monitor your accessibility maturity. Use the Accessibility Maturity Assessment tool to periodically evaluate progress on goals and targets. Also, use this tool to communicate progress with senior leaders and executives.
    5. Strive for continuous improvement by evaluating and iterating the program on an ongoing basis.

    Input

    • Activity outputs from this blueprint

    Output

    • Ongoing continuous improvement and progress related to accessibility
    • Demonstrable results

    Materials

    • n/a

    Participants

    • CIO/ head of IT/ initiative Lead
    • IT senior leaders
    • IT managers

    Related Info-Tech Research

    The Accessibility Business Case for IT

    • Take away the overwhelm that many feel when they hear "accessibility" and make the steps for your organization approachable.
    • Clearly communicate why accessibility is critical and how it supports the organization's key objectives and initiatives.
    • Understand your current state related to accessibility and identify areas for key initiatives to become part of the IT strategic roadmap.

    Lead Staff through Change

    • Anticipate and respond to staff questions about the change in order to keep messages consistent, organized, and clear.
    • Manage staff based on their specific concerns and change personas to get the best out of your team during the transition through change.
    • Maintain a feedback loop between staff, executives, and other departments in order to maintain the change momentum and reduce angst throughout the process.

    IT Diversity and Inclusion Tactics

    • Although inclusion is key to the success of a diversity and inclusion (D&I) strategy, the complexity of the concept makes it a daunting pursuit.
    • This is further complicated by the fact that creating inclusion is not a one-and-done exercise. Rather, it requires the ongoing commitment of employees and managers to reassess their own behaviors and to drive a cultural shift.

    Implement and Mature Your User Experience Design Practice

    • Create a practice that is focused on human outcomes; it starts and ends with the people you are designing for. This includes:
      • Establishing a practice with a common vision.
      • Enhancing the practice through four design factors.
      • Communicating a roadmap to improve your business through design.

    Works cited

    "2021 State of Digital Accessibility." Level Access, n.d. Accessed 10 Aug. 2022
    "Apple Canada Accessibility Policy & Plan." Apple Canada, 11 March 2019. .
    Casey, Caroline. "Do Your D&I Efforts Include People With Disabilities?" Harvard Business Review, 19 March 2020. Accessed 28 July 2022.
    Digitalisation World. "Organisations failing to meet digital accessibility standards." Angel Business Communications, 19 May 2022. Accessed Oct. 2022.
    "disability." Merriam-Webster.com Dictionary, Merriam-Webster, . Accessed 10 Aug. 2022.
    "Disability." World Health Organization, 2022. Accessed 10 Aug 2022.
    "Google Canada Corporation Accessibility Policy and Multi Year Plan." Google Canada, June 2020. .
    Hypercontext. "The State of High Performing Teams in Tech 2022." Hypercontext. 2022..
    Lay-Flurrie, Jenny. "Accessibility Evolution Model: Creating Clarity in your Accessibility Journey." Microsoft, 2023. <https://blogs.microsoft.com/accessibility/accessibility-evolution-model/>.
    Maguire, Jennifer. "Applause 2022 Global Accessibility Survey Reveals Organizations Prioritize Digital Accessibility but Fall Short of Conformance with WCAG 2.1 Standards." Business Wire, 19 May 2022. . Accessed 2 January 2023.
    "The Business Case for Digital Accessibility." W3C Web Accessibility Initiative (WAI), 9 Nov. 2018. Accessed 4 Aug. 2022.
    "THESCORE's Commitment to Accessibility." theScore, May 2021. .
    "The WebAIM Million." Web AIM, 31 March 2022. Accessed 28 Jul. 2022.
    Washington, Ella F. "The Five Stages of DEI Maturity." Harvard Business Review, November - December 2022. Accessed 7 Nov. 2022.
    Web AIM. "The WebAIM Million." Institute for Disability Research, Policy, and Practice, 31 March 2022. Accessed 28 Jul. 2022.

    Customer Relationship Management Platform Selection Guide

    • Buy Link or Shortcode: {j2store}529|cart{/j2store}
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    • Parent Category Name: Customer Relationship Management
    • Parent Category Link: /customer-relationship-management
    • Customer relationship management (CRM) suites are an indispensable part of a holistic strategy for managing end-to-end customer interactions.
    • After defining an approach to CRM, selection and implementation of the right CRM suite is a critical step in delivering concrete business value for marketing, sales, and customer service.
    • Despite the importance of CRM selection and implementation, many organizations struggle to define an approach to picking the right vendor and rolling out the solution in an effective and cost-efficient manner.
    • IT often finds itself in the unenviable position of taking the fall for CRM platforms that don't deliver on the promise of the CRM strategy.

    Our Advice

    Critical Insight

    • IT needs to be a trusted partner in CRM selection and implementation, but the business also needs to own the requirements and be involved from the beginning.
    • CRM requirements dictate the components of the target CRM architecture, such as deployment model, feature focus, and customization level. Savvy application directors recognize the points in the project where the CRM architecture model necessitates deviations from a "canned" roll-out plan.
    • CRM selection is a multi-step process that involves mapping target capabilities for marketing, sales, and customer service, assigning requirements across functional categories, determining the architecture model to prioritize criteria, and developing a comprehensive RFP that can be scored in a weighted fashion.
    • Companies that succeed with CRM implementation create a detailed roadmap that outlines milestones for configuration, security, points of implementation, data migration, training, and ongoing application maintenance.

    Impact and Result

    • A CRM platform that effectively meets the needs of marketing, sales, and customer service and delivers value.
    • Reduced costs during CRM selection.
    • Reduced implementation costs and time frame.
    • Faster time to results after implementation.

    Customer Relationship Management Platform Selection Guide Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Customer Relationship Management Platform Selection Guide – Speed up the process to build your business case and select your CRM solution.

    This blueprint will help you build a business case for selecting the right CRM platform, defining key requirements, and conducting a thorough analysis and scan of the ever-evolving CRM market space.

    • Customer Relationship Management Platform Selection Guide — Phases 1-3

    2. CRM Business Case Template – Document the key drivers for selecting a new CRM platform.

    Having a sound business case is essential for succeeding with a CRM. This template will allow you to document key drivers and impact, in line with the CRM Platform Selection Guide blueprint.

    • CRM Business Case Template

    3. CRM Request for Proposal Template

    Create your own request for proposal (RFP) for your customer relationship management (CRM) solution procurement process by customizing the RFP template created by Info-Tech.

    • CRM Request for Proposal Template

    4. CRM Suite Evaluation and RFP Scoring Tool

    The CRM market has many strong contenders and differentiation may be difficult. Instead of relying solely on reputation, organizations can use this RFP tool to record and objectively compare vendors according to their specific requirements.

    • CRM Suite Evaluation and RFP Scoring Tool

    5. CRM Vendor Demo Script

    Use this template to support your business's evaluation of vendors and their solutions. Provide vendors with scenarios that prompt them to display not only their solution's capabilities, but also how the tool will support your organization's particular needs.

    • CRM Vendor Demo Script

    6. CRM Use Case Fit Assessment Tool

    Use this tool to help build a CRM strategy for the organization based on the specific use case that matches your organizational needs.

    • CRM Use-Case Fit Assessment Tool
    [infographic]

    Further reading

    Customer Relationship Management Platform Selection Guide

    Speed up the process to build your business case and select your CRM solution.

    Table of Contents

    1. Analyst Perspective
    2. Executive Summary
    3. Blueprint Overview
    4. Executive Brief
    5. Phase 1: Understand CRM Functionality
    6. Phase 2: Build the Business Case and Elicit CRM requirements
    7. Phase 3: Discover the CRM Marketspace and Prepare for Implementation
    8. Conclusion

    Analyst Perspective

    A strong CRM platform is paramount to succeeding with customer engagement.

    Modern CRM platforms are the workhorses that provide functional capabilities and data curation for customer experience management. The market for CRM platforms has seen an explosion of growth over the last five years, as organizations look to mature their ability to deliver strong capabilities across marketing, sales, and customer service.

    IT needs to be a trusted partner in CRM selection and implementation, but the business also needs to own the requirements and be involved from the get-go.

    CRM selection must be a multistep process that involves defining target capabilities for marketing, sales, and customer service, prioritizing requirements across functional categories, determining the architecture model for the CRM environment, and developing a comprehensive RFP that can be scored in a weighted fashion.

    To succeed with CRM implementation, create a detailed roadmap that outlines milestones for configuration, security, points of implementation, data migration, training, and ongoing application maintenance.

    Photo of Ben Dickie, Research Lead, Customer Experience Strategy, Info-Tech Research Group. Ben Dickie
    Research Lead, Customer Experience Strategy
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Customer Relationship Management (CRM) suites are an indispensable part of a holistic strategy for managing end-to-end customer interactions. Selecting the right platform that aligns with your requirements is a significant undertaking.

    After defining an approach to CRM, selection and implementation of the right CRM suite is a critical step in delivering concrete business value for marketing, sales, and customer service.
    Common Obstacles

    Despite the importance of CRM selection and implementation, many organizations struggle to define an approach to picking the right vendor and rolling out the solution in an effective and cost-efficient manner.

    The CRM market is rapidly evolving and changing, making it tricky to stay on top of the space.

    IT often finds itself in the unenviable position of taking the fall for CRM platforms that don’t deliver on the promise of the CRM strategy.
    Info-Tech’s Approach

    CRM platform selection must be driven by your overall customer experience management strategy: link your CRM selection to your organization’s CXM framework.

    Determine if you need a CRM platform that skews toward marketing, sales, or customer service; leverage use cases to help guide selection.

    Ensure strong points of integration between CRM and other software such as MMS. A CRM should not live in isolation; it must provide a 360-degree view.

    Info-Tech Insight

    IT must work in lockstep with its counterparts in marketing, sales, and customer service to define a unified vision for the CRM platform.

    Info-Tech’s methodology for selecting the right CRM platform

    1. Understand CRM Features 2. Build the Business Case & Elicit CRM Requirements 3. Discover the CRM Market Space & Prepare for Implementation
    Phase Steps
    1. Define CRM platforms
    2. Classify table stakes & differentiating capabilities
    3. Explore CRM trends
    1. Build the business case
    2. Streamline requirements elicitation for CRM
    3. Construct the RFP
    1. Discover key players in the CRM landscape
    2. Engage the shortlist & select finalist
    3. Prepare for implementation
    Phase Outcomes
    • Consensus on scope of CRM and key CRM capabilities
    • CRM selection business case
    • Top-level use cases and requirements
    • Completed CRM RFP
    • CRM market analysis
    • Shortlisted vendor
    • Implementation considerations

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    The CRM purchase process should be broken into segments:

    1. CRM vendor shortlisting with this buyer’s guide
    2. Structured approach to selection
    3. Contract review

    What does a typical GI on this topic look like?

    Phase 1

    Phase 2

    Phase 3

    Call #1: Understand what a CRM platform is and the “art of the possible” for sales, marketing, and customer service. Call #2: Build the business case to select a CRM.

    Call #3: Define your key CRM requirements.

    Call #4: Build procurement items such as an RFP.
    Call #5: Evaluate the CRM solution landscape and shortlist viable options.

    Call #6: Review implementation considerations.

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    INFO~TECH RESEARCH GROUP

    Customer Relationship Management Platform Selection Guide

    Speed up the process to build your business case and select your CRM solution.

    EXECUTIVE BRIEF

    Info-Tech Research Group Inc. is a global leader in providing IT research and advice. Info-Tech’s products and services combine actionable insight and relevant advice with ready-to-use tools and templates that cover the full spectrum of IT concerns.
    © 1997-2022 Info-Tech Research Group Inc.

    What exactly is a CRM platform?

    Our Definition: A customer relationship management (CRM) platform (or suite) is a core enterprise application that provides a broad feature set for supporting customer interaction processes, typically across marketing, sales and customer service. These suites supplant more basic applications for customer interaction management (such as the contact management module of an enterprise resource planning (ERP) platform or office productivity suite).

    A customer relationship management suite provides many key capabilities, including but not limited to:

    • Account management
    • Order history tracking
    • Pipeline management
    • Case management
    • Campaign management
    • Reports and analytics
    • Customer journey execution

    A CRM suite provides a host of native capabilities, but many organizations elect to tightly integrate their CRM solution with other parts of their customer experience ecosystem to provide a 360-degree view of their customers.

    Stock image of a finger touching a screen showing a stock chart.

    Info-Tech Insight

    CRM feature sets are rapidly evolving. Focus on the social component of sales, marketing, and service management features, as well as collaboration, to get the best fit for your requirements. Moreover, consider investing in best-of-breed social media management platforms (SMMPs) and internal collaboration tools to ensure sufficient functionality.

    Build a cohesive CRM selection approach that aligns business goals with CRM capabilities.

    Info-Tech Insight

    Customers expect to interact with organizations through the channels of their choice. Now more than ever, you must enable your organization to provide tailored customer experiences.

    Customer expectations are on the rise: meet them!

    A CRM platform is a crucial system for enabling good customer experiences.

    CUSTOMER EXPERIENCE IS EVOLVING

    1. Thoughtfulness is in
        Connect with customers on a personal level
    2. Service over products
        The experience is more important than the product
    3. Culture is now number one
        Culture is the most overlooked piece of customer experience strategy
    4. Engineering and service finally join forces
        Companies are combining their technology and service efforts to create strong feedback loops
    5. The B2B world is inefficiently served
        B2B needs to step up with more tools and a greater emphasis placed on customer experience

    (Source: Forbes, 2019)

    Identifying organizational objectives of high priority will assist in breaking down business needs and CRM objectives. This exercise will better align the CRM systems with the overall corporate strategy and achieve buy-in from key stakeholders.

    A strong CRM platform supports a range of organizational objectives for customer engagement.

    Increase Revenue Enable lead scoring Deploy sales collateral management tools Improve average cost per lead via a marketing automation tool
    Enhance Market Share Enhance targeting effectiveness with a CRM Increase social media presence via an SMMP Architect customer intelligence analysis
    Improve Customer Satisfaction Reduce time-to-resolution via better routing Increase accessibility to customer service with live chat Improve first contact resolution with customer KB
    Increase Customer Retention Use a loyalty management application Improve channel options for existing customers Use customer analytics to drive targeted offers
    Create Customer-Centric Culture Ensure strong training and user adoption programs Use CRM to provide 360-degree view of all customer interactions Incorporate the voice of the customer into product development

    Succeeding with CRM selection and implementation has a positive effect on driving revenues and decreasing costs

    There are three buckets of metrics and KPIs where CRM will drive improvements

    The metrics of a smooth CRM selection and implementation process include:

    • Better alignment of CRM functionality to business needs.
    • Better functionality coverage of the selected platform.
    • Decreased licensing costs via better vendor negotiation.
    • Improved end-user satisfaction with the deployed solution.
    • Fewer errors and rework during implementation.
    • Reduced total implementation costs.
    • Reduced total implementation time.

    A successful CRM deployment drives revenue

    • Increased customer acquisition due to enhanced accuracy of segmentation and targeting, superior lead qualification, and pipeline management.
    • Increased customer satisfaction and retention due to targeted campaigns (e.g. customer-specific deals), quicker service incident resolution, and longitudinal relationship management.
    • Increased revenue per customer due to comprehensive lifecycle management tools, social engagement, and targeted upselling of related products and services (enabled by better reporting/analytics).

    A successful CRM deployment decreases cost

    • Deduplication of effort across business domains as marketing, sales, and service now have a common repository of customer information and interaction tools.
    • Increased sales and service agent efficiency due to their focus on selling and resolution, rather than administrative tasks and overhead.
    • Reduced cost-to-sell and cost-to-serve due to automation of activities that were manually intensive.
    • Reduced cost of accurate data due to embedded reporting and analytics functionality.

    CRM platforms sit at the core of a well-rounded customer engagement ecosystem

    At the center is 'Customer Relationship Management Platform' surrounded by 'Web Experience Management Platform', 'E-Commerce & Point-of-Sale Solutions', 'Social Media Management Platform', 'Customer Intelligence Platform', 'Customer Service Management Tools', and 'Marketing Management Suite'.

    Customer Experience Management (CXM) Portfolio

    Customer relationship management platforms are increasingly expansive in functional scope and foundational to an organization’s customer engagement strategy. Indeed, CRMs form the centerpiece for a comprehensive CXM system, alongside tools such as customer intelligence platforms and adjacent point solutions for sales, marketing, and customer service.

    Review Info-Tech’s CXM blueprint below to build a complete, end-to-end customer interaction solution portfolio that encompasses CRM alongside other critical components. The CXM blueprint also allows you to develop strategic requirements for CRM based on customer personas and external market analysis.

    Build a Strong Technology Foundation for Customer Experience Management

    Sample of the 'Build a Strong Technology Foundation for Customer Experience Management' blueprint. Design an end-to-end technology strategy to drive sales revenue, enhance marketing effectiveness, and create compelling experiences for your customers.

    View the blueprint

    Considering a CRM switch? Switching software vendors drives high satisfaction

    Eighty percent of organizations are more satisfied after changing their software vendor.

    • Most organizations see not only a positive change in satisfaction with their new vendor, but also a substantial change in satisfaction.
    • What matters is making sure your organization is well-positioned to make a switch.
    • When it comes to switching software vendors, the grass really can be greener on the other side.

    Over half of organizations are 60%+ more satisfied after changing their vendor.

    (Source: Info-Tech Research Group, "Switching Software Vendors Overwhelmingly Drives Increased Satisfaction", 2020.)

    IT is critical to the success of your CRM selection and rollout

    Today’s shared digital landscape of the CIO and CMO

    Info-Tech Insight

    Technology is the key enabler of building strong customer experiences: IT must stand shoulder to shoulder with the business to develop a technology framework for customer relationship management.

    CIO

    IT Operations

    Service Delivery and Management

    IT Support

    IT Systems and Application

    IT Strategy and Governance

    Cybersecurity
    Collaboration and Partnership

    Digital Strategy = Transformation
    Business Goals | Innovation | Leadership | Rationalization

    Customer Experience
    Architecture | Design | Omnichannel Delivery | Management

    Insight (Market Facing)
    Analytics | Business Intelligence | Machine Learning | AI

    Marketing Integration + Operating Model
    Apps | Channels | Experiences | Data | Command Center

    Master Data
    Customer | Audience | Industry | Digital Marketing Assets
    CMO

    PEO Media

    Brand Management

    Campaign Management

    Marketing Tech

    Marketing Ops

    Privacy, Trust, and Regulatory Requirements

    (Source: ZDNet, 2020)

    CRM by the numbers

    1/3

    Statistical analysis of CRM projects indicates failures vary from 18% to 69%. Taking an average of those analyst reports, about one-third of CRM projects are considered a failure. (Source: CIO Magazine, 2017)

    92%

    92% of organizations report that CRM use is important for accomplishing revenue objectives. (Source: Hall, 2020)

    40%

    In 2019, 40% of executives name customer experience the top priority for their digital transformation. (Source: CRM Magazine, 2019)

    Case Study

    Align strategy and technology to meet consumer demand.
    INDUSTRY
    Entertainment
    SOURCE
    Forbes, 2017
    Challenge

    Beginning as a mail-out service, Netflix offered subscribers a catalog of videos to select from and have mailed to them directly. Customers no longer had to go to a retail store to rent a video. However, the lack of immediacy of direct mail as the distribution channel resulted in slow adoption.

    Blockbuster was the industry leader in video retail but was lagging in its response to industry, consumer, and technology trends around customer experience.

    Solution

    In response to the increasing presence of tech-savvy consumers on the internet, Netflix invested in developing its online platform as its primary distribution channel. The benefit of doing so was two-fold: passive brand advertising (by being present on the internet) and meeting customer demands for immediacy and convenience. Netflix also recognized the rising demand for personalized service and created an unprecedented, tailored customer experience.

    Results

    Netflix’s disruptive innovation is built on the foundation of great customer experience management. Netflix is now a $28-billion company, which is tenfold what Blockbuster was worth.

    Netflix used disruptive technologies to innovatively build a customer experience that put it ahead of the long-time video rental industry leader, Blockbuster.

    CRM Buyer’s Guide

    Phase 1

    Understand CRM Features

    Phase 1

    1.1 Define CRM platforms

    1.2 Classify table stakes & differentiating capabilities

    1.3 Explore CRM trends

    Phase 2

    2.1 Build the business case

    2.2 Streamline requirements elicitation for CRM

    2.3 Construct the RFP

    Phase 3

    3.1 Discover key players in the CRM landscape

    3.2 Engage the shortlist & select finalist

    3.3 Prepare for implementation

    This phase will walk you through the following activities:

    • Set a level of understanding of CRM technology.
    • Define which CRM features are table stakes (standard) and which are differentiating.
    • Identify the “Art of the Possible” in a modern CRM from a sales, marketing, and service lens.

    This phase involves the following participants:

    • CIO
    • Applications manager
    • Project manager
    • Sales executive
    • Marketing executive
    • Customer service executive

    Understand CRM table stakes features

    Organizations can expect nearly all CRM vendors to provide the following functionality.

    Lead Management Pipeline Management Contact Management Campaign Management Customer Service Management
    • Tracks and captures a lead’s information, automatically building a profile. Leads are then qualified through contact scoring models. Assigning leads to sales is typically automated.
    • Enables oversight over future sales. Includes revenue forecasting based on past/present trends, tracking sales velocity, and identifying ineffective sales processes.
    • Tracks and stores customer data, including demography, account and billing history, social media, and contact information. Typically, records and fields can be customized.
    • Provides integrated omnichannel campaign functionality and data analysis of customer intelligence. Data insights can be used to drive new and effective marketing campaigns.
    • Provides integrated omnichannel customer experiences to provide convenient service. Includes case and ticket management, automated escalation rules, and third-party integrations.

    Identify differentiating CRM features

    While not always “must-have” functionality, these features may be the final dealbreaker when deciding between two CRM vendors.

    Image of clustered screens with various network and business icons surounding them.
    • Workflow Automation
      Automate repetitive tasks by creating workflows that trigger actions or send follow-up reminders for next steps.
    • Advanced Analytics and Reporting
      Provides customized dashboard visualizations, detailed reporting, AI-driven virtual assistants, data extraction & analysis, and ML forecasting.
    • Customizations and Open APIs
      Broad range of available customizations (e.g. for dashboards and fields), alongside ease of integration (e.g. via plugins or APIs).
    • Document Management
      Out-of-the-box centralized content repository for storing, uploading, and sharing documents.
    • Mobile Support
      Ability to support mobile devices, OSes, and platforms with a native application or HTML-based web-access.
    • Project and Task Management
      Native project and task management functionality, enhancing cross-team organization and communication.
    • Configure, Price, Quote (CPQ)
      Create and send quotes or proposals to prospective and current customers.

    Features aren’t everything – be wary of common CRM selection pitfalls

    You can have all the right features, but systemic problems will lead to poor CRM implementation. Dig out these root causes first to ensure a successful CRM selection.

    50% of organizations believe the quality of their CRM data is “very poor” or “neutral.”

    Without addressing data governance issues, CRMs will only be as good as your data.

    Source: (Validity 2020)
    27% of organizations report that bad data costs them 10% or more in lost revenue annually.
    42% rate the trust that users have in their data as “high” or “very high.”
    54% believe that sales forecasts are accurate or very accurate.
    69% attribute poor CRM governance to missing or incomplete data, followed by duplicate data, incorrect data, and expired data. Other data issues include siloed data or disparate systems.
    73% believe that they do not have a 360-degree view of their customers.

    Ensure you understand the “art of the possible” in the CRM landscape

    Knowing what is possible will help funnel which features are most suitable for your organization – having all the bells and whistles does not always equal strong ROI.

    Holistically examine the potential of any CRM solution through three main lenses: Stock image of a person working with dashboards.

    Sales

    Identify sales opportunities through recording customers’ interactions, generating leads, nurturing contacts, and forecasting revenues.
    Stock image of people experiencing digital ideas.

    Marketing

    Analyze customer interactions to identify upsell and cross-sell opportunities, drive customer loyalty, and use customer data for targeted campaigns.
    Stock image of a customer service representative.

    Customer Service

    Improve and optimize customer engagement and retention, leveraging customer data to provide round-the-clock omnichannel experiences.

    Art of the possible: Sales

    Stock image of a person working with dashboards.

    TRACK PROSPECT INTERACTIONS

    Want to engage with a prospect but don’t know what to lead with? CRM solutions can track and analyze many of the interactions a prospect has with your organization, including with fellow staff, their clickthrough rate on marketing material, and what services they are downloading on your website. This information can then auto-generate tasks to begin lead generation.

    COORDINATE LEAD SCORING

    Information captured from a prospect is generated into contact cards; missing data (such as name and company) can be auto-captured by the CRM via crawling sites such as LinkedIn. The CRM then centralizes and scores (according to inputted business rules) a lead’s potential, ensuring sales teams coordinate and keep a track of the lead’s journey without wrongful interference.

    AI-DRIVEN REVENUE FORECASTING

    Generate accurate forecasting reports using AI-driven “virtual assistants” within the CRM platform. These assistants are personal data scientists, quickly noting discrepancies, opportunities, and what-if scenarios – tasks that might take weeks to do manually. This pulled data is then auto-forecasted, with the ability to flexibly adjust to real-time data.

    Art of the possible: Marketing

    Stock image of people experiencing digital ideas.

    DRIVE LOYALTY

    Data captured and analyzed in the CRM from customer interactions builds profiles and a deeper understanding of customers’ interests. With this data, marketing teams can deliver personalized promotions and customer service to enhance loyalty – from sending a discount on a product the customer was browsing on the website, to providing notifications about delivery statuses.

    AUTOMATE WORKFLOWS

    Building customer profiles, learning spending habits, and charting a customer’s journey for upselling or cross-selling can be automated through workflows, saving hours of manual work. These workflows can immediately respond to customer enquiries or deliver offers to the customer’s preferred channel based on their prior usage.

    TARGETED CAMPAIGNING

    Information attained through a CRM platform directly informs any marketing strategy: identifying customer segments, spending habits, building a better product based on customer feedback, and identifying high-spending customers. With any new product or offering, it is straightforward for marketing teams to understand where to target their next campaign for highest impact.

    Art of the possible: Customer service

    Stock image of a customer service representative.

    OMNICHANNEL SUPPORT

    Rapidly changing demographics and modes of communications require an evolution toward omnichannel engagement. Many customers now expect to communicate with contact centers not just by voice, but via social media. Agents need customer information synced across each channel they use, meeting the customer’s needs where they are.

    INTELLIGENT SELF-SERVICE PORTALS

    Customers want their issues resolved as quickly as possible. Machine-learning self-service options deliver personalized customer experiences, which also reduce both agent call volume and support costs for the organization.

    LEVERAGING ANALYTICS

    The future of customer service is tied up with analytics. This not only entails AI-driven capabilities that fetch the agent relevant information, skills-based routing, and using biometric data (e.g. speech) for security. It also feeds operations leaders’ need for easy access to real insights about how their customers and agents are doing.

    Best-of-Breed Point Solutions

    Full CRM Suite

    Blue smiley face. Benefits
    • Features may be more advanced for specific functional areas and a higher degree of customization may be possible.
    • If a potential delay in real-time customer data transfer is acceptable, best-of-breeds provide a similar level of functionality to suites for a lower price.
    • Best-of-breeds allow value to be realized faster than suites, as they are easier and faster to implement and configure.
    • Rip and replace is easier, and vendor updates are relatively quick to market.
    Benefits
    • Everyone in the organization works from the same set of customer data.
    • There is a “lowest common denominator” for agent learning as consistent user interfaces lower learning curves and increase efficiency in usage.
    • There is a broader range of functionality using modules.
    • Integration between functional areas will be strong and the organization will be in a better position to enable version upgrades without risking invalidation of an integration point between separate systems.
    Green smiley face.
    Purple frowny face. Challenges
    • Best-of-breeds typically cover less breadth of functionality than suites.
    • There is a lack of uniformity in user experience across best-of-breeds.
    • Data integrity risks are higher.
    • Variable infrastructure may be implemented due to multiple disparate systems, which adds to architecture complexity and increased maintenance.
    • There is potential for redundant functionality across multiple best-of-breeds.
    Challenges
    • Suites exhibit significantly higher costs compared to point solutions.
    • Suite module functionality may not have the same depth as point solutions.
    • Due to high configuration availability and larger-scale implementation requirements, the time to deploy is longer than point solutions.
    Orange frowny face.
    Info-Tech Insight

    Even if a suite is missing a potential module, the proliferation of app extensions, integrations, and services could provide a solution. Salesforce’s AppExchange, for instance, offers a plethora of options to extend its CRM solution – from telephony integration, to gamification.

    CRM Buyer’s Guide

    Phase 2

    Build the Business Case & Elicit CRM Requirements

    Phase 1

    1.1 Define CRM platforms

    1.2 Classify table stakes & differentiating capabilities

    1.3 Explore CRM trends

    Phase 2

    2.1 Build the business case

    2.2 Streamline requirements elicitation for CRM

    2.3 Construct the RFP

    Phase 3

    3.1 Discover key players in the CRM landscape

    3.2 Engage the shortlist & select finalist

    3.3 Prepare for implementation

    This phase will walk you through the following activities:

    • Identify goals, objectives, challenges, and costs to inform the business case for a new CRM platform.
    • Elicit and prioritize key requirements for your platform.
    • Port the requirements into Info-Tech’s CRM RFP Template.

    This phase involves the following participants:

    • CIO
    • Applications manager
    • Project manager
    • Sales executive
    • Marketing executive
    • Customer service executive

    Right-size the CRM selection team to ensure you get the right information but are still able to move ahead quickly

    Full-Time Resourcing: At least one of these five team members must be allocated to the selection initiative as a full-time resource.

    A silhouetted figure.

    IT Leader

    A silhouetted figure.

    Technical Lead

    A silhouetted figure.

    Business Analyst/
    Project Manager

    A silhouetted figure.

    Business Lead

    A silhouetted figure.

    Process Expert(s)

    This team member is an IT director or CIO who will provide sponsorship and oversight from the IT perspective. This team member will focus on application security, integration, and enterprise architecture. This team member elicits business needs and translates them into technology requirements. This team member will provide sponsorship from the business needs perspective. Typically, a CMO or SVP of sales. These team members are the sales, marketing, and service process owners who will help steer the CRM requirements and direction.

    Info-Tech Insight

    It is critical for the selection team to determine who has decision rights. Organizational culture will play the largest role in dictating which team member holds the final say for selection decisions. For more information on stakeholder management and involvement, see this guide.

    Be prepared to define what issues you are trying to address and why a new CRM is the right approach

    Identify the current state and review the background of what you’ve done leading up to this point, goals you’ve been asked to meet, and challenges in solving known problems to help to set the stage for why your proposed solution is needed. If your process improvements have taken you as far as you can go without improved workflows or data, specify where the gaps are.
    Arrows with icons related to the text on the right merging into one arrow. Alignment

    Alignment to strategic goals is always important, but that is especially true with CRM because customer relationship management platforms are at the intersection of your organization and your customers. What are the strategic marketing, sales and customer service goals that you want to realize (in whole or in part) by improving your CRM ecosystem?

    Impact to your business

    Identify areas where your customers may be impacted by poor experiences due to inadequate or aging technology. What’s the impact on customer retention? On revenue?

    Impact to your organization

    Define how internal stakeholders within the organization are impacted by a sub-optimal CRM experience – what are their frustrations and pain points? How do issues with your current CRM environment prevent teams in sales, marketing, or service from doing their jobs?

    Impact to your department

    Describe the challenges within IT of using disparate systems, workarounds, poor data and reporting, lack of automation, etc., and the effect these challenges have on IT’s goals.

    Align the CRM strategy with the corporate strategy

    Corporate Strategy Unified Strategy CRM Strategy
    Spectrum spanning all columns.
    Your corporate strategy:
    • Conveys the current state of the organization and the path it wants to take.
    • Identifies future goals and business aspirations.
    • Communicates the initiatives that are critical for getting the organization from its current state to the future state.
    • The CRM strategy and the rationale for deploying a new CRM can be and should be linked, with metrics, to the corporate strategy and ultimate business objectives (such as improving customer acquisition, entering new segments, or improving customer lifetime value).
    Your CRM strategy:
    • Communicates the organization’s budget and spending on CRM.
    • Identifies IT initiatives that will support the business and key CRM objectives.
    • Outlines staffing and resourcing for CRM initiatives.
    CRM projects are more successful when the management team understands the strategic importance and the criticality of alignment. Time needs to be spent upfront aligning business strategies with CRM capabilities. Effective alignment between sales, marketing, customer service, operations, IT, and the business should happen daily. Alignment doesn’t just need to occur at the executive level, but also at each level of the organization.

    2.1 Create your list of goals and milestones for CRM

    1-3 hours

    Input: Corporate strategy, Target key performance indicators, End-user satisfaction results (if applicable)

    Output: Prioritized list of goals with milestones that can be met with a new or improved CRM solution

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales or service SMEs

    1. Review strategic goals to identify alignment to your CRM selection project. For example, digital transformation may be enhanced or enabled with a CRM solution that supports better outreach to key customer segments through improved campaign management.
    2. Next, brainstorm tactical goals with your colleagues.
    3. Identify specific goals the organization has set for the business that may be supported by improved customer prospecting, customer service, or analytics functionality through a better CRM solution.
    4. Identify specific goals your organization will be able to make possible with a new or improved CRM solution.
    5. Prioritize this list and lead with the most important goal that can be reached at the one-year, six-month, and three-month milestones.
    6. Document in the goals section of your business case.

    Download the CRM Business Case Template and record the outputs of this exercise in the strategic business goals, business drivers, and technical drivers slides.

    Identify what challenges exist with the current environment

    Ensure you are identifying issues at a high level, so as not to drown in detail, but still paint the right picture. Identify technical issues that are impacting customer experience or business goals. Typical complaints for CRM solutions that are old or have been outgrown include:

    1.

    Lack of a flexible, configurable customer data model that supports complex relationships between accounts and contacts.

    2.

    Lack of a flexible, configurable customer data model that supports complex relationships between accounts and contacts.

    3.

    Lack of meaningful reports and useable dashboards, or difficulty in surfacing them.

    4.

    Poor change enablement resulting in business interruptions.

    5.

    Inability to effectively automate routine sales, marketing, or service tasks at scale via a workflow tool.

    6.

    Lack of proper service management features, such as service knowledge management.

    7.

    Inability to ingest customer data at scale (for example, no ability to automatically log e-mails or calls).

    8.

    Major technical deficiencies and outages – the incumbent CRM platform goes down, causing business disruption.

    9.

    The platform itself doesn’t exist in the current state – everything is done in Microsoft Excel!

    Separate business issues from technical issues, but highlight where they’re connected and where technical issues are causing business issues or preventing business goals from being reached.

    Before switching vendors, evaluate your existing CRM to see if it’s being underutilized or could use an upgrade

    The cost of switching vendors can be challenging, but it will depend entirely on the quality of data and whether it makes sense to keep it.
    • Achieving success when switching vendors first requires reflection. We need to ask why we are dissatisfied with our incumbent software.
    • If the product is old and inflexible, the answer may be obvious, but don’t be afraid to include your incumbent in your evaluation if your issues might be solved with an upgrade.
    • Look at your use-case requirements to see where you want to take the CRM solution and compare them to your incumbent’s roadmap. If they don’t match, switching vendors may be the only solution. If your roadmaps align, see if you’re fully leveraging the solution or will be able to start working through process improvements.
    Pie graph with a 20% slice. Pie graph with a 25% slice.

    20%

    Small/Medium Enterprises

    25%

    Large Enterprises
    only occasionally or rarely/never use their software (Source: Software Reviews, 2020; N = 45,027)
    Fully leveraging your current software now will have two benefits:
    1. It may turn out that poor leveraging of your incumbent software was the problem all along; switching vendors won’t solve the problem by itself. As the data to the right shows, a fifth of small/medium enterprises and a quarter of large enterprises do not fully leverage their incumbent software.
    2. If you still decide to switch, you’ll be in a good negotiating position. If vendors can see you are engaged and fully leveraging your software, they will be less complacent during negotiations to win you over.
    Info-Tech Insight

    Switching vendors won’t improve poor internal processes. To be fully successful and meet the goals of the business case, new software implementations must be accompanied by process review and improvement.

    2.2 Create your list of challenges as they relate to your goals and their impacts

    1-2 hours

    Input: Goals lists, Target key performance indicators, End-user satisfaction results (if applicable)

    Output: Prioritized list of challenges preventing or hindering customer experiences

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Brainstorm with your colleagues to discuss your challenges with CRM today from an application and process lens.
    2. Identify how these challenges are impacting your ability to meet the goals and identify any that are creating customer-facing issues.
    3. Group together like areas and arrange in order of most impactful. Identify which of these issues will be most relevant to the business case for a new CRM platform.
    4. Document in the current-state section of your business case.
    5. Discuss and determine if the incumbent solution can meet your needs or if you’ll need to replace it with a different product.

    Download the CRM Business Case Template and document the outputs of this exercise in the current-state section of your business case.

    Determine costs of the solution

    Ensure the business case includes both internal and external costs related to the new CRM platform, allocating costs of project managers to improve accuracy of overall costs and level of success.

    CRM solutions include application costs and costs to design processes, install, and configure. These start-up costs can be a significant factor in whether the initial purchase is feasible.

    CRM Vendor Costs

    • Application licensing
    • Implementation and configuration
    • Professional services
    • Maintenance and support
    • Training
    • 3rd Party add-ons
    • Data transformation
    • Integration
    When thinking about vendor costs, also consider the matching internal cost associated with the vendor activity (e.g. data cleansing, internal support).

    Internal Costs

    • Project management
    • Business readiness
    • Change management
    • Resourcing (user groups, design/consulting, testing)
    • Training
    • Auditors (if regulatory requirements need vetting)
    Project management is a critical success factor at all stages of an enterprise application initiative from planning to post-implementation. Ensuring that costs for such critical areas are accurately represented will contribute to success.

    Download the blueprint Improve Your Statements of Work to Hold Your Vendors Accountable to define requirements for installation and configuration.

    Bring in the right resources to guarantee success. Work with the PMO or project manager to get help with creating the SOW.

    60% of IT projects are NOT finished “mostly or always” on time (Wellingtone, 2018).

    55% of IT personnel feel that the business objectives of their software projects are clear to them (Geneca, 2017).

    Document costs and expected benefits of the new CRM

    The business case should account for the timing of both expenditures and benefits. It is naïve to expect straight-line benefit realization or a big-bang cash outflow related to the solution implementation. Proper recognition and articulation of ramp-up time will make your business case more convincing.

    Make sure your timelines are realistic for benefits realization, as these will be your project milestones and your metrics for success.

    Example:
    Q1-Q2 Q3-Q6 Q6 Onwards

    Benefits at 25%

    At the early stages of an implementation, users are still learning the new system and go-live issues are being addressed. Most of the projected process improvements are likely to be low, zero, or even negative.

    Benefits at 75%

    Gradually, as processes become more familiar, an organization can expect to move closer to realizing the forecasted benefits or at least be in a position to recognize a positive trend toward their realization.

    Benefits at 100%

    In an ideal world, all projected benefits are realized at 100% or higher. This can be considered the stage where processes have been mastered, the system is operating smoothly, and change has been broadly adopted. In reality, benefits are often overestimated.

    Costs at 50%

    As with benefits, some costs may not kick in until later in the process or when the application is fully operational. In the early phases of implementation, factor in the cost of overlapping technology where you’ll need to run redundant systems and transition any data.

    Costs at 100%

    Costs are realized quicker than benefits as implementation activities are actioned, licensing and maintenance costs are introduced, and resourcing is deployed to support vendor activities internally. Costs that were not live in the early stages are an operational reality at this stage.

    Costs at 100%+

    Costs can be expected to remain relatively static past a certain point, if estimates accurately represented all costs. In many instances, costs can exceed original estimates in the business case, where costs were either underestimated, understated, or missed.

    2.3 Document your costs and expected benefits

    1-2 hours

    Input: Quotes with payment schedule, Budget

    Output: Estimated payment schedule and cost breakdown

    Materials: Spreadsheet or whiteboard, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Estimate costs for the CRM solution. If you’re working with a vendor, provide the initial requirements to quote; otherwise, estimate as closely as you’re able.
    2. Calculate the five-year total cost for the solution to ensure the long-term budget is calculated.
    3. Break down costs for licenses, implementation, training, internal support, and hardware or hosting fees.
    4. Determine a reasonable breakdown of costs for the first year.
    5. Identify where residual costs of the old system may factor in if there are remaining contract obligations during the technology transition.
    6. Create a list of benefits expected to be realized within the same timeline.

    Sample of the table on the previous slide.

    Download the CRM Business Case Template and document the outputs of this exercise in the current-state section of your business case.

    Identify risks and dependencies to mitigate barriers to success as you look to roll out a CRM suite

    A risk assessment will be helpful to better understand what risks need to be mitigated to make the project a success and what risks are pending should the solution not be approved or be delayed.

    Risk Criteria Relevant Questions
    Timeline Uncertainty
    • How much risk is associated with the timeline of the CRM project?
    • Is this timeline realistic and can you reach some value in the first year?
    Success of Similar Projects
    • Have we undertaken previous projects that are similar?
    • Were those successful?
    • Did we note any future steps for improvement?
    Certainty of Forecasts
    • Where have the numbers originated?
    • How comfortable are the sponsors with the revenue and cost forecasts?
    Chance of Cost Overruns
    • How likely is the project to have cost overruns?
    • How much process and design work needs to be done prior to implementation?
    Resource Availability
    • Is this a priority project?
    • How likely are resourcing issues from a technical and business perspective?
    • Do we have the right resources?
    Change During Delivery
    • How volatile is the area in which the project is being implemented?
    • Are changes in the environment likely?
    • How complex are planned integrations?

    2.4 Identify risks to the success of the solution rollout and mitigation plan

    1-2 hours

    Input: List of goals and challenges, Target key performance indicators

    Output: Prioritized list of challenges preventing or hindering improvements for the IT teams

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Brainstorm with your colleagues to discuss potential roadblocks and risks that could impact the success of the CRM project.
    2. Identify how these risks could impact your project.
    3. Document the ones that are most likely to occur and derail the project.
    4. Discuss potential solutions to mitigate risks.

    Download the CRM Business Case Template and document the outputs of this exercise in the risk and dependency section of your business case. If the risk assessment needs to be more complex, complete the Risk Indicator Analysis in Info-Tech’s Business Case Workbook.

    Start requirements gathering by identifying your most important use cases across sales, marketing, and service

    Add to your business case by identifying which top-level use cases will meet your goals.

    Examples of target use cases for a CRM project include:

    • Enhance sales acquisition capabilities (i.e. via pipeline management)
    • Enhance customer upsell and cross-sell capabilities
    • Improve customer segmentation and targeting capabilities for multi-channel marketing campaigns
    • Strengthen customer care capabilities to improve customer satisfaction and retention (i.e. via improved case management and service knowledge management)
    • Create actionable insights via enhanced reporting and analytics

    Info-Tech Insight

    Lead with the most important benefit and consider the timeline. Can you reach that goal and report success to your stakeholders within the first year? As you look toward that one-year goal, you can consider secondary benefits, some of which may be opportunities to bring early value in the solution.

    Benefits of a successful deployment of use cases will include:
    • Improved customer satisfaction
    • Improved operational efficiencies
    • Reduced customer turnover
    • Increased platform uptime
    • License or regulatory compliance
    • Positioned for growth

    Typically, we see business benefits in this order of importance. Lead with the outcome that is most important to your stakeholders.

    • Net income increases
    • Revenue generators
    • Cost reductions
    • Improved customer service

    Consider perspectives of each stakeholder to ensure functionality needs are met and high satisfaction results

    Best of breed vs. “good enough” is an important discussion and will feed your success.

    Costs can be high when customizing an ill-fitting module or creating workarounds to solve business problems, including loss of functionality, productivity, and credibility.

    • Start with use cases to drive the initial discussion, then determine which features are mandatory and which are nice-to-haves. Mandatory features will help determine high success for critical functionality and identify where “good enough” is an acceptable state.
    • Consider the implications to implementation and all use cases of buying an all-in-one solution, integration of multiple best-of-breed solutions, or customizing features that were not built into a solution.
    • Be prepared to shelve a use case for this solution and look to alternatives for integration where mandatory features cannot meet highly specialized needs that are outside of traditional CRM solutions.

    Pros and Cons

    Build vs. Buy

    Multi-Source Best of Breed

    Flexibility
    vs.
    architectural complexity

    Vendor Add-Ons & Integrations

    Lower support costs
    vs.
    configuration

    Multi-source Custom

    Flexibility
    vs.
    high skills requirements

    Single Source

    Lower support costs
    vs.
    configuration

    2.5 Define use cases and high-level features for meeting business and technical goals

    1-2 hours

    Input: List of goals and challenges

    Output: Use cases to be used for determining requirements

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Identify the key customer engagement use cases that will support your overall goals as defined in the previous section.
    2. The following slide has examples of use case domains that will be enhanced from a CRM platform.
    3. Define high-level goals you wish to achieve in the first year and longer term. If you have more specific KPIs to add, and it is a requirement for your organization’s documentation, add them to this section.
    4. Take note of where processes will need to be improved to benefit from these use-case solutions – the tools are only as good as the process behind them.

    Download the CRM Business Case Template and document the outputs from this exercise in the current-state section of your business case.

    Understand the dominant use-case scenarios across organizations to narrow the list of potential CRM solutions

    Sales
    Enablement

    • Generate leads through multiple channels.
    • Rapidly sort, score, and prioritize leads based on multiple criteria.
    • Create in-depth sales forecasts segmented by multiple criteria (territory, representative, etc.).

    Marketing
    Management

    • Manage marketing campaigns across multiple channels (web, social, email, etc.).
    • Aggregate and analyze customer data to generate market intelligence.
    • Build and deploy customer-facing portals.

    Customer Service
    Management

    • Generate tickets, and triage customer service requests through multiple channels.
    • Track customer service interactions with cases.
    • There is a need to integrate customer records with contact center infrastructure.
    Info-Tech Insight

    Use your understanding of the CRM use case to accelerate the vendor shortlisting process. Since the CRM use case has a direct impact on the prioritization of a platform’s features and capabilities, you can rapidly eliminate vendors from contention or designate superfluous modules as out-of-scope.

    2.5.1 Use Info-Tech’s CRM Use-Case Fit Assessment Tool to align your CRM requirements to the vendor use cases

    30 min

    Input: Understanding of business objectives for CRM project, Use-Case Fit Assessment Tool

    Output: Use-case suitability

    Materials: Use-Case Fit Assessment Tool

    Participants: Core project team, Project managers

    1. Use the Use-Case Fit Assessment Tool to understand how your unique business requirements map into which CRM use case.
    2. This tool will assess your answers and determine your relative fit against the use-case scenarios.
    3. Fit will be assessed as “Weak,” “Moderate,” or “Strong.”
      1. Consider the common pitfalls, which were mentioned earlier, that can cause IT projects to fail. Plan and take clear steps to avoid or mitigate these concerns.
      2. Note: These use-case scenarios are not mutually exclusive, meaning your organization can align with one or more scenarios based on your answers. If your organization shows close alignment to multiple scenarios, consider focusing on finding a more robust solution and concentrate your review on vendors that performed strongly in those scenarios or meet the critical requirements for each.

    Download the CRM Use-Case Fit Assessment Tool

    Once you’ve identified the top-level use cases a CRM must support, elicit, and prioritize granular platform requirements.

    Understanding business needs through requirements gathering is the key to defining everything about what is being purchased, yet it is an area where people often make critical mistakes.

    Info-Tech Insight

    To avoid creating makeshift solutions, an organization needs to gather requirements with the desired future state in mind.

    Risks of poorly scoped requirements

    • Fail to be comprehensive and miss certain areas of scope
    • Focus on how the solution should work instead of what it must accomplish
    • Have multiple levels of detail within the requirements, which are inconsistent and confusing
    • Drill all the way down into system-level detail
    • Add unnecessary constraints based on what is done today rather than focusing on what is needed for tomorrow
    • Omit constraints or preferences that buyers think are “obvious”

    Best practices

    • Get a clear understanding of what the system needs to do and what it is expected to produce
    • Test against the principle of MECE – requirements should be “mutually exclusive and collectively exhaustive”
    • Explicitly state the obvious and assume nothing
    • Investigate what is sold on the market and how it is sold. Use language that is consistent with that of the market and focus on key differentiators – not table stakes
    • Contain the appropriate level of detail – the level should be suitable for procurement and sufficient for differentiating vendors

    Prioritize requirements to assist with vendor selection: focus on priority requirements linked to differentiated capabilities

    Prioritization is the process of ranking each requirement based on its importance to project success. Hold a meeting for the domain SMEs, implementation SMEs, project managers, and project sponsors to prioritize the requirements list. At the conclusion of the meeting, each requirement should be assigned a priority level. The implementation SMEs will use these priority levels to ensure efforts are targeted toward the proper requirements and to plan features available on each release. Use the MoSCoW Model of Prioritization to effectively order requirements.


    Pyramid of the MoSCoW Model.
    The MoSCoW model was introduced by Dai Clegg of Oracle UK in 1994.

    The MoSCoW Model of Prioritization

    Requirements must be implemented for the solution to be considered successful.

    Requirements that are high priority should be included in the solution if possible.

    Requirements are desirable but not necessary and could be included if resources are available.

    Requirements won’t be in the next release, but will be considered for the future releases.

    Base your prioritization on the right set of criteria

    Effective Prioritization Criteria

    Criteria

    Description

    Regulatory & Legal Compliance These requirements will be considered mandatory.
    Policy Compliance Unless an internal policy can be altered or an exception can be made, these requirements will be considered mandatory.
    Business Value Significance Give a higher priority to high-value requirements.
    Business Risk Any requirement with the potential to jeopardize the entire project should be given a high priority and implemented early.
    Likelihood of Success Especially in “proof of concept” projects, it is recommended that requirements have good odds.
    Implementation Complexity Give a higher priority to low implementation difficulty requirements.
    Alignment With Strategy Give a higher priority to requirements that enable the corporate strategy.
    Urgency Prioritize requirements based on time sensitivity.
    Dependencies A requirement on its own may be low priority, but if it supports a high-priority requirement, then its priority must match it.

    2.6 Identify requirements to support your use cases

    1-2 hours

    Input: List of goals and challenges

    Output: Use cases to be used for determining requirements

    Materials: Whiteboard/flip charts, Vendor Evaluation Workbook

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Work with the team to identify which features will be most important to support your use cases. Keep in mind there will be some features that will require more effort to implement fully. Add that into your project plan.
    2. Use the features lists on the following slides as a guide to get started on requirements.
    3. Prioritize your requirements list into mandatory features and nice-to-have features (or use the MoSCoW model from the previous slides). This will help you to eliminate vendors who don’t meet bare minimums and to score remaining vendors.
    4. Use this same list to guide your vendor demos.

    Our Improve Requirements Gathering blueprint provides a deep dive into the process of eliciting, analyzing, and validating requirements if you need to go deeper into effective techniques.

    CRM features

    Table stakes vs. differentiating

    What is a table stakes/standard feature?

    • Certain features are standard for all CRM tools, but that doesn’t mean they are all equal.
    • The existence of features doesn’t guarantee their quality or functionality to the standards you need. Never assume that “Yes” in a features list means you don’t need to ask for a demo.
    • If Table Stakes are all you need from your CRM solution, the only true differentiator for the organization is price. Otherwise, dig deeper to find the best price to value for your needs.

    What is a differentiating/additional feature?

    • Differentiating features take two forms:
      • Some CRM platforms offer differentiating features that are vertical specific.
      • Other CRM platforms offer differentiating features that are considered cutting edge. These cutting-edge features may become table stakes over time.

    Table stakes features for CRM

    Account Management Flexible account database that stores customer information, account history, and billing information. Additional functionality includes: contact deduplication, advanced field management, document linking, and embedded maps.
    Interaction Logging and Order History Ability to view all interactions that have occurred between sales teams and the customer, including purchase order history.
    Basic Pipeline Management View of all opportunities organized by their current stage in the sales process.
    Basic Case Management The ability to create and manage cases (for customer service or order fulfilment) and associate them with designated accounts or contacts.
    Basic Campaign Management Basic multi-channel campaign management (i.e. ability to execute outbound email campaigns). Budget tracking and campaign dashboards.
    Reports and Analytics In-depth reports on CRM data with dashboards and analytics for a variety of audiences.
    Mobile Support Mobile access across multiple devices (tablets, smartphones and/or wearables) with access to CRM data and dashboards.

    Additional features for CRM

    Customer Information Management Customizable records with detailed demographic information and the ability to created nested accounts (accounts with associated sub-accounts or contact records).
    Advanced Case Management Ability to track detailed interactions with members or constituents through a case view.
    Employee Collaboration Capabilities for employee-to-employee collaboration, team selling, and activity streams.
    Customer Collaboration Capabilities for outbound customer collaboration (i.e. the ability to create customer portals).
    Lead Generation Capabilities for generating qualified leads from multiple channels.
    Lead Nurturing/Lead Scoring The ability to evaluate lead warmth using multiple customer-defined criteria.
    Pipeline and Deal Management Managing deals through cases, providing quotes, and tracking client deliverables.

    Additional features for CRM (Continued)

    Marketing Campaign Management Managing outbound marketing campaigns via multiple channels (email, phone, social, mobile).
    Customer Intelligence Tools for in-depth customer insight generation and segmentation, predictive analytics, and contextual analytics.
    Multi-Channel Support Capabilities for supporting customer interactions across multiple channels (email, phone, social, mobile, IoT, etc.).
    Customer Service Workflow Management Capabilities for customer service resolution, including ticketing and service management.
    Knowledge Management Tools for capturing and sharing CRM-related knowledge, especially for customer service.
    Customer Journey Mapping Visual workflow builder with automated trigger points and business rules engine.
    Document Management The ability to curate assets and attachments and add them to account or contact records.
    Configure, Price, Quote The ability to create sales quotes/proposals from predefined price lists and rules.

    2.7 Put it all together – port your requirements into a robust RFP template that you can take to market!

    1-2 hours
    1. Once you’ve captured and prioritized your requirements – and received sign-off on them from key stakeholders – it’s time to bake them into a procurement vehicle of your choice.
    2. For complex enterprise systems like a CRM platform, Info-Tech recommends that this should take the form of a structured RFP document.
    3. Use our CRM RFP Template and associated CRM RFP Scoring Tool to jump-start the process.
    4. The next step will be conducting a market scan to identify contenders, and issuing the RFP to a shortlist of viable vendors for further evaluation.

    Need additional guidance on running an effective RFP process? Our Drive Successful Sourcing Outcomes with a Robust RFP Process has everything you need to ace the creation, administration and assessment of RFPs!

    Samples of the CRM Request for Proposal Template and CRM Suite Evaluation and RFP Scoring Tool.

    Download the CRM Request for Proposal Template

    Download the CRM Suite Evaluation and RFP Scoring Tool

    Identify whether vertical-specific CRM platforms are a best fit

    In mature vendor landscapes (like CRM) vendors begin to differentiate themselves by offering vertical-specific platforms, modules, or feature sets. These feature sets accelerate the implantation, decrease the platform’s learning curve, and drive user adoption. The three use cases below cover the most common industry-specific offerings:

    Public Sector

    • Constituent management and communication.
    • Constituent portal deployment for self-service.
    • Segment constituents based on geography, needs and preferences.

    Education

    • Top-level view into the student journey from prospect to enrolment.
    • Track student interactions with services across the institution.
    • Unify communications across different departments.

    Financial Services

    • Determine customer proclivity for new services.
    • Develop self-service banking portals.
    • Track longitudinal customer relationships from first account to retirement management.
    Info-Tech Insight

    Vertical-specific solutions require less legwork to do upfront but could cost you more in the long run. Interoperability and vendor viability must be carefully examined. Smaller players targeting niche industries often have limited integration ecosystems and less funding to keep pace with feature innovation.

    Rein-in ballooning scope for CRM selection projects

    Stretching the CRM beyond its core capabilities is a short-term solution to a long-term problem. Educate stakeholders about the limits of CRM technology.

    Common pitfalls for CRM selection

    • Tangential capabilities may require separate solutions. It is common for stakeholders to list features such as “content management” as part of the new CRM platform. While content management goes hand in hand with the CRM’s ability to manage customer interactions, document management is best handled by a standalone platform.

    Keeping stakeholders engaged and in line

    • Ballooning scope leads to stakeholder dissatisfaction. Appeasing stakeholders by over-customizing the platform will lead to integration and headaches down the road.
    • Make sure stakeholders feel heard. Do not turn down ideas in the midst of an elicitation session. Once the requirements-gathering sessions are completed, the project team has the opportunity to mark requirements as “out of scope” and communicate the reasoning behind the decision.
    • Educate stakeholders on the core functionality of CRM. Many stakeholders do not know the best-fit use cases for CRM platforms. Help end users understand what CRM is good at and where additional technologies will be needed.
    Stock image of a man leaping with a balloon.

    CRM Buyer’s Guide

    Phase 3

    Discover the CRM Market Space & Prepare for Implementation

    Phase 1

    1.1 Define CRM platforms

    1.2 Classify table stakes & differentiating capabilities

    1.3 Explore CRM trends

    Phase 2

    2.1 Build the business case

    2.2 Streamline requirements elicitation for CRM

    2.3 Construct the RFP

    Phase 3

    3.1 Discover key players in the CRM landscape

    3.2 Engage the shortlist & select finalist

    3.3 Prepare for implementation

    This phase will walk you through the following activities:

    • Dive into the key players of the CRM vendor landscape.
    • Understand best practices for building a vendor shortlist.
    • Understand key implementation considerations for CRM.

    This phase involves the following participants:

    • CIO
    • Applications manager
    • Project manager
    • Sales executive
    • Marketing executive
    • Customer service executive

    Consolidating the Vendor Shortlist Up-Front Reduces Downstream Effort

    Put the “short” back in shortlist!

    • Radically reduce effort by narrowing the field of potential vendors earlier in the selection process. Too many organizations don’t funnel their vendor shortlist until nearing the end of the selection process. The result is wasted time and effort evaluating options that are patently not a good fit.
    • Leverage external data (such as SoftwareReviews) and expert opinion to consolidate your shortlist into a smaller number of viable vendors before the investigative interview stage and eliminate time spent evaluating dozens of RFP responses.
    • Having fewer RFP responses to evaluate means you will have more time to do greater due diligence.
    Stock image of river rapids.

    Review your use cases to start your shortlist

    Your Info-Tech analysts can help you narrow down the list of vendors that will meet your requirements.

    Next steps will include:
    1. Reviewing your requirements
    2. Checking out SoftwareReviews
    3. Shortlisting your vendors
    4. Conducting demos and detailed proposal reviews
    5. Selecting and contracting with a finalist!
    Image of a person presenting a dashboard of the steps on the left.

    Get to know the key players in the CRM landscape

    The proceeding slides provide a top-level overview of the popular players you will encounter in the CRM shortlisting process.

    Logos of the key players in the CRM landscape (Salesforce, Microsoft, Oracle, HubSpot, etc).

    Evaluate software category leaders through vendor rankings and awards

    SoftwareReviews

    Sample of SoftwareReviews' Data Quadrant Report. Title page of SoftwareReviews' Data Quadrant Report. The Data Quadrant is a thorough evaluation and ranking of all software in an individual category to compare platforms across multiple dimensions.

    Vendors are ranked by their Composite Score, based on individual feature evaluations, user satisfaction rankings, vendor capability comparisons, and likeliness to recommend the platform.

    Sample of SoftwareReviews' Emotional Footprint. Title page of SoftwareReviews' Emotional Footprint. The Emotional Footprint is a powerful indicator of overall user sentiment toward the relationship with the vendor, capturing data across five dimensions.

    Vendors are ranked by their Customer Experience (CX) Score, which combines the overall Emotional Footprint rating with a measure of the value delivered by the solution.

    Speak with category experts to dive deeper into the vendor landscape

    SoftwareReviews

    Icon of a person.


    Fact-based reviews of business software from IT professionals.

    Icon of a magnifying glass over a chart.


    Top-tier data quality backed by a rigorous quality assurance process.

    CLICK HERE to ACCESS

    Comprehensive software reviews to make better IT decisions

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

    Icon of a tablet.


    Product and category reports with state-of-the-art data visualization.

    Icon of a phone.


    User-experience insight that reveals the intangibles of working with a vendor.

    SoftwareReviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today’s technology. Combined with the insights of our expert analysts, our members receive unparalleled support in their buying journey.

    Logo for Salesforce.
    Est. 1999 | CA, USA | NYSE: CRM

    bio

    Link for their Twitter account. Link for their LinkedIn profile. Link for their website.
    Sales Cloud Enterprise allows you to be more efficient, more productive, more everything than ever before as it allows you to close more deals, accelerate productivity, get more leads, and make more insightful decisions.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:
    • Breadth of features
    • Quality of features
    • Sales management functionality
    Areas to Improve:
    • Cost of service
    • Ease of implementation
    • Telephony and contact center management
    Logo gif for SoftwareReviews.
    8.0
    COMPOSITE SCORE
    8.3
    CX SCORE
    +77
    EMOTIONAL FOOTPRINT
    83%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 600
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Salesforce screen. Vendor Pulse rating. How often do we hear about Salesforce from our members for CRM? 'Very Frequently'.
    History of Salesforce in a vertical timeline.
    *Pricing correct as of August 2021. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for Salesforce.

    “Salesforce is the pre-eminent vendor in the CRM marketplace and is a force to be reckoned with in terms of the breadth and depth of its capabilities. The company was an early disruptor in the category, placing a strong emphasis from the get-go on a SaaS delivery model and strong end-user experience. This allowed them to rapidly gain market share at the expense of more complacent enterprise application vendors. A series of savvy acquisitions over the years has allowed Salesforce to augment their core Sales and Service Clouds with a wide variety of other solutions, from e-commerce to marketing automation to CPQ. Salesforce is a great fit for any organization looking to partner with a market leader with excellent functional breadth, strong interoperability, and a compelling technology and partner ecosystem. All of this comes at a price, however – Salesforce prices at a premium, and our members routinely opine that Salesforce’s commercial teams are overly aggressive – sometimes pushing solutions without a clear link to underpinning business requirements.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    Sales Cloud Essentials Sales Cloud Professional Sales Cloud Enterprise Sales Cloud Ultimate
    • Starts at $25*
    • Per user/mo
    • Small businesses after basic functionality
    • Starts at $75*
    • Per user/mo
    • Mid-market target
    • Starts at $150*
    • Per user/mo
    • Enterprise target
    • Starts at $300*
    • Per user/mo
    • Strong upmarket feature additions
    Logo for Microsoft.


    Est. 1975 | WA, USA | NYSE: MSFT

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Dynamics 365 Sales is an adaptive selling solution that helps your sales team navigate the realities of modern selling. At the center of the solution is an adaptive, intelligent system – prebuilt and ready to go – that actively monitors myriad signals and distills them into actionable insights.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Business value created
    • Analytics and reporting
    • Lead management

    Areas to Improve:

    • Quote, contract, and proposals
    • Vendor support
    Logo gif for SoftwareReviews.
    8.1
    COMPOSITE SCORE
    8.3
    CX SCORE
    +84
    EMOTIONAL FOOTPRINT
    82%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 198
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Microsoft screen.Vendor Pulse rating. How often do we hear about Microsoft Dynamics from our Members? 'Very Frequently'.

    History of Microsoft in a vertical timeline.

    *Pricing correct as of June 2022. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for Microsoft.
    “”

    “Microsoft Dynamics 365 is a strong and compelling player in the CRM arena. While Microsoft is no stranger to the CRM space, their offerings here have seen steady and marked improvement over the last five years. Good functional breadth paired with a modern user interface and best-in-class Microsoft stack compatibility ensures that we consistently see them on our members’ shortlists, particularly when our members are looking to roll out CRM capabilities alongside other components of the Dynamics ecosystem (such as Finance, Operations, and HR). Today, Microsoft segments the offering into discrete modules for sales, service, marketing, commerce, and CDP. While Microsoft Dynamics 365 is a strong option, it’s occasionally mired by concerns that the pace of innovation and investment lags Salesforce (its nearest competitor). Additionally, the marketing module of the product is softer than some of its competitors, and Microsoft themselves points organizations with complex marketing requirements to a strategic partnership that they have with Adobe.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    D365 Sales Professional D365 Sales Enterprise D365 Sales Premium
    • Starts at $65*
    • Per user/mo
    • Midmarket focus
    • Starts at $95*
    • Per user/mo
    • Enterprise focus
    • Starts at $135*
    • Per user/mo
    • Enterprise focus with customer intelligence
    Logo for Oracle.


    Est. 1977 | CA, USA | NYSE: ORCL

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Oracle Engagement Cloud (CX Sales) provides a set of capabilities to help sales leaders transition smoothly from sales planning and execution through customer onboarding, account management, and support services.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Quality of features
    • Activity and workflow management
    • Analytics and reporting

    Areas to Improve:

    • Marketing management
    • Product strategy & rate of improvement
    Logo gif for SoftwareReviews.
    7.8
    COMPOSITE SCORE
    7.9
    CX SCORE
    +77
    EMOTIONAL FOOTPRINT
    78%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 140
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of an Oracle screen.Vendor Pulse rating. How often do we hear about Oracle from our members for CRM? 'Frequently'.

    History of Oracle in a vertical timeline.

    Logo for Oracle.

    “Oracle is long-term juggernaut of the enterprise applications space. Their CRM portfolio is diverse – rather than a single stack, there are multiple Oracle solutions (many made by acquisition) that support CRM capabilities – everything from Siebel to JD Edwards to NetSuite to Oracle CX applications. The latter constitute Oracle’s most modern stab at CRM and are where the bulk of feature innovation and product development is occurring within their portfolio. While historically seen as lagging behind other competitors like Salesforce and Microsoft, Oracle has made excellent strides in improving their user experience (via their Redwoods design paradigm) and building new functional capabilities within their CRM products. Indeed, SoftwareReviews shows Oracle performing well in our most recent peer-driven reports. Nonetheless, we most commonly see Oracle as a pricier ecosystem play that’s often subordinate to a heavy Oracle footprint for ERP. Many of our members also express displeasure with Oracle as a vendor and highlight their heavy-handed “threat of audit” approach. ”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    Oracle CX Sales - Pricing Opaque:

    “Request a Demo”

    Logo for SAP.


    Est. 1972 | Germany | NYSE: SAP

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    SAP is the third-largest independent software manufacturer in the world, with a presence in over 120 countries. Having been in the industry for over 40 years, SAP is perhaps best known for its ERP application, SAP ERP.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Ease of data integration

    Areas to Improve:

    • Lead management
    • Marketing management
    • Collaboration
    • Usability & intuitiveness
    • Analytics & reporting
    Logo gif for SoftwareReviews.
    7.4
    COMPOSITE SCORE
    7.8
    CX SCORE
    +74
    EMOTIONAL FOOTPRINT
    75%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 108
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a SAP screen.Vendor Pulse rating. How often do we hear about SAP from our members for CRM? 'Occasionally'.

    History of SAP in a vertical timeline.

    *Pricing correct as of August 2021. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for SAP.

    “SAP is another mainstay of the enterprise applications market. While they have a sound breadth of capabilities in the CRM and customer experience space, SAP consistently underperforms in many of our relevant peer-driven SoftwareReviews reports for CRM and adjacent areas. CRM seems decidedly a secondary focus for SAP, behind their more compelling play in the enterprise resource planning (ERP) space. Indeed, most instances where we see SAP in our clients’ shortlists, it’s as an ecosystem play within a broader SAP strategy. If you’re blue on the ERP side, looking to SAP’s capabilities on the CRM front makes logical sense and can help contain costs. If you’re approaching a CRM selection from a greenfield lens and with no legacy vendor baggage for SAP elsewhere, experience suggests you’ll be better served by a vendor that places a higher degree of primacy on the CRM aspect of their portfolio.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    SAP CRM - Pricing Opaque:

    “Request a Demo”

    Logo for pipedrive.


    Est. 2010 | NY, USA | Private

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Pipedrive brings together the tools and data, the platform focuses sales professionals on fundamentals to advance deals through their pipelines. Pipedrive's goal is to make sales success inevitable - for salespeople and teams.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Sales Management
    • Account & Contact Management
    • Lead Management
    • Usability & Intuitiveness
    • Ease of Implementation

    Areas to Improve:

    • Customer Service Management
    • Marketing Management
    • Product Strategy & Rate of Improvement
    Logo gif for SoftwareReviews.
    8.3
    COMPOSITE SCORE
    8.4
    CX SCORE
    +85
    EMOTIONAL FOOTPRINT
    85%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 262
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Pipedrive screen.Vendor Pulse rating. How often do we hear about Pipedrive from our members for CRM? 'Occasionally'.

    History of Pipedrive in a vertical timeline.

    *Pricing correct as of June 2022. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for Pipedrive.

    “A relatively new offering, Pipedrive has seen explosive growth over the last five years. They’re a vendor that has gone from near-obscurity to popping up frequently on our members’ shortlists. Pipedrive’s secret sauce has been a relentless focus on high-velocity sales enablement. Their focus on pipeline management, lead assessment and routing, and a good single pane of glass for sales reps has driven significant traction for the vendor when sales enablement is the driving rationale behind rolling out a new CRM platform. Bang for your buck is also strong with Pipedrive, with the vendor having a value-driven licensing and implementation model.

    Pipedrive is not without some shortcomings. It’s laser-focus on sales enablement is at the expense of deep capabilities for marketing and service management, and its profile lends itself better to SMBs and lower midmarket than it does large organizations looking for enterprise-grade CRM.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    Essential Advanced Professional Enterprise
    • Starts at $12.50*
    • Per user/mo
    • Small businesses after basic functionality
    • Starts at $24.90*
    • Per user/mo
    • Small/mid-sized businesses
    • Starts at $49.90*
    • Per user/mo
    • Lower mid-market focus
    • Starts at $99*
    • Per user/mo
    • Enterprise focus
    Logo for SugarCRM.


    Est. 2004 | CA, USA | Private

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Produces Sugar, a SaaS-based customer relationship management application. SugarCRM is backed by Accel-KKR.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Ease of customization
    • Product strategy and rate of improvement
    • Ease of IT administration

    Areas to Improve:

    • Marketing management
    • Analytics and reporting
    Logo gif for SoftwareReviews.
    8.4
    COMPOSITE SCORE
    8.8
    CX SCORE
    +92
    EMOTIONAL FOOTPRINT
    84%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 97
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a SugarCRM screen.Vendor Pulse rating. How often do we hear about SugarCRM from our members for CRM? 'Frequently'.
    History of SugarCRM in a vertical timeline.
    *Pricing correct as of August 2021. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for SugarCRM.

    “SugarCRM offers reliable baseline capabilities at a lower price point than other large CRM vendors. While SugarCRM does not offer all the bells and whistles that an Enterprise Salesforce plan might, SugarCRM is known for providing excellent vendor support. If your organization is only after standard features, SugarCRM will be a good vendor to shortlist.

    However, ensure you have the time and labor power to effectively implement and train on SugarCRM’s solutions. SugarCRM does not score highly for user-friendly experiences, with complaints centering on outdated and unintuitive interfaces. Setting up customized modules takes time to navigate, and SugarCRM does not provide a wide range of native integrations with other applications. To effectively determine whether SugarCRM does offer a feasible solution, it is recommended that organizations know exactly what kinds of integrations and modules they need.”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Sugar Professional Sugar Serve Sugar Sell Sugar Enterprise Sugar Market
    • Starts at $52*
    • Per user/mo
    • Min. 3 users
    • Small businesses
    • Starts at $80*
    • Per user/mo
    • Min. 3 users
    • Focused on customer service
    • Starts at $80*
    • Per user/mo
    • Min. 3 users
    • Focused on sales automation
    • Starts at $80*
    • Per user/mo
    • Min. 3 users
    • On-premises, mid-sized businesses
    • Starts at $1000*
    • Priced per month
    • Min. 10k contacts
    • Large enterprise
    Logo for .


    Est. 2006 | MA, USA | HUBS (NYSE)

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Develops software for inbound customer service, marketing, and sales. Software includes CRM, SMM, lead gen, SEO, and web analytics.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Breadth of features
    • Product strategy and rate of improvement
    • Ease of customization

    Areas to Improve:

    • Ease of data integration
    • Customer service management
    • Telephony and call center management
    Logo gif for SoftwareReviews.
    8.3
    COMPOSITE SCORE
    8.4
    CX SCORE
    +84
    EMOTIONAL FOOTPRINT
    86%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 97
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a HubSpot screen.Vendor Pulse rating. How often do we hear about HubSpot from our members for CRM? 'Frequently'.

    History of HubSpot in a vertical timeline.

    *Pricing correct as of August 2021. Listed in USD and absent discounts
    See pricing on vendor’s website for latest information.
    Logo for HubSpot.

    “ HubSpot is best suited for small to mid-sized organizations that need a range of CRM tools to enable growth across sales, marketing campaigns, and customer service. Indeed, HubSpot offers a content management solution that offers a central storage location for all customer and marketing data. Moreover, HubSpot offers plenty of freemium tools for users to familiarize themselves with the software before buying. However, though HubSpot is geared toward growing businesses, smaller organizations may not see high ROI until they begin to scale. The “Starter” and “Professional” plans’ pricing is often cited by small organizations as a barrier to commitment, and the freemium tools are not a sustainable solution. If organizations can take advantage of discount behaviors from HubSpot (e.g. a startup discount), HubSpot will be a viable long-term solution. ”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Starter Professional Enterprise
    • Starts at $50*
    • Per month
    • Min. 2 users
    • Small businesses
    • Starts at $500*
    • Per month
    • Min. 5 users
    • Small/mid-sized businesses
    • Starts at $1200*
    • Billed yearly
    • Min. 10 users
    • Mid-sized/small enterprise
    Logo for Zoho.


    Est. 1996 | India | Private

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Zoho Corporation offers a cloud software suite, providing a full operating system for CRM, alongside apps for finance, productivity, HR, legal, and more.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Business value created
    • Breadth of features
    • Collaboration capabilities

    Areas to Improve:

    • Usability and intuitiveness
    Logo gif for SoftwareReviews.
    8.7
    COMPOSITE SCORE
    8.9
    CX SCORE
    +92
    EMOTIONAL FOOTPRINT
    85%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 152
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Zoho screen.Vendor Pulse rating. How often do we hear about Zoho from our members for CRM? 'Occasionally'.

    History of Zoho in a vertical timeline.

    *
    See pricing on vendor’s website for latest information.
    Logo for Zoho.

    “Zoho has a long list of software solutions for businesses to run end to end. As one of Zoho’s earliest software releases, though, ZohoCRM remains a flagship product. ZohoCRM’s pricing is incredibly competitive for mid/large enterprises, offering high business value for its robust feature sets. For those organizations that already utilize Zoho solutions (such as its productivity suite), ZohoCRM will be a natural extension.

    However, small/mid-sized businesses may wonder how much ROI they can get from ZohoCRM, when much of the functionality expected from a CRM (such as workflow automation) cannot be found until one jumps to the “Enterprise” plan. Given the “Enterprise” plan’s pricing is on par with other CRM vendors, there may not be much in a smaller organization’s eyes that truly distinguishes ZohoCRM unless they are already invested Zoho users.”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Standard Professional Enterprise Ultimate
    • Starts at $20*
    • Per user/mo
    • Small businesses after basic functionality
    • Starts at $35*
    • Per user/mo
    • Small/mid-sized businesses
    • Adds inventory management
    • Starts at $50*
    • Per user/mo
    • Mid-sized/small enterprise
    • Adds Zia AI
    • Starts at $65*
    • Per user/mo
    • Enterprise
    • Bundles Zoho Analytics
    Logo for Zendesk.


    Est. 2009 | CA, USA | ZEN (NYSE)

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Software developer for customer service. Founded in Copenhagen but moved to San Francisco after $6 million Series B funding from Charles River Ventures and Benchmark Capital.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Quality of features
    • Breadth of features
    • Vendor support

    Areas to Improve:

    • Business value created
    • Ease of customization
    • Usability and intuitiveness
    Logo gif for SoftwareReviews.
    7.8
    COMPOSITE SCORE
    7.9
    CX SCORE
    +80
    EMOTIONAL FOOTPRINT
    72%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 50
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Zendesk screen.Vendor Pulse rating. How often do we hear about Zendesk from our members for CRM? 'Rarely'.

    History of Zendesk in a vertical timeline.

    *Pricing correct as of August 2021. Listed in USD and absent discounts
    See pricing on vendor’s website for latest information.
    Logo for Zendesk.

    “Zendesk’s initial growth was grounded in word-of-mouth advertising, owing to the popularity of its help desk solution’s design and functionality. Zendesk Sell has followed suit, receiving strong feedback for the breadth and quality of its features. Organizations that have already reaped the benefits of Zendesk’s customer service suite will find Zendesk Sell a straightforward fit for their sales teams.

    However, it is important to note that Zendesk Sell is predominantly focused on sales. Other key components of a CRM, such as marketing, are less fleshed out. Organizations should ensure they verify what requirements they have for a CRM before choosing Zendesk Sell – if sales process requirements (such as forecasting, call analytics, and so on) are but one part of what the organization needs, Zendesk Sell may not offer the highest ROI for the pricing offered.”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Sell Team Sell Professional Sell Enterprise
    • Starts at $19*
    • Per user/mo
    • Max. 3 users
    • Small businesses
    • Basic functionality
    • Starts at $49*
    • Per user/mo
    • Small/mid-sized businesses
    • Advanced analytics
    • Starts at $99*
    • Per user/mo
    • Mid-sized/small enterprise
    • Task automation

    Speak with category experts to dive deeper into the vendor landscape

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    Comprehensive software reviews to make better IT decisions

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

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    Product and category reports with state-of-the-art data visualization.
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    User-experience insight that reveals the intangibles of working with a vendor.

    SoftwareReviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today’s technology. Combined with the insights of our expert analysts, our members receive unparalleled support in their buying journey.

    Conduct a day of rapid-fire vendor demos

    Zoom in on high-value use cases and answers to targeted questions

    Make sure the solution will work for your business

    Give each vendor 90 to 120 minutes to give a rapid-fire presentation. We suggest the following structure:

    • 30 minutes: company introduction and vision
    • 60 minutes: walk-through of two or three high-value demo scenarios
    • 30 minutes: targeted Q&A from the business stakeholders and procurement team
    To ensure a consistent evaluation, vendors should be asked analogous questions, and a tabulation of answers should be conducted.
    How to challenge the vendors in the investigative interview
    • Change the visualization/presentation.
    • Change the underlying data.
    • Add additional data sets to the artifacts.
    • Collaboration capabilities.
    • Perform an investigation in terms of finding BI objects and identifying previous changes, and examine the audit trail.
    Rapid-fire vendor investigative interview

    Invite vendors to come onsite (or join you via video conference) to demonstrate the product and to answer questions. Use a highly targeted demo script to help identify how a vendor’s solution will fit your organization’s particular business capability needs.

    Graphic of an alarm clock.
    To kick-start scripting your demo scenarios, leverage our CRM Demo Script Template.

    A vendor scoring model provides a clear anchor point for your evaluation of CRM vendors based on a variety of inputs

    A vendor scoring model is a systematic method for effectively assessing competing vendors. A weighted-average scoring model is an approach that strikes a strong balance between rigor and evaluation speed.

    Info-Tech Insight

    Even the best scoring model will still involve some “art” rather than science – scoring categories such as vendor viability always entails a degree of subjective interpretation.

    How do I build a scoring model?

    • Start by shortlisting the key criteria you will use to evaluate your vendors. Functional capabilities should always be a critical category, but you’ll also want to look at criteria such as affordability, architectural fit, and vendor viability.
    • Depending on the complexity of the project, you may break down some criteria into sub-categories to assist with evaluation (for example, breaking down functional capabilities into constituent use cases so you can score each one).
    • Once you’ve developed the key criteria for your project, the next step is weighting each criterion. Your weightings should reflect the priorities for the project at hand. For example, some projects may put more emphasis on affordability, others on vendor partnership.
    • Using the information collected in the subsequent phases of this blueprint, score each criterion from 1-100, then multiply by the weighting factor. Add up the weighted scores to arrive at the aggregate evaluation score for each vendor on your shortlist.

    What are some of the best practices?

    • While the criteria for each project may vary, it’s helpful to have an inventory of repeatable criteria that can be used across application selection projects. The next slide contains an example that you can add or subtract from.
    • Don’t go overboard on the number of criteria: five to 10 weighted criteria should be the norm for most projects. The more criteria (and sub-criteria) you must score against, the longer it will take to conduct your evaluation. Always remember, link the level of rigor to the size and complexity of your project! It’s possible to create a convoluted scoring model that takes significant time to fill out but yields little additional value.
    • Creation of the scoring model should be a consensus-driven activity among IT, procurement, and the key business stakeholders – it should not be built in isolation. Everyone should agree on the fundamental criteria and weights that are employed.
    • Consider using not just the outputs of investigative interviews and RFP responses to score vendors, but also third-party review services like SoftwareReviews.

    Define how you’ll score CRM proposals and demos

    Define key CRM selection criteria for your organization – this should be informed by the following goals, use cases, and requirements covered in the blueprint.

    Criteria

    Description

    Functional CapabilitiesHow well does the vendor align with the top-priority functional requirements identified in your accelerated needs assessment? What is the vendor’s functional breadth and depth?
    AffordabilityHow affordable is this vendor? Consider a three-to-five-year total cost of ownership (TCO) that encompasses not just licensing costs, but also implementation, integration, training, and ongoing support costs.
    Architectural FitHow well does this vendor align with our direction from an enterprise architecture perspective? How interoperable is the solution with existing applications in our technology stack? Does the solution meet our deployment model preferences?
    ExtensibilityHow easy is it to augment the base solution with native or third-party add-ons as our business needs may evolve?
    ScalabilityHow easy is it to expand the solution to support increased user, data, and/or customer volumes? Are there any capacity constraints of the solution?
    Vendor ViabilityHow viable is this vendor? Are they an established player with a proven track record, or a new and untested entrant to the market? What is the financial health of the vendor? How committed are they to the particular solution category?
    Vendor VisionDoes the vendor have a cogent and realistic product roadmap? Are they making sensible investments that align with your organization’s internal direction?
    Emotional FootprintHow well does the vendor’s organizational culture and team dynamics align to yours?
    Third-Party Assessments and/or ReferencesHow well-received is the vendor by unbiased, third-party sources like SoftwareReviews? For larger projects, how well does the vendor perform in reference checks (and how closely do those references mirror your own situation)?

    Decision Point: Select the Finalist

    After reviewing all vendor responses to your RFP, conducting vendor demos, and running a pilot project (if applicable), the time has arrived to select your finalist.

    All core selection team members should hold a session to score each shortlisted vendor against the criteria enumerated on the previous slide – based on an in-depth review of proposals, the demo sessions, and any pilots or technical assessments.

    The vendor that scores the highest in aggregate is your finalist.

    Congratulations – you are now ready to proceed to final negotiation and inking a contract. This blueprint provides a detailed approach on the mechanics of a major vendor negotiation.

    Leverage Info-Tech’s research to plan and execute your CRM implementation

    Use Info-Tech Research Group’s three phase implementation process to guide your own planning.
    The three phases of software implementation: 'Assess', 'Prepare', 'Govern & Course Correct'. Sample of the 'Governance and Management of Enterprise Software Implementation' blueprint.

    Establish and execute an end-to-end, agile framework to succeed with the implementation of a major enterprise application.

    Visit this link

    Prepare for implementation: establish a clear resourcing plan

    Organizations rarely have sufficient internal staffing to resource a CRM project on their own. Consider the options for closing the gap in internal resource availability.

    The most common project resourcing structures for enterprise projects are:
    Your own staff +
    1. Management consultant
    2. Vendor consultant
    3. System integrator
    Info-Tech Insight

    When contemplating a resourcing structure, consider:

    • Availability of in-house implementation competencies and resources.
    • Timeline and constraints.
    • Integration environment complexity.

    Consider the following:

    Internal vs. External Roles and Responsibilities

    Clearly delineate between internal and external team responsibilities and accountabilities, and communicate this to your technology partner up front.

    Internal vs. External Accountabilities

    Accountability is different than responsibility. Your vendor or SI partner may be responsible for completing certain tasks, but be careful not to outsource accountability for the implementation – ultimately, the internal team will be accountable.

    Partner Implementation Methodologies

    Often vendors and/or SIs will have their own preferred implementation methodology. Consider the use of your partner's implementation methodology; however, you know what will work for your organization.

    Establish team composition

    1 – 2 hours

    Input: Skills assessment, Stakeholder analysis, Vendor partner selection

    Output: Team composition

    Materials: Sticky notes, Whiteboard, Markers

    Participants: Project team

    Use Info-Tech’s Governance and Management of Enterprise Software Implementation to establish your team composition. Within that blueprint:

    1. Assess the skills necessary for an implementation. Inventory the competencies required for the implementation project team. Map your internal resources to each competency as applicable.
    2. Select your internal implementation team. Determine who needs to be involved closely with the implementation. Key stakeholders should also be considered as members of your implementation team.
    3. Identify the number of external consultants/support required for implementation. Consider your in-house skills, timeline considerations, integration environment complexity, and cost constraints as you make your team composition plan. Be sure to dedicate an internal resource to managing the vendor and partner relationships.
    4. Document the roles and responsibilities, accountabilities, and other expectations of your team as they relate to each step of the implementation.

    Governance and Management of Enterprise Software Implementation

    Sample of the 'Governance and Management of Enterprise Software Implementation' blueprint.Follow our iterative methodology with a task list focused on the business must-have functionality to achieve rapid execution and to allow staff to return to their daily work sooner.

    Visit this link

    Ensure your implementation team has a high degree of trust and communication

    If external partners are needed, dedicate an internal resource to managing the vendor and partner relationships.

    Communication

    Teams must have some type of communication strategy. This can be broken into:
    • Regularity: Having a set time each day to communicate progress and a set day to conduct retrospectives.
    • Ceremonies: Injecting awards and continually emphasizing delivery of value can encourage relationship-building and constructive motivation.
    • Escalation: Voicing any concerns and having someone responsible for addressing those concerns.

    Proximity

    Distributed teams create complexity as communication can break down. This can be mitigated by:
    • Location: Placing teams in proximity can close the barrier of geographical distance and time zone differences.
    • Inclusion: Making a deliberate attempt to pull remote team members into discussions and ceremonies.
    • Communication tools: Having the right technology (e.g. video conference) can help bring teams closer together virtually.

    Trust

    Members should trust other members are contributing to the project and completing their required tasks on time. Trust can be developed and maintained by:
    • Accountability: Having frequent quality reviews and feedback sessions. As work becomes more transparent, people become more accountable.
    • Role clarity: Having a clear definition of what everyone’s role is.

    Plan for your implementation of CRM based on deployment model

    Place your CRM application into your IT landscape by configuring and adjusting the tool based on your specific deployment method.

    Icon of a housing development.
    On-Premises

    1. Identify custom features and configuration items
    2. Train developers and IT staff on new software investment
    3. Install software
    4. Configure software
    5. Test installation and configuration
    6. Test functionality

    Icon of a cloud upload.
    SaaS-based

    1. Train developers and IT staff on new software investment
    2. Set up connectivity
    3. Identify VPN or internal solution
    4. Check firewalls
    5. Validate bandwidth regulations

    Integration is a top IT challenge and critical to the success of the CRM suite

    CRM suites are most effective when they are integrated with ERP and MarTech solutions.

    Data interchange between the CRM solution and other data sources is necessary

    Formulate a comprehensive map of the systems, hardware, and software with which the CRM solution must be able to integrate. Customer data needs to constantly be synchronized: without this, you lose out on one of the primary benefits of CRM. These connections must be bidirectional for maximum value (i.e. marketing data to the CRM, customer data to MMS).
    Specialized projects that include an intricate prospect or customer list and complex rules may need to be built by IT The more custom fields you have in your CRM suite and point solutions, the more schema mapping you will have to do. Include this information in the RFP to receive guidance from vendors on the ease with which integration can be achieved.

    Pay attention to legacy apps and databases

    If you have legacy CRM, POS, or customer contact software, more custom code will be required. Many vendors claim that custom integration can be performed for most systems, but custom comes at a cost. Don’t just ask if they can integrate; ask how long it will take and for references from organizations which have been successful in this.
    When assessing the current application portfolio that supports CRM, the tendency will be to focus on the applications under the CRM umbrella, relating mostly to marketing, sales, and customer service. Be sure to include systems that act as inputs to, or benefit due to outputs from, the CRM or similar applications.

    CRM data flow

    Example of a CRM data flow.

    Be sure to include enterprise applications that are not included in the CRM application portfolio. Popular systems to consider for POIs include billing, directory services, content management, and collaboration tools.

    Sample CRM integration map

    Sample of a CRM integration map.

    Scenario: Failure to address CRM data integration will cost you in the long run

    A company spent $15 million implementing a new CRM system in the cloud and decided NOT to spend an additional $1.5 million to do a proper cloud DI tool procurement. The mounting costs followed.

    Cost Element – Custom Data Integration

    $

    2 FTEs for double entry of sales order data $ 100,000/year
    One-time migration of product data to CRM $ 240,000 otc
    Product data maintenance $ 60,000/year
    Customer data synchronization interface build $ 60,000 otc
    Customer data interface maintenance $ 10,000/year
    Data quality issues $ 100,000/year
    New SaaS integration built in year 3 $ 300,000 otc
    New SaaS integration maintenance $ 150,000/year

    Cost Element – Data Integration Tool

    $

    DI strategy and platform implementation $1,500,000 otc
    DI tool maintenance $ 15,000/year
    New SaaS integration point in year 3 $ 300,000 otc
    Thumbs down color coded red to the adjacent chart. Custom integration is costing this organization $300,000/year for one SaaS solution.
    Thumbs up color coded blue to the adjacent chart.

    The proposed integration solution would have paid for itself in 3-4 years and saved exponential costs in the long run.

    Proactively address data quality in the CRM during implementation

    Data quality is a make-or-break issue in a CRM platform; garbage in is garbage out.
    • CRM suites are one of the leading offenders for generating poor-quality data. As such, it’s important to have a plan in place for structuring your data architecture in such a way the poor data quality is minimized from the get-go.
    • Having a plan for data quality should precede data migration efforts; some types of poor data quality can be mitigated prior to migration.
    • There are five main types of poor-quality data found in CRM platforms.
      • Duplicate data: Duplicate records can be a major issue. Leverage dedicated deduplication tools to eliminate them.
      • Stale data: Out-of-date customer information can reduce the usefulness of the platform. Use automated social listening tools to help keep data fresh.
      • Incomplete data: Records with missing info limit platform value. Specify data validation parameters to mandate that all fields are filled in.
      • Invalid and conflicting data: These can create cascading errors. Establishing conflict resolution rules in ETL tools for data integration can lessen issues.
    Info-Tech Insight

    If you have a complex POI environment, appoint data stewards for each major domain and procure a deduplication tool. As the complexity of CRM system-to-system integrations increases, so will the chance that data quality errors will crop up – for example, bidirectional POI with other sources of customer information dramatically increase the chances of conflicting/duplicate data.

    Profile data, eliminate dead weight, and enforce standards to protect data

    Identify and eliminate dead weight

    Poor data can originate in the firm’s CRM system. Custom queries, stored procedures, or profiling tools can be used to assess the key problem areas.

    Loose rules in the CRM system may lead to records of no significant value in the database. Those rules need to be fixed, but if changes are made before the data is fixed, users could encounter database or application errors, which will reduce user confidence in the system.

    • Conduct a data flow analysis: map the path that data takes through the organization.
    • Use a mass cleanup to identify and destroy dead weight data. Merge duplicates either manually or with the aid of software tools. Delete incomplete data, taking care to reassign related data.
    • COTS packages typically allow power users to merge records without creating orphaned records in related tables, but custom-built applications typically require IT expertise.

    Create and enforce standards and policies

    Now that the data has been cleaned, it’s important to protect the system from relapsing.

    Work with business users to find out what types of data require validation and which fields should have changes audited. Whenever possible, implement drop-down lists to standardize values and make programming changes to ensure that truncation ceases.

    • Truncated data is usually caused by mismatches in data structures during either one-time data loads or ongoing data integrations.
    • Don’t go overboard on assigning required fields; users will just put key data in note fields.
    • Discourage the use of unstructured note fields: the data is effectively lost except if it gets subpoenaed.
    Info-Tech Insight

    Data quality concerns proliferate with the customization level of your platform. The more extensive the custom integration points and module/database extensions that you have made, the more you will need to have a plan in place for managing data quality from a reactive and proactive standpoint.

    Create a formal communication process throughout the CRM implementation

    Establish a comprehensive communication process around the CRM enterprise roll-out to ensure that end users stay informed.

    The CRM kick-off meeting(s) should encompass: 'The high-level application overview', 'Target business-user requirements', 'Target quality of service (QoS) metrics', 'Other IT department needs', 'Tangible business benefits of application', 'Special consideration needs'. The overall objective for interdepartmental CRM kick-off meetings is to confirm that all parties agree on certain key points and understand platform rationale and functionality.

    The kick-off process will significantly improve internal communications by inviting all affected internal IT groups, including business units, to work together to address significant issues before the application process is formally activated.

    Department groups or designated trainers should take the lead and implement a process for:

    • Scheduling CRM platform roll-out/kick-off meetings.
    • Soliciting preliminary input from the attending groups to develop further training plans.
    • Establishing communication paths and the key communication agents from each department who are responsible for keeping lines open moving forward.

    Ensure requirements are met with robust user acceptance testing

    User acceptance testing (UAT) is a test procedure that helps to ensure end-user requirements are met. Test cases can reveal bugs before the suite is implemented.

    Five Secrets of UAT Success

    Bracket with colors corresponding the adjacent list items.

    1

    Create the plan With the information collected from requirements gathering, create the plan. Make sure this information is added to the main project plan documentation.

    2

    Set the agenda The time allotted will vary depending on the functionality being tested. Ensure that the test schedule allows for the resolution of issues and discussion.

    3

    Determine who will participate Work with the relevant stakeholders to identify the people who can best contribute to system testing. Look for experienced power users who have been involved in earlier decision making about the system.

    4

    Highlight acceptance criteria Together with the UAT group, pinpoint the criteria to determine system acceptability. Refer back to requirements specified in use cases in the initial requirements-gathering stages of the project.

    5

    Collect end user feedback Weaknesses in resolution workflow design, technical architecture, and existing customer service processes can be highlighted and improved on with ongoing surveys and targeted interviews.

    Calculate post-deployment metrics to assess measurable value of the project

    Track the post-deployment results from the project and compare the metrics to the current state and target state.

    CRM Selection and Implementation Metrics
    Description Formula Current or Estimated Target Post-Deployment
    End-User Satisfaction # of Satisfied Users
    # of End Users
    70% 90% 85%
    Percentage Over/Under Estimated Budget Amount Spent - 100%
    Budget
    5% 0% 2%
    Percentage Over/Under Estimated Timeline Project Length - 100%
    Estimated Timeline
    10% -5% -10%

    CRM Strategy Metrics
    Description Formula Current or Estimated Target Post-Deployment
    Number of Leads Generated (per month) # of Leads Generated 150 200 250
    Average Time to Resolution (in minutes) Time Spent on Resolution
    # of Resolutions
    30 minutes 10 minutes 15 minutes
    Cost per Interaction by Campaign Total Campaign Spending
    # of Customer Interactions
    $17.00 $12.00 $12.00

    Select the Right CRM Platform

    CRM technology is critical to facilitate an organization’s relationships with customers, service users, employees, and suppliers. Having a structured approach to building a business case, defining key requirements, and engaging with the right shortlist of vendors to pick the best finalist is crucial.

    This selection guide allows organizations to execute a structured methodology for picking a CRM that aligns with their needs. This includes:
    • Alignment and prioritization of key business and technology drivers for a CRM selection business case.
    • Identification of key use cases and requirements for CRM.
    • Construction of a robust CRM RFP.
    • A strong market scan of key players.
    • A survey of crucial implementation considerations.
    This formal CRM selection initiative will drive business-IT alignment, identify sales and marketing automation priorities, and allow for the rollout of a platform that’s highly likely to satisfy all stakeholder needs.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.
    workshops@infotech.com
    1-888-670-8889

    Insight summary

    Stakeholder satisfaction is critical to your success

    Choosing a solution for a single use case and then expanding it to cover other purposes can be a way to quickly gain approvals and then make effective use of dollars spent. However, this can also be a nightmare if the product is not fit for purpose and requires significant customization effort for future use cases. Identify use cases early, engage stakeholders to define success, and recognize where you need to find balance between a single off-the-shelf CRM platform and adjacent MarTech or sales enablement systems.

    Build a business case

    An effective business case isn’t a single-purpose document for obtaining funding. It can also be used to drive your approach to product selection, requirements gathering, and ultimately evaluating stakeholder and user satisfaction.

    Use your business case to define use cases and milestones as well as success.

    Balance process with technology

    A new solution with old processes will result in incremental increased value. Evaluate existing processes and identify opportunities to improve and remove workarounds. Then define requirements.

    You may find that the tools you have would be adequate with an upgrade and tool optimization. If not, this exercise will prepare you to select the right solution for your current and future needs.

    Drive toward early value

    Lead with the most important benefit and consider the timeline. Most stakeholders will lose interest if they don’t realize benefits within the fist year. Can you reach your goal and report success within that timeline?

    Identify secondary, incremental customer engagement improvements that can be made as you work toward the overall goal to be achieved at the one-year milestone.

    Related Info-Tech Research

    Stock image of an office worker. Build a Strong Technology Foundation for Customer Experience Management
    • Any CRM project needs to be guided by the broader strategy around customer engagement. This blueprint explores how to create a strong technology enablement approach for CXM using voice of the customer analysis.
    Stock image of a target with arrows. Improve Requirements Gathering
    • 70% of projects that fail do so because of poor requirements. If you need to double-click on best practices for eliciting, analyzing, and validating requirements as you build up your CRM picklist and RFP, this blueprint will equip you with the knowledge and tools you need to hit the ground running.
    Stock image of a pen on paper. Drive Successful Sourcing Outcomes with a Robust RFP Process
    • Managing a complex RFP process for an enterprise application like a CRM platform can be a challenging undertaking. This blueprint zooms into how to build, run, administer, and evaluate RFP responses effectively.

    Bibliography

    “Doomed From the Start? Why a Majority of Business and IT Teams Anticipate Their Software Development Projects Will Fail.” Geneca, 25 Jan. 2017. Web.

    Hall, Kerrie. “The State of CRM Data Management 2020.” Validity. 27 April 2020. Web.

    Hinchcliffe, Dion. “The Evolving Role of the CIO and CMO in Customer Experience.” ZDNet, 22 Jan. 2020. Web.

    Klie, L. “CRM Still Faces Challenges, Most Speakers Agree: CRM Systems Have Been Around for Decades, but Interoperability and Data Siloes Still Have to Be Overcome.” CRM Magazine, vol. 23, no. 5, 2019, pp. 13-14.

    Markman, Jon. "Netflix Knows What You Want... Before You Do." Forbes. 9 Jun. 2017. Web.

    Morgan, Blake. “50 Stats That Prove The Value Of Customer Experience.” Forbes, 24 Sept. 2019. Web.

    Taber, David. “What to Do When Your CRM Project Fails.” CIO Magazine, 18 Sept. 2017. Web.

    “The State of Project Management Annual Survey 2018.” Wellingtone, 2018. Web.

    “The History of Microsoft Dynamics.” Eswelt. 2021. Accessed 8 June 2022.

    “Unlock the Mysteries of Your Customer Relationships.” Harvard Business Review. 1 July 2014. Accessed 30 Mar. 2016.

    Drive Ongoing Adoption With an M365 Center of Excellence

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    • member rating overall impact: 9.0/10 Overall Impact
    • member rating average dollars saved: 20 Average Days Saved
    • member rating average days saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
    • Parent Category Name: End-User Computing Applications
    • Parent Category Link: /end-user-computing-applications

    There are roadblocks common to all CoEs: lack of in-house expertise, lack of resources (time, budget, etc.), and employee perception that this is just another burdensome administrative layer. These are exacerbated when building an M365 CoE.

    • Constant vendor-initiated change in M365 means expertise always needs updating.
    • The self-service architecture of M365 is at odds with centralized limits and controls.
    • M365 has a multitude of services that can be adopted across a huge swath of the organization compared to the specific capabilities and limited audience of traditional CoEs.

    Our Advice

    Critical Insight

    The M365 CoE should be somewhat decentralized to avoid an “us versus them” mentality. Having clear KPIs at the center of the program makes it easier to demonstrate improvements and competencies. COMMUNICATE these early successes! They are vital in gaining widespread credibility and momentum.

    Impact and Result

    Having a clear vision of what you want business outcomes you want your Microsoft 365 CoE to accomplish is key. This vision helps select the core competencies and deliverables of the CoE.

    • Ongoing measurement and reporting of business value generated from M365 adoption.
    • Servant leadership allows the CoE to work closely and deeply with end users, which builds them up to share knowledge with others
    • Focus and clear lines of accountability ensure that everyone involved feels part of the compromise when decisions are to be made.

    Drive Ongoing Adoption With an M365 Center of Excellence Research & Tools

    Build out your M365 CoE competencies, membership, and roles; create success metrics and build your M365 adoption, then communicate

    In this deck we explain why your M365 CoE needs to be distributed and how it should be organized. Using a roadmap will assist you in building competency and maturity through training, certifications, and building governance.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    • Drive Ongoing Adoption With an M365 Center of Excellence Storyboard
    [infographic]

    Further reading

    Drive Ongoing Adoption With an M365 Center of Excellence

    Accelerate business processes change and get more value from your subscription by building and sharing thanks to an effective Centre of Excellence.

    CLIENT ADVISORY DECK

    Drive Ongoing Adoption With an M365 Centre of Excellence

    Accelerate business processes change and get more value from your subscription by building and sharing thanks to an effective Centre of Excellence

    Research Team:
    John Donovan
    John Annand
    Principal Research Directors I&O Practice

    41 builds released in 2021!
    IT can no longer be expected to provide training to all users on all features

    • Traditional classroom training (online and self-paced) is time consuming and overly generic
    • Users tend to hold onto old familiar tools even as new ones roll out
    • Citizen Programming comes with a lot of promise but also the spectre of reliving the era of Access ‘97 databases
    • Seemingly small decisions around configuration have outsized impacts
    • Every enterprises’ journey through adoption is unique

    ▲20% $ spent in 2021

    148% more meetings
    66% more users collaborating on documents
    40.6B more emails

    2021 vs. 2022 Source: Microsoft The Work Trend Index

    • Who needs to be in a CoE? What daily tasks do they undertake?
    • How do you turn artifacts like best practice documents into actual behavioral change?
    • How does CoE differ from governance? And why is it going to be any more successful?
    • How does the CoE evolve over time as enterprises become more mature?

    CoE Competencies, Membership and Roles
    Communication, Standards Templates
    Adoption, and Business Success Metrics

    this image depicts the key CoE Competencies: Goals; Controls; Tools; Training; and Support

    Using these deliverables, Info-Tech will help you drive consistency in your enterprise collaboration, increase end-user satisfaction in the tools they are provided, optimize your license spending, fill the gaps between implementation of a technology and realization of business value, and empower end-users to innovate in ways that senior leadership had not imagined.

    Executive Summary

    Insight

    User adoption is the primary focus of the efforts in the CoE

    User adoption and setting up guardrails in governance are the focuses of the CoE in its early stages. Purging obsolete data from legacy share servers, and exchange, and rationalize legacy applications that are comparable to Microsoft offerings. The primary goal is M365 excellence, but that needs to be primed with a Roadmap, and laying down clear milestones to show progress, along with setting up quick wins to get buy in from the organization.

    Breakdown your CoE into distinct areas for improvement

    Due to the size and complexity of Microsoft 365, breaking it into clearly defined divisions makes sense. The parts that need to be fragmented into are, Collaboration, Power Apps, Office tools, Learning, Professional Training and Certifications, Governance and Support. Subject Matter experts needs to keep pace with the ever-changing M365 environment with enhancements continuously being rolled out. (There were 41 build releases in 2021 alone! )

    Set up your M365 CoE in a decentralized design

    Define how your CoE will be set up. It will either be centralized, distributed, or a combination of both. They all have their strengths and weaknesses; however a distributed CoE can ensure there is buy-in from the various departments across the CoE, as they participate in the decision making and therefore the direction the CoE goes. Additionally, it ensures that each segment of the CoE is accountable for the success of the M365 adoption, its usage, and delivering value to the organization.

    Summary

    Your Challenge

    You have purchased Microsoft 365 for your business, and you have determined that you are not realizing the full value and potential of the product, neither adoption nor usage – for example, you have legacy applications that the user base is reluctant to move away from, whether it be Skype, Jabber, or other collaboration tools available to them. You have released Teams to the organization but may have not shown how useful it is and you have not communicated to the business that it is your new collaboration tool, along with SharePoint Online and OneDrive. How do you fix this problem?

    Common Obstacles

    There are roadblocks common to all CoEs: lack of in-house expertise, lack of resources (time, budget, etc.) and employee perception of just another burdensome administrative layer. These are exacerbated when building an M365 CoE.

    • Constant vendor-initiated change in M365 means expertise always needs updating
    • The self-service architecture of M365 is at odds with centralized limits and controls
    • M365 is a multitude of services, adopted across a huge swath of the organization compared to the specific capabilities and limited audience of traditional CoEs

    Info-Tech’s Approach

    Having a clear vision of what business outcomes you want your Microsoft 365 CoE to accomplish is key. This vision helps select the core competencies and deliverables of the CoE.

    1. Ongoing measurement and reporting of business value generated from M365 adoption
    2. Servant leadership allows the CoE to work closely and deeply with end-users, which builds them up to share knowledge with others
    3. Focus and clear lines of accountability ensure that everyone involved feels part of the compromise when decisions are to be made

    Info-Tech Insight

    The M365 CoE should be somewhat decentralized to avoid an “us versus them” mentality. Having clear KPIs at the center of the program makes it easier to demonstrate improvements and competencies. COMMUNICATE these early successes! They are vital in gaining widespread credibility and momentum.

    Charter Mandate Authority to Operate

    Mission : To accelerate the value that M365 brings to the organization by using the M365 CoE to increase adoption, build competency through training and best practices, and deliver on end user innovation throughout the business.

    Vision Statement: To transform the organization’s efficiencies and performance through an optimized world-class M365 CoE by meeting all KPIs set out in the Charter.

    Info-Tech Insights

    A mission and vision for your M365 CoE are a necessary step to kick the program off. Not aving clear goals and a roadmap to get there will hinder your progress. It may even stall the whole objective if you cannot agree or measure what you are trying to accomplish

    • The scope of the M365 CoE is to build the adoption rate that can meet milestone goals to advance user competency, as well as the maturation of the SMEs in each segment of the CoE leadership and contributors.
    • Maturity will be measured through 100% adoption, specifically around collaboration tools and Office apps across the organization that use M365. Strategic value will be measured by core competencies within the CoE.
    • SMEs are developed and educated with certifications and other training throughout the course of the CoE development to bring “bench strength” to the vision of optimizing a world-class M365 CoE.
    • SMEs will all be certified Microsoft professionals. They will set the standard to be met within the CoE. The SMEs can either be internal candidates or external hires, depending on the current IT department competency.
    • Additional resources required will be tech savvy department leads that understand and can help in the training of staff, who also are willing to spend a certain amount of their work time in coaching colleagues.
    • They will be assisted by the training through the SMEs providing relevant material and various M365 courses both in class and self-paced online learning using M365 VIVA tools.

    Charter Metrics

    Areas in Scope:

    • Ensure Mission is aligned to the business objectives.
    • Form core team for M365 CoE, including steering committee.
    • Create document for signoff from business sponsors.
    • Build training plans for users, engineers, and admins.
    • Document best practices and build standard templates for organizational uniformity.
    • Build governance charter and priorities, setting up guardrails early to ensure compliance and security.
    • Transition away and retire all legacy on-Prem apps to M365 Cloud apps.
    • Build a RACI model for roles and responsibility.

    Info-Tech Insights

    If meaningful metrics are set up correctly, the CoE can produce results early in the one- or two-year process, demonstrating business value and increasing production amongst staff and demonstrating SME development.

    this image contains example metrics, spread across three phases.

    CoE

    What are the reason to build an M365 CoE, and what is it expected to deliver?

    What It IS NOT

    It does not design or build applications, migrate applications, or create migration plans. It does not deploy applications nor does it operate and monitor applications. While a steering committee is a key part of the M365 CoE, its real function is to set the standards to be achieved though metrics that can measure a successful, efficient, and best-in-class M365 operation. It does not set business goals but does align M365 goals to the business drivers. SMEs in the CoE give guidance on M365 best practices and assist in its adoption and users’ competency.

    What It IS

    M365 CoE means investing in and developing usage growth and adoption while maintaining governance and control. A CoE is designed to drive innovation and improvement, and as a business-wide functional unit, it can break down geographical and organizational silos that utilize their own tools and collaboration platforms. It builds a training and artifacts database of relevant and up-to-date materials.

    Why Build It

    Benefits that can be realized are:

    • Building efficiencies, delivering quality training and knowledge transfer, and reducing risk from an organized and effective governance.
    • Consistency in document and information management.
    • Reusable templates and blueprints that standardize the business processes.
    • Standardized and communicated business policies around security and best practices.
    • Overcoming the challenges that comes with the titan of a platform that is M365.

    Expected Goals and Benefits With Risk

    Demonstrated impact for sustainability
    Ensuring value is delivered
    Ability to escalate to executive branch

    The What?

    What does the M365 CoE solve?

    • M365 Adoption
    • M365 tools templates
    • SME in tools deployment and delivery
    • Training and education – create artifacts and organize training sessions and certifications
    • Empower users into super users
    • Build analytics around usage, adoption, and ROI from license optimization

    And the How?

    How does the M365 CoE do it?

    • By defining clear adoption goals and best practices
    • By building a dedicated team with the confidence to improve the user experience
    • By creating a collection of reusable artifacts.
    • By establishing a stable, tested environment ensures users are not hindered in execution of the tools
    • By continuously improving M365 processes

    What are the Risks?

    • All goals must be achievable
    • Timeline phases are based on core SME competency of the IT department and the training quality of end users
    • Current state of SMEs in house or hired to execute the mandate of the M365 CoE
    • Business success – if business is struggling to make profits and grow, its usually the CoE that will get chopped – mainly due to layoffs
    • Inability to find SMEs or train SMEs
    • Turnover in CoE due to job function changes or attrition
    • Overload of day-to-day responsibilities preventing SMEs from executing work for the CoE – Need to align SMEs and CoE steering chair to establish and enable shared responsibilities.

    Who needs to be in a CoE for M365

    Design the CoE – What model to be used?

    What are their daily tasks? Is the CoE centralized, decentralized, or a combination?

    a flow chart is depicted, starting with the executive steering committee, describing governance 365, and VP applications.

    Info-Tech Insights

    Due to the size and complexity of Microsoft 365, a decentralized model works best. Each segment of the group could in themselves be a CoE, as in governance, training, or collaboration CoE. Maintaining SME in each group will drive the success of the M365 CoE.

    Key Competencies for CoE

    • Build a team of experts in M365 with sub teams in Products.
    • Manage the business processes around M365.
    • Train and optimize technical teams.
    • Share best practices and create a knowledge base.
    • Build processes that are repeatable and self-provisioned.
    This image depicts the core Coe Competencies, Strategy; Technology; Governance; and Skills/Capabilities.

    CoE for M365

    What is the Structure? Is it centralized, decentralized, or combination? What are the pros and cons?

    Thought Model

    This image depicts a thought model describing CoE for M365.

    How does the CoE differ from governance?

    Why is it going to be any more successful?

    “These problems already exist and haven't been successfully addressed by governance – how is the CoE going to be any different?”

    • Leadership
    • Empower end users
    • Automation of processes
    • Retention policies
    • Governance priorities
    • Risk management
    • Standard procedures
    • Set metrics
    • Self service
    • Training
    • SMEs
    • Automation
    • Innovation

    CoE

    While M365 governance is an integral part of the M365 CoE, the CoE is a more strategic program aimed at providing guidance, experienced leadership, and training.

    The CoE is designed to drive innovation and improvements throughout the organization’s M365 deployment. It will build best practices, create artifacts, and mentor members to become SMEs.

    Governance

    CoE is a form of collaborative governance. Those responsible for making the rules are the same ones who are working through how the rules are implemented in practice.

    The word most associated with CoE is "nurture." The word most associated with governance is "prevent."

    The CoE is experimental and innovative and constantly revising its guidance compared to governance, which is opaque and static.

    RACI chart for CoE define activities and ownership

    The Work

    Build artifacts

    Templates

    Scripts

    Reference architecture

    Policies definition

    Blueprints

    Version control

    Measure usage and ROI

    Quality assurance

    Baseline creation and integrity

    ActivitiesSupport Steering CTraining TeamM365 Tools Admin M365 Security AdminDoc Mgt
    Monitor M365 ChangeAIRR
    CommunicationsIR
    TrainingAR
    Support – Microsoft + HelpdeskRI
    Monitor UsageR
    Security and ComplianceAR
    Decom On-PremAR
    Eliminate Shadow ITR
    Identity and AccessAR
    Automate Policies in TennantAR
    Audit MonitorAR
    Data and Information ProtectionARR
    Build TemplatesAAR
    Manage ArtifactsARA

    Steering Committee

    This image contains a screenshot of the organization of the CoE Steering Committee

    Roles and Responsibilities

    • Set the goals and metrics for the CoE charter
    • Ensure the CoE is aligned to the business objectives
    • Clear any roadblocks that may hinder progress for the team leads
    • Provide guidance on best practices
    • Set expectations for training and certifications
    • Build SME strength through mentoring
    • Promote and facilitate research into M365 developments and releases
    • Ensure knowledge transfer is documented
    • Create roadmap to ensure phase KPIs are met and drive toward excellence

    Info-Tech Insight

    Executive sponsorship is an element of the CoE that cannot be overlooked. If this occurs, the funding and longevity of the CoE will be limited. Additionally, ensure you determine if the CoE will have an end of life and what that looks like.

    M365 Governance CoE Team

    Governance and Management

    After you’ve developed and implemented your data classification framework, ongoing governance and maintenance will be critical to your success. In addition to tracking how sensitivity labels are used in practice, you’ll need to update your control requirements based on changes in regulations, cybersecurity leading practices, and the nature of the content you manage. Governance and maintenance efforts can include:

    • Establishing a governance body dedicated to data classification or adding a data classification responsibility to the charter of an existing information security body.
    • Defining roles and responsibilities for those overseeing Data Classification
    • Establishing KPIs to monitor and measure progress
    • Tracking cybersecurity leading practices and regulatory changes
    • Developing Standard Operating Procedures that support and enforce a data classification framework

    Governance CoE

    Tools Used in the Governance CoE Identity – MFA, SSO, Identity Manager, Conditional Access, AD , Microsoft Defender, Compliance Assessments Templates

    Security and Compliance - Azure Purview, Microsoft Defender Threat Analytics, Rules-Based Classification (AIP Client & Scanner), Endpoint DLP, Insider Risk Management

    Information Management – Audit Log Retention, Information Protection and Governance, Trainable Classifiers

    Licenses – Entitlement Management, Risk-Based Conditional Access.

     This image depicts the M365 Governance CoE Team organization.

    M365 Tools CoE Team

    • Collaboration tools are at the center of the product portfolio for M365.
    • Need to get users empowered to manage and operate Teams, OneDrive, and SharePoint Online and promote uniform communications and collaborate with document building, sharing, and storing.

    This image depicts a screenshot of the Tools CoE Team organization

    Collaboration SME – Teams admin, Exchange admin, SharePoint, One Drive admin, Viva Learning (Premium), and Viva Insights (Premium)

    Application SME – Covers all updates and new features related to Office programs

    Power BI SME – Covers Power Automate for Office 365, Power Apps for Office 365, and Power BI Pro

    Voice and Video – Tools-Calling Plan, Audio Conference (Full), Teams Phone, Mobility

    PMO – Manages all M365 products online and in production. Also coordinates enhancements, writes up documentation for updates, and releases them to the training CoE for publication.

    Microsoft 365 tools used to support business

    M365 Training CoE Team

    Training and certifications for both end users and technical staff managing the M365 platform. Ensure that you set goals and objectives with your training schedule.

    this image depicts the framework for the training CoE team.

    Training for SMEs can be broken into two categories:

    First line training is internal training for users, in the collaboration space. Teams, One Drive, SharePoint Online, Exchange, and specialty training on Office tools – Word, PowerPoint, Excel, and Microsoft Forms.

    Second line training is professional development for the SMEs including certifications in M365 admin, Global admin, Teams admin, and SharePoint administrator.

    Additional training and certification can be obtained in governance, information management, and in the admin center for licencing optimization and compliance.

    Tools used

    • Viva topics – Integrated knowledge and expert discovery
    • Viva Insight
    • Viva Learning
    • Viva Connections
    • Dynamics 365
    • Voice of the customer surveys

    Support M365 CoE Team

    This image depicts the framework for m365 CoE team support.

    Support CoE:

    In charge of creating a knowledge base for M365. Manages incidents with access, usage, and administering apps to desktop. Manages change issues related to updates in patching.

    Help Desk Admin:

    Resets passwords when self service fails, force sign out, manages service requests.

    Works with learning CoE to populate knowledge base with articles and templates.

    Manages end user issues with changes and enhancements for M365.

    Supporting Metrics

    • Number of calls for M365 support
    • Recurring M365 incidents
    • Number of unresolved Platform issues
    • First call resolution
    • Knowledge sharing of M365
    • Customer satisfaction
    • Turnaround time of tickets created

    Roadmap

    How does the CoE evolve over time as enterprises become more mature?

    • Depending on the complexity and regulatory requirements of the business, baseline governance and rules around external partners sharing internal documents will need to be set up.
    • Identifying your SMEs in the organization is a perquisite at the beginning stages of setting up the M365 working group.
    • Build a roadmap to get to maturity and competency that brings strategic business value.
    • Meet milestone goals through a two-year, three-phase process. Begin with setting up governance guardrails.
    • Set up foundational baselines against which metrics will be measured.
    • Set up the M365 CoE, at first with target easy wins through group training and policy communications throughout the organization.
    this image depicts the CoE Roadmap, from Foundational Baseline, to Standardize Process, to Optimization

    How do you turn artifacts like best practice documents into actual behavior change?

    this image depicts the process of turning M365 ARtifacts into actual behavioural change within a company

    Info-Tech Insights

    Building Blocks
    The building blocks for a change in end user behavior are based on four criteria which must be clearly communicated. Knowledge transfer from SMEs to the training team is key. That in turn leads to effective knowledge transfer, allowing end users to develop skills quickly that can be shared with their teams. Sharing practices leads to best practices and maintaining these in a repository that can be quickly accessed will build on the efficiencies and effectiveness of the employees.

    How Do You Empower End Users to Innovate?

    Info-Tech Insights

    Understand the Vision

    Empowering End users starts with understanding the business vision that is embedded into the M365 CoE charter.

    Ensure that the business innovation goals are aligned to the organizational strategies.

    The innovative strategies need to be clearly communicated to the employees and the tools to achieve this needs to be mapped out and trained. Clearly lay out the goals, outcomes, and expectations.

    End users need to understand how the M365 CoE will assist them in their day-to-day operations, whether in the collaboration space with their colleagues, or with power BI that assists them in their decision making though analytics.

    The Right Resources

    Arm your team with the resources they need to be successful. Building use cases as part of the training program will give the employees insight into how the M365 tools can be used in their daily work environment. It will also address the pervasive use of nonstandard tools as is seen throughout organizations that are operated in a vacuum.

    Empowering your user base though the knowledge transfer borne through the building of artifacts that deal with real life examples that join the dots for employees.

    By painting a picture of how the innovative use of the M365 platform can be achieved, users will feel empowered and use those use cases to build out their own innovative ideas.

    Hybrid Work

    Digital fabric

    Collaboration – Communication – Creation

    Cloud Services – Innovative Apps – Security

    Productivity anywhere any place

    Shared working documents in secure cloud

    Mesh for Microsoft Teams/Viva

    Power apps and dataverse for Teams

    Self Service M365

    My Apps

    My Sign-Ins

    My Groups

    My Staff

    My Access

    My Account

    Password reset

    Sample Best Practices
    Tools and Standards Templates

    Then communicate them

    Collaboration Best Practices

    Sharing documents

    Real time co-authoring

    Comment

    Meet

    Mobile

    Version History

    Security Best Practices

    This is a screenshot of the Security Best Practices

    Default Security Settings

    Microsoft Security Score

    Enable Alert Policies

    Assign RBAC for Admins

    Enable Continuous Access Evaluation

    Admin Roles Best Practices in M365

    This is a screenshot of the admin roles best ractices in M365.

    Business Success Metrics for M365 CoE

    What does success look like?

    • Are you aligning the M365 metrics to business goals?
    • Are your decisions data driven?
    • Are you able to determine opportunities to improve with your metrics – continuous process improvement?
    • Are you seeing productivity gains, and are they being measured?
    This image contains a screenshot of the Business Success Metrics for M365-CoE: SMC Training; Content published and tagged; Usage Metrics; Cost Metrics; Adoption Metrics; New Product Introduction

    Activity Output

    Start building your M365 CoE and considering the steps for the Phase 1 checklist

    BUILD A FOUNDATIONAL BASELINE

    Step 1

    1. Select Resources to create a CoE working group
    2. Define your goals and objectives
    3. Identify SMEs within the business and do a gap analysis
    4. Build the M365 charter, mission, and vision
    5. Build consensus and sponsorship from C suite
    6. Create an organizational M365 framework that provides best coverage for all touch points to the platform, from support to training to controls.
    7. Determine the type of CoE you want to create that fits your business (centralized, distributed, or a combination).

    Step 2

    1. Build training plans for SMEs and M365 teams
    2. Populate company intranet with artifacts, knowledge articles, and user training portal with all things M365
    3. Build out best practice workbooks, tools, and templates that encompass all departments
    4. Create roles and responsibilities matrix
    5. Identify “super users” in departments to assist with promoting learning and knowledge sharing.
    6. Develop Metrics scorecards on success criteria ensuring they align to business goals

    Step 3

    1. Rational M365 licensing
    2. Create communication plan promoting CoE and M365 advantages
    3. Align your governance posture and building guardrails
    4. Identify legacy apps that can be retired and replaced
    5. Train support team and analysts with metrics supporting M365 CoE goals
    6. Create baseline metrics with clear alignment to business KPIs

    Related Blueprints

    Modernize Your Microsoft Licensing for the Cloud Era

    • Take control of your Microsoft licensing and optimize spend

    Govern Office 365

    • Office 365 is as difficult to wrangle as it is valuable. Leverage best practices to produce governance outcomes aligned with your goals

    Migrate to Office 365 Now

    • One small step to cloud, one big leap to Office 365. The key is to look before you leap

    Build a Data Classification MVP for M365

    • Kickstart your governance with data classification users will actually use!

    Bibliography

    “Five Guiding Principles of a successful Center of Excellence” Perficient, n.d. Web.

    “Self Service in Microsoft 365.” Janbakker.tech, n.d. Web.

    “My Apps portal overview.” Microsoft, June 2, 2022. Web.

    “Collaboration Best Practices Microsoft365.” Microsoft, n.d. Web.

    “Security Best Practices Microsoft 365” Microsoft, July 1, 2022. Web.

    Build a Data Classification MVP for M365

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    • Parent Category Name: End-User Computing Applications
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    • Resources are the primary obstacle to getting a foot hold in O365 governance, whether it is funding or FTE resources.
    • Data is segmented and is difficult to analyze when you can’t see it or manage the relationships between sources.
    • Organizations expect results early and quickly and a common obstacle is that building a proper data classification framework can take more than two years and the business can't wait that long.

    Our Advice

    Critical Insight

    • Data classification is the lynchpin to ANY effective governance of O/M365 and your objective is to navigate through this easily and effectively and build a robust, secure, and viable governance model.
    • Start your journey by identifying what and where your data is and how much data you have. You need to understand what sensitive data you have and where it is stored before you can protect it or govern that data.
    • Ensure there is a high-level leader who is the champion of the governance objective.

    Impact and Result

    • Using least complex sensitivity labels in your classification are your building blocks to compliance and security in your data management schema; they are your foundational steps.

    Build a Data Classification MVP for M365 Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Build a Data Classification MVP for M365 Deck – A guide for how to build a minimum-viable product for data classification that end users will actually use.

    Discover where your data resides, what governance helps you do, and what types of data you're classifying. Then build your data and security protection baselines for your retention policy, sensitivity labels, workload containers, and both forced and unforced policies.

    • Build a Data Classification MVP for M365 Storyboard
    [infographic]

    Further reading

    Build a Data Classification MVP for M365

    Kickstart your governance with data classification users will actually use!

    Executive Summary

    Info-Tech Insight

    • Creating an MVP gets you started in data governance
      Information protection and governance are not something you do once and then you are done. It is a constant process where you start with the basics (a minimum-viable product or MVP) and enhance your schema over time. The objective of the MVP is reducing obstacles to establishing an initial governance position, and then enabling rapid development of the solution to address a variety of real risks, including data loss prevention (DLP), data retention, legal holds, and data labeling.
    • Define your information and protection strategy
      The initial strategy is to start looking across your organization and identifying your customer data, regulatory data, and sensitive information. To have a successful data protection strategy you will include lifecycle management, risk management, data protection policies, and DLP. All key stakeholders need to be kept in the loop. Ensure you keep track of all available data and conduct a risk analysis early. Remember, data is your highest valued intangible asset.
    • Planning and resourcing are central to getting started on MVP
      A governance plan and governance decisions are your initial focus. Create a team of stakeholders that include IT and business leaders (including Legal, Finance, HR, and Risk), and ensure there is a top-level leader who is the champion of the governance objective, which is to ensure your data is safe, secure, and not prone to leakage or theft, and maintain confidentiality where it is warranted.

    Executive Summary

    Your Challenge
    • Today, the amount of data companies are gathering is growing at an explosive rate. New tools are enabling unforeseen channels and ways of collaborating.
    • Combined with increased regulatory oversight and reporting obligations, this makes the discovery and management of data a massive undertaking. IT can’t find and protect the data when the business has difficulty defining its data.
    • The challenge is to build a framework that can easily categorize and classify data yet allows for sufficient regulatory compliance and granularity to be useful. Also, to do it now because tomorrow is too late.
    Common Obstacles

    Data governance has several obstacles that impact a successful launch, especially if governing M365 is not a planned strategy. Below are some of the more common obstacles:

    • Resources are the primary obstacle to starting O365 governance, whether it is funding or people.
    • Data is segmented and is difficult to analyze when you can’t see it or manage the relationships between sources.
    • Organizations expect results early and quickly and a common obstacle is that building a "proper data classification framework” is a 2+ year project and the business can't wait that long.
    Info-Tech’s Approach
    • Start with the basics: build a minimum-viable product (MVP) to get started on the path to sustainable governance.
    • Identify what and where your data resides, how much data you have, and understand what sensitive data needs to be protected.
    • Create your team of stakeholders, including Legal, records managers, and privacy officers. Remember, they own the data and should manage it.
    • Categorization comes before classification, and discovery comes before categorization. Use easy-to-understand terms like high, medium, or low risk.

    Info-Tech Insight

    Data classification is the lynchpin to any effective governance of O/M365 and your objective is to navigate through this easily and effectively and build a robust, secure, and viable governance model. Start your journey by identifying what and where your data is and how much data do you have. You need to understand what sensitive data you have and where it is stored before you can protect or govern it. Ensure there is a high-level leader who is the champion of the governance objectives. Data classification fulfills the governance objectives of risk mitigation, governance and compliance, efficiency and optimization, and analytics.

    Questions you need to ask

    Four key questions to kick off your MVP.

    1

    Know Your Data

    Do you know where your critical and sensitive data resides and what is being done with it?

    Trying to understand where your information is can be a significant project.

    2

    Protect Your Data

    Do you have control of your data as it traverses across the organization and externally to partners?

    You want to protect information wherever it goes through encryption, etc.

    3

    Prevent Data Loss

    Are you able to detect unsafe activities that prevent sharing of sensitive information?

    Data loss prevention (DLP) is the practice of detecting and preventing data breaches, exfiltration, or unwanted destruction of sensitive data.

    4

    Govern Your Data

    Are you using multiple solutions (or any) to classify, label, and protect sensitive data?

    Many organizations use more than one solution to protect and govern their data, making it difficult to determine if there are any coverage gaps.

    Classification tiers

    Build your schema.

    Pyramid visualization for classification tiers. The top represents 'Simplicity', and the bottom 'Complexity' with the length of the sides at each level representing the '# of policies' and '# of labels'. At the top level is 'MVP (Minimum-Viable Product) - Confidential, Internal (Subcategory: Personal), Public'. At the middle level is 'Regulated - Highly Confidential, Confidential, Sensitive, General, Internal, Restricted, Personal, Sub-Private, Public'. And a the bottom level is 'Government (DOD) - Top Secret (TS), Secret, Confidential, Restricted, Official, Unclassified, Clearance'

    Info-Tech Insight

    Deciding on how granular you go into data classification will chiefly be governed by what industry you are in and your regulatory obligations – the more highly regulated your industry, the more classification levels you will be mandated to enforce. The more complexity you introduce into your organization, the more operational overhead both in cost and resources you will have to endure and build.

    Microsoft MIP Topology

    Microsoft Information Protection (MIP), which is Microsoft’s Data Classification Services, is the key to achieving your governance goals. Without an MVP, data classification will be overwhelming; simplifying is the first step in achieving governance.

    A diagram of multiple offerings all connected to 'MIP Data Classification Service'. Circled is 'Sensitivity Labels' with an arrow pointing back to 'MIP' at the center.
    (Source: Microsoft, “Microsoft Purview compliance portal”)

    Info-Tech Insight

    Using least-complex sensitivity labels in your classification are your building blocks to compliance and security in your data management schema; they are your foundational steps.

    MVP RACI Chart

    Data governance is a "takes a whole village" kind of effort.

    Clarify who is expected to do what with a RACI chart.

    End User M365 Administrator Security/ Compliance Data Owner
    Define classification divisions R A
    Appy classification label to data – at point of creation A R
    Apply classification label to data – legacy items R A
    Map classification divisions to relevant policies R A
    Define governance objectives R A
    Backup R A
    Retention R A
    Establish minimum baseline A R

    What and where your data resides

    Data types that require classification.

    Logos for 'Microsoft', 'Office 365', and icons for each program included in that package.
    M365 Workload Containers
    Icon for MS Exchange. Icon for MS SharePoint.Icon for MS Teams. Icon for MS OneDrive. Icon for MS Project Online.
    Email
    • Attachments
    Site Collections, Sites Sites Project Databases
    Contacts Teams and Group Site Collections, Sites Libraries and Lists Sites
    Metadata Libraries and Lists Documents
    • Versions
    Libraries and Lists
    Teams Conversations Documents
    • Versions
    Metadata Documents
    • Versions
    Teams Chats Metadata Permissions
    • Internal Sharing
    • External Sharing
    Metadata
    Permissions
    • Internal Sharing
    • External Sharing
    Files Shared via Teams Chats Permissions
    • Internal Sharing
    • External Sharing

    Info-Tech Insight

    Knowing where your data resides will ensure you do not miss any applicable data that needs to be classified. These are examples of the workload containers; you may have others.

    Discover and classify on- premises files using AIP

    AIP helps you manage sensitive data prior to migrating to Office 365:
    • Use discover mode to identify and report on files containing sensitive data.
    • Use enforce mode to automatically classify, label, and protect files with sensitive data.
    Can be configured to scan:
    • SMB files
    • SharePoint Server 2016, 2013
    Stock image of a laptop uploading to the cloud with a padlock and key in front of it.
    • Map your network and find over-exposed file shares.
    • Protect files using MIP encryption.
    • Inspect the content in file repositories and discover sensitive information.
    • Classify and label file per MIP policy.
    Azure Information Protection scanner helps discover, classify, label, and protect sensitive information in on-premises file servers. You can run the scanner and get immediate insight into risks with on-premises data. Discover mode helps you identify and report on files containing sensitive data (Microsoft Inside Track and CIAOPS, 2022). Enforce mode automatically classifies, labels, and protects files with sensitive data.

    Info-Tech Insight

    Any asset deployed to the cloud must have approved data classification. Enforcing this policy is a must to control your data.

    Understanding governance

    Microsoft Information Governance

    Information Governance
    • Retention policies for workloads
    • Inactive and archive mailboxes

    Arrow pointing down-right

    Records Management
    • Retention labels for items
    • Disposition review

    Arrow pointing down-left

    Retention and Deletion

    ‹——— Connectors for Third-Party Data ———›

    Information governance manages your content lifecycle using solutions to import, store, and classify business-critical data so you can keep what you need and delete what you do not. Backup should not be used as a retention methodology since information governance is managed as a “living entity” and backup is a stored information block that is “suspended in time.” Records management uses intelligent classification to automate and simplify the retention schedule for regulatory, legal, and business-critical records in your organization. It is for that discrete set of content that needs to be immutable.
    (Source: Microsoft, “Microsoft Purview compliance portal”)

    Retention and backup policy decision

    Retention is not backup.

    Info-Tech Insight

    Retention is not backup. Retention means something different: “the content must be available for discovery and legal document production while being able to defend its provenance, chain of custody, and its deletion or destruction” (AvePoint Blog, 2021).

    Microsoft Responsibility (Microsoft Protection) Weeks to Months Customer Responsibility (DLP, Backup, Retention Policy) Months to Years
    Loss of service due to natural disaster or data center outage Loss of data due to departing employees or deactivated accounts
    Loss of service due to hardware or infrastructure failure Loss of data due to malicious insiders or hackers deleting content
    Short-term (30 days) user error with recycle bin/ version history (including OneDrive “File Restore”) Loss of data due to malware or ransomware
    Short-term (14 days) administrative error with soft- delete for groups, mailboxes, or service-led rollback Recovery from prolonged outages
    Long-term accidental deletion coverage with selective rollback

    Understand retention policy

    What are retention policies used for? Why you need them as part of your MVP?

    Do not confuse retention labels and policies with backup.

    Remember: “retention [policies are] auto-applied whereas retention label policies are only applied if the content is tagged with the associated retention label” (AvePoint Blog, 2021).

    E-discovery tool retention policies are not turned on automatically.

    Retention policies are not a backup tool – when you activate this feature you are unable to delete anyone.

    “Data retention policy tools enable a business to:

    • “Decide proactively whether to retain content, delete content, or retain and then delete the content when needed.
    • “Apply a policy to all content or just content meeting certain conditions, such as items with specific keywords or specific types of sensitive information.
    • “Apply a single policy to the entire organization or specific locations or users.
    • “Maintain discoverability of content for lawyers and auditors, while protecting it from change or access by other users. […] ‘Retention Policies’ are different than ‘Retention Label Policies’ – they do the same thing – but a retention policy is auto-applied, whereas retention label policies are only applied if the content is tagged with the associated retention label.

    “It is also important to remember that ‘Retention Label Policies’ do not move a copy of the content to the ‘Preservation Holds’ folder until the content under policy is changed next.” (Source: AvePoint Blog, 2021)

    Definitions

    Data classification is a focused term used in the fields of cybersecurity and information governance to describe the process of identifying, categorizing, and protecting content according to its sensitivity or impact level. In its most basic form, data classification is a means of protecting your data from unauthorized disclosure, alteration, or destruction based on how sensitive or impactful it is.

    Once data is classified, you can then create policies; sensitive data types, trainable classifiers, and sensitivity labels function as inputs to policies. Policies define behaviors, like if there will be a default label, if labeling is mandatory, what locations the label will be applied to, and under what conditions. A policy is created when you configure Microsoft 365 to publish or automatically apply sensitive information types, trainable classifiers, or labels.

    Sensitivity label policies show one or more labels to Office apps (like Outlook and Word), SharePoint sites, and Office 365 groups. Once published, users can apply the labels to protect their content.

    Data loss prevention (DLP) policies help identify and protect your organization's sensitive info (Microsoft Docs, April 2022). For example, you can set up policies to help make sure information in email and documents is not shared with the wrong people. DLP policies can use sensitive information types and retention labels to identify content containing information that might need protection.

    Retention policies and retention label policies help you keep what you want and get rid of what you do not. They also play a significant role in records management.

    Data examples for MVP classification

    • Examples of the type of data you consider to be Confidential, Internal, or Public.
    • This will help you determine what to classify and where it is.
    Internal Personal, Employment, and Job Performance Data
    • Social Security Number
    • Date of birth
    • Marital status
    • Job application data
    • Mailing address
    • Resume
    • Background checks
    • Interview notes
    • Employment contract
    • Pay rate
    • Bonuses
    • Benefits
    • Performance reviews
    • Disciplinary notes or warnings
    Confidential Information
    • Business and marketing plans
    • Company initiatives
    • Customer information and lists
    • Information relating to intellectual property
    • Invention or patent
    • Research data
    • Passwords and IT-related information
    • Information received from third parties
    • Company financial account information
    • Social Security Number
    • Payroll and personnel records
    • Health information
    • Self-restricted personal data
    • Credit card information
    Internal Data
    • Sales data
    • Website data
    • Customer information
    • Job application data
    • Financial data
    • Marketing data
    • Resource data
    Public Data
    • Press releases
    • Job descriptions
    • Marketing material intended for general public
    • Research publications

    New container sensitivity labels (MIP)

    New container sensitivity labels

    Public Private
    Privacy
    1. Membership to group is open; anyone can join
    2. “Everyone except external guest” ACL onsite; content available in search to all tenants
    1. Only owner can add members
    2. No access beyond the group membership until someone shares it or changes permissions
    Allowed Not Allowed
    External guest policy
    1. Membership to group is open; anyone can join
    2. “Everyone except external guest” ACL onsite; content available in search to all tenants
    1. Only owner can add members
    2. No access beyond the group membership until someone shares it or changes permissions

    What users will see when they create or label a Team/Group/Site

    Table of what users will see when they create or label a team/group/site highlighting 'External guest policy' and 'Privacy policy options' as referenced above.
    (Source: Microsoft, “Microsoft Purview compliance portal”)

    Info-Tech Insights

    Why you need sensitivity container labels:
    • Manage privacy of Teams Sites and M365 Groups
    • Manage external user access to SPO sites and teams
    • Manage external sharing from SPO sites
    • Manage access from unmanaged devices

    Data protection and security baselines

    Data Protection Baseline

    “Microsoft provides a default assessment in Compliance Manager for the Microsoft 365 data protection baseline" (Microsoft Docs, June 2022). This baseline assessment has a set of controls for key regulations and standards for data protection and general data governance. This baseline draws elements primarily from NIST CSF (National Institute of Standards and Technology Cybersecurity Framework) and ISO (International Organization for Standardization) as well as from FedRAMP (Federal Risk and Authorization Management Program) and GDPR (General Data Protection Regulation of the European Union).

    Security Baseline

    The final stage in M365 governance is security. You need to implement a governance policy that clearly defines storage locations for certain types of data and who has permission to access it. You need to record and track who accesses content and how they share it externally. “Part of your process should involve monitoring unusual external sharing to ensure staff only share documents that they are allowed to” (Rencore, 2021).

    Info-Tech Insights

    • Controls are already in place to set data protection policy. This assists in the MVP activities.
    • Finally, you need to set your security baseline to ensure proper permissions are in place.

    Prerequisite baseline

    Icon of crosshairs.
    Security

    MFA or SSO to access from anywhere, any device

    Banned password list

    BYOD sync with corporate network

    Icon of a group.
    Users

    Sign out inactive users automatically

    Enable guest users

    External sharing

    Block client forwarding rules

    Icon of a database.
    Resources

    Account lockout threshold

    OneDrive

    SharePoint

    Icon of gears.
    Controls

    Sensitivity labels, retention labels and policies, DLP

    Mobile application management policy

    Building baselines

    Sensitivity Profiles: Public, Internal, Confidential; Subcategory: Highly Confidential

    Microsoft 365 Collaboration Protection Profiles

    Sensitivity Public External Collaboration Internal Highly Confidential
    Description Data that is specifically prepared for public consumption Not approved for public consumption, but OK for external collaboration External collaboration highly discouraged and must be justified Data of the highest sensitivity: avoid oversharing, internal collaboration only
    Label details
    • No content marking
    • No encryption
    • Public site
    • External collaboration allowed
    • Unmanaged devices: allow full access
    • No content marking
    • No encryption
    • Private site
    • External collaboration allowed
    • Unmanaged devices: allow full access
    • Content marking
    • Encryption
    • Private site
    • External collaboration allowed but monitored
    • Unmanaged devices: limited web access
    • Content marking
    • Encryption
    • Private site
    • External collaboration disabled
    • Unmanaged devices: block access
    Teams or Site details Public Team or Site open discovery, guests are allowed Private Team or Site members are invited, guests are allowed Private Team or Site members are invited, guests are not allowed
    DLP None Warn Block

    Please Note: Global/Compliance Admins go to the 365 Groups platform, the compliance center (Purview), and Teams services (Source: Microsoft Documentation, “Microsoft Purview compliance documentation”)

    Info-Tech Insights

    • Building baseline profiles will be a part of your MVP. You will understand what type of information you are addressing and label it accordingly.
    • Sensitivity labels are a way to classify your organization's data in a way that specifies how sensitive the data is. This helps you decrease risks in sharing information that shouldn't be accessible to anyone outside your organization or department. Applying sensitivity labels allows you to protect all your data easily.

    MVP activities

    PRIMARY
    ACTIVITIES
    Define Your Governance
    The objective of the MVP is reducing barriers to establishing an initial governance position, and then enabling rapid progression of the solution to address a variety of tangible risks, including DLP, data retention, legal holds, and labeling.
    Decide on your classification labels early.

    CATEGORIZATION





    CLASSIFICATION

    MVP
    Data Discovery and Management
    AIP (Azure Information Protection) scanner helps discover, classify, label, and protect sensitive information in on-premises file servers. You can run the scanner and get immediate insight into risks with on-premises data.
    Baseline Setup
    Building baseline profiles will be a part of your MVP. You will understand what type of information you are addressing and label it accordingly. Microsoft provides a default assessment in Compliance Manager for the Microsoft 365 data protection baseline.
    Default M365 settings
    Microsoft provides a default assessment in Compliance Manager for the Microsoft 365 data protection baseline. This baseline assessment has a set of controls for key regulations and standards for data protection and general data governance.
    SUPPORT
    ACTIVITIES
    Retention Policy
    Retention policy is auto-applied. Decide whether to retain content, delete content, or retain and then delete the content.
    Sensitivity Labels
    Automatically enforce policies on groups through labels; classify groups.
    Workload Containers
    M365: SharePoint, Teams, OneDrive, and Exchange, where your data is stored for labels and policies.
    Unforced Policies
    Written policies that are not enforceable by controls in Compliance Manager such as acceptable use policy.
    Forced Policies
    Restrict sharing controls to outside organizations. Enforce prefix or suffix to group or team names.

    ACME Company MVP for M/O365

    PRIMARY
    ACTIVITIES
    Define Your Governance


    Focus on ability to use legal hold and GDPR compliance.

    CATEGORIZATION





    CLASSIFICATION

    MVP
    Data Discovery and Management


    Three classification levels (public, internal, confidential), which are applied by the user when data is created. Same three levels are used for AIP to scan legacy sources.

    Baseline Setup


    All data must at least be classified before it is uploaded to an M/O365 cloud service.

    Default M365 settings


    Turn on templates 1 8 the letter q and the number z

    SUPPORT
    ACTIVITIES
    Retention Policy


    Retention policy is auto-applied. Decide whether to retain content, delete content, or retain and then delete the content.

    Sensitivity Labels


    Automatically enforce policies on groups through labels; classify groups.

    Workload Containers


    M365: SharePoint, Teams, OneDrive, and Exchange, where your data is stored for labels and policies.

    Unforced Policies


    Written policies that are not enforceable by controls in Compliance Manager such as acceptable use policy.

    Forced Policies


    Restrict sharing controls to outside organizations. Enforce prefix or suffix to group or team names.

    Related Blueprints

    Govern Office 365

    Office 365 is as difficult to wrangle as it is valuable. Leverage best practices to produce governance outcomes aligned with your goals.

    Map your organizational goals to the administration features available in the Office 365 console. Your governance should reflect your requirements.

    Migrate to Office 365 Now

    Jumping into an Office 365 migration project without careful thought of the risks of a cloud migration will lead to project halt and interruption. Intentionally plan in order to expose risk and to develop project foresight for a smooth migration.

    Microsoft Teams Cookbook

    Remote work calls for leveraging your Office 365 license to use Microsoft Teams – but IT is unsure about best practices for governance and permissions. Moreover, IT has few resources to help train end users with Teams best practices

    IT Governance, Risk & Compliance

    Several blueprints are available on a broader topic of governance, from Make Your IT Governance Adaptable to Improve IT Governance to Drive Business Results and Build an IT Risk Management Program.

    Bibliography

    “Best practices for sharing files and folders with unauthenticated users.” Microsoft Build, 28 April 2022. Accessed 2 April 2022.

    “Build and manage assessments in Compliance Manager.” Microsoft Docs, 15 June 2022. Web.

    “Building a modern workplace with Microsoft 365.” Microsoft Inside Track, n.d. Web.

    Crane, Robert. “June 2020 Microsoft 365 Need to Know Webinar.” CIAOPS, SlideShare, 26 June 2020. Web.

    “Data Classification: Overview, Types, and Examples.” Simplilearn, 27 Dec. 2021. Accessed 11 April 2022.

    “Data loss prevention in Exchange Online.” Microsoft Docs, 19 April 2022. Web.

    Davies, Nahla. “5 Common Data Governance Challenges (and How to Overcome Them).” Dataversity. 25 October 2021. Accessed 5 April 2022.

    “Default labels and policies to protect your data.” Microsoft Build, April 2022. Accessed 3 April 2022.

    M., Peter. "Guide: The difference between Microsoft Backup and Retention." AvePoint Blog, 9 Oct. 2021. Accessed 4 April 2022.

    Meyer, Guillaume. “Sensitivity Labels: What They Are, Why You Need Them, and How to Apply Them.” nBold, 6 October 2021. Accessed 2 April 2022.

    “Microsoft 365 guidance for security & compliance.” Microsoft, 27 April 2022. Accessed 28 April 2022.

    “Microsoft Purview compliance portal.” Microsoft, 19 April 2022. Accessed 22 April 2022.

    “Microsoft Purview compliance documentation.” Microsoft, n.d. Accessed 22 April 2022.

    “Microsoft Trust Center: Products and services that run on trust.” Microsoft, 2022. Accessed 3 April 2022.

    “Protect your sensitive data with Microsoft Purview.” Microsoft Build, April 2022. Accessed 3 April 2022.

    Zimmergren, Tobias. “4 steps to successful cloud governance in Office 365.” Rencore, 9 Sept. 2021. Accessed 5 April 2022.

    Implement Hardware Asset Management

    • Buy Link or Shortcode: {j2store}312|cart{/j2store}
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    • member rating average dollars saved: $29,447 Average $ Saved
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    • Parent Category Name: Asset Management
    • Parent Category Link: /asset-management
    • Executives are often aware of the benefits asset management offers, but many organizations lack a defined program to manage their hardware.
    • Efforts to implement hardware asset management (HAM) are stalled because organizations feel overwhelmed navigating the process or under use the data, failing to deliver value.

    Our Advice

    Critical Insight

    • Organizations often implement an asset management program as a one-off project and let it stagnate.
    • Organizations often fail to dedicate adequate resources to the HAM process, leading to unfinished processes and inconsistent standards.
    • Hardware asset management programs yield a large amount of useful data. Unfortunately, this data is often underutilized. Departments within IT become data siloes, preventing effective use of the data.

    Impact and Result

    • As the IT environment continues to change, it is important to establish consistency in the standards around IT asset management.
    • A current state assessment of your HAM program will shed light on the steps needed to safeguard your processes.
    • Define the assets that will need to be managed to inform the scope of the ITAM program before defining processes.
    • Build and involve an ITAM team in the process from the beginning to help embed the change.
    • Define standard policies, processes, and procedures for each stage of the hardware asset lifecycle, from procurement through to disposal.

    Implement Hardware Asset Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should Implement Hardware Asset Management, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Lay foundations

    Build the foundations for the program to succeed.

    • Implement Hardware Asset Management – Phase 1: Lay Foundations
    • HAM Standard Operating Procedures
    • HAM Maturity Assessment Tool
    • IT Asset Manager
    • IT Asset Administrator

    2. Procure & receive

    Define processes for requesting, procuring, receiving, and deploying hardware.

    • Implement Hardware Asset Management – Phase 2: Procure and Receive
    • HAM Process Workflows (Visio)
    • HAM Process Workflows (PDF)
    • Non-Standard Hardware Request Form
    • Purchasing Policy

    3. Maintain & dispose

    Define processes and policies for managing, securing, and maintaining assets then disposing or redeploying them.

    • Implement Hardware Asset Management – Phase 3: Maintain and Dispose
    • Asset Security Policy
    • Hardware Asset Disposition Policy

    4. Plan implementation

    Plan the hardware budget, then build a communication plan and roadmap to implement the project.

    • Implement Hardware Asset Management – Phase 4: Plan Implementation 
    • HAM Budgeting Tool
    • HAM Communication Plan
    • HAM Implementation Roadmap
    [infographic]

    Workshop: Implement Hardware Asset Management

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Lay Foundations

    The Purpose

    Build the foundations for the program to succeed.

    Key Benefits Achieved

    Evaluation of current challenges and maturity level

    Defined scope for HAM program

    Defined roles and responsibilities

    Identified metrics and reporting requirements

    Activities

    1.1 Outline hardware asset management challenges.

    1.2 Conduct HAM maturity assessment.

    1.3 Classify hardware assets to define scope of the program.

    1.4 Define responsibilities.

    1.5 Use a RACI chart to determine roles.

    1.6 Identify HAM metrics and reporting requirements.

    Outputs

    HAM Maturity Assessment

    Classified hardware assets

    Job description templates

    RACI Chart

    2 Procure & Receive

    The Purpose

    Define processes for requesting, procuring, receiving, and deploying hardware.

    Key Benefits Achieved

    Defined standard and non-standard requests for hardware

    Documented procurement, receiving, and deployment processes

    Standardized asset tagging method

    Activities

    2.1 Identify IT asset procurement challenges.

    2.2 Define standard hardware requests.

    2.3 Document standard hardware request procedure.

    2.4 Build a non-standard hardware request form.

    2.5 Make lease vs. buy decisions for hardware assets.

    2.6 Document procurement workflow.

    2.7 Select appropriate asset tagging method.

    2.8 Design workflow for receiving and inventorying equipment.

    2.9 Document the deployment workflow(s).

    Outputs

    Non-standard hardware request form

    Procurement workflow

    Receiving and tagging workflow

    Deployment workflow

    3 Maintain & Dispose

    The Purpose

    Define processes and policies for managing, securing, and maintaining assets then disposing or redeploying them.

    Key Benefits Achieved

    Policies and processes for hardware maintenance and asset security

    Documented workflows for hardware disposal and recovery/redeployment

    Activities

    3.1 Build a MAC policy, request form, and workflow.

    3.2 Design process and policies for hardware maintenance, warranty, and support documentation handling.

    3.3 Revise or create an asset security policy.

    3.4 Identify challenges with IT asset recovery and disposal and design hardware asset recovery and disposal workflows.

    Outputs

    User move workflow

    Asset security policy

    Asset disposition policy, recovery and disposal workflows

    4 Plan Implementation

    The Purpose

    Select tools, plan the hardware budget, then build a communication plan and roadmap to implement the project.

    Key Benefits Achieved

    Shortlist of ITAM tools

    Hardware asset budget plan

    Communication plan and HAM implementation roadmap

    Activities

    4.1 Generate a shortlist of ITAM tools that will meet requirements.

    4.2 Use Info-Tech’s HAM Budgeting Tool to plan your hardware asset budget.

    4.3 Build HAM policies.

    4.4 Develop a communication plan.

    4.5 Develop a HAM implementation roadmap.

    Outputs

    HAM budget

    Additional HAM policies

    HAM communication plan

    HAM roadmap tool

    Further reading

    Implement Hardware Asset Management

    Build IT services value on the foundation of a proactive asset management program.

    ANALYST PERSPECTIVE

    IT asset data impacts the entire organization. It’s time to harness that potential.

    "Asset management is like exercise: everyone is aware of the benefits, but many struggle to get started because the process seems daunting. Others fail to recognize the integrative potential that asset management offers once an effective program has been implemented.

    A proper hardware asset management (HAM) program will allow your organization to cut spending, eliminate wasteful hardware, and improve your organizational security. More data will lead to better business decision-making across the organization.

    As your program matures and your data gathering and utility improves, other areas of your organization will experience similar improvements. The true value of asset management comes from improved IT services built upon the foundation of a proactive asset management program." - Sandi Conrad, Practice Lead, Infrastructure & Operations Info-Tech Research Group

    Our understanding of the problem

    This Research Is Designed For:

    • Asset Managers and Service Delivery Managers tasked with developing an asset management program who need a quick start.
    • CIOs and CFOs who want to reduce or improve budgeting of hardware lifecycle costs.
    • Information Security Officers who need to mitigate the risk of sensitive data loss due to insecure assets.

    This Research Will Help You:

    • Develop a hardware asset management (HAM) standard operating procedure (SOP) that documents:
      • Process roles and responsibilities.
      • Data classification scheme.
      • Procurement standards, processes, and workflows for hardware assets.
      • Hardware deployment policies, processes, and workflows.
      • Processes and workflows for hardware asset security and disposal.
    • Identify requirements for an IT asset management (ITAM) solution to help generate a shortlist.
    • Develop a hardware asset management implementation roadmap.
    • Draft a communication plan for the initiative.

    Executive summary

    Situation

    • Executives are aware of the numerous benefits asset management offers, but many organizations lack a defined ITAM program and especially a HAM program.
    • Efforts to implement HAM are stalled because organizations cannot establish and maintain defined processes and policies.

    Complication

    • Organizations often implement an asset management program as a one- off project and let it stagnate, but asset management needs to be a dynamic, continually involving process to succeed.
    • Organizations often fail to dedicate adequate resources to the HAM process, leading to unfinished processes and inconsistent standards.
    • Hardware asset management programs yield a large amount of useful data. Unfortunately, this data is often underused. Departments within IT become data siloes, preventing effective use of the data.

    Resolution

    • As the IT environment continues to change, it is important to establish consistency in the standards around IT asset management.
    • A current state assessment of your HAM program will shed light on the steps needed to safeguard your processes.
    • Define the assets that will need to be managed to inform the scope of the ITAM program before defining processes.
    • Build and involve an ITAM team in the process from the beginning to help embed the change.
    • Define standard policies, processes, and procedures for each stage of the hardware asset lifecycle, from procurement through to disposal.
    • Pace yourself; a staged implementation will make your ITAM program a success.

    Info-Tech Insight

    1. HAM is more than just tracking inventory. A mature asset management program provides data for proactive planning and decision making to reduce operating costs and mitigate risk.
    2. ITAM is not just IT. IT leaders need to collaborate with Finance, Procurement, Security, and other business units to make informed decisions and create value across the enterprise.
    3. Treat HAM like a process, not a project. HAM is a dynamic process that must react and adapt to the needs of the business.

    Implement HAM to reduce and manage costs, gain efficiencies, and ensure regulatory compliance

    Save & Manage Money

    • Companies with effective HAM practices achieve cost savings through redeployment, reduction of lost or stolen equipment, power management, and on-time lease returns.
    • The right HAM system will enable more accurate planning and budgeting by business units.

    Improve Contract Management

    • Real-time asset tracking to vendor terms and conditions allows for more effective negotiation.

    Inform Technology Refresh

    • HAM provides accurate information on hardware capacity and compatibility to inform upgrade and capacity planning

    Gain Service Efficiencies

    • Integrating the hardware lifecycle with the service desk will enable efficiencies through Install/Moves/Adds/Changes (IMAC) processes, for larger organizations.

    Meet Regulatory Requirements

    • You can’t secure organizational assets if you don’t know where they are! Meet governance and privacy laws by knowing asset location and that data is secure.

    Prevent Risk

    • Ensure data is properly destroyed through disposal processes, track lost and stolen hardware, and monitor hardware to quickly identify and isolate vulnerabilities.

    HAM is more than just inventory; 92% of organizations say that it helps them provide better customer support

    Hardware asset management (HAM) provides a framework for managing equipment throughout its entire lifecycle. HAM is more than just keeping an inventory; it focuses on knowing where the product is, what costs are associated with it, and how to ensure auditable disposition according to best options and local environmental laws.

    Implementing a HAM practice enables integration of data and enhancement of many other IT services such as financial reporting, service management, green IT, and data and asset security.

    Cost savings and efficiency gains will vary based on the organization’s starting state and what measures are implemented, but most organizations who implement HAM benefit from it. As organizations increase in size, they will find the greatest gains operationally by becoming more efficient at handling assets and identifying costs associated with them.

    A 2015 survey by HDI of 342 technical support professionals found that 92% say that HAM has helped their teams provide better support to customers on hardware-related issues. Seventy-seven percent have improved customer satisfaction through managing hardware assets. (HDI, 2015)

    HAM delivers cost savings beyond only the procurementstage

    HAM cost savings aren’t necessarily realized through the procurement process or reduced purchase price of assets, but rather through the cost of managing the assets.

    HAM delivers cost savings in several ways:

    • Use a discovery tool to identify assets that may be retired, redeployed, or reused to cut or reallocate their costs.
    • Enforce power management policies to reduce energy consumption as well as costs associated with wasted energy.
    • Enforce policies to lock down unauthorized devices and ensure that confidential information isn’t lost (and you don’t have to waste money recovering lost data).
    • Know the location of all your assets and which are connected to the network to ensure patches are up to date and avoid costly security risks and unplanned downtime.
    • Scan assets to identify and remediate vulnerabilities that can cause expensive security attacks.
    • Improve vendor and contract management to identify areas of hardware savings.

    The ROI for HAM is significant and measurable

    Benefit Calculation Sample Annual Savings

    Reduced help desk support

    • The length of support calls should be reduced by making it easier for technicians to identify PC configuration.
    # of hardware-related support tickets per year * cost per ticket * % reduction in average call length 2,000 * $40 * 20% = $16,000

    Greater inventory efficiency

    • An ITAM solution can automate and accelerate inventory preparation and tasks.
    Hours required to complete inventory * staff required * hourly pay rate for staff * number of times a year inventory required 8 hours * 5 staff * $33 per hour * 2 times a year = $2,640

    Improved employee productivity

    • Organizations can monitor and detect unapproved programs that result in lost productivity.
    # of employees * percentage of employees who encounter productivity loss through unauthorized software * number of hours per year spent using unauthorized software * average hourly pay rate 500 employees * 10% * 156 hours * $18 = $140,400

    Improved security

    • Improved asset tracking and stronger policy enforcement will reduce lost and stolen devices and data.
    # of devices lost or stolen last year * average replacement value of device + # of devices stolen * value of data lost from device (50 * $1,000) + (50 * $5,000) = $300,000
    Total Savings: $459,040
    1. Weigh the return against the annual cost of investing in an ITAM solution to calculate the ROI.
    2. Don’t forget about the intangible benefits that are more difficult to quantify but still significant, such as increased visibility into hardware, more accurate IT planning and budgeting, improved service delivery, and streamlined operations.

    Avoid these common barriers to ITAM success

    Organizations that struggle to implement ITAM successfully usually fall victim to these barriers:

    Organizational resistance to change

    Senior-level sponsorship, engagement, and communication is necessary to achieve the desired outcomes of ITAM; without it, ITAM implementations stall and fail or lack the necessary resources to deliver the value.

    Lack of dedicated resources

    ITAM often becomes an added responsibility for resources who already have other full-time responsibilities, which can quickly cause the program to lose focus. Increase the chance of success through dedicated resources.

    Focus on tool over process

    Many organizations buy a tool thinking it will do most of the work for them, but without supporting processes to define ITAM, the data within the tool can become unreliable.

    Choosing a tool or process that doesn’t scale

    Some organizations are able to track assets through manual discovery, but as their network and user base grows, this quickly becomes impossible. Choose a tool and build processes that will support the organization as it grows.

    Using data only to respond to an audit without understanding root causes

    Often, organizations implement ITAM only to the extent necessary to achieve compliance for audits, but without investigating the underlying causes of non-compliance and thus not solving the real problems.

    To help you make quick progress, Info-Tech Research Group parses hardware asset management into essential processes

    Focus on hardware asset lifecycle management essentials:

    IT Asset Procurement:

    • Define procurement standards for new hardware along with related warranties and support options.
    • Develop processes and workflows for purchasing and work out financial implications to inform budgeting later.

    IT Asset Intake and Deployment:

    • Define policies, processes, and workflows for hardware and receiving, inventory, and tracking practices.
    • Develop processes and workflows for managing imaging, change and moves, and large-scale rollouts.

    IT Asset Security and Maintenance:

    • Develop processes, policies, and workflows for asset tracking and security.
    • Maintain contracts and agreements.

    IT Asset Disposal or Recovery:

    • Manage the employee termination and equipment recovery cycle.
    • Securely wipe and dispose of assets that have reached retirement stage.

    The image is a circular graphic, with Implement HAM written in the middle. Around the centre circle are four phrases: Recover or Dispose; Plan & Procure; Receive & Deploy; Secure & Maintain. Around that circle are six words: Retire; Plan; Request; Procure; Receive; Manage.

    Follow Info-Tech’s methodology to build a plan to implement hardware asset management

    Phase 1: Assess & Plan Phase 2: Procure & Receive Phase 3: Maintain & Dispose Phase 4: Plan Budget & Build Roadmap
    1.1 Assess current state & plan scope 2.1 Request & procure 3.1 Manage & maintain 4.1 Plan budget
    1.2 Build team & define metrics 2.2 Receive & deploy 3.2 Redeploy or dispose 4.2 Communicate & build roadmap
    Deliverables
    Standard Operating Procedure (SOP)
    HAM Maturity Assessment Procurement workflow User move workflow HAM Budgeting Tool
    Classified hardware assets Non-standard hardware request form Asset security policy HAM Communication Plan
    RACI Chart Receiving & tagging workflow Asset disposition policy HAM Roadmap Tool
    Job Descriptions Deployment workflow Asset recovery & disposal workflows Additional HAM policies

    Asset management is a key piece of Info-Tech's COBIT- inspired IT Management and Governance Framework

    The image shows a graphic which is a large grid, showing Info-Tech's research, sorted into categories.

    Cisco IT reduced costs by upwards of $50 million through implementing ITAM

    CASE STUDY

    Industry IT

    Source Cisco Systems, Inc.

    Cisco Systems, Inc.

    Cisco Systems, Inc. is the largest networking company in the world. Headquartered in San Jose, California, the company employees over 70,000 people.

    Asset Management

    As is typical with technology companies, Cisco boasted a proactive work environment that encouraged individualism amongst employees. Unfortunately, this high degree of freedom combined with the rapid mobilization of PCs and other devices created numerous headaches for asset tracking. At its peak, spending on hardware alone exceeded $100 million per year.

    Results

    Through a comprehensive ITAM implementation, the new asset management program at Cisco has been a resounding success. While employees did have to adjust to new rules, the process as a whole has been streamlined and user-satisfaction levels have risen. Centralized purchasing and a smaller number of hardware platforms have allowed Cisco to cut its hardware spend in half, according to Mark Edmondson, manager of IT services expenses for Cisco Finance.

    This case study continues in phase 1

    The image shows four bars, from bottom to top: 1. Asset Gathering; 2. Asset Distribution; 3. Asset Protection; 4. Asset Data. On the right, there is an arrow pointing upwards labelled ITAM Program Maturity.

    Info-Tech delivers: Use our tools and templates to accelerate your project to completion

    HAM Standard Operating Procedures (SOP)

    HAM Maturity Assessment

    Non-Standard Hardware Request Form

    HAM Visio Process Workflows

    HAM Policy Templates

    HAM Budgeting Tool

    HAM Communication Plan

    HAM Implementation Roadmap Tool

    Measured value for Guided Implementations (GIs)

    Engaging in GIs doesn’t just offer valuable project advice, it also results in significant cost savings.

    GI Measured Value
    Phase 1: Lay Foundations
    • Time, value, and resources saved by using Info-Tech’s tools and templates to assess current state and maturity, plan scope of HAM program, and define roles and metrics.
    • For example, 2 FTEs * 14 days * $80,000/year = $8,615
    Phase 2: Procure & Receive
    • Time, value, and resources saved by using Info-Tech’s tools and templates to build processes for hardware request, procurement, receiving, and deployment.
    • For example, 2 FTEs * 14 days * $80,000/year = $8,615
    Phase 3: Maintain & Dispose
    • Time, value, and resources saved by following Info-Tech’s tools and methodology to build processes and policies for managing and maintaining hardware and disposing or redeploying of equipment.
    • For example, 2 FTE * 14 days * $80,000/year = $8,615
    Phase 4: Plan Implementation
    • Time, value, and resources saved by following Info-Tech’s tools and methodology to select tools, plan the hardware budget, and build a roadmap.
    • For example, 2 FTE * 14 days * $80,000/year = $8,615
    Total savings $25,845

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation overview

    1. Lay Foundations 2. Procure & Receive 3. Maintain & Dispose 4. Budget & Implementation
    Best-Practice Toolkit

    1.1 Assess current state & plan scope

    1.2 Build team & define metrics

    2.1 Request & procure

    2.2 Receive & deploy

    3.1 Manage & maintain

    3.2 Redeploy or dispose

    4.1 Plan budget

    4.2 Communicate & build roadmap

    Guided Implementation
    • Assess current state.
    • Define scope of HAM program.
    • Define roles and metrics.
    • Define standard and non-standard hardware.
    • Build procurement process.
    • Determine asset tagging method and build equipment receiving and deployment processing.
    • Define processes for managing and maintaining equipment.
    • Define policies for maintaining asset security.
    • Build process for redeploying or disposing of assets.
    • Discuss best practices for effectively managing a hardware budget.
    • Build communications plan and roadmap.
    Results & Outcomes
    • Evaluation of current maturity level of HAM
    • Defined scope for the HAM program including list of hardware to track as assets
    • Defined roles and responsibilities
    • Defined and documented KPIs and metrics to meet HAM reporting requirements
    • Defined standard and non- standard requests and processes
    • Defined and documented procurement workflow and purchasing policy
    • Asset tagging method and process
    • Documented equipment receiving and deployment processes
    • MAC policies and workflows
    • Policies and processes for hardware maintenance and asset security
    • Documented workflows for hardware disposal and recovery/redeployment
    • Shortlist of ITAM tools
    • Hardware asset budget plan
    • Communication plan and HAM implementation roadmap

    Workshop overview

    Contact your account representative or email Workshops@InfoTech.comfor more information.

    Phases: Teams, Scope & Hardware Procurement Hardware Procurement and Receiving Hardware Maintenance & Disposal Budgets, Roadmap & Communications
    Duration* 1 day 1 day 1 day 1 day
    * Activities across phases may overlap to ensure a timely completion of the engagement
    Projected Activities
    • Outline hardware asset management goals
    • Review HAM maturity and anticipated milestones
    • Define scope and classify hardware assets
    • Define roles and responsibilities
    • Define metrics and reporting requirements
    • Define standard and non-standard hardware requests
    • Review and document procurement workflow
    • Discuss appropriate asset tagging method
    • Design and document workflow for receiving and inventorying equipment
    • Review/create policy for hardware procurement and receiving
    • Identify data sources and methodology for inventory and data collection
    • Define install/moves/adds/changes (MAC) policy
    • Build workflows to document user MAC processes and design request form
    • Design process and policies for hardware maintenance, warranty, and support documentation handling
    • Design hardware asset recovery and disposal workflows
    • Define budgeting process and review Info-Tech’s HAM Budgeting Tool
    • Develop a communication plan
    • Develop a HAM implementation plan
    Projected Deliverables
    • Standard operating procedures for hardware
    • Visio diagrams for all workflows
    • Workshop summary with milestones and task list
    • Budget template
    • Policy draft

    Phase 1

    Lay Foundations

    Implement Hardware Asset Management

    A centralized procurement process helped cut Cisco’s hardware spend in half

    CASE STUDY

    Industry IT

    Source Cisco Systems, Inc.

    Challenge

    Cisco Systems’ hardware spend was out of control. Peaking at $100 million per year, the technology giant needed to standardize procurement processes in its highly individualized work environment.

    Users had a variety of demands related to hardware and network availability. As a result, data was spread out amongst multiple databases and was managed by different teams.

    Solution

    The IT team at Cisco set out to solve their hardware-spend problem using a phased project approach.

    The first major step was to identify and use the data available within various departments and databases. The heavily siloed nature of these databases was a major roadblock for the asset management program.

    This information had to be centralized, then consolidated and correlated into a meaningful format.

    Results

    The centralized tracking system allowed a single point of contact (POC) for the entire lifecycle of a PC. This also created a centralized source of information about all the PC assets at the company.

    This reduced the number of PCs that were unaccounted for, reducing the chance that Cisco IT would overspend based on its hardware needs.

    There were still a few limitations to address following the first step in the project, which will be described in more detail further on in this blueprint.

    This case study continues in phase 2

    Step 1.1: Assess current state and plan scope

    Phase 1: Assess & Plan

    1.1 Assess current state & plan scope

    1.2 Build team & define metrics

    This step will walk you through the following activities:

    1.1.1 Complete MGD (optional)

    1.1.2 Outline hardware asset management challenges

    1.1.3 Conduct HAM maturity assessment

    1.1.4 Classify hardware assets to define scope of the program

    This step involves the following participants:

    • CIO/CFO
    • IT Director
    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Security (optional)
    • Operations (optional)

    Step Outcomes

    • Understand key challenges related to hardware asset management within your organization to inform program development.
    • Evaluate current maturity level of hardware asset management components and overall program to determine starting point.
    • Define scope for the ITAM program including list of hardware to track as assets.

    Complete the Management & Governance Diagnostic (MGD) to weigh the effectiveness of ITAM against other services

    1.1.1 Optional Diagnostic

    The MGD helps you get the data you need to confirm the importance of improving the effectiveness of your asset management program.

    The MGD allows you to understand the landscape of all IT processes, including asset management. Evaluate all team members’ perceptions of each process’ importance and effectiveness.

    Use the results to understand the urgency to change asset management and its relevant impact on the organization.

    Establish process owners and hold team members accountable for process improvement initiatives to ensure successful implementation and realize the benefits from more effective processes.

    To book a diagnostic, or get a copy of our questions to inform your own survey, visit Info-Tech’s Benchmarking Tools, contact your account manager, or call toll-free 1-888-670-8889 (US) or 1-844-618-3192 (CAN).

    Sketch out challenges related to hardware asset management to shape the direction of the project

    Common HAM Challenges

    Processes and Policies:

    • Existing asset management practices are labor intensive and time consuming
    • Manual spreadsheets are used, making collaboration and automation difficult
    • Lack of HAM policies and standard operating procedures
    • Asset management data is not centralized
    • Lack of clarity on roles and responsibilities for ITAM functions
    • End users don’t understand the value of asset management

    Tracking:

    • Assets move across multiple locations and are difficult to track
    • Hardware asset data comes from multiple sources, creating fragmented datasets
    • No location data is available for hardware
    • No data on ownership of assets

    Security and Risk:

    • No insight into which assets contain sensitive data
    • There is no information on risks by asset type
    • Rogue systems need to be identified as part of risk management best practices
    • No data exists for assets that contain critical/sensitive data

    Procurement:

    • No centralized procurement department
    • Multiple quotes from vendors are not currently part of the procurement process
    • A lack of formal process can create issues surrounding employee onboarding such as long lead times
    • Not all procurement standards are currently defined
    • Rogue purchases create financial risk

    Receiving:

    • No formal process exists, resulting in no assigned receiving location and no assigned receiving role
    • No automatic asset tracking system exists

    Disposal:

    • No insight into where disposed assets go
    • Formal refresh and disposal system is needed

    Contracts:

    • No central repository exists for contracts
    • No insight into contract lifecycle, hindering negotiation effectiveness and pricing optimization

    Outline hardware asset management challenges

    1.1.1 Brainstorm HAM challenges

    Participants

    • CIO/CFO
    • IT Director
    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Security
    • Operations (optional)

    A. As a group, outline the hardware asset management challenges facing the organization.

    Use the previous slide to help you get started. You can use the following headings as a guide or think of your own:

    • Processes and Policies
    • Tracking
    • Procurement
    • Receiving
    • Security and Risk
    • Disposal
    • Contracts

    B. If you get stuck, use the Hardware Asset Management Maturity Assessment Tool to get a quick view of your challenges and maturity targets and kick-start the conversation.

    To be effective with hardware asset management, understand the drivers and potential impact to the organization

    Drivers of effective HAM Results of effective HAM
    Contracts and vendor licensing programs are complex and challenging to administer without data related to assets and their environment. Improved access to accurate data on contracts, licensing, warranties, installed hardware and software for new contracts, renewals, and audit requests.
    Increased need to meet compliance requires a formal approach to tracking and managing assets, regardless of device type. Encryption, hardware tracking and discovery, software application controls, and change notifications all contribute to better asset controls and data security.
    Cost cutting is on the agenda, and management is looking to reduce overall IT spend in the organization in any possible way. Reduction of hardware spend by as much as 5% of the total budget through data for better forecasting and planning.
    Assets with sensitive data are not properly secured, go missing, or are not safely disposed of when retired. Document and enforce security policies for end users and IT staff to ensure sensitive data is properly secured, preventing costs much larger than the cost of only the device.

    Each level of HAM maturity comes with its own unique challenges

    Maturity People & Policies Processes Technology
    Chaos
    • No dedicated staff
    • No policies published
    • Procedures not documented or standardized
    • Hardware not safely secured or tagged
    • Hardware purchasing decisions not based on data
    • Minimal tracking tools in place
    Reactive
    • Semi-focused HAM manager
    • No policies published
    • Reliance on suppliers to provide reports for hardware purchases
    • Hardware standards are enforced
    • Discovery tools and spreadsheets used to manage hardware
    Controlled
    • Full-time HAM manager
    • End-user policies published
    • HAM manager involved in budgeting and planning sessions
    • Inventory tracking is in place
    • Hardware is secured and tagged
    • Discovery and inventory tools used to manage hardware
    • Compliance reports run as needed
    Proactive
    • Extended HAM team, including Help Desk, HR, Purchasing
    • Corporate hardware use policies in place and enforced
    • HAM process integrated with help desk and HR processes
    • More complex reporting and integrated financial information and contracts with asset data
    • Hardware requests are automated where possible
    • Product usage reports and alerts in place to harvest and reuse licenses
    • Compliance and usage reports used to negotiate software contracts
    Optimized
    • HAM manager trained and certified
    • Working with HR, Legal, Finance, and IT to enforce policies
    • Quarterly meetings with ITAM team to review policies, procedures, upcoming contracts, and rollouts; data is reviewed before any financial decisions made
    • Full transparency into hardware lifecycle
    • Aligned with business objectives
    • Detailed savings reports provided to executive team annually
    • Automated policy enforcement and process workflows

    Conduct a hardware maturity assessment to understand your starting point and challenges

    1.1.3 Complete HAM Maturity Assessment Tool

    Complete the Hardware Asset Management Maturity Assessment Tool to understand your organization’s overall maturity level in HAM, as well as the starting maturity level aligned with each step of the blueprint, in order to identify areas of strength and weakness to plan the project. Use this to track progress on the project.

    An effective asset management project has four essential components, with varying levels of management required

    The hardware present in your organization can be classified into four categories of ascending strategic complexity: commodity, inventory, asset, and configuration.

    Commodity items are devices that are low-cost, low-risk items, where tracking is difficult and of low value.

    Inventory is tracked primarily to identify location and original expense, which may be depreciated by Finance. Typically there will not be data on these devices and they’ll be replaced as they lose functionality.

    Assets will need the full lifecycle managed. They are identified by cost and risk. Often there is data on these devices and they are typically replaced proactively before they become unstable.

    Configuration items will generally be tracked in a configuration management database (CMDB) for the purpose of enabling the support teams to make decisions involving dependencies, configurations, and impact analysis. Some data will be duplicated between systems, but should be synchronized to improve accuracy between systems.

    See Harness Configuration Management Superpowers to learn more about building a CMDB.

    Classify your hardware assets to determine the scope and strategy of the program

    Asset: A unique device or configuration of devices that enables a user to perform productive work tasks and has a defined location and ownership attributes.

    • Hardware asset management involves tracking and managing physical components from procurement through to retirement. It provides the base for software asset management and is an important process that can lead to improved lifecycle management, service request fulfillment, security, and cost savings through harvesting and redeployment.
    • When choosing your strategy, focus on those devices that are high cost and high risk/function such as desktops, laptops, servers, and mobile devices.

    ASSET - Items of high importance and may contain data, such as PCs, mobile devices, and servers.

    INVENTORY - Items that require significant financial investment but no tracking beyond its existence, such as a projector.

    COMMODITY - Items that are often in use but are of relatively low cost, such as keyboards or mice.

    Classify your hardware assets to define the scope of the program

    1.1.4 Define the assets to be tracked within your organization

    Participants

    • Participants
    • CIO/CFO
    • IT Director
    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Security (optional)
    • Operations (optional)

    Document

    Document in the Standard Operating Procedures, Section 1 – Overview & Scope

    1. Determine value/risk threshold at which items should be tracked (e.g. over $1,000 and holding data).
    2. Divide a whiteboard or flip chart into three columns: commodity, asset, and inventory.
    3. Divide participants into groups by functional role to brainstorm devices in use within the organization. Write them down on sticky notes.
    4. Place the sticky notes in the column that best describes the role of the product in your organization.

    Align the scope of the program with business requirements

    CASE STUDY

    Industry Public Administration

    Source Client Case Study

    Situation

    A state government designed a process to track hardware worth more than $1,000. Initially, most assets consisted of end-user computing devices.

    The manual tracking process, which relied on a series of Excel documents, worked well enough to track the lifecycle of desktop and laptop assets.

    However, two changes upended the organization’s program: the cost of end-user computing devices dropped dramatically and the demand for network services led to the proliferation of expensive equipment all over the state.

    Complication

    The existing program was no longer robust enough to meet business requirements. Networking equipment was not only more expensive than end-user computing devices, but also more critical to IT services.

    What was needed was a streamlined process for procuring high-cost, high-utility equipment, tracking their location, and managing their lifecycle costs without compromising services.

    Resolution

    The organization decided to formalize, document, and automate hardware asset management processes to meet the new challenges and focus efforts on high-cost, high-utility end-user computing devices only.

    Step 1.2: Build team and define metrics

    Phase 1: Assess & Plan

    1.1 Assess current state & plan scope

    1.2 Build team and define metrics

    This step will walk you through the following activities:

    1.2.1 Define responsibilities for Asset Manager and Asset Administrator

    1.2.2 Use a RACI chart to determine roles within HAM team

    1.2.3 Further clarify HAM responsibilities for each role

    1.2.4 Identify HAM reporting requirements

    This step involves the following participants:

    • CIO/CFO
    • IT Director
    • IT Managers
    • Asset Manager
    • Asset Coordinators
    • ITAM Team
    • Service Desk
    • End-User Device Support Team

    Step Outcomes:

    • Defined responsibilities for Asset Manager and Asset Administrator
    • Documented RACI chart assigning responsibility and accountability for core HAM processes
    • Documented responsibilities for ITAM/HAM team
    • Defined and documented KPIs and metrics to meet HAM reporting requirements

    Form an asset management team to lead the project

    Asset management is an organizational change. To gain buy-in for the new processes and workflows that will be put in place, a dedicated, passionate team needs to jump-start the project.

    Delegate the following roles to team members and grow your team accordingly.

    Asset Manager

    • Responsible for setting policy and governance of process and data accuracy
    • Support budget process
    • Support asset tracking processes in the field
    • Train employees in asset tracking processes

    Asset Administrator

    • The front-lines of asset management
    • Communicates with and supports asset process implementation teams
    • Updates and contributes information to asset databases
    Service Desk, IT Operations, Applications
    • Responsible for advising asset team of changes to the IT environment, which may impact pricing or ability to locate devices
    • Works with Asset Coordinator/Manager to set standards for lifecycle stages
    • The ITAM team should visit and consult with each component of the business as well as IT.
    • Engage with leaders in each department to determine what their pain points are.
    • The needs of each department are different and their responses will assist the ITAM team when designing goals for asset management.
    • Consultations within each department also communicates the change early, which will help with the transition to the new ITAM program.

    Info-Tech Insight

    Ensure that there is diversity within the ITAM team. Assets for many organizations are diverse and the composition of your team should reflect that. Have multiple departments and experience levels represented to ensure a balanced view of the current situation.

    Define the responsibilities for core ITAM/HAM roles of Asset Manager and Asset Administrator

    1.2.1 Use Info-Tech’s job description templates to define roles

    The role of the IT Asset Manager is to oversee the daily and long-term strategic management of software and technology- related hardware within the organization. This includes:

    • Planning, monitoring, and recording software licenses and/or hardware assets to ensure compliance with vendor contracts.
    • Forming procurement strategies to optimize technology spend across the organization.
    • Developing and implementing procedures for tracking company assets to oversee quality control throughout their lifecycles.

    The role of the IT Asset Administrator is to actively manage hardware and software assets within the organization. This includes:

    • Updating and maintaining accurate asset records.
    • Planning, monitoring, and recording software licenses and/or hardware assets to ensure compliance with vendor contracts.
    • Administrative duties within procurement and inventory management.
    • Maintaining records and databases regarding warranties, service agreements, and lifecycle management.
    • Product standardization and tracking.

    Use Info-Tech’s job description templates to assist in defining the responsibilities for these roles.

    Organize your HAM team based on where they fit within the strategic, tactical, and operational components

    Typically the asset manager will answer to either the CFO or CIO. Occasionally they answer to a vendor manager executive. The hierarchy may vary based on experience and how strategic a role the asset manager will play.

    The image shows a flowchart for organizing the HAM team, structured by three components: Strategic (at the top); Tactical (in the middle); and Operational (at the bottom). The chart shows how the job roles flow together within the hierarchy.

    Determine the roles and responsibilities of the team who will support your HAM program

    1.2.2 Complete a RACI

    A RACI chart will identify who should be responsible, accountable, consulted, and informed for each key activity during the consolidation.

    Participants

    • Project Sponsor
    • IT Director, CIO
    • Project Manager
    • IT Managers and Asset Manager(s)
    • ITAM Team

    Document

    Document in the Standard Operating Procedure.

    Instructions:

    1. Write out the list of all stakeholders along the top of a whiteboard. Write out the key initiative steps for the consolidation project along the left side (use this list as a starting point).
    2. For each initiative, identify each team member’s role. Are they:
      • Responsible? The one responsible for getting the job done.
      • Accountable? Only one person can be accountable for each task.
      • Consulted? Involved through input of knowledge and information.
      • Informed? Receive information about process execution and quality.
    3. As you proceed through the initiative, continue to add tasks and assign responsibility to this RACI chart.

    A sample RACI chart is provided on the next slide

    Start with a RACI chart to determine the responsibilities

    1.2.2 Complete a RACI chart for your organization

    HAM Tasks CIO CFO HAM Manager HAM Administrator Service Desk (T1,T2, T3) IT Operations Security Procurement HR Business Unit Leaders Compliance /Legal Project Manager
    Policies and governance A I R I I C I C C I I
    Strategy A R R R R
    Data entry and quality management C I A I C C I I C C
    Risk management and asset security A R C C R C C
    Process compliance auditing A R I I I I I
    Awareness, education, and training I A I I C
    Printer contracts C A C C C R C C
    Hardware contract management A I R R I I R R I I
    Workflow review and revisions I A C C C C
    Budgeting A R C I C
    Asset acquisition A R C C C C I C C
    Asset receiving (inspection/acceptance) I A R R I
    Asset deployment A R R I I
    Asset recovery/harvesting A R R I I
    Asset disposal C A R R I I
    Asset inventory (input/validate/maintain) I I A/R R R R I I I

    Further clarify HAM responsibilities for each role

    1.2.3 Define roles and responsibilities for the HAM team

    Participants

    • Participants IT Asset Managers and Coordinators
    • ITAM Team
    • IT Managers and IT Director

    Document

    1. Discuss and finalize positions to be established within the ITAM/HAM office as well as additional roles that will be involved in HAM.
    2. Review the sample responsibilities below and revise or create responsibilities for each key position within the HAM team.
    3. Document in the HAM Standard Operating Procedures.
    Role Responsibility
    IT Manager
    • Responsible for writing policies regarding asset management and approving final documents
    • Build and revise budget, tracking actual spend vs. budget, seeking final approvals from the business
    • Process definition, communication, reporting and ensuring people are following process
    • Awareness campaign for new policy and process
    Asset Managers
    • Approval of purchases up to $10,000
    • Inventory and contract management including contract review and recommendations based on business and IT requirements
    • Liaison between business and IT regarding software and hardware
    • Monitor and improve workflows and asset related processes
    • Monitor controls, audit and recommend policies and procedures as needed
    • Validate, manage and analyze data as related to asset management
    • Provide reports as needed for decision making and reporting on risk, process effectiveness and other purposes as required
    • Asset acquisition and disposal
    Service Desk
    Desktop team
    Security
    Infrastructure teams

    Determine criteria for success: establish metrics to quantify and demonstrate the results and value of the HAM function

    HAM metrics fall in the following categories:

    HAM Metrics

    • Quantity e.g. inventory levels and need
    • Cost e.g. value of assets, budget for hardware
    • Compliance e.g. contracts, policies
    • Quality e.g. accuracy of data
    • Duration e.g. time to procure or deploy hardware

    Follow a process for establishing metrics:

    1. Identify and obtain consensus on the organization’s ITAM objectives, prioritized if possible.
    2. For each ITAM objective, select two or three metrics in the applicable categories (not all categories will apply to all objectives); be sure to select metrics that are achievable with reasonable effort.
    3. Establish a baseline measurement for each metric.
    4. Establish a method and accountability for ongoing measurement and analysis/reporting.
    5. Establish accountability for taking action on reported results.
    6. As ITAM expands and matures, change or expand the metrics as appropriate.

    Define KPIs and associated metrics

    • Identify the critical success factors (CSFs) for your hardware asset management program based on strategic goals.
    • For each success factor, identify the key performance indicators (KPIs) to measure success and specific metrics that will be tracked and reported on.
    • Sample metrics are below:
    CSF KPI Metrics
    Improve accuracy of IT budget and forecasting
    • Asset costs and value
    • Average cost of workstation
    • Total asset spending
    • Total value of assets
    • Budget vs. spend
    Identify discrepancies in IT environment
    • Unauthorized or failing assets
    • Number of unauthorized assets
    • Assets identified as cause of service failure
    Avoid over purchasing equipment
    • Number of unused and underused computers
    • Number of unaccounted-for computers
    • Money saved from harvesting equipment instead of purchasing new
    Make more-effective purchasing decisions
    • Predicted replacement time and cost of assets
    • Deprecation rate of assets
    • Average cost of maintaining an asset
    • Number of workstations in repair
    Improve accuracy of data
    • Accuracy of asset data
    • Accuracy rate of inventory data
    • Percentage improvement in accuracy of audit of assets
    Improved service delivery
    • Time to deploy new hardware
    • Mean time to purchase new hardware
    • Mean time to deploy new hardware

    Identify hardware asset reporting requirements and the data you need to collect to meet them

    1.2.4 Identify asset reporting requirements

    Participants

    • CIO/CFO
    • IT Director
    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)

    Document

    Document in the Standard Operating Procedures, Section 13: Reporting

    1. Discuss the goals and objectives of implementing or improving hardware asset management, based on challenges identified in Step 1.2.
    2. From the goals, identify the critical success factors for the HAM program
    3. For each CSF, identify one to three key performance indicators to evaluate achievement of the success factor.
    4. For each KPI, identify one to three metrics that can be tracked and reported on to measure success. Ensure that the metrics are tangible and measurable and will be useful for decision making or to take action.
    5. Determine who needs this information and the frequency of reporting.
    6. If you have existing ITAM data, record the baseline metric.
    CSF KPI Metrics Stakeholder/frequency

    Phase 1 Guided Implementation

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 1: Lay Foundations

    Proposed Time to Completion: 4 weeks

    Step 1.1: Assess current state and plan scope

    Start with an analyst kick-off call:

    • Review challenges.
    • Assess current HAM maturity level.
    • Define scope of HAM program.

    Then complete these activities…

    • Complete MGD (optional).
    • Outline hardware asset management challenges.
    • Conduct HAM maturity assessment.
    • Classify hardware assets to define scope of the program.

    With these tools & templates:

    HAM Maturity Assessment

    Standard Operating Procedures

    Step 1.2: Build team and define metrics

    Review findings with analyst:

    • Define roles and responsibilities.
    • Assess reporting requirements.
    • Document metrics to track.

    Then complete these activities…

    • Define responsibilities for Asset Manager and Asset Administrator.
    • Use a RACI chart to determine roles within HAM team.
    • Document responsibilities for HAM roles.
    • Identify HAM reporting requirements.

    With these tools & templates:

    RACI Chart

    Asset Manager and Asset Administrator Job Descriptions

    Standard Operating Procedures

    Phase 1 Results & Insights:

    For asset management to succeed, it needs to support the business. Engage business leaders to determine needs and build your HAM program around these goals.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    1.1.4 Classify hardware assets to define scope of the program

    Determine value/risk threshold at which assets should be tracked, then divide a whiteboard into four quadrants representing four categories of assets. Participants write assets down on sticky notes and place them in the appropriate quadrant to classify assets.

    1.2.2 Build a RACI chart to determine responsibilities

    Identify all roles within the organization that will play a part in hardware asset management, then document all core HAM processes and tasks. For each task, assign each role to be responsible, accountable, consulted, or informed.

    Phase 2

    Procure and Receive

    Implement Hardware Asset Management

    Step 2.1: Request and Procure Hardware

    Phase 2: Procure & Receive

    2.1 Request & Procure

    2.2 Receive & Deploy

    This step will walk you through the following activities:

    2.1.1 Identify IT asset procurement challenges

    2.1.2 Define standard hardware requests

    2.1.3 Document standard hardware request procedure

    2.1.4 Build a non-standard hardware request form

    2.1.5 Make lease vs. buy decisions for hardware assets

    2.1.6 Document procurement workflow

    2.1.7 Build a purchasing policy

    This step involves the following participants:

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • CFO or other management representative from Finance

    Step Outcomes:

    • Definition of standard hardware requests for roles, including core vs. optional assets
    • End-user request process for standard hardware
    • Non-standard hardware request form
    • Lease vs. buy decisions for major hardware assets
    • Defined and documented procurement workflow
    • Documented purchasing policy

    California saved $40 million per year using a green procurement strategy

    CASE STUDY

    Industry Government

    Source Itassetmanagement.net

    Challenge

    Signed July 27, 2004, Executive order S-20-04, the “Green Building Initiative,” placed strict regulations on energy consumption, greenhouse gas emissions, and raw material usage and waste.

    In compliance with S-20-04, the State of California needed to adopt a new procurement strategy. Its IT department was one of the worst offenders given the intensive energy usage by the variety of assets managed under the IT umbrella.

    Solution

    A green IT initiative was enacted, which involved an extensive hardware refresh based on a combination of agent-less discovery data and market data (device age, expiry dates, power consumption, etc.).

    A hardware refresh of almost a quarter-million PCs, 9,500 servers, and 100 email systems was rolled out as a result.

    Other changes, including improved software license compliance and data center consolidation, were also enacted.

    Results

    Because of the scale of this hardware refresh, the small changes meant big savings.

    A reduction in power consumption equated to savings of over $40 million per year in electricity costs. Additionally, annual carbon emissions were trimmed by 200,000 tons.

    Improve your hardware asset procurement process to…

    Asset Procurement

    • Standardization
    • Aligned procurement processes
    • SLAs
    • TCO reduction
    • Use of centralized/ single POC

    Standardize processes: Using standard products throughout the enterprise lowers support costs by reducing the variety of parts that must be stocked for onsite repairs or for provisioning and supporting equipment.

    Align procurement processes: Procurement processes must be aligned with customers’ business requirements, which can have unique needs.

    Define SLAs: Providing accurate and timely performance metrics for all service activities allows infrastructure management based on fact rather than supposition.

    Reduce TCO: Management recognizes service infrastructure activities as actual cost drivers.

    Implement a single POC: A consolidated service desk is used where the contact understands both standards (products, processes, and practices) and the user’s business and technical environment.

    Identify procurement challenges to identify process improvement needs

    2.1.1 Identify IT asset procurement challenges

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    1. As a group, brainstorm existing challenges related to IT hardware requests and procurement.
    2. If you get stuck, consider the common challenges listed below.
    3. Use the results of the discussion to focus on which problems can be resolved and integrated into your organization as operational standards.

    Document hardware standards to speed time to procure and improve communications to users regarding options

    The first step in your procurement workflow will be to determine what is in scope for a standard request, and how non-standard requests will be handled. Questions that should be answered by this procedure include:

    • What constitutes a non-standard request?
    • Who is responsible for evaluating each type of request? Will there be one individual or will each division in IT elect a representative to handle requests specific to their scope of work?
    • What additional security measures need to be taken?
    • Are there exceptions made for specific departments or high-ranking individuals?

    If your end-user device strategy requires an overhaul, schedule time with an Info-Tech analyst to review our blueprint Build an End-User Computing Strategy.

    Once you’ve answered questions like these, you can outline your hardware standards as in the example below:

    Use Case Mobile Standard Mac Standard Mobile Power User
    Asset Lenovo ThinkPad T570 iMac Pro Lenovo ThinkPad P71
    Operating system Windows 10 Pro Mac OSX Windows 10 Pro, 64 bit
    Display 15.6" 21.5" 17.3”

    Memory

    32GB 8GB 64GB
    Processor Intel i7 – 7600U Processor 2.3GHz Xeon E3 v6 Processor
    Drive 500GB 1TB 1TB
    Warranty 3 year 1 year + 2 extended 3 year

    Info-Tech Insight

    Approach hardware standards from a continual improvement frame of mind. Asset management is a dynamic process. Hardware standards will need to adapt over time to match the needs of the business. Plan assessments at routine intervals to ensure your current hardware standards align with business needs.

    Document specifications to meet environmental, security, and manageability requirements

    Determine environmental requirements and constraints.

    Power management

    Compare equipment for power consumption and ability to remotely power down machines when not in use.

    Heat and noise

    Test equipment run to see how hot the device gets, where the heat is expelled, and how much noise is generated. This may be particularly important for users who are working in close quarters.

    Carbon footprint

    Ask what the manufacturer is doing to reduce post-consumer waste and eliminate hazardous materials and chemicals from their products.

    Ensure security requirements can be met.

    • Determine if network/wireless cards meet security requirements and if USB ports can be turned off to prevent removal of data.
    • Understand the level of security needed for mobile devices including encryption, remote shut down or wipe of hard drives, recovery software, or GPS tracking.
    • Decide if fingerprint scanners with password managers would be appropriate to enable tighter security and reduce the forgotten-password support calls.

    Review features available to enhance manageability.

    • Discuss manageability goals with your IT team to see if any can be solved with added features, for example:
      • Remote control for troubleshooting and remote management of data security settings.
      • Asset management software or tags for bar coding, radio frequency identification (RFID), or GPS, which could be used in combination with strong asset management practices to inventory, track, and manage equipment.

    If choosing refurbished equipment, avoid headaches by asking the right questions and choosing the right vendor

    • Is the equipment functional and for how long is it expected to last?
    • How long will the vendor stand behind the product and what support can be expected?
      • This is typically two to five years, but will vary from vendor to vendor.
      • Will they repair or replace machines? Many will just replace the machine.
    • How big is the inventory supply?
      • What kind of inventory does the vendor keep and for how long can you expect the vendor to keep it?
      • How does the vendor source the equipment and do they have large quantities of the same make and model for easier imaging and support?
    • How complete is the refurbishment process?
      • Do they test all components, replace as appropriate, and securely wipe or replace hard drives?
      • Are they authorized to reload MS Windows OEM?
    • Is the product Open Box or used?
      • Open Box is a new product returned back to the vendor. Even if it is not used, the product cannot be resold as a new product. Open Box comes with a manufacturer’s warranty and the latest operating system.
      • If used, how old is the product?

    "If you are looking for a product for two or three years, you can get it for less than half the price of new. I bought refurbished equipment for my call center for years and never had a problem". – Glen Collins, President, Applied Sales Group

    Info-Tech Insight

    Price differences are minimal between large and small vendors when dealing with refurbished machines. The decision to purchase should be based on ability to provide and service equipment.

    Define standard hardware requests, including core and optional assets

    2.1.2 Identify standards for hardware procurement by role

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • Representatives from all other areas of the business

    Document

    Document in the Standard Operating Procedures, Section 7: Procurement.

    1. Divide a whiteboard into columns representing all major areas of the business.
    2. List the approximate number of end users present at each tier and record these totals on the board.
    3. Distribute sticky notes. Use two different sizes: large sizes represent critically important hardware and small sizes represent optional hardware.
    4. Define core hardware assets for each division as well as optional hardware assets.
    5. Focus on the small sticky notes to determine if these optional purchases are necessary.
    6. Finalize the group decision to determine the standard hardware procurement for each role in the organization. Record results in a table similar to the example below:
    Department Core Hardware Assets Optional Hardware Assets
    IT PC, tablet, monitor Second monitor
    Sales PC, monitor Laptop
    HR PC, monitor Laptop
    Marketing PC (iMac) Tablet, laptop

    Document procedures for users to make standard hardware requests

    2.1.3 Document standard hardware request procedure

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • Representatives from all other areas of the business

    Document

    Document in the Standard Operating Procedures, Section 6: End-User Request Process.

    Discuss and document the end-user request process:

    1. In which cases can users request a primary device?
    2. In which cases can users request a secondary (optional device)?
    3. What justification is needed to approve of a secondary device?
      1. E.g. The request for a secondary device should be via email to the IS Projects and Procurements Officer. This email should outline the business case for why multiple devices are required.
    4. Will a service catalog be available and integrated with an ITAM solution for users to make standard requests? If so, can users also configure their options?
    5. Document the process in the standard operating procedure. Example:

    End-User Request Process

    • Hardware and software will be purchased through the user-facing catalog.
    • Peripherals will be ordered as needed.
    • End-user devices will be routed to business managers for approval prior to fulfillment by IT.
    • Requests for secondary devices must be accompanied by a business case.
    • Equipment replacements due to age will be managed through IT replacement processes.

    Improve the process for ordering non-standard hardware by formalizing the request process, including business needs

    2.1.4 Build a non-standard hardware request form

    • Although the goal should be to standardize as much as possible, this isn’t always possible. Ensure users who are requesting non-standard hardware have a streamlined process to follow that satisfies the justifications for increased costs to deliver.
    • Use Info-Tech’s template to build a non-standard hardware request form that may be used by departments/users requesting non-standard hardware in order to collect all necessary information for the request to be evaluated, approved, and sent to procurement.
    • Ensure that the requestor provides detailed information around the equipment requested and the reason standard equipment does not suffice and includes all required approvals.
    • Include instructions for completing and submitting the form as well as expected turnaround time for the approval process.

    Info-Tech Insight

    Include non-standard requests in continual improvement assessment. If a large portion of requests are for non-standard equipment, it’s possible the hardware doesn’t meet the recommended requirements for specialized software in use with many of your business users. Determine if new standards need to be set for all users or just “power users.”

    Identify the information you need to collect to ensure a smooth purchasing process

    Categories Peripherals Desktops/Laptops Servers
    Financial
    • Operational expenses
    • Ordered for inventory with the exceptions of monitors that will be ordered as needed
    • Equipment will be purchased through IT budget
    • Capital expenses
    • Ordered as needed…
    • Inventory kept for…
    • End-user devices will be purchased through departmental budgets
    • Capital expenses
    • Ordered as needed to meet capacity or stability requirements
    • Devices will be purchased through IT budgets
    Request authorization
    • Any user can request
    • Users who are traveling can purchase and expense peripherals as needed, with manager approvals
    • Tier 3 technicians
    Required approvals
    • Manager approvals required for monitors
    • Infrastructure and applications manager up to [$]
    • CIO over [$]
    Warranty requirements
    • None
    • Three years
    • Will be approved with project plan
    Inventory requirements
    • Minimum inventory at each location of 5 of each: mice, keyboards, cables
    • Docking stations will be ordered as needed
    • Laptops (standard): 5
    • Laptops (ultra light): 1
    • Desktops: 5
    • Inventory kept in stock as per DR plan
    Tracking requirements
    • None
    • Added to ITAM database, CMDB
    • Asset tag to be added to all equipment
    • Added to ITAM database, CMDB

    Info-Tech Best Practice

    Take into account the possibility of encountering taxation issues based on where the equipment is being delivered as well as taxes imposed or incurred in the location from which the asset was shipped or sent. This may impact purchasing decisions and shipping instructions.

    Develop a procurement plan to get everyone in the business on the same page

    • Without an efficient and structured process around how IT purchases are budgeted and authorized, maverick spending and dark procurement can result, limiting IT’s control and visibility into purchases.
    • The challenge many IT departments face is that there is a disconnect between meeting the needs of the business and bringing in equipment according to existing policies and procedures.
    • The asset manager should demonstrate how they can bridge the gaps and improve tracking mechanisms at the same time.

    Improve procurement decisions:

    • Demonstrate how technology is a value-add.
    • Make a clear case for the budget by using the same language as the rest of the business.
    • Quantify the output of technology investments in tangible business terms to justify the cost.
    • Include the refresh cycle in the procurement plan to ensure mission- critical systems will include support and appropriate warranty.
    • Plan technology needs for the future and ensure IT technology will continue to meet changing needs.
    • Synchronize redundant organizational procurement chains in order to lower cost.

    Document the following in your procurement procedure:

    • Process for purchase requests
    • Roles and responsibilities, including requestors and approvers
    • Hardware assets to purchase and why they are needed
    • Timelines for purchase
    • Process for vendors

    Info-Tech Insight

    IT procurement teams are often heavily siloed from ITAM teams. The procurement team is typically found in the finance department. One way to bridge the gap is to implement routine, reliable reporting between departments.

    Determine if it makes sense to lease or buy your equipment; weigh the pros and cons of leasing hardware

    Pros

    • Keeps operational costs low in the short term by containing immediate cost.
    • Easy, predictable payments makes it easier to budget for equipment over long term.
    • Get the equipment you need to start doing business right away if you’re just starting out.
    • After the leasing term is up, you can continue the lease and update your hardware to the latest version.
    • Typical leases last 2 or 3 years, meaning your hardware can get upgrades when it needs it and your business is in a better position to keep up with technology.
    • Leasing directly from the vendor provides operational flexibility.
    • Focus on the business and let the vendor focus on equipment service and updates as you don’t have to pay for maintenance.
    • Costs structured as OPEX.

    Cons

    • In the long term, leasing is almost always more expensive than buying because there’s no equity in leased equipment and there may be additional fees and interest.
    • Commitment to payment through the entire lease period even if you’re not using the equipment anymore.
    • Early termination fees if you need to get out of the lease.
    • No option to sell equipment once you’re finished with it to make money back.
    • Maintenance is up to leasing company’s specifications.
    • Product availability may be limited.

    Recommended for:

    • Companies just starting out
    • Business owners with limited capital or budget
    • Organizations with equipment that needs to be upgraded relatively often

    Weigh the pros and cons of purchasing hardware

    Pros

    • Complete control over assets.
    • More flexible and straightforward procurement process.
    • Tax incentives: May be able to fully deduct the cost of some newly purchased assets or write off depreciation for computers and peripherals on taxes.
    • Preferable if your equipment will not be obsolete in the next two or three years.
    • You can resell the asset once you don’t need it anymore to recover some of the cost.
    • Customization and management of equipment is easier when not bound by terms of leasing agreement.
    • No waiting on vendor when maintenance is needed; no permission needed to make changes.

    Cons

    • High initial cost of investment with CAPEX expense model.
    • More paperwork.
    • You (as opposed to vendor) are responsible for equipment disposal in accordance with environmental regulations.
    • You are responsible for keeping up with upgrades, updates, and patches.
    • You risk ending up with out-of-date or obsolete equipment.
    • Hardware may break after terms of warranty are up.

    Recommended for:

    • Established businesses
    • Organizations needing equipment with long-term lifecycles

    Make a lease vs. buy decision for equipment purchases

    2.1.4 Decide whether to purchase or lease

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • Representatives from all other areas of the business

    Document

    Document policy decisions in the Standard Operating Procedures – Section 7: Procurement

    1. Identify hardware equipment that requires a purchase vs. lease decision.
    2. Discuss with Finance whether it makes sense to purchase or lease each major asset, considering the following:
    • Costs of equipment through each method
    • Tax deductions
    • Potential resale value
    • Potential revenue from using the equipment
    • How quickly the equipment will be outdated or require refresh
    • Size of equipment
    • Maintenance and support requirements
    • Overall costs
  • The leasing vs. buying decision should take considerable thought and evaluation to make the decision that best fits your organizational needs and situation.
  • Determine appropriate warranty and service-level agreements for your organization

    Determine acceptable response time, and weigh the cost of warranty against the value of service.

    • Standard warranties vary by manufacturer, but are typically one or three years.
    • Next-day, onsite service may be part of the standard offering or may be available as an uplift.
    • Four-hour, same-day service can also be added for high availability needs.
    • Extended warranties can be purchased beyond three years, although not many organizations take advantage of this offering.
    • Other organizations lower or remove the warranty and have reported savings of as much as $150 per machine.

    Speak to your partner to see how they can help the process of distributing machines.

    • Internal components change frequently with laptops and desktops. If purchasing product over time rather than buying in bulk, ensure the model will be available for a reasonable term to reduce imaging and support challenges.
    • Determine which services are important to your organization and request these services as part of the initial quote. If sending out a formal RFQ or RFP, document required services and use as the basis for negotiating SLAs.
    • Document details of SLA, including expectations of services for manufacturer, vendor, and internal team.
    • If partner will be providing services, request they stock an appropriate number of hot spares for frequently replaced parts.
    • If self-certifying, review resource capabilities, understand skill and certification requirements; for example, A+ certification may be a pre-requisite.
    • Understand DOA policy and negotiate a “lemon policy,” meaning if product dies within 15 or 30 days it can be classified as DOA. Seek clarity on return processes.

    Consider negotiation strategies, including how and when to engage with different partners during acquisition

    Direct Model

    • Dell’s primary sales model is direct either through a sales associate or through its e-commerce site. Promotions are regularly listed on the website, or if customization is required, desktops and laptops have some flexibility in configuration. Discounts can be negotiated with a sales rep on quantity purchases, but the discount level changes based on the model and configuration.
    • Other tier-one manufacturers typically sell direct only from their e-commerce sites, providing promotions based on stock they wish to move, and providing some configuration flexibility. They rely heavily on the channel for the majority of their business.

    Channel Model

    • Most tier one manufacturers have processes in place to manage a smaller number of partners rather than billing and shipping out to individual customers. Deviating from this process and dealing direct with end customers can create order processing issues.
    • Resellers have the ability to negotiate discounts based on quantities. Discounts will vary based on model, timing (quarter or year end), and quantity commitment.
    • Negotiations on large quantities should involve a manufacturer rep as well as the reseller to clearly designate roles and services, ensure processes are in place to fulfill your needs, and agree on pricing scheme. This will prevent misunderstandings and bring clarity to any commitments.
    • Often the channel partners are authorized to provide repair services under warranty for the manufacturer.
    • Dell also uses the channel model for distribution where customers demand additional services.

    Expect discounts to reflect quantity and method of purchase

    Transaction-based purchases will receive the smallest discounting.

    • Understand requirements to find the most appropriate make and model of equipment.
    • Prepare a forecast of expected purchases for the year and discuss discounting.
    • Typically initial discounts will be 3-5% off suggested retail price.
    • Once a history is in place, and the vendor is receiving regular orders, it may extend deeper discounts.

    Bulk purchases will receive more aggressive discounting of 5-15% off suggested retail price, depending on quantities.

    • Examine shipping options and costs to take advantage of bulk deliveries; in some cases vendors may waive shipping fees as an extension of the discounting.
    • If choosing end-of-line product, ensure appropriate quantity of a single model is available to efficiently roll out equipment.
    • Various pricing models can be used to obtain best price.

    Larger quantities rolled out over time will require commitments to the manufacturer to obtain deepest discounts.

    • Discuss all required services as part of negotiation to ensure there are no surprise charges.
    • Several pricing models can be used to obtain the best price.
      • Suggested retail price minus as much as 20%.
      • Cost plus 3% up to 10% or more.
      • Fixed price based on negotiating equipment availability with budget requirements.

    If sending out to bid, determine requirements and scoring criteria

    It’s nearly impossible to find two manufacturers with the exact same specifications, so comparisons between vendors is more art than science.

    New or upgraded components will be introduced into configurations when it makes the most sense in a production cycle. This creates a challenge in comparing products, especially in an RFP. The best way to handle this is to:

    • Define and document minimum technology requirements.
    • Define and document service needs.
    • Compare vendors to see if they’ve met the criteria or not; if yes, compare prices.
    • If the vendors have included additional offerings, see if they make sense for your organization. If they do, include that in the scoring. If not, exclude and score based on price.
    • Recognize that the complexity of the purchase will dictate the complexity of scoring.

    "The hardware is the least important part of the equation. What is important is the warranty, delivery, imaging, asset tagging, and if they cannot deliver all these aspects the hardware doesn’t matter." – Doug Stevens, Assistant Manager Contract Services, Toronto District School Board

    Document and analyze the hardware procurement workflow to streamline process

    The procurement process should balance the need to negotiate appropriate pricing with the need to quickly approve and fulfill requests. The process should include steps to follow for approving, ordering, and tracking equipment until it is ready for receipt.

    Within the process, it is particularly important to decide if this is where equipment is added into the database or if it will happen upon receipt.

    A poorly designed procurement workflow:

    • Includes many bottlenecks, stopping and starting points.
    • May impact project and service requests and requires unrealistic lead times.
    • May lead to lost productivity for users and lost credibility for the IT department.

    A well-designed hardware procurement workflow:

    • Provides reasonable lead times for project managers and service or hardware request fulfillment.
    • Provides predictability for technical resources to plan deployments.
    • Reduces bureaucracy and workload for following up on missing shipments.
    • Enables improved documentation of assets to start lifecycle management.

    Info-Tech Insight

    Where the Hardware Asset Manager is unable to affect procurement processes to reduce time to deliver, consider bringing inventory onsite or having your hardware vendor keep stock, ready to ship on demand. Projects, replacements, and new-user requests cannot be delayed in a service-focused IT organization due to bureaucratic processes.

    Document and analyze your procurement workflow to identify opportunities for improvement and communicate process

    Determine if you need one workflow for all equipment or multiples for small vs. large purchases.

    Occasionally large rollouts require significant changes from lower dollar purchases.

    Watch for:

    • Back and forth communications
    • Delays in approvals
    • Inability to get ETAs from vendors
    • Too many requests for quotes for small purchases
    • Entry into asset database

    This sample can be found in the HAM Process Workflows.

    The image shows a workflow, titled Procurement-Equipment-Small Quantity. On the left, the chart is separated into categories: IT Procurment; Tier 2 or Tier 3; IT Director; CIO.

    Design the process workflow for hardware procurement

    2.1.6 Illustrate procurement workflow with a tabletop exercise

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • CFO or other management representative from Finance

    Document

    Document in the Standard Operating Procedures, Section 7: Procurement

    1. In a group, distribute sticky notes or cue cards.
    2. Designate a space on the table/whiteboard to plot the workflow.
    3. Determine which individuals are responsible for handling non-standard requests. Establish any exceptions that may apply to your defined hardware standard.
    4. Gather input from Finance on what the threshold will be for hardware purchases that will require further approval.
    5. Map the procurement process for a standard hardware purchase.
    6. If applicable, map the procurement process for a non-standard request separately.
    7. Evaluate the workflow to identify any areas of inefficiency and make any changes necessary to improve the process.
    8. Be sure to discuss and include:
      • All necessary approvals
      • Time required for standard equipment process
      • Time required for non-standard equipment process
      • How information will be transferred to ITAM database

    Document and share an organizational purchasing policy

    2.1.7 Build a purchasing policy

    A purchasing policy helps to establish company standards, guidelines, and procedures for the purchase of all information technology hardware, software, and computer-related components as well as the purchase of all technical services.

    The policy will ensure that all purchasing processes are consistent and in alignment with company strategy. The purchasing policy is key to ensuring that corporate purchases are effective and the best value for money is obtained.

    Implement a purchasing policy to prevent or reduce:

    • Costly corporate conflict of interest cases.
    • Unauthorized purchases of non-standard, difficult to support equipment.
    • Unauthorized purchases resulting in non-traceable equipment.
    • Budget overruns due to decentralized, equipment acquisition.

    Download Info-Tech’s Purchasing Policytemplate to build your own purchasing policy.

    Step 2.2: Receive and Deploy Hardware

    Phase 2: Procure & Receive

    2.1 Request & Procure

    2.2 Receive & Deploy

    This step will walk you through the following activities:

    2.2.1 Select appropriate asset tagging method

    2.2.2 Design workflow for receiving and inventorying equipment

    2.2.3 Document the deployment workflow(s)

    This step involves the following participants:

    • Asset Manager
    • Purchasing
    • Receiver (optional)
    • Service Desk Manager
    • Operations (optional)

    Step Outcomes:

    • Understanding of the pros and cons of various asset tagging methods
    • Defined asset tagging method, process, and location by equipment type
    • Identified equipment acceptance, testing, and return procedures
    • Documented equipment receiving and inventorying workflow
    • Documented deployment workflows for desktop hardware and large-scale deployments

    Cisco implemented automation to improve its inventory and deployment system

    CASE STUDY

    Industry Networking

    Source Cisco IT

    Challenge

    Although Cisco Systems had implemented a centralized procurement location for all PCs used in the company, inventory tracking had yet to be addressed.

    Inventory tracking was still a manual process. Given the volume of PCs that are purchased each year, this is an incredibly labor-intensive process.

    Sharing information with management and end users also required the generation of reports – another manual task.

    Solution

    The team at Cisco recognized that automation was the key component holding back the success of the inventory management program.

    Rolling out an automated process across multiple offices and groups, both nationally and internationally, was deemed too difficult to accomplish in the short amount of time needed, so Cisco elected to outsource its PC management needs to an experienced vendor.

    Results

    As a result of the PC management vendor’s industry experience, the implementation of automated tracking and management functions drastically improved the inventory management situation at Cisco.

    The vendor helped determine an ideal leasing set life of 30 months for PCs, while also managing installations, maintenance, and returns.

    Even though automation helped improve inventory and deployment practices, Cisco still needed to address another key facet of asset management: security.

    This case study continues in phase 3.

    An effective equipment intake process is critical to ensure product is correct, documented, and secured

    Examine your current process for receiving assets. Typical problems include:

    Receiving inventory at multiple locations can lead to inconsistent processes. This can make invoice reconciliation challenging and result in untracked or lost equipment and delays in deployment.

    Equipment not received and secured quickly. Idle equipment tends to go missing if left unsupervised for too long. Missed opportunities to manage returns where equipment is incorrect or defective.

    Disconnect between procurement and receiving where ETAs are unknown or incorrect. This can create an issue where no one is prepared for equipment arrival and is especially problematic on large orders.

    How do you solve these problems? Create a standardized workflow that outlines clear steps for asset receiving.

    A workflow will help to answer questions such as:

    • How do you deal with damaged shipments? Incorrect shipments?
    • Did you reach an agreement with the vendor to replace damaged/incorrect shipments within a certain timeframe?
    • When does the product get tagged and entered into the system as received?
    • What information needs to get captured on the asset tag?

    Standardize the process for receiving your hardware assets

    The first step in effective hardware asset intake is establishing proper procedures for receiving and handling of assets.

    Process: Start with information from the procurement process to determine what steps need to follow to receive into appropriate systems and what processes will enable tagging to happen as soon as possible.

    People: Ensure anyone who may impact this process is aware of the importance of documenting before deployment. Having everyone who may be handling equipment on board is key to success.

    Security: Equipment will be secured at the loading dock or reception. It will need to be secured as inventory and be secured if delivering directly to the bench for imaging. Ensure all receiving activities are done before equipment is deployed.

    Tools: A centralized ERP system may already provide a place to receive and reconcile with purchasing and invoicing, but there may still be a need to receive directly into the ITAM and/or CMDB database rather than importing directly from the ERP system.

    Tagging: A variety of methods can be used to tag equipment to assist with inventory. Consider the overall lifecycle management when determining which tagging methods are best.

    Info-Tech Insight

    Decentralized receiving doesn’t have to mean multiple processes. Take advantage of enterprise solutions that will centralize the data and ensure everyone follows the same processes unless there is an uncompromising and compelling logistical reason to deviate.

    Evaluate the pros and cons of different asset tagging methods

    Method Cost Strengths Weaknesses Recommendation
    RFID with barcoding – asset tag with both a barcode and RFID solution $$$$
    • Secure, fast, and robust
    • Track assets in real time
    • Quick and efficient
    • Most expensive option, requiring purchase of barcode scanner with RFID reader and software)
    • Does not work as well in an environment with less control over assets
    • Requires management of asset database
    • Best in a controlled environment with mature processes and requirement for secure assets
    RFID only – small chip with significant data capacity $$$
    • Track assets from remote locations
    • RFID can be read through boxes so you don’t have to unpack equipment
    • Scan multiple RFID-tagged hardware simultaneously
    • Large data capacity on small chip
    • Expensive, requiring purchase of RFID reading equipment and software
    • Ideal if your environment is spread over multiple locations
    Barcoding only – adding tags with unique barcodes $$
    • Reasonable security
    • Report inventory directly to database
    • Relatively low cost
    • Only read one at a time
    • Need to purchase barcode scanners and software
    • Can be labor intensive to deploy with manual scanning of individual assets
    • Less secure
    • Can’t hold as much data
    • Not as secure as barcodes with RFID but works for environments that are more widely distributed and less controlled

    Evaluate the pros and cons of different asset tagging methods

    Method Cost Strengths Weaknesses Recommendation
    QR codes – two-dimensional codes that can store text, binary, image, or URL data $$
    • Easily scannable from many angles
    • Save and print on labels
    • Can be read by barcode scanning apps or mobile phones
    • Can encode more data than barcodes
    • QR codes need to be large enough to be usable, which can be difficult with smaller IT assets
    • Scanning on mobile devices takes longer than scanning barcodes
    • Ideal if you need to include additional data and information in labels and want workers to use smartphones to scan labels
    Manual tags – tag each asset with your own internal labels and naming system $
    • Most affordable
    • Manual
    • Tags are not durable
    • Labor intensive and time consuming
    • Leaves room for error, misunderstanding, and process variances between locations
    • As this is the most time consuming and resource intensive with a low payoff, it is ideal for low maturity organizations looking for a low-cost option for tagging assets
    Asset serial numbers – tag assets using their serial number $
    • Less expensive
    • Unique serial numbers identified by vendor
    • Serial numbers have to be added to database manually, which is labor intensive and leaves room for error
    • Serial numbers can rub off over time
    • Hard to track down already existing assets
    • Doesn’t help track location of assets after deployment
    • Potential for duplicates
    • Inconsistent formats of serial numbers by manufacturers makes this method prone to error and not ideal for asset management

    Select the appropriate method for tagging and tracking your hardware assets

    2.2.1 Select asset tagging method

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)

    Document

    Document in the Standard Operating Procedures, Section 8

    1. Define your asset tagging method. For most organizations, asset tracking is done via barcoding or QR codes, either by using one method or a combination of the two. Other methods, including RFID, may be applicable based on cost or tracking complexity. Overall, barcodes embedded with RFID are the most robust and efficient method for asset tagging, but also the most expensive. Choose the best method for your organization, taking into account affordability, labor-intensiveness, data complexity needs, and ease of deployment.
    2. Define the process for tagging assets, including how soon they should receive the tag, whose responsibility it is, and whether the tag type varies depending on the asset type.
    3. Define the location of asset tags according to equipment type. Example:
    Asset Type Asset Tag Location
    PC desktop Right upper front corner
    Laptop Right corner closest to user when laptop is closed
    Server Right upper front corner
    Printer Right upper front corner
    Modems Top side, right corner

    Inspect and test equipment before accepting it into inventory to ensure it’s working according to specifications

    Upon receipt of procured hardware, validate the equipment before accepting it into inventory.

    1. Receive - Upon taking possession of the equipment, stage them for inspection before placing them into inventory or deploying for immediate use.
    2. Inspect - The inspection process should involve at minimum examining the products that have been delivered to determine conformance to purchase specifications.
    3. Test -Depending on the type and cost of hardware, some assets may benefit from additional testing to determine if they perform at a satisfactory level before being accepted.
    4. Accept - If the products conform to the requirements of the purchase order, acknowledge receipt so the supplier may be paid. Most shipments are automatically considered as accepted and approved for payment within a specific timeframe.

    Assign responsibility and accountability for inspection and acceptance of equipment, verifying the following:

    • The products conform to purchase order requirements.
    • The quantity ordered is the same as the quantity delivered.
    • There is no damage to equipment.
    • Delivery documentation is acceptable.
    • Products are operable and perform according to specifications.
    • If required, document an acceptance testing process as a separate procedure.

    Build the RMA procedure into the receiving process to handle receipt of defective equipment

    The return merchandise authorization (RMA) process should be a standard part of the receiving process to handle the return of defective materials to the vendor for either repair or replacement.

    If there is a standard process in place for all returns in the organization, you can follow the same process for returning hardware equipment:

    • Call the vendor to receive a unique RMA number that will be attached to the equipment to be returned, then follow manufacturer specifications for returning equipment within allowable timelines according to the contract where applicable.
    • Establish a lemon policy with vendors, allowing for full returns up to 30 days after equipment is deployed if the product proves defective after initial acceptance.

    Info-Tech Insight

    Make sure you’re well aware of the stipulations in your contract or purchase order. Sometimes acceptance is assumed after 60 days or less, and oftentimes the clock starts as soon as the equipment is shipped out rather than when it is received.

    Info-Tech Best Practice

    Keep in mind that the serial number on the received assed may not be the asset that ultimately ends up on the user’s desk if the RMA process is initiated. Record the serial number after the RMA process or add a correction process to the workflow to ensure the asset is properly accounted for.

    Determine what equipment should be stocked for quick deployment where demand is high or speed is crucial

    The most important feature of your receiving and inventory process should be categorization. A well-designed inventory system should reflect not only the type of asset, but also the usage level.

    A common technique employed by asset managers is to categorize your assets using an ABC analysis. Assets are classified as either A, B, or C items. The ratings are based on the following criteria:

    A

    A items have the highest usage. Typically, 10-20% of total assets in your inventory account for upwards of 70-80% of the total asset requests.

    A items should be tightly controlled with secure storage areas and policies. Avoiding stock depletion is a top priority.

    B

    B items are assets that have a moderate usage level, with around 30% of total assets accounting for 15-25% of total requests.

    B items must be monitored; B items can transition to A or C items, especially during cycles of heavier business activity.

    C

    C items are assets that have the lowest usage, with upwards of 50% of your total inventory accounting for just 5% of total asset requests.

    C items are reordered the least frequently, and present a low demand and high risk for excessive inventory (especially if they have a short lifecycle). Many organizations look to move towards an on-demand policy to mitigate risk.

    Info-Tech Insight

    Get your vendor to keep stock of your assets. If large quantities of a certain asset are required but you lack the space to securely store them onsite, ask your vendor to keep stock for you and release as you issue purchase orders. This speeds up delivery and delays warranty activation until the item is shipped. This does require an adherence to equipment standards and understanding of demand to be effective.

    Define the process for receiving equipment into inventory

    Define the following in your receiving process:

    • When will equipment be opened once delivered?
    • Who will open and validate equipment upon receipt?
    • How will discrepancies be resolved?
    • When will equipment be tagged and identified in the tracking tool?
    • When will equipment be locked in secure storage?
    • Where will equipment go if it needs to be immediately deployed?

    The image shows a workflow chart titled Receiving and Tagging. The process is split into two sections, labelled on the left as: Desktop Support Team and Procurement.

    Design the workflow for receiving and inventorying equipment

    2.2.2 Illustrate receiving workflow with a tabletop exercise

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • CFO or other management representative from Finance

    Document

    Document in the Standard Operating Procedures, Section 8: Receiving and Equipment Inventory

    Option 1: Whiteboard

    1. Discuss the workflow and draw it on the whiteboard.
    2. Assess whether you are using the best workflow. Modify it if necessary.
    3. Use the sample workflow from this step as a guide if starting from scratch.
    4. Engage the team in refining the process workflow.
    5. Transfer data to Visio and add to the SOP.

    Option 2: Tabletop Exercise

    1. Distribute index cards to each member of the team.
    2. Have each person write a single task they perform on the index card. Be granular. Include the title or the name of the person responsible.
    3. Mark cards that are decision points. Use a card of a different color or use a marker to make a colored dot.
    4. Arrange the index cards in order, removing duplicates.
    5. Assess whether you are using the best workflow. Engage the team to refine it if necessary.
    6. Transfer data to Visio and add to the SOP.

    Improve device deployment by documenting software personas for each role

    • Improve the deployment process for new users by having a comprehensive list of software used by common roles within the organization. With large variations in roles, it may be impossible to build a complete list, but as you start to see patterns in requirements, you may find less distinct personas than anticipated.
    • Consider a survey to business units to determine what they need if this will solve some immediate problems. If this portion of the project will be deferred, use the data uncovered in the discovery process to identify which software is used by which roles.
    • Replacement equipment can have the software footprint created by what was actually utilized by the user, not necessarily what software was installed on the previous device.

    The image shows 4 bubbles, representing software usage. The ARC-GIS bubble is the largest, Auto CAD the second largest, and MS Office and Adobe CS equal in size.

    A software usage snapshot for an urban planner/engineer.

    • Once software needs are determined, use this information to review the appropriate device for each persona.
      • Ensure hardware is appropriate for the type of work the user does and supports required software.
      • If it is more appropriate for a user to have a tablet, ensure the software they use can be used on any device.
    • Review deployment methods to determine if there is any opportunity to improve the imaging or software deployment process with better tools or methodologies.
    • Document the device’s location if it will be static, or if the user may be more mobile, add location information for their primary location.
    • Think about the best place to document – if this information can be stored in Active Directory and imported to the ITAM database, you can update once and use in multiple applications. But this process is built into your add/move/change workflows.

    Maintain a lean library to simplify image management

    Simplify, simplify, simplify. Use a minimal number of desktop images and automate as much as you can.

    • Embrace minimalism. When it comes to managing your desktop image library, your ultimate goal should be to minimize the manual effort involved in provisioning new desktops.
    • Less is more. Try to maintain as few standard desktop images as possible and consider a thin gold image, which can be patched and updated on a regular basis. A thin image with efficient application deployment will improve the provisioning process.
    • Standardize and repeat. System provisioning should be a repeatable process. This means it is ripe for standardization and automation. Look at balancing the imaging process with software provisioning, using group policy and deployment tools to reduce time to provision and deliver equipment.
    • Outsource where appropriate. Imaging is one of the most employed services, where the image is built in-house and deployed by the hardware vendor. As a minimum, quarterly updates should still be provided to integrate the latest patches into the operating system.

    Document the process workflow for hardware deployment

    Define the process for deploying hardware to users.

    Include the following in your workflow:

    • How will equipment be configured and imaged before deployment?
    • Which images will be used for specific roles?
    • Which assets are assigned to specific roles?
    • How will the device status be changed in the ITAM tool once deployed?

    The image shows a workflow chart titled Hardware Deployment. It is divided into two categories, listed on the left: Desktop Support Team and Procurement.

    Large-scale deployments should be run as projects, benefitting from economies of scale in each step

    Large-scale desktop deployments or data center upgrades will likely be managed as projects.

    These projects should include project plans, including resources, timelines, and detailed procedures.

    Define the process for large-scale deployment if it will differ from the regular deployment process.

    The image is a graphic of a flowchart titled Deployment-Equipment-Large Quantity Rollout. It is divided into three categories, listed on the left: IT Procurement; Desktop Rollout Team; Asset Manager.

    Document the deployment workflow(s)

    2.2.3 Document deployment workflows for desktop and large-scale deployment

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Operations (optional)
    • CFO or other management representative from Finance

    Document

    Document in the Standard Operating Procedures, Section 9: Deployment

    Document each step in the system deployment process with notecards or on a whiteboard. Identify the challenges faced by your organization and strategize potential solutions.

    1. Outline each step in the process of desktop deployment. Be as granular as possible. On each card, describe the step as well as the individual responsible for it.
    2. When you are satisfied that each step is accurately captured, use a second color of notecard to document any challenges, inefficiencies, or pains associated with each step. Consider further documenting the time on each task.
    3. Examine each challenge or pain point. Discuss whether or not there is a clear solution to the problem. If yes, document the solution and amend the workflow. If not, engage in a broader discussion of possible solutions, taking into account people, processes, and available technology.
    4. Document separately the process for large-scale deployment if required.

    Look for opportunities to improve the request and deployment process with better communication and tools

    The biggest challenge in deploying equipment is meeting expectations of the business, and without cooperation from multiple departments, this becomes significantly more difficult.

    • Work with the procurement and the services team to ensure inventory is accessible, and regularly validate that inventory levels in the ITAM database are accurate.
    • Work with the HR department to predict (where possible) anticipated new hires. Plan for inventory ebbs and flows to match the hiring timelines where there are large variations.
    • If service catalogs will be made available for communicating options and SLAs for equipment purchases, work with the service catalog administrators to automate inventory checks and notifications. Work with the end-user device managers to set standards and reduce equipment variations to a manageable amount.
    • Where deployments are part of equipment refresh, ensure data is up to date for the services team to plan the project rollouts and know which software should be redeployed with the devices.
    • Infrastructure and security teams may have specific hardware assets relating to networking, data centers, and security, which may bypass the end-user device workflows but need to be tagged and entered into inventory early in the process. Work with these teams to have their equipment follow the same receiving and inventory processes. Deployment will vary based on equipment type and location.

    Automate hardware deployment where users are dispersed and deployment volume is high

    Self-serve kiosks (vending machines) can provide cost reductions in delivery of up to 25%. Organizations that have a high distribution rate are seeing reductions in cost of peripherals averaging 30-35% and a few extreme cases of closer to 85%.

    Benefits of using vending machines:

    • Secure equipment until deployed.
    • Equipment can be either purchased by credit card or linked to employee ID cards, enabling secure transactions and reporting.
    • Access rights can be controlled in real time, preventing terminated employees from accessing equipment or managing how many devices can be deployed to each user.
    • Vending machines can be managed through a cellular or wireless network.
    • Technology partners can be tasked with monitoring and refilling vending machines.
    • Employees are able to access technology wherever a vending machine can be located rather than needing to travel to the help desk.
    • Equipment loans and new employee packages can be managed through vending machines.

    Phase 2 Guided Implementation

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Request, Procure, Receive, and Deploy

    Proposed Time to Completion: 4 weeks

    Step 2.1: Request & Procure

    Start with an analyst kick-off call:

    • Define standard and non-standard hardware.
    • Weigh the pros and cons of leasing vs. buying.
    • Build the procurement process.

    Then complete these activities…

    • Define standard hardware requests.
    • Document standard hardware request procedure.
    • Document procurement workflow.
    • Build a purchasing policy.

    With these tools & templates:

    • Standard Operating Procedures
    • Non-Standard Hardware Request Form
    • Hardware Procurement Workflow
    • Purchasing Policy

    Step 2.2: Receive & Deploy

    Review findings with analyst:

    • Determine appropriate asset tagging method.
    • Define equipment receiving process.
    • Define equipment deployment process.

    Then complete these activities…

    • Select appropriate asset tagging method.
    • Design workflow for receiving and inventorying equipment.
    • Document the deployment workflow(s).

    With these tools & templates:

    • Standard Operating Procedures
    • Equipment Receiving & Tagging Workflow
    • Deployment Workflow

    Phase 2 Insight: Bridge the gap between IT and Finance to build a smoother request and procurement process through communication and routine reporting. If you’re unable to affect procurement processes to reduce time to deliver, consider bringing inventory onsite or having your hardware vendor keep stock, ready to ship on demand.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    2.1.2 Define standard hardware requests

    Divide whiteboard into columns representing core business areas. Define core hardware assets for end users in each division along with optional hardware assets. Discuss optional assets to narrow and define standard equipment requests.

    2.2.1 Select appropriate method for tagging and tracking assets

    Discuss the various asset tagging methods and choose the tagging method that is most appropriate for your organization. Define the process for tagging assets and document the standard asset tag location according to equipment type.

    Phase 3

    Maintain and Dispose

    Implement Hardware Asset Management

    Cisco overcame organizational resistance to change to improve asset security

    CASE STUDY

    Industry Networking

    Source Cisco IT

    Challenge

    Cisco Systems had created a dynamic work environment that prized individuality. This environment created high employee satisfaction, but it also created a great deal of risk surrounding device security.

    Cisco lacked an asset security policy; there were no standards for employees to follow. This created a surplus of not only hardware, but software to support the variety of needs amongst various teams at Cisco.

    Solution

    The ITAM team at Cisco recognized that their largest problem was the lack of standardization with respect to PCs. Variance in cost, lifecycle, and software needs/compatibility were primary issues.

    Cisco introduced a PC leasing program with the help of a PC asset management vendor to correct these issues. The primary goal was to increase on-time returns of PCs. A set life of 30 months was defined by the vendor.

    Results

    Cisco engaged employees to help contribute to improving its asset management protocols, and the approach worked.

    On-time returns increased from 60% to 80%. Costs were reduced due to active tracking and disposal of any owned assets still present.

    A reduction in hardware and software platforms has cut costs and increased security thanks to improved tracking capabilities.

    This case study continues in phase 4

    Step 3.1: Manage, Maintain, and Secure Hardware Assets

    Phase 3: Maintain & Dispose

    3.1 Manage & Maintain

    3.2 Dispose or Redeploy

    This step will walk you through the following activities:

    3.1.1 Build a MAC policy and request form

    3.1.2 Build workflows to document user MAC processes

    3.1.3 Design process and policies for hardware maintenance, warranty, and support documentation handling

    3.1.4 Revise or create an asset security policy

    This step involves the following participants:

    • Asset Manager
    • Service Desk Manager
    • Operations (optional)
    • Security Department

    Step Outcomes

    • Understanding of inventory management process best practices
    • Templates for move/add/change request policy and form
    • Documented process workflows for the user move/add/change process
    • Process and policies for hardware maintenance, warranty, and support documentation handling
    • Defined policies for maintaining asset security

    Determine methods for performing inventory audits on equipment

    Auto-discovery

    • Auto-discovery tools will be crucial to the process of understanding what equipment is connected to the network and in use.
    • The core functionality of discovery tools is to scan the environment and collect configuration data from all connected assets, but most tools can also be used to collect usage data, network monitoring, and software asset management data including software distribution, compliance, and license information.
    • These tools may not connect to peripheral devices such as monitors and external drives, will not scan devices that are turned off or disconnected from the network, may not inventory remote users, and will rarely provide location information. This often results in a need to complete physical audits as well.

    Info-Tech Insight

    One of the most common mistakes we see when it comes to asset management is to assume that the discovery tool will discovery most or all of your inventory and do all the work. It is better to assume only 80-90% coverage by the discovery tool and build ownership records to uncover the unreportable assets that are not tied into the network.

    Physical audit

    • The physical audit can be greatly improved with barcode, RFID, or QR codes, allowing items to be scanned, records opened, then updated.
    • If not everything is tagged or entered into the ITAM database, then searching closets, cabinets, and desk drawers may be required to tag and enter those devices into the database.
    • Provide the inventory team with exact instructions on what needs to be collected, verified, and recorded. Depending on the experience and thoroughness of the team, spot checks early in the process may alleviate quality issues often discovered at the end of the inventory cycle.

    Determine requirements for performing inventory audits on equipment

    Conduct an annual hardware audit to ensure hardware is still assigned to the person and location identified in your ITAM system, and assess its condition.

    Perform a quarterly review of hardware stock levels in order to ensure all equipment is relevant and usable. The table below is an example of how to organize this information.

    Item Target Stock Levels Estimated $ Value
    Desktop computers
    Standard issue laptops
    Mice
    Keyboards
    Network cables
    Phones

    Info-Tech Insight

    Don’t forget about your remotely deployed assets. Think about how you plan to inventory remotely deployed equipment. Some tools will allow data collection through an agent that will talk to the server over the internet, and some will completely ignore those assets or provide a way to manually collect the data and email back to the asset manager. Mobile device management tools may also help with this inventory process. Determine what is most appropriate based on the volume of remote workers and devices.

    Build an inventory management process to maintain an accurate view of owned hardware assets

    • Your inventory should capture which assets are on hand, where they are located, and who owns them, at minimum. Maintaining an accurate, up-to-date view of owned hardware assets allows you to see at any time the actual state of the components that make up your infrastructure across the enterprise.
    • Automated inventory practices save time and effort from doing physical inventories and also reduce the interruption to business users while improving accuracy of data.
    • If you are just starting out, define the process for conducting an inventory of deployed assets, and then define the process for regular upkeep and audit of inventory data.

    Inventory Methods

    • Electronic – captures networked asset information only and can be deployed over the network with no deskside service interaction.
    • Physical – captures environmental detail and must be performed manually by a service technician with possible disruption to users.
    • Full inventory – both physical and electronic inventory of assets.

    Internal asset information to collect electronically

    • Hardware configuration
    • Installed software
    • Operating system
    • System BIOS
    • Network configuration
    • Network drive mappings
    • Printer setups
    • System variables

    External asset information that cannot be detected electronically

    • Assigned user
    • Associated assets
    • Asset/user location
    • Usage of asset
    • Asset tag number

    IMAC (Install, Move, Add, Change) services will form the bulk of asset management work while assets are deployed

    IMAC services are usually performed at a user’s deskside by a services technician and can include:

    • Installing new desktops or peripherals
    • Installing or modifying software
    • Physically moving an end user’s equipment
    • Upgrading or adding components to a desktop

    Specific activities may include:

    Changes

    • Add new user IDs
    • Manage IDs
    • Network changes
    • Run auto-discovery scan

    Moves

    • Perform new location site survey
    • Coordinate with facilities
    • Disconnect old equipment
    • Move to new location
    • Reconnect at new location
    • Test installed asset
    • Obtain customer acceptance
    • Close request

    Installs and Adds

    • Perform site survey
    • Perform final configuration
    • Coordinate with Facilities
    • Asset tagging
    • Transfer data from old desktop
    • Wipe old desktop hard drive
    • Test installed asset
    • Initiate auto-discovery scan
    • Obtain customer acceptance
    • Close request

    A strong IMAC request process will lessen the burden on IT asset managers

    • When assets are actively in use, Asset Managers must also participate in the IMAC (Install-Move-Add-Change) process and ensure that any changes to asset characteristics or locations are updated and tracked in the asset management tool and that the value and usefulness of the asset is monitored.
    • The IMAC process should not only be reactive in response to requests, but proactive to plan for moves and relocations during any organizational change events.

    Recommendations:

    Automate. Wherever possible, use tools to automate the IMAC process.

    E-forms, help desk, ticketing, or change management software can automate the request workflow by allowing the requestor to submit a request ticket that can then be automatically assigned to a designated team member according to the established chain of command. As work is completed, the ticket can be updated, and the requestor will be able to check the status of the work at any time.

    Communicate the length of any downtime associated with execution of the IMAC request to lessen the frustration and impatience among users.

    Involve HR. When it comes to adding or removing user accounts, HR can be a valuable resource. As most new employees should be hired through HR, work with them to improve the onboarding process with enough advanced notice to set up accounts and equipment. Role changes with access rights and software modifications can benefit from improved communications. Review the termination process as well, to secure data and equipment.

    Build a MAC request policy and form for end users

    A consistent Move, Add, Change (MAC) request process is essential for lessening the burden on the IT department. MAC requests are used to address any number of tasks, including:

    • Relocation of PCs and/or peripherals.
    • New account setup.
    • Hardware or software upgrades.
    • Equipment swaps or replacements.
    • User account/access changes.
    • Document generation.
    • User acceptance testing.
    • Vendor coordination.

    Create a request form.

    If you are not using help desk or other ticketing software, create a request template that must be submitted for each MAC. The request should include:

    • The name and department of the requester.
    • The date of the request.
    • Severity of the request. For example, severity can be graded on a score of high, medium, or low where high represents a mission-critical change that could compromise business continuity if not addressed immediately, and low represents a more cosmetic change that will not negatively affect operations. The severity of the request can be determined by the service-level agreement (SLA) associated with the service.
    • Date the request must be completed by. Or at least, what would be the ideal date for completion. This will vary greatly depending on the severity of the request. For example, deleting the access of a terminated employee would be very time sensitive.
    • Item or service to be moved, added, or changed. Include location, serial number, or other designated identifier where possible.
    • If the item or service is to be moved, indicated where it is being moved.
    • It is a good idea to include a comments section where the requester can add any additional questions or details.

    Use Info-Tech’s templates to build your MAC policy and request form

    3.1.1 Build a MAC policy and request form

    Desktop Move/Add/Change Policy

    This desktop move/add/change policy should be put in place to mitigate the risk associated with unauthorized changes, minimize disruption to the business, IT department, and end users, and maintain consistent expectations.

    Move, Add, Change Request Form

    Help end users navigate the move/add/change process. Use the Move/Add/Change Request Form to increase efficiency and organization for MAC requests.

    Document the process for user equipment moves

    Include the following in your process documentation:

    • How and when will any changes to user or location information be made in the ITAM tool?
    • Will any changes in AD automatically update in the ITAM tool?
    • How should requests for equipment moves or changes be made?
    • How will resources be scheduled?

    The image shows a flowchart titled SErvice Request - User Moves. The chart of processes is split into three categories, listed on the left side of the chart: User Manager; IT Coordinator; and Tier 2 & Facilities.

    Build workflows to document user MAC processes

    3.1.2 Build MAC process workflows

    Participants

    • Asset Manager
    • Service Desk Manager
    • Operations (optional)

    Document

    Document in the Standard Operating Procedures, Section 10: Equipment Install, Adds, Moves, and Changes

    Document each step in the system deployment process using notecards or on a whiteboard. Identify the challenges faced by your organization and strategize potential solutions.

    1. Outline each step in the process of desktop deployment. Be as granular as possible. On each card, describe the step as well as the individual responsible for each step.
    2. When you are satisfied that each step is accurately captured, use a second color of notecard to document any challenges, inefficiencies, or pains associated with each step. Consider further documenting the time on each task.
    3. Examine each challenge or pain point. Discuss whether or not there is a clear solution to the problem. If so, document the solution and amend the workflow. If not, engage in a broader discussion of possible solutions, taking into account people, processes, and available technology.
    4. Document separately the process for large-scale deployment if required.

    Define a policy to ensure effective maintenance of hardware assets

    Effective maintenance and support of assets provides longer life, higher employee productivity, and increased user satisfaction.

    • Your asset management documentation and database should store equipment maintenance contract information so that it can be consulted whenever hardware service is required.
    • Record who to contact as well as how, warranty information, and any SLAs that are associated with the maintenance agreement.
    • Record all maintenance that hardware equipment receives, which will be valuable for evaluating asset and supplier performance.
    • In most cases, the Service Desk should be the central point of contact for maintenance calls to all suppliers.

    Sample equipment maintenance policy terms:

    • Maintenance and support arrangements are required for all standard and non-standard hardware.
    • All onsite hardware should be covered by onsite warranty agreements with appropriate response times to meet business continuity needs.
    • Defective items under warranty should be repaired in a timely fashion.
    • Service, maintenance, and support shall be managed through the help desk ticketing system.

    Design process and policies for hardware maintenance, warranty, and support documentation handling

    3.1.3 Design process for hardware maintenance

    Participants

    • Asset Manager
    • Purchasing
    • Service Desk Manager
    • Security
    • Operations (optional)

    Document

    Document in the Standard Operating Procedures, Section 10

    1. Discuss and document the policy for hardware maintenance, warranty, and support.
    2. Key outcomes should include:
    • Who signs off on policies?
    • What is the timeline for documentation review?
    • Where are warranty and maintenance documents stored?
    • How will equipment be assessed for condition during audits?
    • How often will deployed equipment be reimaged?
    • How will equipment repair needs be requested?
    • How will repairs for equipment outside warranty be handled?
  • Document in the Standard Operating Procedure.
  • Use your HAM program to improve security and meet regulatory requirements

    ITAM complements and strengthens security tools and processes, improving the company’s ability to protect its data and systems and reduce operational risk.

    It’s estimated that businesses worldwide lose more than $221 billion per year as a result of security breaches. HAM is one important factor in securing data, equipment investment, and meeting certain regulatory requirements.

    How does HAM help keep your organization secure?

    • Educating users on best practices for securing their devices, and providing physical security such as cable locks and tracking mechanisms.
    • Best practices for reporting lost or stolen equipment for quickly removing access and remotely wiping devices.
    • Accurate location and disposal records will enable accurate reporting for HIPAA and PCI DSS audits where movement of media or hardware containing data is a requirement. Best practices for disposal will include properly wiping drives, recording information, and ensuring equipment is disposed of according to environmental regulations.
    • Secure access to data through end-user mobile devices. Use accurate records and MDM tools to securely track, remove access, and wipe mobile devices if compromised.
    • Encrypt devices that may be difficult to track such as USB drives or secure ports to prevent data from being copied to external drives.
    • Managed hardware allows software to be managed and patched on a regular basis.

    Best Practices

    1. Educate end users about traveling with equipment. Phones and laptops are regularly stolen from cars; tablets and phones are left on planes. Encourage users to consider how they store equipment on the way home from work.
    2. Cable locks used at unsecured offsite or onsite work areas should be supplied to employees.
    3. Equipment stored in IT must be secured at all times.

    Implement mobile device management (MDM) solutions

    Organizations with a formal mobile management strategy have fewer problems with their mobile devices.

    Develop a secure MDM to:

    • Provide connection and device support when the device is fully subsidized by the organization to increase device control.
    • Have loaner devices for when traveling to limit device theft or data loss.
    • Personal devices not managed by MDM should be limited to internet access on a guest network.
    • Limit personal device access to only internet access or a limited zone for data access and a subset of applications.
    • Advanced MDM platforms provide additional capabilities including containerization.

    The benefits of a deployed MDM solution:

    • Central management of a variety of devices and platforms is the most important advantage of MDM. Administrators can gain visibility into device status and health, set policies to groups of users, and control who has access to what.
    • Security features such as enforcing passcodes and remote wipe are also essential, given the increased risk of mobile devices.
      • Remote wipe should be able to wipe either the whole device or just selected areas.
    • Separation of personal data is becoming increasingly important as BYOD becomes the norm. This is a feature that vendors are approaching radically differently.
    • Device lock: Be able to lock the device itself, its container, or its SIM. Even if the SIM is replaced, the device should still remain locked. Consider remote locking a device if retrieval is possible.

    Mobile device management is constantly evolving to incorporate new features and expand to new control areas. This is a high-growth area that warrants constant up-to-date knowledge on the latest developments.

    What can be packed into an MDM can vary and be customized in many forms for what your organization needs.

    Secure endpoint devices to protect the data you cannot control

    Endpoint Encryption

    Endpoints Average None
    Desktop 73% 4%
    Laptops 65% 9%
    Smartphones 27% 28%
    Netbooks 26% 48%
    Tablets 16% 59%
    Grand average 41%

    Benefits from endpoint encryption:

    • Reduced risk associated with mobile workers.
    • Enabled sharing of data in secured workspace.
    • Enhanced end-user accountability.
    • Reduced number of data breach incidents.
    • Reduced number of regulatory violations.

    Ways to reduce endpoint encryption costs:

    • Use multiple vendors (multiple platforms): 33%
    • Use a single vendor (one platform): 40%
    • Use a single management console: 22%
    • Outsource to managed service provider: 26%
    • Permit user self-recovery: 26%

    Remote Wiping

    • If all else fails, a device can always be erased of all its data, protecting sensitive data that may have been on it.
    • Selective wipe takes it a step further by erasing only sensitive data.

    Selective wipe is not perfect.

    It is nearly impossible to keep the types of data separate, even with a sandbox approach. Selective wipe will miss some corporate data, and even a full remote wipe can only catch some of users’ increasingly widely distributed data.

    Selective wipe can erase:

    • Corporate profiles, email, and network settings.
    • Data within a corporate container or other sandbox.
    • Apps deployed across the enterprise.

    Know when to perform a remote wipe.

    Not every violation of policy warrants a wipe. Playing Candy Crush during work hours probably does not warrant a wipe, but jail breaking or removing a master data management client can open up security holes that do warrant a wipe.

    Design an effective asset security policy to protect the business

    Data security is not simply restricted to compromised software. In fact, 70% of all data breaches in the healthcare industry since 2010 are due to device theft or loss, not hacking. (California Data Breach Report – October, 2014) ITAM is not just about tracking a device, it is also about tracking the data on the device.

    Organizations often struggle with the following with respect to IT asset security:

    • IT hardware asset removal control.
    • Personal IT hardware assets (BYOD).
    • Data removal from IT hardware assets.
    • Inventory control with respect to leased hardware and software.
    • Unused software.
    • Repetitive versions of software.
    • Unauthorized software.

    Your security policy should seek to protect IT hardware and software that:

    • Have value to the business.
    • Require ongoing maintenance and support.
    • Create potential risk in terms of financial loss, data loss, or exposure.

    These assets should be documented and controlled in order to meet security requirements.

    The asset security policy should encompass the following:

    • Involved parties.
    • Hardware removal policy/documentation procedure.
    • End-user asset security responsibilities.
    • Theft/loss reporting procedure.
    • BYOD standards, procedures, and documentation requirements.
    • Data removal.
    • Software usage.
    • Software installation.

    Info-Tech Insight

    Hardware can be pricey; data is priceless. The cost of losing a device is minimal compared to the cost of losing data contained on a device.

    Revise or create an asset security policy

    3.1.4 Develop IT asset security policy

    Participants

    • CIO or IT Director
    • Asset Manager
    • Service Desk Manager
    • Security
    • Operations (optional)

    Document

    Document in the Asset Security Policy.

    1. Identify asset security challenges within your organization. Record them in a table like the one below.
    Challenge Current Security Risk Target Policy
    Hardware removal Secure access and storage, data loss Designated and secure storage area
    BYOD No BYOD policy in place N/A → phasing out BYOD as an option
    Hardware data removal Secure data disposal Data disposal, disposal vendor
    Unused software Lack of support/patching makes software vulnerable Discovery and retirement of unused software
    Unauthorized software Harder to track, less secure Stricter stance on pirated software
    1. Brainstorm the reasons for why these challenges exist.
    2. Identify target policy details that pertain to each challenge. Record the outcomes in section(s) 5.1, 5.2, or 5.3 of the Asset Security Policy.

    Poor asset security and data protection had costly consequences for UK Ministry of Justice

    CASE STUDY

    Industry Legal

    Source ICO

    Challenge

    The Ministry of Justice (MoJ) in the UK had a security problem: hard drives that contained sensitive prisoner data were unencrypted and largely unprotected for theft.

    These hard drives contained information related to health, history of drug use, and past links to organized crime.

    After two separate incidents of hard drive theft that resulted in data breaches, the Information Commissioner’s Office (ICO), stepped in.

    Solution

    It was determined that after the first hard drive theft in October 2011, replacement hard drives with encryption software were provisioned to prisons managed by the MoJ.

    Unfortunately, the IT security personnel employed by the MoJ were unaware that the encryption software required manual activation.

    When the second hard drive theft occurred, the digital encryption could not act as a backup to poor physical security (the hard drive was not secured in a locker as per protocol).

    Results

    The perpetrators were never found and the stolen hard drives were never recovered.

    As a result of the two data breaches, the MoJ had to implement costly security upgrades to its data protection system.

    The ICO fined the MoJ £180,000 for its repeated security breaches. This costly fine could have been avoided if more diligence was present in the MoJ’s asset management program.

    Step 3.2: Dispose or Redeploy Assets

    3.1 Manage & Maintain

    3.2 Dispose or Redeploy

    This step will walk you through the following activities:

    3.2.1 Identify challenges with IT asset recovery and disposal

    3.2.2 Design hardware asset recovery and disposal workflows

    3.2.3 Build a hardware asset disposition policy

    This step involves the following participants:

    • Infrastructure Director/Manager
    • Asset Manager
    • Service Desk Manager
    • Operations (optional)

    Step Outcomes:

    • Defined process to determine when to redeploy vs. dispose of hardware assets
    • Process for recovering and redeploying hardware equipment
    • Process for safely disposing of assets that cannot be redeployed
    • Comprehensive asset disposition policy

    Balance the effort to roll out new equipment against the cost to maintain equipment when building your lifecycle strategy

    The image shows two line graphs. The graph on the left is titled: Desktop Refresh Rate by Company Size (based on Revenue). The graph on the right is titled: Laptop Refresh Rate by Company Size (based on Revenue). Each graph has four lines, defined by a legend in the centre of the image: yellow is small ($25mm); dark blue is Mid ($25-500MM); light blue is large ( data-verified=$500MM); and orange is Overall.">

    (Info-Tech Research Group; N=96)

    Determining the optimal length of time to continue to use equipment will depend on use case and equipment type

    Budget profiles Refresh methods

    Stretched

    Average equipment age: 7+ years

    To save money, some organizations will take a cascading approach, using the most powerful machines for engineers or scientists to ensure processing power, video requirements and drives will meet the needs of their applications and storage needs; then passing systems down to departments who will require standard-use machines. The oldest and least powerful machines are either used as terminals or disposed.

    Generous

    Average equipment age: 3 years

    Organizations that do not want to risk user dissatisfaction or potential compatibility or reliability issues will take a more aggressive replacement approach. These organizations often have less people assigned to end-user device maintenance and will not repair equipment outside of warranty. There is little variation in processing power among devices, with major differences determined by mobility and operating system.

    Cautious

    Average equipment age: 4 to 5 years

    Organizations that fit between the other two profiles will look to stretch the budget beyond warranty years, but will keep a close eye on maintenance requirements. Repairs needed outside of warranty will require an eye to costs, efforts, and subsequent administrative work of loaning equipment to keep the end user productive while waiting on service.

    Recommendations to keep users happy and equipment in prime form is to check condition at the 2-3 year mark, reimage at least once to improve performance, and have backup machines, if equipment starts to become problematic.

    Build a process to determine when and how to redeploy or dispose of hardware assets at end of use

    • When equipment is no longer needed for the function or individual to whom it was assigned, the Hardware Asset Manager needs to use data to ensure the right decision is made as to what to do with the asset.
    • End of use involves evaluating options for either continuing to use the equipment in another capacity or by another individual or determining that the asset has no remaining value to the organization in any capacity and it is time to retire it.
    • If the asset is retired, it may still have capacity for continued use outside of the organization or it may be disposed.

    Redeployment

    • Deliver the asset to a new user if it is no longer needed by the original user but still has value and usability.
    • Redeployment saves money and prevents unnecessary purchases.
    • Common when employees leave the company or a merge or acquisition changes the asset pool.

    VS.

    Disposal

    • When an asset is no longer of use to the organization, it may be disposed of.
    • Need to consider potential financial and public relations considerations if disposal is not done according to environmental legislation.
    • Need to ensure proper documentation and data removal is built into disposition policy.

    Use persistent documentation and communication to improve hardware disposal and recovery

    Warning! Poor hardware disposal and recovery practices can be caused by the following:

    1. Your IT team is too busy and stretched thin. Data disposal is one of many services your IT team is likely to have to deal with, but this service requires undivided attention. By standardizing hardware refreshes, you can instill more predictability with your hardware life cycles and better manage disposal.
    2. Poor inventory management. Outdated data and poor tracking practices can result in lost assets during the disposal phase. It only takes a single lost asset to cause a disastrous data breach in your supply chain.
    3. Obliviousness to disposal regulations. Electronic disposal and electronically stored data are governed by strict regulation.

    How do you improve your hardware disposal and recovery process?

    • A specific, controlled process needs to be in place to wipe all equipment and verify that it’s been wiped properly. Otherwise, companies will continue to spend money to protect data while equipment is in use, but overlook the dangerous implications of careless IT asset disposal. Create a detailed documentation process to track your assets every step of the way to ensure that data and applications are properly disposed of. Detailed documentation can also help bolster sustainability reporting for organizations wishing to track such data.
    • Better communication should be required. Most decommissioning or refresh processes use multiple partners for manufacturing, warehousing, data destruction, product resale, and logistics. Setting up and vetting these networks can take years, and even then, managing them can be like playing a game of telephone; transparency is key.

    Address three core challenges of asset disposal and recovery

    Asset Disposal

    Data Security

    Sixty-five percent of organizations cite data security as their top concern. Many data breaches are a result of hardware theft or poor data destruction practices.

    Choosing a reputable IT disposal company or data removal software is crucial to ensuring data security with asset disposal.

    Environmental

    Electronics contain harmful heavy metals such as mercury, arsenic, and cadmium.

    Disposal of e-waste is heavily regulated, and improper disposal can result in hefty fines and bad publicity for organizations.

    Residual value

    Many obsolete IT assets are simply confined to storage at their end of life.

    This often imposes additional costs with maintenance or storage fees and leaves a lot of value on the table through assets that could be sold or re-purposed within the organization.

    Identify challenges with IT asset recovery and disposal with a triple bottom line scorecard

    3.2.1 Identify challenges with IT asset recovery and disposal

    Participants

    • Infrastructure Director/Manager
    • Asset Manager
    • Service Desk Manager
    • Operations (optional)
    1. Divide the whiteboard into three boxes: Social, Economic, and Environmental.
    2. Divide each box into columns like the one shown below:
    Economic
    Challenge Objectives Targets Initiatives
    No data capture during disposal Develop reporting standards 80% disposed assets recorded Work with Finance to develop reporting procedure
    Idle assets Find resale market/dispose of idle assets 50% of idle assets disposed of within the year Locate resale vendor and disposal service
    1. Ask participants to list challenges associated with each area.
    2. Once challenges facing recovery and disposal have been exhausted from the group, assign a significance of 1-5 (1 being the lowest and 5 being the highest) to each challenge.
    3. Discuss the most significant challenges and how they might be addressed through the next steps of building recovery & disposal processes.

    Build a process for recovery and redeployment of hardware

    • Having hardware standards in place makes redeploying easier by creating a larger pool of possible users for a standardized asset.
    • Most redeployment activities will be carried out by the Help Desk as a service request ticket, so it is important to have clear communication and guidelines with the Help Desk as to which tasks need to be carried out as part of the request.

    Ensure the following are addressed:

    • Where will equipment be stored before being redeployed?
    • Will shipping be required and are shipping costs factored into analysis?
    • Ensure equipment is cleaned before it is redeployed.
    • Do repairs and reconfigurations need to be made?
    • How will software be removed and licenses harvested and reported to Software Asset Manager?
    • How will data be securely wiped and protected?

    The image shows a work process in flowchart format titled Equipment Recovery. The chart is divided into two sections, listed on the left: Business Manager/HR and Desktop Support Team.

    Define the process for safely disposing of assets that cannot be redeployed

    Asset Disposal Checklist

    1. Review the data stored on the device.
    2. Determine if there has been any sensitive or confidential information stored.
    3. Remove all sensitive/confidential information.
    4. Determine if software licenses are transferable.
    5. Remove any non- transferable software prior to reassignment.
    6. Update the department’s inventory record to indicate new individual assigned custody.
    7. In the event of a transfer to another department, remove data and licensed software.
    8. If sensitive data has been stored, physically destroy the storage device.
    • Define the process for retiring and disposing of equipment that has reached replacement age or no longer meets minimum conditions or standards.
    • Clearly define the steps that need to be taken both before and after the involvement of an ITAD partner.

    The image shows a flowchart titled Equipment Disposal. It is divided into two sections, labelled on the left as: Desktop Support Team and Asset Manager.

    Design hardware asset recovery and disposal workflows

    3.2.2 Design hardware asset recovery and disposal policies and workflows

    Participants

    • Infrastructure Director/Manager
    • Asset Manager
    • Service Desk Manager
    • Operations (optional)

    Document

    Document in the Standard Operating Procedures, Sections 11 and 12

    Document each step in the recovery and disposal process in two separate workflows using notecards or on a whiteboard. Identify the challenges faced by your organization and strategize potential solutions.

    1. Keeping in mind current challenges around hardware asset recovery and disposal, design the target state for both the asset recovery and disposal processes.
    2. Outline each step of the process and be as granular as possible.
    3. When you are satisfied that each step is accurately captured, use a second color of notecard to document any challenges, inefficiencies, or pains associated with each step. Consider further documenting the time on each task.
    4. Examine each challenge or pain point. Discuss whether or not there is a clear solution to the problem. If so, document the solution and amend the workflow. If not, engage in a broader discussion of possible solutions, taking into account people, processes, and available technology.
    5. Review the checklists on the previous slides to ensure all critical tasks are accounted for in your process workflows.

    Add equipment disposition to asset lifecycle decisions to meet environmental regulations and mitigate risk

    Although traditionally an afterthought in asset management, IT asset disposition (ITAD) needs to be front and center. Increase focus on data security and concern surrounding environmental sustainability and develop an awareness of the cost efficiencies possible through best-practices disposition.

    Optimized ITAD solutions:

    1. Protect sensitive or valuable data
    2. Support sustainability
    3. Focus on asset value recovery

    Info-Tech Insight

    A well-thought-out asset management program mitigates risk and is typically less costly than dealing with a large-scale data loss incident or an inappropriate disposal suit. Also, it protects your company’s reputation – which is difficult to put a price on.

    Partner with an ITAD vendor to support your disposition strategy

    Maximizing returns on assets requires knowledge and skills in asset valuation, upgrading to optimize market return, supply chain management, and packaging and shipping. It’s unlikely that the return will be adequate to justify that level of investment, so partnering with a full-service ITAD vendor is a no-brainer.

    • An ITAD vendor knows the repurpose and resale space better than your organization. They know the industry and have access to more potential buyers.
    • ITAD vendors can help your organization navigate costly environmental regulations for improper disposal of IT assets.

    Disposal doesn’t mean your equipment has to go to waste.

    Additionally, your ITAD vendor can assist with a large donation of hardware to a charitable organization or a school.

    Donating equipment to schools or non-profits may provide charitable receipts that can be used as taxable benefits.

    Before donating:

    • Ensure equipment is needed and useful to the organization.
    • Be prepared for an appraisal requirement. Receipts can only be issued for fair market value.
    • Prevent compromised data by thoroughly wiping or completely replacing drives.
    • Ensure official transfer of ownership to prevent liability if improper disposal practices follow.

    Info-Tech Insight

    Government assistance grants may be available to help keep your organization’s hardware up to date, thereby providing incentives to upgrade equipment while older equipment still has a useful life.

    Protect the organization by sufficiently researching potential ITAD partners

    Research ITAD vendors as diligently as you would primary hardware vendors.

    Failure to thoroughly investigate a vendor could result in a massive data breach, fines for disposal standards violations, or a poor resale price for your disposed assets. Evaluate vendors using questions such as the following:

    • Are you a full-service vendor or are you connected to a wholesaler?
    • Who are your collectors and processors?
    • How do you handle data wiping? If you erase the data, how many passes do you perform?
    • What do you do with the e-waste? How much is reused? How much is recycled?
    • Do you have errors and omissions insurance in case data is compromised?
    • How much will it cost to recycle or dispose of worthless equipment?
    • How much will I receive for assets that still have useful life?

    ITAD vendors that focus on recycling will bundle assets to ship to an e-waste plant – leaving money on the table.

    ITAD vendors with a focus on reuse will individually package salable assets for resale – which will yield top dollars.

    Info-Tech Insight

    To judge the success of a HAM overhaul, you need to establish a baseline with which to compare final results. Be sure to take HAM “snapshots” before ITAD partnering so it’s easy to illustrate the savings later.

    Work with ITAD partner or equipment supplier to determine most cost-effective method and appropriate time for disposal

    2-4 Two-to-four year hardware refresh cycle

    • Consider selling equipment to an ITAD partner who specializes in sales of refurbished equipment.
    • Consider donating equipment to schools or non-profits, possibly using an ITAD partner who specializes in refurbishing equipment and managing the donation process.

    5-7 Five-to-seven year hardware refresh cycle

    • At this stage equipment may still have a viable life, but would not be appropriate for school or non-profit donations, due to a potentially shorter lifespan. Consider selling equipment to an ITAD partner who has customers interested in older, refurbished equipment.

    7+ Seven or more years hardware refresh cycle

    • If keeping computers until they reach end of life, harvest parts for replacement on existing machines and budget for disposal fees.
    • Ask new computer supplier about disposal services or seek out ITAD partner who will disassemble and dispose of equipment in an environmentally responsible manner.

    Info-Tech Insight

    • In all cases, ensure hard drives are cleansed of data with no option for data recovery. Many ITAD partners will provide a drive erasure at DoD levels as part of their disposal service.
    • Many ITAD partners will provide analysts to help determine the most advantageous time to refresh.

    Ensure data security and compliance by engaging in reliable data wiping before disposition

    Failure to properly dispose of data can not only result in costly data breaches, but also fines and other regulatory repercussions. Choosing an ITAD vendor or a vendor that specializes in data erasure is crucial. Depending on your needs, there are a variety of data wiping methods available.

    Certified data erasure is the only method that leaves the asset’s hard drive intact for resale or donation. Three swipes is the bare minimum, but seven is recommended for more sensitive data (and required by the US Department of Defense). Data erasure applications may be destructive or non-destructive – both methods overwrite data to make it irretrievable.

    Physical destruction must be done thoroughly, and rigorous testing must be done to verify data irretrievability. Methods such as hand drilling are proven to be unreliable.

    Degaussing uses high-powered magnets to erase hard drives and makes them unusable. This is the most expensive option; degaussing devices can be purchased or rented.

    Info-Tech Best Practice

    Data wiping can be done onsite or can be contracted to an ITAD partner. Using an ITAD partner can ensure greater security at a more affordable price.

    Make data security a primary driver of asset disposition practices

    It is estimated that 10-15% of data loss cases result from insecure asset disposal. Protect yourself by following some simple disposition rules.

    1. Reconcile your data onsite
    • Verify that bills of landing and inventory records match before assets leave. Otherwise, you must take the receiver’s word on shipment contents.
  • Wipe data at least once onsite
    • Do at least one in-house data wipe before the assets leave the site for greater data security.
  • Transport promptly after data wiping
    • Prompt shipment will minimize involvement with the assets, and therefore, cost. Also, the chance of missing assets will drop dramatically.
  • Avoid third-party transport services
    • Reputable ITAD companies maintain strict chain of custody control over assets. Using a third party introduces unnecessary risk.
  • Keep detailed disposition records
    • Records will protect you in the event of an audit, a data loss incident, or an environmental degradation claim. They could save you millions.
  • Wipe all data-carrying items
    • Don’t forget cell phones, fax machines, USB drives, scanners, and printers – they can carry sensitive information that can put the organization at risk.
  • Only partner with insured ITAD vendors
    • You are never completely out of danger with regards to liability, but partnering with an insured vendor is potent risk mitigation.
  • Work these rules into your disposition policy to mitigate data loss risk.

    Support your HAM efforts with a comprehensive disposition policy

    3.2.3 Build a Hardware Asset Disposition Policy

    Implementation of a HAM program is a waste of time if you aren’t going to maintain it. Maintenance requires the implementation of detailed policies, training, and an ongoing commitment to proper management.

    Use Info-Tech’s Hardware Asset Disposition Policy to:

    1. Establish and define clear standards, procedures, and restrictions surrounding disposition.
    2. Ensure continual compliance with applicable data security and environmental legislation.
    3. Assign specific responsibilities to individuals or groups to ensure ongoing adherence to policy standards and that costs or benefits are in line with expectations.

    Phase 3 Guided Implementation

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 3: Maintain & Dispose

    Proposed Time to Completion: 4 weeks

    Start with an analyst kick-off call:

    • Discuss inventory management best practices.
    • Build process for moves, adds, and changes.
    • Build process for hardware maintenance.
    • Define policies for maintaining asset security.

    Then complete these activities…

    • Build a MAC policy and request form.
    • Build workflows to document user MAC processes.
    • Design processes and policies for hardware maintenance, warranty, and support documentation handling.
    • Build an asset security policy.

    With these tools & templates:

    • Standard Operating Procedures
    • Asset Security Policy

    Step 3.2: Dispose or Redeploy Assets

    Review findings with analyst:

    • Discuss when to dispose vs. redeploy assets.
    • Build process for redeploying vs. disposing of assets.
    • Review ITAD vendors.

    Then complete these activities…

    • Identify challenges with IT asset recovery and disposal.
    • Design hardware asset recovery and disposal workflows.
    • Build a hardware asset disposition policy.

    With these tools & templates:

    • Standard Operating Procedures
    • Asset Recovery Workflow
    • Asset Disposal Workflow
    • Hardware Asset Disposition Policy

    Phase 3 Insight: Not all assets are created equal. Taking a blanket approach to asset maintenance and security is time consuming and costly. Focus on the high-cost, high-use, and data-sensitive assets first.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    3.1.4 Revise or create an asset security policy

    Discuss asset security challenges within the organization; brainstorm reasons the challenges exist and process changes to address them. Document a new asset security policy.

    3.2.2 Design hardware asset recovery and disposal workflows

    Document each step in the hardware asset recovery and disposal process, including all decision points. Examine challenges and amend the workflow to address them.

    Phase 4

    Plan Budget Process and Build Roadmap

    Implement Hardware Asset Management

    Cisco deployed an enterprise-wide re-education program to implement asset management

    CASE STUDY

    Industry Networking

    Source Cisco IT

    Challenge

    Even though Cisco Systems had designed a comprehensive asset management program, implementing it across the enterprise was another story.

    An effective solution, complete with a process that could be adopted by everyone within the organization, would require extensive internal promotion of cost savings, efficiencies, and other benefits to the enterprise and end users.

    Cisco’s asset management problem was as much a cultural challenge as it was a process challenge.

    Solution

    The ITAM team at Cisco began discussions with departments that had been tracking and managing their own assets.

    These sessions were used as an educational tool, but also as opportunities to gather internal best practices to deploy across the enterprise.

    Eventually, Cisco introduced weekly meetings with global representation to encourage company-wide communication and collaboration.

    Results

    By establishing a process for managing PC assets, we have cut our hardware costs in half.” – Mark Edmonson, Manager – IT Services Expenses

    Cisco reports that although change was difficult to adopt, end-user satisfaction has never been higher. The centralized asset management approach has resulted in better contract negotiations through better data access.

    A reduced number of hardware and software platforms has streamlined tracking and support, and will only drive down costs as time goes on.

    Step 4.1: Plan Hardware Asset Budget

    Phase 4: Plan Budget & Build Roadmap

    4.1 Plan Budget

    4.2 Communicate & Build Roadmap

    This step will walk you through the following activities:

    4.1 Use Info-Tech’s HAM Budgeting Tool to plan your hardware asset budget

    This step involves the following participants:

    • IT Director
    • Asset Manager
    • Finance Department

    Step Outcomes

    • Know where to find data to budget for hardware needs accurately
    • Learn how to manage a hardware budget
    • Plan hardware asset budget with a budgeting tool

    Gain control of the budget to increase the success of HAM

    A sophisticated hardware asset management program will be able to uncover hidden costs, identify targets for downsizing, save money through redistributing equipment, and improve forecasting of equipment to help control IT spending.

    While some asset managers may not have experience managing budgets, there are several advantages to ITAM owning the hardware budget:

    • Be more involved in negotiating pricing with suppliers.
    • Build better relationships with stakeholders across the business.
    • Forecast requirements more accurately.
    • Inform benchmarks for hardware performance.
    • Gain more responsibility and have a greater influence on purchasing decisions.
    • Directly impact the reduction in IT spend.
    • Manage the asset database more easily and have a greater understanding of hardware needs.
    • Build a continuous rolling refresh.

    Use ITAM data to forecast hardware needs accurately and realistically

    Your IT budget should be realistic, accounting for business needs, routine maintenance, hardware replacement costs, unexpected equipment failures, and associated support and warranty costs. Know where to find the data you need and who to work with to forecast hardware needs as accurately as possible.

    What type of data should I take into account?

    Plan for:

    • New hardware purchases required
      • Planned refreshes based on equipment lifecycle
      • Inventory for break and fix
      • Standard equipment for new hires
      • Non-standard equipment required
      • Hardware for planned projects
      • Implementation and setup costs
      • Routine hardware implementation
      • Large hardware implementation for projects
      • Support and warranty costs

    Take into account:

    • Standard refresh cycle for each hardware asset
    • Amount of inventory to keep on hand
    • Length of time from procurement to inventory
    • Current equipment costs and equipment price increases
    • Equipment depreciation rates and resale profits

    Where do I find the information I need to budget accurately?

    • Work with HR to forecast equipment needs for new hires.
    • Work with the Infrastructure Manager to forecast devices and equipment needed for approved and planned projects.
    • Use the asset management database to forecast hardware refresh and replacement needs based on age and lifecycle.
    • Work with business stakeholders to ensure all new equipment needs are accounted for in the budget.

    Use Info-Tech’s HAM Budgeting Tool to plan your hardware asset budget

    4.1.1 Build HAM budget

    This tool is designed to assist in developing and justifying the budget for hardware assets for the upcoming year. The tool will allow you to budget for projects requiring hardware asset purchases as well as equipment requiring refresh and to adjust the budget as needed to accommodate both projects and refreshes. Follow the instructions on each tab to complete the tool.

    The hardware budget should serve as a planning and communications tool for the organization

    The most successful relationships have a common vocabulary. Thus, it is important to translate “tech speak” into everyday language and business goals and initiatives as you plan your budget.

    One of the biggest barriers that infrastructure and operations team face with regards to equipment budgeting is the lack of understanding of IT infrastructure and how it impacts the rest of the organization. The biggest challenge is to help the rest of the organization overcome this barrier.

    There are several things you can do to overcome this barrier:

    • Avoid using technical terms or jargon. Terms many would consider common knowledge, such as “WLAN,” are foreign to many.
    • Don’t assume the business knows how the technology you’re referring to will impact their day-to-day work. You will need to demonstrate it to them.
    • Help the audience understand the business impact of not implementing each initiative. What does this mean for them?
    • Discuss the options on the table in terms of the business value that the hardware can enable. Review how deferring refresh projects can impact user-facing applications, systems, and business unit operations.
    • Present options. If you can’t implement everything on the project list, present what you can do at different levels of funding.

    Info-Tech Insight

    Err on the side of inviting more discussion. Your budgeting process relies on business decision makers and receiving actionable feedback requires an ongoing exchange of information.

    Help users understand the importance of regular infrastructure refreshes

    Getting business users to support regular investments in maintenance relies on understanding and trust. Present the facts in plain language. Provide options, and clearly state the impact of each option.

    Example: Your storage environment is nearing capacity.

    Don’t:

    Explain the project exclusively in technical terms or slang.

    We’re exploring deduping technology as well as cheap solid state, SATA, and tape storage to address capacity.”

    Do:

    • Explain impact in terms that the business can understand.

    Deduplication technology can reduce our storage needs by up to 50%, allowing us to defer a new storage purchase.”

    • Be ready to present project alternatives and impacts.

    Without implementing deduplication technology, we will need to purchase additional storage by the end of the year at an estimated cost of $25,000.”

    • Connect the project to business initiatives and strategic priorities.

    This is a cost-effective technique to increase storage capacity to manage annual average data growth at around 20% per year.

    Step 4.2: Build Communication Plan and Roadmap

    Phase 4: Plan Budget & Build Roadmap

    4.1 Plan Budget

    4.2 Communicate & Build Roadmap

    This step will walk you through the following activities:

    4.2 Develop a HAM implementation roadmap

    This step involves the following participants:

    • CIO
    • IT Director
    • Asset Manager
    • Service Desk Manager

    Step Outcomes

    • Documented end-user hardware asset management policies
    • Communications plan to achieve support from end users and other business units
    • HAM implementation roadmap

    Educate end users through ITAM training to increase program success

    As part of your communication plan and overall HAM implementation, training should be provided to end users within the organization.

    All facets of the business, from management to new hires, should be provided with ITAM training to help them understand their role in the project’s success.

    ITAM solutions are complex by nature with both business process and technical knowledge required to use them correctly. Keep the message appropriate to the audience – end users don’t need to know the complete process, but will need to know policy and how to request.

    Management may have priorities that appear to clash with new processes. Engage management by making them aware of the benefits and importance of ITAM. Include the benefits and consequences of not implementing ITAM in your education approach. Encourage them to support efforts by reinforcing your messages to end users.

    New hires should have ITAM training bundled into their onboarding process. Fresh minds are easier to train and the ITAM program will be seen as an organizational standard, not merely a change.

    Policy documents can help summarize end users’ obligations and clarify processes. Consider an IT Resources Acceptable UsePolicy.

    "The lowest user is the most important user in your asset management program. New employees are your most important resource. The life cycle of the assets will go much smoother if new employees are brought on board." – Tyrell Hall, ITAM Program Coordinator

    Info-Tech Insight

    During training, you should present the material through the lens of “what’s in it for me?” Otherwise, you risk alienating end users through implementing organizational change viewed as low value.

    Include policy design and enforcement in your communication plan

    • Hardware asset management policies should define the actions to be taken to protect and preserve technology assets from failure, loss, destruction, theft, or damage.
    • Implementing asset management policies enforces the notion that the organization takes its IT assets and the management of them seriously, and will help ensure the benefits of ITAM are achieved.
    • Designing, approving, documenting, and adopting one set of standard ITAM policies for each department to follow will ensure the processes are enforced equally across the organization.
    • Good ITAM policies answer the “what, how, and why” of IT asset management, provide the means for ITAM governance, and provide a basis for strategy and decision making.

    Info-Tech Insight

    Use policy templates to jumpstart your policy development and ensure policies are comprehensive, but be sure to modify and adapt policies to suit your corporate culture or they will not gain buy-in from employees. For a policy to be successful, it must be a living document and have participation and involvement from the committees and departments to whom it will pertain.

    Use Info-Tech’s policy templates to build HAM policies

    4.2.1 Build HAM policies

    Use these HAM policy templates to get started:

    Information Technology Standards Policy

    This policy establishes standards and guidelines for a company’s information technology environment to ensure the confidentiality, integrity, and availability of company computing resources.

    Desktop Move/Add/Change Policy

    This desktop move/add/change policy is put in place for users to request to change their desktop computing environments. This policy applies configuration changes within a company.

    Purchasing Policy

    The purchasing policy helps to establish company standards, guidelines, and procedures for the purchase of all information technology hardware, software, and computer-related components as well as the purchase of all technical services.

    Hardware Asset Disposition Policy

    This policy assists in creating guidelines around disposition in the last stage of the asset lifecycle.

    Additional policy templates

    Info-Tech Insight

    Use policy templates to jumpstart your policy development and ensure policies are comprehensive, but modify and adapt them to suit your corporate culture or they will not gain buy-in from employees. For a policy to be successful, it must be a living document and have participation from the committees and departments to whom it will pertain.

    Create a communication plan to achieve end-user support and adherence to policies

    Communication is crucial to the integration and overall implementation of your ITAM program. An effective communication plan will:

    • Gain support from management at the project proposal phase.
    • Create end-user buy-in once the program is set to launch.
    • Maintain the presence of the program throughout the business.
    • Instill ownership throughout the business from top-level management to new hires.

    Use the variety of components as part of your communication plan in order to reach the organization.

    1. Advertise successes.
    • Regularly demonstrate the value of the ITAM program with descriptive statistics focused on key financial benefits.
    • Share data with the appropriate personnel; promote success to obtain further support from senior management.
  • Report and share asset data.
    • Sharing detailed asset-related reports frequently gives decision makers useful data to aid in their strategy.
    • These reports can help your organization prepare for audits, adjust asset budgeting, and detect unauthorized assets.
  • Communicate the value of ITAM.
    • Educate management and end users about how they fit into the bigger picture.
    • Individuals need to know that their behaviors can adversely affect data quality and, ultimately, lead to better decision making.
  • Develop a communication plan to convey the right messages

    4.2.2 Develop a communication plan to convey the right messages

    Participants

    • CIO
    • IT Director
    • Asset Manager
    • Service Desk Manager

    Document

    Document in the HAM Communication Plan

    1. Identify the groups that will be affected by the HAM program as those who will require communication.
    2. For each group requiring a communication plan, identify the following:
    • Benefits of HAM for that group of individuals (e.g. better data, security).
    • The impact the change will have on them (e.g. change in the way a certain process will work).
    • Communication method (i.e. how you will communicate).
    • Timeframe (i.e. when and how often you will communicate the changes).
  • Complete this information in a table like the one below and document in the Communication Plan.
  • Group Benefits Impact Method Timeline
    Service Desk Improve end-user device support Follow new processes Email campaign 3 months
    Executives Mitigate risks, better security, more data for reporting Review and sign off on policies
    End Users Smoother request process Adhere to device security and use policies
    Infrastructure Faster access to data and one source of truth Modified processes for centralized procurement and inventory

    Implement ITAM in a phased, constructive approach

    • One of the most difficult decisions to make when implementing ITAM is: “where do we start?”
    • The pyramid to the right mirrors Maslow’s hierarchy of needs. The base is the absolute bare minimum that should be in place, and each level builds upon the previous one.
    • As you track up the pyramid, your ITAM program will become more and more mature.

    Now that your asset lifecycle environment has been constructed in full, it’s time to study it. Gather data about your assets and use the results to create reports and new solutions to continually improve the business.

    • Asset Data
    • Asset Protection: safely protect and dispose of assets once they are mass distributed throughout your organization.
    • Asset Distribution: determine standards for asset provisioning and asset inventory strategy.
    • Asset Gathering: define what assets you will procure, distribute, and track. Classifying your assets by tier will allow you to make decisions as you progress up the pyramid.

    ↑ ITAM Program Maturity

    Integrate your HAM program into the organization to assist its implementation

    The HAM program cannot perform on its own – it must be integrated with other functional areas of the organization in order to maintain its stability and support.

    • Effective IT asset management is supported by a comprehensive set of processes as part of its implementation.
    • For example, integration with the purchasing/procurement team is required to gather hardware and software purchase data to control asset costs and mitigate software license compliance risk.
    • Integration with Finance is required to support internal cost allocations and charge backs.

    To integrate your ITAM program into your organization effectively, a clear implementation roadmap needs to be designed. Prioritize “quick wins” in order to demonstrate success to the business early and gain buy-in from your team. Long-term goals should be designed that will be supported by the outcomes of the short-term gains of your ITAM program.

    Short-term goal Long-term goal
    Identify inventory classification and tool (hardware first) Hardware contract data integration (warranty, maintenance, lease)
    Create basic ITAM policies and processes Continual improvement through policy impact review and revision
    Implement ITAM auto-discovery tools Software compliance reports, internal audits

    Info-Tech Insight

    Installing an ITAM tool does not mean you have an effective asset management program. A complete solution needs to be built around your tool, but the strength of ITAM comes from processes embedded in the organization that are shaped and supported by your ITAM data.

    Develop an IT hardware asset management implementation roadmap

    4.2.3 Develop a HAM implementation roadmap

    Participants

    • CIO
    • IT Director
    • Asset Manager
    • Service Desk Manager

    Document

    Document in the IT Hardware Asset Management Implementation Roadmap

    1. Identify up to five streams to work on initiatives for the hardware asset management project.
    2. Fill out key tasks and objectives for each process. Assign responsibility for each task.
    3. Select a start date and end date for each task. See tab 1 of the tool for instructions on which letters to input for each stage of the process.
    4. Once your list is complete, open tab 3 of the tool to see your completed sunshine diagram.
    5. Keep this diagram visible for your team and use it as a guide to task completion as you work towards your future-state value stream.

    Focus on continual improvement to sustain your ITAM program

    Periodically review the ITAM program in order to achieve defined goals, objectives, and benefits.

    Act → Plan → Do → Check

    Once ITAM is in place in your organization, a focus on continual improvement creates the following benefits:

    • Remain in sync with the business: your asset management program reflects the current and desired future states of your organization at the time of its creation. But the needs of the business change. As mentioned previously, asset management is a dynamic process, so in order for your program to keep pace, a focus on continual improvement is needed.
      • For example, imagine if your organization had designed your ITAM program before cloud-based solutions were an option. What if your asset classification scheme did not include personal devices or tablets or your asset security policy lacked a section on BYOD?
    • Create funding for new projects through ITAM continual improvement: one of the goals is to save money through more efficient use of your assets by “sweating” out underused hardware and software.
      • It may be tempting to simply present the results to Finance as savings, but instead, describe the results as “available funds for other projects.” Otherwise, Finance may view the savings as a nod to restrict IT’s budget and allocate funds elsewhere. Make it clear that any saved funds are still required, albeit in a different capacity.

    Info-Tech Best Practice

    Look for new uses for ITAM data. Ask management what their goals are for the next 12-18 months. Analyze the data you are gathering and determine how your ITAM data can assist with achieving these goals.

    Phase 4 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Step 4.1: Plan Budget

    Start with an analyst kick-off call:

    • Know where to find data to budget for hardware needs accurately.
    • Learn how to manage a hardware budget.

    Then complete these activities…

    • Plan hardware asset budget.

    With these tools & templates:

    HAM Budgeting Tool

    Step 4.2: Communicate & Roadmap

    Review findings with analyst:

    • Develop policies for end users.
    • Build communications plan.
    • Build an implementation roadmap.

    Then complete these activities…

    • Build HAM policies.
    • Develop a communication plan.
    • Develop a HAM implementation roadmap.

    With these tools & templates:

    HAM policy templates

    HAM Communication Plan

    HAM Implementation Roadmap

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    4.1.1 Build a hardware asset budget

    Review upcoming hardware refresh needs and projects requiring hardware purchases. Use this data to forecast and budget equipment for the upcoming year.

    4.2.2 Develop a communication plan

    Identify groups that will be affected by the new HAM program and for each group, document a communications plan.

    Insight breakdown

    Overarching Insights

    HAM is more than just tracking inventory. A mature asset management program provides data for proactive planning and decision making to reduce operating costs and mitigate risk.

    ITAM is not just IT. IT leaders need to collaborate with Finance, Procurement, Security, and other business units to make informed decisions and create value across the enterprise.

    Treat HAM like a process, not a project. HAM is a dynamic process that must react and adapt to the needs of the business.

    Phase 1 Insight

    For asset management to succeed, it needs to support the business. Engage business leaders to determine needs and build your HAM program around these goals.

    Phase 2 Insight

    Bridge the gap between IT and Finance to build a smoother request and procurement process through communication and routine reporting. If you’re unable to affect procurement processes to reduce time to deliver, consider bringing inventory onsite or having your hardware vendor keep stock, ready to ship on demand.

    Phase 3 Insight

    Not all assets are created equal. Taking a blanket approach to asset maintenance and security is time consuming and costly. Focus on the high-cost, high-use, and data-sensitive assets first.

    Phase 4 Insight

    Deploying a fancy ITAM tool will not make hardware asset management implementation easier. Implementation is a project that requires you focus on people and process first – the technology comes after.

    Related Info-Tech research

    Implement Software Asset Management

    Build an End-User Computing Strategy

    Find the Value – and Remain Valuable – With Cloud Asset Management

    Consolidate IT Asset Management

    Harness Configuration Management Superpowers

    IT Asset Management Market Overview

    Bibliography

    Chalkley, Martin. “Should ITAM Own Budget?” The ITAM Review. 19 May 2011. Web.

    “CHAMP: Certified Hardware Asset Management Professional Manual.” International Association of Information Technology Asset Managers, Inc. 2008. Web.

    Foxen, David. “The Importance of Effective HAM (Hardware Asset Management).” The ITAM Review. 19 Feb. 2015. Web.

    Foxen, David. “Quick Guide to Hardware Asset Tagging.” The ITAM Review. 5 Sep. 2014. Web.

    Galecki, Daniel. “ITAM Lifecycle and Savings Opportunities – Mapping out the Journey.” International Association of IT Asset Managers, Inc. 16 Nov. 2014. Web.

    “How Cisco IT Reduced Costs Through PC Asset Management.” Cisco IT Case Study. 2007. Web.

    Irwin, Sherry. “ITAM Metrics.” The ITAM Review. 14 Dec. 2009. Web.

    “IT Asset and Software Management.” ECP Media LLC, 2006. Web.

    Rains, Jenny. “IT Hardware Asset Management.” HDI Research Brief. May 2015. Web.

    Riley, Nathan. “IT Asset Management and Tagging Hardware: Best Practices.” Samanage Blog. 5 March 2015. Web.

    “The IAITAM Practitioner Survey Results for 2016 – Lean Toward Ongoing Value.” International Association of IT Asset Managers, Inc. 24 May 2016. Web.

    Become a Strategic CIO

    • Buy Link or Shortcode: {j2store}80|cart{/j2store}
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    • Parent Category Name: IT Strategy
    • Parent Category Link: /it-strategy
    • As a CIO, you are currently operating in a stable and trusted IT environment, but you would like to advance your role to strategic business partner.
    • CIOs are often overlooked as a strategic partner by their peers, and therefore face the challenge of proving they deserve a seat at the table.

    Our Advice

    Critical Insight

    • To become a strategic business partner, you must think and act as a business person that works in IT, rather than an IT person that works for the business.
    • Career advancement is not a solo effort. Building relationships with your executive business stakeholders will be critical to becoming a respected business partner.

    Impact and Result

    • Create a personal development plan and stakeholder management strategy to accelerate your career and become a strategic business partner. For a CIO to be considered a strategic business partner, he or she must be able to:
      • Act as a business person that works in IT, rather than an IT person that works for the business. This involves meeting executive stakeholder expectations, facilitating innovation, and managing stakeholder relationships.
      • Align IT with the customer. This involves providing business stakeholders with information to support stronger decision making, keeping up with disruptive technologies, and constantly adapting to the ever-changing end-customer needs.
      • Manage talent and change. This involves performing strategic workforce planning, and being actively engaged in identifying opportunities to introduce change in your organization, suggesting ways to improve, and then acting on them.

    Become a Strategic CIO Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should become a strategic CIO, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Launch

    Analyze strategic CIO competencies and assess business stakeholder satisfaction with IT using Info-Tech's CIO Business Vision Diagnostic and CXO-CIO Alignment Program.

    • Become a Strategic CIO – Phase 1: Launch

    2. Assess

    Evaluate strategic CIO competencies and business stakeholder relationships.

    • Become a Strategic CIO – Phase 2: Assess
    • CIO Strategic Competency Evaluation Tool
    • CIO Stakeholder Power Map Template

    3. Plan

    Create a personal development plan and stakeholder management strategy.

    • Become a Strategic CIO – Phase 3: Plan
    • CIO Personal Development Plan
    • CIO Stakeholder Management Strategy Template

    4. Execute

    Develop a scorecard to track personal development initiatives.

    • Become a Strategic CIO – Phase 4: Execute
    • CIO Strategic Competency Scorecard
    [infographic]

    Workshop: Become a Strategic CIO

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Assess Competencies & Stakeholder Relationships

    The Purpose

    Gather and review information from business stakeholders.

    Assess strategic CIO competencies and business stakeholder relationships.

    Key Benefits Achieved

    Gathered information to create a personal development plan and stakeholder management strategy.

    Analyzed the information from diagnostics and determined the appropriate next steps.

    Identified and prioritized strategic CIO competency gaps.

    Evaluated the power, impact, and support of key business stakeholders.

    Activities

    1.1 Conduct CIO Business Vision diagnostic

    1.2 Conduct CXO-CIO Alignment program

    1.3 Assess CIO competencies

    1.4 Assess business stakeholder relationships

    Outputs

    CIO Business Vision results

    CXO-CIO Alignment Program results

    CIO competency gaps

    Executive Stakeholder Power Map

    2 Take Control of Your Personal Development

    The Purpose

    Create a personal development plan and stakeholder management strategy.

    Track your personal development and establish checkpoints to revise initiatives.

    Key Benefits Achieved

    Identified personal development and stakeholder engagement initiatives to bridge high priority competency gaps.

    Identified key performance indicators and benchmarks/targets to track competency development.

    Activities

    2.1 Create a personal development plan

    2.2 Create a stakeholder management strategy

    2.3 Establish key performance indicators and benchmarks/targets

    Outputs

    Personal Development Plan

    Stakeholder Management Strategy

    Strategic CIO Competency Scorecard

    Diagnose Brand Health to Improve Business Growth

    • Buy Link or Shortcode: {j2store}564|cart{/j2store}
    • member rating overall impact: N/A
    • member rating average dollars saved: N/A
    • member rating average days saved: N/A
    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions
    • Low number and quality of leads generated, poor conversion rates, and declining customer retention and loyalty
    • Higher customer acquisition vs. marketing costs
    • Difficulties attracting and keeping talent, partners, and investors
    • Slow or low growth and devaluation of the brand due to low brand equity

    Our Advice

    Critical Insight

    • The Brand: Intangible, yet a company’s most valuable asset.
    • Data-driven decisions for a strong brand.
    • Investing in brand-building efforts means investing in your success.

    Impact and Result

    • Increase brand awareness and equity.
    • Build trust and improve customer retention and loyalty.
    • Achieve higher and faster growth.

    Diagnose Brand Health to Improve Business Growth Research & Tools

    Diagnose Brand Health to Improve Business Growth Executive Brief – A deck to help diagnose brand health to improve business growth.

    In this executive brief, you will discover the importance of a strong brand on the valuation, growth, and sustainability of your company. You will also learn about SoftwareReviews' approach to assessing current performance and gaining visibility into areas of improvement.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Brand Diagnostic and Analysis Tool Kit

    A comprehensive set of tools to gather and interpret qualitative and quantitative brand performance metrics.

    • Brand Diagnostic Tool - Digital Metrics Analysis Template
    • Brand Diagnostic Tool - Financial Metrics Analysis Template
    • Brand Diagnostic Tool Survey and Interview Questionnaires and Lists Template
    • Survey Emails Best Practices Guidelines
    • Brand Diagnostic Tool - External and Internal Factors Metrics Analysis Template

    2. Brand Diagnostic Executive Presentation

    Fully customizable, pre-built PowerPoint presentation template to communicate the results of the brand performance diagnostic, areas of improvement and trends, as well as your recommendations. It will also allow you to identify and align executive members and key stakeholders on next steps, and set priorities.

    • Brand Diagnostic - Executive Presentation Template

    Infographic

    Further reading

    Diagnose Brand Health to Improve Business Growth

    Have a significant and well-targeted impact on business success and growth by knowing how your brand performs, identifying areas of improvement, and making data-driven decisions to fix it.

    EXECUTIVE BRIEF

    SoftwareReviews is a division of Info-Tech Research Group Inc., a world-class IT research and consulting firm established in 1997.
    Backed by two decades of IT research and advisory experience, SoftwareReviews offers the most comprehensive insight into the enterprise software landscape and client-vendor relationships.

    Analyst Perspective

    Brand Diagnostic and Monitoring

    In the ever-changing market landscape in which businesses operate, it is imperative to ensure that the brand stays top of mind and quickly adapts. Having a good understanding of where the brand stands and how it performs has become crucial for any company to stand out from its competitors and succeed in a crowded and very dynamic market.

    Unfortunately, the brand does not always receive the attention and importance it deserves, leaving it vulnerable to becoming outdated and unclear to the target audience and to losing its equity.

    Knowing how the brand is perceived, as opposed to how individuals within an organization perceive it, addressing any brand-related issues in a timely manner, and implementing processes to continuously monitor its performance have become key tactics for any company that wants to thrive in today's highly competitive market.

    Photo of Nathalie Vezina, Marketing Research Director, SoftwareReviews Advisory.

    Nathalie Vezina
    Marketing Research Director
    SoftwareReviews Advisory

    Executive Summary

    Your Challenge

    Because it is vulnerable to becoming outdated and unclear to the target audience and to losing its equity, it is essential to ensure that the brand is performing well and to be attentive to these signs of a weakened brand:

    • Low number and quality of leads generated, poor conversion rates, and declining customer retention and loyalty
    • Lack of understanding of the value proposition; lack of interest and interaction with the brand
    • Higher customer acquisition/marketing costs
    • Difficulties attracting and keeping talent, partners, or future investors
    • Low/slow growth; devaluation of the brand due to low brand equity
    Common Obstacles

    Building a strong brand is an everyday challenge, and brand leaders often face what may seem like overwhelming obstacles in achieving their goal. Here are some of the roadblocks they regularly face:

    • Limited visibility on brand perception and overall performance
    • Insufficient supporting information to make clear, undisputable data-driven decisions and convince key stakeholders how to improve brand performance
    • Limited resources (time, budget, headcount, tools) to diagnose, measure, and execute
    • Stakeholders may not be fully aware of the benefits of a strong brand and the impacts that a weak brand can have on the overall performance of the business
    SoftwareReviews’ Approach

    This SoftwareReviews blueprint provides the guidance and tools required to perform a thorough brand diagnostic and enable brand leaders to:

    • Know how the brand performs; pinpoint gaps and areas for improvement
    • Make clear, data-driven recommendations and decisions on how to fix and optimize the brand
    • Communicate, convince key stakeholders, and align on proposed solutions to optimize the brand’s performance
    • Continuously monitor and optimize the brand

    SoftwareReviews Advisory Insight

    The brand is a company’s most valuable asset that should never fall into disrepair. In fact, business leaders should ensure that at least half of their marketing budget is allocated to brand-building efforts.

    What is a brand?

    The brand – both intangible and the most valuable asset for businesses.

    Despite its intangible nature, the brand is at the heart of every business, small and large, around which rotates what drives business success and growth.

    While measuring its real value on the marketplace can be difficult, a brand with high salience will attract and retain customers for as long as it keeps evolving and adapting to its dynamic environment.

    Up to 90% of the total market value of companies is based on intangible assets, such as brand recognition. (Source: Ocean Tomo, 2020)

    Multiple bubbles with the biggest bubble highlighted and labelled 'BRAND'. The other bubbles say 'IDENTITY', 'LOYALTY', 'TRUST', 'STRATEGY', 'GROWTH', 'AWARENESS', and 'VALUE'.

    What makes a brand strong?

    Perception Matters

    The brand reflects the image of a company or a product. The values it conveys and how it’s being perceived have a direct impact on a brand's ability to stand out and grow.

    A brand is strong when it:

    • Projects a positive image
    • Has a clear positioning and value proposition
    • Is authentic and inspiring
    • Conveys values that resonates
    • Is socially engaged
    • Builds awareness
    • Is consistent
    • Delivers on its promise
    • Inspires trust
    “In the past, a brand is what a company told you it was. Today, a brand is what people tell each other it is.” (Source: Mark Schaefer, 2019)

    Investing in building a brand, a top priority for businesses

    Company Valuation

    Branding has become a top priority for companies to increase the value of their business in the marketplace. A good market value is essential to attract and retain investors, obtain future rounds of financing, grow by acquisition, and find buyers.

    The more equity a brand gains, the higher its market value, despite the company’s annual revenue. While annual revenue is factored in the equation, the equity of the brand has a greater impact on the market value. A brand whose market value is lower than its revenue is an important indicator that the brand is weakened and needs to be addressed.

    Revenue and Growth

    Most successful companies are investing heavily in building their brand, and for good reason. A strong brand will deliver the right messaging, and a unique and clear value proposition will resonate with its audience and directly impact customer acquisition costs, outperform competition, enable higher pricing, and increase sales volume and customer lifetime value.

    A strong brand also helps develop partner channels, attract and engage high-value partners, and allow for actionable and incremental KPIs.

    Talent Acquisition and Retention

    Brands with strong values are more attractive to highly skilled talent without having to offer above-market salaries. In addition, when a brand inspires pride and shares common values with employees, it increases their motivation and the company’s retention rate.

    Retaining employees within the company allows for the development of talent and retention of knowledge within the organization, thus contributing to the sustainability of the organization.

    It's no wonder that employer branding has become an essential element of human resources strategies.

    “Sustainable Living Brands are growing 69% faster than the rest of the business and delivering 75% of the company’s growth.” (Source: Unilever, 2019, qtd. in Deloitte, 2021)

    Symptoms of a weakened brand

    Know if your brand is suffering and needs to be fixed.

    Brand leaders experiencing one or more of these brand-related symptoms should consider rebranding or optimizing their brand:
    • Low number and quality of leads generated, poor conversion rates, and declining customer retention and loyalty
    • Higher customer acquisition vs. marketing costs
    • Difficulties attracting and keeping talent, partners, and investors
    • Slow or low growth and devaluation of the brand due to low brand equity

    With visibility into your brand and the supporting data that provides a thorough diagnostic of the brand, combined with ongoing brand performance monitoring, you will have all the information you need to help you drive the brand forward, have a significant impact on business growth, and stand out as a brand leader.

    The largest software companies have an average market cap of 18X their revenue (Source: Companies Market Cap, May 2022)

    Building a strong brand, an everyday challenge

    Brand leaders are often faced with overwhelming obstacles in building a strong brand.

    Limited visibility on brand perception and overall performance Insufficient information to make clear, undisputable data-driven decisions and convince key stakeholders how to improve brand performance Stock image of a person pulling a boulder.
    Misunderstanding of the benefits of a strong brand and negative impacts of a weak brand on business valuation and growth Limited resources (time, budget, headcount, tools) to diagnose, measure, and execute
    Only
    54%
    of businesses have a B2B brand program in place for measuring brand perceptions. (Source: B2B International, 2016) Only
    4%
    of B2B marketing teams measure the impact of their marketing/brand building efforts beyond six months. (Source: LinkedIn’s B2B Institute, 2019) 50%
    of marketing budget is what successful brands spend on average on brand-building efforts. (Source: Les Binet and Peter Field, 2018)
    82% of investors say name recognition is an important factor guiding them in their investment decisions. (Source: Global Banking & Finance Review, 2018) 77% of B2B marketers say branding is crucial for growth. (Source: Circle Research)

    Making brand performance visible

    Implement data-driven strategies and make fact-based decisions to continuously optimize brand performance.

    Diagnose your brand’s health
    Know how your brand is being perceived and have visibility on its performance.
    Cycle titled 'BRAND' with steps 'Diagnose', 'Identify', 'Fix', 'Keep Monitoring' and back to 'Diagnose'. Identify trends and areas of improvement
    Rely on undisputable and reliable data to make clear decisions and educate and communicate with key stakeholders.
    Keep monitoring your brand’s performance
    Stay on top of the game and keep away competitors by continuously monitoring your brand’s health.
    Fix issues with your brand in a timely manner
    Don’t lose the momentum. Achieve better results and have a greater impact on your success and chances to grow.

    Qualitative and quantitative brand performance measures

    Segmented by SoftwareReviews Advisory into three categories for a comprehensive diagnostic.

    Icon of a megaphone. Icon of a head with puzzle pieces. Icon of coins.
    Brand Equity
    • Awareness
    • Perception
    • Positioning
    • Recognition/recall
    • Trust
    Buyer’s Behavior
    • Interaction with the brand
    • Preference
    • Purchase intent
    • Product reviews
    • Social engagement
    • Website traffic
    • Lead generation
    Financial
    • Revenue
    • Profit margin
    • Customer lifetime value (CLV)
    • Customer acquisition cost (CAC)
    • Intangible asset market value (IAMV)

    Benefits of a strong and healthy brand

    A healthy brand is the foundation of your success.

    Ensure a better understanding of the value proposition and positioning Drive more interest, interaction, and traction Increase brand awareness and equity Generate higher number and quality of leads
    Achieve higher and faster conversion rate Build trust and improve customer retention and loyalty Attract and keep talent, partners, and investors Achieve higher and faster growth

    Visual explaining the brand diagnostic methodology: 1. data collection and analysis; and 2. presentation and alignment. Outcomes: gain visibility into the brand's performance, highlight areas for improvement, and make data-driven decisions.

    Who benefits from diagnosing the brand?

    This Research Is Designed for:

    Brand leaders who are looking to:

    • Detect and monitor brand performance, issues, trends, and areas of improvement
    • Optimize and fix their brand
    • Develop strategies, and make recommendations and decisions based on facts
    • Get the support they need from key stakeholders
    This Research Will Help You:
    • Get the visibility you need on your brand’s performance
    • Pinpoint brand issues, trends, and areas of improvement
    • Develop data-driven strategies, and make recommendations and decisions based on facts
    • Communicate with and convince key stakeholders
    • Get the support you need from key stakeholders
    • Put in place new diagnostic and monitoring processes to continually improve your brand
    This Research Will Also Assist:
    • Sales with qualified lead generation and customer retention and loyalty
    • Human Resources in their efforts to attract and retain talent
    • The overall business with growth and increased market value
    This Research Will Help Them:
    • Have a better understanding of the importance of a strong brand on business growth and valuation
    • Align on next steps

    SoftwareReviews’ Brand Diagnostic Methodology

    0. Communication & Alignment 1. Data Collection 2. Data Analysis & Interpretation 3. Report & Presentation
    Phase Steps
    1. Engage and unify the team
    2. Communicate and present
    3. Align on next steps
    1. Identify and document internal and external changes affecting the brand
    2. Conduct internal and external brand perception surveys
    3. Gather customer loyalty feedback
    4. Collect digital performance metrics
    1. Analyze data collected
    2. Identify issues, trends, gaps, and inconsistencies
    3. Compare data with current brand statement
    1. Build report with recommendations
    2. Prioritize brand fixes from high to low positive impact
    3. Build presentation
    Phase Outcomes
    • Importance of the brand is recognized
    • Endorsement and prioritization
    • Support and resources
    • All relevant data/information is collected in one place
    • Visibility on the performance of the brand
    • All the data in hand to support recommendations and make informed decisions
    • Visibility and clear understanding of the brand’s health and how to fix or improve its performance

    Insight summary

    The Brand: Intangible, yet a company’s most valuable asset

    Intangible assets, such as brand recognition, account for almost all of a company’s value.1 Despite its intangible nature, the brand is at the heart of every business and has a direct impact on business growth, profitability, and revenue. While measuring its real value on the marketplace can be difficult, a brand with high traction will attract customers and keep them for as long as it keeps evolving and adapting to its dynamic environment.

    Making brand issues visible

    Having a clear understanding of how the brand performs has become crucial for any company that wants to stand out from its competitors and succeed in a crowded and highly dynamic marketplace.

    Data-driven decisions for a strong brand

    Intuition-based or uninformed decisions are obsolete. Brand leaders must base their decisions on facts to be able to convince key stakeholders.

    Building a strong brand, an everyday challenge

    Brand leaders often face overwhelming obstacles building strong brands. They need guidance and tools to support them to drive the business forward.

    Get team buy-in and alignment

    Brand leaders must ensure that the key stakeholders are aware of the importance of a strong brand to business growth and value increase and that they are aligned and committed to the efforts required to build a successful brand.

    Investing in brand-building efforts means investing in your success

    Successful business leaders allocate at least half of their marketing budget2 to brand-building efforts, enabling them to set themselves apart, significantly increase their market share, grow their business, and thrive in a highly competitive marketplace.

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with a SoftwareReviews Marketing Analyst to help implement our best practices in your organization.

    Your engagement managers will work with you to schedule analyst calls.

    What does a typical GI on this topic look like?

    Brand Diagnostic

    Data Analysis & Interpretation

    Report & Presentation Building

    Communication & Alignment

    Call #1: Discuss concept and benefits of performing a brand diagnostic. Identify key stakeholders. Anticipate concerns and objections.

    Call #2: Discuss how to use the tool. Identify resources and internal support needed.

    Call #3: Review results. Discuss how to identify brand issues, areas of improvement, and trends based on data collected and to interpret key metrics.

    Call #4 (optional): Continue discussion from call #3.

    Call #5: Discuss recommendations and best practices to fix the issues identified and resources required.

    Call #6: Discuss purpose and how to build the report and presentation, Prioritize the brand fixes from high to low positive impact.

    Call #7 (optional): Follow up with call on report and presentation preparation.

    Call #8: Discuss key points to focus on when presenting to key stakeholders and the desired outcome.

    Call #9: Discuss how to leverage brand diagnostic tools now in place and the benefits of continuously monitoring the brand.

    Call #10: Debrief and determine how we can help with next steps.

    Key deliverable:

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Brand Diagnostic Presentation Template

    Sample of the key deliverable, the Brand Diagnostic Presentation Template.

    Pre-built and fully customizable PowerPoint template to communicate key findings, areas of improvements, and recommendations to key stakeholders, align on next steps, and prioritize.

    Brand Diagnostic Report Dashboard

    Sample of the Brand Diagnostic Report Dashboard deliverable.

    Auto-filling dashboard built into the Brand Diagnostic Tool Kit. Ready to be saved and shared as a PDF.

    Brand Diagnostic Tool Kit

    Sample of the Brand Diagnostic Tool Kit deliverable.

    Comprehensive Excel Workbook to gather and interpret brand performance metrics. Includes survey questionnaires.

    Bibliography

    “71% of Consumers More Likely to Buy a Product or Service From a Name They Recognise.” Global Banking & Finance Review, 5 December 2018. Web.

    B2B Marketing Leaders Report. Circle Research, n.d. Web.

    Binet, Les, and Peter Field. Effectiveness In Context: A manual for Brand Building. Institute of Practitioners in Advertising, 12 October 2018. Ebook.

    “Current Trends in the World of B2B Marketing, 2016 Survey.” B2B International, 2016. Web.

    Intangible Asset Market Value Study. Ocean Tomo, July 2020. Web.

    Largest Software Companies By Market Cap. Companies Market Cap, May 2022. Web.

    “Unilever, purpose-led brands outperform.” Unilever, 6 October 2019. Web. qtd. in Kounkel, Suzanne, Amy Silverstein, and Kathleen Peeters. “2021 Global Marketing Trends.” Deloitte Insights, 2020. Web.

    Schaefer, Mark. “The Future Of Branding Is Human Impressions.” Mark Schaefer Blog, 3 June 2019. Web.

    The 5 Principles Of Growth In B2B Marketing - Empirical Observations on B2B Effectiveness. LinkedIn B2B Institute, 2019. Web.

    Visual explaining the brand diagnostic methodology: 1. data collection and analysis; and 2. presentation and alignment. Outcomes: gain visibility into the brand's performance, highlight areas for improvement, and make data-driven decisions.

    Who benefits from diagnosing the brand?

    This Research Is Designed for:

    Brand leaders who are looking to:

    • Detect and monitor brand performance, issues, trends, and areas of improvement
    • Optimize and fix their brand
    • Develop strategies, and make recommendations and decisions based on facts
    • Get the support they need from key stakeholders
    This Research Will Help You:
    • Get the visibility you need on your brand’s performance
    • Pinpoint brand issues, trends, and areas of improvement
    • Develop data-driven strategies, and make recommendations and decisions based on facts
    • Communicate with and convince key stakeholders
    • Get the support you need from key stakeholders
    • Put in place new diagnostic and monitoring processes to continually improve your brand
    This Research Will Also Assist:
    • Sales with qualified lead generation and customer retention and loyalty
    • Human Resources in their efforts to attract and retain talent
    • The overall business with growth and increased market value
    This Research Will Help Them:
    • Have a better understanding of the importance of a strong brand on business growth and valuation
    • Align on next steps

    SoftwareReviews’ Brand Diagnostic Methodology

    0. Communication & Alignment 1. Data Collection 2. Data Analysis & Interpretation 3. Report & Presentation
    Phase Steps
    1. Engage and unify the team
    2. Communicate and present
    3. Align on next steps
    1. Identify and document internal and external changes affecting the brand
    2. Conduct internal and external brand perception surveys
    3. Gather customer loyalty feedback
    4. Collect digital performance metrics
    1. Analyze data collected
    2. Identify issues, trends, gaps, and inconsistencies
    3. Compare data with current brand statement
    1. Build report with recommendations
    2. Prioritize brand fixes from high to low positive impact
    3. Build presentation
    Phase Outcomes
    • Importance of the brand is recognized
    • Endorsement and prioritization
    • Support and resources
    • All relevant data/information is collected in one place
    • Visibility on the performance of the brand
    • All the data in hand to support recommendations and make informed decisions
    • Visibility and clear understanding of the brand’s health and how to fix or improve its performance

    Insight summary

    The Brand: Intangible, yet a company’s most valuable asset

    Intangible assets, such as brand recognition, account for almost all of a company’s value.1 Despite its intangible nature, the brand is at the heart of every business and has a direct impact on business growth, profitability, and revenue. While measuring its real value on the marketplace can be difficult, a brand with high traction will attract customers and keep them for as long as it keeps evolving and adapting to its dynamic environment.

    Making brand issues visible

    Having a clear understanding of how the brand performs has become crucial for any company that wants to stand out from its competitors and succeed in a crowded and highly dynamic marketplace.

    Data-driven decisions for a strong brand

    Intuition-based or uninformed decisions are obsolete. Brand leaders must base their decisions on facts to be able to convince key stakeholders.

    Building a strong brand, an everyday challenge

    Brand leaders often face overwhelming obstacles building strong brands. They need guidance and tools to support them to drive the business forward.

    Get team buy-in and alignment

    Brand leaders must ensure that the key stakeholders are aware of the importance of a strong brand to business growth and value increase and that they are aligned and committed to the efforts required to build a successful brand.

    Investing in brand-building efforts means investing in your success

    Successful business leaders allocate at least half of their marketing budget2 to brand-building efforts, enabling them to set themselves apart, significantly increase their market share, grow their business, and thrive in a highly competitive marketplace.

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with a SoftwareReviews Marketing Analyst to help implement our best practices in your organization.

    Your engagement managers will work with you to schedule analyst calls.

    What does a typical GI on this topic look like?

    Brand Diagnostic

    Data Analysis & Interpretation

    Report & Presentation Building

    Communication & Alignment

    Call #1: Discuss concept and benefits of performing a brand diagnostic. Identify key stakeholders. Anticipate concerns and objections.

    Call #2: Discuss how to use the tool. Identify resources and internal support needed.

    Call #3: Review results. Discuss how to identify brand issues, areas of improvement, and trends based on data collected and to interpret key metrics.

    Call #4 (optional): Continue discussion from call #3.

    Call #5: Discuss recommendations and best practices to fix the issues identified and resources required.

    Call #6: Discuss purpose and how to build the report and presentation, Prioritize the brand fixes from high to low positive impact.

    Call #7 (optional): Follow up with call on report and presentation preparation.

    Call #8: Discuss key points to focus on when presenting to key stakeholders and the desired outcome.

    Call #9: Discuss how to leverage brand diagnostic tools now in place and the benefits of continuously monitoring the brand.

    Call #10: Debrief and determine how we can help with next steps.

    Key deliverable:

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Brand Diagnostic Presentation Template

    Sample of the key deliverable, the Brand Diagnostic Presentation Template.

    Pre-built and fully customizable PowerPoint template to communicate key findings, areas of improvements, and recommendations to key stakeholders, align on next steps, and prioritize.

    Brand Diagnostic Report Dashboard

    Sample of the Brand Diagnostic Report Dashboard deliverable.

    Auto-filling dashboard built into the Brand Diagnostic Tool Kit. Ready to be saved and shared as a PDF.

    Brand Diagnostic Tool Kit

    Sample of the Brand Diagnostic Tool Kit deliverable.

    Comprehensive Excel Workbook to gather and interpret brand performance metrics. Includes survey questionnaires.

    Bibliography

    “71% of Consumers More Likely to Buy a Product or Service From a Name They Recognise.” Global Banking & Finance Review, 5 December 2018. Web.

    B2B Marketing Leaders Report. Circle Research, n.d. Web.

    Binet, Les, and Peter Field. Effectiveness In Context: A manual for Brand Building. Institute of Practitioners in Advertising, 12 October 2018. Ebook.

    “Current Trends in the World of B2B Marketing, 2016 Survey.” B2B International, 2016. Web.

    Intangible Asset Market Value Study. Ocean Tomo, July 2020. Web.

    Largest Software Companies By Market Cap. Companies Market Cap, May 2022. Web.

    “Unilever, purpose-led brands outperform.” Unilever, 6 October 2019. Web. qtd. in Kounkel, Suzanne, Amy Silverstein, and Kathleen Peeters. “2021 Global Marketing Trends.” Deloitte Insights, 2020. Web.

    Schaefer, Mark. “The Future Of Branding Is Human Impressions.” Mark Schaefer Blog, 3 June 2019. Web.

    The 5 Principles Of Growth In B2B Marketing - Empirical Observations on B2B Effectiveness. LinkedIn B2B Institute, 2019. Web.

    Gain Real Insights with a Social Analytics Program

    • Buy Link or Shortcode: {j2store}561|cart{/j2store}
    • member rating overall impact: N/A
    • member rating average dollars saved: N/A
    • member rating average days saved: N/A
    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions
    • Social media is wildly popular with consumers and as a result, many businesses are starting to develop a presence on social media services like Facebook and Twitter. However, many businesses still struggle with understanding how to leverage consumer insights from these services to drive business decisions. They’re intimidated by the sheer volume of social data, and aren’t sure what to do about it.
    • Companies that do have an analytics program are often operating it on an ad-hoc basis rather than making an effort to integrate social insights with existing sourcing of consumer data. In doing this, they’re failing to make holistic decisions and missing out on valuable consumer and competitive insights.

    Our Advice

    Critical Insight

    • Social analytics are indispensable in gaining real-time insights across marketing, sales, and customer service. SMBs can use social analytics to gain valuable consumer insights at a significantly lower expense than traditional forms of market research.
    • The greatest value from social analytics comes when organizations marry social data sources with other forms of customer information, such as point-of-sale data, customer surveys, focus groups, and psychographic profiles.
    • Social analytics must be integrated with your broader BI program for maximum effect. Consider creating a Customer Insights Center of Excellence (CICOE) to serve as a one-stop shop for both traditional and social customer analytics.
    • IT has an invaluable role to play in helping to govern and manage the analytics program. A best-of-breed Social Media Management Platform is the key enabling technology for conducting analytics, and IT must assist with selection, implementation and operation of this solution.
    • Internal social analytics is an emerging field that allows you to gauge the sentiment of your employees, while turbocharging ideation and feedback processes. Social networking analysis is particularly valuable for internal analysis.

    Impact and Result

    • Understand the value of a social analytics program and the various departmental use cases – how social analytics improves decision making and boosts critical KPIs like revenue attainment and customer satisfaction.
    • Determine the different social metrics (such as sentiment and frequency analysis) your business should be tracking and how to turn metrics into deep consumer insights.
    • Follow a step-by-step guide for successfully executing a social analytics program across your organization.
    • Roll out an internal analytics program to gauge the sentiment of your employees, improve engagement, and understand informal influencer networks.

    Gain Real Insights with a Social Analytics Program Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Determine the organization’s use cases

    Decide which functional areas in the organization will benefit the most from using social data, and create use cases accordingly.

    • Storyboard: Gain Real Insights with a Social Analytics Program

    2. Define and interpret metrics

    Identify and evaluate key social analytics metrics and understand the importance of combining multiple metrics to get the most out of the analytics program.

    • Social Analytics Maturity Assessment

    3. Execute the social analytics program

    Leverage a cross-departmental Social Media Steering Committee and evaluate SMMPs and other social analytics tools.

    • Social Analytics Specialist
    • Social Analytics Business Plan

    4. Leverage internal social analytics

    Identify specific uses of internal social analytics: crowd-sourcing ideation, harvesting employee feedback, and rewarding internal brand advocates.

    [infographic]

    Optimize Lead Generation With Lead Scoring

    • Buy Link or Shortcode: {j2store}557|cart{/j2store}
    • member rating overall impact: N/A
    • member rating average dollars saved: N/A
    • member rating average days saved: N/A
    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions
    • Prospective buyer traffic into digital marketing platforms has exploded.
    • Many freemium/low-cost digital marketing platforms lack lead scoring and nurturing functionality.
    • As a result, the volume of unqualified leads being delivered to outbound sellers has increased dramatically.
    • This has reduced sales productivity, frustrated prospective buyers, and raised the costs of lead generation.

    Our Advice

    Critical Insight

    • Lead scoring is a must-have capability for high-tech marketers.
    • Without lead scoring, marketers will see increased costs of lead generation and decreased SQL-to-opportunity conversion rates.
    • Lead scoring increases sales productivity and shortens sales cycles.

    Impact and Result

    • Align Marketing, Sales, and Inside Sales on your ideal customer profile.
    • Re-evaluate the assets and activities that compose your current lead generation engine.
    • Develop a documented methodology to ignore, nurture, or contact right away the leads in your marketing pipeline.
    • Deliver more qualified leads to sellers, raising sales productivity and marketing/lead-gen ROI.

    Optimize Lead Generation With Lead Scoring Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should optimize lead generation with lead scoring, review SoftwareReviews Advisory’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Drive aligned vision for lead scoring

    Outline your plan, form your team, and plan marketing tech stack support.

    • Optimize Lead Generation With Lead Scoring – Phase 1: Drive an Aligned Vision for Lead Scoring

    2. Build and test your lead scoring model

    Set lead flow thresholds, define your ideal customer profile and lead generation engine components, and weight, score, test, and refine them.

    • Optimize Lead Generation With Lead Scoring – Phase 2: Build and Test Your Lead Scoring Model
    • Lead Scoring Workbook

    3. Apply your model to marketing apps and go live with better qualified leads

    Apply your lead scoring model to your lead management app, test it, validate the results with sellers, apply advanced methods, and refine.

    • Optimize Lead Generation With Lead Scoring – Phase 3: Apply Your Model to Marketing Apps and Go Live With Better Qualified Leads
    [infographic]

    Workshop: Optimize Lead Generation With Lead Scoring

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Drive Aligned Vision for Lead Scoring

    The Purpose

    Drive an aligned vision for lead scoring.

    Key Benefits Achieved

    Attain an aligned vision for lead scoring.

    Identify the steering committee and project team and clarify their roles and responsibilities.

    Provide your team with an understanding of how leads score through the marketing funnel.

    Activities

    1.1 Outline a vision for lead scoring.

    1.2 Identify steering committee and project team members.

    1.3 Assess your tech stack for lead scoring and seek advice from Info-Tech analysts to modernize where needed.

    1.4 Align on marketing pipeline terminology.

    Outputs

    Steering committee and project team make-up

    Direction on tech stack to support lead generation

    Marketing pipeline definitions alignment

    2 Buyer Journey and Lead Generation Engine Mapping

    The Purpose

    Define the buyer journey and map the lead generation engine.

    Key Benefits Achieved

    Align the vision for your target buyer and their buying journey.

    Identify the assets and activities that need to compose your lead generation engine.

    Activities

    2.1 Establish a buyer persona.

    2.2 Map your buyer journey.

    2.3 Document the activities and assets of your lead generation engine.

    Outputs

    Buyer persona

    Buyer journey map

    Lead gen engine assets and activities documented

    3 Build and Test Your Lead Scoring Model

    The Purpose

    Build and test your lead scoring model.

    Key Benefits Achieved

    Gain team alignment on how leads score and, most importantly, what constitutes a sales-accepted lead.

    Develop a scoring model from which future iterations can be tested.

    Activities

    3.1 Understand the Lead Scoring Grid and set your thresholds.

    3.2 Identify your ideal customer profile, attributes, and subattribute weightings – run tests.

    Outputs

    Lead scoring thresholds

    Ideal customer profile, weightings, and tested scores

    Test profile scoring

    4 Align on Engagement Attributes

    The Purpose

    Align on engagement attributes.

    Key Benefits Achieved

    Develop a scoring model from which future iterations can be tested.

    Activities

    4.1 Weight the attributes of your lead generation engagement model and run tests.

    4.2 Apply weightings to activities and assets.

    4.3 Test engagement and profile scenarios together and make any adjustments to weightings or thresholds.

    Outputs

    Engagement attributes and weightings tested and complete

    Final lead scoring model

    5 Apply Model to Your Tech Platform

    The Purpose

    Apply the model to your tech platform.

    Key Benefits Achieved

    Deliver better qualified leads to Sales.

    Activities

    5.1 Apply model to your marketing management/campaign management software and test the quality of sales-accepted leads in the hands of sellers.

    5.2 Measure overall lead flow and conversion rates through your marketing pipeline.

    5.3 Apply lead nurturing and other advanced methods.

    Outputs

    Model applied to software

    Better qualified leads in the hands of sellers

    Further reading

    Optimize Lead Generation With Lead Scoring

    In today’s competitive environment, optimizing Sales’ resources by giving them qualified leads is key to B2B marketing success.

    EXECUTIVE BRIEF

    Analyst Perspective

    Improve B2B seller win rates with a lead scoring methodology as part of your modern lead generation engine.

    The image contains a picture of Jeff Golterman.

    As B2B organizations emerge from the lowered demands brought on by COVID-19, they are eager to convert marketing contacts to sales-qualified leads with even the slightest signal of intent, but many sales cycles are wasted when sellers receive unqualified leads. Delivering highly qualified leads to sellers is still more art than science, and it is especially challenging without a way to score a contact profile and engagement. While most marketers capture some profile data from contacts, many will pass a contact over to Sales without any engagement data or schedule a demo with a contact without any qualifying profile data. Passing unqualified leads to Sales suboptimizes Sales’ resources, raises the costs per lead, and often results in lost opportunities. Marketers need to develop a lead scoring methodology that delivers better qualified leads to Field Sales scored against both the ideal customer profile (ICP) and engagement that signals lower-funnel buyer interest. To be successful in building a compelling lead scoring solution, marketers must work closely with key stakeholders to align the ICP asset/activity with the buyer journey. Additionally, working early in the design process with IT/Marketing Operations to implement lead management and analytical tools in support will drive results to maximize lead conversion rates and sales wins.

    Jeff Golterman

    Managing Director

    SoftwareReviews Advisory

    Executive Summary

    Your Challenge

    The affordability and ease of implementation of digital marketing tools have driven global adoption to record levels. While many marketers are fine-tuning the lead generation engine components of email, social media, and web-based advertising to increase lead volumes, just 32% of companies pass well-qualified leads over to outbound marketers or sales development reps (SDRs). At best, lead gen costs stay high, and marketing-influenced win rates remain suboptimized. At worst, marketing reputation suffers when poorly qualified leads are passed along to sellers.

    Common Obstacles

    Most marketers lack a methodology for lead scoring, and some lack alignment among Marketing, Product, and Sales on what defines a qualified lead. In their rush to drive lead generation, marketers often fail to “define and align” on the ICP with stakeholders, creating confusion and wasted time and resources. In the rush to adopt B2B marketing and sales automation tools, many marketers have also skipped the important steps to 1) define the buyer journey and map content types to support, and 2) invest in a consistent content creation and sourcing strategy. The wrong content can leave prospects unmotivated to engage further and cause them to seek alternatives.

    Info-Tech’s Approach

    To employ lead scoring effectively, marketers need to align Sales, Marketing, and Product teams on the definition of the ICP and what constitutes a Sales-accepted lead. The buyer journey needs to be mapped in order to identify the engagement that will move a lead through the marketing lead generation engine. Then the project team can score prospect engagement and the prospect profile attributes against the ICP to arrive at a lead score. The marketing tech stack needs to be validated to support lead scoring, and finally Sales needs to sign off on results.

    SoftwareReviews Advisory Insight:

    Lead scoring is a must-have capability for high-tech marketers. Without lead scoring, marketers will see increased costs of lead gen, decreased SQL to opportunity conversion rates, decreased sales productivity, and longer sales cycles.

    Who benefits from a lead scoring project?

    This Research Is Designed for:

    • Marketers and especially campaign managers who are:
      • Looking for a more precise way to score leads and deploy outbound marketing resources to optimize contacts-to-MQL conversion rates.
      • Looking for a more effective way to profile contacts raised by your lead gen engine.
      • Looking to use their lead management software to optimize lead scoring.
      • Starting anew to strengthen their lead generation engine and want examples of a typical engine, ways to identify buyer journey, and perform lead nurturing.

    This Research Will Help You:

    • Explain why having a lead scoring methodology is important.
    • Identify a methodology that will call for identifying an ICP against which to score prospect profiles behind each contact that engages your lead generation engine.
    • Create a process of applying weightings to score activities during contact engagement with your lead generation engine. Apply both scores to arrive at a contact/lead score.
    • Compare your current lead gen engine to a best-in-class example in order to identify gaps and areas for improvement and exploration.

    This Research Will Also Assist:

    • CMOs, Marketing Operations leaders, heads of Product Marketing, and regional Marketing leads who are stakeholders in:
      • Finding alternatives to current lead scoring approaches.
        • Altering current or evaluating new marketing technologies to support a refreshed lead scoring approaches.

    This Research Will Help Them:

    • Align stakeholders on an overall program of identifying target customers, building common understanding of what constitutes a qualified lead, and determining when to use higher-cost outbound marketing resources.
    • Deploy high-value applications that will improve core marketing metrics.

    Insight summary

    Continuous adjustment and improvement of your lead scoring methodology is critical for long-term lead generation engine success.

    • Building a highly functioning lead generation engine is an ongoing process and one that requires continual testing of new asset types, asset design, and copy variations. Buyer profiles change over time as you launch new products and target new markets.
    • Pass better qualified leads to Field Sales and improve sales win rates by taking these crucial steps to implement a better lead generation engine and a lead scoring methodology:
      • Make the case for lead scoring in your organization.
      • Establish trigger points that separate leads to ignore, nurture, qualify, or outreach/contact.
      • Identify your buyer journey and ICP through collaboration among Sales, Marketing, and Product.
      • Assess each asset and activity type across your lead generation engine and apply a weighting for each.
      • Test lead scenarios within our supplied toolkit and with stakeholders. Adjust weightings and triggers that deliver lead scores that make sense.
      • Work with IT/Marketing Operations to emulate your lead scoring methodology within your marketing automation/campaign management application.
      • Explore advanced methods including nurturing.
    • Use the Lead Scoring Workbook collaboratively with other stakeholders to design your own methodology, test lead scenarios, and build alignment across the team.

    Leading marketers who successfully implement a lead scoring methodology develop it collaboratively with stakeholders across Marketing, Sales, and Product Management. Leaders will engage Marketing Operations, Sales Operations, and IT early to gain support for the evaluation and implementation of a supporting campaign management application and for analytics to track lead progress throughout the Marketing and Sales funnels. Leverage the Marketing Lead Scoring Toolkit to build out your version of the model and to test various scenarios. Use the slides contained within this storyboard and the accompanying toolkit as a means to align key stakeholders on the ICP and to weight assets and activities across your marketing lead generation engine.

    What is lead scoring?

    Lead scoring weighs the value of a prospect’s profile against the ICP and renders a profile score. The process then weighs the value of the prospects activities against the ideal call to action (CTA) and renders an activity score. Combining the profile and activity scores delivers an overall score for the value of the lead to drive the next step along the overall buyer journey.

    EXAMPLE: SALES MANAGEMENT SOFTWARE

    • For a company that markets sales management software the ideal buyer is the head of Sales Operations. While the ICP is made up of many attributes, we’ll just score one – the buyer’s role.
    • If the prospect/lead that we wish to score has an executive title, the lead’s profile scores “High.” Other roles will score lower based on your ICP. Alongside role, you will also score other profile attributes (e.g. company size, location).
    • With engagement, if the prospect/lead clicked on our ideal CTA, which is “request a proposal,” our engagement would score high. Other CTAs would score lower.
    The image contains a screenshot of two examples of lead scoring. One example demonstrates. Profile Scoring with Lead Profile, and the second image demonstrates Activity Scoring and Lead Engagement.

    SoftwareReviews Advisory Insight:

    A significant obstacle to quality lead production is disagreement on or lack of a documented definition of the ideal customer profile. Marketers successful in lead scoring will align key stakeholders on a documented definition of the ICP as a first step in improving lead scoring.

    Use of lead scoring is in the minority among marketers

    The majority of businesses are not practicing lead scoring!

    Up to 66% of businesses don’t practice any type of lead scoring.

    Source: LeadSquared, 2014

    “ With lead scoring, you don’t waste loads of time on unworthy prospects, and you don’t ignore people on the edge of buying.”

    Source: BigCommerce

    “The benefits of lead scoring number in the dozens. Having a deeper understanding of which leads meet the qualifications of your highest converters and then systematically communicating with them accordingly increases both ongoing engagement and saves your internal team time chasing down inopportune leads.”

    – Joey Strawn, Integrated Marketing Director, in IndustrialMarketer.com

    Key benefit: sales resource optimization

    Many marketing organizations send Sales too many unqualified leads

    • Leads – or, more accurately, contacts – are not all qualified. Some are actually nothing more than time-wasters for sellers.
    • Leading marketers peel apart a contact into at least two dimensions – “who” and “how interested.”
      • The “who” is compared to the ICP and given a score.
      • The “how interested” measures contact activity – or engagement – within our lead gen engine and gives it a score.
    • Scores are combined; a contact with a low score is ignored, medium is nurtured, and high is sent to sellers.
    • A robust ICP, together with engagement scoring and when housed within your lead management software, prioritizes for marketers which contacts to nurture and gets hot leads to sellers more quickly.

    Optimizing Sales Resources Using Lead Scoring

    The image contains a screenshot of a graph to demonstrate optimizing sales resources with lead scoring.

    Lead scoring drives greater sales effectiveness

    When contacts are scored as “qualified leads” and sent to sellers, sales win rates and ROI climb

    • Contacts can be scored properly once marketers align with Sales on the ICP and work closely with colleagues in areas like product marketing and field marketing to assign weightings to lead gen activities.
    • When more qualified leads get into the hands of the salesforce, their win rates improve.
    • As win rates improve, and sellers are producing more wins from the same volume of leads, sales productivity improves and ROI on the marketing investment increases.

    “On average, organizations that currently use lead scoring experience a 77% lift in lead generation ROI, over organizations that do not currently use lead scoring.”

    – MarketingSherpa, 2012

    Average Lead Generation ROI by Use of Lead Scoring

    The image contains a screenshot of a graph to demonstrate the average lead generation ROI by using of lead scoring. 138% are currenting using lead scoring, and 78% are not using lead scoring.
    Source: 2011 B2B Marketing Benchmark Survey, MarketingSherpa
    Methodology: Fielded June 2011, N=326 CMOs

    SoftwareReviews’ Lead Scoring Approach

    1. Drive Aligned Vision for Lead Scoring

    2. Build and Test Your Lead Scoring Model

    3. Apply to Your Tech Platform and Validate, Nurture, and Grow

    Phase
    Steps

    1. Outline a vision for lead scoring and identify stakeholders.
    2. Assess your tech stack for lead scoring and seek advice from Info-Tech analysts to modernize where needed.
    3. Align on marketing pipeline terminology, buyer persona and journey, and lead gen engine components.
    1. Understand the Lead Scoring Grid and establish thresholds.
    2. Collaborate with stakeholders on your ICP, apply weightings to profile attributes and values, and test your model.
    3. Identify the key activities and assets of your lead gen engine, weight attributes, and run tests.
    1. Apply model to your marketing management software.
    2. Test quality of sales-accepted leads by sellers and measure conversion rates through your marketing pipeline.
    3. Apply advanced methods such as lead nurturing.

    Phase Outcomes

    1. Steering committee and stakeholder selection
    2. Stakeholder alignment
    3. Team alignment on terminology
    4. Buyer journey map
    5. Lead gen engine components and asset types documented
    1. Initial lead-stage threshold scores
    2. Ideal customer profile, weightings, and tested scores
    3. Documented activities/assets across your lead generation engine
    4. Test results to drive adjusted weightings for profile attributes and engagement
    5. Final model to apply to marketing application
    1. Better qualified leads in the hands of sellers
    2. Advanced methods to nurture leads

    Key Deliverable: Lead Scoring Workbook

    The workbook walks you through a step-by-step process to:

    • Identify your team.
    • Identify the lead scoring thresholds.
    • Define your IPC.
    • Weight the activities within your lead generation engine.
    • Run tests using lead scenarios.

    Tab 1: Team Composition

    Consider core functions and form a cross-functional lead scoring team. Document the team’s details here.

    The image contains a screenshot of the Lead Scoring Workbook, Tab 1.

    Tab 2: Threshold Setting

    Set your initial threshold weightings for profile and engagement scores.

    The image contains a screenshot of the Lead Scoring Workbook, Tab 2.

    Tab 3:

    Establish Your Ideal Customer Profile

    Identify major attributes and attribute values and the weightings of both. You’ll eventually score your leads against this ICP.

    Record and Weight Lead Gen Engine Activities

    Identify the major activities that compose prospect engagement with your lead gen engine. Weight them together as a team.

    Test Lead Profile Scenarios

    Test actual lead profiles to see how they score against where you believe they should score. Adjust threshold settings in Tab 2.

    Test Activity Engagement Scores

    Test scenarios of how contacts navigate your lead gen engine. See how they score against where you believe they should score. Adjust thresholds on Tab 2 as needed.

    Review Combined Profile and Activity Score

    Review the combined scores to see where on your lead scoring matrix the lead falls. Make any final adjustments to thresholds accordingly.

    The image contains screenshots of the Lead Scoring Workbook, Tab 3.

    Several ways we help you build your lead scoring methodology

    DIY Toolkit Guided Implementation Workshop Consulting

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful."

    "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track."

    "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place."

    "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    • Begin your project using the step-by-step process outlined in this blueprint.
    • Leverage the accompanying workbook.
    • Launch inquiries with the analyst who wrote the research.
    • Kick off your project with an inquiry with the authoring analyst and your engagement manager.
    • Additional inquiries will guide you through each step.
    • Leverage the blueprint and toolkit.
    • Reach out to your engagement manager.
    • During a half-day workshop the authoring analyst will guide you and your team to complete your lead scoring methodology.
    • Reach out to your engagement manager.
    • We’ll lead the engagement to structure the process, gather data, interview stakeholders, craft outputs, and organize feedback and final review.

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1

    Phase 2

    Phase 3

    Call #1: Collaborate on vision for lead scoring and the overall project.

    Call #2: Identify the steering committee and the rest of the team.

    Call #3: Discuss app/tech stack support for lead scoring. Understand key marketing pipeline terminology and the buyer journey.

    Call #4: Discuss your ICP, apply weightings, and run test scenarios.

    Call #5: Discuss and record lead generation engine components.

    Call #6: Understand the Lead Scoring Grid and set thresholds for your model.

    Call #7: Identify your ICP, apply weightings to attributes, and run tests.

    Call #8: Weight the attributes of engagement activities and run tests. Review the application of the scoring model on lead management software.

    Call #9: Test quality of sales-accepted leads in the hands of sellers. Measure lead flow and conversion rates through your marketing pipeline.

    Call #10: Review progress and discuss nurturing and other advanced topics.

    A Guided Implementation (GI) is series of calls with a SoftwareReviews Advisory analyst to help implement our best practices in your organization. For guidance on marketing applications, we can arrange a discussion with an Info-Tech analyst. Your engagement managers will work with you to schedule analyst calls.

    Workshop Overview

    Accelerate your project with our facilitated SoftwareReviews Advisory workshops

    Day 1

    Day 2

    Day 3

    Day 4

    Day 5

    Drive Aligned Vision for Lead Scoring

    Buyer Journey and Lead Gen Engine Mapping

    Build and Test Your Lead Scoring Model

    Align on Engagement Attributes

    Apply to Your Tech Platform

    Activities

    1.1 Outline a vision for lead scoring.

    1.2 Identify steering committee and project team members.

    1.3 Assess your tech stack for lead scoring and seek advice from Info-Tech analysts to modernize where needed.

    1.4 Align on marketing pipeline terminology.

    2.1 Establish a buyer persona (if not done already).

    2.2 Map your buyer journey.

    2.3 Document the activities and assets of your lead gen engine.

    3.1 Understand Lead Scoring Grid and set your thresholds.

    3.2 Identify ICP attribute and sub-attribute weightings. Run tests.

    4.1 Weight the attributes of your lead gen engagement model and run tests.

    4.2 Apply weightings to activities and assets.

    4.3 Test engagement and profile scenarios together and adjust weightings and thresholds as needed.

    5.1 Apply model to your campaign management software and test quality of sales-accepted leads in the hands of sellers.

    5.2. Measure overall lead flow and conversion rates through your marketing pipeline.

    5.3 Apply lead nurturing and other advanced methods.

    Deliverables

    1. Steering committee & project team composition
    2. Direction on tech stack to support lead gen
    3. Alignment on marketing pipeline definitions
    1. Buyer (persona if needed) journey map
    2. Lead gen engine assets and activities documented
    1. Lead scoring thresholds
    2. ICP, weightings, and tested scores
    3. Test profile scoring
    1. Engagement attributes and weightings tested and complete
    2. Final lead scoring model
    1. Model applied to your marketing management/ campaign management software
    2. Better qualified leads in the hands of sellers

    Phase 1

    Drive an Aligned Vision for Lead Scoring

    Phase 1

    Phase 2

    Phase 3

    1.1 Establish a cross-functional vision for lead scoring

    1.2 Asses your tech stack for lead scoring (optional)

    1.3 Catalog your buyer journey and lead gen engine assets

    2.1 Start building your lead scoring model

    2.2 Identify and verify your IPC and weightings

    2.3 Establish key lead generation activities and assets

    3.1 Apply model to your marketing management software

    3.2 Test the quality of sales-accepted leads

    3.3 Apply advanced methods

    This phase will walk you through the following activities:

    • Solidify your vision for lead scoring.
    • Achieve stakeholder alignment.
    • Assess your tech stack.

    This phase involves the following stakeholders:

    • Field Marketing/Campaign Manager
    • CMO
    • Product Marketing
    • Product Management
    • Sales Leadership/Sales Operations
    • Inside Sales leadership
    • Marketing Operations/IT
    • Digital Platform leadership

    Step 1.1

    Establish a Cross-Functional Vision for Lead Scoring

    Activities

    1.1.1 Identify stakeholders critical to success

    1.1.2 Outline the vision for lead scoring

    1.1.3 Select your lead scoring team

    This step will walk you through the following activities:

    • Discuss the reasons why lead scoring is important.
    • Review program process.
    • Identify stakeholders and team.

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Stakeholder alignment on vision of lead scoring
    • Stakeholders described and team members recorded
    • A documented buyer journey and map of your current lead gen engine

    1.1.1 Identify stakeholders critical to success

    1 hour

    1. Meet to identify the stakeholders that should be included in the project’s steering committee.
    2. Finalize selection of steering committee members.
    3. Contact members to ensure their willingness to participate.
    4. Document the steering committee members and the milestone/presentation expectations for reporting project progress and results
    Input Output
    • Stakeholder interviews
    • List of business process owners (lead management, inside sales lead qualification, sales opportunity management, marketing funnel metric measurement/analytics)
    • Lead generation/scoring stakeholders
    • Steering committee members
    Materials Participants
    • N/A
    • Initiative Manager
    • CMO, Sponsoring Executive
    • Departmental Leads – Sales, Marketing, Product Marketing, Product Management (and others)
    • Marketing Applications Director
    • Senior Digital Business Analyst

    SoftwareReviews Advisory Insight:

    B2B marketers that lack agreement among Marketing, Sales, Inside Sales, and lead management supporting staff of what constitutes a qualified lead will squander precious time and resources throughout the customer acquisition process.

    1.1.2 Outline the vision for lead scoring

    1 hour

    1. Convene a meeting of the steering committee and initiative team members who will be involved in the lead scoring project.
    • Using slides from this blueprint, understand the definition of lead scoring, the value of lead scoring to the organization, and the overall lead scoring process.
    • Understand the teams’ roles and responsibilities and help your Marketing Operations/IT colleagues understand some of the technical requirements needed to support lead scoring.
    • This is important because as the business members of the team are developing the lead scoring approach on paper, the technical team can begin to evaluate lead management apps within which your lead scoring model will be brought to life.
    Input Output
    • Slides to explain lead scoring and the lead scoring program
    • An understanding of the project among key stakeholders
    Materials Participants
    • Slides taken from this blueprint. We suggest slides from the Executive Brief (slides 3-16) and any others depending on the team’s level of familiarity.
    • Initiative Manager
    • CMO, Sponsoring Executive
    • Departmental leads from Sales, Marketing, Product Marketing, Product Management (and others)
    • Marketing Applications Director
    • Senior Digital Business Analyst

    SoftwareReviews Advisory Insight:

    While SMBs can implement some form of lead scoring when volume is very low and leads can be scored by hand, lead scoring and effective lead management cannot be performed without investment in digital platforms and lead management software and integration with customer relationship management (CRM) applications in the hands of inside and field sales staff. Marketers should plan and budget for the right combination of applications and tools to be in place for proper lead management.

    Lead scoring stakeholders

    Developing a common stakeholder understanding of the ICP, the way contact profiles are scored, and the way activities and asset engagement in your lead generation engine are scored will strengthen alignment between Marketing, Sales and Product Management.

    Title

    Key Stakeholders Within a Lead Generation/Scoring Initiative

    Lead Scoring Sponsor

    • Owns the project at the management/C-suite level
    • Responsible for breaking down barriers and ensuring alignment with organizational strategy
    • CMO, VP of Marketing, CEO (in SMB providers)

    Lead Scoring Initiative Manager

    • Typically a senior member of the marketing team
    • Responsible for preparing and managing the project plan and monitoring the project team’s progress
    • Marketing Manager or a field marketing team member who has strong program management skills, has run large-scale B2B generation campaigns, and is familiar with the stakeholder roles and enabling technologies

    Business Leads

    • Works alongside the lead scoring initiative manager to ensure that the strategy is aligned with business needs
    • In this case, likely to be a marketing lead
    • Marketing Director

    Digital, Marketing/Sales Ops/IT Team

    • Composed of individuals whose application and technology tools knowledge and skills are crucial to lead generation success
    • Responsible for understanding the business requirements behind lead generation and the requirements in particular to support lead scoring and the evaluation, selection, and implementation of the supporting tech stack – apps, website, analytics, etc.
    • Project Manager, Business Lead, CRM Manager, Integration Manager, Marketing Application SMEs, Sales Application

    Steering Committee

    • Composed of C-suite/management-level individuals who act as the lead generation process decision makers
    • Responsible for validating goals and priorities, defining the scope, enabling adequate resourcing, and managing change especially among C-level leaders in Sales & Product
    • Executive Sponsor, Project Sponsor, CMO, Business Unit SMEs

    SoftwareReviews Advisory Insight:

    Marketers managing the lead scoring initiative must include Product Marketing, Sales, Inside Sales, and Product Management. And given that world-class B2B lead generation engines cannot run without technology enablement, Marketing Operations/IT – those that are charged with enabling marketing and sales – must also be part of the decision making and implementation process of lead scoring and lead generation.

    1.1.3 Select your lead scoring team

    30 minutes

    1. The CMO and other key stakeholders should discuss and determine who will be involved in the lead scoring project.
    • Business leaders in key areas – Product Marketing, Field Marketing, Digital Marketing, Inside Sales, Sales, Marketing Ops, Product Management, and IT – should be involved.
  • Document the members of your lead scoring team in tab 1 of the Lead Scoring Workbook.
    • The size of the team will vary depending on your initiative and size of your organization.
    InputOutput
    • Stakeholders
    • List of lead scoring team members
    MaterialsParticipants
    • Lead Scoring Workbook
    • Initiative Manager
    • CMO, Sponsoring Executive
    • Departmental Leads – Sales, Marketing, Product Marketing, Product Management (and others)
    • Marketing Applications Director
    • Senior Digital Business Analyst

    Download the Lead Scoring Workbook

    Lead scoring team

    Consider the core team functions when composing the lead scoring team. Form a cross-functional team (i.e. across IT, Marketing, Sales, Service, Operations) to create a well-aligned lead management/scoring strategy. Don’t let your core team become too large when trying to include all relevant stakeholders. Carefully limit the size of the team to enable effective decision making while still including functional business units.

    Required Skills/Knowledge

    Suggested Team Members

    Business

    • Understanding of the customer
    • Understanding of brand
    • Understanding of multichannel marketing: email, events, social
    • Understanding of lead qualification
    • Field Marketing/Campaign Lead
    • Product Marketing
    • Sales Manager
    • Inside Sales Manager
    • Content Marketer/Copywriter

    IT

    • Campaign management application capabilities
    • Digital marketing
    • Marketing and sales funnel Reporting/metrics
    • Marketing Application Owners
    • CRM/Sales Application Owners
    • Marketing Analytics Owners
    • Digital Platform Owners

    Other

    • Branding/creative
    • Social
    • Change management
    • Creative Director
    • Social Media Marketer

    Step 1.2 (Optional)

    Assess Your Tech Stack for Lead Scoring

    Our model assumes you have:

    1.2.1 A marketing application/campaign management application in place that accommodates lead scoring.

    1.2.2 Lead management software integrated with the sales automation/CRM tool in the hands of Field Sales.

    1.2.3 Reporting/analytics that spans the entire lead generation pipeline/funnel.

    Refer to the following three slides if you need guidance in these areas.

    This step will walk you through the following activities:

    • Confirm that you have your tech stack in place.
    • Set up an inquiry with an Info-Tech analyst should you require guidance on evaluating lead pipeline reporting, CRM, or analytics applications.

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Understanding of what new application and technology support is required to support lead scoring.

    SoftwareReviews Advisory Insight:

    Marketers that collaborate closely with Marketing Ops/IT early in the process of lead scoring design will be best able to assess whether current marketing applications and tools can support a full lead scoring capability.

    1.2.1 Plan technology support for marketing management apps

    Work with Marketing Ops and IT early to evaluate application enablement for lead management, including scoring

    A thorough evaluation takes months – start early

    • Work closely with Marketing Operations (or the team that manages the marketing apps and digital platforms) as early as possible to socialize your approach to lead scoring.
    • Work with them on a set of updated requirements for selecting a marketing management suite or for changes to existing apps and tools to support your lead scoring approach that includes lead tracking and marketing funnel analytics.
    • Access the Info-Tech blueprint Select a Marketing Management Suite, along with analyst inquiry support during the requirements definition, vendor evaluation, and vendor selection phases. Use the SoftwareReviews Marketing Management Data Quadrant during vendor evaluation and selection.

    SoftwareReviews Marketing Management Data Quadrant

    The image contains a screenshot of the Marketing Management Data Quadrant.

    1.2.2 Plan technology support for sales opportunity management

    Work with Marketing Ops and IT early to evaluate applications for sales opportunity management

    A thorough evaluation takes months – start early

    • Work closely with Sales Operations as early as possible to socialize your approach to lead scoring and how lead management must integrate with sales opportunity management to manage the entire marketing and sales funnel management process.
    • Work with them on a set of updated requirements for selecting a sales opportunity management application that integrates with your marketing management suite or for changes to existing apps and tools to support your lead management and scoring approach that support the entire marketing and sales pipeline with analytics.

    Access the Info-Tech blueprint Select and Implement a CRM Platform, along with analyst inquiry support during the requirements definition, vendor evaluation, and vendor selection phases. Use the SoftwareReviews CRM Data Quadrant during vendor evaluation and selection.

    SoftwareReviews Customer Relationship Management Data Quadrant

    The image contains a screenshot of the SoftwareReviews Customer Relationship Management Data Quadrant.

    1.2.3 Plan analytics support for marketing pipeline analysis

    Work with Marketing Ops early to evaluate analytics tools to measure marketing and sales pipeline conversions

    A thorough evaluation takes weeks – start early

    • Work closely with Marketing and Sales Operations as early as possible to socialize your approach to measuring the lifecycle of contacts through to wins across the entire marketing and sales funnel management process.
    • Work with them on a set of updated requirements for selecting tools that can support the measurement of conversion ratios from contact to MQL, SQL, and opportunity to wins. Having this data enables you to measure improvement in component parts to your lead generation engine.
    • Access the Info-Tech blueprint Select and Implement a Reporting and Analytics Solution, along with analyst inquiry support during the requirements definition, vendor evaluation and vendor selection phases. Use the SoftwareReviews Best Business intelligence & Analytics Software Data Quadrant as well during vendor evaluation and selection.

    SoftwareReviews Business Intelligence Data Quadrant

    The image contains a screenshot of the Software Reviews Business Intelligent Quadrant.

    Step 1.3

    Catalog Your Buyer Journey and Lead Gen Engine Assets

    Activities

    1.3.1 Review marketing pipeline terminology

    1.3.2 Describe your buyer journey

    1.3.3 Describe your awareness and lead generation engine

    This step will walk you through the following activities:

    • Discuss marketing funnel terminology.
    • Describe your buyer journey.
    • Catalog the elements of your lead generation engine.

    This step involves the following participants:

    • Stakeholders

    Outcomes of this step

    • Stakeholder alignment on terminology, your buyer journey, and elements of your lead generation engine

    1.3.1 Review marketing pipeline terminology

    30 minutes

    1. We assume for this model the following:
      1. Our primary objective is to deliver more, and more-highly qualified, sales-qualified leads (SQLs) to our salesforce. The salesforce will accept SQLs and after further qualification turn them into opportunities. Sellers work opportunities and turn them into wins. Wins that had first/last touch attribution within the lead gen engine are considered marketing-influenced wins.
      2. This model assumes the existence of sales development reps (SDRs) whose mission it is to take marketing-qualified leads (MQLs) from the lead generation engine and further qualify them into SQLs.
      3. The lead generation engine takes contacts – visitors to activities, website, etc. – and scores them based on their profile and engagement. If the contact scores at or above the designated threshold, the lead generation engine rates it as an MQL and passes it along to Inside Sales/SDRs. If the contact scores above a certain threshold and shows promise, it is further nurtured. If the contact score is low, it is ignored.
    2. If an organization does not possess a team of SDRs or Inside Sales, you would adjust your version of the model to, for example, raise the threshold for MQLs, and when the threshold is reached the lead generation engine would pass the lead to Field Sales for further qualification.

    Stage

    Characteristics

    Actions

    Contact

    • Unqualified
    • No/low activity

    Nurture

    SDR Qualify

    Send to Sales

    Close

    MQL

    • Profile scores high
    • Engagement strong

    SQL

    • Profile strengthened
    • Demo/quote/next step confirmed

    Oppt’y

    • Sales acceptance
    • Sales opportunity management

    Win

    • Deal closed

    SoftwareReviews Advisory Insight:

    Score leads in a way that makes it crystal clear whether they should be ignored, further nurtured, further qualified, or go right into a sellers’ hands as a super hot lead.

    1.3.2 Describe your buyer journey

    1. Understand the concept of the buyer journey:
      1. Typically Product Marketing is charged with establishing deep understanding of the target buyer for each product or solution through a complete buyer persona and buyer journey map. The details of how to craft both are covered in the upcoming SoftwareReviews Advisory blueprint Craft a More Comprehensive Go-to-Market Strategy. However, we share our Buyer Journey Template here (on the next slide) to illustrate the connection between the buyer journey and the lead generation and scoring processes.
      2. Marketers and campaigners developing the lead scoring methodology will work closely with Product Marketing, asking them to document the buyer journey.
      3. The value of the buyer journey is to guide asset/content creation, nurturing strategy and therefore elements of the lead generation engine such as web experience, email, and social content and other elements of engagement.
      4. The additional value of having a buyer persona is to also inform the ICP, which is an essential element of lead scoring.
      5. For the purposes of lead scoring, use the template on the next slide to create a simple form of the buyer journey. This will guide lead generation engine design and the scoring of activities later in our blueprint.

    2 hours

    On the following slide:

    1. Tailor this template to suit your buyer journey. Text in green is yours to modify. Text in black is instructional.
    2. Your objective is to use the buyer journey to identify asset types and a delivery channel that once constructed/sourced and activated within your lead gen engine will support the buyer journey.
    3. Keep your buyer journey updated based on actual journeys of sales wins.
    4. Complete different buyer journeys for different product areas. Complete these collaboratively with stakeholders for alignment.

    SoftwareReviews Advisory Insight:

    Establishing a buyer journey is one of the most valuable tools that, typically, Product Marketing produces. Its use helps campaigners, product managers, and Inside and Field Sales. Leading marketers keep journeys updated based on live deals and characteristics of wins.

    Buyer Journey Template

    Personas: [Title] e.g. “BI Director”

    The image contains a screenshot of the describe persona level as an example.

    [Persona name] ([levels it includes from arrows above]) Buyer’s Journey for [solution type] Vendor Selection

    The image contains a screenshot of the Personas Type example to demonstrate a specific IT role, end use in a relevant department.

    1.3.3 Describe Your Awareness and Lead Gen Engine

    1. Understand the workings of a typical awareness and lead generation engine. Reference the image of a lead gen engine on the following slide when reviewing our guidance below:
      1. In our lead scoring example found in the Lead Scoring Workbook, tab 3, “Weight and Test,” we use a software company selling a sales automation solution, and the engagement activities match with the Typical Awareness and Lead Gen Engine found on the following slide. Our goal is to match a visual representation of a lead gen and awareness engine with the activity scoring portion of lead scoring.
      2. At the top of the Typical Awareness and Lead Generation Engine image, the activities are activated by a team of various roles: digital manager (new web pages), campaign manager (emails and paid media), social media marketer (organic and paid social), and events marketing manager (webinars).
      3. “Awareness” – On the right, the slide shows additional awareness activities driven by the PR/Corporate Comms and Analyst Relations teams.*
      4. The calls to action (CTAs) found in the outreach activities are illustrated below the timeline. The CTAs are grouped and are designed to 1) drive profile capture data via a main sales form fill, and 2) drive engagement that corresponds to the Education, Solution, and Selection buyer journey phases outlined on the prior slide. Ensure you have fast paths to get a hot lead – request a demo – directly to Field Sales when profiles score high.

    * For guidance on best practices in engaging industry analysts, contact your engagement manager to schedule an inquiry with our expert in this area. during that inquiry, we will share best practices and recommended analyst engagement models.

    Lead Scoring Workbook

    2 hours

    On the following slide:

    1. Tailor the slide to describe your lead generation engine as you will use it when you get to latter steps to describe the activities in your lead gen engine and weight them for lead scoring.
    2. Use the template to see what makes up a typical lead gen and awareness building engine. Record your current engine parts and see what you may be missing.
    3. Note: The “Goal” image in the upper right of the slide is meant as a reminder that marketers should establish a goal for SQLs delivered to Field Sales for each campaign.

    SoftwareReviews Advisory Insight:

    Marketing’s primary mission is to deliver marketing-influenced wins (MIWs) to the company. Building a compelling awareness and lead gen engine must be done with that goal in mind. Leaders are ruthless in testing – copy, email subjects, website navigation, etc. – to fine-tune the engine and staying highly collaborative with sellers to ensure high value lead delivery.

    Typical Awareness and Lead Gen Engine

    Understand how a typical lead generation engine works. Awareness activities are included as a reference. Use as a template for campaigns.

    The image contains a screenshot of a diagram to demonstrate how a lead generation engine works.

    Phase 2

    Build and Test Your Lead Scoring Model

    Phase 1

    Phase 2

    Phase 3

    1.1 Establish a cross-functional vision for lead scoring

    1.2 Asses your tech stack for lead scoring (optional)

    1.3 Catalog your buyer journey and lead gen engine assets

    2.1 Start building your lead scoring model

    2.2 Identify and verify your IPC and weightings

    2.3 Establish key lead generation activities and assets

    3.1 Apply model to your marketing management software

    3.2 Test the quality of sales-accepted leads

    3.3 Apply advanced methods

    This phase will walk you through the following activities:

    1. Understand the Lead Scoring Grid and establish thresholds.
    2. Collaborate with stakeholders on your ICP, apply weightings to profile attributes and values, and test.
    3. Identify the key activities and assets of your lead gen engine, weight attributes, and run tests.

    This phase involves the following participants:

    • Field Marketing/Campaign Manager
    • Product Marketing
    • Sales Leadership/Sales Operations
    • Inside Sales leadership
    • Marketing Operations/IT
    • Digital Platform leadership

    Step 2.1

    Start Building Your Lead Scoring Model

    Activities

    2.1.1 Understand the Lead Scoring Grid

    2.1.2 Identify thresholds

    This step will walk you through the following activities:

    • Discuss the concept of the thresholds for scoring leads in each of the various states – “ignore,” “nurture,” “qualify,” “send to sales.”
    • Open the Lead Scoring Workbook and validate your own states to suit your organization.
    • Arrive at an initial set of threshold scores.

    This step involves the following participants:

    • Stakeholders

    Outcomes of this step

    • Stakeholder alignment on stages
    • Stakeholder alignment on initial set of thresholds

    2.1.1 Understand the Lead Scoring Grid

    30 minutes

    1. Understand how lead scoring works and our grid is constructed.
    2. Understand the two important areas of the grid and the concept of how the contact’s scores will increase as follows:
      1. Profile – as the profile attributes of the contact approaches that of the ICP we want to score the contact/prospect higher. Note: Step 1.3 walks you through creating your ICP.
      2. Engagement – as the contact/prospect engages with the activities (e.g. webinars, videos, events, emails) and assets (e.g. website, whitepapers, blogs, infographics) in our lead generation engine, we want to score the contact/prospect higher. Note: You will describe your engagement activities in this step.
    3. Understand how thresholds work:
      1. Threshold percentages, when reached, trigger movement of the contact from one state to the next – “ignore,” “nurture,” “qualify with Inside Sales,” and “send to sales.”
    The image contains a screenshot of an example of the lead scoring grid, as described in the text above.

    2.1.2 Identify thresholds

    30 minutes

    We have set up a model Lead Scoring Grid – see Lead Scoring Workbook, tab 2, “Identify Thresholds.”

    Set your thresholds within the Lead Scoring Workbook:

    • Set your threshold percentages for ”Profile” and “Engagement.”
    • You will run test scenarios for each in later steps.
    • We suggest you start with the example percentages given in the Lead Scoring Workbook and plan to adjust them during testing in later steps.
    • Define the “Send to Sales,” “Qualify With Inside Sales,” “Nurture,” and “Ignore” zones.

    SoftwareReviews Advisory Insight:

    Clarify that all-important threshold for when a lead passes to your expensive and time-starved outbound sellers.

    The image contains a screenshot of the Lead Scoring Workbook, tab 2 demonstrating the Lead Scoring Grid.

    Lead Scoring Workbook

    Step 2.2

    Identify and Verify Your Ideal Customer Profile and Weightings

    Activities

    2.2.1 Identify your ideal customer profile

    2.2.2 Run tests to validate profile weightings

    This step will walk you through the following activities:

    • Identify the attributes that compose the ICP.
    • Identify the values of each attribute and their weightings.
    • Test different contact profile scenarios against what actually makes sense.
    • Adjust weightings if needed.

    This step involves the following participants:

    • Stakeholders

    Outcomes of this step

    • Stakeholder alignment on ICP
    • Stakeholder alignment on weightings given to attributes
    • Tested results to verify thresholds and cores

    2.2.1 Identify your ideal customer profile

    Collaborate with stakeholders to understand what attributes best describe your ICP. Assign weightings and subratings.

    2 hours

    1. Choose attributes such as job role, organization type, number of employees/potential seat holders, geographical location, interest area, etc., that describe the ideal profile of a target buyer. Best practice sees marketers choosing attributes based on real wins.
    2. Some marketers compare the email domain of the contact to a target list of domains. In the Lead Scoring Workbook, tab 3, “Weight and Test,” we provide an example profile for a “Sales Automation Software” ICP.
    3. Use the workbook as a template, remove our example, and create your own ICP attributes. Then weight the attributes to add up to 100%. Add in the attribute values and weight them. In the next step you will test scenarios.

    SoftwareReviews Advisory Insight:

    Marketers who align with colleagues in areas such as Product Marketing, Sales, Inside Sales, Sales Training/Enablement, and Product Managers and document the ICP give their organizations a greater probability of lead generation success.

    The image contains a screenshot of tab 3, demonstrating the weight and test with the example profile.

    Lead Scoring Workbook

    2.2.2 Run tests to validate profile weightings

    Collaborate with stakeholders to run different profile scenarios. Validate your model including thresholds.

    The image contains a screenshot of tab 3 to demonstrate the next step of running tests to validate profile weightings.

    SoftwareReviews Advisory Insight:

    Keep your model simple in the interest of fast implementation and to drive early learnings. The goal is not to be perfect but to start iterating toward success. You will update your scoring model even after going into production.

    2 hours

    1. Choose scenarios of contact/lead profile attributes by placing a “1” in the “Attribute” box shown at left.
    2. Place your estimate of how you believe the profile should score in the box to the right of “Estimated Profile State.” How does the calculated state, beneath, compare to the estimated state?
    3. In cases where the calculated state differs from your estimated state, consider weighting the profile attribute differently to match.
    4. If you find estimates and calculated states off dramatically, consider changing previously determined thresholds in tab 2, “Identify Thresholds.” Test multiple scenarios with your team.

    Lead Scoring Workbook

    Step 2.3

    Establish Key Lead Generation Activities and Assets

    Activities

    2.3.1 Establish activities, attribute values, and weights

    2.3.2 Run tests to evaluate activity ratings

    This step will walk you through the following activities:

    • Identify the activities/asset types in your lead gen engine.
    • Weight each attribute and define values to score for each one.
    • Run tests to ensure your model makes sense.

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Final stakeholder alignment on which assets compose your lead generation engine
    • Scoring model tested

    2.3.1 Establish activities, attribute values, and weights

    2 hours

    1. Catalog the assets and activities that compose your lead generation engine outlined in Activity 1.3.3. Identify their attribute values and weight them accordingly.
    2. Consider weighting attributes and values according to how close that asset gets to conveying your ideal call to action. For example, if your ideal CTA is “schedule a demo” and the “click” was submitted in the last seven days, it scores 100%. Take time decay into consideration. If that same click was 60 days ago, it scores less – maybe 60%.
    3. Different assets convey different intent and therefore command different weightings; a video comparing your offering against the competition, considered a down funnel asset, scores higher than the company video, considered a top-of-the-funnel activity and “awareness.”
    The image contains a screenshot of the next step of establishing activities, attribute values, and weights.

    Lead Scoring Workbook

    2.3.2 Run tests to validate activity weightings

    Collaborate with stakeholders to run different engagement scenarios. Validate your model including thresholds.

    The image contains a screenshot of activity 2.3.2: run tests to validate activity weightings.

    SoftwareReviews Advisory Insight:

    Use data from actual closed deals and the underlying activities to build your model – nothing like using facts to inform your key decisions. Use common sense and keep things simple. Then update further when data from new wins appears.

    2 hours

    1. Test scenarios of contact engagement by placing a “1” in the “Attribute” box shown at left.
    2. Place your estimate of how you believe the engagement should score in the box to the right of “Estimated Engagement State.” How does the calculated state, beneath, compare to the estimated state?
    3. In cases where the calculated state differs from your estimated state, consider weighting the activity attribute differently to match.
    4. If you find that the estimates and calculated states are off dramatically, consider changing previously determined thresholds in tab 2, “Identify Thresholds.” Test multiple scenarios with your team.

    Lead Scoring Workbook

    Phase 3

    Apply Your Model to Marketing Apps and Go Live With Better Qualified Leads

    Phase 1

    Phase 2

    Phase 3

    1.1 Establish a cross-functional vision for lead scoring

    1.2 Asses your tech stack for lead scoring (optional)

    1.3 Catalog your buyer journey and lead gen engine assets

    2.1 Start building your lead scoring model

    2.2 Identify and verify your IPC and weightings

    2.3 Establish key lead generation activities and assets

    3.1 Apply model to your marketing management software

    3.2 Test the quality of sales-accepted leads

    3.3 Apply advanced methods

    This phase will walk you through the following activities:

    1. Apply model to your marketing management/campaign management software.
    2. Get better qualified leads in the hands of sellers.
    3. Apply lead nurturing and other advanced methods.

    This phase involves the following participants:

    • Field Marketing/Campaign Manager
    • Sales Leadership/Sales Operations
    • Inside Sales leadership
    • Marketing Operations/IT
    • Digital Platform leadership

    Step 3.1

    Apply Model to Your Marketing Management Software

    Activities

    3.1.1 Apply final model to your lead management software

    This step will walk you through the following activities:

    • Apply the details of your scoring model to the lead management software.

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Marketing management software or campaign management application is now set up/updated with your lead scoring approach.

    3.1.1 Apply final model to your lead management software

    Now that your model is complete and ready to go into production, input your lead scoring parameters into your lead management software.

    The image contains a screenshot of activity 3.1.1 demonstrating tab 4 of the Lead Scoring Workbook.

    3 hours

    1. Go to the Lead Scoring Workbook, tab 4, “Model Summary” for a formatted version of your lead scoring model. Double-check print formatting and print off a copy.
    2. Use the copy of your model to show to prospective technology providers when asking them to demonstrate their lead scoring capabilities.
    3. Once you have finalized your model, use the printed output from this tab to ease your process of transposing the corresponding model elements into your lead management software.

    Lead Scoring Workbook

    Step 3.2

    Test the Quality of Sales-Accepted Leads

    Activities

    3.2.1 Achieve sales lead acceptance

    3.2.2 Measure and optimize

    This step will walk you through the following activities:

    • Suggest that the Inside Sales and Field Sales teams should assess whether to sign off on quality of leads received.
    • Campaign managers and stakeholders should now be able to track lead status more effectively.

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Sales leadership should be able to sign off that leads are better qualified.
    • With marketing pipeline analytics in place, campaigners can start to measure lead flow and conversion rates.

    3.2.1 Achieve sales lead acceptance

    Collaborate with sellers to validate your lead scoring approach.

    1 hour

    1. Gather a set of SQLs – leads that have been qualified by Inside Sales and delivered to Field Sales. Have Field Sales team members convey whether these leads were properly qualified.
    2. Where leads are deemed not properly qualified, determine if the issue was a) a lack of proper qualification by the Inside Sales team, or b) the lead generation engine, which should have further nurtured the lead or ignored it outright.
    3. Work collaboratively with Inside Sales to update your lead scoring model and/or Inside Sales practice.

    Stage

    Characteristics

    Actions

    Contact

    • Unqualified
    • No/low activity

    Nurture

    SDR Qualify

    Send to Sales

    Close

    MQL

    • Profile scores high
    • Engagement strong

    SQL

    • Profile strengthened
    • Demo/quote/next step confirmed

    Oppt’y

    • Sales acceptance
    • Sales opportunity management

    Win

    • Deal closed

    SoftwareReviews Advisory Insight:

    Marketers that collaborate with Sales – and in this case, a group of sellers as a sales advisory team – well in advance of sales acceptance to design lead scoring will save time during this stage, build trust with sellers, and make faster decisions related to lead management/scoring.

    3.2.2 Measure and optimize

    Leverage analytics that help you optimize your lead scoring methodology.

    Ongoing

    1. Work with Marketing Ops/IT team to design and implement analytics that enable you to:
    2. Meet frequently with your stakeholder team to review results.
    3. Learn from the wins: see how they actually scored and adjust thresholds and/or asset/activity weightings.
    4. Learn from losses: fix ineffective scoring, activities, assets, form-fill strategies, and engagement paths.
    5. Test from both wins and losses if demographic weightings are delivering accurate scores.
    6. Analyze those high scoring leads that went right to sellers but did not close. This could point to a sales training or enablement challenge.
    The image contains a screenshot of the lead scoring dashboard.

    Analytics will also drive additional key insights across your lead gen engine:

    • Are volumes increasing or decreasing? What percentage of leads are in what status (A1-D4)?
    • What nurturing will re-engage stalled leads that score high in profile but low in engagement (A3, B3)?
    • Will additional profile data capture further qualify leads with high engagement (C1, C2)?
    • And beyond all of the above, what leads move to Inside Sales and convert to SQLs, opportunities, and eventually marketing-influenced wins?

    Step 3.3

    Apply Advanced Methods

    Activities

    3.3.1 Employ lead nurturing strategies

    3.3.2 Adjust your model over time to accommodate more advanced methods

    This step will walk you through the following activities:

    • Apply lead nurturing to your lead gen engine.
    • Adjust your engine over time with more advanced methods.

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Marketers can begin to test lead nurturing strategies and other advanced methods.

    3.3.1 Employ lead nurturing strategies

    A robust content marketing competence with compelling assets and the capture of additional profile data for qualification are key elements of your nurturing strategy.

    The image contains a screenshot of the Lead Scoring Grid with a focus on Nurture.

    SoftwareReviews Advisory Insight:

    Nurturing success combines the art of crafting engaging copy/experiences and the science of knowing just where a prospect is within your lead gen engine. Great B2B marketers demonstrate the discipline of knowing when to drive engagement and/or additional profile attribute capture using intent while not losing the prospect to over-profiling.

    Ongoing

    1. The goal of lead nurturing is to move the collection of contacts/leads that are scoring, for example, in the A3, B3, C1, C2, and C3 cells into A2, B2, and B1 cells.
    2. How is this best done? To nurture leads that are A3 and B3, entice the prospect with engagement that leads to the bottom of funnel – e.g. “schedule a demo” or “schedule a consultation” via a compelling asset. See the example on the following slide.
    3. To nurture C1 and C2, we need to qualify them further, so entice with an asset that leads to deeper profile knowledge.
    4. For C3 leads, we need both profile and activity nurturing.

    Lead nurturing example

    The image contains an example of a lead nurturing example.

    SoftwareReviews Advisory Insight:

    When nurturing, choose/design content as to what “intent” it satisfies. For example, a head-to-head comparison with a key competitor signals “Selection” phase of the buyer journey. Content that helps determine what app-type to buy signals “Solution”. A company video, or a webinar replay, may mean your buyer is “educating themselves.

    3.3.2 Adjust your model over time to accommodate more advanced methods

    When getting started or within a smaller marketing team, focus on the basics outlined thus far in this blueprint. Larger and/or more experienced teams are able to employ more advanced methods.

    Ongoing

    Advanced Methods

    • Invest in technologies that interpret lead scores and trigger next-step actions, especially outreach by Inside and/or Field Sales.
    • Use the above to route into nurturing environments where additional engagement will raise scores and trigger action.
    • Recognize that lead value decays with time to time additional outreach/activities and to reduce lead scores over time.
    • Always be testing different engagement, copy, and subsequent activities to optimize lead velocity through your lead gen engine.
    • Build intent sensitivity into engagement activities; e.g. test if longer demo video engagement times imply ”contact me for a demo” via a qualification outreach. Update scores manually to drive learnings.
    • Vary engagement paths by demographics to deliver unique digital experiences. Use firmographics/email domain to drive leads through a more tailored account-based marketing (ABM) experience.
    • Reapply learnings from closed opportunities/wins to drive updates to buyer journey mapping and your ICP.

    Frequently used acronyms

    ABM

    Account-Based Marketing

    B2B

    Business to Business

    CMO

    Chief Marketing Officer

    CRM

    Customer Relationship Management

    ICP

    Ideal Customer Profile

    MIW

    Marketing-Influenced Win

    MQL

    Marketing-Qualified Lead

    SDR

    Sales Development Representative

    SQL

    Sales-Qualified Lead

    Works cited

    Arora, Rajat. “Mining the Real Gems from you Data – Lead Scoring and Engagement Scoring.” LeadSquared, 27 Sept. 2014. Web.

    Doyle, Jen. “2012 B2B Marketing Benchmark Report: Research and insights on attracting and converting the modern B2B buyer.” MarketingSherpa, 2012. Web.

    Doyle, Jen, and Sergio Balegno. “2011 MarketingSherpa B2B Marketing Benchmark Survey: Research and Insights on Elevating Marketing Effectiveness from Lead Generation to Sales Conversion.” MarketingSherpa, 2011.

    Kirkpatrick, David. “Lead Scoring: CMOs realize a 138% lead gen ROI … and so can you.” marketingsherpa blog, 26 Jan 2012. Web.

    Moser, Jeremy. “Lead Scoring Is Important for Your Business: Here’s How to Create Scoring Model and Hand-Off Strategy.” BigCommerce, 25 Feb. 2019. Web.

    Strawn, Joey. “Why Lead Scoring Is Important for B2Bs (and How You Can Implement It for Your Company.” IndustrialMarketer.com, 17 Aug. 2016. Web.

    Release management

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    Today's world requires frequent and fast deployments. Stay in control with release management.

    z-Series Modernization and Migration

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    Our Advice

    Critical Insight

    The most common tactic is for the organization to better realize their z/Series options and adopt a strategy built on complexity and workload understanding. To make the evident, obvious, the options here for the non-commodity are not as broad as with commodity server platforms and the mainframe is arguably the most widely used and complex non-commodity platform on the market.

    Impact and Result

    This research will help you:

    • Evaluate the future viability of this platform.
    • Assess the fit and purpose, and determine TCO
    • Develop strategies for overcoming potential challenges.
    • Determine the future of this platform for your organization.

    z/Series Modernization and Migration Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. z/Series Modernization and Migration Guide – A brief deck that outlines key migration options and considerations for the z/Series platform.

    This blueprint will help you assess the fit, purpose, and price; develop strategies for overcoming potential challenges; and determine the future of z/Series for your organization.

    • z/Series Modernization and Migration Storyboard

    2. Scale Up vs. Scale Out TCO Tool – A tool that provides organizations with a framework for TCO.

    Use this tool to play with the pre-populated values or insert your own amounts to compare possible database decisions, and determine the TCO of each. Note that common assumptions can often be false; for example, open-source Cassandra running on many inexpensive commodity servers can actually have a higher TCO over six years than a Cassandra environment running on a larger single expensive piece of hardware. Therefore, calculating TCO is an essential part of the database decision process.

    • Scale Up vs. Scale Out TCO Tool
    [infographic]

    Further reading

    z/Series Modernization and Migration

    The biggest migration is yet to come.

    Executive Summary

    Info-Tech Insight

    “A number of market conditions have coalesced in a way that is increasingly driving existing mainframe customers to consider running their application workloads on alternative platforms. In 2020, the World Economic Forum noted that 42% of core skills required to perform existing jobs are expected to change by 2022, and that more than 1 billion workers need to be reskilled by 2030.” – Dale Vecchio

    Your Challenge

    It seems like anytime there’s a new CIO who is not from the mainframe world there is immediate pressure to get off this platform. However, just as there is a high financial commitment required to stay on System Z, moving off is risky and potentially more costly. You need to truly understand the scale and complexity ahead of the organization.

    Common Obstacles

    Under the best of circumstances, mainframe systems are complex, expensive, and difficult to scale. In today’s world, applications written for mainframe legacy systems also present significant operational challenges to customers compounded by the dwindling pool of engineers who specialize in these outdated technologies. Many organizations want to migrate their legacy applications to the cloud, but to do so they need to go through a lengthy migration process that is made more challenging by the complexity of mainframe applications.

    Info-Tech Approach

    The most common tactic is for the organization to better realize its z/Series options and adopt a strategy built on complexity and workload understanding. To make the evident, obvious: the options here for the non-commodity are not as broad as with commodity server platforms and the mainframe is arguably the most widely used and complex non-commodity platform on the market.

    Review

    We help IT leaders make the most of their z/Series environment

    Problem statement:

    The z/Series remains a vital platform for many businesses and continues to deliver exceptional reliability and performance and play a key role in the enterprise. With the limited and aging resources at hand, CIOs and the like must continually review and understand their migration path with the same regard as any other distributed system roadmap.

    This research is designed for:

    IT strategic direction decision makers.

    IT managers responsible for an existing z/Series platform.

    Organizations evaluating platforms for mission critical applications.

    This research will help you:

    1. Evaluate the future viability of this platform.
    2. Assess the fit and purpose, and determine TCO.
    3. Develop strategies for overcoming potential challenges.
    4. Determine the future of this platform for your organization.

    Analyst Perspective

    Good Luck.

    Darin Stahl.

    Modernize the mainframe … here we go again.

    Prior to 2020, most organizations were muddling around in “year eleven of the four-year plan” to exit the mainframe platform where a medium-term commitment to the platform existed. Since 2020, it appears the appetite for the mainframe platform changed. Again. Discussions mostly seem to be about what the options are beyond hardware outsourcing or re-platforming to “cloud” migration of workloads – mostly planning and strategy topics. A word of caution: it would appear unwise to stand in front of the exit door for fear of being trampled.

    Hardware expirations between now and 2025 are motivating hosting deployments. Others are in migration activities, and some have already decommissioned and migrated but now are trying to rehab the operations team now lacking direction and/or structure.

    There is little doubt that modernization and “digital transformation” trends will drive more exit traffic, so IT leaders who are still under pressure to get off the platform need to assess their options and decide. Being in a state of perpetually planning to get off the mainframe handcuffs your ability to invest in the mainframe, address deficiencies, and improve cost-effectiveness.

    Darin Stahl
    Principal Research Advisor, Infrastructure & Operations Research
    Info-Tech Research Group

    The mainframe “fidget spinner”

    Thinking of modernizing your mainframe can cause you angst so grab a fidget spinner and relax because we have you covered!

    External Business Pressures:

    • Digital transformation
    • Modernization programs
    • Compliance and regulations
    • TCO

    Internal Considerations:

    • Reinvest
    • Migrate to a new platform
    • Evaluate public and vendor cloud alternatives
    • Hosting versus infrastructure outsourcing

    Info-Tech Insight

    With multiple control points to be addressed, care must be taken to simplify your options while addressing all concerns to ease operational load.

    The analyst call review

    “Who has Darin talked with?” – Troy Cheeseman

    Dating back to 2011, Darin Stahl has been the primary z/Series subject matter expert within the Infrastructure & Operations Research team. Below represents the percentage of calls, per industry, where z/Series advisory has been provided by Darin*:

    37% - State Government

    19% - Insurance

    11% - Municipality

    8% - Federal Government

    8% - Financial Services

    5% - Higher Education

    3% - Retail

    3% - Hospitality/Resort

    3% - Logistics and Transportation

    3% - Utility

    Based on the Info-Tech call history, there is a consistent cross section of industry members who not only rely upon the mainframe but are also considering migration options.

    Note:

    Of course, this only represents industries who are Info-Tech members and who called for advisory services about the mainframe.

    There may well be more Info-Tech members with mainframes who have no topic to discuss with us about the mainframe specifically. Why do we mention this?

    We caution against suggesting things like, ”somewhat less than 50% of mainframes live in state data centers” or any other extrapolated inference from this data.

    Our viewpoint and discussion is based on the cases and the calls that we have taken over the years.

    *37+ enterprise calls were reviewed and sampled.

    Scale out versus scale up

    For most workloads “scale out" (e.g. virtualized cloud or IaaS ) is going to provide obvious and quantifiable benefits.

    However, with some workloads (extremely large analytics or batch processing ) a "scale up" approach is more optimal. But the scale up is really limited to very specific workloads. Despite some assumptions, the gains made when moving from scale up to scale out are not linear.

    Obviously, when you scale out from a performance perspective you experience a drop in what a single unit of compute can do. Additionally, there will be latency introduced in the form of network overhead, transactions, and replication into operations that were previously done just bypassing object references within a single frame.

    Some applications or use cases will have to be architected or written differently (thinking about the high-demand analytic workloads at large scale). Remember the “grid computing” craze that hit us during the early part of this century? It was advantageous for many to distribute work across a grid of computing devices for applications but the advantage gained was contingent on the workload able to be parsed out as work units and then pulled back together through the application.

    There can be some interesting and negative consequences for analytics or batch operations in a large scale as mentioned above. Bottom line, as experienced previously with Microfocus mainframe ports to x86, the batch operations simply take much longer to complete.

    Big Data Considerations*:

    • Value: Data has no inherent value until it’s used to solve a business problem.
    • Variety: The type of data being produced is increasingly diverse and ranges from email and social media to geo-spatial and photographic data. This data may be difficult to process using a structured data model.
    • Volume: The sheer size of the datasets is growing exponentially, often ranging from terabytes to petabytes. This is complicating traditional data management strategies.
    • Velocity: The increasing speed at which data is being collected and processed is also causing complications. Big data is often time sensitive and needs to be captured in real time as it is streaming into the enterprise.

    *Build a Strategy for Big Data Platforms

    Consider your resourcing

    Below is a summary of concerns regarding core mainframe skills:

    1. System Management (System Programmers): This is the most critical and hard-to-replace skill since it requires in-depth low-level knowledge of the mainframe (e.g. at the MVS level). These are skills that are generally not taught anymore, so there is a limited pool of experienced system programmers.
    2. Information Management System (IMS) Specialists: Requires a combination of mainframe knowledge and data analysis skills, which makes this a rare skill set. This is becoming more critical as business intelligence takes on an ever-increasing focus in most organizations.
    3. Application Development: The primary concern here is a shortage of developers skilled in older languages such as COBOL. It should be noted that this is an application issue; for example, this is not solved by migrating off mainframes.
    4. Mainframe Operators: This is an easier skill set to learn, and there are several courses and training programs available. An IT person new to mainframes could learn this position in about six weeks of on-the-job training.
    5. DB2 Administration: Advances in database technology have simplified administration (not just for DB2 but also other database products). As a result, as with mainframe operators, this is a skill set that can be learned in a short period of time on the job.

    The Challenge

    An aging workforce, specialized skills, and high salary expectations

    • Mainframe specialists, such as system programmers and IMS specialists, are typically over 50, have a unique skill set, and are tasked with running mission-critical systems.

    The In-House Solution:

    Build your mentorship program to create a viable succession plan

    • Get your money’s worth out of your experienced staff by having them train others.
    • Operator skills take about six weeks to learn. However, it takes about two years before a system programmer trainee can become fully independent. This is similar to the learning curve for other platforms; however, this is a more critical issue for mainframes since organizations have far fewer mainframe specialists to fall back on when senior staff retire or move on.

    Understand your options

    Migrate to another platform

    Use a hosting provider

    Outsource

    Re-platform (cloud/vendors)

    Reinvest

    There are several challenges to overcome in a migration project, from finding an appropriate alternative platform to rewriting legacy code. Many organizations have incurred huge costs in the attempt, only to be unsuccessful in the end, so make this decision carefully.

    Organizations often have highly sensitive data on their mainframes (e.g. financial data), so many of these organizations are reluctant to have this data live outside of their four walls. However, the convenience of using a hosting provider makes this an attractive option to consider.

    The most common tactic is for the organization to adopt some level of outsourcing for the non-commodity platform, retaining the application support/development in-house.

    A customer can “re-platform” the non-commodity workload into public cloud offerings or in a few offerings
    “re-host.”

    If you’re staying with the mainframe and keeping it in-house, it’s important to continue to invest in this platform, keep it current, and look for opportunities to optimize its value.

    Migrate

    Having perpetual plans to migrate handcuffs your ability to invest in your mainframe, extend its value, and improve cost effectiveness.

    If this sounds like your organization, it’s time to do the analysis so you can decide and get clarity on the future of the mainframe in your organization.

    1. Identify current performance, availability, and security requirements. Assess alternatives based on this criteria.
    2. Review and use Info-Tech’s Mainframe TCO Comparison Tool to compare mainframe costs to the potential alternative platform.
    3. Assess the business risks and benefits. Can the alternative deliver the same performance, reliability, and security? If not, what are the risks? What do you gain by migrating?
    4. If migration is still a go, evaluate the following:
    • Do you have the expertise or a reliable third party to perform the migration, including code rewrites?
    • How long will the migration take? Can the business function effectively during this transition period?
    • How much will the migration cost? Is the value you expect to gain worth the expense?

    *3 of the top 4 challenges related to shortfalls of alternative platforms

    The image contains a bar graph that demonstrates challenges related to shortfalls of alternative platforms.

    *Source: Maximize the Value of IBM Mainframes in My Business

    Hosting

    Using a hosting provider is typically more cost-effective than running your mainframe in-house.

    Potential for reduced costs

    • Hosting enables you to reduce or eliminate your mainframe staff.
    • Economies of scale enable hosting providers to reduce software licensing costs. They also have more buying power to negotiate better terms.
    • Power and cooling costs are also transferred to the hosting provider.

    Reliable infrastructure and experienced staff

    • A quality hosting provider will have 24/7 monitoring, full redundancy, and proven disaster recovery capabilities.
    • The hosting provider will also have a larger mainframe staff, so they don’t have the same risk of suddenly being without those advanced critical skills.

    So, what are the risks?

    • A transition to a hosting provider usually means eliminating or significantly reducing your in-house mainframe staff. With that loss of in-house expertise, it will be next to impossible to bring the mainframe back in-house, and you become highly dependent on your hosting provider.

    Outsourcing

    The most common tactic is for the organization to adopt some level of outsourcing for the non-commodity platform, retaining the application support/development in-house.

    The options here for the non-commodity (z/Series, IBM Power platforms, for example) are not as broad as with commodity server platforms. More confusingly, the term “outsourcing” for these can include:

    Traditional/Colocation – A customer transitions their hardware environment to a provider’s data center. The provider can then manage the hardware and “system.”

    Onsite Outsourcing – Here a provider will support the hardware/system environment at the client’s site. The provider may acquire the customer’s hardware and provide software licenses. This could also include hiring or “rebadging” staff supporting the platform. This type of arrangement is typically part of a larger services or application transformation. While low risk, it is not as cost-effective as other deployment models.

    Managed Hosting – A customer transitions their legacy application environment to an off-prem hosted multi-tenanted environment. It will provide the most cost savings following the transition, stabilization, and disposal of existing environment. Some providers will provide software licensing, and some will also support “Bring Your Own,” as permitted by IBM terms for example.

    Info-Tech Insight

    Technical debt for non-commodity platforms isn’t only hardware based. Moving an application written for the mainframe onto a “cheaper” hardware platform (or outsourced deployment) leaves the more critical problems and frequently introduces a raft of new ones.

    Re-platform – z/Series COBOL Cloud

    Re-platforming is not trivial.

    While the majority of the coded functionality (JCLs, programs, etc.) migrate easily, there will be a need to re-code or re-write objects – especially if any object, code, or location references are not exactly the same in the new environment.

    Micro Focus has solid experience in this but if consider it within the context of an 80/20 rule (the actual metrics might be much better than that), meaning that some level of rework would have to be accomplished as an overhead to the exercise.

    Build that thought into your thinking and business case.

    AWS Cloud

    • Astadia (an AWS Partner) is re-platforming mainframe workloads to AWS. With its approach you reuse the original application source code and data to AWS services. Consider reviewing Amazon’s “Migrating a Mainframe to AWS in 5 Steps.”

    Azure Cloud

    Micro Focus COBOL (Visual COBOL)

    • Micro Focus' Visual COBOL also supports running COBOL in Docker containers and managing and orchestrating the containers with Kubernetes. I personally cannot imagine what sort of drunken bender decision would lead me to move COBOL into Docker and then use Kubernetes to run in GCP but there you are...if that's your Jam you can do it.

    Re-platform – z/Series (Non-COBOL)

    But what if it's not COBOL?

    Yeah, a complication for this situation is the legacy code.

    While re-platforming/re-hosting non-COBOL code is not new, we have not had many member observations compared to the re-platforming/re-hosting of COBOL functionality initiatives.

    That being said, there are a couple of interesting opportunities to explore.

    NTT Data Services (GLOBAL)

    • Most intriguing is the re-hosting of a mainframe environment into AWS. Not sure if the AWS target supports NATURAL codebase; it does reference Adabas however (Re-Hosting Mainframe Applications to AWS with NTT DATA Services). Nevertheless, NTT has supported re-platforming and NATURAL codebase environments previously.

    ModernSystems (or ModSys) has relevant experience.

    • ModSys is the resulting entity following a merger between BluePhoenix and ATERAS a number of years ago. ATERAS is the entity I find references to within my “wayback machine” for member discussions. There are also a number of published case studies still searchable about ATERAS’ successful re-platforming engagements, including the California Public Employees Retirement System (CalPERS) most famously after the Accenture project to rewrite it failed.

    ATOS, as a hosting vendor mostly referenced by customers with global locations in a short-term transition posture, could be an option.

    Lastly, the other Managed Services vendors with NATURAL and Adabas capabilities:

    Reinvest

    By contrast, reducing the use of your mainframe makes it less cost-effective and more challenging to retain in-house expertise.

    • For organizations that have migrated applications off the mainframe (at least partly to reduce dependency on the platform), inevitably there remains a core set of mission critical applications that cannot be moved off for reasons described on the “Migrate” slide. This is when the mainframe becomes a costly burden:
      • TCO is relatively high due to low utilization.
      • In-house expertise declines as workload declines and current staffing allocations become harder to justify.
    • Organizations that are instead adding capacity and finding new ways to use this platform have lower cost concerns and resourcing challenges. The charts below illustrate this correlation. While some capacity growth is due to normal business growth, some is also due to new workloads, and it reflects an ongoing commitment to the platform.

    *92% of organizations that added capacity said TCO is lower than for commodity servers (compared to 50% of those who did not add capacity)

    *63% of organizations that added capacity said finding resources is not very difficult (compared to 42% of those who did not add capacity)

    The image contains a bar graph as described in the above text. The image contains a bar graph as described in the above text.

    *Maximize the Value of IBM Mainframes in My Business

    An important thought about data migration

    Mainframe data migrations – “VSAM, IMS, etc.”

    • While the application will be replaced and re-platformed, there is the historical VIN data remaining in the VSAM files and access via the application. The challenge is that a bulk conversion can add upfront costs and delay the re-platforming of the application functionality. Some shops will break the historical data migration into a couple of phases.
    • While there are technical solutions to accessing VSAM data stores, what I have observed with other members facing a similar scenario is a need to “shrink” the data store over time. The technical accesses to historical VSAM records would also have a lifespan, and rather than kicking the can down the road indefinitely, many have turned to a process-based solution allowing them to shrink the historical data store over time. I have observed three approaches to the handling or digitization of historical records like this:

    Temporary workaround. This would align with a technical solution allowing the VASM files to be accessed using platforms other than on mainframe hardware (Micro Focus or other file store trickery). This can be accomplished relatively quickly but does run the risk of technology obsolesce for the workaround at some point in the future.

    Bulk conversion. This method would involve the extract/transform/load of the historical records into the new application platform. Often the order of the conversion is completed on work newest to oldest (the idea is that the newest historical records would have the highest likelihood of an access need), but all files would be converted to the new application and the old data store destroyed.

    Forward convert, which would have files undergo the extract/transform/load conversion into the new application as they are accessed or reopened. This method would keep historical records indefinitely or until they are converted – or the legal retention schedule allows for their destruction (hopefully no file must be kept forever). This could be a cost-efficient approach since the historical files remaining on the VSAM platform would be shrunk over time based on demand from the district attorney process. The conversion process could be automated and scripted, with a QR step allowing for the records to be deleted from the old platform.

    Info-Tech Insight

    It is not usual for organizations to leverage options #2 and #3 above to move the functionality forward while containing the scope creep and costs for the data conversions.

    Enterprise class job scheduling

    Job scheduling or data center automation?

    • Enterprise class job scheduling solutions enable complex unattended batched programmatically conditioned task/job scheduling.
    • Data center automation (DCIM) software automates and orchestrates the processes and workflow for infrastructure operations including provisioning, configuring, patching of physical, virtual, and cloud servers, and monitoring of tasks involved in maintaining the operations of a data center or Infrastructure environment.
    • While there maybe some overlap and or confusion between data center automation and enterprise class job scheduling solutions, data center automation (DCIM) software solutions are least likely to have support for non-commodity server platforms and lack robust scheduling functionality.

    Note: Enterprise job scheduling is a topic with low member interest or demand. Since our published research is driven by members’ interest and needs, the lack of activity or member demand would obviously be a significant influence into our ability to aggregate shared member insight, trends, or best practices in our published agenda.

    Data Center Automation (DCIM) Software

    Orchestration/Provisioning Software

    Enterprise class job scheduling features

    The feature set for these tools is long and comprehensive. The feature list below is not exhaustive as specific tools may have additional product capabilities. At a minimum, the solutions offered by the vendors in the list below will have the following capabilities:

    • Automatic restart and recovery
    • File management
    • Integration with security systems such as AD
    • Operator alerts
    • Ability to control spooling devices
    • Cross-platform support
    • Cyclical scheduling
    • Deadline scheduling
    • Event-based scheduling / triggers
    • Inter-dependent jobs
    • External task monitoring (e.g. under other sub-systems)
    • Multiple calendars and time-zones
    • Scheduling of packaged applications (such as SAP, Oracle, JD Edwards)
    • The ability to schedule web applications (e.g. .net, java-based)
    • Workload analysis
    • Conditional dependencies
    • Critical process monitoring
    • Event-based automation (“self-healing” processes in response to common defined error conditions)
    • Graphical job stream/workflow visualization
    • Alerts (job failure notifications, task thresholds (too long, too quickly, missed windows, too short, etc.) via multiple channels
    • API’s supporting programmable scheduler needs
    • Virtualization support
    • Workload forecasting and workload planning
    • Logging and message data supporting auditing capabilities likely to be informed by or compliant with regulatory needs such as Sarbanes, Gramme-Leach
    • Historical reporting
    • Auditing reports and summaries

    Understand your vendors and tools

    List and compare the job scheduling features of each vendor.

    • This is not presented as an exhaustive list.
    • The list relies on observations aggregated from analyst engagements with Info-Tech Research Group members. Those member discussions tend to be heavily tilted toward solutions supporting non-commodity platforms.
    • Nothing is implied about a solution suitability or capability by the order of presentation or inclusion or absence in this list.

    ✓ Advanced Systems Concepts

    ✓ BMC

    ✓ Broadcom

    ✓ HCL

    ✓ Fortra

    ✓ Redwood

    ✓ SMA Technologies

    ✓ StoneBranch

    ✓ Tidal Software

    ✓ Vinzant Software

    Info-Tech Insight

    Creating vendor profiles will help quickly filter the solution providers that directly meet your z/Series needs.

    Advanced Systems Concepts

    ActiveBatch

    Workload Management:

    Summary

    Founded in 1981, ASCs ActiveBatch “provides a central automation hub for scheduling and monitoring so that business-critical systems, like CRM, ERP, Big Data, BI, ETL tools, work order management, project management, and consulting systems, work together seamlessly with minimal human intervention.”*

    URL

    advsyscon.com

    Coverage:

    Global

    Amazon EC2

    Hadoop Ecosystem

    IBM Cognos

    DataStage

    IBM PureData (Netezza)

    Informatica Cloud

    Microsoft Azure

    Microsoft Dynamics AX

    Microsoft SharePoint

    Microsoft Team Foundation Server

    Oracle EBS

    Oracle PeopleSoft

    SAP

    BusinessObjects

    ServiceNow

    Teradata

    VMware

    Windows

    Linux

    Unix

    IBM i

    *Advanced Systems Concepts, Inc.


    BMC

    Control-M

    Workload Management:

    Summary

    Founded in 1980, BMCs Control-M product “simplifies application and data workflow orchestration on premises or as a service. It makes it easy to build, define, schedule, manage, and monitor production workflows, ensuring visibility, reliability, and improving SLAs.”*

    URL

    bmc.com/it-solutions/control-m.html

    Coverage:

    Global

    AWS

    Azure

    Google Cloud Platform

    Cognos

    IBM InfoSphere

    DataStage

    SAP HANA

    Oracle EBS

    Oracle PeopleSoft

    BusinessObjects

    ServiceNow

    Teradata

    VMware

    Windows

    Linux

    Unix

    IBM i

    IBM z/OS

    zLinux

    *BMC

    Broadcom

    Atomic Automation

    Autosys Workload Automation

    Workload Management:

    Summary

    Broadcom offers Atomic Automation and Autosys Workload Automation which ”gives you the agility, speed and reliability required for effective digital business automation. From a single unified platform, Atomic centrally provides the orchestration and automation capabilities needed accelerate your digital transformation and support the growth of your company.”*

    URL

    broadcom.com/products/software/automation/automic-automation

    broadcom.com/products/software/automation/autosys

    Coverage:

    Global


    Windows

    MacOS

    Linux

    UNIX

    AWS

    Azure

    Google Cloud Platform

    VMware

    z/OS

    zLinux

    System i

    OpenVMS

    Banner

    Ecometry

    Hadoop

    Oracle EBS

    Oracle PeopleSoft

    SAP

    BusinessObjects

    ServiceNow

    Teradata

    VMware

    Windows

    Linux

    Unix

    IBM i

    *Broadcom

    HCL

    Workload Automation

    Workload Management:

    Summary

    “HCL Workload Automation streamlined modelling, advanced AI and open integration for observability. Accelerate the digital transformation of modern enterprises, ensuring business agility and resilience with our latest version of one stop automation platform. Orchestrate unattended and event-driven tasks for IT and business processes from legacy to cloud and kubernetes systems.”*

    URL

    hcltechsw.com/workload-automation

    Coverage:

    Global


    Windows

    MacOS

    Linux

    UNIX

    AWS

    Azure

    Google Cloud Platform

    VMware

    z/OS

    zLinux

    System i

    OpenVMS

    IBM SoftLayer

    IBM BigInsights

    IBM Cognos

    Hadoop

    Microsoft Dynamics 365

    Microsoft Dynamics AX

    Microsoft SQL Server

    Oracle E-Business Suite

    PeopleSoft

    SAP

    ServiceNow

    Apache Oozie

    Informatica PowerCenter

    IBM InfoSphere DataStage

    Salesforce

    BusinessObjects BI

    IBM Sterling Connect:Direct

    IBM WebSphere MQ

    IBM Cloudant

    Apache Spark

    *HCL Software

    Fortra

    JAMS Scheduler

    Workload Management:

    Summary

    Fortra’s “JAMS is a centralized workload automation and job scheduling solution that runs, monitors, and manages jobs and workflows that support critical business processes.

    JAMS reliably orchestrates the critical IT processes that run your business. Our comprehensive workload automation and job scheduling solution provides a single pane of glass to manage, execute, and monitor jobs—regardless of platforms or applications.”*

    URL

    jamsscheduler.com

    Coverage:

    Global


    OpenVMS

    OS/400

    Unix

    Windows

    z/OS

    SAP

    Oracle

    Microsoft

    Infor

    Workday

    AWS

    Azure

    Google Cloud Compute

    ServiceNow

    Salesforce

    Micro Focus

    Microsoft Dynamics 365

    Microsoft Dynamics AX

    Microsoft SQL Server

    MySQL

    NeoBatch

    Netezza

    Oracle PL/SQL

    Oracle E-Business Suite

    PeopleSoft

    SAP

    SAS

    Symitar

    *JAMS

    Redwood

    Redwood SaaS

    Workload Management:

    Summary

    Founded in 1993 and delivered as a SaaS solution, ”Redwood lets you orchestrate securely and reliably across any application, service or server, in the cloud or on-premises, all inside a single platform. Automation solutions are at the core of critical business operations such as forecasting, replenishment, reconciliation, financial close, order to cash, billing, reporting, and more. Enterprises in every industry — from manufacturing, utility, retail, and biotech to healthcare, banking, and aerospace.”*

    URL

    redwood.com

    Coverage:

    Global


    OpenVMS

    OS/400

    Unix

    Windows

    z/OS

    SAP

    Oracle

    Microsoft

    Infor

    Workday

    AWS

    Azure

    Google Cloud Compute

    ServiceNow

    Salesforce

    Github

    Office 365

    Slack

    Dropbox

    Tableau

    Informatica

    SAP BusinessObjects

    Cognos

    Microsoft Power BI

    Amazon QuickSight

    VMware

    Xen

    Kubernetes

    *Redwood

    Fortra

    Robot Scheduler

    Workload Management:

    Summary

    “Robot Schedule’s workload automation capabilities allow users to automate everything from simple jobs to complex, event-driven processes on multiple platforms and centralize management from your most reliable system: IBM i. Just create a calendar of when and how jobs should run, and the software will do the rest.”*

    URL

    fortra.com/products/job-scheduling-software-ibm-i

    Coverage:

    Global


    IBM i (System i, iSeries, AS/400)

    AIX/UNIX

    Linux

    Windows

    SQL/Server

    Domino

    JD Edwards EnterpriseOne

    SAP

    Automate Schedule (formerly Skybot Scheduler)

    *Fortra

    SMA Technologies

    OpCon

    Workload Management:

    Summary

    Founded in1980, SMA offers to “save time, reduce error, and free your IT staff to work on more strategic contributions with OpCon from SMA Technologies. OpCon offers powerful, easy-to-use workload automation and orchestration to eliminate manual tasks and manage workloads across business-critical operations. It's the perfect fit for financial institutions, insurance companies, and other transactional businesses.”*

    URL

    smatechnologies.com

    Coverage:

    Global

    Windows

    Linux

    Unix

    z/Series

    IBM i

    Unisys

    Oracle

    SAP

    Microsoft Dynamics AX

    Infor M3

    Sage

    Cegid

    Temenos

    FICS

    Microsoft Azure Data Management

    Microsoft Azure VM

    Amazon EC2/AWS

    Web Services RESTful

    Docker

    Google Cloud

    VMware

    ServiceNow

    Commvault

    Microsoft WSUS

    Microsoft Orchestrator

    Java

    JBoss

    Asysco AMT

    Tuxedo ART

    Nutanix

    Corelation

    Symitar

    Fiserv DNA

    Fiserv XP2

    *SMA Technologies

    StoneBranch

    Universal Automation Center (UAC)

    Workload Management:

    Summary

    Founded in 1999, ”the Stonebranch Universal Automation Center (UAC) is an enterprise-grade business automation solution that goes beyond traditional job scheduling. UAC's event-based workload automation solution is designed to automate and orchestrate system jobs and tasks across all mainframe, on-prem, and hybrid IT environments. IT operations teams gain complete visibility and advanced control with a single web-based controller, while removing the need to run individual job schedulers across platforms.”*

    URL

    stonebranch.com/it-automation-solutions/enterprise-job-scheduling

    Coverage:

    Global

    Windows

    Linux

    Unix

    z/Series

    Apache Kafka

    AWS

    Databricks

    Docker

    GitHub

    Google Cloud

    Informatica

    Jenkins

    Jscape

    Kubernetes

    Microsoft Azure

    Microsoft SQL

    Microsoft Teams

    PagerDuty

    PeopleSoft

    Petnaho

    RedHat Ansible

    Salesforce

    SAP

    ServiceNow

    Slack

    SMTP and IMAP

    Snowflake

    Tableau

    VMware

    *Stonebranch

    Tidal Software

    Workload Automation

    Workload Management:

    Summary

    Founded in 1979, Tidal’s Workload Automation will “simplify management and execution of end-to-end business processes with our unified automation platform. Orchestrate workflows whether they're running on-prem, in the cloud or hybrid environments.”*

    URL

    tidalsoftware.com

    Coverage:

    Global

    CentOS

    Linux

    Microsoft Windows Server

    Open VMS

    Oracle Cloud

    Oracle Enterprise Linux

    Red Hat Enterprise Server

    Suse Enterprise

    Tandem NSK

    Ubuntu

    UNIX

    HPUX (PA-RISC, Itanium)

    Solaris (Sparc, X86)

    AIX, iSeries

    z/Linux

    z/OS

    Amazon AWS

    Microsoft Azure

    Oracle OCI

    Google Cloud

    ServiceNow

    Kubernetes

    VMware

    Cisco UCS

    SAP R/3 & SAP S/4HANA

    Oracle E-Business

    Oracle ERP Cloud

    PeopleSoft

    JD Edwards

    Hadoop

    Oracle DB

    Microsoft SQL

    SAP BusinessObjects

    IBM Cognos

    FTP/FTPS/SFTP

    Informatica

    *Tidal

    Vinzant Software

    Global ECS

    Workload Management:

    Summary

    Founded in 1987, Global ECS can “simplify operations in all areas of production with the GECS automation framework. Use a single solution to schedule, coordinate and monitor file transfers, database operations, scripts, web services, executables and SAP jobs. Maximize efficiency for all operations across multiple business units intelligently and automatically.”*

    URL

    vinzantsoftware.com

    Coverage:

    Global

    Windows

    Linux

    Unix

    iSeries

    SAP R/3 & SAP S/4HANA

    Oracle, SQL/Server

    *Vizant Software

    Activity

    Scale Out or Scale Up

    Activities:

    1. Complete the Scale Up vs. Scale Out TCO Tool.
    2. Compare total lifecycle costs to determine TCO.

    This activity involves the following participants:

    IT strategic direction decision makers

    IT managers responsible for an existing z/Series platform

    Organizations evaluating platforms for mission critical applications

    Outcomes of this step:

    • Completed Scale Up vs. Scale Out TCO Tool

    Info-Tech Insight

    This checkpoint process creates transparency around agreement costs with the business and gives the business an opportunity to re-evaluate its requirements for a potentially leaner agreement.

    Scale out versus scale up activity

    The Scale Up vs. Scale Out TCO Tool provides organizations with a framework for estimating the costs associated with purchasing and licensing for a scale-up and scale-out environment over a multi-year period.

    Use this tool to:

    • Compare the pre-populated values.
    • Insert your own amounts to contrast possible database decisions and determine the TCO of each.
    The image contains screenshots of the Scale Up vs. Scale Out TCO Tool.

    Info-Tech Insight

    Watch out for inaccurate financial information. Ensure that the financials for cost match your maintenance and contract terms.

    Use the Scale Up vs. Scale Out TCO Tool to determine your TCO options.

    Related Info-Tech Research

    Effectively Acquire Infrastructure Services

    Acquiring a service is like buying an experience. Don’t confuse the simplicity of buying hardware with buying an experience.

    Outsource IT Infrastructure to Improve System Availability, Reliability, and Recovery

    There are very few IT infrastructure components you should be housing internally – outsource everything else.

    Build Your Infrastructure Roadmap

    Move beyond alignment: Put yourself in the driver’s seat for true business value.

    Define Your Cloud Vision

    Make the most of cloud for your organization.

    Document Your Cloud Strategy

    Drive consensus by outlining how your organization will use the cloud.

    Build a Strategy for Big Data Platforms

    Know where to start and where to focus attention in the implementation of a big data strategy.

    Create a Better RFP Process

    Improve your RFPs to gain leverage and get better results.

    Research Authors

    Darin Stahl.

    Darin Stahl, Principal Research Advisor, Info-Tech Research Group

    Darin is a Principal Research Advisor within the Infrastructure Practice, and leveraging 38+ years of experience, his areas of focus include: IT Operations Management, Service Desk, Infrastructure Outsourcing, Managed Services, Cloud Infrastructure, DRP/BCP, Printer Management, Managed Print Services, Application Performance Monitoring/ APM, Managed FTP, non-commodity servers (z/Series, mainframe, IBM i, AIX, Power PC).

    Troy Cheeseman.

    Troy Cheeseman, Practice Lead, Info-Tech Research Group

    Troy has over 25 years of IT management experience and has championed large enterprise-wide technology transformation programs, remote/home office collaboration and remote work strategies, BCP, IT DRP, IT Operations and expense management programs, international right placement initiatives, and large technology transformation initiatives (M&A). Additionally, he has deep experience working with IT solution providers and technology (cloud) start-ups.

    Bibliography

    “AWS Announces AWS Mainframe Modernization.” Business Wire, 30 Nov. 2021.
    de Valence, Phil. “Migrating a Mainframe to AWS in 5 Steps with Astadia?” AWS, 23 Mar. 2018.
    Graham, Nyela. “New study shows mainframes still popular despite the rise of cloud—though times are changing…fast?” WatersTechnology, 12 Sept. 2022.
    “Legacy applications can be revitalized with API.” MuleSoft, 2022.
    Vecchio, Dale. “The Benefits of Running Mainframe Applications on LzLabs Software Defined Mainframe® & Microsoft Azure.” LzLabs Sites, Mar. 2021.

    Get the Most Out of Workday

    • Buy Link or Shortcode: {j2store}239|cart{/j2store}
    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: 20 Average Days Saved
    • member rating average days saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
    • Parent Category Name: Optimization
    • Parent Category Link: /optimization
    • Your Workday systems are critical to supporting the organization’s business processes.They are expensive. Direct benefits and ROI can be hard to measure.
    • Workday application portfolios are often behemoths to support. With complex integration points and unique business processes, stabilization is the norm.
    • Application optimization is essential to staying competitive and productive in today’s digital environment.

    Our Advice

    Critical Insight

    Continuous assessment and optimization of your Workday enterprise resource planning (ERP) is critical to the success of your organization.

    Impact and Result

    • Build an ongoing optimization team to conduct application improvements.
    • Assess your Workday application(s) and the environment in which they exist. Take a business first strategy to prioritize optimization efforts.
    • Validate Workday capabilities, user satisfaction, processes, issues around data, integrations, and vendor management to build out an optimization strategy
    • Pull this all together to develop a prioritized optimization roadmap.

    Get the Most Out of Workday Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Get the Most Out of Workday – A guide to help the business leverages to accomplish its goals.

    Enterprise resource planning (ERP) is a core tool that the business leverages to accomplish its goals. Take a proactive approach to optimize your enterprise applications. Strategically re-align business goals, identify business application capabilities, complete a process assessment, evaluate user satisfaction, measure module satisfaction, and vendor relations to create an optimization plan that will drive a cohesive technology strategy that delivers results.

    • Get the Most Out of Workday – Phases 1-4

    2. Get the Most Out of Workday Workbook – A tool to document and assist with this project.

    The Get the Most out of Workday Workbook serves as the holding document for the different elements of the Get the Most out Workday blueprint. Use each assigned tab to input the relevant information for the process of optimizing Workday.

    • Get the Most Out of Workday Workbook

    3. Workday Application Inventory Tool – A tool to define applications and capabilities around ERP.

    Use this tool provide Info-Tech with information surrounding your ERP application(s). This inventory will be used to create a custom Application Portfolio Assessment (APA) for your ERP. The template includes demographics, application inventory, departments to be surveyed and data quality inclusion.

    • Workday Application Inventory Tool

    Infographic

    Workshop: Get the Most Out of Workday

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Define Your Workday Application Vision

    The Purpose

    Define your workday application vision.

    Key Benefits Achieved

    Set the foundation for optimizing Workday by building a cross-functional team, aligning with organizational strategy, inventorying current system state, defining your timeframe, and exploring current costs.

    Activities

    1.1 Identify stakeholders and build your optimization team.

    1.2 Build an ERP strategy model.

    1.3 Inventory current system state.

    1.4 Define optimization timeframe.

    1.5 Understand Workday costs.

    Outputs

    Workday optimization team

    Workday business model

    Workday optimization goals

    System inventory and data flow

    Application and business capabilities list

    Workday optimization timeline

    2 Map Current-State Capabilities

    The Purpose

    Map current-state capabilities.

    Key Benefits Achieved

    Measure the state of your current Workday system to understand where it is not performing well.

    Activities

    2.1 Assess Workday capabilities.

    2.2 Review your satisfaction with the vendor/product and willingness for change.

    Outputs

    Workday capability gap analysis

    Workday user satisfaction (application portfolio assessment)

    Workday SoftwareReviews survey results

    Workday current costs

    3 Assess Workday

    The Purpose

    Assess Workday.

    Key Benefits Achieved

    Explore underperforming areas to:

    Uncover where user satisfaction is lacking and possible root causes.

    Identify process and workflows that are creating issues for end users and identify improvement options.

    Understand where data issues are occurring and explore how you can improve these.

    Identify integration points and explore if there are any areas of improvement.

    Investigate your relationship with the vendor and product, including that relative to others.

    Identify any areas for cost optimization (optional).

    Activities

    3.1 Prioritize optimization opportunities.

    3.2 Discover optimization initiatives.

    Outputs

    Product and vendor satisfaction opportunities

    Capability and feature optimization opportunities

    Process optimization opportunities

    Integration optimization opportunities

    Data optimization opportunities

    Workday cost-saving opportunities

    4 Build the Optimization Roadmap

    The Purpose

    Build the optimization roadmap.

    Key Benefits Achieved

    Understanding where you need to improve is the first step, now understand where to focus your optimization efforts, build out next steps and put a timeframe in place.

    Activities

    4.1 Build your optimization roadmap.

    Outputs

    Workday optimization roadmap

    Further reading

    Get the Most Out of Workday

    In today’s connected world, the continuous optimization of enterprise applications to realize your digital strategy is key.

    EXECUTIVE BRIEF

    Analyst Perspective

    Focus optimization on organizational value delivery.

    HR, finance, and planning systems are the core foundation of enterprise resource systems (ERP) systems. These are core tools that the business leverages to accomplish its goals. An ERP that is doing its job well is invisible to the business. The challenges come when the tool is no longer invisible. It has become a source of friction in the functioning of the business.

    Workday is expensive, benefits can be difficult to quantify, and optimization can be difficult to navigate. Over time, technology evolves, organizational goals change, and the health of these systems is often not monitored. This is complicated in today’s digital landscape with multiple integration points, siloed data, and competing priorities.

    Too often organizations jump into selecting replacement systems without understanding the health of their systems. We can do better than this.

    IT leaders need to take a proactive approach to continually monitor and optimize their enterprise applications. Strategically realign business goals, identify business application capabilities, complete a process assessment, evaluate user satisfaction, measure module satisfaction, and improve vendor relations to create an optimization plan that will drive a cohesive technology strategy that delivers results.

    Lisa Highfield

    Research Director, Enterprise Applications

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Your Workday systems are critical to supporting the organization’s business processes. They are expensive. Direct benefits and ROI can be hard to measure.

    Workday application portfolios are often behemoths to support. With complex integration points and unique business processes, stabilization is the norm.

    Application optimization is essential to staying competitive and productive in today’s digital environment.

    Common Obstacles

    Balancing optimization with stabilization is one of the most difficult decisions for Workday application leaders.

    Competing priorities and often unclear enterprise application strategies make it difficult to make decisions about what, how, and when to optimize.

    Enterprise applications involve large numbers of processes, users, and evolving vendor roadmaps.

    Teams do not have a framework to illustrate, communicate, and justify the optimization effort in the language your stakeholders understand.

    Info-Tech's Approach

    In today’s changing world, it is imperative to evaluate your applications for optimization and to look for opportunities to capitalize on rapidly expanding technologies, integrated data, and employee solutions that meet the needs of your organization.

    Assess your Workday applications and the environment in which they exist. Take a business-first strategy to prioritize optimization efforts.

    Validate capabilities, user satisfaction, and issues around data, vendor management, and costs to build out an overall roadmap and optimization strategy.

    Pull this all together to prioritize optimization efforts and develop a concrete roadmap.

    Info-Tech Insight

    Workday is investing heavily in expanding and deepening its finance and expanded product offerings, but we cannot stand still on our optimization efforts. Understand your product(s), processes, user satisfaction, integration points, and the availability of data to business decision makers. Examine these areas to develop a personalized Workday optimization roadmap that fits the needs of your organization. Incorporate these methodologies into an ongoing optimization strategy aimed at enabling the business, increasing productivity, and reducing costs.

    The image shows a graphic titled Get the Most Out of Your ERP. The centre of the graphic shows circular gears labelled with text such as Processes; User Satisfaction; Integrations; Data; and Vendor Relations. There is also text surrounding the central gears in concentric circles, and on either side, there are sets of arrows titled Service-centric capabilities and Product-centric capabilities.

    Insight summary

    Continuous assessment and optimization of your Workday ERP is critical to the success of your organization.

    • Applications and the environments in which they live are constantly evolving.
    • This blueprint provides business and application managers with a method to complete a health assessment of their Workday systems to identify areas for improvement and optimization.
    • Put optimization practices into effect by:
      • Aligning and prioritizing key business and technology drivers.
      • Identifying ERP process classification and performing a gap analysis.
      • Measuring user satisfaction across key departments.
      • Evaluating vendor relations.
      • Understanding how data plays into the mix.
      • Pulling it all together into an optimization roadmap.

    Workday enterprise resource planning (ERP) facilitates the flow of information across business units. It allows for the seamless integration of data across financial and people systems to create a holistic view of the enterprise to support decision making.

    In many organizations, Workday is considered the core people systems and is becoming more widely adopted for finance and a full ERP system.

    ERP systems are considered the lifeblood of organizations. Problems with this key operational system will have a dramatic impact on the ability of the enterprise to survive and grow.

    ERP implementation should not be a one-and-done exercise. There needs to be ongoing optimization to enable business processes and optimal organizational results.

    Workday enterprise resource planning (ERP)

    Workday

    • Finance
    • Human Resources Management
    • Talent and Performance
    • Payroll and Workforce Management
    • Employee Experience
    • Student Information Systems
    • Professional Services Automation
    • Analytics and Reporting
    • Spend Management
    • Enterprise Planning

    What is Workday?

    Workday has many modules that work together to facilitate the flow of information across the business. Workday’s unique data platform allows for seamless integration of systems and creates a holistic view of the enterprise to support decision making.

    In many organizations, the ERP system is considered the lifeblood of the enterprise. Problems with this key operational system will have a dramatic impact on the ability of the enterprise to survive and grow.

    Workday operates in many industry verticals and performs well in service organizations.

    An ERP system:

    • Automates processes, reducing the amount of manual, routine work.
    • Integrates with core modules, eliminating the fragmentation of systems.
    • Centralizes information for reporting from multiple parts of the value chain to a single point.

    Workday Fast Facts

    Product Description

    • Workday offers HR, Finance, planning systems, and extended offerings. Workday prides itself on rapidly expanding its product portfolio to meet the needs of organizations in a changing world.
    • The integrated cloud data model Workday has been built on allows for seamless end-to-end organizational data.
    • Offerings include Financial Management, Human Capital Management, Workday Adaptive Planning, Spend Management, Talent Management, Payroll & Workforce Management, Analytics & Reporting, Student, Professional Services Automation, Platform & Product Extensions, Workday Peakon Employee Voice, and most recently VNDLY (contract and vendor management).

    Evolution of Workday

    Workday HCM 2006

    Workday Financial Management 2007

    Workday 10 (Finance & HCM) 2010

    Workday Student (Higher Education) 2011

    Workday Cloud (PAAS) 2017

    Acquisition of Adaptive Insights 2018

    Acquisition of VNDLY 2021

    Vendor Description

    • Workday was founded in 2005 by Aneel Bhusri and Dave Duffield (former PeopleSoft founder.)
    • The platform-as-a-service (PaaS) bundles and modules are sold in a subscription model to customers.
    • Workday has untaken several acquisitions in recent years to grow the product and invests in early-stage companies through Workday Ventures.
    • Workday is publicly traded (2012); Nasdaq: WDAY.

    Employees: 12,500

    Headquarters: Pleasanton, CA

    Website: workday.com

    Founded: 2005

    Presence: Global, Publicly Traded

    Workday by the numbers

    77%

    77% of clients were satisfied with the product’s business value created. 78% of clients were satisfied that the cost is fair relative to value, and 95% plan to renew. (SoftwareReviews, 2022)

    50% of Fortune 500

    Workday has seen steady growth working with over 50% of Fortune 500 companies. 4,100 of those are HCM and finance customers. It has seen great success in service industries and has a 95% gross retention rate. (Diginomica)

    40%

    Workday reported a 40% year-over-year increase in Workday Financial Management deployments for both new and existing customers, as accelerated demand for Workday cloud-based continues. (Workday, June 2021)

    Workday Finance

    A great opportunity for Workday

    Workday continues to invest in Workday Finance

    • 35% of the Fortune 500 and 50% of the Fortune 50 use Workday HCM products (Seeking Alpha, 2019).
    • The customer base for Workday Financial Management has increased from 45 in 2014 to 530 in 2019 with 9 Fortune 500 companies in the mix. This infers that Financial Management is a product that will drive future growth for Workday.

    Recent Finance-Related Acquisitions

    • Zimit - Quotation Management
    • Stories.bi - Augmented Analytics
    • Adaptive Insights - Business Planning
    • SkipFlag - Machine Learning (AI)
    • Platfora - Analytics
    • VNDLY - Contractor and Vendor Management

    Workday challenges and dissatisfaction

    Workday challenges and dissatisfaction

    Organizational

    • Competing Priorities
    • Lack of Strategy
    • Budget Challenges

    People and teams

    • Knowledgeable Staff/Turnover
    • Lack of Internal Skills
    • Ability to Manage New Products
    • Lack of Training

    Technology

    • Integration Issues
    • Selecting Tools & Technology
    • Keeping Pace With Technology Changes
    • Update Challenges

    Data

    • Access to Data
    • Data Literacy
    • Data Hygiene
    • One View of the Customer

    Finance, IT, Sales, and other users of the ERP system can only optimize ERP with the full support of each other. The cooperation of the departments is crucial when trying to improve ERP technology capabilities and customer interaction.

    Info-Tech Insight

    While technology is the key enabler of building strong customer experiences, there are many other drivers of dissatisfaction. IT must stand shoulder-to-shoulder with the business to develop a technology framework for ERP.

    Where are applications leaders focusing?

    Big growth numbers

    Year-over-year call topic requests

    Enterprise Application Optimization - 124%

    Product - 65%

    Enterprise Application Selection - 76%

    Agile - 79%

    (Info-Tech case data, 2022; N=3,293)

    We are seeing Applications leaders’ priorities change year over year, driven by a shift in their approach to problem solving. Leaders are moving from a process-centric approach to a collaborative approach that breaks down boundaries and brings teams together.

    Other changes

    Year-over-year call topic requests

    Application Portfolio Management - 13%

    Business Process Management - 4%

    Software Development Lifecycle -25%

    (Info-Tech case data, 2022; N=3,293)

    Software development lifecycle topics are tactical point solutions. Organizations have been “shifting left” to tackle the strategic issues such as product vision and Agile mindset to optimize the whole organization.

    Application optimization is risky without a plan

    Avoid these common pitfalls:

    • Not considering how this pays into the short-, medium-, and long-term ERP strategy.
    • Not considering application optimization as a business and IT partnership, which requires the continuous formal engagement of all participants.
    • Not having a good understanding of your current state, including integration points and data.
    • Not adequately accommodating feedback and changes after digital applications are deployed and employed.
    • Not treating digital applications as a motivator for potential future IT optimization efforts and incorporating digital assets in strategic business planning.
    • Not involving department leads, management, and other subject-matter experts to facilitate the organizational change digital applications bring.

    “A successful application optimization strategy starts with the business need in mind and not from a technological point of view. No matter from which angle you look at it, modernizing a legacy application is a considerable undertaking that can’t be taken lightly. Your best approach is to begin the journey with baby steps.” – Norelus, Pamidala, and Senti, 2020

    Info-Tech’s methodology for getting the most out of your ERP

    1. Map Current-State Capabilities 2. Assess Your Current State 3. Identify Key Optimization Areas 4. Build Your Optimization Roadmap
    Phase Steps
    1. Identify Stakeholders and Build Your Workday Optimization Team
    2. Build an ERP Strategy Model
    3. Inventory Current System State
    4. Define Business Capabilities
    • Conduct a Gap Analysis for ERP Processes
    • Assess User Satisfaction
    • Review Your Satisfaction With the Vendor and Product
    1. Identify Key Optimization Areas
    2. Evaluate Product Sustainability Over the Short, Medium, and Long Term
    3. Identify Any Product Changes Anticipated Over Short, Medium, and Long Term
    1. Prioritize Optimization Opportunities
    2. Identify Key Optimization Areas
    3. Compile Optimization Assessment Results
    Phase Outcomes
    1. Stakeholder map
    2. Workday optimization team
    3. Workday business model
    4. Strategy alignment
    5. Systems inventory and diagram
    6. Business capabilities map
    7. Key Workday processes list
    1. Gap analysis for Workday-related processes
    2. Understanding of user satisfaction across applications and processes
    3. Insight into Workday data quality
    4. Quantified satisfaction with the vendor and product
    5. Understanding Workday costs
    1. List of Workday optimization opportunities
    1. Workday optimization roadmap

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Get the Most Out of Your Workday Workbook

    Identify and prioritize your Workday optimization goals.

    Application Portfolio Assessment

    Assess IT-enabled user satisfaction across your Workday portfolio.

    Key deliverable:

    Workday Optimization Roadmap

    Complete an assessment of processes, user satisfaction, data quality, and vendor management.

    Case Study

    MANAGED AP AUTOMATION with OneSource Virtual

    TripAdvisor + OneSource

    INDUSTRY: Travel

    SOURCE: OneSource Virtual, 2017

    Challenge

    TripAdvisor needed a solution that would decrease administrative labor from its accounting department.

    “We needed something that was already compatible with our Workday tenant, that didn’t require a lot of customizations and would be an enhancement to our processes.” – Director of Accounting Operations, Scott Garner

    Requirements included:

    • Easy implementation
    • Existing system compatibility
    • Enhancement to the company’s process
    • Competitive pricing
    • Secure

    Solution

    TripAdvisor chose to outsource its accounts payable services to OneSource Virtual (OSV).

    OneSource Virtual offers the comprehensive finance and accounting outsourcing solutions needed to improve efficiency, eliminate paper processes, reduce errors, and improve cash flow.

    Managed AP services include scanning and auditing all extracted invoice data for accuracy, transmitting AP files with line-item details from invoices, and creating full invoice images in Workday.

    Results

    • Accurate and timely invoice processing for over 3,000 invoices per month.
    • Empowered employees to focus on higher-level tasks rather than day-to-day data entry.
    • 50+ hours saved per week on routine data entry.
    • Employees had 30% of their time freed up to focus on high-value tasks.
    • Allowed TripAdvisor to become more scalable across departments and as an organization.

    Info-Tech offers various levels of support to suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    A Guided Implementation (GI) is series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between 8 to 12 calls over the course of 4 to 6 months.

    Phase 1

    Call #1: Scope requirements, objectives, and your specific challenge.

    Phase 2

    Call #2:

    • Build the Workday team.
    • Align organizational goals.

    Call #3:

    • Map current state.
    • Inventory Workday capabilities and processes.
    • Explore Workday-related costs.

    Phase 3

    Call #4: Understand product satisfaction and vendor management.

    Call #5: Review APA results.

    Call #6: Understand Workday optimization opportunities.

    Call #7: Determine the right Workday path for your organization.

    Phase 4

    Call #8: Build out optimization roadmap and next steps.

    Workshop Overview

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    Day 1Day 2Day 3Day 4Day 5
    Define Your Workday Application VisionMap Current StateAssess WorkdayBuild Your Optimization RoadmapNext Steps and

    Wrap-Up (offsite)

    Activities

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an ERP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand Workday Costs

    2.1 Assess Workday Capabilities

    2.2 Review Your Satisfaction With the Vendor/Product and Willingness for Change

    3.1 Prioritize Optimization Opportunities

    3.2 Discover Optimization Initiatives

    4.1 Build Your Optimization Roadmap

    5.1 Complete In-progress Deliverables From Previous Four Days.

    5.2 Set Up Review Time for Workshop Deliverables and to Discuss Next Steps.

    Deliverables
    1. Workday optimization team
    2. Workday business model
    3. Workday optimization goals
    4. System inventory and data flow
    5. Application and business capabilities list
    6. Workday optimization timeline
    1. Workday capability gap analysis
    2. Workday user satisfaction (application portfolio assessment)
    3. Workday SoftwareReviews survey results
    4. Workday current costs
    1. Product and vendor satisfaction opportunities
    2. Capability and feature optimization opportunities
    3. Process optimization opportunities
    4. Integration optimization opportunities
    5. Data optimization opportunities
    6. Workday cost-saving opportunities
    1. Workday optimization roadmap

    Phase 1

    Map Current-State Capabilities

    Phase 1

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an ERP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand Workday Costs

    Phase 2

    2.1 Assess Workday Capabilities

    2.2 Review Your Satisfaction With the Vendor/Product and Willingness for Change

    Phase 3

    3.1 Prioritize Optimization Opportunities

    3.2 Discover Optimization Initiatives

    Phase 4

    4.1 Build Your Optimization Roadmap

    This phase will guide you through the following activities:

    • Align your organizational goals
    • Gain a firm understanding of your current state
    • Inventory Workday and related applications
    • Confirm the organization’s capabilities

    This phase involves the following participants:

    • CFO
    • Department Leads – Finance, Procurement, Asset Management
    • Applications Director
    • Senior Business Analyst
    • Senior Developer
    • Procurement Analysts

    Step 1.1

    Identify Stakeholders and Build Your Optimization Team

    Activities

    1.1.1 Identify Stakeholders Critical to Success

    1.1.2 Map Your Workday Optimization Stakeholders

    1.1.3 Determine Your Workday Optimization Team

    Map Current State Capabilities

    Step 1.1

    Step 1.2

    Step 1.3

    Step 1.4

    Step 1.5

    This step will guide you through the following activities:

    • Identify ERP drivers and objectives
    • Explore ERP challenges and pain points
    • Discover ERP benefits and opportunities
    • Align the ERP foundation with your corporate strategy

    This step involves the following participants:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Stakeholder map
    • Workday optimization team

    ERP optimization stakeholders

    • Understand the roles necessary to Get the Most Out of Your Workday.
    • Understand the role of each player within your project structure. Look for listed participants on the activities slides to determine when each player should be involved.
    Title Role Within the Project Structure
    Organizational Sponsor
    • Owns the project at the management/C-suite level
    • Responsible for breaking down barriers and ensuring alignment with your organizational strategy
    • CIO, CFO, COO, or similar
    Project Manager
    • The IT individual(s) that oversee day-to-day project operations
    • Responsible for preparing and managing the project plan and monitoring the project team’s progress
    • Applications Manager or other IT Manager, Business Analyst, Business Process Owner, or similar
    Business Unit Leaders
    • Works alongside the IT Project Manager to ensure the strategy is aligned with business needs
    • In this case, likely to be a marketing, sales, or customer service lead
    • Sales Director, Marketing Director, Customer Care Director, or similar
    Optimization Team
    • Comprised of individuals whose knowledge and skills are crucial to project success
    • Responsible for driving day-to-day activities, coordinating communication, and making process and design decisions; can assist with persona and scenario development for ERP
    • Project Manager, Business Lead, ERP Manager, Integration Manager, Application SMEs, Developers, Business Process Architects, and/or similar SMEs
    Steering Committee
    • Comprised of the C-suite/management-level individuals that act as the project’s decision makers
    • Responsible for validating goals and priorities, defining the project scope, enabling adequate resourcing, and managing change
    • Project Sponsor, Project Manager, Business Lead, CFO, Business Unit SMEs, or similar

    Info-Tech Insight

    Do not limit project input or participation. Include subject-matter experts and internal stakeholders at stages within the project. Such inputs can be solicited on a one-off basis as needed. This ensures you take a holistic approach to create your ERP optimization strategy.

    1.1.1 Identify Workday optimization stakeholders

    1 hour

    1. Hold a meeting to identify the Workday optimization stakeholders.
    2. Use the next slide as a guide.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Understand how to navigate the complex web of stakeholders in ERP

    Identify which stakeholders to include and what their level of involvement should be during requirements elicitation based on relevant topic expertise.

    Sponsor End User IT Business
    Description An internal stakeholder who has final sign-off on the ERP project. Front-line users of the ERP technology. Back-end support staff who are tasked with project planning, execution, and eventual system maintenance. Additional stakeholders that will be impacted by any ERP technology changes.
    Examples
    • CEO
    • CIO/CTO
    • COO
    • CFO
    • Warehouse personnel
    • Sales teams
    • HR admins
    • Applications manager
    • Vendor relationship manager(s)
    • Director, Procurement
    • VP, Marketing
    • Manager, HR
    Values Executive buy-in and support is essential to the success of the project. Often, the sponsor controls funding and resource allocation. End users determine the success of the system through user adoption. If the end user does not adopt the system, the system is deemed useless and benefits realization is poor. IT is likely to be responsible for more in-depth requirements gathering. IT possesses critical knowledge around system compatibility, integration, and data. Involving business stakeholders in the requirements gathering will ensure alignment between HR and organizational objectives.

    Large-scale ERP projects require the involvement of many stakeholders from all corners and levels of the organization, including project sponsors, IT, end users, and business stakeholders. Consider the influence and interest of stakeholders in contributing to the requirements elicitation process and involve them accordingly.

    The image shows a graph with dots on it, titled Example: Stakeholder Involvement during Selection.

    Activity 1.1.2 Map your Workday optimization stakeholders

    1 hour

    1. Use the list of Workday optimization stakeholders.
    2. Map each stakeholder on the quadrant based on their expected Influence and involvement in the project.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    The image shows a graph titled Map the Organization's Stakeholders, with stakeholders listed on the left, and arranged in quadrants. Along the bottom of the graph is the text: Involvement, with an arrow pointing to the right. Along the left side of the graph is the text: Influence, with an arrow pointing upwards.

    Map the organization’s stakeholders

    The image shows the same organization stakeholder map shown in the previous section.

    The Workday optimization team

    Consider the core team functions when putting together the project team. Form a cross-functional team (i.e. across IT, Marketing, Sales, Service, and Operations) to create a well-aligned ERP optimization strategy.

    Don’t let your project team become too large when trying to include all relevant stakeholders. Carefully limiting the size of the project team will enable effective decision making while still including functional business units such as Human Resources, Operations, Manufacturing, Marketing, Sales, Service, and Finance as well as IT.

    Required Skills/Knowledge Suggested Project Team Members
    Business
    • Department leads
    • Business process leads
    • Business analysts
    • Subject matter experts
    • SMEs/Business process leads across all functional areas, for example, Strategy, Sales, Marketing, Customer Service, Finance, HR
    IT
    • Application development
    • Enterprise integration
    • Business processes
    • Data management
    • Product owner
    • ERP application manager
    • Business process manager
    • Integration manager
    • Application developer
    • Data stewards
    Other
    • Operations
    • Administrative
    • Change management
    • COO
    • CFO
    • Change management officer

    1.1.3 Determine your Workday optimization team

    1 hour

    1. Have the project manager and other key stakeholders discuss and determine who will be involved in the Workday optimization project.
      • The size of the team will depend on the initiative and size of your organization.
      • Key business leaders in key areas and IT representatives should be involved.

    Note: Depending on your initiative and size of your organization, the size of this team will vary.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Step 1.2

    Build an ERP Strategy Model

    Activities

    1.2.1 Explore Organizational Goals and Business Needs

    1.2.2 Discover Environmental Factors and Technology Drivers

    1.2.3 Consider Potential Barriers to Achieving Workday Optimization

    1.2.4 Set the Foundation for Success

    1.2.5 Discuss Workday Strategy and Develop Your ERP Optimization Goals

    Map Current State Capabilities

    Step 1.1

    Step 1.2

    Step 1.3

    Step 1.4

    Step 1.5

    This step will guide you through the following activities:

    • Identify ERP drivers and objectives
    • Explore ERP challenges and pain points
    • Discover ERP benefits and opportunities
    • Align the ERP foundation with the corporate strategy

    This step involves the following participants:

    • Workday Optimization Team

    Outcomes of this step

    • ERP business model
    • Strategy alignment

    Align your Workday strategy with the corporate strategy

    Corporate Strategy

    Your corporate strategy:

    • Conveys the current state of the organization and the path it wants to take.
    • Identifies future goals and business aspirations.
    • Communicates the initiatives that are critical for getting the organization from its current state to the desired future state.

    Unified ERP Strategy

    • The ideal ERP strategy is aligned with overarching organizational business goals and broader IT initiatives.
    • Include all affected business units and departments in these conversations.
    • The ERP optimization can be and should be linked, with metrics, to the corporate strategy and ultimate business objectives.

    IT Strategy

    Your IT strategy:

    • Communicates the organization’s budget and spending on ERP.
    • Identifies IT initiatives that will support the business and key ERP objectives.
    • Outlines staffing and resourcing for ERP initiatives.

    ERP projects are more successful when the management team understands the strategic importance and the criticality of alignment. Time needs to be spent upfront aligning business strategies with ERP capabilities. Effective alignment between IT and the business should happen daily. Alignment doesn’t just need to occur at the executive level but at each level of the organization.

    ERP Business Model Template

    The image shows a template of the ERP Business Model. At the top, there is a section for ERP Needs, then on the left and right, Environmental Factors and Organizational Goals. At the center, there is a box with text that reads Barriers, with empty space underneath it, then the text: ERP Strategy, and then the heading Enables with empty space beneath it. At the bottom are Technology Drivers. There are notes attached to sections. For ERP Needs, the note reads: What are your business drivers? What are your current ERP pains?. For the Environmental Factors section, the note reads: What factors impacting your strategy are out of your control?. For the Technology Drivers section, the note reads: Why do you need a new system? What is the purpose for becoming an integrated organization?.

    Conduct interviews to elicit the business context

    Stakeholder Interviews

    Begin by conducting interviews of your executive team. Interview the following leaders:

    1. Chief Information Officer
    2. Chief Executive Officer
    3. Chief Financial Officer
    4. Chief Revenue Officer/Sales Leader
    5. Chief Operating Officer/Supply Chain & Logistics Leader
    6. Chief Technology Officer/Chief Product Officer

    INTERVIEWS MUST UNCOVER:

    1. Your organization’s mission & vision
    2. Your organization’s top business goals
    3. Your organization’s top business initiatives
    4. The stakeholder’s top goals and initiatives
    5. Tools and systems needed to facilitate organizational and departmental goals

    Understand the mission, vision, and goals of the organization and supporting departments

    Business Needs Business Drivers
    Definition A business need is a requirement associated with a particular business process. A business need is a requirement associated with a particular business process.
    Examples
    • Audit tracking
    • Authorization levels
    • Business rules
    • Data quality
    • Customer satisfaction
    • Branding
    • Time-to-resolution

    Info-Tech Insight

    One of the biggest drivers for ERP adoption is the ability to make quicker decisions from timely information. This driver is a result of external considerations. Many industries today are highly competitive, uncertain, and rapidly changing. To succeed under these pressures, there needs to be timely information and visibility into all components of the organization.

    1.2.1 Explore organizational goals and business needs

    60 minutes

    1. Discuss organizational mission, vision, and goals. What are the top initiatives underway? Are you contracting, expanding, or innovating?
    2. Discuss business needs to support organizational goals. What are identified goals and initiatives at the departmental level? What tools and resources within the Workday system will help make this successful?
    3. Understand how the company is running today and what the organization’s future will look like. Envision the future system state.

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows the same ERP Business Model Template from the previous section, zoomed in on the centre of the graphic.

    Organizational Goals

    • Organization’s mission and vision
    • Top business goals
    • Initiatives underway

    Business Needs

    • Departmental goals
    • Business drivers
    • Key initiatives
    • Key capabilities to support the organization
    • Requirements to support the business capability and process

    Download the Get the Most Out of Your Workday Workbook

    ERP Business Model

    Organizational Goals

    • Organization’s mission and vision
    • Top business goals (~3)
    • Initiatives underway
    • KPIs and metrics that are important to the organization in achieving its goals and objectives

    Business Needs

    • Departmental goals
    • Key initiatives
    • Key capabilities to support the organization
    • Tools and systems required to support business capability or process
    • KPIs and metrics that are important to the department/stakeholder in achieving its goals and objectives

    Understand the technology drivers and environmental factors

    Technology Drivers Environmental Factors
    Definition Technology drivers are technological changes that have created the need for a new ERP enablement strategy. Many organizations turn to technology systems to help them obtain a competitive edge. These external considerations are factors that take place outside of the organization and impact the way business is conducted inside the organization. These are often outside the control of the business. Look three to five years ahead, what challenges will the business face? Where will you have to adapt and pivot? How can we prepare for this?
    Examples
    • Deployment model (i.e. SaaS)
    • Integration
    • Reporting capabilities
    • Fragmented technologies
    • Economic and political factors
    • Competitive influencers
    • Compliance regulations

    Info-Tech Insight

    A comprehensive plan that takes into consideration organizational goals, departmental needs, technology drivers, and environmental factors will allow for a collaborative approach to defining your Workday strategy.

    1.2.2 Discover environmental factors and technology drivers

    30 minutes

    1. Identify business drivers that are contributing to the organization’s need for ERP.
    2. Understand how the company is running today and what the organization’s future will look like. Try to identify the purpose for becoming an integrated organization. Use a whiteboard or flip charts and markers to capture key findings.
    3. Consider external considerations, organizational drivers, technology drivers, and key functional requirements.

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image is the same ERP Business Model Template from previous sections. In this instance, it is zoomed into the centre of the graphic, with the environmental factors section circled.

    External Considerations

    • Funding constraints
    • Regulations

    Technology Considerations

    • Data accuracy
    • Data quality
    • Better reporting

    Functional Requirements

    • Information availability
    • Integration between systems
    • Secure data

    Download the Get the Most Out of Your Workday Workbook

    Create a realistic ERP foundation by identifying the challenges and barriers the project will bestow

    There are several different factors that may stifle the success of an ERP implementation. Organizations that are creating an ERP foundation must scan their current environment to identify internal barriers and challenges.

    Common Internal Barriers

    Management Support Organizational Culture Organizational Structure IT Readiness
    Definition The degree of understanding and acceptance toward ERP systems. The collective shared values and beliefs. The functional relationships between people and departments in an organization. The degree to which the organization’s people and processes are prepared for a new ERP system.
    Questions
    • Is an ERP project recognized as a top priority?
    • Will management commit time to the project?
    • Are employees resistant to change?
    • Is the organization highly individualized?
    • Is the organization centralized?
    • Is the organization highly formalized?
    • Is there strong technical expertise?
    • Is there strong infrastructure?
    Impact
    • Funding
    • Resources
    • Knowledge sharing
    • User acceptance
    • Flow of knowledge
    • Quality of implementation
    • Need for reliance on consultants

    1.2.3 Consider potential barriers to achieving Workday optimization

    1-3 hours

    1. Open tab 1.2, “Strategy & Goals,” in the Get the Most Out of Your Workday Workbook.
    2. Identify barriers to ERP optimization success.
    3. Review the ERP critical success factors and how they relate to your optimization efforts.
    4. Discuss potential barriers to successful ERP optimization.

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image is the same zoomed-in section of the ERP Strategy Business Model Template seen in previous sections. In this instance, the Barriers section is circled.

    Functional Gaps

    • No online purchase order requisitions

    Technical Gaps

    • Inconsistent reporting – data quality concerns

    Process Gaps

    • Duplication of data
    • Lack of system integration

    Barriers to Success

    • Cultural mindset
    • Resistance to change
    • Lack of training
    • Funding

    Download the Get the Most Out of Your Workday Workbook

    ERP Business Model

    Organizational Goals

    • Efficiency
    • Effectiveness
    • Integrity
    • One source of truth for data
    • One team
    • Customer service, external and internal

    Barriers

    • Organizational silos
    • Lack of formal process documentation
    • Funding availability
    • What goes first? Organizational priorities

    What does success look like?

    Top 15 Critical Success Factors for ERP System Implementation

    The image shows a horizontal bar graph with the text: Frequency of Citation (n=127) at the top. Different implementation strategies are listed on the left, in descending order of frequency.

    (Epizitone and Olugbara, 2019; CC BY 4.0)

    Info-Tech Insight

    Complement your ability to deliver on your critical success factors with the capabilities of your implementation partner to drive a successful ERP implementation.

    “Implementation partners can play an important role in successful ERP implementations. They can work across the organizational departments and layers creating a synergy and a communications mechanism.” – Ayogeboh Epizitone, Durban University of Technology

    1.2.3 Set the foundation for success

    1-3 hours

    1. Open tab 1.2, “Strategy & Goals,” in the Get the Most Out of Your Workday Workbook.
    2. Identify barriers to ERP optimization success.
    3. Review the ERP critical success factors and how they relate to your optimization efforts.
    4. Discuss potential barriers to successful ERP optimization.

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image is the same zoomed-in section of the ERP Strategy Business Model Template seen in previous sections. In this instance, the Enablers section is circled.

    Business Benefits

    • Business-IT alignment

    IT Benefits

    • Compliance
    • Scalability
    • Operational efficiency

    Organizational Benefits

    • Data accuracy
    • Data quality
    • Better reporting

    Enablers of Success

    • Change management
    • Training
    • Alignment with strategic objectives

    Download the Get the Most Out of Your Workday Workbook

    ERP Business Model

    Organizational Goals

    • Efficiency
    • Effectiveness
    • Integrity
    • One source of truth for data
    • One team
    • Customer service, external and internal

    Enablers

    • Cross-trained employees
    • Desire to focus on value-add activities
    • Collaborative
    • Top-level executive support
    • Effective change management process

    The Business Value Matrix

    Rationalizing and quantifying the value of Workday

    Benefits can be realized internally and externally to the organization or department and have different drivers of value.

    • Financial benefits refer to the degree to which the value source can be measured through monetary metrics and are often quite tangible.
    • Human benefits refer to how an application can deliver value through a user’s experience.
    • Inward refers to value sources that have an internal impact and improve your organization’s effectiveness and efficiency in performing its operations.
    • Outward refers to value sources that come from your interaction with external factors, such as the market or your customers.

    Organizational Goals

    Increased Revenue

    Application functions that are specifically related to the impact on your organization’s ability to generate revenue and deliver value to your customers.

    Reduced Costs

    Reduction of overhead. The ways in which an application limits the operational costs of business functions.

    Enhanced Services

    Functions that enable business capabilities that improve the organization’s ability to perform its internal operations.

    Reach Customers

    Application functions that enable and improve the interaction with customers or produce market information and insights.

    Business Value Matrix

    The image shows a matrix, with Human benefits and Financial Benefits on the horizontal axis, and Outward and Inward on the Vertical axis.

    1.2.4 Define your Workday strategy and optimization goals

    30 minutes

    1. Discuss the Workday business model exercises and ERP critical success factors.
    2. Through the lens of corporate goals and objectives think about the supporting ERP technology. How can the ERP system bring value to the organization? What are the top things that will make this initiative a success? What major themes are emerging?
    3. Develop five to ten optimization goals that will form the basis for the success of this initiative.
      • What is a strong statement that will help guide decision making throughout the life of the ERP project?
      • What are your overarching requirements for business processes?
      • What do you ultimately want to achieve?
      • What is a statement that will ensure all stakeholders are on the same page for the project?

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Workday strategy and optimization goals

    Key Themes Emerging / Workday Strategy

    • Efficiency
    • Effectiveness
    • Integrity
    • One source of truth for data
    • One team
    • Customer service, external and internal

    Optimization Goals

    • Support Business Agility: A flexible and adaptable integrated business system providing a seamless user experience.
    • Use ERP best practices: Do not recreate or replicate what we have today; focus on modernization. Exercise customization governance by focusing on those customizations that are strategically differentiating.
    • Automate: Take manual work out where we can, empowering staff and improving productivity through automation and process efficiencies.
    • Stay focused: Focus on scope around core business capabilities. Maintain scope control. Prioritize demand in line with the strategy.
    • Strive for “One Source of Truth”: Unified data model and integrate processes where possible. Assess integration needs carefully.

    Step 1.3

    Inventory Current System State

    Activities

    1.3.1 Inventory Workday Applications and Interactions

    1.3.2 Draw Your Workday System Diagram

    1.3.3 Inventory Your Workday Modules and Business Capabilities (or Business Processes)

    1.3.4 Define Your Key Workday Optimization Modules and Business Capabilities

    Map Current-State Capabilities

    Step 1.1

    Step 1.2

    Step 1.3

    Step 1.4

    Step 1.5

    This step will guide you through the following activities:

    • Inventory of applications
    • Mapping interactions between systems

    This step involves the following participants:

    • Workday Optimization Team
    • Enterprise Architect
    • Data Architect

    Outcomes of this step

    • Systems inventory
    • Systems diagram

    1.3.1 Inventory Workday applications and interfaces

    1-3+ hours

    1. Enter your Workday systems, Workday extended applications, and integrated applications within scope.
    2. Include any abbreviated names or nicknames.
    3. List the application type or main function. List the modules the organization has licensed.
    4. List any integrations.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    ERP Data Flow

    When assessing the current application portfolio that supports your ERP, the tendency will be to focus on the applications under the ERP umbrella. These relate mostly to marketing, sales, and customer service. Be sure to include systems that act as input to, or benefit due to outputs from, ERP or similar applications.

    The image shows a flowchart, with example ERP Data. There is a colour-coded legend for the data, and at the bottom of the graphic, there is text that reads: Be sure to include enterprise applications that are not included in the ERP application portfolio. There are also definitions of abbreviated terms at the bottom of the graphic.

    1.3.2 Draw your Workday system diagram (optional)

    1-3+ hours

    1. From the Workday application inventory, diagram your network. Include:
      • Any internal or external systems
      • Integration points
      • Data flow

    The image shows the flowchart section of th image that appears in the previous section.

    Download the Get the Most Out of Your Workday Workbook

    Sample Workday and integrations map

    The image shows a sample map of Workday and integrations. There is a colour-coded legend at the bottom right.

    Business capability map (Level 0)

    In business architecture, the primary view of an organization is known as a business capability map.

    A business capability defines what a business does to enable value creation, rather than how.

    Business capabilities:

    • Represent stable business functions.
    • Are unique and independent of each other.
    • Will typically have a defined business outcome.

    A business capability map provides details that help the business architecture practitioner direct attention to a specific area of the business for further assessment.

    The image shows a Business Capability Map, which is divided into 4 sections: Products and Services Development; Revenue Generation; Demand Fulfillment; and Enterprise Management and Planning

    The value stream

    Value stream defined:

    Value Streams:

    Design Product

    • Manufacturers work proactively to design products and services that will meet consumer demand.
    • Products are driven by consumer demand and government regulations.

    Produce Product

    • Production processes and labor costs are constantly analyzed for efficiencies and accuracies.
    • Quality of product and services are highly regulated through all levels of the supply chain.

    Sell Product

    • Sales networks and sales staff deliver the product from the organization to the end consumer.
    • Marketing plays a key role throughout the value stream connecting consumers’ wants and needs to the products and services offered.

    Customer Service

    • Relationships with consumers continue after the sale of products and services.
    • Continued customer support and data mining is important to revenue streams.

    Value streams connect business goals to the organization’s value realization activities in the marketplace. Those activities are dependent on the specific industry segment in which an organization operates. There are two types of value streams: core value streams and support value streams.

    • Core value streams are mostly externally facing. They deliver value to either an external or internal customer and they tie to the customer perspective of the strategy map.
    • Support value streams are internally facing and provide the foundational support for an organization to operate.

    Taking a value stream approach to process mapping allows you to move across departmental and system boundaries to understand the underlying business capability.

    Some mistakes organizations make are over-customizing processes, or conversely, not customizing when required. Workday provides good baseline process that work for most organizations. However, if a process is broken or not working efficiently take the time to investigate it, including underlying policies, roles, workflows, and integrations.

    Process frameworks

    Help define your inventory of sales, marketing, and customer services processes.

    Operating Processes
    1. Develop vision and strategy 2. Develop and manage products and services 3. Market and sell products and services 4. Deliver physical products 5. Deliver services
    Management and Support Processes
    6. Manage customer service
    7. Develop and manage human capital
    8. Manage IT
    9. Manage financial resources
    10. Acquire, construct, and manage assets
    11. Manage enterprise risk, compliance, remediation, and resiliency
    12. Manage external relationships
    13. Develop and manage business capabilities

    (APQC)

    If you do not have a documented process model, you can use the APQC Framework to help define your inventory of sales business processes.

    APQC’s Process Classification Framework is a taxonomy of cross-functional business processes intended to allow the objective comparison of organizational performance within and among organizations.

    APQC’s Process Classification Framework

    Process mapping hierarchy

    A process classification framework is helpful for organizations to effectively define their processes and manage them appropriately.

    Use Info-Tech’s related industry resources or publicly available process frameworks (such as APQC) to develop and map your business processes.

    These processes can then be mapped to supporting applications and modules. Policies, roles, and workflows also play a role and should be considered in the overall functioning.

    APQC’s Process Classification Framework

    The image shows a chart, titled PCL Levels Explained, with each of the PCF Levels listed, and a brief description of each.

    (APQC)

    Focus on level-1 processes

    Level 1 Level 2 Level 3 Level 4
    Market and sell products and services Understand markets, customers, and capabilities Perform customer and market intelligence analysis Conduct customer and market research
    Market and sell products and services Develop a sales strategy Develop a sales forecast Gather current and historic order information
    Deliver services Manage service delivery resources Manage service delivery resource demand Develop baseline forecasts
    ? ? ? ?

    Info-Tech Insight

    Focus your initial assessment on the level-1 processes that matter to your organization. This allows you to target your scant resources on the areas of optimization that matter most to the organization and minimize the effort required from your business partners.

    You may need to iterate the assessment as challenges are identified. This allows you to be adaptive and deal with emerging issues more readily and become a more responsive partner to the business.

    Process mapping and supporting ERP modules

    The operating model

    An operating model is a framework that drives operating decisions. It helps to set the parameters for the scope of ERP and the processes that will be supported. The operating model will serve to group core operational processes. These groupings represent a set of interrelated, consecutive processes aimed at generating a common output.

    From your developed processes and your Workday license agreements you will be able to pinpoint the scope for investigation, including the processes and modules.

    The image shows three images, overlapping one another. At the back is a chart with three sections, and boxes beneath. In front of that is a graphic with Objectives, Value Streams, Capabilities, and Processes written down the left side, and descriptions on the right. Below that image is an arrow pointing downward to the text Supporting Workday Modules. In front is a circular graphic with the word Workday in the centre, and circles with text in them around it.

    Workday modules and process enablement

    Workday Finance

    • Accounts Receivable and Collections
    • Accounts Payable and Payments
    • Asset Management
    • Audit and Controls
    • Billing and Invoicing
    • Cash Management
    • Contracts
    • Financial Reporting and Analysis
    • [Global] Close and Consolidation
    • Multi-GAAP/Multi-book/Multi-chart of Accounts
    • Revenue Management

    Spend Management

    • Strategic Sourcing
    • Procure to Pay
    • Inventory
    • Expenses

    Professional Services Automation

    • Project and Resource Management
    • Project Financials
    • Project Billing
    • Expense Management
    • Time Tracking

    Enterprise Planning

    • Financial planning
    • Reporting
    • Analytics
    • Budgets
    • Insights
    • Workforce planning
    • Sales planning
    • Operational planning

    Analytics and Reporting

    • Financial Management Core Reporting
    • Human Capital Management Core Reporting
    • Benchmarking
    • Data Hub
    • Augmented Analytics

    Student

    • Admissions
    • Financial Aid
    • Advising
    • Student Finance
    • Student Records

    Human Capital Management (HCM)

    • Human Resource Management
    • Organization Management
    • Business Process Management
    • Reporting and Analytics
    • Employee and Manager Self-Service
    • Contingent Labor Management
    • Skills Cloud
    • Absence Management
    • Benefits Administration
    • ACA Management
    • Compensation
    • Talent Optimization

    Payroll and Workforce Management

    • Scheduling and Labor Management
    • Time and Attendance
    • Absence
    • Payroll

    Employee Experience

    • Employee Engagement Insights
    • Diversity, Inclusion, and Belonging Measurement
    • Health and Well-Being Metrics
    • Back-to-Workplace Readiness
    • Confidential Employee-Manager Conversations
    • Attrition Prediction
    • Continuous Industry Benchmarks

    Talent and Performance

    • Talent Profile
    • Continuous Feedback
    • Survey Campaigns
    • Embedded Analytics
    • Goal Management
    • Performance Management
    • Talent Review
    • Calibration
    • Competencies
    • Career and Development Planning
    • Succession Planning
    • Talent Marketplace
    • Mobile
    • Expenses

    1.3.3 Inventory your Workday modules and business capabilities

    1-3+ hours

    1. Look at the major functions or processes within the scope of ERP.
    2. From the inventory of current systems, choose the submodules or processes that you want to investigate and are within scope for this optimization initiative.
    3. List the top modules, capabilities, or processes that will be within the scope of this optimization initiative.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    1.3.4 Define your key Workday optimization modules and business capabilities

    1-3+ hours

    1. Look at the major functions or processes within the scope of ERP.
    2. From the inventory of current systems, choose the submodules or processes for this optimization initiative. Base this on those that are most critical to the business, those with the lowest levels of satisfaction, or those that perhaps need more knowledge around them.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Step 1.4

    Define Optimization Timeframe

    Activities

    1.4.1 Define Workday Key Dates, and Workday Optimization Roadmap Timeframe and Structure

    Map Current-State Capabilities

    Step 1.1

    Step 1.2

    Step 1.3

    Step 1.4

    Step 1.5

    This step will guide you through the following activities:

    • Defining key dates related to your optimization initiative
    • Identifying key building blocks for your optimization roadmap

    This step involves the following participants:

    • Workday Optimization Team
    • Vendor Management

    Outcomes of this step

    • Optimization Key Dates
    • Optimization Roadmap Timeframe and Structure

    1.4.1 Optimization roadmap timeframe and structure

    1-3+ hours

    1. Key items and dates relevant to your optimization initiatives, such as any products reaching end of life or end of contract, or budget proposal submission deadlines.
    2. Enter the expected Optimization Initiative Start Date.
    3. Enter the Roadmap Length. This is the total amount of time you expect to participate in the Workday Optimization Initiative. This includes short-, medium-, and long-term initiatives.
    4. Enter your Roadmap Date markers – how you want dates displayed on the roadmap.
    5. Enter column time values – what level of granularity will be helpful for this initiative?
    6. Enter the sprint or cycle timeframe – use this if following Agile.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Step 1.5

    Understand Workday Costs

    Activities

    1.5.1 Document Costs Associated With Workday

    Map Current-State Capabilities

    Step 1.1

    Step 1.2

    Step 1.3

    Step 1.4

    Step 1.5

    This step will walk you through the following activities:

    • Define your Workday direct and indirect costs
    • List your Workday expense line items

    This step involves the following participants:

    • Finance representatives
    • Workday Optimization Team

    Outcomes of this step

    • Current Workday and related costs

    1.5.1 Document costs associated with Workday

    1-3 hours

    Before you can make changes and optimization decisions, you need to understand the high-level costs associated with your current application architecture. This activity will help you identify the types of technology and people costs associated with your current systems.

    1. Identify the types of technology costs associated with each current system:
      1. System Maintenance
      2. Annual Renewal
      3. Licensing
    2. Identify the cost of people associated with each current system:
      1. Full-Time Employees
      2. Application Support Staff
      3. Help Desk Tickets

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Phase 2

    Assess Your Current State

    Phase 1

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an ERP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand Workday Costs

    Phase 2

    2.1 Assess Workday Capabilities

    2.2 Review Your Satisfaction With the Vendor/Product and Willingness for Change

    Phase 3

    3.1 Prioritize Optimization Opportunities

    3.2 Discover Optimization Initiatives

    Phase 4

    4.1 Build Your Optimization Roadmap

    This phase will guide you through the following activities:

    • Determine process relevance
    • Perform a gap analysis
    • Perform a user satisfaction survey
    • Assess software and vendor satisfaction

    This phase involves the following participants:

    • Workday Optimization Team
    • Users across functional areas of your ERP and related technologies

    Step 2.1

    Assess Workday Capabilities

    Activities

    2.1.1 Rate Capability Relevance to Organizational Goals

    2.1.2 Complete a Workday Application Portfolio Assessment

    2.1.3 (Optional) Assess Workday Process Maturity

    Assess Workday Capabilities

    Step 2.1

    Step 2.2

    This step will guide you through the following activities:

    • Capability Relevance
    • Process Gap Analysis
    • Application Portfolio Assessment

    This step involves the following participants:

    • Workday Users

    Outcomes of this step

    • Workday Capability Assessment

    Benefits of the Application Portfolio Assessment

    Assess the health of the application portfolio

    • Get a full 360-degree view of the effectiveness, criticality, and prevalence of all relevant applications to get a comprehensive view of the health of the applications portfolio.
    • Identify opportunities to drive more value from effective applications, retire nonessential applications, and immediately address at-risk applications that are not meeting expectations.

    Provide targeted department feedback

    • Share end-user satisfaction and importance ratings for core IT services, IT communications, and business enablement to focus on the right end-user groups or lines of business, and ramp up satisfaction and productivity.

    Gain insight into the state of data quality

    • Data quality is one of the key issues causing poor ERP user satisfaction and business results. This can include the relevance, accuracy, timeliness, or usability of the organization’s data.
    • Targeted, open-ended feedback around data quality will provide insight into where optimization efforts should be focused.

    2.1.1 Complete a current state assessment (via the Application Portfolio Assessment)

    3 hours

    Option 1: Use Info-Tech’s Application Portfolio Assessment to generate your user satisfaction score. This tool not only measures application satisfaction but also elicits great feedback from users regarding the support they receive from the IT team around Workday.

    1. Download the Workday Application Inventory Tool.
    2. Complete the “Demographics” tab (tab 2).
    3. Complete the “Inventory” tab (tab 3).
      1. Complete the inventory by treating each module within your Workday system as an application.
      2. Treat every department as a separate column in the department section. Feel free to add, remove, or modify department names to match your organization.
      3. Include data quality for all applications applicable.

    Option 2: Create a survey manually.

    1. Use tab Reference 2.1 “APA Questions” as a guide for creating your survey.
    2. Send out surveys to end users.
    3. Modify tab 2.1 “Workday Assessment” if required.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Content for New section Tag Goes HereThe image shows a number of charts relating to applications, such as Overall Applications Portfolio Satisfaction and Most Critical Applications. Data is shown in each category relating to number of users, usability, data quality, status, and others.

    2.1.2 Complete the Application Portfolio Assessment

    3 hours

    Option 1: Use Info-Tech’s Application Portfolio Assessment to generate your user satisfaction score. This tool not only measures application satisfaction but also elicits great feedback from users regarding the support they receive from the IT team around Workday.

    1. Download the Workday Application Inventory Tool.
    2. Complete the “Demographics” tab (tab 2).
    3. Complete the “Inventory” tab (tab 3).
      1. Complete the inventory by treating each module within your Workday system as an application.
      2. Treat every department as a separate column in the department section. Feel free to add, remove, or modify department names to match your organization.
      3. Include data quality for all applications applicable.

    Option 2: Create a survey manually.

    1. Use tab Reference 2.1 “APA Questions” as a guide for creating your survey.
    2. Send out surveys to end users.
    3. Modify tab 2.1 “Workday Assessment” if required.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    2.1.3 (Optional) Assess Workday process maturity

    1. As with any ERP system, the issues encountered may not be related to the system itself but processes that have developed over time.
    2. Use this opportunity to interview key stakeholders to learn about deeper capability processes.
      1. Identify key stakeholders.
      2. Hold sessions to document deeper processes.
      3. Discuss processes and technical enablement in each area.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Process Maturity Assessment

    Process Assessment

    Strong

    Moderate

    Weak

    1.1 Financial Planning and Analysis

    1.2 Accounting and Financial Close

    1.3 Treasury Management

    1.4 Financial Operations

    1.5 Governance, Risk & Compliance

    2.1 Core HR

    Description All aspects related to financial operations
    Key Success Indicators Month-end reporting in 5 days AR at risk managing down (zero over 90 days) Weekly operating cash flow updates
    Timely liquidity for claims payments Payroll audit reporting and insights reporting 90% of workflow tasks captured in ERP
    EFT uptake Automated reconciliations Reduce audit hours required
    Current Pain Points A lot of voided and re-issued checks NIDPP Integration with banks; can’t get the information back into existing ERP
    There is no payroll integration No payroll automation and other processes Lack of integration with HUB
    Not one true source of data Incentive payment processing Rewards program management
    Audit process is onerous Reconcile AP and AR for dealers

    Stakeholders Interviewed:

    The process is formalized, documented, optimized, and audited.

    The process is poorly documented. More than one person knows how to do it. Inefficient and error-prone.

    The process is not documented. One person knows how to do it. The process is ad hoc, not formalized, inconsistent.

    Capability Processes:

    General Ledger

    Accounts Receivable

    Incentives Management

    Accounts Payable

    General Ledger Consolidation

    Treasury Management

    Cash Management

    Subscription / recurring payments

    Treasury Transactions

    Step 2.2

    Review Your Satisfaction With the Vendor/Product and Willingness for Change

    Activities

    2.2.1 Rate Your Vendor and Product Satisfaction

    2.2.2 Review Workday Product Scores (if applicable)

    2.2.3 Evaluate Your Product Satisfaction

    2.2.4 Check Your Business Process Change Tolerance

    Product Satisfaction

    Step 2.1

    Step 2.2

    This step will guide you through the following activities:

    • Rate your vendor and product satisfaction
    • Compare with survey data from SoftwareReviews

    This step involves the following participants:

    • Workday Product Owner(s)
    • Procurement Representative
    • Vendor Contracts Manager

    Outcomes of this step

    • Quantified satisfaction with vendor and product

    2.2.1 Rate your vendor and product satisfaction

    30 minutes

    Use Info-Tech’s vendor satisfaction survey to identify optimization areas with your ERP product(s) and vendor(s).

    1. Option 1 (recommended): Conduct a satisfaction survey using SoftwareReviews. This option allows you to see your results in the context of the vendor landscape.
    2. Option 2: Use the Get the Most Out of Your Workday Workbook to review your satisfaction with your Workday software.

    Record this information in the Get the Most Out of Your Workday Workbook

    SoftwareReviews’ Enterprise Resource Planning Category

    Download the Get the Most Out of Your Workday Workbook

    2.2.2 Review Workday product scores (if applicable)

    30 minutes

    1. Download the scorecard for your Workday product from the SoftwareReviews website. (Note: Not all products are represented or have sufficient data, so a scorecard may not be available.)
    2. Use the Get the Most Out of Your Workday Workbook tab 2.3 to record the scorecard results.
    3. Use your Get the Most Out of Your Workday Workbook to flag areas where your score may be lower than the product scorecard. Brainstorm ideas for optimization.

    Record this information in the Get the Most Out of Your Workday Workbook.

    SoftwareReviews’ Enterprise Resource Planning Category

    Download the Get the Most Out of Your Workday Workbook

    2.2.3 How does your satisfaction compare with your peers?

    Use SoftwareReviews to explore product features, vendor experience, and capability satisfaction.

    The image shows two data quadrants, one titled Enterprise Resource Planning - Enterprise, and Enterprise Resource Planning - Midmarket.

    (SoftwareReviews ERP Mid-Market, 2022; SoftwareReviews ERP Enterprise, 2022)

    2.2.4 Check your business process change tolerance

    1 hours

    Input

    • Business process capability map

    Output

    • Heat map of risk areas that require more attention to validate best practices or minimize customization

    Materials

    • Whiteboard/flip charts
    • Get the Most Out of Your Workday Workbook

    Participants

    • Implementation team
    • SMEs
    • Departmental Leaders
    1. As a group, list your level-0 and level-1 business capabilities. Sample on the next slide.
    2. Assess the department’s willingness for change and the risk of maintaining the status quo.
    3. Color-code the level-0 business capabilities based on:
      1. Green – Willing to follow best practices
      2. Yellow – May be challenging or unique business model
      3. Red – Low tolerance for change

    Record this information in the Get the Most Out of Your Workday Workbook

    Heat map representing desire for best practice or those having the least tolerance for change

    Legend:

    Willing to follow best practice

    May be challenging or unique business model

    Low tolerance for change

    Out of Scope

    Product-Centric Capabilities
    R&D Production Supply Chain Distribution Asset Mgmt
    Idea to Offering Plan to Produce Procure to Pay Forecast to Delivery Acquire to Dispose
    Add/Remove Shop Floor Scheduling Add/Remove Add/Remove Add/Remove
    Add/Remove Product Costing Add/Remove Add/Remove Add/Remove
    Service-Centric Capabilities
    Finance HR Marketing Sales Service
    Record to Report Hire to Retire Market to Order Quote to Cash Issue to Resolution
    Add/Remove Add/Remove Add/Remove Add/Remove Add/Remove
    Add/Remove Add/Remove Add/Remove Add/Remove Add/Remove

    Determine the areas of risk to conform to best practice and minimize customization. These will be areas needing focus from the vendor, supporting change and guiding best practice.

    For example: Must be able to support our unique process manufacturing capabilities and enhance planning and visibility to detailed costing.

    Phase 3

    Identify Key Optimization Opportunities

    Phase 1

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an ERP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand Workday Costs

    Phase 2

    2.1 Assess Workday Capabilities

    2.2 Review Your Satisfaction With the Vendor/Product and Willingness for Change

    Phase 3

    3.1 Prioritize Optimization Opportunities

    3.2 Discover Optimization Initiatives

    Phase 4

    4.1 Build Your Optimization Roadmap

    This phase will walk you through the following activities:

    • Identify key optimization areas
    • Create an optimization roadmap

    This phase involves the following participants:

    • Workday Optimization Team

    Step 3.1

    Prioritize optimization opportunities

    Activities

    3.1.1 Prioritize Optimization Capability Areas

    Build Your Optimization Roadmap

    Step 3.1

    Step 3.2

    This step will guide you through the following activities:

    • Explore existing process gaps
    • Identify the impact of processes on user satisfaction
    • Identify the impact of data quality on user satisfaction
    • Review your overall product satisfaction and vendor management

    This step involves the following participants:

    • Workday Optimization Team

    Outcomes of this step

    • Application optimization plan

    Info-Tech Insight

    Enabling a high-performing organization requires excellent management practices and continuous optimization efforts. Your technology portfolio and architecture are important, but we must go deeper. Taking a holistic view of ERP technologies in the environments in which they operate allows for the inclusion of people and process improvements – this is key to maximizing business results. Using a formal ERP optimization initiative will drive business-IT alignment, identify IT automation priorities, and dig deep into continuous process improvement.

    Address process gaps:

    • ERP and related technologies are invaluable to the goal of organizational enablement, but they must have supported processes driven by business goals.
    • Identify areas where capabilities need to be improved and work toward optimization.

    Support user satisfaction:

    • The best technology in the world won’t deliver business results if it’s not working for the users who need it.
    • Understand concerns, communicate improvements, and support users in all roles.

    Improve data quality:

    • Data quality is unique to each business unit and requires tolerance, not perfection.
    • Implement data quality initiatives that are aligned with overall business objectives and aimed at addressing data practices and the data itself.

    Proactively manage vendors:

    • Vendor management is a critical component of technology enablement and IT satisfaction.
    • Assess your current satisfaction against that of your peers and work toward building a process that is best fit for your organization.

    Assessing application business value

    The Business

    Keepers of the organization’s mission, vision, and value statements that define IT success. The business maintains the overall ownership and evaluation of the applications.

    Business Value of Applications

    IT

    Technical subject matter experts of the applications they deliver and maintain. Each IT function works together to ensure quality applications are delivered to stakeholder expectations.

    First, the authorities on business value need to define and weigh their value drivers that describe the priorities of the organization. This will allow the applications team to apply a consistent, objective, and strategically aligned evaluation of applications across the organization.

    In this context…

    business value is

    the value of the business outcome that the application produces. Additionally, it is how effective the application is at producing that outcome.

    Business value IS NOT

    the user’s experience or satisfaction with the application.

    Brainstorm IT initiatives to enable high areas of opportunity to support the business

    Create or Improve:

    • ERP Capabilities
    • Optimization Initiatives

    Capabilities are what the system and business do that creates value for the organization.

    Optimization initiatives are projects with a definitive start and end date, and they enhance, create, maintain, or remove capabilities with the goal of increasing value.

    Brainstorm ERP optimization initiatives in each area. Ensure you are looking for all-encompassing opportunities within the context of IT, the business, and Workday systems.

    • Process
    • Technology
    • Organization

    Discover the value drivers of your applications

    Financial vs. Human Benefits

    Financial benefits refer to the degree to which the value source can be measured through monetary metrics and are often quite tangible.

    Human benefits refer to how an application can deliver value through a user’s experience.

    Inward vs. Outward Orientation

    Inward refers to value sources that have an internal impact and improve your organization’s effectiveness and efficiency in performing its operations.

    Outward refers to value sources that come from your interaction with external factors, such as the market or your customers.

    The image shows a business value matrix, with Human benefit and Financial benefit in the horizontal and Outward and Inward on the vertical. In the top left quadrant is Reach Customers; top right is Increase Revenue or Deliver Value; bottom left is Enhance Services, and bottom right is Reduce Costs.

    The image shows a graph titled Perceived business benefits from using digital tools. It is a bar graph, showing percentages assigned to each perceived benefit. The source is Collins et al, 2017.

    Increased Revenue

    Application functions that are specifically related to the impact on your organization’s ability to generate revenue and deliver value to your customers.

    Reduced Costs

    Reduction of overhead. The ways in which an application limits the operational costs of business functions.

    Enhanced Services

    Functions that enable business capabilities that improve the organization’s ability to perform its internal operations.

    Reach Customers

    Application functions that enable and improve the interaction with customers or produce market information and insights.

    Prioritize Workday optimization areas that will bring the most value to the organization

    Review your ERP capability areas and rate them according to relevance to organizational goals. This will allow you to eliminate optimization ideas that may not bring value to the organization.

    The image shows a graph, separated into quadrants. On the x-axis is Satisfaction, from low to high, and on the Y-axis is Relevant to Organizational Goals from Low to High. The top left quadrant is High Priority, top right is Maintain, and the two lower quadrants are both low priority.

    Value vs. Effort

    How important is it? vs. How difficult is it?

    How important is it? How Difficult is it?

    What is the value?

    • Increase revenue
    • Decrease costs
    • Enhanced services
    • Reach customers

    What is the benefit?

    • How can it help us reach our goals?

    What is the impact?

    • To organizational goals
    • To ERP goals
    • To departmental goals

    What is the cost?

    • Hours x Rates ++ =

    What is the level of effort?

    • Development effort
    • Operational effort
    • Implementation effort
    • Outside resource coordination

    What is the risk of implementing/not implementing?

    What is the complexity?

    (Roadmunk)

    RICE method

    Measure the “total impact per time worked”

    The image shows a graphic with the word Confidence at the top, then an arrow pointing upwards that reads Impact. Below that, there is an arrow pointing horizontally in both directions that reads Reach, and then a horizontal line, with the word Effort below it.

    Reach Impact Confidence Effort

    How many people will this improvement impact? Internal: # of users OR # of transactions per period

    External: # of customers OR # of transactions per period

    What is the scale of impact? How much will the improvement affect satisfaction?

    Example Weighting:

    1 = Massive Impact

    2 = High Impact

    1 = Medium Impact

    0.5 = Low Impact

    0.25 = Very Low Impact

    How confident are we that the improvements are achievable and that they will meet the impact estimates?

    Example Weighting:

    1 = High Confidence

    0.80 = Medium Confidence

    0.50 = Low Confidence

    How much investment will be required to implement the improvement initiative?

    FTE hours x cost per hour

    (Intercom)

    3.1.1 Prioritize and rate optimization capability areas

    1-3 hours

    1. Use tab 3.1 Optimization Priorities.
    2. From the Workday Key Capabilities (pulled from tab 1.3 Key Capabilities), discuss areas of scope for the Workday optimization initiative.
    3. Discuss the four areas of the business value matrix and identify how each module, along with organizational goals, can bring value to the organization.
    4. Rate each of your Workday capabilities for the level of importance to your organization. The levels of importance are:
      • Crucial
      • Important
      • Secondary
      • Unimportant
      • Not applicable

    Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Step 3.2

    Discover Optimization Initiatives

    Activities

    3.2.1 Discover Product and Vendor Satisfaction Opportunities

    3.2.2 Discover Capability and Feature Optimization Opportunities

    3.2.3 Discover Process Optimization Opportunities

    3.2.4 Discover Integration Optimization Opportunities

    3.2.5 Discover Data Optimization Opportunities

    3.2.6 Discover Workday Cost-Saving Opportunities

    Build Your Optimization Roadmap

    Step 3.1

    Step 3.2

    This step will guide you through the following activities:

    • Explore existing process gaps
    • Identify the impact of processes on user satisfaction
    • Identify the impact of data quality on user satisfaction
    • Review your overall product satisfaction and vendor management

    This step involves the following participants:

    • Workday Optimization Team

    Outcomes of this step

    • Application optimization plan
    Content for New section Tag Goes HereThe image shows a graphic title Product Feature Satisfaction, showing features in rank order and data on each.
    Content for New section Tag Goes HereThe image shows a graphic titled Vendor Capability Satisfaction, showing features in rank order with related data.

    Workday’s partner landscape

    Workday uses an extensive partner network to help deliver results.

    ADVISORY PARTNERS

    Workday Advisory Partners have in-depth knowledge to help customers determine what’s best for their needs and how to maximize business value. They guide you through digital acceleration strategy and planning, product selection, change management, and more.

    SERVICES PARTNERS

    Workday Services Partners represent a curated community of global systems integrators and regional firms that help companies deploy Workday and continually adopt new capabilities.

    SOFTWARE PARTNERS

    Workday Software Partners are a global ecosystem of application, content, and technology software companies that design, build, and deploy solution extensions to help customers enhance the capabilities of Workday.

    Global payroll PARTNERS

    Workday’s Global Payroll Cloud (GPC) program makes it easy to expand payroll (outside of the US, Canada, the UK, and France) to third-party payroll providers around the world using certified, prebuilt integrations from Workday Partners. Payroll partners provide solutions in more than 100 countries.

    Adaptive planning PARTNERS

    Adaptive planning partners guide you through all aspects of everything from integration to deployment.

    With large-scale ERP and HCM systems, the success of the system can be as much about the SI (Systems Integrator) or vendor partners as it is about the core product.

    In evaluating your Workday system, think about Workday’s extensive partner network to understand how you can capitalize on your installation.

    You do not need to reinvent the system; you may just need an additional service partner or bolt-on solution to round out your product functionality.

    Improving vendor management

    Create a right-size, right-fit strategy for managing the vendors relevant to your organization.

    The image shows a matrix, with strategic value on the x-axis from low to high, and Vendor Spend/Switching Costs on the y-axis, from low to high. In the top left is Operational, top right is Strategic; lower left is commodity; and lower right Tactical.

    Info-Tech Insight

    A vendor management initiative is an organization’s formalized process for evaluating, selecting, managing, and optimizing third-party providers of goods and services.

    The amount of resources you assign to managing vendors depends on the number and value of your organization’s relationships. Before optimizing your vendor management program around the best practices presented in Info-Tech’s Jump Start Your Vendor Management Initiative blueprint, assess your current maturity and build the process around a model that reflects the needs of your organization.

    Note: Info-Tech uses VMI interchangeably with the terms “vendor management office (VMO),” “vendor management function,” “vendor management process,” and “vendor management program.”

    Jump Start Your Vendor Management Initiative

    3.2.1 Discover product and vendor satisfaction

    1-2 hours

    1. Review tab 2.2 Vend. & Prod. Sat. to review the overall Product (and Vendor) satisfaction of your Workday system.
    2. Use tab 3.2 Optimization Initiatives to answer the following questions in the Overall Product (and Vendor) Evaluation area.
      • Document overall product satisfaction.
      • How does your satisfaction compare with your peers?
      • Is the overall system fit for use?
      • Do you have a proactive vendor management strategy in place?
      • Is the product dissatisfaction at the point that you need to evaluate if it is time to replace the product?
      • Could your vendor or SI help you achieve better results?

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows a box with text in it, titled 3.2.1 Overall Product (and Vendor) Evaluation.

    Download the Get the Most Out of Your Workday Workbook

    Content for New section Tag Goes HereThe image is a graphic, with the Five Most Critical Applications section at the top, with related data, and other sets of data included in smaller text at the bottom of the image.

    3.2.2 Discover capability and feature optimization opportunities

    1-2 hours

    1. Review tab 2.2 Vend. & Prod. Sat. and tab 3.1 Optimization Priorities to review the satisfaction with the capabilities and features of your Workday system.
    2. Use tab 3.2 Optimization Initiatives to answer the following questions in the Capabilities and Features Evaluation area to answer the following questions:
      • What capabilities and features are performing the worst?
      • Do other organizations and users struggle with these areas?
      • Why is it not performing well?
      • Is there an opportunity for improvement?
      • What are some optimization initiatives that could be undertaken?

    Record this information in the Get the Most Out of Your Workday Workbook

    The image is a box with text in it, titled 3.2.2 Capabilities and Features Evaluation.

    Download the Get the Most Out of Your Workday Workbook

    Process optimization: the hidden goldmine

    Know your strategic goals and KPIs that will deliver results.

    Goals of Process Improvement Process Improvement Sample Areas Improvement Possibilities
    • Optimize business and improve value drivers
    • Reduce TCO
    • Reduce process complexity
    • Eliminate manual processes
    • Increase efficiencies
    • Support digital transformation and enablement
    • Order to cash
    • Procure to pay
    • Order to replenish
    • Plan to produce
    • Request to settle
    • Make to order
    • Make to stock
    • Purchase to order
    • Increase number of process instances processed successfully end to end
    • Increase number of instances processed in time
    • Increase degree of process automation
    • Speed up cycle times of supply chain processes
    • Reduce number of process exceptions
    • Apply internal best practices across organizational units

    3.2.3 Discover process optimization opportunities

    1-2 hours

    1. Use tab 3.1 Optimization Priorities and tab 2.2 Bus Proc Change Tolerance to review process optimization opportunities.
    2. Use tab 3.2 Optimization Initiatives to answer the following questions in the Capabilities and Features Evaluation area to answer the following questions:
      • List underperforming capabilities around process.
      • Answer the following:
        • What is the state of the current processes?
        • Is there an opportunity for process improvement?
        • What are some optimization initiatives that could be undertaken in this area?

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows a box with text in it, titled Processes Optimization.

    Download the Get the Most Out of Your Workday Workbook

    Integration provides long-term usability

    Balance the need for secure, compliant data availability with organizational agility.

    The benefits of integration

    • The largest benefit is the extended use of data. The ERP data can be used in the enterprise-level business intelligence suite rather than the application-specific analytics.
    • Enhanced data security. Integrated approaches lend themselves to auditable processes such as sign-on and limit the email movement of data.
    • Regulatory compliance. Large multi-site organizations have many layers of regulation. A clear understanding of where orders, deliveries, and payments were made streamlines the audit process.

    The challenges of integration

    • Extending a single instance ERP to multiple sites. The challenge for data management is the same as any SaaS application. The connection and data replication present challenges.
    • Combining data from equally high-volume systems. For Workday it is recommended that one instance is set to primary and all other sites are read-only to maintain data integrity.
    • Incorporating data from the separate system(s). The proprietary and locked-in nature of the data collection and definitions for ERP systems often limit the movement of data between separate systems.

    Common integration and consolidation scenarios

    Financial Consolidation Data Backup Synchronization Across Sites Legacy Consolidation
    • Financial consolidation requires a holistic view of data format and accounting schedules
    • Problem: Controlling financial documentation across geographic regions. Most companies are required to report in each region where they maintain a presence. Stakeholders and senior management also need a holistic view. This leads to significant strain on the financial department to consolidate both revenue and budget allocations for cross-site projects across the various geographic locations on a regular basis.
    • Solution: For enterprises with a single vendor or Workday-only portfolios, Workday can offer integration tools. For those needing to integrate with other ERPs the use of a connector may be required to send financial data to the main system. The format and accounting calendar for transactions should match the primary ERP system to allow consolidation. The local specific format should be a role-based customization at the level of the site’s specific instance.
    • Use a data center as the main repository to ensure all geographic locations have equal access to the necessary data.
    • Problem: ERP systems generate high volumes of data. Most systems have a defined schedule of back-up during off-hours. Multi-instance brings additional issues through lack of defined off-hours, higher volume of data, and the potential for cross-site or instance data relationships. This leads to headaches for both the Database Administrator and Business Analysts.
    • Solution: The best solution is an offsite data center with high availability. This may include cloud storage or hosted data centers. Regardless of where the data is stored, centralize the data and replicate to each site. Ensure that the data center can mirror the database and Binary Large Object (BLOB) storage that exists for each site.
    • Set up synchronization schedules based on data usage, not site location.
    • Problem: Providing access to up-to-date transactions requires copying of both contextual information (permissions, timestamp, location, history) and the transaction itself across multiple sites to allow local copies to be used for analysis and audits. The sheer volume of information makes timely synchronization difficult.
    • Solution: Not all data needs to be synchronized in a timely fashion. In Workday, administrators can use NetWeaver to maintain and alter global data synchronization through the Master Data Management module. Permissions can be given to users to perform on-demand synchronization of data attached to that user.
    • Carefully define older transactions. Only active transactions should be brought in the ERP. Send older data to storage.
    • Problem: Subsidiaries and acquired companies often have a Tier 2 ERP product. Prior to fully consolidating the processes, many enterprises will want to migrate data to their ERP system to build compliance and audit trails. Migration of data often breaks historical linkages between transactions.
    • Solution: Workday offers tools to integrate data across applications that can be used as part of a data migration strategy. The process of data migration should be combined with data warehousing to ensure a cost-effective process. For most enterprises, the lack of experience in data migration will necessitate the use of consultants and Independent Software Vendors (ISV).

    For more information: Implement a Multi-site ERP

    3.2.4 Discover integration optimization opportunities

    1-2 hours

    1. Use tab 3.2 Optimization Initiatives to answer the following questions in the Integration Evaluation area:
      1. Are there some areas where integration could be improved?
      2. Is there an opportunity for process improvement?
      3. What are some optimization initiatives that could be undertaken in this area?

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows a box with text in it, titled Integration Evaluation.

    Download the Get the Most Out of Your Workday Workbook

    Use a data strategy that fixes the enterprise-wide data management issues

    Your data management must allow for flexibility and scalability for future needs.

    IT has several concerns around ERP data and wide dissemination of that data across sites. Large organizations can benefit from building a data warehouse or at least adopting some of the principles of data warehousing. The optimal way to deal with the issue of integration is to design a metadata-driven data warehouse that acts as a central repository for all ERP data. This serves as the storage facility for millions of transactions, formatted to allow analysis and comparison.

    Key considerations:

    • Technical: At what stage does data move to the warehouse? Can processes be automated to dump data or to do a scheduled data movement?
    • Process: Data integration requires some level of historical context for all data. Ensure that all data has multiple metadata tags to future-proof the data.
    • People: Who will be accessing the data and what are the key items that users will need to adapt to the data warehouse process?

    Info-Tech Insight

    Data warehouse solutions can be expensive. See Info-Tech’s Build a Data Warehouse on a Solid Foundation for guidance on what options are available to meet your budget and data needs.

    Optimizing Workday data, additional considerations

    Data Quality Management Effective Data Governance Data-Centric Integration Strategy Extensible Data Warehousing
    • Prevention is 10x cheaper than remediation. Stop fixing data quality with band-aid solutions and start fixing at the source of the problem.
    • Data quality is unique to each business unit and requires tolerance, not perfection. If the data allows the business to operate at the desired level, don’t waste time fixing data that may not need to be fixed.
    • Implement a set of data quality initiatives that are aligned with overall business objectives and aimed at addressing data practices and the data itself.
    • Develop a prioritized data quality improvement project roadmap and long-term improvement strategy.
    • Build related practices with more confidence and less risk after achieving an appropriate level of data quality.
    • Data governance enables data-driven insight. Think of governance as a structure for making better use of data.
    • Collaboration is critical. The business may own the data, but IT understands the data. Data governance will not work unless the business and IT work together.
    • Data governance powers the organization up the data value chain through policies and procedures, master data management, data quality, and data architecture.
    • Create a roadmap to prioritize initiatives and delineate responsibilities among data stewards, data owners, and the data governance steering committee.
    • Ensure buy-in from business and IT stakeholders. Communicate initiatives to end users and executives to reduce resistance.
    • Every enterprise application involves data integration. Any change in the application and database ecosystem requires you to solve a data integration problem.
    • Data integration is becoming more and more critical for downstream functions of data management and for business operations to be successful. Poor integration holds back these critical functions.
    • Build your data integration practice with a firm foundation in governance and a reference architecture. Ensure that your process is scalable and sustainable.
    • Support the flow of data through the organization and meet the organization’s requirements for data latency, availability, and relevancy.
    • Data availability must be frequently reviewed and repositioned to continue to grow with the business.
    • A data warehouse is a project, but successful data warehousing is a program. An effective data warehouse requires planning beyond the technology implementation.
    • Governance, not technology, needs to be the core support system for enabling a data warehouse program.
    • Leverage an approach that focuses on constructing a data warehouse foundation that can address a combination of operational, tactical, and ad hoc business needs.
    • Invest time and effort to put together pre-project governance to inform and guide your data warehouse implementation.
    • Select the most suitable architecture pattern to ensure the data warehouse is “built right” at the very beginning.

    Build Your Data Quality Program

    Establish Data Governance

    Build a Data Integration Strategy

    Build an Extensible Data Warehouse Foundation

    3.2.5 Discover data optimization opportunities

    1-2 hours

    1. Use your 2.1 APA survey and/or tab 2.2 Vendor & Prod Sat to better understand issues related to data.
    • Note: Data issues happen for a number of reasons:
      • Poor underlying data in the system
      • More than one source of truth
      • Inability to consolidate data
      • Inability to measure KPIs (key performance indicators) effectively
      • Reporting that is cumbersome or non-existent
  • Use tab 3.2 Optimization Initiatives to answer the following questions in the Data Evaluation area:
    • What are some underlying issues?
    • Is there an opportunity for data improvement?
    • What are some optimization initiatives that could be undertaken in this area?
  • Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows a box with text in it, titled 3.2.5 Data Evaluation.

    Download the Get the Most Out of Your Workday Workbook

    Content for New section Tag Goes HereThe image shows a graphic, with a bar graph at the bottom, showing Primary Reason for Leaving Workday Human Capital Management.

    Info-Tech Insight

    The number one reason organizations leave Workday is because of cost. Do not be strong-armed into a contract you do not feel comfortable with. Do your homework, know your leverage points, be fully prepared for cost negotiations, use their competition to your advantage, and get support – such as Info-Tech’s vendor management resources and team.

    Approach contracts and pricing strategically

    Don’t go into contract negotiation blind.

    • Understand the vendor – year-end, market strategy, and competitive position.
    • Take the time to understand the contract. including contract details such as length of the contract, full-service equivalent (FSE, employee count,) innovation fees, modules included, and renewal clauses.
    • Be fully prepared to take a proactive approach to cost negotiations.
      • Use Info-Tech’s vendor management services to support you.
      • Go in prepared.
      • Use your leverage points – FSE count, Module Bundles, CPI & Innovation Fees.
      • Use competition to your advantage.

    Since 2007, Workday has been steadily growing its market share and footprint in human capital management, finance, and student information systems.

    Organizations considering additional modules or undergoing contract renewal need to gain insight into areas of leverage and other relevant vendor information.

    Key issues that occur include pricing transparency and contractual flexibility on terms and conditions. Adequate planning and communication need to be taken into consideration before entering into any agreement.

    3.2.6 Discover Workday cost-saving opportunities

    1-2 hours

    1. Use tab 1.5 Current Costs, as an input for this exercise. Another great resource is Info-Tech’s Workday vendor management resources which you can use to help understand cost-saving strategies.
    2. Use tab 3.2 Optimization Initiatives Costs Evaluation area to list cost savings initiatives and opportunities.

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows a box with text in it, titled 3.2.6 Costs Evaluation.

    Download the Get the Most Out of Your Workday Workbook

    Other optimization opportunities

    There are many opportunities to improve your Workday portfolio. Choose the ones that are right for your business.

    • Artificial intelligence (AI) (and management of the AI lifecycle)
    • Machine learning (ML)
    • Augment business interactions
    • Automatically execute sales pipelines
    • Process mining
    • Workday application monitoring
    • Be aware of the Workday product roadmap
    • Implement and take advantage of Workday tools and product offerings

    Phase 4

    Build Your Optimization Roadmap

    Phase 1

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an ERP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand Workday Costs

    Phase 2

    2.1 Assess Workday Capabilities

    2.2 Review Your Satisfaction With the Vendor/Product and Willingness for Change

    Phase 3

    3.1 Prioritize Optimization Opportunities

    3.2 Discover Optimization Initiatives

    Phase 4

    4.1 Build Your Optimization Roadmap

    This phase will walk you through the following activities:

    • Review the different options to solve the identified pain points
    • Build out a roadmap showing how you will get to those solutions
    • Build a communication plan that includes the stakeholder presentation

    This phase involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Get the Most Out of Your Workday

    Step 4.1

    4.1 Build Your Optimization Roadmap

    Activities

    4.1.1 Evaluate Optimization Initiatives

    4.1.2 Prioritize Your Workday Initiatives

    4.1.3 Build a Roadmap

    4.1.4 Build a Visual Roadmap

    Next steps

    Step 4.1

    This step will walk you through the following activities:

    • Review the different options to solve the identified pain points then build out a roadmap of how to get to that solution.

    This step involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Outcomes of this step

    • A strategic direction is set
    • An initial roadmap is laid out

    Evaluate your optimization initiatives and determine next steps to build out your optimization roadmap

    The image shows a chart titled Value Drivers, with specific categories and criteria listed along the top as headings. The rows below the headings are blank.

    Activity 4.1.1 Evaluate optimization Initiatives

    1 hour

    1. Evaluate your optimization initiatives from tab 3.2, Optimization Initiatives.
    2. Complete Value Drivers:
    • Relevance to Organizational Goals and Objectives
    • Applications Portfolio Assessment Survey:
      • Impact: Number of Users, Importance to Role
      • Current State: Satisfaction With Features, Usability, and Data Quality.
    • Value Drivers: Increase Revenue, Decrease Costs, Enhanced Services, or Reach Customers.
    • Additional Factors:
      • Current to Future Risk Profile
      • Number of Departments to Benefit
      • Importance to Stakeholder Relations
  • Complete Effort and Cost Estimations:
    • Resources: Do we have resources available and the skillset?
    • Cost
    • Overall Effort Rating
  • Gut Check: “Is it achievable? Have we done it or something similar before? Are we willing to invest in it?“
  • Decision to Proceed
  • Next Steps
  • Record this information in the Get the Most Out of Your Workday Workbook.

    Download the Get the Most Out of Your Workday Workbook

    Activity 4.1.2 Determine your optimization roadmap building blocks

    1 hour

    Optimization initiatives: Determine which if any to proceed with.

    1. Identify initiatives.
    2. For each item on your roadmap assign an owner who will be accountable to the completion of the roadmap item.
    3. Wherever possible, assign a start date, month, or quarter. The more specific you can be the better.
    4. Identify completion dates to create a sense of urgency. If you are struggling with start dates, it can help to start with a finish date and “back in” to a start date based on estimated efforts.
    5. Include periphery tasks such as communication strategy.

    Record this information in the Get the Most Out of Your Workday Workbook.

    Note: Your roadmap should be treated as a living document that is updated and shared with the stakeholders on a regular schedule.

    Download the Get the Most Out of Your Workday Workbook

    Activity 4.1.3 – Build a visual Workday optimization roadmap (optional)

    1 hour

    For some, a visual representation of a roadmap is easier to comprehend.

    Consider taking the roadmap built in 4.1.2 and creating a visual roadmap.

    Record this information in the Get the Most Out of Your Workday Workbook.

    The image shows a chart that tracks Initiative and Owner across multiple years.

    Download the Get the Most Out of Your Workday Workbook

    Summary of Accomplishment

    Get the Most Out of Your Workday

    ERP technology is critical to facilitating an organization’s flow of information across business units. It allows for seamless integration of systems and creates a holistic view of the enterprise to support decision making. ERP implementation should not be a one-and-done exercise. There needs to be ongoing optimization to enable business processes and optimal organizational results.

    Get the Most Out of Your Workday allows organizations to proactively implement continuous assessment and optimization of their enterprise resource planning system, including:

    • Alignment and prioritization of key business and technology drivers.
    • Identification of processes, including classification and gap analysis.
    • Measurement of user satisfaction across key departments.
    • Improved vendor relations.
    • Data quality initiatives.

    This formal Workday optimization initiative will drive business-IT alignment, identify IT automation priorities, and dig deep into continuous process improvement.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com

    1-888-670-8889

    Research Contributors

    Ben Dickie

    Research Practice Lead

    Info-Tech Research Group

    Ben Dickie is a Research Practice Lead at Info-Tech Research Group. His areas of expertise include customer experience management, CRM platforms, and digital marketing. He has also led projects pertaining to enterprise collaboration and unified communications.

    Scott Bickley

    Practice Lead and Principal Research

    Director Info-Tech Research Group

    Scott Bickley is a Practice Lead and Principal Research Director at Info-Tech Research Group focused on vendor management and contract review. He also has experience in the areas of IT asset management (ITAM), software asset management (SAM), and technology procurement along with a deep background in operations, engineering, and quality systems management.

    Andy Neil

    Practice Lead, Applications

    Info-Tech Research Group

    Andy is a Senior Research Director, Data Management and BI, at Info-Tech Research Group. He has over 15 years of experience in managing technical teams, information architecture, data modeling, and enterprise data strategy. He is an expert in enterprise data architecture, data integration, data standards, data strategy, big data, and the development of industry standard data models.

    Bibliography

    “9 product prioritization frameworks for product managers.” Roadmunk, n.d. Accessed 15 May 2022.

    Armel, Kate. "New Article: Data-Driven Estimation, Management Lead to High Quality." QSM: Quantitative Software Management, 14 May 2013. Accessed 4 Feb. 2021.

    Collins, George, et al., “Connecting Small Businesses in the US.” Deloitte Commissioned by Google, 2017. Web.

    Epizitone, Ayogeboh, and Oludayo O. Olugbara. "Critical Success Factors for ERP System Implementation to Support Financial Functions." Academy of Accounting and Financial Studies Journal, vol. 23, no. 6, 2019. Accessed 12 Oct. 2021

    Gheorghiu, Gabriel. "The ERP Buyer’s Profile for Growing Companies." Selecthub, 2018. Accessed 21 Feb. 2021.

    Karlsson, Johan. "Product Backlog Grooming Examples and Best Practices." Perforce, 18 May 2018. Accessed 4 Feb. 2021.

    Lauchlan, Stuart. “Workday accelerates into fiscal 2023 with a strong year end as cloud adoption gets a COVID-bounce.” diginomica, 1 March 2022. Web.

    "Maximizing the Emotional Economy: Behavioral Economics." Gallup, n.d. Accessed 21 Feb. 2021.

    Noble, Simon-Peter. “Workday: A High-Quality Business That's Fairly Valued.” Seeking Alpha, 8 Apr. 2019. Web.

    Norelus, Ernese, Sreeni Pamidala, and Oliver Senti. "An Approach to Application Modernization: Discovery and Assessment Phase," Medium, 24 Feb. 2020. Accessed 21 Feb. 2021.

    "Process Frameworks." APQC, n.d. Accessed 21 Feb. 2021.

    Saxena, Deepak, and Joe Mcdonagh. "Evaluating ERP Implementations: The Case for a Lifecycle-based Interpretive Approach." The Electronic Journal of Information Systems Evaluation, vol. 22, no. 1, 2019, pp. 29-37. Accessed 21 Feb. 2021.

    “Workday Enterprise Management Cloud Product Scorecard.” SoftwareReviews, May 2022. Web.

    “Workday Meets Growing Customer Demand with Record Number of Deployments and Industry-Leading Customer Satisfaction Score.” Workday, Inc., 7 June 2021. Web.

    CIO Priorities 2023

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    • Parent Category Name: IT Strategy
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    CIOs are facing these challenges in 2023:

    • Trying to understand the implications of external trends.
    • Determining what capabilities are most important to support the organization.
    • Understanding how to help the organization pursue new opportunities.
    • Preparing to mitigate new sources of organizational risk.

    Our Advice

    Critical Insight

    • While functional leaders may only see their next move, as head of the organization with a complete view of all the pieces, the CIO has full context awareness. It's up to them to assess their gaps, consider the present scenario, and then make their next move.
    • Each priority carries new opportunities for organizations that pursue them.
    • There are also different risks to mitigate as each priority is explored.

    Impact and Result

    • Inform your IT strategy for the year ahead.
    • Identify which capabilities you need to improve.
    • Add initiatives that support your priorities to your roadmap.

    CIO Priorities 2023 Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. CIO Priorities 2023 Report – Read about the priorities on IT leaders' agenda.

    Understand the five priorities that will help navigate the opportunities and risks of the year ahead.

    • CIO Priorities 2023 Report

    Infographic

     

    Further reading

    CIO Priorities 2023

    Engage cross-functional leadership to seize opportunity while protecting the organization from volatility.

    Analyst Perspective

    Take a full view of the board and use all your pieces to win.

    In our Tech Trends 2023 report, we called on CIOs to think of themselves as chess grandmasters. To view strategy as playing both sides of the board, simultaneously attacking the opponent's king while defending your own. In our CIO Priorities 2023 report, we'll continue with that metaphor as we reflect on IT's capability to respond to trends.

    If the trends report is a study of the board state that CIOs are playing with, the priorities report is about what move they should make next. We must consider all the pieces we have at our disposal and determine which ones we can afford to use to seize on opportunity. Other pieces are best used by staying put to defend their position.

    In examining the different capabilities that CIOs will require to succeed in the year ahead, it's apparent that a siloed view of IT isn't going to work. Just like a chess player in a competitive match would never limit themselves to only using their knights or their rooks, a CIO's responsibility is to deploy each of their pieces to win the day. While functional leaders may only see their next move, as head of the organization with a complete view of all the pieces, the CIO has full awareness of the board state.

    It's up to them to assess their gaps, consider the present scenario, and then make their next move.

    This is a picture of Brian Jackson

    Brian Jackson
    Principal Research Director, Research – CIO
    Info-Tech Research Group

    CIO Priorities 2023 is informed by Info-Tech's primary research data of surveys and benchmarks

    Info-Tech's Tech Trends 2023 report and State of Hybrid Work in IT: A Trend Report inform the externalities faced by organizations in the year ahead. They imply opportunities and risks that organizations face. Leadership must determine if they will respond and how to do so. CIOs then determine how to support those responses by creating or improving their IT capabilities. The priorities are the initiatives that will deliver the most value across the capabilities that are most in demand. The CIO Priorities 2023 report draws on data from several different Info-Tech surveys and diagnostic benchmarks.

    2023 Tech Trends and Priorities Survey; N=813 (partial), n=521 (completed)
    Info-Tech's Trends and Priorities 2023 Survey was conducted between August 9 and September 9, 2022. We received 813 total responses with 521 completed surveys. More than 90% of respondents work in IT departments. More than 84% of respondents are at a manager level of seniority or higher.

    2023 The State of Hybrid Work in IT Survey; N=518
    The State of Hybrid Work in IT Survey was conducted between July 11 and July 29 and received 518 responses. Nine in ten respondents were at a manager level of seniority or higher.

    Every organization will have its own custom list of priorities based on its internal context. Organizational goals, IT maturity level, and effectiveness of capabilities are some of the important factors to consider. To provide CIOs with a starting point for their list of priorities for 2023, we used aggregate data collected in our diagnostic benchmark tools between August 1, 2021, and October 31, 2022.

    Info-Tech's CEO-CIO Alignment Program is intended to be completed by CIOs and their supervisors (CEO or other executive position [CxO]) and will provide the average maturity level and budget expectations (N=107). The IT Management and Governance Diagnostic will provide the average capability effectiveness and importance ranking to CIOs (N=271). The CIO Business Vision Diagnostic will provide stakeholder satisfaction feedback (N=259).

    The 2023 CIO priorities are based on that data, internal collaboration sessions at Info-Tech, and external interviews with CIOs and subject matter experts.

    Build IT alignment

    Assess your IT processes

    Determine stakeholder satisfaction

    Most IT departments should aim to drive outcomes that deliver better efficiency and cost savings

    Slightly more than half of CIOs using Info-Tech's CEO-CIO Alignment Program rated themselves at a Support level of maturity in 2022. That aligns with IT professionals' view of their organizations from our Tech Trends and Priorities Survey, where organizations are rated at the Support level on average. At this level, IT departments can provide reliable infrastructure and support a responsive IT service desk that reasonably satisfies stakeholders.

    In the future, CIOs aspire to attain the Transform level of maturity. Nearly half of CIOs select this future state in our diagnostic, indicating a desire to deliver reliable innovation and lead the organization to become a technology-driven firm. However, we see that fewer CxOs aspire for that level of maturity from IT. CxOs are more likely than CIOs to say that IT should aim for the Optimize level of maturity. At this level, IT will help other departments become more efficient and lower costs across the organization.

    Whether a CIO is aiming for the top of the maturity scale in the future or not, IT maturity is achieved one step at a time. Aiming for outcomes at the Optimize level will be a realistic goal for most CIOs in 2023 and will satisfy many stakeholders.

    Current and future state of IT maturity

    This image depicts a table showing the Current and future states of IT maturity.

    Trends indicate a need to focus on leadership and change management

    Trends imply new opportunities and risks that an organization must decide on. Organizational leadership determines if action will be taken to respond to the new external context based on its importance compared to current internal context. To support their organizations, IT must use its capabilities to deliver on initiatives. But if a capability's effectiveness is poor, it could hamper the effort.

    To determine what capabilities IT departments may need to improve or create to support their organizations in 2023, we conducted an analysis of our trends data. Using the opportunities and risks implied by the Tech Trends 2023 report and the State of Hybrid Work in IT: A Trend Report, we've determined the top capabilities IT will need to respond. Capabilities are defined by Info-Tech's IT Management and Governance Framework.

    Tier 1: The Most Important Capabilities In 2023

    Enterprise Application Selection & Implementation

    Manage the selection and implementation of enterprise applications, off-the-shelf software, and software as a service to ensure that IT provides the business with the most appropriate applications at an acceptable cost.

    Effectiveness: 6.5; Importance: 8.8

    Leadership, Culture, and Values

    Ensure that the IT department reflects the values of your organization. Improve the leadership skills of your team to generate top performance.

    Effectiveness: 6.9; Importance: 9

    Data Architecture

    Manage the business' databases, including the technology, the governance processes, and the people that manage them. Establish the principles, policies, and guidelines relevant to the effective use of data within the organization.

    Effectiveness: 6.3; Importance: 8.8

    Organizational Change Management

    Implement or optimize the organization's capabilities for managing the impact of new business processes, new IT systems, and changes in organizational structure or culture.

    Effectiveness: 6.1; Importance: 8.8

    External Compliance

    Ensure that IT processes and IT-supported business processes are compliant with laws, regulations, and contractual requirements.

    Effectiveness: 7.4; Importance: 8.8

    Info-Tech's Management and Diagnostic Benchmark

    Tier 2: Other Important Capabilities In 2023

    Ten more capabilities surfaced as important compared to others but not as important as the capabilities in tier 1.

    Asset Management

    Track IT assets through their lifecycle to make sure that they deliver value at optimal cost, remain operational, and are accounted for and physically protected. Ensure that the assets are reliable and available as needed.

    Effectiveness: 6.4; Importance: 8.5

    Business Intelligence and Reporting

    Develop a set of capabilities, including people, processes, and technology, to enable the transformation of raw data into meaningful and useful information for the purpose of business analysis.

    Effectiveness: 6.3; Importance: 8.8

    Business Value

    Secure optimal value from IT-enabled initiatives, services, and assets by delivering cost-efficient solutions and services and by providing a reliable and accurate picture of costs and benefits.

    Effectiveness: 6.5; Importance: 8.7

    Cost and Budget Management

    Manage the IT-related financial activities and prioritize spending through the use of formal budgeting practices. Provide transparency and accountability for the cost and business value of IT solutions and services.

    Effectiveness: 6.5; Importance: 8.8

    Data Quality

    Put policies, processes, and capabilities in place to ensure that appropriate targets for data quality are set and achieved to match the needs of the business.

    Effectiveness: 6.4; Importance: 8.9

    Enterprise Architecture

    Establish a management practice to create and maintain a coherent set of principles, methods, and models that are used in the design and implementation of the enterprise's business processes, information systems, and infrastructure.

    Effectiveness: 6.8; Importance: 8.8

    IT Organizational Design

    Set up the structure of IT's people, processes, and technology as well as roles and responsibilities to ensure that it's best meeting the needs of the business.

    Effectiveness: 6.8; Importance: 8.8

    Performance Measurement

    Manage IT and process goals and metrics. Monitor and communicate that processes are performing against expectations and provide transparency for performance and conformance.

    Effectiveness: 6; Importance: 8.4

    Stakeholder Relations

    Manage the relationship between the business and IT to ensure that the stakeholders are satisfied with the services they need from IT and have visibility into IT processes.

    Effectiveness: 6.7; Importance: 9.2

    Vendor Management

    Manage IT-related services provided by all suppliers, including selecting suppliers, managing relationships and contracts, and reviewing and monitoring supplier performance.

    Effectiveness: 6.6; Importance: 8.4

    Defining the CIO Priorities for 2023

    Understand the CIO priorities by analyzing both how CIOs respond to trends in general and how a specific CIO responded in the context of their organization.

    This is an image of the four analyses: 1: Implications; 2: Opportunities and risks; 3: Case examples; 4: Priorities to action.

    The Five CIO Priorities for 2023

    Engage cross-functional leadership to seize opportunity while protecting the organization from volatility.

    1. Adjust IT operations to manage for inflation
      • Business Value
      • Vendor Management
      • Cost and Budget Management
    2. Prepare your data pipeline to train AI
      • Business Intelligence and Reporting
      • Data Quality
      • Data Architecture
    3. Go all in on zero-trust security
      • Asset Management
      • Stakeholder Relations
      • External Compliance
    4. Engage employees in the digital age
      • Leadership, Culture, and Values
      • Organizational Change Management
      • Enterprise Architecture
    5. Shape the IT organization to improve customer experience
      • Enterprise Application Selection & Implementation
      • Performance Measurement
      • IT Organizational Design

    Adjust IT operations to manage for inflation

    Priority 01

    • APO06 Cost and Budget Management
    • APo10 Vendor Management
    • EDM02 Business Value

    Recognize the relative impact of higher inflation on IT's spending power and adjust accordingly.

    Inflation takes a bite out of the budget

    Two-thirds of IT professionals are expecting their budgets to increase in 2023, according to our survey. But not every increase is keeping up with the pace of inflation. The International Monetary Fund forecasts that global inflation rose to 8.8% in 2022. It projects it will decline to 6.5% in 2023 and 4.1% by 2024 (IMF, 2022).

    CIOs must account for the impact of inflation on their IT budgets and realize that what looks like an increase on paper is effectively a flat budget or worse. Applied to our survey takers, an IT budget increase of more than 6.5% would be required to keep pace with inflation in 2023. Only 40% of survey takers are expecting that level of increase. For the 27% expecting an increase between 1-5%, they are facing an effective decrease in budget after the impact of inflation. Those expecting no change in budget or a decrease will be even worse off.

    Looking ahead to 2023, how do you anticipate your IT spending will change compared to spending in 2022?

    Global inflation estimates by year

    2022 8.8%
    2023 6.5%
    2024 4.1%

    International Monetary Fund, 2022

    CIOs are more optimistic about budgets than their supervisors

    Data from Info-Tech's CEO-CIO Alignment Diagnostic benchmark also shows that CIOs and their supervisors are planning for increases to the budget. This diagnostic is designed for a CIO to use with their direct supervisor, whether it's the CEO or otherwise (CxO). Results show that on average, CIOs are more optimistic than their supervisors that they will receive budget increases and headcount increases in the years ahead.

    While 14% of CxOs estimated the IT budget would see no change or a decrease in the next three to five years, only 3% of CIOs said the same. A larger discrepancy is seen in headcount, where nearly one-quarter of CXOs estimated no change or decrease in the years ahead, versus only 10% of CIOs estimating the same.

    When we account for the impact of inflation in 2023, this misalignment between CIOs and their supervisors increases. When adjusting for inflation, we need to view the responses projecting an increase of between 1-5% as an effective decrease. With the inflation adjustment, 26% of CXOs are predicting IT budgets to stay flat or see a decrease compared to only 10% of CIOs.

    CIOs should consider how inflation has affected their projected spending power over the past year and take into account projected inflation rates over the next couple of years. Given that the past decade has seen inflation rates between 2-3%, the higher rates projected will have more of an impact on organizational budgets than usual.

    Expect headcount to stay flat or decline over 3-5 years

    CIO: 10%; CXO: 24%

    IT budget expectations to stay flat or decrease before inflation

    CIO: 13.6 %; CXO: 3.2%

    IT budget expectations to stay flat or decrease adjusted for inflation

    CIO: 25.8%; CXO: 9.7%

    Info-Tech's CEO-CIO Alignment Program

    Opportunities

    Appoint a "cloud economist"

    Organizations that migrated from on-premises data centers to infrastructure as a service shifted their capital expenditures on server racks to operational expenditures on paying the monthly service bill. Managing that monthly bill so that it is in line with desired performance levels now becomes crucial. The expected benefit of the cloud is that an organization can turn the dial up to meet higher demand and turn it down when demand slows. In practice this is sometimes more difficult to execute than anticipated. Some IT departments realize their cloud-based data flows aren't always connected to the revenue-generating activity seen in the business. As a result, a "cloud economist" is needed to closely monitor cloud usage and adjust it to financial expectations. Especially during any recessionary period, IT departments will want to avoid a "bill shock" incident.

    Partner with technology providers

    Keep your friends close and your vendors closer. Look for opportunities to create leverage with your strategic vendors to unlock new opportunities. Identify if a vendor you work with is not entrenched in your industry and offer them the credibility of working with you in exchange for a favorable contract. Offering up your logo for a website listing clients or giving your own time to speak in a customer session at a conference can go a long way to building up some goodwill with your vendors. That's goodwill you'll need when you ask for a new multi-year contract on your software license without annual increases built into the structure.

    Demonstrate IT projects improve efficiency

    An IT department that operates at the Optimize level of Info-Tech's maturity scale can deliver outcomes that lower costs for other departments. IT can defend its own budget if it's able to demonstrate that its initiatives will automate or augment business activities in a way that improves margins. The argument becomes even more compelling if IT can demonstrate it is supporting a revenue-generating initiative or customer-facing experience. CIOs will need to find business champions to vouch for the important contributions IT is making to their area.

    Risks

    Imposition of non-financial reporting requirements

    In some jurisdictions, the largest companies will be required to start collecting information on carbon emissions emitted as a result of business activities by the end of next year. Smaller sized organizations will be next on the list to determine how to meet new requirements issued by various regulators. Risks of failure include facing fines or being shunned by investors. CIOs will need to support their financial reporting teams in collecting the new required data accurately. This will incur new costs as well.

    Rising asset costs

    Acquiring IT equipment is becoming more expensive due to overall inflation and specific pressures around semiconductor supply chains. As a result, more CIOs are extending their device refresh policies to last another year or two. Still, demands for new devices to support new hybrid work models could put pressure on budgets as IT teams are asked to modernize conferencing rooms. For organizations adopting mixed reality headsets, cutting-edge capabilities will come at a premium. Operating costs of devices may also increase as inflation increases costs of the electricity and bandwidth they depend on.

    CASE STUDY
    Leverage your influence in vendor negotiations

    Denise Cornish, Associate VP of IT and Deputy COO,
    Western University of Health Sciences

    Since taking on the lead IT role at Western University in 2020, Denise Cornish has approached vendor management like an auditable activity. She evaluates the value she gets from each vendor relationship and creates a list of critical vendors that she relies upon to deliver core business services. "The trick is to send a message to the vendor that they also need us as a customer that's willing to act as a reference," she says. Cornish has managed to renegotiate a contract with her ERP vendor, locking in a multi-year contract with a very small escalator in exchange for presenting as a customer at conferences. She's also working with them on developing a new integration to another piece of software popular in the education space.

    Western University even negotiated a partnership approach with Apple for a program run with its College of Osteopathic Medicine of the Pacific (COMP) called the Digital Doctor Bag. The partnership saw Apple agree to pre-package a customer application developed by Western that delivered the curriculum to students and facilitated communications across students and faculty. Apple recognized Western as an Apple Distinguished School, a program that recognizes innovative schools that use Apple products.

    "I like when negotiations are difficult.
    I don't necessarily expect a zero-sum game. We each need to get something out of this and having the conversation and really digging into what's in it for you and what's in it for me, I enjoy that. So usually when I negotiate a vendor contract, it's rare that it doesn't work out."

    CASE STUDY
    Control cloud costs with a simplified approach

    Jim Love, CIO, IT World Canada

    As an online publisher and a digital marketing platform for technology products and services companies, IT World Canada (ITWC) has observed that there are differences in how small and large companies adopt the cloud as their computing infrastructure. For smaller companies, even though adoption is accelerating, there may still be some reluctance to fully embrace cloud platforms and services. While larger companies often have a multi-cloud approach, this might not be practical for smaller IT shops that may struggle to master the skills necessary to effectively manage one cloud platform. While Love acknowledges that the cloud is the future of corporate computing, he also notes that not all applications or workloads may be well suited to run in the cloud. As well, moving data into the cloud is cheap but moving it back out can be more expensive. That is why it is critical to understand your applications and the data you're working with to control costs and have a successful cloud implementation.

    "Standardization is the friend of IT. So, if you can standardize on one platform, you're going to do better in terms of costs."

    From priorities to action

    Go deeper on pursuing your priorities by improving the associated capabilities.

    Improve Cost and Budget Management

    Take control of your cloud costs by providing central financial oversight on the infrastructure-as-a-service provider your organization uses. Create visibility into your operational costs and define policies to control them. Right-size the use of cloud services to stay within organizational budget expectations.

    Take Control of Cloud Costs on AWS

    Take Control of Cloud Costs on Microsoft Azure

    Improve Business Value

    Reduce the funds allocated to ongoing support and impose tougher discipline around change requests to lighten your maintenance burden and make room for investment in net-new initiatives to support the business.

    Free up funds for new initiatives

    Improve Vendor Management

    Lay the foundation for a vendor management process with long-term benefits. Position yourself as a valuable client with your strategic vendors and leverage your position to improve your contract terms.

    Elevate Your Vendor Management Initiative

    Prepare your data pipeline to train AI

    Priority 02

    • ITRG06 BUSINESS INTELLIGENCE AND REPORTING
    • ITRG07 DATA ARCHITECTURE
    • ITRG08 DATA QUALITY

    Keep pace as the market adopts AI capabilities, and be ready to create competitive advantage.

    Today's innovation is tomorrow's expectation

    During 2022, some compelling examples of generative-AI-based products took the world by storm. Images from AI-generating bots Midjourney and Stable Diffusion went viral, flooding social media and artistic communities with images generated from text prompts. Exchanges with OpenAI's ChatGPT bot also caught attention, as the bot was able to do everything from write poetry, to provide directions on a cooking recipe and then create a shopping list for it, to generate working code in a variety of languages. The foundation models are trained with AI techniques that include generative adversarial networks, transformers, and variational autoencoders. The end result is an algorithm that can produce content that's meaningful to people based on some simple direction. The industry is only beginning to come to grips with how this sort of capability will disrupt the enterprise.

    Slightly more than one-third of IT professionals say their organization has already invested in AI or machine learning. It's the sixth-most popular technology to have already invested in after cloud computing (82%), application programming interfaces (64%), workforce management solutions (44%), data lakes (36%), and next-gen cybersecurity (36%). It's ahead of 12 other technologies that IT is already invested in.

    When we asked what technologies organizations planned to invest in for next year, AI rocketed up the list to second place, as it's selected by 44% of IT professionals. It falls behind only cloud computing. This jump up the list makes AI the fastest growing technology for new investment from organizations.

    Many AI capabilities seem cutting edge now, but organizations are prioritizing it as a technology investment. In a couple of years, access to foundational models that produce images, text, or code will become easy to access with a commercial license and an API integration. AI will become embedded in off-the-shelf software and drive many new features that will quickly become commonplace.

    To stay even with the competition and meet customer expectations, organizations will have to work to at least adopt these AI-enhanced products and services. For those that want to create a competitive advantage, they will have to build a data pipeline that is capable of training their own custom AI models based on their unique data sets.

    Which of the following technology categories has your organization already invested in?

    A bar graph is depicted the percentage of organizations which already had invested in the following Categories: Cloud Computing; Application Programming; Next-Gen Cybersecurity; Workforce Management Solutions; Data Lake/Lakehouse; Artificial Intelligence or Machine Learning.

    Which of those same technologies does your organization plan to invest in by the end of 2023?

    A bar graph is depicted the percentage of organizations which plan to invest in the following categories by the end of 2023: No-Code / Low-Code Platforms; Next-Gen Cybersecurity; Application Programming Interfaces (APIs); Data Lake / Lakehouse; Artificial Intelligence (AI) or Machine Learning; Cloud Computing

    Tech Trends 2023 Survey

    Data quality and governance will be critical to customize generative AI

    Data collection and analysis are on the minds of both CIOs and their supervisors. When asked what technologies the business should adopt in the next three to five years, big data (analytics) ranked as most critical to adopt among CIOs and their supervisors. Big data (collection) ranked fourth out of 11 options.

    Organizations that want to drive a competitive advantage from generative AI will need to train these large, versatile models on their own data sets. But at the same time, IT organizations are struggling to provide clean data. The second-most critical gap for IT organizations on average is data quality, behind only organizational change management. Organizations know that data quality is important to support analytics goals, as algorithms can suffer in their integrity if they don't have reliable data to work with. As they say, garbage in, garbage out.

    Another challenge to overcome is the gap seen in IT governance, the sixth largest gap on average. Using data toward training custom generative models will hold new compliance and ethical implications for IT departments to contend with. How user data can be leveraged is already the subject of privacy legislation in many different jurisdictions, and new AI legislation is being developed in various places around the world that could create further demands. In some cases, users are reacting negatively to AI-generated content.

    Biggest capability gaps between rated importance and effectiveness

    This is a Bar graph showing the capability gaps between rated importance and effectiveness.

    IT Management and Governance Diagnostic

    Most critical technologies to adopt rated by CIOs and their supervisors

    This is a Bar graph showing the most critical technologies to adopt as rated by CIO's and their supervisors

    CEO-CIO Alignment Program

    Opportunities

    Enterprise content discovery

    Many organizations still cobble together knowledgebases in SharePoint or some other shared corporate drive, full of resources that no one quite knows how to find. A generative AI chatbot holds potential to be trained on an organization's content and produce content based on an employee's queries. Trained properly, it could point employees to the right resource they need to answer their question or just provide the answer directly.

    Supply chain forecasts

    After Hurricane Ian shut down a Walmart distribution hub, the retailer used AI to simulate the effects on its supply chain. It rerouted deliveries from other hubs based on the predictions and planned for how to respond to demand for goods and services after the storm. Such forecasts would typically take a team of analysts days to compose, but thanks to AI, Walmart had it done in a matter of hours (The Economist, 2022).

    Reduce the costs of AI projects

    New generative AI models of sufficient scale offer advantages over previous AI models in their versatility. Just as ChatGPT can write poetry or dialogue for a play or perhaps a section of a research report (not this one, this human author promises), large models can be deployed for multiple use cases in the enterprise. One AI researcher says this could reduce the costs of an AI project by 20-30% (The Economist, 2022).

    Risks

    Impending AI regulation

    Multiple jurisdictions around the world are pursuing new legislation that imposes requirements on organizations that use AI, including the US, Europe, and Canada. Some uses of AI will be banned outright, such as the real-time use of facial recognition in public spaces, while in other situations people can opt out of using AI and work with a human instead. Regulations will take the risk of the possible outcomes created by AI into consideration, and organizations will often be required to disclose when and how AI is used to reach decisions (Science | Business, 2022). Questions around whether creators can prevent their content from being used for training AI are being raised, with some efforts already underway to collect a list of those who want to opt out. Organizations that adopt a generative AI model today may find it needs to be amended for copyright reasons in the future.

    Bias in the algorithms

    Organizations using a large AI model trained by a third party to complete their tasks or as a foundation to further customize it with their own data will have to contend with the inherent bias of the algorithm. This can lead to unintended negative experiences for users, as it did for MIT Technology Review journalist Melissa Heikkilä when she uploaded her images to AI avatar app Lensa, only to have it render a collection of sexualized portraits. Heikkilä contends that her Asian heritage overly influenced the algorithm to associate her with video-game characters, anime, and adult content (MIT Technology Review, 2022).

    Convincing nonsense

    Many of the generative AI bots released so far often create very good responses to user queries but sometimes create nonsense that at first glance might seem to be accurate. One example is Meta's Galactica bot – intended to streamline scientific research discovery and aid in text generation – which was taken down only three days after being made available. Scientists found that it generated fake research that sounded convincing or failed to do math correctly (Spiceworks, 2022).

    CASE STUDY
    How MLSE enhances the Toronto Raptors' competitiveness with data-driven practices

    Christian Magsisi, Vice President of Venue and Digital Technology, MLSE

    At the Toronto Raptors practice facility, the OVO Athletic Centre, a new 120-foot custom LG video screen towers over the court. The video board is used to playback game clips so coaches can use them to teach players, but it also displays analytics from algorithmic models that are custom-made for each player. Data on shot-making or defensive deflections are just a couple examples of what might inform the players.

    Vice President of Digital Technology Christian Magsisi leads a functional Digital Labs technical group at MLSE. The in-house team builds the specific data models that support the Raptors in their ongoing efforts to improve. The analytics are fed by Noah Analytics, which uses cognitive vision to provide real-time feedback on shot accuracy. SportsVU is a motion capture system that represents how players are positioned on the court, with detail down to which way they are facing and whether their arms are up or down. The third-party vendors provide the solutions to generate the analytics, but it's up to MLSE's internal team to shape them to be actionable for players during a practice.

    "All the way from making sure that a specific player is achieving the results that they're looking for and showing that through data, or finding opportunities for the coaching staff. This is the manifestation of it in real life. Our ultimate goal with the coaches was to be able to take what was on emails or in a report and sometimes even in text message and actually implement it into practice."

    Read the full story on Spiceworks Insights.

    How MLSE enhances the Toronto Raptors' competitiveness with data-driven practices (cont.)

    Humza Teherany, Chief Technology Officer, MLSE

    MLSE's Digital Labs team architects its data insights pipeline on top of cloud services. Amazon Web Services Rekognition provides cognitive vision analysis from video and Amazon Kinesis provides the video processing capabilities. Beyond the court, MLSE uses data to enhance the fan experience, explains CTO Humza Teherany. It begins with having meaningful business goals about where technology can provide the most value. He starts by engaging the leadership of the organization and considering the "art of the possible" when it comes to using technology to unlock their goals.

    Humza Teherany (left) and Christian Magsisi lead MLSE's digital efforts for the pro sports teams owned by the group, including the Toronto Raptors, Toronto Maple Leafs, and Toronto Argonauts. (Photo by Brian Jackson).

    Read the full story on Spiceworks Insights.

    "Our first goal in the entire buildup of the Digital Labs organization has been to support MLSE and all of our teams. We like to do things first. We leverage our own technology to make things better for our fans and for our teams to complete and find incremental advantages where possible."
    Humza Teherany,
    Chief Technology Officer, MLSE

    From priorities to action

    Go deeper on pursuing your priorities by improving the associated capabilities.

    Improve Data Quality

    The performance of AI-assisted tools depends on mature IT operations processes and reliable data sets. Standardize service management processes and build a knowledgebase of structured content to prepare for AI-assisted IT operations.

    Prepare for Cognitive Service Management

    Improve Business Intelligence and Reporting

    Explore the enterprise chatbots that are available to not only assist with customer interactions but also help your employees find the resources they need to do their jobs and retrieve data in real time.

    Explore the best chatbots software

    Improve Data Architecture

    Understand if you are ready to embark on the AI journey and what business use cases are appropriate for AI. Plan around the organization's maturity in people, tools, and operations for delivering the correct data, model development, and model deployment and managing the models in the operational areas.

    Create an Architecture for AI

    Go all in on zero-trust security

    Priority 03

    • BAI09 ASSET MANAGEMENT
    • APO08 STAKEHOLDER RELATIONS
    • MEA03 EXTERNAL COMPLIANCE

    Adopt zero-trust architecture as the new security paradigm across your IT stack and from an organizational risk management perspective.

    Putting faith in zero trust

    The push toward a zero-trust security framework is becoming necessary for organizations for several different reasons over the past couple of years. As the pandemic forced workers away from offices and into their homes, perimeter-based approaches to security were challenged by much wider network footprints and the need to identify users external to the firewall. Supply-chain security became more of a concern with notable attacks affecting many thousands of firms, some with severe consequences. Finally, the regulatory pressure to implement zero trust is rising following President Joe Biden's 2021 Executive Order on Improving the Nation's Cybersecurity. It directs federal agencies to implement zero trust. That will impact any company doing business with the federal government, and it's likely that zero trust will propagate through other government agencies in the years ahead. Zero-trust architecture can also help maintain compliance around privacy-focused regulations concerned about personal data (CSO Online, 2022).

    IT professionals are modestly confident that they can meet new government legislation regarding cybersecurity requirements. When asked to rank their confidence on a scale of one to five, the most common answer was 3 out of 5 (38.5%). The next most common answer was 4 out of 5 (33.3%).

    Zero-trust barriers:
    Talent shortage and lack of leadership involvement

    Out of a list of challenges, IT professionals are most concerned with talent shortages leading to capacity constraints in cybersecurity. Fifty-four per cent say they are concerned or very concerned with this issue. Implementing a new zero-trust framework for security will be difficult if capacity only allows for security teams to respond to incidents.

    The next most pressing concern is that cyber risks are not on the radar of executive leaders or the board of directors, with 46% of IT pros saying they are concerned or very concerned. Since zero-trust requires that organizations take an enterprise risk management approach to cybersecurity and involve top decision makers, this reveals another area where organizations may fall short of achieving a zero-trust environment.

    How confident are you that your organization is prepared to meet current and future government legislation regarding cybersecurity requirements? A circle graph is shown with 68.6% colored dark green, and the words: AVG 3.43 written inside the graph.
    a bar graph showing the confidence % for numbers 1-5
    54%

    of IT professionals are concerned with talent shortages leading to capacity constraints in cybersecurity.

    46%

    of IT professionals are concerned that cyber risks are not on the radar of executive leaders or the board of directors.

    Zero trust mitigates risk while removing friction

    A zero-trust approach to security requires organizations to view cybersecurity risk as part of its overall risk framework. Both CIOs and their supervisors agree that IT-related risks are a pain point. When asked to rate the severity of pain points, 58% of CIOs rated IT-related business risk incidents as a minor pain or major pain. Their supervisors were more concerned, with 61% rating it similarly. Enterprises can mitigate this pain point by involving top levels of leadership in cybersecurity planning.

    Organizations can be wary about implementing new security measures out of concern it will put barriers between employees and what they need to work. Through a zero-trust approach that focuses on identity verification, friction can be avoided. Overall, IT organizations did well to provide security without friction for stakeholders over the past 18 months. Results from Info-Tech's CIO Business Vision Diagnostic shows that stakeholders almost all agree friction due to security practices are acceptable. The one area that stands to be improved is remote/mobile device access, where 78.3% of stakeholders view the friction as acceptable.

    A zero-trust approach treats user identity the same regardless of device and whether it is inside or outside of the corporate network. This can remove friction when workers are looking to connect remotely from a mobile device.

    IT-related business risk incidents viewed as a pain point

    CXO 61%
    CIO 58%

    Business stakeholders rate security friction levels as acceptable

    A bar graph is depicted with the following dataset: Regulatory Compliance: 93.80%; Office/Desktop Computing:	86.50%;Data Access/Integrity: 86.10%; Remote/Mobile Device Access:	78.30%;

    CIO Business Vision Diagnostic, N=259

    Opportunities

    Move to identity-driven access control

    Today's approach to access control on the network is to allow every device to exchange data with every other device. User endpoints and servers talk to each other directly without any central governance. In a zero-trust environment, a centralized zero-trust network access broker provides one-to-one connectivity. This allows servers to rest offline until needed by a user with the right access permissions. Users verify their identity more often as they move throughout the network. The user can access the resources and data they need with minimal friction while protecting servers from unauthorized access. Log files are generated for analysis to raise alerts about when an authorized identity has been compromised.

    Protect data with just-in-time authentication

    Many organizations put process in place to make sure data at rest is encrypted, but often when users copy that data to their own devices, it becomes unencrypted, allowing attackers opportunities to exfiltrate sensitive data from user endpoints. Moving to a zero-trust environment where each data access is brokered by a central broker allows for encryption to be preserved. Parties accessing a document must exchange keys to gain access, locking out unauthorized users that don't have both sets of keys to decrypt the data (MIT Lincoln Laboratory, 2022).

    Harness free and open-source tools to deploy zero trust

    IT teams may not be seeing a budget infusion to invest in a new approach to security. By making use of the many free and open-source tools available, they can bootstrap their strategy into reality. Here's a list to get started:

    PingCastle Wrangle your Active Directory and find all the domains that you've long since forgotten about and manage the situation appropriately. Also builds a spoke-and-hub map of your Active Directory.

    OpenZiti Create an overlay network to enable programmable networking that supports zero trust.

    Snyk Developers can automatically find and fix vulnerabilities before they commit their code. This vendor offers a free tier but users that scale up will need to pay.

    sigstore Open-source users and maintainers can use this solution to verify the code they are running is the code the developer intended. Works by stitching together free services to facilitate software signing, verify against a transparent ledger, and provide auditable logs.

    Microsoft's SBOM generation tool A software bill of materials is a requirement in President Biden's Executive Order, intended to provide organizations with more transparency into their software components by providing a comprehensive list. Microsoft's tool will work with Windows, Linux, and Mac and auto-detect a longlist of software components, and it generates a list organized into four sections that will help organizations comprehend their software footprint.

    Risks

    Organizational culture change to accommodate zero trust

    Zero trust requires that top decision makers get involved in cybersecurity by treating it as an equal consideration of overall enterprise risk. Not all boards will have the cybersecurity expertise required, and some executives may not prioritize cybersecurity despite the warnings. Organizations that don't appoint a chief information security officer (CISO) role to drive the cybersecurity agenda from the top will be at risk of cybersecurity remaining an afterthought.

    Talent shortage

    No matter what industry you're in or what type of organization you run, you need cybersecurity. The demand for talent is very high and organizations are finding it difficult to hire in this area. Without the talent needed to mature cybersecurity approaches to a zero-trust model, the focus will remain on foundational principles of patch management to eliminate vulnerabilities and intrusion prevention. Smaller organizations may want to consider a "virtual CISO" that helps shape the organizational strategy on a part-time basis.

    Social engineering

    Many enterprise security postures remain vulnerable to an attack that commandeers an employee's identity to infiltrate the network. Hosted single sign-on models provide low friction and continuity of identity across applications but also offer a single point of failure that hackers can exploit. Phishing scams that are designed to trick an employee into providing their credentials to a fake website or to just click on a link that delivers a malware payload are the most common inroads that criminals take into the corporate network. Being aware of how user behavior influences security is crucial.

    CASE STUDY
    Engage the entire organization with cybersecurity awareness

    Serge Suponitskiy, CIO, Brosnan Risk Consultants

    Brosnan provides private security services to high-profile clients and is staffed by security experts with professional backgrounds in intelligence services and major law enforcement agencies. Safe to say that security is taken seriously in this culture and CIO Serge Suponitskiy makes sure that extends to all back-office staff that support the firm's activities. He's aware that people are often the weakest link in a cybersecurity posture and are prone to being fooled by a phishing email or even a fraudulent phone call. So cybersecurity training is an ongoing activity that takes many forms. He sends out a weekly cybersecurity bulletin that features a threat report and a story about the "scam of the week." He also uses KnowBe4, a tool that simulates phishing attacks and trains employees in security awareness. Suponitskiy advises reaching out to Marketing or HR for help with engaging employees and finding the right learning opportunities.

    "What is financially the best solution to protect yourself? It's to train your employees. … You can buy all of the tools and it's expensive. Some of the prices are going up for no reason. Some by 20%, some by 50%, it's ridiculous. So, the best way is to keep training, to keep educating, and to reimagine the training. It's not just sending this video that no one clicks on or posting a poster no one looks at. … Given the fact we're moving into this recession world, and everyone is questioning why we need to spend more, it's time to reimagine the training approach."

    CASE STUDY
    Focus on micro-segmentation as the foundation of zero trust

    David Senf, National Cybersecurity Strategist, Bell

    As a cybersecurity analyst and advisor that works with Bell's clients, David Senf sees zero-trust security as an opportunity for organizations to put a strong set of mitigating controls in place to defend against the thorny challenge of reducing vulnerabilities in their software supply chain. With major breaches being linked to widely used software in the past couple of years, security teams might find it effective to focus on a different layer of security to prevent certain breaches. With security policy being enforced at a narrow point/perimeter, attacks are in essence blocked from exploiting application vulnerabilities (e.g. you can't exploit what you can see). Organizations must still ensure there is a solid vulnerability management program in place, but surrounding applications with other controls is critical. One aspect of zero trust, micro-segmentation, which is an approach to network management, can limit the damage caused by a breach. The solutions help to map out and protect the different connections between applications that could otherwise be abused for discovery or lateral movement. Senf advises that knowing your inventory of software and the interdependencies between applications is the first step on a zero-trust journey, before putting protection and detection in place.

    "Next year will be a year of a lot more ZTNA, zero-trust network access, being deployed. So, I think that will give organizations more of an understanding of what zero trust is as well, from a really basic perspective. If I can just limit what applications you can see and no one can even see that application, it's undiscoverable because I've got that ZTNA solution in place. … I would see that as a leading area of deployment and coming to understand what zero trust is in 2023."

    From priorities to action

    Go deeper on pursuing your priorities by improving the associated capabilities.

    Improve Asset Management

    Enable reduced friction in the remote user experience by underpinning it with a hardware asset management program. Creating an inventory of devices and effectively tracking them will aid in maintaining compliance, result in stronger policy enforcement, and reduce the harm of a lost or stolen device.

    Implement Hardware Asset Management

    Improve Stakeholder Relations

    Communicate the transition from a perimeter-based security approach to an "Always Verify" approach with a clear roadmap toward implementation. Map key protect surfaces to business goals to demonstrate the importance of zero-trust security in helping the organization succeed. Help the organization's top leadership build awareness of cybersecurity risk.

    Build a Zero Trust Roadmap

    Improve External Compliance

    Manage the challenge of meeting new government requirements to implement zero-trust security and other data protection and cybersecurity regulations with a compliance program. Create a control environment that aligns multiple compliance regimes, and be prepared for IT audits.

    Build a Security Compliance Program

    Engage employees in the digital age

    Priority 04

    • ITRG02 LEADERSHIP, CULTURE, AND VALUES
    • BAI05 ORGANIZATIONAL CHANGE MANAGEMENT
    • APO03 ENTERPRISE ARCHITECTURE

    Lead a strong culture through digital means to succeed in engaging the hybrid workforce.

    The new deal for employers in a hybrid work world

    Necessity is the mother of innovation.

    The pandemic's disruption for non-essential workers looks to have a long-lasting, if not permanent, effect on the relationship between employer and employee. The new bargain for almost all organizations is a hybrid work reality, with employees splitting time between the office and working remotely, if not working remotely full-time. IT is in a unique position in the organization as it must not only contend with the shift to this new deal with its own employees but facilitate it for the entire organization.

    With 90% of organizations embracing some form of hybrid work, IT leaders have an opportunity to shift from coping with the new work reality to finding opportunities to improve productivity. Organizations that embrace a hybrid model for their IT departments see a more effective IT department. Organizations that offered no remote work for IT rated their IT effectiveness on average 6.2 out of 10, while organizations with at least 10% of IT roles in a hybrid model saw significantly higher effectiveness. At minimum, organizations with between 50%-70% of IT roles in a hybrid model rated their effectiveness at 6.9 out of 10.

    IT achieved this increase in effectiveness during a disruptive time that often saw IT take on a heavier burden. Remote work required IT to support more users and be involved in facilitating more work processes. Thriving through this challenging time is a win that's worth sharing with the rest of the organization.

    90% of organizations are embracing some form of hybrid work.

    IT's effectiveness compared to % working hybrid or remotely

    A bar graph is shown which compares the effectiveness of IT work with hybrid and full remote work, compared to No Remote Work for IT.

    High effectiveness doesn't mean high engagement

    Despite IT's success with hybrid work, CIOs are more concerned about their staff sufficiency, skill, and engagement than their supervisors. Among clients using our CEO-CIO Alignment Diagnostic, 49% of CIOs considered this issue a major pain point compared to only 32% of CXOs. While IT staff are more effective than ever, even while carrying more of a burden in the digital age, CIOs are still looking to improve staff engagement.

    Info-Tech's State of Hybrid Work Survey illuminates further details about where IT leaders are concerned for their employee engagement. About four in ten IT leaders say they are concerned for employee wellbeing, and almost the same amount say they are concerned they are not able to see signs that employees are demotivated (N=518).

    Boosting IT employees' engagement levels to match their effectiveness will require IT leaders to harness all the tools at their disposal. Communicating culture and effectively managing organizational change in the digital age is a real test of leadership.

    Staff sufficiency, skill, and engagement issues as a major pain point

    CXO 32%
    CIO 49%

    CEO-CIO Alignment Diagnostic

    Opportunities

    Drive effectiveness with a hybrid environment

    IT leaders concerned about the erosion of culture and connectedness due to hybrid work can mitigate those effects with increased and improved communication. Among highly effective IT departments, 55% of IT leaders made themselves highly available through instant messaging chat. Another 54% of highly effective leaders increased team meetings (State of Hybrid Work Survey, n=213). The ability to adapt to the team's needs and use a number of tactics to respond is the most important factor. The greater the number of tactics used to overcome communication barriers, the more effective the IT department (State of Hybrid Work Survey, N=518).

    Modernize the office conference room

    A hybrid work approach emphasizes the importance of not only the technology in the office conference room but the process around how meetings are conducted. Creating an equal footing for all participants regardless of how they join is the goal. In pursuit of that, 63% of organizations say they have made changes or upgrades to their conference room technology (n=496). The conferencing experience can influence employee engagement and work culture and enhance collaboration. IT should determine if the business case exists for upgrades and work to decrease the pain of using legacy solutions where possible (State of Hybrid Work in IT: A Trend Report).

    Understand the organizational value chain

    Map out the value chain from the customer perspective and then determine the organizational capabilities involved in delivering on that experience. It is a useful tool for helping IT staff understand how they're connected to the customer experience and organizational mission. It's crucial to identify opportunities to resolve pain points and create more efficiency throughout the organization.

    Risks

    Talent rejects the working model

    Many employees that experienced hybrid work over the past couple of years are finding it's a positive development for work/life balance and aren't interested in a full-time return to the office. Organizations that insist on returning all employees to the office all the time may find that employees choose to leave the organization. Similarly, it could be hard to hire IT talent in a competitive market if the position is required to be onsite every day. Most organizations are providing flexible options to employees and finding ways to manage work in the new digital age.

    Wasted expense on facilities

    Organizations may choose to keep their physical office only to later realize that no one is going to work there. While providing an office space can help foster positive culture through valuable face time, it has to be used intentionally. Managers should plan for specific days that their teams will meet in the office and make sure that work activities take advantage of everyone being in the same place at the same time. Asking everyone to come in so that they can be on a videoconference meeting in their cubicle isn't the point.

    Isolated employees and teams

    Studies on a remote work environment show it has an impact on how many connections each employee maintains within the company. Employees still interact well within their own teams but have fewer interactions across departments. Overall, workers are likely to collaborate just as often as they did when working in the office but with fewer other individuals at the company. Keep the isolating effect of remote work in mind and foster collaboration and networking opportunities across different departments (BBC News, 2022).

    CASE STUDY
    Equal support of in-office and remote work

    Roberto Eberhardt, CIO, Ontario Legislative Assembly

    Working in the legislature of the Ontario provincial government, CIO Roberto Eberhardt's staff went from a fully onsite model to a fully remote model at the outset of the pandemic. Today he's navigating his path to a hybrid model that's somewhere in the middle. His approach is to allow his business colleagues to determine the work model that's needed but to support a technology environment that allows employees to work from home or in the office equally. Every new process that's introduced must meet that paradigm, ensuring it will work in a hybrid environment. For his IT staff, he sees a culture of accountability and commitment to metrics to drive performance measurement as key to the success of this new reality.

    "While it's good in a way, the challenge for us is it became a little more complex because you have to account for all those things in the office environment and in the remote work approach. Everything you do now, you have to say OK well how is this going to work in this world and how will it work in the other world?"

    Creating purpose for IT through strategy

    Mike Russell, Virginia Community College System

    At the Virginia Community College System (VCCS), CIO Mike Russell's IT team supports an organization that governs and delivers services to all community colleges in the state. Russell sees his IT team's purpose as being driven by the organization's mission to ensure success throughout the entire student journey, from enrolment to becoming employed after graduation. That customer-focused mindset starts from the top-level leadership, the chancellor, and the state governor. The VCCS maintains a six-year business plan that informs IT's strategic plan and aligns IT with the mission, and both plans are living documents that get refreshed every two years. Updating the plans provides opportunities for the chancellor to engage the organization and remind everyone of the purpose of their work.

    "The outcome isn't the degree. The outcome we're trying to measure is the job. Did you get the job that you wanted? Whether it's being re-employed or first-time employment, did you get what you were after?"

    From priorities to action

    Go deeper on pursuing your priorities by improving the associated capabilities.

    Improve Leadership, Culture, and Values

    Help leaders manage their teams effectively in a hybrid environment by providing them with the right tools and tactics to manage the challenges of hybrid work. Focus on promoting teamwork and fostering connection.

    Prepare People Leaders for the Hybrid Work Environment

    Improve Organizational Change Management

    Assign accountability for managing the changes that the organization is experiencing in the digital age. Make a people-centric approach that takes human behavior into account and plans to address different needs in different ways. Be proactive about change.

    Master Organizational Change Management Practices

    Improve Enterprise Architecture

    Develop a foundation for aligning IT's activities with business value by creating a right-sized enterprise architecture approach that isn't heavy on bureaucracy. Drive IT's purpose by illustrating how their work contributes to the overall mission and the customer experience.

    Create a Right-Sized Enterprise Architecture Governance Framework

    Shape the IT organization to improve customer experience

    PRIORITY 05

    • BAI03 ENTERPRISE APPLICATION SELECTION & IMPLEMENTATION
    • MEA01 PERFORMANCE MEASUREMENT
    • ITRG01 IT ORGANIZATIONAL DESIGN

    Tightly align the IT organization with the organization's value chain from a customer perspective.

    IT's value is defined by faster, better, bigger

    The pandemic motivated organizations to accelerate their digital transformation efforts, digitalizing more of their tasks and organizing the company's value chain around satisfying the customer experience. Now we see organizations taking their foot off the gas pedal of digitalization and shifting their focus to extracting the value from their investments. They want to execute on the digital transformation in their operations and realize the vision they set out to achieve.

    In our Trends Report we compared the emphasis organizations are putting on digitalization to last year. Overall, we see that most organizations shifted fewer of their processes to digital in the past year.

    We also asked organizations what motivated their push toward automation. The most common drivers are to improve efficiency, with almost seven out of ten organizations looking to increase staff on high-level tasks by automating repetitive tasks, 67% also wanting to increase productivity without increasing headcount, and 59% wanting to reduce errors being made by people. In addition, more than half of organizations pursued automation to improve customer satisfaction.

    What best describes your main motivation to pursue automation, above other considerations?

    A bar graph is depicted showing the following dataset: Increase staff focus on high-level tasks by automating repetitive tasks:	69%; Increase productivity of existing staff to avoid increasing headcount:	67%; Reduce errors made by people:	59%; Improve customer satisfaction:	52%; Achieve cost savings through reduction in headcount:	35%; Increase revenue by enabling higher volume of work:	30%

    Tech Trends 2023 Survey

    To what extent did your organization shift its processes from being manually completed to digitally completed during past year?

    A bar graph is depicted showing the extent to which organizations shifted processes from manual to digital during the past year for 2022 and 2023, from Tech Trends 2023 Survey

    With the shift in focus from implementing new applications to support digital transformation to operating in the new environment, IT must shift its own focus to help realize the value from these systems. At the same time, IT must reorganize itself around the new value chain that's defined by a customer perspective.

    IT struggles to deliver business value or support innovation

    Many current IT departments are structured around legacy processes that hinder their ability to deliver business value. CIOs are trying to grapple with the misalignment between the modern business structure and keep up with the demands for innovation and agility.

    Almost nine in ten CIOs say that business frustration with IT's failure to deliver value is a pain point. Their supervisors have a slightly more favorable opinion, with 76% agreeing that it is a pain point.

    Similarly, nine in ten CIOs say that IT limits affecting business innovation and agility is a pain point, while 81% of their supervisors say the same.

    Supervisors say that IT should "ensure benefits delivery" as the most important process (CEO-CIO Alignment Program). This underlines the need to achieve alignment, optimize service delivery, and facilitate innovation. The pain points identified here will need to be resolved to make this possible.

    IT departments will need to contend with a tight labor market and economic volatility in the year ahead. If this drives down resource capacity, it will be even more critical to tightly align with the organization.

    Views business frustration with IT failure to deliver value as a pain point

    CXO 76%
    CIO 88%

    Views IT limits affecting business innovation and agility as a pain point

    CXO 81%
    CIO

    90%

    CEO-CIO Alignment Program

    Opportunities

    Define IT's value by its contributions to enterprise value

    Communicate the performance of IT to stakeholders by attributing positive changes in enterprise value to IT initiatives. For example, if a digital channel helped increase sales in one area, then IT can claim some portion of that revenue. If optimization of another process resulted in cost savings, then IT can claim that as a contribution toward the bottom line. CIOs should develop their handle on how KPIs influence revenues and costs. Keeping tabs on normalized year-over-year revenue comparisons can help demonstrate that IT contributions are making an impact on driving profitability.

    Go with buy versus build if it's a commodity service

    Most back-office functions common to operating a company can be provided by cloud-based applications accessed through a web browser. There's no value in having IT spend time maintaining on-premises applications that require hosting and ongoing maintenance. Organizations that are still accruing technical debt and are unable to modernize will increasingly find it is negatively impacting employee experience, as users expect their working experience to be similar to their experience with consumer applications. In addition, IT will continue to have capacity challenges as resources will be consumed by maintenance. As they seek to outsource some applications, IT will need to consider the geopolitical risk of certain jurisdictions in selecting a provider.

    Redefine how employee performance is tracked

    The concept of "clocking in" for a shift and spending eight hours a day on the job doesn't help guide IT toward its objectives or create any higher sense of purpose. Leaders must work to create a true sense of accountability by reaching consensus on what key performance indicators are important and tasking staff to improve them. Metrics should clearly link back to business outcomes and IT should understand the role they play in delivering a good customer experience.

    Risks

    Lack of talent available to drive transformation

    CIOs are finding it difficult to hire the talent needed to create the capacity they need as digital demands of their organizations increase. This could slow the pace of change as new positions created in IT go unfilled. CIOs may need to consider reskilling and rebalancing workloads of existing staff in the short term and tap outsourcing providers to help make up shortfalls.

    Resistance to change

    New processes may have been given the official rubber stamp, but that doesn't mean staff are adhering to them. Organizations that reorganize themselves must take steps to audit their processes to ensure they're executed the way they intend. Some employees may feel they are being made obsolete or pushed out of their jobs and become disengaged.

    Short-term increased costs

    Restructuring the organization can come with the need for new tools and more training. It may be necessary to operate with redundant staff for the transitional period. Some additional expenses might be incurred for a brief period as the new structure is being put in place.

    Emphasize the value of IT in driving revenue

    Salman Ali, CIO, McDonald's Germany

    As the new CIO to McDonald's Germany, Salman Ali came on board with an early mandate to reorganize the IT department. The challenge is to merge two organizations together: one that delivers core technology services of infrastructure, security, service desk, and compliance and one that delivers customer-facing technology such as in-store touchscreen kiosks and the mobile app for food delivery. He is looking to organize this new-look department around the technology in the hands of both McDonald's staff and its customers. In conversations with his stakeholders, Ali emphasizes the value that IT is driving rather than discussing the costs that go into it. For example, there was a huge cost in integrating third-party meal delivery apps into the point-of-sales system, but the seamless experience it delivers to customers looking to place an order helps to drive a large volume of sales. He plans to reorganize his department around this value-driven approach. The organization model will be executed with clear accountability in place and key performance indicators to measure success.

    "Technology is no longer just an enabler. It's now a strategic business function. When they talk about digital, they are really talking about what's in the customers' hands and what do they use to interact with the business directly? Digital transformation has given technology a new front seat that's really driving the business."

    CASE STUDY
    Overhauling the "heartbeat" of the organization

    Ernest Solomon, Former CIO, LAWPRO

    LAWPRO is a provider of professional liability insurance and title insurance in Canada. The firm is moving its back-office applications from a build approach to a buy approach and focusing its build efforts on customer-facing systems tied to revenue generation. CIO Ernest Solomon says his team has been developing on a legacy platform for two decades, but it's time to modernize. The firm is replacing its legacy platform and moving to a cloud-based system to address technical debt and improve the experience for staff and customers. The claims and policy management platform, the "heartbeat" of the organization, is moving to a software-as-a-service model. At the same time, the firm's customer-facing Title Plus application is being moved to a cloud-native, serverless architecture. Solomon doesn't see the need for IT to spend time building services for the back office, as that doesn't align with the mission of the organization. Instead, he focuses his build efforts on creating a competitive advantage.

    "We're redefining the customer experience, which is how do we move the needle in a positive direction for all the lawyers that interact with us? How do we generate that value-based proposition and improve their interactions with our organization?"

    From priorities to action

    Go deeper on pursuing your priorities by improving the associated capabilities.

    Improve Enterprise Application Selection & Implementation

    Help leaders manage their teams effectively in a hybrid environment by providing them with the right tools and tactics to manage the challenges of hybrid work. Focus on promoting teamwork and fostering connection.

    Embrace Business-Managed Applications

    Improve Performance Measurement

    Drive the most important IT process in the eyes of supervisors by defining business value and linking IT spend to it. Make benefits realization part of your IT governance.

    Maximize Business Value From IT Through Benefits Realization

    Improve IT Organizational Design

    Showcase IT's value to the business by aligning IT spending and staffing to business functions. Provide transparency into business consumption of IT and compare your spending to your peers'.

    IT Spend & Staffing Benchmarking

    The Five Priorities

    Engage cross-functional leadership to seize opportunity while protecting the organization from volatility.

    1. Adjust IT operations to manage for inflation
    2. Prepare your data pipeline to train AI
    3. Go all in on zero-trust security
    4. Engage employees in the digital age
    5. Shape the IT organization to improve customer experience

    Expert Contributors

    In order of appearance

    Denise Cornish, Associate VP of IT and Deputy COO, Western University of Health Sciences

    Jim Love, CIO, IT World Canada

    Christian Magsisi, Vice President of Venue and Digital Technology, MLSE

    Humza Teherany, Chief Technology Officer, MLSE

    Serge Suponitskiy, CIO, Brosnan Risk Consultants

    David Senf, National Cybersecurity Strategist, Bell

    Roberto Eberhardt, CIO, Ontario Legislative Assembly

    Mike Russell, Virginia Community College System

    Salman Ali, CIO, McDonald's Germany

    Ernest Solomon, Former CIO, LAWPRO

    Bibliography

    Anderson, Brad, and Seth Patton. "In a Hybrid World, Your Tech Defines Employee Experience." Harvard Business Review, 18 Feb. 2022. Accessed 12 Dec. 2022.
    "Artificial Intelligence Is Permeating Business at Last." The Economist, 6 Dec. 2022. Accessed 12 Dec. 2022.
    Badlani, Danesh Kumar, and Adrian Diglio. "Microsoft Open Sources Its Software Bill
    of Materials (SBOM) Generation Tool." Engineering@Microsoft, 12 July 2022. Accessed
    12 Dec. 2022.
    Birch, Martin. "Council Post: Equipping Employees To Succeed In Digital Transformation." Forbes, 9 Aug. 2022. Accessed 7 Dec. 2022.
    Bishop, Katie. "Is Remote Work Worse for Wellbeing than People Think?" BBC News,
    17 June 2022. Accessed 7 Dec. 2022.
    Carlson, Brian. "Top 5 Priorities, Challenges For CIOs To Recession-Proof Their Business." The Customer Data Platform Resource, 19 July 2022. Accessed 7 Dec. 2022.
    "CIO Priorities: 2020 vs 2023." IT PRO, 23 Sept. 2022. Accessed 2 Nov. 2022.
    cyberinsiders. "Frictionless Zero Trust Security - How Minimizing Friction Can Lower Risks and Boost ROI." Cybersecurity Insiders, 9 Sept. 2021. Accessed 7 Dec. 2022.
    Garg, Sampak P. "Top 5 Regulatory Reasons for Implementing Zero Trust."
    CSO Online, 27 Oct. 2022. Accessed 7 Dec. 2022.
    Heikkilä, Melissa. "The Viral AI Avatar App Lensa Undressed Me—without My Consent." MIT Technology Review, 12 Dec. 2022. Accessed 12 Dec. 2022.
    Jackson, Brian. "How the Toronto Raptors Operate as the NBA's Most Data-Driven Team." Spiceworks, 1 Dec. 2022. Accessed 12 Dec. 2022.
    Kiss, Michelle. "How the Digital Age Has Transformed Employee Engagement." Spiceworks,16 Dec. 2021. Accessed 7 Dec. 2022.
    Matthews, David. "EU Hopes to Build Aligned Guidelines on Artificial Intelligence with US." Science|Business, 22 Nov. 2022. Accessed 12 Dec. 2022.
    Maxim, Merritt. "New Security & Risk Planning Guide Helps CISOs Set 2023 Priorities." Forrester, 23 Aug. 2022. Accessed 7 Dec. 2022.
    Miller, Michael J. "Gartner Surveys Show Changing CEO and Board Concerns Are Driving a Different CIO Agenda for 2023." PCMag, 20 Oct. 2022. Accessed 2 Nov. 2022.
    MIT Lincoln Laboratory. "Overview of Zero Trust Architectures." YouTube,
    2 March 2022. Accessed 7 Dec. 2022.
    MIT Technology Review Insights. "CIO Vision 2025: Bridging the Gap between BI and AI." MIT Technology Review, 20 Sept. 2022. Accessed 1 Nov. 2022.
    Paramita, Ghosh. "Data Architecture Trends in 2022." DATAVERSITY, 22 Feb. 2022. Accessed 7 Dec. 2022.
    Rosenbush, Steven. "Cybersecurity Tops the CIO Agenda as Threats Continue to Escalate - WSJ." The Wall Street Journal, 17 Oct. 2022. Accessed 2 Nov. 2022.
    Sacolick, Isaac. "What's in the Budget? 7 Investments for CIOs to Prioritize." StarCIO,
    22 Aug. 2022. Accessed 2 Nov. 2022.
    Singh, Yuvika. "Digital Culture-A Hurdle or A Catalyst in Employee Engagement." International Journal of Management Studies, vol. 6, Jan. 2019, pp. 54–60. ResearchGate, https://doi.org/10.18843/ijms/v6i1(8)/08.
    "Talent War Set to Become Top Priority for CIOs in 2023, Study Reveals." CEO.digital,
    8 Sept. 2022. Accessed 7 Dec. 2022.
    Tanaka, Rodney. "WesternU COMP and COMP-Northwest Named Apple Distinguished School." WesternU News. 10 Feb. 2022. Accessed 12 Dec. 2022.
    Wadhwani, Sumeet. "Meta's New Large Language Model Galactica Pulled Down Three Days After Launch." Spiceworks, 22 Nov. 2022. Accessed 12 Dec. 2022.
    "World Economic Outlook." International Monetary Fund (IMF), 11 Oct. 2022. Accessed
    14 Dec. 2022.

    AI Governance

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    • The use of AI and machine learning (ML) has gained momentum as organizations evaluate the potential applications of AI to enhance the customer experience, improve operational efficiencies, and automate business processes.
    • Growing applications of AI have reinforced concerns about ethical, fair, and responsible use of the technology that assists or replaces human decision making.

    Our Advice

    Critical Insight

    • Implementing AI systems requires careful management of the AI lifecycle, governing data, and machine learning model to prevent unintentional outcomes not only to an organization’s brand reputation but, more importantly, to workers, individuals, and society.
    • When adopting AI, it is important to have a strong ethical and risk management framework surrounding its use.

    Impact and Result

    • AI governance enables management, monitoring, and control of all AI activities within an organization.

    AI Governance Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. AI Governance Deck – A framework for building responsible, ethical, fair, and transparent AI.

    Create the foundation that enables management, monitoring, and control of all AI activities within the organization. The AI governance framework will allow you to define an AI risk management approach and defines methodology for managing and monitoring the AI/ML models in production.

    • AI Governance Storyboard
    [infographic]

    Further reading

    AI Governance

    A Framework for Building Responsible, Ethical, Fair, and Transparent AI

    Are you ready for AI?

    Business leaders must manage the associated risks as they scale their use of AI

    In recent years, following technological breakthroughs and advances in development of machine learning (ML) models and management of large volumes of data, organizations are scaling their use of artificial intelligence (AI) technologies.

    The use of AI and ML has gained momentum as organizations evaluate the potential applications of AI to enhance the customer experience, improve operational efficiencies, and automate business processes.

    Growing applications of AI have reinforced concerns about ethical, fair, and responsible use of the technology that assists or replaces human decision-making.

    Implementing AI systems requires careful management of the AI lifecycle, governing data, and machine learning model to prevent unintentional outcomes not only to an organization’s brand reputation but also, more importantly, to workers, individuals, and society. When adopting AI, it is important to have strong ethical and risk management frameworks surrounding its use.

    “Responsible AI is the practice of designing, building and deploying AI in a manner that empowers people and businesses, and fairly impacts customers and society – allowing companies to engender trust and scale AI with confidence.” (World Economic Forum)

    Regulations and risk assessment tools

    Governments around the world are developing AI assessment methodologies and legislation for AI. Here are a couple of examples:

    • Responsible use of artificial intelligence (AI) guiding principles (Canada):
      1. understand and measure the impact of using AI by developing and sharing tools and approaches
      2. be transparent about how and when we are using AI, starting with a clear user need and public benefit
      3. provide meaningful explanations about AI decision-making, while also offering opportunities to review results and challenge these decisions
      4. be as open as we can by sharing source code, training data, and other relevant information, all while protecting personal information, system integration, and national security and defense
      5. provide sufficient training so that government employees developing and using AI solutions have the responsible design, function, and implementation skills needed to make AI-based public services better
    • The Algorithmic Impact Assessment tool (Canada) is used to determine the impact level of an automated decision-system. It defines 48 risk and 33 mitigation questions. Assessment scores consider factors such as systems design, algorithm, decision type, impact, and data.
    • The National AI Initiative Act of 2020 (DIVISION E, SEC. 5001) (US) became law on January 1, 2021. This is a program across the entire Federal government to accelerate AI research and application.
    • Bill C-27, Artificial Intelligence and Data Act (AIDA) (Canada), when passed, would be the first law in Canada regulating the use of artificial intelligence systems.
    • The EU Artificial Intelligence Act (EU) assigns applications of AI to three risk categories: applications and systems that create an unacceptable risk, such as government-run social scoring; high-risk applications, such as a CV-scanning tool that ranks job applicants; and lastly, applications not explicitly listed as high-risk.
    • The FEAT Principles Assessment Methodology was created by the Monetary Authority of Singapore (MAS) in collaboration with other 27 industry partners for financial institutions to promote fairness, ethics, accountability, and transparency (FEAT) in the use of artificial intelligence and data analytics (AIDA).

    AI policies around the world

    Map of AI policies around the world, marked by circles of varying color and size. The legend on the right indicates '# of AI Policies (2019-2021)' by color.
    Source of data: OECD.AI (2021), powered by EC/OECD (2021), database of national AI policies, accessed on 7/09/2022, https://oecd.ai.

    The need for AI governance

    “To adopt AI, organizations will need to review and enhance their processes and governance frameworks to address new and evolving risks.” (Canadian RegTech Association, Safeguarding AI Use Through Human-Centric Design, 2020)

    To ensure responsible, transparent, and ethical AI systems, organizations will need to review existing risk control frameworks and update them to include AI risk management and impact assessment frameworks and processes.

    As ML and AI technologies are constantly evolving, the AI governance and AI risk management frameworks will need to evolve to ensure the appropriate safeguards and controls are in place.

    This applies not only to the machine learning models and AI system custom built by the organization’s data science and AI team, but it also includes AI-powered vendor tools and technologies. The vendors should be able to explain how AI is used in their products, how the model was trained, and what data was used to train the model.

    AI governance enables management, monitoring, and control of all AI activities within an organization.

    Stock image of a chip o a circuitboard labelled 'AI'.

    Key concepts

    Info-Tech Research Group defines the key terms used in this document as follows:

    Machine learning systems learn from experience and without explicit instructions. They learn patterns from data, then analyze and make predictions based on past behavior and the patterns learned.

    Artificial intelligence is a combination of technologies and can include machine learning. AI systems perform tasks that mimic human intelligence, such as learning from experience and problem solving. Most importantly, AI makes its own decisions without human intervention.

    We use the definition of data ethics by Open Data Institute: “Data ethics is a branch of ethics that considers the impact of data practices on people, society and the environment. The purpose of data ethics is to guide the values and conduct of data practitioners in data collection, sharing and use.”

    Algorithmic or machine bias is systematic and repeatable errors in a computer system that create unfair outcomes, such as privileging one arbitrary group of users over others. Algorithmic bias is not a technical problem. It’s a social and political problem, and in the context of implementing AI for business benefits, it’s a business problem.

    Download the blueprint Mitigate Machine Bias blueprint for detailed discussion on bias, fairness, and transparency in AI systems

    Key concepts – explainable, transparent and trustworthy

    Responsible AI is the practice of designing, building and deploying AI in a manner that empowers people and businesses and fairly impacts customers and society – allowing companies to engender trust and scale AI with confidence” (CIFAR).

    The AI system is considered trustworthy when people understand how the technology works and when we can assess that it’s safe and reliable. We must be able to trust the output of the system and understand how the system was designed, what data was used to train it, and how it was implemented.

    Explainable AI, sometimes abbreviated as XAI, refers to the ability to explain how an AI model makes predictions, its anticipated impact, and its potential biases.

    Transparency means communicating with and empowering users by sharing information internally and with external stakeholders, including beneficiaries and people impacted by the AI-powered product or service.

    68% [of Canadians] are concerned they don’t understand the technology well enough to know the risks.

    77% say they are concerned about the risks AI poses to society (TD, 2019)

    AI Governance Framework

    Monitoring
    Monitoring compliance and risk of AI/ML systems/models in production

    Tools & Technologies
    Tools and technologies to support AI governance framework implementation

    Model Governance
    Ensures accountability and traceability for AI/ML models

    AI Governance Framework with the surrounding 7 headlines and an adjective between each pair: 'Accountable', 'Trustworthy', 'Responsible', 'Ethical', 'Fair', 'Explainable', 'Transparent'. Organization
    Structure, roles, and responsibilities of the AI governance organization

    Operating Model
    How AI governance operates and works with other organizational structures to deliver value

    Risk and Compliance
    Alignment with corporate risk management and ensuring compliance with regulations and assessment frameworks

    Policies/Procedures/ Standards
    Policies and procedures to support implementation of AI governance

    Reduce Shadow IT With a Service Request Catalog

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    • Parent Category Name: Asset Management
    • Parent Category Link: /asset-management
    • Shadow IT: The IT team is regularly surprised to discover new products within the organization, often when following up on help desk tickets or requests for renewals from business users or vendors.
    • Renewal Management: The contracts and asset teams need to be aware of upcoming renewals and have adequate time to review renewals.
    • Over-purchasing: Contracts may be renewed without a clear picture of usage, potentially renewing unused applications.

    Our Advice

    Critical Insight

    There is a direct correlation between service delivery dissatisfaction and increases in shadow IT. Whether the goal is to reduce shadow IT or gain control, improved customer service and fast delivery are key to making lasting changes.

    Impact and Result

    Our blueprint will help you design a service that draws the business to use it. If it is easier for them to buy from IT than it is to find their own supplier, they will use IT.

    A heavy focus on customer service, design optimization, and automation will provide a means for the business to get what they need, when they need it, and provide visibility to IT and security to protect organizational interests.

    This blueprint will help you:

    • Design the request service
    • Design the request catalog
    • Build the request catalog
    • Market the service

    Reduce Shadow IT With a Service Request Catalog Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Reduce Shadow IT With a Service Request Catalog – A step-by-step document that walks you through creation of a request service management program.

    Use this blueprint to create a service request management program that provides immediate value.

    • Reduce Shadow IT With a Service Request Catalog Storyboard

    2. Nonstandard Request Assessment – A template for documenting requirements for vetting and onboarding new applications.

    Use this template to define what information is needed to vet and onboard applications into the IT environment.

    • Nonstandard Request Assessment

    3. Service Request Workflows – A library of workflows used as a starting point for creating and fulfilling requests for applications and equipment.

    Use this library of workflows as a starting point for creating and fulfilling requests for applications and equipment in a service catalog.

    • Service Request Workflows

    4. Application Portfolio – A template to organize applications requested by the business and identify which items are published in the catalog.

    Use this template as a starting point to create an application portfolio and request catalog.

    • Application Portfolio

    5. Reduce Shadow IT With a Service Request Catalog Communications Template – A presentation and communications plan to announce changes to the service and introduce a catalog.

    Use this template to create a presentation and communications plan for launching the new service and service request catalog.

    • Reduce Shadow IT with a Service Request Catalog Communications Template
    [infographic]

    Workshop: Reduce Shadow IT With a Service Request Catalog

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Design the Service

    The Purpose

    Collaborate with the business to determine service model.

    Collaborate with IT teams to build non-standard assessment process.

    Key Benefits Achieved

    Designed a service for service requests, including new product intake.

    Activities

    1.1 Identify challenges and obstacles.

    1.2 Complete customer journey map.

    1.3 Design process for nonstandard assessments.

    Outputs

    Nonstandard process.

    2 Design the Catalog

    The Purpose

    Design the service request catalog management process.

    Key Benefits Achieved

    Ensure the catalog is kept current and is integrated with IT service catalog if applicable.

    Activities

    2.1 Determine what will be listed in the catalog.

    2.2 Determine process to build and maintain the catalog, including roles, responsibilities, and workflows.

    2.3 Define success and determine metrics.

    Outputs

    Catalog scope.

    Catalog design and maintenance plan.

    Defined success metrics

    3 Build and Market the Catalog

    The Purpose

    Determine catalog contents and how requests will be fulfilled.

    Key Benefits Achieved

    Catalog framework and service level agreements will be defined.

    Create communications documents.

    Activities

    3.1 Determine how catalog items will be displayed.

    3.2 Complete application categories for catalog.

    3.3 Create deployment categories and SLAs.

    3.4 Design catalog forms and deployment workflows.

    3.5 Create roadmap.

    3.6 Create communications plan.

    Outputs

    Catalog workflows and SLAs.

    Roadmap.

    Communications deck.

    4 Breakout Groups – Working Sessions

    The Purpose

    Create an applications portfolio.

    Prepare to populate the catalog.

    Key Benefits Achieved

    Portfolio and catalog contents created.

    Activities

    4.1 Using existing application inventory, add applications to portfolio and categorize.

    4.2 Determine which applications should be in the catalog.

    4.3 Determine which applications are packaged and can be easily deployed.

    Outputs

    Application Portfolio.

    List of catalog items.

    Further reading

    Reduce Shadow IT With a Service Request Catalog

    Foster business partnerships with sourcing-as-a-service.

    Analyst Perspective

    Improve the request management process to reduce shadow IT.

    In July 2022, Ivanti conducted a study on the state of the digital employee experience, surveying 10,000 office workers, IT professionals, and C-suite executives. Results of this study indicated that 49% of employees are frustrated by their tools, and 26% of employees were considering quitting their jobs due to unsuitable tech. 42% spent their own money to gain technology to improve their productivity. Despite this, only 21% of IT leaders prioritized user experience when selecting new tools.

    Any organization’s workers are expected to be productive and contribute to operational improvements or customer experience. Yet those workers don’t always have the tools needed to do the job. One option is to give the business greater control, allowing them to choose and acquire the solutions that will make them more productive. Info-Tech's blueprint Embrace Business-Managed Applications takes you down this path.

    However, if the business doesn’t want to manage applications, but just wants have access to better ones, IT is positioned to provide services for application and equipment sourcing that will improve the employee experience while ensuring applications and equipment are fully managed by the asset, service, and security teams.

    Improving the request management and deployment practice can give the business what they need without forcing them to manage license agreements, renewals, and warranties.

    Photo of Sandi Conrad

    Sandi Conrad
    ITIL Managing Professional
    Principal Research Director, IT Infrastructure & Operations,
    Info-Tech Research Group

    Your challenge

    This research is designed to help organizations that are looking to improve request management processes and reduce shadow IT.

    Shadow IT: The IT team is regularly surprised to discover new products within the organization, often when following up on help desk tickets or requests for renewals from business users or vendors.

    Renewal management: The contracts and asset teams need to be aware of upcoming renewals and have adequate time to review renewals.

    Over-purchasing and over-spending: Contracts may be renewed without a clear picture of utilization, potentially renewing unused applications. Applications or equipment may be purchased at retail price where corporate, government, or educational discounts exist.

    Info-Tech Insight

    To increase the visibility of the IT environment, IT needs to transform the request management process to create a service that makes it easier for the business to access the tools they need rather than seeking them outside of the organization.

    609
    Average number of SaaS applications in large enterprises

    40%
    On average, only 60% of provisioned SaaS licenses are used, with the remaining 40% unused.

    — Source: Zylo, SaaS Trends for IT Leaders, 2022

    Common obstacles

    Too many layers of approvals and a lack of IT workers makes it difficult to rethink service request fulfillment.

    Delays: The business may not be getting the applications they need from IT to do their jobs or must wait too long to get the applications approved.

    Denials: Without IT’s support, the business is finding alternative options, including SaaS applications, as they can be bought and used without IT’s input or knowledge.

    Threats: Applications that have not been vetted by security or installed without their knowledge may present additional threats to the organization.

    Access: Self-serve isn’t mature enough to support an applications catalog.

    A diagram that shows the number of SaaS applications being acquired outside of IT is increasing year over year, and that business units are driving the majority of SaaS spend.

    8: average number of applications entering the organization every 30 days

    — Source: Zylo, SaaS Trends for Procurement, 2022

    Info-Tech’s approach

    Improve the request management process to create sourcing-as-a-service for the business.

    • Improve customer service
    • Reduce shadow IT
    • Gain control in a way that keeps the business happy

    1. Design the service

    Collaborate with the business

    Identify the challenges and obstacles

    Gain consensus on priorities

    Design the service

    2. Design the catalog

    Determine catalog scope

    Create a process to build and maintain the catalog

    Define metrics for the request management process

    3. Build the catalog

    Determine descriptions for catalog items

    Create definitions for license types, workflows, and SLAs

    Create application portfolio

    Design catalog forms and workflows

    4. Market the service

    Create a roadmap

    Determine messaging

    Build a communications plan

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Communications Presentation

    Photo of Communications Presentation

    Application Portfolio

    Photo of Application Portfolio

    Visio Library

    Photo of Visio Library

    Nonstandard Request Assessment

    Photo of Nonstandard Request Assessment

    Create a request management process and service catalog to improve delivery of technology to the business

    Select an EA Tool Based on Business and User Need

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    • Parent Category Name: Architecture Domains
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    • A mature EA function is increasingly becoming an organizational priority to drive innovation, provide insight, and define digital capabilities.
    • Proliferation of digital technology has increased complexity, straining the EA function to deliver insights.
    • An EA tool increases the efficiency with which the EA function can deliver insights, but a large number of organizations have not a selected an EA tool that suits their needs.

    Our Advice

    Critical Insight

    • EA tool value largely comes from tying organizational context and requirements to the selection process.
    • Organizations that have selected an EA tool often fail to have it adopted and show its true value. To ensure successful adoption and value delivery, the EA tool selection process must account for the needs of business stakeholders and tool users.

    Impact and Result

    • Link the need for the EA tool to your organization’s EA value proposition. The connection enables the EA tool to address the future needs of stakeholders and the design style of the EA team.
    • Use Info-Tech’s EA Solution Recommendation Tool to create a shortlist of EA tools that is suited to the preferences of the organization.
    • Gather additional information on the shortlist of EA tool vendors to narrow down the selection using the EA Tool Request for Information Template.

    Select an EA Tool Based on Business and User Need Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should procure an EA tool in the digital age, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    • Select an EA Tool Based on Business and User Need – Executive Brief
    • Select an EA Tool Based on Business and User Need – Phases 1-3

    1. Make the case

    Decide if an EA tool is needed in your organization and define the requirements of EA tool users.

    • Select an EA Tool Based on Business and User Need – Phase 1: Make the Case
    • EA Value Proposition Template
    • EA Tool User Requirements Template

    2. Shortlist EA tools

    Determine your organization’s preferences in terms of product capabilities and vendor characteristics.

    • Select an EA Tool Based on Business and User Need – Phase 2: Shortlist EA Tools
    • EA Solution Recommendation Tool

    3. Select and communicate the process

    Gather information on shortlisted vendors and make your final decision.

    • Select an EA Tool Based on Business and User Need – Phase 3: Select and Communicate the Process
    • EA Tool Request for Information Template
    • EA Tool Demo Script Template
    • Request for Proposal (RFP) Template
    • EA Tool Selection Process Template
    [infographic]

    Build a Strong Technology Foundation for Customer Experience Management

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    • Parent Category Name: Customer Relationship Management
    • Parent Category Link: /customer-relationship-management
    • Technology is a fundamental enabler of an organization’s customer experience management (CXM) strategy. However, many IT departments fail to take a systematic approach when building a portfolio of applications for supporting marketing, sales, and customer service functions.
    • The result is a costly, ineffective, and piecemeal approach to CXM application deployment (including high-profile applications like CRM).

    Our Advice

    Critical Insight

    • IT must work in lockstep with their counterparts in marketing, sales, and customer service to define a unified vision and strategic requirements for enabling a strong CXM program.
    • To deploy applications that specifically align with the needs of the organization’s customers, IT leaders must work with the business to define and understand customer personas and common interaction scenarios. CXM applications are mission critical and failing to link them to customer needs can have a detrimental effect on customer satisfaction and ultimately, revenue.
    • IT must act as a valued partner to the business in creating a portfolio of CXM applications that are cost effective.
    • Organizations should create a repeatable framework for CXM application deployment that addresses critical issues, including the integration ecosystem, customer data quality, dashboards and analytics, and end-user adoption.

    Impact and Result

    • Establish strong application alignment to strategic requirements for CXM that is based on concrete customer personas.
    • Improve underlying business metrics across marketing, sales, and service, including customer acquisition, retention, and satisfaction metrics.
    • Better align IT with customer experience needs.

    Build a Strong Technology Foundation for Customer Experience Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a strong technology foundation for CXM, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Drive value with CXM

    Understand the benefits of a robust CXM strategy.

    • Build a Strong Technology Foundation for Customer Experience Management – Phase 1: Drive Value with CXM
    • CXM Strategy Stakeholder Presentation Template
    • CXM Strategy Project Charter Template

    2. Create the framework

    Identify drivers and objectives for CXM using a persona-driven approach and deploy the right applications to meet those objectives.

    • Build a Strong Technology Foundation for Customer Experience Management – Phase 2: Create the Framework
    • CXM Business Process Shortlisting Tool
    • CXM Portfolio Designer

    3. Finalize the framework

    Complete the initiatives roadmap for CXM.

    • Build a Strong Technology Foundation for Customer Experience Management – Phase 3: Finalize the Framework
    [infographic]

    Workshop: Build a Strong Technology Foundation for Customer Experience Management

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Create the Vision for CXM Technology Enablement

    The Purpose

    Establish a consistent vision across IT, marketing, sales, and customer service for CXM technology enablement.

    Key Benefits Achieved

    A clear understanding of key business and technology drivers for CXM.

    Activities

    1.1 CXM fireside chat

    1.2 CXM business drivers

    1.3 CXM vision statement

    1.4 Project structure

    Outputs

    CXM vision statement

    CXM project charter

    2 Conduct the Environmental Scan and Internal Review

    The Purpose

    Create a set of strategic requirements for CXM based on a thorough external market scan and internal capabilities assessment.

    Key Benefits Achieved

    Well-defined technology requirements based on rigorous, multi-faceted analysis.

    Activities

    2.1 PEST analysis

    2.2 Competitive analysis

    2.3 Market and trend analysis

    2.4 SWOT analysis

    2.5 VRIO analysis

    2.6 Channel map

    Outputs

    Completed external analysis

    Strategic requirements (from external analysis)

    Completed internal review

    Channel interaction map

    3 Build Customer Personas and Scenarios

    The Purpose

    Augment strategic requirements through customer persona and scenario development.

    Key Benefits Achieved

    Functional requirements aligned to supporting steps in customer interaction scenarios.

    Activities

    3.1 Persona development

    3.2 Scenario development

    3.3 Requirements definition for CXM

    Outputs

    Personas and scenarios

    Strategic requirements (based on personas)

    4 Create the CXM Application Portfolio

    The Purpose

    Using the requirements identified in the preceding modules, build a future-state application inventory for CXM.

    Key Benefits Achieved

    A cohesive, rationalized portfolio of customer interaction applications that aligns with identified requirements and allows investment (or rationalization) decisions to be made.

    Activities

    4.1 Build business process maps

    4.2 Review application satisfaction

    4.3 Create the CXM application portfolio

    4.4 Prioritize applications

    Outputs

    Business process maps

    Application satisfaction diagnostic

    Prioritized CXM application portfolio

    5 Review Best Practices and Confirm Initiatives

    The Purpose

    Establish repeatable best practices for CXM applications in areas such as data management and end-user adoption.

    Key Benefits Achieved

    Best practices for rollout of new CXM applications.

    A prioritized initiatives roadmap.

    Activities

    5.1 Create data integration map

    5.2 Define adoption best practices

    5.3 Build initiatives roadmap

    5.4 Confirm initiatives roadmap

    Outputs

    Integration map for CXM

    End-user adoption plan

    Initiatives roadmap

    Further reading

    Build a Strong Technology Foundation for Customer Experience Management

    Design an end-to-end technology strategy to enhance marketing effectiveness, drive sales, and create compelling customer service experiences.

    ANALYST PERSPECTIVE

    Technology is the catalyst to create – and keep! – your customers.

    "Customers want to interact with your organization on their own terms, and in the channels of their choice (including social media, mobile applications, and connected devices). Regardless of your industry, your customers expect a frictionless experience across the customer lifecycle. They desire personalized and well-targeted marketing messages, straightforward transactions, and effortless service. Research shows that customers value – and will pay more for! – well-designed experiences.

    Strong technology enablement is critical for creating customer experiences that drive revenue. However, most organizations struggle with creating a cohesive technology strategy for customer experience management (CXM). IT leaders need to take a proactive approach to developing a strong portfolio of customer interaction applications that are in lockstep with the needs of their marketing, sales, and customer service teams. It is critical to incorporate the voice of the customer into this strategy.

    When developing a technology strategy for CXM, don’t just “pave the cow path,” but instead move the needle forward by providing capabilities for customer intelligence, omnichannel interactions, and predictive analytics. This blueprint will help you build an integrated CXM technology roadmap that drives top-line revenue while rationalizing application spend."

    Ben Dickie

    Research Director, Customer Experience Strategy

    Info-Tech Research Group

    Framing the CXM project

    This Research Is Designed For:

    • IT leaders who are responsible for crafting a technology strategy for customer experience management (CXM).
    • Applications managers who are involved with the selection and implementation of critical customer-centric applications, such as CRM platforms, marketing automation tools, customer intelligence suites, and customer service solutions.

    This Research Will Help You:

    • Clearly link your technology-enablement strategy for CXM to strategic business requirements and customer personas.
    • Build a rationalized portfolio of enterprise applications that will support customer interaction objectives.
    • Adopt standard operating procedures for CXM application deployment that address issues such as end-user adoption and data quality.

    This Research Will Also Assist:

    • Business leaders in marketing, sales, and customer service who want to deepen their understanding of CXM technologies, and apply best practices for using these technologies to drive competitive advantage.
    • Marketing, sales, and customer service managers involved with defining requirements and rolling out CXM applications.

    This Research Will Help Them:

    • Work hand-in-hand with counterparts in IT to deploy high-value business applications that will improve core customer-facing metrics.
    • Understand the changing CXM landscape and use the art of the possible to transform the internal technology ecosystem and drive meaningful customer experiences.

    Executive summary

    Situation

    • Customer expectations for personalization, channel preferences, and speed-to-resolution are at an all-time high.
    • Your customers are willing to pay more for high-value experiences, and having a strong customer CXM strategy is a proven path to creating sustainable value for the organization.

    Complication

    • Technology is a fundamental enabler of an organization’s CXM strategy. However, many IT departments fail to take a systematic approach to building a portfolio of applications to support Marketing, Sales, and Customer Service.
    • The result is a costly, ineffective, and piecemeal approach to CXM application deployment (including high profile applications like CRM).

    Resolution

    • IT must work in lockstep with their counterparts in marketing, sales, and customer service to define a unified vision, strategic requirements and roadmap for enabling strong customer experience capabilities.
    • In order to deploy applications that don’t simply follow previously established patterns but are aligned with the specific needs of the organization’s customers, IT leaders must work with the business to define and understand customer personas and common interaction scenarios. CXM applications are mission critical and failing to link them to customer needs can have a detrimental effect on customer satisfaction – and ultimately revenue.
    • IT must act as a valued partner to the business in creating a portfolio of CXM applications that are cost effective.
    • Organizations should create a repeatable framework for CXM application deployment that addresses critical issues, including the integration ecosystem, customer data quality, dashboards and analytics, and end-user adoption.

    Info-Tech Insight

    1. IT can’t hide behind the firewall. IT must understand the organization’s customers to properly support marketing, sales, and service efforts.
    2. IT – or Marketing – must not build the CXM strategy in a vacuum if they want to achieve a holistic, consistent, and seamless customer experience.
    3. IT must get ahead of shadow IT. To be seen as an innovator within the business, IT must be a leading enabler in building a rationalized and integrated CXM application portfolio.

    Guide to frequently used acronyms

    CXM - Customer Experience Management

    CX - Customer Experience

    CRM - Customer Relationship Management

    CSM - Customer Service Management

    MMS - Marketing Management System

    SMMP - Social Media Management Platform

    RFP - Request for Proposal

    SaaS - Software as a Service

    Customers’ expectations are on the rise: meet them!

    Today’s consumers expect speed, convenience, and tailored experiences at every stage of the customer lifecycle. Successful organizations strive to support these expectations.

    67% of end consumers will pay more for a world-class customer experience. 74% of business buyers will pay more for strong B2B experiences. (Salesforce, 2018)

    5 CORE CUSTOMER EXPECTATIONS

    1. More personalization
    2. More product options
    3. Constant contact
    4. Listen closely, respond quickly
    5. Give front-liners more control

    (Customer Experience Insight, 2016)

    Customers expect to interact with organizations through the channels of their choice. Now more than ever, you must enable your organization to provide tailored customer experiences.

    Realize measurable value by enabling CXM

    Providing a seamless customer experience increases the likelihood of cross-sell and up-sell opportunities and boosts customer loyalty and retention. IT can contribute to driving revenue and decreasing costs by providing the business with the right set of tools, applications, and technical support.

    Contribute to the bottom line

    Cross-sell, up-sell, and drive customer acquisition.

    67% of consumers are willing to pay more for an upgraded experience. (Salesforce, 2018)

    80%: The margin by which CX leaders outperformer laggards in the S&P 500.(Qualtrics, 2017)

    59% of customers say tailored engagement based on past interactions is very important to winning their business. (Salesforce, 2018)

    Enable cost savings

    Focus on customer retention as well as acquisition.

    It is 6-7x more costly to attract a new customer than it is to retain an existing customer. (Salesforce Blog, 2019)

    A 5% increase in customer retention has been found to increase profits by 25% to 95%. (Bain & Company, n.d.)

    Strategic CXM is gaining traction with your competition

    Organizations are prioritizing CXM capabilities (and associated technologies) as a strategic investment. Keep pace with the competition and gain a competitive advantage by creating a cohesive strategy that uses best practices to integrate marketing, sales, and customer support functions.

    87% of customers share great experiences they’ve had with a company. (Zendesk, n.d.)

    61% of organizations are investing in CXM. (CX Network, 2015)

    53% of organizations believe CXM provides a competitive advantage. (Harvard Business Review, 2014)

    Top Investment Priorities for Customer Experience

    1. Voice of the Customer
    2. Customer Insight Generation
    3. Customer Experience Governance
    4. Customer Journey Mapping
    5. Online Customer Experience
    6. Experience Personalization
    7. Emotional Engagement
    8. Multi-Channel Integration/Omnichannel
    9. Quality & Customer Satisfaction Management
    10. Customer/Channel Loyalty & Rewards Programs

    (CX Network 2015)

    Omnichannel is the way of the future: don’t be left behind

    Get ahead of the competition by doing omnichannel right. Devise a CXM strategy that allows you to create and maintain a consistent, seamless customer experience by optimizing operations within an omnichannel framework. Customers want to interact with you on their own terms, and it falls to IT to ensure that applications are in place to support and manage a wide range of interaction channels.

    Omnichannel is a “multi-channel approach to sales that seeks to provide the customer with a seamless transactional experience whether the customer is shopping online from a desktop or mobile device, by telephone, or in a bricks and mortar store.” (TechTarget, 2014)

    97% of companies say that they are investing in omnichannel. (Huffington Post, 2015)

    23% of companies are doing omnichannel well.

    CXM applications drive effective multi-channel customer interactions across marketing, sales, and customer service

    The success of your CXM strategy depends on the effective interaction of various marketing, sales, and customer support functions. To deliver on customer experience, organizations need to take a customer-centric approach to operations.

    From an application perspective, a CRM platform generally serves as the unifying repository of customer information, supported by adjacent solutions as warranted by your CXM objectives.

    CXM ECOSYSTEM

    Customer Relationship Management Platform

    • Web Experience Management Platform
    • E-Commerce & Point of Sale Solutions
    • Social Media Management Platform
    • Customer Intelligence Platform
    • Customer Service Management Tools
    • Marketing Management Suite

    Application spotlight: Customer experience platforms

    Description

    CXM solutions are a broad range of tools that provide comprehensive feature sets for supporting customer interaction processes. These suites supplant more basic applications for customer interaction management. Popular solutions that fall under the umbrella of CXM include CRM suites, marketing automation tools, and customer service applications.

    Features and Capabilities

    • Manage sales pipelines, provide quotes, and track client deliverables.
    • View all opportunities organized by their current stage in the sales process.
    • View all interactions that have occurred between employees and the customer, including purchase order history.
    • Manage outbound marketing campaigns via multiple channels (email, phone, social, mobile).
    • Build visual workflows with automated trigger points and business rules engine.
    • Generate in-depth customer insights, audience segmentation, predictive analytics, and contextual analytics.
    • Provide case management, ticketing, and escalation capabilities for customer service.

    Highlighted Vendors

    Microsoft Dynamics

    Adobe

    Marketo

    sprinklr

    Salesforce

    SugarCRM

    Application spotlight: Customer experience platforms

    Key Trends

    • CXM applications have decreased their focus on departmental silos to make it easier to share information across the organization as departments demand more data.
    • Vendors are developing deeper support of newer channels for customer interaction. This includes providing support for social media channels, native mobile applications, and SMS or text-based services like WhatsApp and Facebook Messenger.
    • Predictive campaigns and channel blending are becoming more feasible as vendors integrate machine learning and artificial intelligence into their applications.
    • Content blocks are being placed on top of scripting languages to allow for user-friendly interfaces. There is a focus on alleviating bottlenecks where content would have previously needed to go through a specialist.
    • Many vendors of CXM applications are placing increased emphasis on strong application integration both within and beyond their portfolios, with systems like ERP and order fulfillment.

    Link to Digital Strategy

    • For many organizations that are building out a digital strategy, improving customer experience is often a driving factor: CXM apps enable this goal.
    • As part of a digital strategy, create a comprehensive CXM application portfolio by leveraging both core CRM suites and point solutions.
    • Ensure that a point solution aligns with the digital strategy’s technology drivers and user personas.

    CXM KPIs

    Strong CXM applications can improve:

    • Lead Intake Volume
    • Lead Conversion Rate
    • Average Time to Resolution
    • First-Contact Resolution Rate
    • Customer Satisfaction Rate
    • Share-of-Mind
    • Share-of-Wallet
    • Customer Lifetime Value
    • Aggregate Reach/Impressions

    IT is critical to the success of your CXM strategy

    Technology is the key enabler of building strong customer experiences: IT must stand shoulder-to-shoulder with the business to develop a technology framework for CXM.

    Top 5 Challenges with CXM for Marketing

    1. Maximizing customer experience ROI
    2. Achieving a single view of the customer
    3. Building new customer experiences
    4. Cultivating a customer-focused culture
    5. Measuring CX investments to business outcomes

    Top 5 Obstacles to Enabling CXM for IT

    1. Systems integration
    2. Multichannel complexity
    3. Organizational structure
    4. Data-related issues
    5. Lack of strategy

    (Harvard Business Review, 2014)

    Only 19% of organizations have a customer experience team tasked with bridging gaps between departments. (Genesys, 2018)

    IT and Marketing can only tackle CXM with the full support of each other. The cooperation of the departments is crucial when trying to improve CXM technology capabilities and customer interaction and drive a strong revenue mandate.

    CXM failure: Blockbuster

    CASE STUDY

    Industry Entertainment

    Source Forbes, 2014

    Blockbuster

    As the leader of the video retail industry, Blockbuster had thousands of retail locations internationally and millions of customers. Blockbuster’s massive marketing budget and efficient operations allowed it to dominate the competition for years.

    Situation

    Trends in Blockbuster’s consumer market changed in terms of distribution channels and customer experience. As the digital age emerged and developed, consumers were looking for immediacy and convenience. This threatened Blockbuster’s traditional, brick-and-mortar B2C operating model.

    The Competition

    Netflix entered the video retail market, making itself accessible through non-traditional channels (direct mail, and eventually, the internet).

    Results

    Despite long-term relationships with customers and competitive standing in the market, Blockbuster’s inability to understand and respond to changing technology trends and customer demands led to its demise. The organization did not effectively leverage internal or external networks or technology to adapt to customer demands. Blockbuster went bankrupt in 2010.

    Customer Relationship Management

    • Web Experience Management Platform
    • E-Commerce & Point of Sale Solutions
    • Social Media Management
    • Customer Intelligence
    • Customer Service
    • Marketing Management

    Blockbuster did not leverage emerging technologies to effectively respond to trends in its consumer network. It did not optimize organizational effectiveness around customer experience.

    CXM success: Netflix

    CASE STUDY

    Industry Entertainment

    Source Forbes, 2014

    Netflix

    Beginning as a mail-out service, Netflix offered subscribers a catalog of videos to select from and have mailed to them directly. Customers no longer had to go to a retail store to rent a video. However, the lack of immediacy of direct mail as the distribution channel resulted in slow adoption.

    The Situation

    In response to the increasing presence of tech-savvy consumers on the internet, Netflix invested in developing its online platform as its primary distribution channel. The benefit of doing so was two-fold: passive brand advertising (by being present on the internet) and meeting customer demands for immediacy and convenience. Netflix also recognized the rising demand for personalized service and created an unprecedented, tailored customer experience.

    The Competition

    Blockbuster was the industry leader in video retail but was lagging in its response to industry, consumer, and technology trends around customer experience.

    Results

    Netflix’s disruptive innovation is built on the foundation of great CXM. Netflix is now a $28 billion company, which is tenfold what Blockbuster was worth.

    Customer Relationship Management Platform

    • Web Experience Management Platform
    • E-Commerce & Point of Sale Solutions
    • Social Media Management Platform
    • Customer Intelligence Platform
    • Customer Service Management Tools
    • Marketing Management Suite

    Netflix used disruptive technologies to innovatively build a customer experience that put it ahead of the long-time, video rental industry leader, Blockbuster.

    Leverage Info-Tech’s approach to succeed with CXM

    Creating an end-to-end technology-enablement strategy for CXM requires a concerted, dedicated effort: Info-Tech can help with our proven approach.

    Build the CXM Project Charter

    Conduct a Thorough Environmental Scan

    Build Customer Personas and Scenarios

    Draft Strategic CXM Requirements

    Build the CXM Application Portfolio

    Implement Operational Best Practices

    Why Info-Tech’s Approach?

    Info-Tech draws on best-practice research and the experiences of our global member base to develop a methodology for CXM that is driven by rigorous customer-centric analysis.

    Our approach uses a unique combination of techniques to ensure that your team has done its due diligence in crafting a forward-thinking technology-enablement strategy for CXM that creates measurable value.

    A global professional services firm drives measurable value for CXM by using persona design and scenario development

    CASE STUDY

    Industry Professionals Services

    Source Info-Tech Workshop

    The Situation

    A global professional services firm in the B2B space was experiencing a fragmented approach to customer engagement, particularly in the pre-sales funnel. Legacy applications weren’t keeping pace with an increased demand for lead evaluation and routing technology. Web experience management was also an area of significant concern, with a lack of ongoing customer engagement through the existing web portal.

    The Approach

    Working with a team of Info-Tech facilitators, the company was able to develop several internal and external customer personas. These personas formed the basis of strategic requirements for a new CXM application stack, which involved dedicated platforms for core CRM, lead automation, web content management, and site analytics.

    Results

    Customer “stickiness” metrics increased, and Sales reported significantly higher turnaround times in lead evaluations, resulting in improved rep productivity and faster cycle times.

    Components of a persona
    Name Name personas to reflect a key attribute such as the persona’s primary role or motivation.
    Demographic Include basic descriptors of the persona (e.g. age, geographic location, preferred language, education, job, employer, household income, etc.)
    Wants, needs, pain points Identify surface-level motivations for buying habits.
    Psychographic/behavioral traits Observe persona traits that are representative of the customers’ behaviors (e.g. attitudes, buying patterns, etc.).

    Follow Info-Tech’s approach to build your CXM foundation

    Create the Project Vision

    • Identify business and IT drivers
    • Outputs:
      • CXM Strategy Guiding Principles

    Structure the Project

    • Identify goals and objectives for CXM project
    • Form Project Team
    • Establish timeline
    • Obtain project sponsorship
    • Outputs:
      • CXM Strategy Project Charter

    Scan the External Environment

    • Create CXM operating model
    • Conduct external analysis
    • Create customer personas
    • Outputs:
      • CXM Operating Model
    • Conduct PEST analysis
    • Create persona scenarios
    • Outputs:
      • CXM Strategic Requirements

    Assess the Current State of CXM

    • Conduct SWOT analysis
    • Assess application usage and satisfaction
    • Conduct VRIO analysis
    • Outputs:
      • CXM Strategic Requirements

    Create an Application Portfolio

    • Map current processes
    • Assign business process owners
    • Create channel map
    • Build CXM application portfolio
    • Outputs:
      • CXM Application Portfolio Map

    Develop Deployment Best Practices

    • Develop CXM integration map
    • Create mitigation plan for poor data quality
    • Outputs:
      • Data Quality Preservation Map

    Create an Initiative Rollout Plan

    • Create risk management plan
    • Identify work initiative dependencies
    • Create roadmap
    • Outputs:
      • CXM Initiative Roadmap

    Confirm and Finalize the CXM Blueprint

    • Identify success metrics
    • Create stakeholder communication plan
    • Present CXM strategy to stakeholders
    • Outputs:
      • Stakeholder Presentation

    Info-Tech offers various levels of support to suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Build a Strong Technology Foundation for CXM – project overview

    1. Drive Value With CXM 2. Create the Framework 3. Finalize the Framework
    Best-Practice Toolkit

    1.1 Create the Project Vision

    1.2 Structure the CXM Project

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Guided Implementations
    • Determine project vision for CXM.
    • Review CXM project charter.
    • Review environmental scan.
    • Review application portfolio for CXM.
    • Confirm deployment best practices.
    • Review initiatives rollout plan.
    • Confirm CXM roadmap.
    Onsite Workshop Module 1: Drive Measurable Value with a World-Class CXM Program Module 2: Create the Strategic Framework for CXM Module 3: Finalize the CXM Framework

    Phase 1 Outcome:

    • Completed drivers
    • Completed project charter

    Phase 2 Outcome:

    • Completed personas and scenarios
    • CXM application portfolio

    Phase 3 Outcome:

    • Strategic summary blueprint

    Workshop overview

    Contact your account representative or email Workshops@InfoTech.com for more information.

    Workshop Day 1 Workshop Day 2 Workshop Day 3 Workshop Day 4 Workshop Day 5
    Activities

    Create the Vision for CXM Enablement

    1.1 CXM Fireside Chat

    1.2 CXM Business Drivers

    1.3 CXM Vision Statement

    1.4 Project Structure

    Conduct the Environmental Scan and Internal Review

    2.1 PEST Analysis

    2.2 Competitive Analysis

    2.3 Market and Trend Analysis

    2.4 SWOT Analysis

    2.5 VRIO Analysis

    2.6 Channel Mapping

    Build Personas and Scenarios

    3.1 Persona Development

    3.2 Scenario Development

    3.3 Requirements Definition for CXM

    Create the CXM Application Portfolio

    4.1 Build Business Process Maps

    4.2 Review Application Satisfaction

    4.3 Create the CXM Application Portfolio

    4.4 Prioritize Applications

    Review Best Practices and Confirm Initiatives

    5.1 Create Data Integration Map

    5.2 Define Adoption Best Practices

    5.3 Build Initiatives Roadmap

    5.4 Confirm Initiatives Roadmap

    Deliverables
    1. CXM Vision Statement
    2. CXM Project Charter
    1. Completed External Analysis
    2. Completed Internal Review
    3. Channel Interaction Map
    4. Strategic Requirements (from External Analysis)
    1. Personas and Scenarios
    2. Strategic Requirements (based on personas)
    1. Business Process Maps
    2. Application Satisfaction Diagnostic
    3. Prioritized CXM Application Portfolio
    1. Integration Map for CXM
    2. End-User Adoption Plan
    3. Initiatives Roadmap

    Phase 1

    Drive Measurable Value With a World-Class CXM Program

    Build a Strong Technology Foundation for Customer Experience Management

    Phase 1 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 1: Drive Measurable Value With a World-Class CXM Program

    Proposed Time to Completion: 2 weeks

    Step 1.1: Create the Project Vision

    Start with an analyst kick-off call:

    • Review key drivers from a technology and business perspective for CXM
    • Discuss benefits of strong technology enablement for CXM

    Then complete these activities…

    • CXM Fireside Chat
    • CXM Business and Technology Driver Assessment
    • CXM Vision Statement

    With these tools & templates:

    • CXM Strategy Stakeholder Presentation Template

    Step 1.2: Structure the Project

    Review findings with analyst:

    • Assess the CXM vision statement for competitive differentiators
    • Determine current alignment disposition of IT with different business units

    Then complete these activities…

    • Team Composition and Responsibilities
    • Metrics Definition

    With these tools & templates:

    • CXM Strategy Project Charter Template

    Phase 1 Results & Insights:

    • Defined value of strong technology enablement for CXM
    • Completed CXM project charter

    Step 1.1: Create the Project Vision

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Fireside Chat: Discuss past challenges and successes with CXM
    • Identify business and IT drivers to establish guiding principles for CXM

    Outcomes:

    • Business benefits of a rationalized technology strategy to support CXM
    • Shared lessons learned
    • Guiding principles for providing technology enablement for CXM

    Building a technology strategy to support customer experience isn’t an option – it’s a mission-critical activity

    • Customer-facing departments supply the lifeblood of a company: revenue. In today’s fast-paced and interconnected world, it’s becoming increasingly imperative to enable customer experience processes with a wide range of technologies, from lead automation to social relationship management. CXM is the holistic management of customer interaction processes across marketing, sales, and customer service to create valuable, mutually beneficial customer experiences. Technology is a critical building block for enabling CXM.
    • The parallel progress of technology and process improvement is essential to an efficient and effective CXM program. While many executives prefer to remain at the status quo, new technologies have caused major shifts in the CXM environment. If you stay with the status quo, you will fall behind the competition.
    • However, many IT departments are struggling to keep up with the pace of change and find themselves more of a firefighter than a strategic partner to marketing, sales, and service teams. This not only hurts the business, but it also tarnishes IT’s reputation.

    An aligned, optimized CX strategy is:

    Rapid: to intentionally and strategically respond to quickly-changing opportunities and issues.

    Outcome-based: to make key decisions based on strong business cases, data, and analytics in addition to intuition and judgment.

    Rigorous: to bring discipline and science to bear; to improve operations and results.

    Collaborative: to conduct activities in a broader ecosystem of partners, suppliers, vendors, co-developers, and even competitors.

    (The Wall Street Journal, 2013)

    Info-Tech Insight

    If IT fails to adequately support marketing, sales, and customer service teams, the organization’s revenue will be in direct jeopardy. As a result, CIOs and Applications Directors must work with their counterparts in these departments to craft a cohesive and comprehensive strategy for using technology to create meaningful (and profitable) customer experiences.

    Fireside Chat, Part 1: When was technology an impediment to customer experience at your organization?

    1.1.1 30 minutes

    Input

    • Past experiences of the team

    Output

    • Lessons learned

    Materials

    • Whiteboard
    • Markers

    Participants

    • Core Team

    Instructions

    1. Think about a time when technology was an impediment to a positive customer experience at your organization. Reflect on the following:
      • What frustrations did the application or the technology cause to your customers? What was their reaction?
      • How did IT (and the business) identify the challenge in the first place?
      • What steps were taken to mitigate the impact of the problem? Were these steps successful?
      • What were the key lessons learned as part of the challenge?

    Fireside Chat, Part 2: What customer success stories has your organization created by using new technologies?

    1.1.2 30 minutes

    Input

    • Past experiences of the team

    Output

    • Lessons learned

    Materials

    • Whiteboard
    • Markers

    Participants

    • Core Team

    Instructions

    1. Think about a time when your organization successfully leveraged a new application or new technology to enhance the experience it provided to customers. Reflect on this experience and consider:
      • What were the organizational drivers for rolling out the new application or solution?
      • What obstacles had to be overcome in order to successfully deploy the solution?
      • How did the application positively impact the customer experience? What metrics improved?
      • What were the key lessons learned as part of the deployment? If you had to do it all over again, what would you do differently?

    Develop a cohesive, consistent, and forward-looking roadmap that supports each stage of the customer lifecycle

    When creating your roadmap, consider the pitfalls you’ll likely encounter in building the IT strategy to provide technology enablement for customer experience.

    There’s no silver bullet for developing a strategy. You can encounter pitfalls at a myriad of different points including not involving the right stakeholders from the business, not staying abreast of recent trends in the external environment, and not aligning sales, marketing, and support initiatives with a focus on the delivery of value to prospects and customers.

    Common Pitfalls When Creating a Technology-Enablement Strategy for CXM

    Senior management is not involved in strategy development.

    Not paying attention to the “art of the possible.”

    “Paving the cow path” rather than focusing on revising core processes.

    Misalignment between objectives and financial/personnel resources.

    Inexperienced team on either the business or IT side.

    Not paying attention to the actions of competitors.

    Entrenched management preferences for legacy systems.

    Sales culture that downplays the potential value of technology or new applications.

    IT is only one or two degrees of separation from the end customer: so take a customer-centric approach

    IT →Marketing, Sales, and Service →External Customers

    Internal-Facing Applications

    • IT enables, supports, and maintains the applications used by the organization to market to, sell to, and service customers. IT provides the infrastructural and technical foundation to operate the function.

    Customer-Facing Applications

    • IT supports customer-facing interfaces and channels for customer interaction.
    • Channel examples include web pages, mobile device applications and optimization, and interactive voice response for callers.

    Info-Tech Insight

    IT often overlooks direct customer considerations when devising a technology strategy for CXM. Instead, IT leaders rely on other business stakeholders to simply pass on requirements. By sitting down with their counterparts in marketing and sales, and fully understanding business drivers and customer personas, IT will be much better positioned to roll out supporting applications that drive customer engagement.

    A well-aligned CXM strategy recognizes a clear delineation of responsibilities between IT, sales, marketing, and service

    • When thinking about CXM, IT must recognize that it is responsible for being a trusted partner for technology enablement. This means that IT has a duty to:
      • Develop an in-depth understanding of strategic business requirements for CXM. Base your understanding of these business requirements on a clear conception of the internal and external environment, customer personas, and business processes in marketing, sales, and customer service.
      • Assist with shortlisting and supporting different channels for customer interaction (including email, telephony, web presence, and social media).
      • Create a rationalized, cohesive application portfolio for CXM that blends different enabling technologies together to support strategic business requirements.
      • Provide support for vendor shortlisting, selection, and implementation of CXM applications.
      • Assist with end-user adoption of CXM applications (i.e. training and ongoing support).
      • Provide initiatives that assist with technical excellence for CXM (such as data quality, integration, analytics, and application maintenance).
    • The business (marketing, sales, customer service) owns the business requirements and must be responsible for setting top-level objectives for customer interaction (e.g. product and pricing decisions, marketing collateral, territory management, etc.). IT should not take over decisions on customer experience strategy. However, IT should be working in lockstep with its counterparts in the business to assist with understanding business requirements through a customer-facing lens. For example, persona development is best done in cross-functional teams between IT and Marketing.

    Activity: Identify the business drivers for CXM to establish the strategy’s guiding principles

    1.1.3 30 minutes

    Input

    • Business drivers for CXM

    Output

    • Guiding principles for CXM strategy

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Define the assumptions and business drivers that have an impact on technology enablement for CXM. What is driving the current marketing, sales, and service strategy on the business side?
    Business Driver Name Driver Assumptions, Capabilities, and Constraints Impact on CXM Strategy
    High degree of customer-centric solution selling A technically complex product means that solution selling approaches are employed – sales cycles are long. There is a strong need for applications and data quality processes that support longer-term customer relationships rather than transactional selling.
    High desire to increase scalability of sales processes Although sales cycles are long, the organization wishes to increase the effectiveness of rep time via marketing automation where possible. Sales is always looking for new ways to leverage their reps for face-to-face solution selling while leaving low-level tasks to automation. Marketing wants to support these tasks.
    Highly remote sales team and unusual hours are the norm Not based around core hours – significant overtime or remote working occurs frequently. Misalignment between IT working only core hours and after-hours teams leads to lag times that can delay work. Scheduling of preventative sales maintenance must typically be done on weekends rather than weekday evenings.

    Activity: Identify the IT drivers for CXM to establish the strategy’s guiding principles

    1.1.4 30 minutes

    Input

    • IT drivers for CXM

    Output

    • Guiding principles for CXM strategy

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Define the assumptions and IT drivers that have an impact on technology enablement for CXM. What is driving the current IT strategy for supporting marketing, sales, and service initiatives?
    IT Driver Name Driver Assumptions, Capabilities, and Constraints Impact on CXM Strategy
    Sales Application Procurement Methodology Strong preference for on-premise COTS deployments over homebrewed applications. IT may not be able to support cloud-based sales applications due to security requirements for on premise.
    Vendor Relations Minimal vendor relationships; SLAs not drafted internally but used as part of standard agreement. IT may want to investigate tightening up SLAs with vendors to ensure more timely support is available for their sales teams.
    Development Methodology Agile methodology employed, some pockets of Waterfall employed for large-scale deployments. Agile development means more perfective maintenance requests come in, but it leads to greater responsiveness for making urgent corrective changes to non-COTS products.
    Data Quality Approach IT sees as Sales’ responsibility IT is not standing as a strategic partner for helping to keep data clean, causing dissatisfaction from customer-facing departments.
    Staffing Availability Limited to 9–5 Execution of sales support takes place during core hours only, limiting response times and access for on-the-road sales personnel.

    Activity: Use IT and business drivers to create guiding principles for your CXM technology-enablement project

    1.1.5 30 minutes

    Input

    • Business drivers and IT drivers from 1.1.3 and 1.1.4

    Output

    • CXM mission statement

    Materials

    • Whiteboard
    • Markers

    Participants

    • Core Team

    Instructions

    1. Based on the IT and business drivers identified, craft guiding principles for CXM technology enablement. Keep guiding principles in mind throughout the project and ensure they support (or reconcile) the business and IT drivers.

    Guiding Principle Description
    Sales processes must be scalable. Our sales processes must be able to reach a high number of target customers in a short time without straining systems or personnel.
    Marketing processes must be high touch. Processes must be oriented to support technically sophisticated, solution-selling methodologies.

    2. Summarize the guiding principles above by creating a CXM mission statement. See below for an example.

    Example: CXM Mission Statement

    To ensure our marketing, sales and service team is equipped with tools that will allow them to reach out to a large volume of contacts while still providing a solution-selling approach. This will be done with secure, on-premise systems to safeguard customer data.

    Ensure that now is the right time to take a step back and develop the CXM strategy

    Determine if now is the right time to move forward with building (or overhauling) your technology-enablement strategy for CXM.

    Not all organizations will be able to proceed immediately to optimize their CXM technology enablement. Determine if the organizational willingness, backbone, and resources are present to commit to overhauling the existing strategy. If you’re not ready to proceed, consider waiting to begin this project until you can procure the right resources.

    Do not proceed if:

    • Your current strategy for supporting marketing, sales, and service is working well and IT is already viewed as a strategic partner by these groups. Your current strategy is well aligned with customer preferences.
    • The current strategy is not working well, but there is no consensus or support from senior management for improving it.
    • You cannot secure the resources or time to devote to thoroughly examining the current state and selecting improvement initiatives.
    • The strategy has been approved, but there is no budget in place to support it at this time.

    Proceed if:

    • Senior management has agreed that technology support for CXM should be improved.
    • Sub-divisions within IT, sales, marketing, and service are on the same page about the need to improve alignment.
    • You have an approximate budget to work with for the project and believe you can secure additional funding to execute at least some improvement initiatives.
    • You understand how improving CXM alignment will fit into the broader customer interaction ecosystem in your organization.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    1.1.3; 1.1.4; 1.1.5 - Identify business and IT drivers to create CXM guiding principles

    The facilitator will work with stakeholders from both the business and IT to identify implicit or explicit strategic drivers that will support (or pose constraints on) the technology-enablement framework for the CXM strategy. In doing so, guiding principles will be established for the project.

    Step 1.2: Structure the Project

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Define the project purpose, objectives, and business metrics
    • Define the scope of the CXM strategy
    • Create the project team
    • Build a RACI chart
    • Develop a timeline with project milestones
    • Identify risks and create mitigation strategies
    • Complete the strategy project charter and obtain approval

    Outcomes:

    CXM Strategy Project Charter Template

    • Purpose, objectives, metrics
    • Scope
    • Project team & RACI
    • Timeline
    • Risks & mitigation strategies
    • Project sponsorship

    Use Info-Tech’s CXM Strategy Project Charter Template to outline critical components of the CXM project

    1.2.1 CXM Strategy Project Charter Template

    Having a project charter is the first step for any project: it specifies how the project will be resourced from a people, process, and technology perspective, and it clearly outlines major project milestones and timelines for strategy development. CXM technology enablement crosses many organizational boundaries, so a project charter is a very useful tool for ensuring everyone is on the same page.

    Sections of the document:

    1. Project Drivers, Rationale, and Context
    2. Project Objectives, Metrics, and Purpose
    3. Project Scope Definition
    4. Project Team Roles and Responsibilities (RACI)
    5. Project Timeline
    6. Risk Mitigation Strategy
    7. Project Metrics
    8. Project Review & Approvals

    INFO-TECH DELIVERABLE

    CXM Strategy Project Charter Template

    Populate the relevant sections of your project charter as you complete activities 1.2.2-1.2.8.

    Understand the roles necessary to complete your CXM technology-enablement strategy

    Understand the role of each player within your project structure. Look for listed participants on the activities slides to determine when each player should be involved.

    Title Role Within Project Structure
    Project Sponsor
    • Owns the project at the management/C-suite level
    • Responsible for breaking down barriers and ensuring alignment with organizational strategy
    • CIO, CMO, VP of Sales, VP of Customer Care, or similar
    Project Manager
    • The IT individual(s) that will oversee day-to-day project operations
    • Responsible for preparing and managing the project plan and monitoring the project team’s progress
    • Applications or other IT Manager, Business Analyst, Business Process Owner, or similar
    Business Lead
    • Works alongside the IT PM to ensure that the strategy is aligned with business needs
    • In this case, likely to be a marketing, sales, or customer service lead
    • Sales Director, Marketing Director, Customer Care Director, or similar
    Project Team
    • Comprised of individuals whose knowledge and skills are crucial to project success
    • Responsible for driving day-to-day activities, coordinating communication, and making process and design decisions. Can assist with persona and scenario development for CXM.
    • Project Manager, Business Lead, CRM Manager, Integration Manager, Application SMEs, Developers, Business Process Architects, and/or similar SMEs
    Steering Committee
    • Comprised of C-suite/management level individuals that act as the project’s decision makers
    • Responsible for validating goals and priorities, defining the project scope, enabling adequate resourcing, and managing change
    • Project Sponsor, Project Manager, Business Lead, CFO, Business Unit SMEs and similar

    Info-Tech Insight

    Do not limit project input or participation to the aforementioned roles. Include subject matter experts and internal stakeholders at particular stages within the project. Such inputs can be solicited on a one-off basis as needed. This ensures you take a holistic approach to creating your CXM technology-enablement strategy.

    Activity: Kick-off the CXM project by defining the project purpose, project objectives, and business metrics

    1.2.2 30 minutes

    Input

    • Activities 1.1.1 to 1.1.5

    Output

    • Drivers & rationale
    • Purpose statement
    • Business goals
    • Business metrics
    • CXM Strategy Project Charter Template, sections 1.0, 2.0, and 2.1

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Sponsor
    • Project Manager
    • Business Lead
    • Steering Committee

    Instructions

    Hold a meeting with IT, Marketing, Sales, Service, Operations, and any other impacted business stakeholders that have input into CXM to accomplish the following:

    1. Discuss the drivers and rationale behind embarking on a CXM strategy.
    2. Develop and concede on objectives for the CXM project, metrics that will gauge its success, and goals for each metric.
    3. Create a project purpose statement that is informed by decided-upon objectives and metrics from the steps above. When establishing a project purpose, ask the question, “what are we trying to accomplish?”
    • Example: Project Purpose Statement
      • The organization is creating a CXM strategy to gather high-level requirements from the business, IT, and Marketing, Sales, and Service, to ensure that the selection and deployment of the CXM meets the needs of the broader organization and provides the greatest return on investment.
  • Document your project drivers and rationale, purpose statement, project objectives, and business metrics in Info-Tech’s CXM Strategy Project Charter Template in sections 1.0 and 2.0.
  • Info-Tech Insight

    Going forward, set up a quarterly review process to understand changing needs. It is rare that organizations never change their marketing and sales strategy. This will change the way the CXM will be utilized.

    Establish baseline metrics for customer engagement

    In order to gauge the effectiveness of CXM technology enablement, establish core metrics:

    1. Marketing Metrics: pertaining to share of voice, share of wallet, market share, lead generation, etc.
    2. Sales Metrics: pertaining to overall revenue, average deal size, number of accounts, MCV, lead warmth, etc.
    3. Customer Service Metrics: pertaining to call volumes, average time to resolution, first contact resolution, customer satisfaction, etc.
    4. IT Metrics: pertaining to end-user satisfaction with CXM applications, number of tickets, contract value, etc.
    Metric Description Current Metric Future Goal
    Market Share 25% 35%
    Share of Voice (All Channels) 40% 50%
    Average Deal Size $10,500 $12,000
    Account Volume 1,400 1,800
    Average Time to Resolution 32 min 25 min
    First Contact Resolution 15% 35%
    Web Traffic per Month (Unique Visitors) 10,000 15,000
    End-User Satisfaction 62% 85%+
    Other metric
    Other metric
    Other metric

    Understand the importance of setting project expectations with a scope statement

    Be sure to understand what is in scope for a CXM strategy project. Prevent too wide of a scope to avoid scope creep – for example, we aren’t tackling ERP or BI under CXM.

    In Scope

    Establishing the parameters of the project in a scope statement helps define expectations and provides a baseline for resource allocation and planning. Future decisions about the strategic direction of CXM will be based on the scope statement.

    Scope Creep

    Well-executed requirements gathering will help you avoid expanding project parameters, drawing on your resources, and contributing to cost overruns and project delays. Avoid scope creep by gathering high-level requirements that lead to the selection of category-level application solutions (e.g. CRM, MMS, SMMP, etc.), rather than granular requirements that would lead to vendor application selection (e.g. Salesforce, Marketo, Hootsuite, etc.).

    Out of Scope

    Out-of-scope items should also be defined to alleviate ambiguity, reduce assumptions, and further clarify expectations for stakeholders. Out-of-scope items can be placed in a backlog for later consideration. For example, fulfilment and logistics management is out of scope as it pertains to CXM.

    In Scope
    Strategy
    High-Level CXM Application Requirements CXM Strategic Direction Category Level Application Solutions (e.g. CRM, MMS, etc.)
    Out of Scope
    Software Selection
    Vendor Application Review Vendor Application Selection Granular Application System Requirements

    Activity: Define the scope of the CXM strategy

    1.2.3 30 minutes

    Input

    • N/A

    Output

    • Project scope and parameters
    • CXM Strategy Project Charter Template, section 3.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Sponsor
    • Project Manager
    • Business Lead

    Instructions

    1. Formulate a scope statement. Decide which people, processes, and functions the CXM strategy will address. Generally, the aim of this project is to develop strategic requirements for the CXM application portfolio – not to select individual vendors.
    2. Document your scope statement in Info-Tech’s CXM Strategy Project Charter Template in section 3.0.

    To form your scope statement, ask the following questions:

    • What are the major coverage points?
    • Who will be using the systems?
    • How will different users interact with the systems?
    • What are the objectives that need to be addressed?
    • Where do we start?
    • Where do we draw the line?

    Identify the right stakeholders to include on your project team

    Consider the core team functions when composing the project team. Form a cross-functional team (i.e. across IT, Marketing, Sales, Service, Operations) to create a well-aligned CXM strategy.

    Required Skills/Knowledge Suggested Project Team Members
    IT
    • Application development
    • Enterprise integration
    • Business processes
    • Data management
    • CRM Application Manager
    • Business Process Manager
    • Integration Manager
    • Application Developer
    • Data Stewards
    Business
    • Understanding of the customer
    • Departmental processes
    • Sales Manager
    • Marketing Manager
    • Customer Service Manager
    Other
    • Operations
    • Administrative
    • Change management
    • Operations Manager
    • CFO
    • Change Management Manager

    Info-Tech Insight

    Don’t let your project team become too large when trying to include all relevant stakeholders. Carefully limiting the size of the project team will enable effective decision making while still including functional business units such as marketing, sales, service, and finance, as well as IT.

    Activity: Create the project team

    1.2.4 45 minutes

    Input

    • Scope Statement (output of Activity 1.2.3).

    Output

    • Project Team
    • CXM Strategy Project Charter Template, section 4.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead

    Instructions

    1. Review your scope statement. Have a discussion to generate a complete list of key stakeholders that are needed to achieve the scope of work.
    2. Using the previously generated list, identify a candidate for each role and determine their responsibilities and expected time commitment for the CXM strategy project.
    3. Document the project team in Info-Tech’s CXM Strategy Project Charter Template in section 4.0.

    Define project roles and responsibilities to improve progress tracking

    Build a list of the core CXM strategy team members, and then structure a RACI chart with the relevant categories and roles for the overall project.

    Responsible - Conducts work to achieve the task

    Accountable - Answerable for completeness of task

    Consulted - Provides input for the task

    Informed - Receives updates on the task

    Info-Tech Insight

    Avoid missed tasks between inter-functional communications by defining roles and responsibilities for the project as early as possible.

    Benefits of Assigning RACI Early:

    • Improve project quality by assigning the right people to the right tasks.
    • Improve chances of project task completion by assigning clear accountabilities.
    • Improve project buy-in by ensuring that stakeholders are kept informed of project progress, risks, and successes.

    Activity: Build a RACI chart

    1.2.5 30 minutes

    Input

    • Project Team (output of Activity 1.2.4)

    Output

    • RACI chart
    • CXM Strategy Project Charter Template, section 4.2

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead

    Instructions

    1. Identify the key stakeholder teams that should be involved in the CXM strategy project. You should have a cross-functional team that encompasses both IT (various units) and the business.
    2. Determine whether each stakeholder should be responsible, accountable, consulted, and/or informed with respect to each overarching project step.
    3. Confirm and communicate the results to relevant stakeholders and obtain their approval.
    4. Document the RACI chart in Info-Tech’s CXM Strategy Project Charter Template in section 4.2.
    Example: RACI Chart Project Sponsor (e.g. CMO) Project Manager (e.g. Applications Manager) Business Lead (e.g. Marketing Director) Steering Committee (e.g. PM, CMO, CFO…) Project Team (e.g. PM, BL, SMEs…)
    Assess Project Value I C A R C
    Conduct a Current State Assessment I I A C R
    Design Application Portfolio I C A R I
    Create CXM Roadmap R R A I I
    ... ... ... ... ... ...

    Activity: Develop a timeline in order to specify concrete project milestones

    1.2.6 30 minutes

    Input

    • N/A

    Output

    • Project timeline
    • CXM Strategy Project Charter Template, section 5.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead

    Instructions

    1. Assign responsibilities, accountabilities, and other project involvement to each project team role using a RACI chart. Remember to consider dependencies when creating the schedule and identifying appropriate subtasks.
    2. Document the timeline in Info-Tech’s CXM Strategy Project Charter Template in section 5.0.
    Key Activities Start Date End Date Target Status Resource(s)
    Structure the Project and Build the Project Team
    Articulate Business Objectives and Define Vision for Future State
    Document Current State and Assess Gaps
    Identify CXM Technology Solutions
    Build the Strategy for CXM
    Implement the Strategy

    Assess project-associated risk by understanding common barriers and enablers

    Common Internal Risk Factors

    Management Support Change Management IT Readiness
    Definition The degree of understanding and acceptance of CXM as a concept and necessary portfolio of technologies. The degree to which employees are ready to accept change and the organization is ready to manage it. The degree to which the organization is equipped with IT resources to handle new systems and processes.
    Assessment Outcomes
    • Is CXM enablement recognized as a top priority?
    • Will management commit time to the project?
    • Are employees resistant to change?
    • Is there an organizational awareness of the importance of customer experience?
    • Who are the owners of process and content?
    • Is there strong technical expertise?
    • Is there strong infrastructure?
    • What are the important integration points throughout the business?
    Risk
    • Low management buy-in
    • Lack of funding
    • Lack of resources
    • Low employee motivation
    • Lack of ownership
    • Low user adoption
    • Poor implementation
    • Reliance on consultants

    Activity: Identify the risks and create mitigation strategies

    1.2.7 45 minutes

    Input

    • N/A

    Output

    • Risk mitigation strategy
    • CXM Strategy Project Charter Template, section 6.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead
    • Project Team

    Instructions

    1. Brainstorm a list of possible risks that may impede the progress of your CXM project.
    2. Classify risks as strategy based (related to planning) or systems based (related to technology).
    3. Brainstorm mitigation strategies to overcome each risk.
    4. On a scale of 1 to 3, determine the impact of each risk on project success and the likelihood of each risk occurring.
    5. Document your findings in Info-Tech’s CXM Strategy Project Charter Template in section 6.0.

    Likelihood:

    1 - High/Needs Focus

    2 - Can Be Mitigated

    3 - Unlikely

    Impact

    1 - High Impact

    2 - Moderate Impact

    3 - Minimal Impact

    Example: Risk Register and Mitigation Tactics

    Risk Impact Likelihood Mitigation Effort
    Cost of time and implementation: designing a robust portfolio of CXM applications can be a time consuming task, representing a heavy investment for the organization 1 1
    • Have a clear strategic plan and a defined time frame
    • Know your end-user requirements
    • Put together an effective and diverse strategy project team
    Availability of resources: lack of in-house resources (e.g. infrastructure, CXM application developers) may result in the need to insource or outsource resources 1 2
    • Prepare a plan to insource talent by hiring or transferring talent from other departments – e.g. marketing and customer service

    Activity: Complete the project charter and obtain approval

    1.2.8 45 minutes

    Input

    • N/A

    Output

    • Project approval
    • CXM Strategy Project Charter Template, section 8.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead
    • Project Team

    Instructions

    Before beginning to develop the CXM strategy, validate the project charter and metrics with senior sponsors or stakeholders and receive their approval to proceed.

    1. Schedule a 30-60 minute meeting with senior stakeholders and conduct a live review of your CXM strategy project charter.
    2. Obtain stakeholder approval to ensure there are no miscommunications or misunderstandings around the scope of the work that needs to be done to reach a successful project outcome. Final sign-off should only take place when mutual consensus has been reached.
      • Obtaining approval should be an iterative process; if senior management has concerns over certain aspects of the plan, revise and review again.

    Info-Tech Insight

    In most circumstances, you should have your CXM strategy project charter validated with the following stakeholders:

    • Chief Information Officer
    • IT Applications Director
    • CFO or Comptroller (for budget approval)
    • Chief Marketing Office or Head of Marketing
    • Chief Revenue Officer or VP of Sales
    • VP Customer Service

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    1.2.2 Define project purpose, objectives, and business metrics

    Through an in-depth discussion, an analyst will help you prioritize corporate objectives and organizational drivers to establish a distinct project purpose.

    1.2.3 Define the scope of the CXM strategy

    An analyst will facilitate a discussion to address critical questions to understand your distinct business needs. These questions include: What are the major coverage points? Who will be using the system?

    1.2.4; 1.2.5; 1.2.6 Create the CXM project team, build a RACI chart, and establish a timeline

    Our analysts will guide you through how to create a designated project team to ensure the success of your CXM strategy and suite selection initiative, including project milestones and team composition, as well as designated duties and responsibilities.

    Phase 2

    Create a Strategic Framework for CXM Technology Enablement

    Build a Strong Technology Foundation for Customer Experience Management

    Phase 2 outline: Steps 2.1 and 2.2

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Create a Strategic Framework for CXM Technology Enablement

    Proposed Time to Completion: 4 weeks

    Step 2.1: Scan the External Environment

    Start with an analyst kick-off call:

    • Discuss external drivers
    • Assess competitive environment
    • Review persona development
    • Review scenarios

    Then complete these activities…

    • Build the CXM operating model
    • Conduct a competitive analysis
    • Conduct a PEST analysis
    • Build personas and scenarios

    With these tools & templates:

    CXM Strategy Stakeholder Presentation Template

    Step 2.2: Assess the Current State for CRM

    Review findings with analyst:

    • Review SWOT analysis
    • Review VRIO analysis
    • Discuss strategic requirements for CXM

    Then complete these activities…

    • Conduct a SWOT analysis
    • Conduct a VRIO analysis
    • Inventory existing applications

    With these tools & templates:

    CXM Strategy Stakeholder Presentation Template

    Phase 2 outline: Steps 2.3 and 2.4

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Create a Strategic Framework for CXM Technology Enablement

    Proposed Time to Completion: 4 weeks

    Step 2.3: Create an Application Portfolio

    Start with an analyst kick-off call:

    • Discuss possible business process maps
    • Discuss strategic requirements
    • Review application portfolio results

    Then complete these activities…

    • Build business maps
    • Execute application mapping

    With these tools & templates:

    CXM Portfolio Designer

    CXM Strategy Stakeholder Presentation Template

    CXM Business Process Shortlisting Tool

    Step 2.4: Develop Deployment Best Practices

    Review findings with analyst:

    • Review possible integration maps
    • Discuss best practices for end-user adoption
    • Discuss best practices for customer data quality

    Then complete these activities…

    • Create CXM integration ecosystem
    • Develop adoption game plan
    • Create data quality standards

    With these tools & templates:

    CXM Strategy Stakeholder Presentation Template

    Phase 2 Results & Insights:

    • Application portfolio for CXM
    • Deployment best practices for areas such as integration, data quality, and end-user adoption

    Step 2.1: Scan the External Environment

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Inventory CXM drivers and organizational objectives
    • Identify CXM challenges and pain points
    • Discuss opportunities and benefits
    • Align corporate and CXM strategies
    • Conduct a competitive analysis
    • Conduct a PEST analysis and extract strategic requirements
    • Build customer personas and extract strategic requirements

    Outcomes:

    • CXM operating model
      • Organizational drivers
      • Environmental factors
      • Barriers
      • Enablers
    • PEST analysis
    • External customer personas
    • Customer journey scenarios
    • Strategic requirements for CXM

    Develop a CXM technology operating model that takes stock of needs, drivers, barriers, and enablers

    Establish the drivers, enablers, and barriers to developing a CXM technology enablement strategy. In doing so, consider needs, environmental factors, organizational drivers, and technology drivers as inputs.

    CXM Strategy

    • Barriers
      • Lack of Resources
      • Cultural Mindset
      • Resistance to Change
      • Poor End-User Adoption
    • Enablers
      • Senior Management Support
      • Customer Data Quality
      • Current Technology Portfolio
    • Business Needs (What are your business drivers? What are current marketing, sales, and customer service pains?)
      • Acquisition Pipeline Management
      • Live Chat for Support
      • Social Media Analytics
      • Etc.
    • Organizational Goals
      • Increase Profitability
      • Enhance Customer Experience Consistency
      • Reduce Time-to-Resolution
      • Increase First Contact Resolution
      • Boost Share of Voice
    • Environmental Factors (What factors that affect your strategy are out of your control?)
      • Customer Buying Habits
      • Changing Technology Trends
      • Competitive Landscape
      • Regulatory Requirements
    • Technology Drivers (Why do you need a new system? What is the purpose for becoming an integrated organization?)
      • System Integration
      • Reporting Capabilities
      • Deployment Model

    Understand your needs, drivers, and organizational objectives for creating a CXM strategy

    Business Needs Organizational Drivers Technology Drivers Environmental Factors
    Definition A business need is a requirement associated with a particular business process (for example, Marketing needs customer insights from the website – the business need would therefore be web analytics capabilities). Organizational drivers can be thought of as business-level goals. These are tangible benefits the business can measure such as customer retention, operation excellence, and financial performance. Technology drivers are technological changes that have created the need for a new CXM enablement strategy. Many organizations turn to technology systems to help them obtain a competitive edge. External considerations are factors taking place outside of the organization that are impacting the way business is conducted inside the organization. These are often outside the control of the business.
    Examples
    • Web analytics
    • Live chat capabilities
    • Mobile self-service
    • Social media listening
    • Data quality
    • Customer satisfaction
    • Branding
    • Time-to-resolution
    • Deployment model (i.e. SaaS)
    • Integration
    • Reporting capabilities
    • Fragmented technologies
    • Economic factors
    • Customer preferences
    • Competitive influencers
    • Compliance regulations

    Info-Tech Insight

    A common organizational driver is to provide adequate technology enablement across multiple channels, resulting in a consistent customer experience. This driver is a result of external considerations. Many industries today are highly competitive and rapidly changing. To succeed under these pressures, you must have a rationalized portfolio of enterprise applications for customer interaction.

    Activity: Inventory and discuss CXM drivers and organizational objectives

    2.1.1 30 minutes

    Input

    • Business needs
    • Exercise 1.1.3
    • Exercise 1.1.4
    • Environmental factors

    Output

    • CXM operating model inputs
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm the business needs, organizational drivers, technology drivers, and environmental factors that will inform the CXM strategy. Draw from exercises 1.1.3-1.1.5.
    2. Document your findings in the CXM operating model template. This can be found in the CXM Strategy Stakeholder Presentation Template.

    The image is a graphic, with a rectangle split into three sections in the centre. The three sections are: Barriers; CXM Strategy; Enablers. Around the centre are 4 more rectangles, labelled: Business Needs; Organizational Drivers; Technology Drivers; Environmental Factors. The outer rectangles are a slightly darker shade of grey than the others, highlighting them.

    Understand challenges and barriers to creating and executing the CXM technology-enablement strategy

    Take stock of internal challenges and barriers to effective CXM strategy execution.

    Example: Internal Challenges & Potential Barriers

    Understanding the Customer Change Management IT Readiness
    Definition The degree to which a holistic understanding of the customer can be created, including customer demographic and psychographics. The degree to which employees are ready to accept operational and cultural changes and the degree to which the organization is ready to manage it. The degree to which IT is ready to support new technologies and processes associated with a portfolio of CXM applications.
    Questions to Ask
    • As an organization, do we have a true understanding of our customers?
    • How might we achieve a complete understanding of the customer throughout different phases of the customer lifecycle?
    • Are employees resistant to change?
    • Are there enough resources to drive an CXM strategy?
    • To what degree is the existing organizational culture customer-centric?
    • Is there strong technical expertise?
    • Is there strong infrastructure?
    Implications
    • Uninformed creation of CXM strategic requirements
    • Inadequate understanding of customer needs and wants
    • User acceptance
    • Lack of ownership
    • Lack of accountability
    • Lack of sustainability
    • Poor implementation
    • Reliance on expensive external consultants
    • Lack of sustainability

    Activity: Identify CXM challenges and pain points

    2.1.2 30 minutes

    Input

    • Challenges
    • Pain points

    Output

    • CXM operating model barriers
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm the challenges and pain points that may act as barriers to the successful planning and execution of a CXM strategy.
    2. Document your findings in the CXM operating model template. This can be found in the CXM Strategy Stakeholder Presentation Template.

    The image is the same graphic from a previous section. In this instance, the Barriers sections is highlighted.

    Identify opportunities that can enable CXM strategy execution

    Existing internal conditions, capabilities, and resources can create opportunities to enable the CXM strategy. These opportunities are critical to overcoming challenges and barriers.

    Example: Opportunities to Leverage for Strategy Enablement

    Management Buy-In Customer Data Quality Current Technology Portfolio
    Definition The degree to which upper management understands and is willing to enable a CXM project, complete with sponsorship, funding, and resource allocation. The degree to which customer data is accurate, consistent, complete, and reliable. Strong customer data quality is an opportunity – poor data quality is a barrier. The degree to which the existing portfolio of CXM-supporting enterprise applications can be leveraged to enable the CXM strategy.
    Questions to Ask
    • Is management informed of changing technology trends and the subsequent need for CXM?
    • Are adequate funding and resourcing available to support a CXM project, from strategy creation to implementation?
    • Are there any data quality issues?
    • Is there one source of truth for customer data?
    • Are there duplicate or incomplete sets of data?
    • Does a strong CRM backbone exist?
    • What marketing, sales, and customer service applications exist?
    • Are CXM-enabling applications rated highly on usage and performance?
    Implications
    • Need for CXM clearly demonstrated
    • Financial and logistical feasibility
    • Consolidated data quality governance initiatives
    • Informed decision making
    • Foundation for CXM technology enablement largely in place
    • Reduced investment of time and money needed

    Activity: Discuss opportunities and benefits

    2.1.3 30 minutes

    Input

    • Opportunities
    • Benefits

    Output

    • Completed CXM operating model
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm opportunities that should be leveraged or benefits that should be realized to enable the successful planning and execution of a CXM strategy.
    2. Document your findings in the CXM operating model template. This can be found in the CXM Strategy Stakeholder Presentation Template.

    The image is the same graphic from earlier sections, this time with the Enablers section highlighted.

    Ensure that you align your CXM technology strategy to the broader corporate strategy

    A successful CXM strategy requires a comprehensive understanding of an organization’s overall corporate strategy and its effects on the interrelated departments of marketing, sales, and service, including subsequent technology implications. For example, a CXM strategy that emphasizes tools for omnichannel management and is at odds with a corporate strategy that focuses on only one or two channels will fail.

    Corporate Strategy

    • Conveys the current state of the organization and the path it wants to take.
    • Identifies future goals and business aspirations.
    • Communicates the initiatives that are critical for getting the organization from its current state to the future state.

    CXM Strategy

    • Communicates the company’s budget and spending on CXM applications and initiatives.
    • Identifies IT initiatives that will support the business and key CXM objectives, specific to marketing, sales, and service.
    • Outlines staffing and resourcing for CXM initiatives.

    Unified Strategy

    • The CXM implementation can be linked, with metrics, to the corporate strategy and ultimate business objectives.

    Info-Tech Insight

    Your organization’s corporate strategy is especially important in dictating the direction of the CXM strategy. Corporate strategies are often focused on customer-facing activity and will heavily influence the direction of marketing, sales, customer service, and consequentially, CXM. Corporate strategies will often dictate market targeting, sales tactics, service models, and more.

    Review sample organizational objectives to decipher how CXM technologies can support such objectives

    Identifying organizational objectives of high priority will assist in breaking down CXM objectives to better align with the overall corporate strategy and achieve buy-in from key stakeholders.

    Corporate Objectives Aligned CXM Technology Objectives
    Increase Revenue Enable lead scoring Deploy sales collateral management tools Improve average cost per lead via a marketing automation tool
    Enhance Market Share Enhance targeting effectiveness with a CRM Increase social media presence via an SMMP Architect customer intelligence analysis
    Improve Customer Satisfaction Reduce time-to-resolution via better routing Increase accessibility to customer service with live chat Improve first contact resolution with customer KB
    Increase Customer Retention Use a loyalty management application Improve channel options for existing customers Use customer analytics to drive targeted offers
    Create Customer-Centric Culture Ensure strong training and user adoption programs Use CRM to provide 360-degree view of all customer interaction Incorporate the voice of the customer into product development

    Activity: Review your corporate strategy and validate its alignment with the CXM operating model

    2.1.4 30 minutes

    Input

    • Corporate strategy
    • CXM operating model (completed in Activity 2.1.3)

    Output

    • Strategic alignment between the business and CXM strategies

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm and create a list of organizational objectives at the corporate strategy level.
    2. Break down each organizational objective to identify how CXM may support it.
    3. Validate CXM goals and organizational objectives with your CXM operating model. Be sure to address the validity of each with the business needs, organizational drivers, technology drivers, and environmental factors identified as inputs to the operating model.

    Amazon leverages customer data to drive decision making around targeted offers and customer experience

    CASE STUDY

    Industry E-Commerce

    Source Pardot, 2012

    Situation

    Amazon.com, Inc. is an American electronic commerce and cloud computing company. It is the largest e-commerce retailer in the US.

    Amazon originated as an online book store, later diversifying to sell various forms of media, software, games, electronics, apparel, furniture, food, toys, and more.

    By taking a data-driven approach to marketing and sales, Amazon was able to understand its customers’ needs and wants, penetrate different product markets, and create a consistently personalized online-shopping customer experience that keeps customers coming back.

    Technology Strategy

    Use Browsing Data Effectively

    Amazon leverages marketing automation suites to view recent activities of prospects on its website. In doing so, a more complete view of the customer is achieved, including insights into purchasing interests and site navigation behaviors.

    Optimize Based on Interactions

    Using customer intelligence, Amazon surveys and studies standard engagement metrics like open rate, click-through rate, and unsubscribes to ensure the optimal degree of marketing is being targeted to existing and prospective customers, depending on level of engagement.

    Results

    Insights gained from having a complete understanding of the customer (from basic demographic characteristics provided in customer account profiles to observed psychographic behaviors captured by customer intelligence applications) are used to personalize Amazon’s sales and marketing approaches. This is represented through targeted suggestions in the “recommended for you” section of the browsing experience and tailored email marketing.

    It is this capability, partnered with the technological ability to observe and measure customer engagement, that allows Amazon to create individual customer experiences.

    Scan the external environment to understand your customers, competitors, and macroenvironmental trends

    Do not develop your CXM technology strategy in isolation. Work with Marketing to understand your STP strategy (segmentation, targeting, positioning): this will inform persona development and technology requirements downstream.

    Market Segmentation

    • Segment target market by demographic, geographic, psychographic, and behavioral characteristics
    • What does the competitive market look like?
    • Who are the key customer segments?
    • What segments are you going to target?

    Market Targeting

    • Evaluate potential and commercial attractiveness of each segment, considering the dynamics of the competition
    • How do you target your customers?
    • How should you target them in the future?
    • How do your products/services differ from the competition?

    Product Positioning

    • Develop detailed product positioning and marketing mixes for selected segments
    • What is the value of the product/service to each segment of the market?
    • How are you positioning your product/service in the market?

    Info-Tech Insight

    It is at this point that you should consider the need for and viability of an omnichannel approach to CXM. Through which channels do you target your customers? Are your customers present and active on a wide variety of channels? Consider how you can position your products, services, and brand through the use of omnichannel methodologies.

    Activity: Conduct a competitive analysis to understand where your market is going

    2.1.5 1 hour

    Input

    • Scan of competitive market
    • Existing customer STP strategy

    Output

    • Strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team
    • Marketing SME

    Instructions

    1. Scan the market for direct and indirect competitors.
    2. Evaluate current and/or future segmentation, targeting, and positioning strategies by answering the following questions:
    • What does the competitive market look like?
    • Who are the key customer segments?
    • What segments are you going to target?
    • How do you target your customers?
    • How should you target them in the future?
    • How do your products/services differ from the competition?
    • What is the value of the product/service to each segment of the market?
    • How are you positioning your product/service in the market?
    • Other helpful questions include:
      • How formally do you target customers? (e.g. through direct contact vs. through passive brand marketing)
      • Does your organization use the shotgun or rifle approach to marketing?
        • Shotgun marketing: targets a broad segment of people, indirectly
        • Rifle marketing: targets smaller and more niche market segments using customer intelligence
  • For each point, identify CXM requirements.
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • Activity: Conduct a competitive analysis (cont’d)

    2.1.5 30 minutes

    Input

    • Scan of competitive market

    Output

    • Competitive analysis
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team
    • Marketing SME (e.g. Market Research Stakeholders)

    Instructions

    1. List recent marketing technology and customer experience-related initiatives that your closest competitors have implemented.
    2. For each identified initiative, elaborate on what the competitive implications are for your organization.
    3. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Competitive Implications

    Competitor Organization Recent Initiative Associated Technology Direction of Impact Competitive Implication
    Organization X Multichannel E-Commerce Integration WEM – hybrid integration Positive
    • Up-to-date e-commerce capabilities
    • Automatic product updates via PCM
    Organization Y Web Social Analytics WEM Positive
    • Real-time analytics and customer insights
    • Allows for more targeted content toward the visitor or customer

    Conduct a PEST analysis to determine salient political, economic, social, and technological impacts for CXM

    A PEST analysis is a structured planning method that identifies external environmental factors that could influence the corporate and IT strategy.

    Political - Examine political factors, such as relevant data protection laws and government regulations.

    Economic - Examine economic factors, such as funding, cost of web access, and labor shortages for maintaining the site(s).

    Technological - Examine technological factors, such as new channels, networks, software and software frameworks, database technologies, wireless capabilities, and availability of software as a service.

    Social - Examine social factors, such as gender, race, age, income, and religion.

    Info-Tech Insight

    When looking at opportunities and threats, PEST analysis can help to ensure that you do not overlook external factors, such as technological changes in your industry. When conducting your PEST analysis specifically for CXM, pay particular attention to the rapid rate of change in the technology bucket. New channels and applications are constantly emerging and evolving, and seeing differential adoption by potential customers.

    Activity: Conduct and review the PEST analysis

    2.1.6 30 minutes

    Input

    • Political, economic, social, and technological factors related to CXM

    Output

    • Completed PEST analysis

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Identify your current strengths and weaknesses in managing the customer experience.
    2. Identify any opportunities to take advantage of and threats to mitigate.

    Example: PEST Analysis

    Political

    • Data privacy for PII
    • ADA legislation for accessible design

    Economic

    • Spending via online increasing
    • Focus on share of wallet

    Technological

    • Rise in mobile
    • Geo-location based services
    • Internet of Things
    • Omnichannel

    Social

    • Increased spending power by millennials
    • Changing channel preferences
    • Self-service models

    Activity: Translate your PEST analysis into a list of strategic CXM technology requirements to be addressed

    2.1.7 30 minutes

    Input

    • PEST Analysis conducted in Activity 2.1.6.

    Output

    • Strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    For each PEST quadrant:

    1. Document the point and relate it to a goal.
    2. For each point, identify CXM requirements.
    3. Sort goals and requirements to eliminate duplicates.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Parsing Requirements from PEST Analysis

    Technological Trend: There has been a sharp increase in popularity of mobile self-service models for buying habits and customer service access.

    Goal: Streamline mobile application to be compatible with all mobile devices. Create consistent branding across all service delivery applications (e.g. website, etc.).

    Strategic Requirement: Develop a native mobile application while also ensuring that resources through our web presence are built with responsive design interface.

    IT must fully understand the voice of the customer: work with Marketing to develop customer personas

    Creating a customer-centric CXM technology strategy requires archetypal customer personas. Creating customer personas will enable you to talk concretely about them as consumers of your customer experience and allow you to build buyer scenarios around them.

    A persona (or archetypal user) is an invented person that represents a type of user in a particular use-case scenario. In this case, personas can be based on real customers.

    Components of a persona Example – Organization: Grocery Store
    Name Name personas to reflect a key attribute such as the persona’s primary role or motivation Brand Loyal Linda: A stay-at-home mother dedicated to maintaining and caring for a household of 5 people
    Demographic Include basic descriptors of the persona (e.g. age, geographic location, preferred language, education, job, employer, household income, etc.) Age: 42 years old Geographic location: London Suburbia Language: English Education: Post-secondary Job: Stay-at-home mother Annual Household Income: $100,000+
    Wants, needs, pain points Identify surface-level motivations for buying habits

    Wants: Local products Needs: Health products; child-safe products

    Pain points: Fragmented shopping experience

    Psychographic/behavioral traits Observe persona traits that are representative of the customers’ behaviors (e.g. attitudes, buying patterns, etc.)

    Psychographic: Detail-oriented, creature of habit

    Behavioral: Shops at large grocery store twice a week, visits farmers market on Saturdays, buys organic products online

    Activity: Build personas for your customers

    2.1.8 2 hours

    Input

    • Customer demographics and psychographics

    Output

    • List of prioritized customer personas
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    Project Team

    Instructions

    1. In 2-4 groups, list all the customer personas that need to be built. In doing so, consider the people who interact with your organization most often.
    2. Build a demographic profile for each customer persona. Include information such as age, geographic location, occupation, annual income, etc.
    3. Augment the persona with a psychographic profile of each customer. Consider the goals and objectives of each customer persona and how these might inform buyer behaviors.
    4. Introduce your group’s personas to the entire group, in a round-robin fashion, as if you are introducing your persona at a party.
    5. Summarize the personas in a persona map. Rank your personas according to importance and remove any duplicates.

    Info-Tech Insight

    For CXM, persona building is typically used for understanding the external customer; however, if you need to gain a better understanding of the organization’s internal customers (those who will be interacting with CXM applications), personas can also be built for this purpose. Examples of useful internal personas are sales managers, brand managers, customer service directors, etc.

    Sample Persona Templates

    Fred, 40

    The Family Man

    Post-secondary educated, white-collar professional, three children

    Goals & Objectives

    • Maintain a stable secure lifestyle
    • Progress his career
    • Obtain a good future for his children

    Behaviors

    • Manages household and finances
    • Stays actively involved in children’s activities and education
    • Seeks potential career development
    • Uses a cellphone and email frequently
    • Sometimes follows friends Facebook pages

    Services of Interest

    • SFA, career counselling, job boards, day care, SHHS
    • Access to information via in-person, phone, online

    Traits

    General Literacy - High

    Digital Literacy - Mid-High

    Detail-Oriented - High

    Willing to Try New Things - Mid-High

    Motivated and Persistent - Mid-High

    Time Flexible - Mid-High

    Familiar With [Red.] - Mid

    Access to [Red.] Offices - High

    Access to Internet - High

    Ashley, 35

    The Tourist

    Single, college educated, planning vacation in [redacted], interested in [redacted] job opportunities

    Goals & Objectives

    • Relax after finishing a stressful job
    • Have adventures and try new things
    • Find a new job somewhere in Canada

    Behaviors

    • Collects information about things to do in [redacted]
    • Collects information about life in [redacted]
    • Investigates and follows up on potential job opportunities
    • Uses multiple social media to keep in touch with friends
    • Shops online frequently

    Services of Interest

    • SFA, job search, road conditions, ferry schedules, hospital, police station, DL requirements, vehicle rental
    • Access to information via in-person, phone, website, SMS, email, social media

    Traits

    General Literacy - Mid

    Digital Literacy - High

    Detail-Oriented - Mid

    Willing to Try New Things - High

    Motivated and Persistent - Mid

    Time Flexible - Mid-High

    Familiar With [Red.] - Low

    Access to [Red.] Offices - Low

    Access to Internet - High

    Bill, 25

    The Single Parent

    15-year resident of [redacted], high school education, waiter, recently divorced, two children

    Goals & Objectives

    • Improve his career options so he can support his family
    • Find an affordable place to live
    • Be a good parent
    • Work through remaining divorce issues

    Behaviors

    • Tries to get training or experience to improve his career
    • Stays actively involved in his children’s activities
    • Looks for resources and supports to resolve divorce issues
    • Has a cellphone and uses the internet occasionally

    Services of Interest

    • Child care, housing authority, legal aid, parenting resources
    • Access to information via in person, word-of mouth, online, phone, email

    Traits

    General Literacy - Mid

    Digital Literacy - Mid-Low

    Detail-Oriented - Mid-Low

    Willing to Try New Things - Mid

    Motivated and Persistent - High

    Time Flexible - Mid

    Familiar With [Red.] - Mid-High

    Access to [Red.] Offices - High

    Access to Internet - High

    Marie, 19

    The Regional Youth

    Single, [redacted] resident, high school graduate

    Goals & Objectives

    • Get a good job
    • Maintain ties to family and community

    Behaviors

    • Looking for work
    • Gathering information about long-term career choices
    • Trying to get the training or experience that can help her develop a career
    • Staying with her parents until she can get established
    • Has a new cellphone and is learning how to use it
    • Plays videogames and uses the internet at least weekly

    Services of Interest

    • Job search, career counselling
    • Access to information via in-person, online, phone, email, web applications

    Traits

    General Literacy - Mid

    Digital Literacy - Mid

    Detail-Oriented - Mid-Low

    Willing to Try New Things - Mid-High

    Motivated and Persistent - Mid-Low

    Time Flexible - High

    Familiar With [Red.] - Mid-Low

    Access to [Red.] Offices - Mid-Low

    Access to Internet - Mid

    Build key scenarios for each persona to extract strategic requirements for your CXM application portfolio

    A scenario is a story or narrative that helps explore the set of interactions that a customer has with an organization. Scenario mapping will help parse requirements used to design the CXM application portfolio.

    A Good Scenario…

    • Describes specific task(s) that need to be accomplished
    • Describes user goals and motivations
    • Describes interactions with a compelling but not overwhelming amount of detail
    • Can be rough, as long as it provokes ideas and discussion

    Scenarios Are Used To…

    • Provide a shared understanding about what a user might want to do, and how they might want to do it
    • Help construct the sequence of events that are necessary to address in your user interface(s)

    To Create Good Scenarios…

    • Keep scenarios high level, not granular in nature
    • Identify as many scenarios as possible. If you’re time constrained, try to develop 2-3 key scenarios per persona
    • Sketch each scenario out so that stakeholders understand the goal of the scenario

    Activity: Build scenarios for each persona and extract strategic requirements for the CXM strategy

    2.1.9 1.5 hours

    Input

    • Customer personas (output of Activity 2.1.5)

    Output

    • CX scenario maps
    • Strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. For each customer persona created in Activity 2.1.5, build a scenario. Choose and differentiate scenarios based on the customer goal of each scenario (e.g. make online purchase, seek customer support, etc.).
    2. Think through the narrative of how a customer interacts with your organization, at all points throughout the scenario. List each step in the interaction in a sequential order to form a scenario journey.
    3. Examine each step in the scenario and brainstorm strategic requirements that will be needed to support the customer’s use of technology throughout the scenario.
    4. Repeat steps 1-3 for each persona. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Scenario Map

    Persona Name: Brand Loyal Linda

    Scenario Goal: File a complaint about in-store customer service

    Look up “[Store Name] customer service” on public web. →Reach customer support landing page. →Receive proactive notification prompt for online chat with CSR. →Initiate conversation: provide order #. →CSR receives order context and information. →Customer articulates problem, CSR consults knowledgebase. →Discount on next purchase offered. →Send email with discount code to Brand Loyal Linda.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    2.1.1; 2.1.2; 2.1.3; 2.1.4 - Create a CXM operating model

    An analyst will facilitate a discussion to identify what impacts your CXM strategy and how to align it to your corporate strategy. The discussion will take different perspectives into consideration and look at organizational drivers, external environmental factors, as well as internal barriers and enablers.

    2.1.5 Conduct a competitive analysis

    Calling on their depth of expertise in working with a broad spectrum of organizations, our facilitator will help you work through a structured, systematic evaluation of competitors’ actions when it comes to CXM.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.1.6; 2.1.7 - Conduct a PEST analysis

    The facilitator will use guided conversation to target each quadrant of the PEST analysis and help your organization fully enumerate political, economic, social, and technological trends that will influence your CXM strategy. Our analysts are deeply familiar with macroenvironmental trends and can provide expert advice in identifying areas of concern in the PEST and drawing strategic requirements as implications.

    2.1.8; 2.1.9 - Build customer personas and subsequent persona scenarios

    Drawing on the preceding exercises as inputs, the facilitator will help the team create and refine personas, create respective customer interaction scenarios, and parse strategic requirements to support your technology portfolio for CXM.

    Step 2.2: Assess the Current State of CXM

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Conduct a SWOT analysis and extract strategic requirements
    • Inventory existing CXM applications and assess end-user usage and satisfaction
    • Conduct a VRIO analysis and extract strategic requirements

    Outcomes:

    • SWOT analysis
    • VRIO analysis
    • Current state application portfolio
    • Strategic requirements

    Conduct a SWOT analysis to prepare for creating your CXM strategy

    A SWOT analysis is a structured planning method that evaluates the strengths, weaknesses, opportunities, and threats involved in a project.

    Strengths - Strengths describe the positive attributes that are within your control and internal to your organization (i.e. what do you do better than anyone else?)

    Weaknesses - Weaknesses are internal aspects of your business that place you at a competitive disadvantage; think of what you need to enhance to compete with your top competitor.

    Opportunities - Opportunities are external factors the project can capitalize on. Think of them as factors that represent reasons your business is likely to prosper.

    Threats - Threats are external factors that could jeopardize the project. While you may not have control over these, you will benefit from having contingency plans to address them if they occur.

    Info-Tech Insight

    When evaluating weaknesses of your current CXM strategy, ensure that you’re taking into account not just existing applications and business processes, but also potential deficits in your organization’s channel strategy and go-to-market messaging.

    Activity: Conduct a SWOT analysis

    2.2.1 30 minutes

    Input

    • CXM strengths, weaknesses, opportunities, and threats

    Output

    • Completed SWOT analysis

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Identify your current strengths and weaknesses in managing the customer experience. Consider marketing, sales, and customer service aspects of the CX.
    2. Identify any opportunities to take advantage of and threats to mitigate.

    Example: SWOT Analysis

    Strengths

    • Strong customer service model via telephony

    Weaknesses

    • Customer service inaccessible in real-time through website or mobile application

    Opportunities

    • Leverage customer intelligence to measure ongoing customer satisfaction

    Threats

    • Lack of understanding of customer interaction platforms by staff could hinder adoption

    Activity: Translate your SWOT analysis into a list of requirements to be addressed

    2.2.2 30 minutes

    Input

    • SWOT Analysis conducted in Activity 2.2.1.

    Output

    • Strategic CXM requirements
    • CXM Stakeholder Presentation Template

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    For each SWOT quadrant:

    1. Document the point and relate it to a goal.
    2. For each point, identify CXM requirements.
    3. Sort goals and requirements to eliminate duplicates.
    4. Document your outputs in the CXM Stakeholder Presentation Template.

    Example: Parsing Requirements from SWOT Analysis

    Weakness: Customer service inaccessible in real-time through website or mobile application.

    Goal: Increase the ubiquity of access to customer service knowledgebase and agents through a web portal or mobile application.

    Strategic Requirement: Provide a live chat portal that matches the customer with the next available and qualified agent.

    Inventory your current CXM application portfolio

    Applications are the bedrock of technology enablement for CXM. Review your current application portfolio to identify what is working well and what isn’t.

    Understand Your CXM Application Portfolio With a Four-Step Approach

    Build the CXM Application Inventory →Assess Usage and Satisfaction →Map to Business Processes and Determine Dependencies →Determine Grow/Maintain/ Retire for Each Application

    When assessing the CXM applications portfolio, do not cast your net too narrowly; while CRM and MMS applications are often top of mind, applications for digital asset management and social media management are also instrumental for ensuring a well-integrated CX.

    Identify dependencies (either technical or licensing) between applications. This dependency tracing will come into play when deciding which applications should be grown (invested in), which applications should be maintained (held static), and which applications should be retired (divested).

    Info-Tech Insight

    Shadow IT is prominent here! When building your application inventory, ensure you involve Marketing, Sales, and Service to identify any “unofficial” SaaS applications that are being used for CXM. Many organizations fail to take a systematic view of their CXM application portfolio beyond maintaining a rough inventory. To assess the current state of alignment, you must build the application inventory and assess satisfaction metrics.

    Understand which of your organization’s existing enterprise applications enable CXM

    Review the major enterprise applications in your organization that enable CXM and align your requirements to these applications (net-new or existing). Identify points of integration to capture the big picture.

    The image shows a graphic titled Example: Integration of CRM, SMMP, and ERP. It is a flow chart, with icons defined by a legend on the right side of the image

    Info-Tech Insight

    When assessing the current application portfolio that supports CXM, the tendency will be to focus on the applications under the CXM umbrella, relating mostly to marketing, sales, and customer service. Be sure to include systems that act as input to, or benefit due to outputs from, CRM or similar applications. Examples of these systems are ERP systems, ECM (e.g. SharePoint) applications, and more.

    Assess CXM application usage and satisfaction

    Having a portfolio but no contextual data will not give you a full understanding of the current state. The next step is to thoroughly assess usage patterns as well as IT, management, and end-user satisfaction with each application.

    Example: Application Usage & Satisfaction Assessment

    Application Name Level of Usage IT Satisfaction Management Satisfaction End-User Satisfaction Potential Business Impact
    CRM (e.g. Salesforce) Medium High Medium Medium High
    CRM (e.g. Salesforce) Low Medium Medium High Medium
    ... ... ... ... ... ...

    Info-Tech Insight

    When evaluating satisfaction with any application, be sure to consult all stakeholders who come into contact with the application or depend on its output. Consider criteria such as ease of use, completeness of information, operational efficiency, data accuracy, etc.

    Use Info-Tech’s Application Portfolio Assessment to gather end-user feedback on existing CXM applications

    2.2.3 Application Portfolio Assessment: End-User Feedback

    Info-Tech’s Application Portfolio Assessment: End-User Feedback diagnostic is a low-effort, high-impact program that will give you detailed report cards on end-user satisfaction with an application. Use these insights to identify problems, develop action plans for improvement, and determine key participants.

    Application Portfolio Assessment: End-User Feedback is an 18-question survey that provides valuable insights on user satisfaction with an application by:

    • Performing a general assessment of the application portfolio that provides a full view of the effectiveness, criticality, and prevalence of all relevant applications.
    • Measuring individual application performance with open-ended user feedback surveys about the application, organized by department to simplify problem resolution.
    • Providing targeted department feedback to identify end-user satisfaction and focus improvements on the right group or line of business.

    INFO-TECH DIAGNOSTIC

    Activity: Inventory your CXM applications, and assess application usage and satisfaction

    2.2.4 1 hour

    Input

    • List of CXM applications

    Output

    • Complete inventory of CXM applications
    • CXM Stakeholder Presentation Template

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. List all existing applications that support the creation, management, and delivery of your customer experience.
    2. Identify which processes each application supports (e.g. content deployment, analytics, service delivery, etc.).
    3. Identify technical or licensing dependencies (e.g. data models).
    4. Assess the level of application usage by IT, management, and internal users (high/medium/low).
    5. Assess the satisfaction with and performance of each application according to IT, management, and internal users (high/medium/low). Use the Info-Tech Diagnostic to assist.

    Example: CXM Application Inventory

    Application Name Deployed Date Processes Supported Technical and Licensing Dependencies
    Salesforce June 2018 Customer relationship management XXX
    Hootsuite April 2019 Social media listening XXX
    ... ... ... ...

    Conduct a VRIO analysis to identify core competencies for CXM applications

    A VRIO analysis evaluates the ability of internal resources and capabilities to sustain a competitive advantage by evaluating dimensions of value, rarity, imitability, and organization. For critical applications like your CRM platform, use a VRIO analysis to determine their value.

    Is the resource or capability valuable in exploiting an opportunity or neutralizing a threat? Is the resource or capability rare in the sense that few of your competitors have a similar capability? Is the resource or capability costly to imitate or replicate? Is the organization organized enough to leverage and capture value from the resource or capability?
    NO COMPETITIVE DISADVANTAGE
    YES NO→ COMPETITIVE EQUALITY/PARITY
    YES YES NO→ TEMPORARY COMPETITIVE ADVANTAGE
    YES YES YES NO→ UNUSED COMPETITIVE ADVANTAGE
    YES YES YES YES LONG-TERM COMPETITIVE ADVANTAGE

    (Strategic Management Insight, 2013)

    Activity: Conduct a VRIO analysis on your existing application portfolio

    2.2.5 30 minutes

    Input

    • Inventory of existing CXM applications (output of Activity 2.2.4)

    Output

    • Completed VRIO analysis
    • Strategic CXM requirements
    • CXM Stakeholder Presentation Template

    Materials

    • VRIO Analysis model
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Evaluate each CXM application inventoried in Activity 2.2.4 by answering the four VRIO questions in sequential order. Do not proceed to the following question if “no” is answered at any point.
    2. Record the results. The state of your organization’s competitive advantage, based on each resource/capability, will be determined based on the number of questions with a “yes” answer. For example, if all four questions are answered positively, then your organization is considered to have a long-term competitive advantage.
    3. Document your outputs in the CXM Stakeholder Presentation Template.

    If you want additional support, have our analysts guide your through this phase as part of an Info-Tech workshop

    2.2.1; 2.2.2 Conduct a SWOT Analysis

    Our facilitator will use a small-team approach to delve deeply into each area, identifying enablers (strengths and opportunities) and challenges (weaknesses and threats) relating to the CXM strategy.

    2.2.3; 2.2.4 Inventory your CXM applications, and assess usage and satisfaction

    Working with your core team, the facilitator will assist with building a comprehensive inventory of CXM applications that are currently in use and with identifying adjacent systems that need to be identified for integration purposes. The facilitator will work to identify high and low performing applications and analyze this data with the team during the workshop exercise.

    2.2.5 Conduct a VRIO analysis

    The facilitator will take you through a VRIO analysis to identify which of your internal technological competencies ensure, or can be leveraged to ensure, your competitiveness in the CXM market.

    Step 2.3: Create an Application Portfolio

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities

    • Shortlist and prioritize business processes for improvement and reengineering
    • Map current CXM processes
    • Identify business process owners and assign job responsibilities
    • Identify user interaction channels to extract strategic requirements
    • Aggregate and develop strategic requirements
    • Determine gaps in current and future state processes
    • Build the CXM application portfolio

    Outcomes

    CXM application portfolio map

    • Shortlist of relevant business processes
    • Current state map
    • Business process ownership assignment
    • Channel map
    • Complete list of strategic requirements

    Understand business process mapping to draft strategy requirements for marketing, sales, and customer service

    The interaction between sales, marketing, and customer service is very process-centric. Rethink sales and customer-centric workflows and map the desired workflow, imbedding the improved/reengineered process into the requirements.

    Using BPM to Capture Strategic Requirements

    Business process modeling facilitates the collaboration between the business and IT, recording the sequence of events, tasks performed, who performed them, and the levels of interaction with the various supporting applications.

    By identifying the events and decision points in the process and overlaying the people that perform the functions, the data being interacted with, and the technologies that support them, organizations are better positioned to identify gaps that need to be bridged.

    Encourage the analysis by compiling an inventory of business processes that support customer-facing operations that are relevant to achieving the overall organizational strategies.

    Outcomes

    • Operational effectiveness
    • Identification, implementation, and maintenance of reusable enterprise applications
    • Identification of gaps that can be addressed by acquisition of additional applications or process improvement/ reengineering

    INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Create a Comprehensive BPM Strategy for Successful Process Automation blueprint for further assistance in taking a BPM approach to your sales-IT alignment.

    Leverage the APQC framework to help define your inventory of sales, marketing, and service processes

    APQC’s Process Classification Framework is a taxonomy of cross-functional business processes intended to allow the objective comparison of organizational performance within and among organizations.

    OPERATING PROCESSES
    1.0 Develop Vision and Strategy 2.0 Develop and Manage Products and Services 3.0 Market and Sell Products and Services 4.0 Deliver Products and Services 5.0 Manage Customer Service
    MANAGEMENT AND SUPPORT SERVICES
    6.0 Develop and Manage Human Capital
    7.0 Manage Information Technology
    8.0 Manage Financial Resources
    9.0 Acquire, Construct, and Manage Assets
    10.0 Manage Enterprise Risk, Compliance, and Resiliency
    11.0 Manage External Relationships
    12.0 Develop and Manage Business Capabilities

    (APQC, 2011)

    MORE ABOUT APQC

    • APQC serves as a high-level, industry-neutral enterprise model that allows organizations to see activities from a cross-industry process perspective.
    • Sales processes have been provided up to Level 3 of the APQC framework.
    • The APQC Framework can be accessed through APQC’s Process Classification Framework.
    • Note: The framework does not list all processes within a specific organization, nor are the processes that are listed in the framework present in every organization.

    Understand APQC’s “Market and Sell Products and Services” framework

    3.0 Market and Sell Products

    3.1 Understand markets, customers, and capabilities

    • 3.1.1 Perform customer and market intelligence analysis
    • 3.1.2 Evaluate and prioritize market opportunities

    3.2 Develop marketing strategy

    • 3.2.1 Define offering and customer value proposition
    • 3.2.2 Define pricing strategy to align to value proposition
    • 3.2.3 Define and manage channel strategy

    3.3 Develop sales strategy

    • 3.3.1 Develop sales forecast
    • 3.3.2 Develop sales partner/alliance relationships
    • 3.3.3 Establish overall sales budgets
    • 3.3.4 Establish sales goals and measures
    • 3.3.5 Establish customer management measures

    3.4 Develop and manage marketing plans

    • 3.4.1 Establish goals, objectives, and metrics by products by channels/segments
    • 3.4.2 Establish marketing budgets
    • 3.4.3 Develop and manage media
    • 3.4.4 Develop and manage pricing
    • 3.4.5 Develop and manage promotional activities
    • 3.4.6 Track customer management measures
    • 3.4.7 Develop and manage packaging strategy

    3.5 Develop and manage sales plans

    • 3.5.1 Generate leads
    • 3.5.2 Manage customers and accounts
    • 3.5.3 Manage customer sales
    • 3.5.4 Manage sales orders
    • 3.5.5 Manage sales force
    • 3.5.6 Manage sales partners and alliances

    Understand APQC’s “Manage Customer Service” framework

    5.0 Manage Customer Service

    5.1 Develop customer care/customer service strategy

    • 5.1.1 Develop customer service segmentation
      • 5.1.1.1 Analyze existing customers
      • 5.1.1.2 Analyze feedback of customer needs
    • 5.1.2 Define customer service policies and procedures
    • 5.1.3 Establish service levels for customers

    5.2 Plan and manage customer service operations

    • 5.2.1 Plan and manage customer service work force
      • 5.2.1.1 Forecast volume of customer service contacts
      • 5.2.1.2 Schedule customer service work force
      • 5.2.1.3 Track work force utilization
      • 5.2.1.4 Monitor and evaluate quality of customer interactions with customer service representatives

    5.2 Plan and 5.2.3.1 Receive customer complaints 5.2.3.2 Route customer complaints 5.2.3.3 Resolve customer complaints 5.2.3.4 Respond to customer complaints manage customer service operations

    • 5.2.2 Manage customer service requests/inquiries
      • 5.2.2.1 Receive customer requests/inquiries
      • 5.2.2.2 Route customer requests/inquiries
      • 5.2.2.3 Respond to customer requests/inquiries
    • 5.2.3 Manage customer complaints
      • 5.2.3.1 Receive customer complaints
      • 5.2.3.2 Route customer complaints
      • 5.2.3.3 Resolve customer complaints
      • 5.2.3.4 Respond to customer complaints

    Leverage the APQC framework to inventory processes

    The APQC framework provides levels 1 through 3 for the “Market and Sell Products and Services” framework. Level 4 processes and beyond will need to be defined by your organization as they are more granular (represent the task level) and are often industry-specific.

    Level 1 – Category - 1.0 Develop vision and strategy (10002)

    Represents the highest level of process in the enterprise, such as manage customer service, supply chain, financial organization, and human resources.

    Level 2 – Process Group - 1.1 Define the business concept and long-term vision (10014)

    Indicates the next level of processes and represents a group of processes. Examples include perform after sales repairs, procurement, accounts payable, recruit/source, and develop sales strategy.

    Level 3 – Process - 1.1.1 Assess the external environment (10017)

    A series of interrelated activities that convert input into results (outputs); processes consume resources and require standards for repeatable performance; and processes respond to control systems that direct quality, rate, and cost of performance.

    Level 4 – Activity - 1.1.1.1 Analyze and evaluate competition (10021)

    Indicates key events performed when executing a process. Examples of activities include receive customer requests, resolve customer complaints, and negotiate purchasing contracts.

    Level 5 – Task - 12.2.3.1.1 Identify project requirements and objectives (11117)

    Tasks represent the next level of hierarchical decomposition after activities. Tasks are generally much more fine grained and may vary widely across industries. Examples include create business case and obtain funding, and design recognition and reward approaches.

    Info-Tech Insight

    Define the Level 3 processes in the context of your organization. When creating a CXM strategy, concern yourself with the interrelatedness of processes across existing departmental silos (e.g. marketing, sales, customer service). Reserve the analysis of activities (Level 4) and tasks (Level 3) for granular work initiatives involved in the implementation of applications.

    Use Info-Tech’s CXM Business Process Shortlisting Tool to prioritize processes for improvement

    2.3.1 CXM Business Process Shortlisting Tool

    The CXM Business Process Shortlisting Tool can help you define which marketing, sales, and service processes you should focus on.

    Working in concert with stakeholders from the appropriate departments, complete the short questionnaire.

    Based on validated responses, the tool will highlight processes of strategic importance to your organization.

    These processes can then be mapped, with requirements extracted and used to build the CXM application portfolio.

    INFO-TECH DELIVERABLE

    The image shows a screenshot of the Prioritize Your Business Processes for Customer Experience Management document, with sample information filled in.

    Activity: Define your organization’s top-level processes for reengineering and improvement

    2.3.2 1 hour

    Input

    • Shortlist business processes relating to customer experience (output of Tool 2.3.1)

    Output

    • Prioritized list of top-level business processes by department

    Materials

    • APQC Framework
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Inventory all business processes relating to customer experience.
    2. Customize the impacted business units and factor weightings on the scorecard below to reflect the structure and priorities of your organization.
    3. Using the scorecard, identify all processes essential to your customer experience. The scorecard is designed to determine which processes to focus on and to help you understand the impact of the scrutinized process on the different customer-centric groups across the organization.

    The image shows a chart with the headings Factor, Check If Yes, repeated. The chart lists various factors, and the Check if Yes columns are left blank.

    This image shows a chart with the headings Factor, Weights, and Scores. It lists factors, and the rest of the chart is blank.

    Current legend for Weights and Scores

    F – Finance

    H – Human Resources

    I – IT

    L – Legal

    M – Marketing

    BU1 – Business Unit 1

    BU2 – Business Unit 2

    Activity: Map top-level business processes to extract strategic requirements for the CXM application portfolio

    2.3.3 45 minutes

    Input

    • Prioritized list of top-level business processes (output of Activity 2.3.2)

    Output

    • Current state process maps
    • CXM Strategy Stakeholder Presentation

    Materials

    • APQC Framework
    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Project Team

    Instructions

    1. List all prioritized business processes, as identified in Activity 2.3.2. Map your processes in enough detail to capture all relevant activities and system touchpoints, using the legend included in the example. Focus on Level 3 processes, as explained in the APQC framework.
    2. Record all of the major process steps on sticky notes. Arrange the sticky notes in sequential order.
    3. On a set of different colored sticky notes, record all of the systems that enable the process. Map these system touchpoints to the process steps.
    4. Draw arrows in between the steps to represent manual entry or automation.
    5. Identify effectiveness and gaps in existing processes to determine process technology requirements.
    6. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Create a Comprehensive BPM Strategy for Successful Process Automation blueprint for further assistance in taking a BPM approach to your sales-IT alignment.

    Info-Tech Insight

    Analysis of the current state is important in the context of gap analysis. It aids in understanding the discrepancies between your baseline and the future state vision, and ensures that these gaps are documented as part of the overall requirements.

    Example: map your current CXM processes to parse strategic requirements (customer acquisition)

    The image shows an example of a CXM process map, which is formatted as a flow chart, with a legend at the bottom.

    Activity: Extract requirements from your top-level business processes

    2.3.4 30 minutes

    Input

    • Current state process maps (output of Activity 2.3.3)

    Output

    • Requirements for future state mapping

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Discuss the current state of priority business processes, as mapped in Activity 2.3.3.
    2. Extract process requirements for business process improvement by asking the following questions:
    • What is the input?
    • What is the output?
    • What are the underlying risks and how can they be mitigated?
    • What conditions should be met to mitigate or eliminate each risk?
    • What are the improvement opportunities?
    • What conditions should be met to enable these opportunities?
    1. Break business requirements into functional and non-functional requirements, as outlined on this slide.

    Info-Tech Insight

    The business and IT should work together to evaluate the current state of business processes and the business requirements necessary to support these processes. Develop a full view of organizational needs while still obtaining the level of detail required to make informed decisions about technology.

    Establish process owners for each top-level process

    Identify the owners of the business processes being evaluated to extract requirements. Process owners will be able to inform business process improvement and assume accountability for reengineered or net-new processes going forward.

    Process Owner Responsibilities

    Process ownership ensures support, accountability, and governance for CXM and its supporting processes. Process owners must be able to negotiate with business users and other key stakeholders to drive efficiencies within their own process. The process owner must execute tactical process changes and continually optimize the process.

    Responsibilities include the following:

    • Inform business process improvement
    • Introduce KPIs and metrics
    • Monitor the success of the process
    • Present process findings to key stakeholders within the organization
    • Develop policies and procedures for the process
    • Implement new methods to manage the process

    Info-Tech Insight

    Identify the owners of existing processes early so you understand who needs to be involved in process improvement and reengineering. Once implemented, CXM applications are likely to undergo a series of changes. Unstructured data will multiply, the number of users may increase, administrators may change, and functionality could become obsolete. Should business processes be merged or drastically changed, process ownership can be reallocated during CXM implementation. Make sure you have the right roles in place to avoid inefficient processes and poor data quality.

    Use Info-Tech’s Process Owner Assignment Guide to aid you in choosing the right candidates

    2.3.5 Process Owner Assignment Guide

    The Process Owner Assignment Guide will ensure you are taking the appropriate steps to identify process owners for existing and net-new processes created within the scope of the CXM strategy.

    The steps in the document will help with important considerations such as key requirements and responsibilities.

    Sections of the document:

    1. Define responsibilities and level of commitment
    2. Define job requirements
    3. Receive referrals
    4. Hold formal interviews
    5. Determine performance metrics

    INFO-TECH DELIVERABLE

    Activity: Assign business process owners and identify job responsibilities

    2.3.6 30 minutes

    Input

    • Current state map (output of Activity 2.3.3)

    Output

    • Process owners assigned
    • CXM Strategy Stakeholder Presentation

    Materials

    Participants

    • Project Team

    Instructions

    1. Using Info-Tech’s Process Owner Assignment Guide, assign process owners for each process mapped out in Activity 2.3.3. To assist in doing so, answer the following questions
    • What is the level of commitment expected from each process owner?
    • How will the process owner role be tied to a formal performance appraisal?
    • What metrics can be assigned?
    • How much work will be required to train process owners?
    • Is there support staff available to assist process owners?
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • Choose the channels that will make your target customers happy – and ensure they’re supported by CXM applications

    Traditional Channels

    Face-to-Face is efficient and has a positive personalized aspect that many customers desire, be it for sales or customer service.

    Telephony (or IVR) has been a mainstay of customer interaction for decades. While not fading, it must be used alongside newer channels.

    Postal used to be employed extensively for all domains, but is now used predominantly for e-commerce order fulfillment.

    Web 1.0 Channels

    Email is an asynchronous interaction channel still preferred by many customers. Email gives organizations flexibility with queuing.

    Live Chat is a way for clients to avoid long call center wait times and receive a solution from a quick chat with a service rep.

    Web Portals permit transactions for sales and customer service from a central interface. They are a must-have for any large company.

    Web 2.0 Channels

    Social Media consists of many individual services (like Facebook or Twitter). Social channels are exploding in consumer popularity.

    HTML5 Mobile Access allows customers to access resources from their personal device through its integrated web browser.

    Dedicated Mobile Apps allow customers to access resources through a dedicated mobile application (e.g. iOS, Android).

    Info-Tech Insight

    Your channel selections should be driven by customer personas and scenarios. For example, social media may be extensively employed by some persona types (i.e. Millennials) but see limited adoption in other demographics or use cases (i.e. B2B).

    Activity: Extract requirements from your channel map

    2.3.7 30 minutes

    Input

    • Current state process maps (output of Activity 2.3.3)

    Output

    • Channel map
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Inventory which customer channels are currently used by each department.
    2. Speak with the department heads for Marketing, Sales, and Customer Service and discuss future channel usage. Identify any channels that will be eliminated or added.
    3. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Business Unit Channel Use Survey

    Marketing Sales Customer Service
    Current Used? Future Use? Current Used? Future Use? Current Used? Future Use?
    Email Yes Yes No No No No
    Direct Mail Yes No No No No No
    Phone No No Yes Yes Yes Yes
    In-Person No No Yes Yes Yes No
    Website Yes Yes Yes Yes Yes Yes
    Social Channels No Yes Yes Yes No Yes

    Bring it together: amalgamate your strategic requirements for CXM technology enablement

    Discovering your organizational requirements is vital for choosing the right business-enabling initiative, technology, and success metrics. Sorting the requirements by marketing, sales, and service is a prudent mechanism for clarification.

    Strategic Requirements: Marketing

    Definition: High-level requirements that will support marketing functions within CXM.

    Examples

    • Develop a native mobile application while also ensuring that resources for your web presence are built with responsive design interface.
    • Consolidate workflows related to content creation to publish all brand marketing from one source of truth.
    • Augment traditional web content delivery by providing additional functionality such as omnichannel engagement, e-commerce, dynamic personalization, and social media functionality.

    Strategic Requirements: Sales

    Definition: High-level requirements that will support sales functions within CXM.

    Examples

    • Implement a system that reduces data errors and increases sales force efficiency by automating lead management workflows.
    • Achieve end-to-end visibility of the sales process by integrating the CRM, inventory, and order processing and shipping system.
    • Track sales force success by incorporating sales KPIs with real-time business intelligence feeds.

    Strategic Requirements: Customer Service

    Definition: High-level requirements that will support customer service functions within CXM.

    Examples

    • Provide a live chat portal that connects the customer, in real time, with the next available and qualified agent.
    • Bridge the gap between the source of truth for sales with customer service suites to ensure a consistent, end-to-end customer experience from acquisition to customer engagement and retention.
    • Use customer intelligence to track customer journeys in order to best understand and resolve customer complaints.

    Activity: Consolidate your strategic requirements for the CXM application portfolio

    2.3.8 30 minutes

    Input

    • Strategic CXM requirements (outputs of Activities 2.1.5, 2.1.6, and 2.2.2)

    Output

    • Aggregated strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Aggregate strategic CXM requirements that have been gathered thus far in Activities 2.1.5, 2.1.6, and 2.2.2, 2.3.5, and 2.3.7.
    2. Identify and rectify any obvious gaps in the existing set of strategic CXM requirements. To do so, consider the overall corporate and CXM strategy: are there any objectives that have not been addressed in the requirements gathering process?
    3. De-duplicate the list. Prioritize the aggregated/augmented list of CXM requirements as “high/critical,” “medium/important,” or “low/desirable.” This will help manage the relative importance and urgency of different requirements to itemize respective initiatives, resources, and the time in which they need to be addressed. In completing the prioritization of requirements, consider the following:
    • Requirements prioritization must be completed in collaboration with all key stakeholders (across the business and IT). Stakeholders must ask themselves:
      • What are the consequences to the business objectives if this requirement is omitted?
      • Is there an existing system or manual process/workaround that could compensate for it?
      • What business risk is being introduced if a particular requirement cannot be implemented right away?
  • Document your outputs in the CXM Strategic Stakeholder Presentation Template.
  • Info-Tech Insight

    Strategic CXM requirements will be used to prioritize specific initiatives for CXM technology enablement and application rollout. Ensure that IT, the business, and executive management are all aligned on a consistent and agreed upon set of initiatives.

    Burberry digitizes the retail CX with real-time computing to bring consumers back to the physical storefront

    CASE STUDY

    Industry Consumer Goods, Clothing

    Source Retail Congress, 2017

    Burberry London

    Situation

    Internally, Burberry invested in organizational alignment and sales force brand engagement. The more the sales associate knew about the brand engagement and technology-enabled strategy, the better the store’s performance. Before the efforts went to building relationships with customers, Burberry built engagement with employees.

    Burberry embraced “omnichannel,” the hottest buzzword in retailing to provide consumers the most immersive and intuitive brand experience within the store.

    Technology Strategy

    RFID tags were attached to products to trigger interactive videos on the store’s screens in the common areas or in a fitting room. Consumers are to have instant access to relevant product combinations, ranging from craftsmanship information to catwalk looks. This is equivalent to the rich, immediate information consumers have grown to expect from the online shopping experience.

    Another layer of Burberry’s added capabilities includes in-memory-based analytics to gather and analyze data in real-time to better understand customers’ desires. Burberry builds customer profiles based on what items the shoppers try on from the RFID-tagged garments. Although this requires customer privacy consent, customers are willing to provide personal information to trusted brands.

    This program, called “Customer 360,” assisted sales associates in providing data-driven shopping experiences that invite customers to digitally share their buying history and preferences via their tablet devices. As the data is stored in Burberry’s customer data warehouse and accessed through an application such as CRM, it is able to arm sales associates with personal fashion advice on the spot.

    Lastly, the customer data warehouse/CRM application is linked to Burberry’s ERP system and other custom applications in a cloud environment to achieve real-time inventory visibility and fulfillment.

    Burberry digitizes the retail CX with real-time computing to bring consumers back to the physical storefront (cont'd)

    CASE STUDY

    Industry Consumer Goods, Clothing

    Source Retail Congress, 2017

    Burberry London

    Situation

    Internally, Burberry invested in organizational alignment and sales force brand engagement. The more the sales associate knew about the brand engagement and technology-enabled strategy, the better the store’s performance. Before the efforts went to building relationships with customers, Burberry built engagement with employees.

    Burberry embraced “omnichannel,” the hottest buzzword in retailing to provide consumers the most immersive and intuitive brand experience within the store.

    The Results

    Burberry achieved one of the most personalized retail shopping experiences. Immediate personal fashion advice using customer data is only one component of the experience. Not only are historic purchases and preference data analyzed, a customer’s social media posts and fashion industry trend data is proactively incorporated into the interactions between the sales associate and the customer.

    Burberry achieved CEO Angela Ahrendts’ vision of “Burberry World,” in which the brand experience is seamlessly integrated across channels, devices, retail locations, products, and services.

    The organizational alignment between Sales, Marketing, and IT empowered employees to bring the Burberry brand to life in unique ways that customers appreciated and were willing to advocate.

    Burberry is now one of the most beloved and valuable luxury brands in the world. The brand tripled sales in five years, became one of the leading voices on trends, fashion, music, and beauty while redefining what top-tier customer experience should be both digitally and physically.

    Leverage both core CRM suites and point solutions to create a comprehensive CXM application portfolio

    The debate between best-of-breed point solutions versus comprehensive CRM suites is ongoing. There is no single best answer. In most cases, an effective portfolio will include both types of solutions.

    • When the CRM market first evolved, vendors took a heavy “module-centric” approach – offering basic suites with the option to add a number of individual modules. Over time, vendors began to offer suites with a high degree of out-of-the-box functionality. The market has now witnessed the rise of powerful point solutions for the individual business domains.
    • Point solutions augment, rather than supplant, the functionality of a CRM suite in the mid-market to large enterprise context. Point solutions do not offer the necessary spectrum of functionality to take the place of a unified CRM suite.
    • Point solutions enhance aspects of CRM. For example, most CRM vendors have yet to provide truly impressive social media capabilities. An organization seeking to dominate the social space should consider purchasing a social media management platform to address this deficit in their CRM ecosystem.

    Customer Relationship Management (CRM)

    Social Media Management Platform (SMMP)

    Field Sales/Service Automation (FSA)

    Marketing Management Suites

    Sales Force Automation

    Email Marketing Tools

    Lead Management Automation (LMA)

    Customer Service Management Suites

    Customer Intelligence Systems

    Don’t adopt multiple point solutions without a genuine need: choose domains most in need of more functionality

    Some may find that the capabilities of a CRM suite are not enough to meet their specific requirements: supplementing a CRM suite with a targeted point solution can get the job done. A variety of CXM point solutions are designed to enhance your business processes and improve productivity.

    Sales

    Sales Force Automation: Automatically generates, qualifies, tracks, and contacts leads for sales representatives, minimizing time wasted on administrative duties.

    Field Sales: Allows field reps to go through the entire sales cycle (from quote to invoice) while offsite.

    Sales Compensation Management: Models, analyzes, and dispenses payouts to sales representatives.

    Marketing

    Social Media Management Platforms (SMMP): Manage and track multiple social media services, with extensive social data analysis and insight capabilities.

    Email Marketing Bureaus: Conduct email marketing campaigns and mine results to effectively target customers.

    Marketing Intelligence Systems: Perform in-depth searches on various data sources to create predictive models.

    Service

    Customer Service Management (CSM): Manages the customer support lifecycle with a comprehensive array of tools, usually above and beyond what’s in a CRM suite.

    Customer Service Knowledge Management (CSKM): Advanced knowledgebase and resolution tools.

    Field Service Automation (FSA): Manages customer support tickets, schedules work orders, tracks inventory and fleets, all on the go.

    Info-Tech Insight

    CRM and point solution integration is critical. A best-of-breed product that poorly integrates with your CRM suite compromises the value generated by the combined solution, such as a 360-degree customer view. Challenge point solution vendors to demonstrate integration capabilities with CRM packages.

    Refer to your use cases to decide whether to add a dedicated point solution alongside your CRM suite

    Know your end state and what kind of tool will get you there. Refer to your strategic requirements to evaluate CRM and point solution feature sets.

    Standalone CRM Suite

    Sales Conditions: Need selling and lead management capabilities for agents to perform the sales process, along with sales dashboards and statistics.

    Marketing or Communication Conditions: Need basic campaign management and ability to refresh contact records with information from social networks.

    Member Service Conditions: Need to keep basic customer records with multiple fields per record and basic channels such as email and telephony.

    Add a Best-of-Breed or Point Solution

    Environmental Conditions: An extensive customer base with many different interactions per customer along with industry specific or “niche” needs. Point solutions will benefit firms with deep needs in specific feature areas (e.g. social media or field service).

    Sales Conditions: Lengthy sales process and account management requirements for assessing and managing opportunities – in a technically complex sales process.

    Marketing Conditions: Need social media functionality for monitoring and social property management.

    Customer Service Conditions: Need complex multi-channel service processes and/or need for best-of-breed knowledgebase and service content management.

    Info-Tech Insight

    The volume and complexity of both customers and interactions have a direct effect on when to employ just a CRM suite and when to supplement with a point solution. Check to see if your CRM suite can perform a specific business requirement before deciding to evaluate potential point solutions.

    Use Info-Tech’s CXM Portfolio Designer to create an inventory of high-value customer interaction applications

    2.3.9 CXM Portfolio Designer

    The CXM Portfolio Designer features a set of questions geared toward understanding your needs for marketing, sales, and customer service enablement.

    These results are scored and used to suggest a comprehensive solution-level set of enterprise applications for CXM that can drive your application portfolio and help you make investment decisions in different areas such as CRM, marketing management, and customer intelligence.

    Sections of the tool:

    1. Introduction
    2. Customer Experience Management Questionnaire
    3. Business Unit Recommendations
    4. Enterprise-Level Recommendations

    INFO-TECH DELIVERABLE

    Understand the art of the possible and how emerging trends will affect your application portfolio (1)

    Cloud

    • The emergence and maturation of cloud technologies has broken down the barriers of software adoption.
    • Cloud has enabled easy-to-implement distributed sales centers for enterprises with global or highly fragmented workforces.
    • Cloud offers the agility, scalability, and flexibility needed to accommodate dynamic, evolving customer requirements while minimizing resourcing strain on IT and sales organizations.
    • It is now easier for small to medium enterprises to acquire and implement advanced sales capabilities to compete against larger competitors in a business environment where the need for business agility is key.
    • Although cost and resource reduction is a prominent view of the impact of cloud computing, it is also seen as an agile way to innovate and deliver a product/service experience that customers are looking for – the key to competitive differentiation.

    Mobile

    • Smartphones and other mobile devices were adopted faster than the worldwide web in the late 1990s, and the business and sales implications of widespread adoption cannot be ignored – mobile is changing how businesses operate.
      • Accenture’s Mobility Research Report states that 87% of companies in the study have been guided by a formal mobility strategy – either one that spans the enterprise or for specific business functions.
    • Mobile is now the first point of interaction with businesses. With this trend, gaining visibility into customer insights with mobile analytics is a top priority for organizations.
    • Enterprises need to develop and optimize mobile experiences for internal salespeople and customers alike as part of their sales strategy – use mobile to enable a competitive, differentiated sales force.
    • The use of mobile platforms by sales managers is becoming a norm. Sales enablement suites should support real-time performance metrics on mobile dashboards.

    Understand the art of the possible and how emerging trends will affect your application portfolio (2)

    Social

    • The rise of social networking brought customers together. Customers are now conversing with each other over a wide range of community channels that businesses neither own nor control.
      • The Power Shift: The use of social channels empowered customers to engage in real-time, unstructured conversations for the purpose of product/service evaluations. Those who are active in social environments come to wield considerable influence over the buying decisions of other prospects and customers.
    • Organizations need to identify the influencers and strategically engage them as well as developing an active presence in social communities that lead to sales.
    • Social media does have an impact on sales, both B2C and B2B. A study conducted in 2012 by Social Centered Selling states that 72.6% of sales people using social media as part of their sales process outperformed their peers and exceeded their quota 23% more often (see charts at right).

    The image shows two bar graphs, the one on top titled Achieving Quota: 2010-2012 and the one below titled Exceeding Quota: 2010-2012.

    (Social Centered Learning, n.d.)

    Understand the art of the possible and how emerging trends will affect your application portfolio (3)

    Internet of Things

    • Definition: The Internet of Things (IoT) is the network of physical objects accessed through the internet. These objects contain embedded technology to interact with internal states or the external environment.
    • Why is this interesting?
      • IoT will make it possible for everybody and everything to be connected at all times, processing information in real time. The result will be new ways of making business and sales decisions supported by the availability of information.
      • With ubiquitous connectivity, the current product design-centric view of consumers is changing to one of experience design that aims to characterize the customer relationship with a series of integrated interaction touchpoints.
      • The above change contributes to the shift in focus from experience and will mean further acceleration of the convergence of customer-centric business functions. IoT will blur the lines between marketing, sales, and customer service.
      • Products or systems linked to products are capable of self-operating, learning, updating, and correcting by analyzing real-time data.
      • Take for example, an inventory scale in a large warehouse connected to the company’s supply chain management (SCM) system. When a certain inventory weight threshold is reached due to outgoing shipments, the scale automatically sends out a purchase requisition to restock inventory levels to meet upcoming demand.
    • The IoT will eventually begin to transform existing business processes and force organizations to fundamentally rethink how they produce, operate, and service their customers.

    The image shows a graphic titled The Connected Life by 2020, and shows a number of statistics on use of connected devices over time.

    For categories covered by existing applications, determine the disposition for each app: grow it or cut it loose

    Use the two-by-two matrix below to structure your optimal CXM application portfolio. For more help, refer to Info-Tech’s blueprint, Use Agile Application Rationalization Instead of Going Big Bang.

    1

    0

    Richness of Functionality

    INTEGRATE RETAIN
    1
    REPLACE REPLACE OR ENHANCE

    0

    Degree of Integration

    Integrate: The application is functionally rich, so spend time and effort integrating it with other modules by building or enhancing interfaces.

    Retain: The application satisfies both functionality and integration requirements, so it should be considered for retention.

    Replace/Enhance: The module offers poor functionality but is well integrated with other modules. If enhancing for functionality is easy (e.g. through configuration or custom development), consider enhancement or replace it.

    Replace: The application neither offers the functionality sought nor is it integrated with other modules, and thus should be considered for replacement.

    Activity: Brainstorm the art of the possible, and build and finalize the CXM application portfolio

    2.3.10 1-2 hours

    Input

    • Process gaps identified (output of Activity 2.3.9)

    Output

    • CXM application portfolio
    • CXM Strategy Stakeholder Presentation

    Materials

    Participants

    • Project Team

    Instructions

    1. Review the complete list of strategic requirements identified in the preceding exercises, as well as business process maps.
    2. Identify which application would link to which process (e.g. customer acquisition, customer service resolution, etc.).
    3. Use Info-Tech’s CXM Portfolio Designer to create an inventory of high-value customer interaction applications.
    4. Define rationalization and investment areas.
    5. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Brainstorming the Art of the Possible

    Application Gap Satisfied Related Process Number of Linked Requirements Do we have the system? Priority
    LMA
    • Lead Generation
    • Social Lead Management
    • CRM Integration
    Sales 8 No Business Critical
    Customer Intelligence
    • Web Analytics
    • Customer Journey Tracking
    Customer Service 6 Yes Business Enabling
    ... ... ... ... ... ...

    Use Info-Tech’s comprehensive reports to make granular vendor selection decisions

    Now that you have developed the CXM application portfolio and identified areas of new investment, you’re well positioned to execute specific vendor selection projects. After you have built out your initiatives roadmap in phase 3, the following reports provide in-depth vendor reviews, feature guides, and tools and templates to assist with selection and implementation.

    Info-Tech Insight

    Not all applications are created equally well for each use case. The vendor reports help you make informed procurement decisions by segmenting vendor capabilities among major use cases. The strategic requirements identified as part of this project should be used to select the use case that best fits your needs.

    If you want additional support, have our analyst guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.3.2; 2.3.3 Shortlist and map the key top-level business processes

    Based on experience working with organizations in similar verticals, the facilitator will help your team map out key sample workflows for marketing, sales, and customer service.

    2.3.6 Create your strategic requirements for CXM

    Drawing on the preceding exercises, the facilitator will work with the team to create a comprehensive list of strategic requirements that will be used to drive technology decisions and roadmap initiatives.

    2.3.10 Create and finalize the CXM application portfolio

    Using the strategic requirements gathered through internal, external, and technology analysis up to this point, a facilitator will assist you in assembling a categorical technology application portfolio to support CXM.

    Step 2.4: Develop Deployment Best Practices

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Develop a CXM integration map
    • Develop a mitigation plan for poor quality customer data
    • Create a framework for end-user adoption of CXM applications

    Outcomes:

    • CXM application portfolio integration map
    • Data quality preservation plan
    • End-user adoption plan

    Develop an integration map to specify which applications will interface with each other

    Integration is paramount: your CXM application portfolio must work as a unified face to the customer. Create an integration map to reflect a system of record and the exchange of data.

    • CRM
      • ERP
      • Telephony Systems (IVR, CTI)
      • Directory Services
      • Email
      • Content Management
      • Point Solutions (SMMP, MMS)

    The points of integration that you’ll need to establish must be based on the objectives and requirements that have informed the creation of the CXM application portfolio. For instance, achieving improved customer insights would necessitate a well-integrated portfolio with customer interaction point solutions, business intelligence tools, and customer data warehouses in order to draw the information necessary to build insight. To increase customer engagement, channel integration is a must (i.e. with robust links to unified communications solutions, email, and VoIP telephony systems).

    Info-Tech Insight

    If the CXM application portfolio is fragmented, it will be nearly impossible to build a cohesive view of the customer and deliver a consistent customer experience. Points of integration (POIs) are the junctions between the applications that make up the CXM portfolio. They are essential to creating value, particularly in customer insight-focused and omnichannel-focused deployments. Be sure to include enterprise applications that are not included in the CXM application portfolio. Popular systems to consider for POIs include billing, directory services, content management, and collaboration tools.

    After identifying points of integration, profile them by business significance, complexity, and investment required

    • After enumerating points of integration between the CRM platform and other CXM applications and data sources, profile them by business significance and complexity required to determine a rank-ordering of priorities.
    • Points of integration that are of high business significance with low complexity are your must do’s – these are your quick wins that deliver maximum value without too much cost. This is typically the case when integrating a vendor-to-vendor solution with available native connectors.
    • On the opposite end of the spectrum are your POIs that will require extensive work to deliver but offer negligible value. These are your should not do’s – typically, these are niche requests for integration that will only benefit the workflows of a small (and low priority) group of end users. Only accommodate them if you have slack time and budget built into your implementation timeline.

    The image shows a square matrix with Point of Integration Value Matrix in the centre. On the X-axis is Business Significance, and on the Y-axis is POI complexity. In the upper left quadrant is Should Not Do, upper right is Should Do, lower left is Could Do, and lower right is Must do.

    "Find the absolute minimum number of ‘quick wins’ – the POIs you need from day one that are necessary to keep end users happy and deliver value." – Maria Cindric, Australian Catholic University Source: Interview

    Activity: Develop a CXM application integration map

    2.4.1 1 hour

    Input

    • CXM application portfolio (output of Activity 2.3.10)

    Output

    • CXM application portfolio integration map
    • CXM Strategy Stakeholder Presentation

    Materials

    • Sticky notes
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. On sticky notes, record the list of applications that comprise the CXM application portfolio (built in Activity 2.3.10) and all other relevant applications. Post the sticky notes on a whiteboard so you can visualize the portfolio.
    2. Discuss the key objectives and requirements that will drive the integration design of the CXM application portfolio.
    3. As deemed necessary by step 2, rearrange the sticky notes and draw connecting arrows between applications to reflect their integration. Allow the point of the arrow to indicate direction of data exchanges.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Mapping the Integration of CXM Applications

    The image shows several yellow rectangles with text in them, connected by arrows.

    Plug the hole and bail the boat – plan to be preventative and corrective with customer data quality initiatives

    Data quality is king: if your customer data is garbage in, it will be garbage out. Enable strategic CXM decision making with effective planning of data quality initiatives.

    Identify and Eliminate Dead Weight

    Poor data can originate in the firm’s system of record, which is typically the CRM system. Custom queries, stored procedures, or profiling tools can be used to assess the key problem areas.

    Loose rules in the CRM system lead to records of no significant value in the database. Those rules need to be fixed, but if changes are made before the data is fixed, users could encounter database or application errors, which will reduce user confidence in the system.

    • Conduct a data flow analysis: map the path that data takes through the organization.
    • Use a mass cleanup to identify and destroy dead weight data. Merge duplicates either manually or with the aid of software tools. Delete incomplete data, taking care to reassign related data.
    • COTS packages typically allow power users to merge records without creating orphaned records in related tables, but custom-built applications typically require IT expertise.

    Create and Enforce Standards & Policies

    Now that the data has been cleaned, protect the system from relapsing.

    Work with business users to find out what types of data require validation and which fields should have changes audited. Whenever possible, implement drop-down lists to standardize values and make programming changes to ensure that truncation ceases.

    • Truncated data is usually caused by mismatches in data structures during either one-time data loads or ongoing data integrations.
    • Don’t go overboard on assigning required fields – users will just put key data in note fields.
    • Discourage the use of unstructured note fields: the data is effectively lost unless it gets subpoenaed.
    • To specify policies, use Info-Tech’s Master Data Record Tool.

    Profile your customer and sales-related data

    Applications are a critical component of how IT supports Sales, but IT also needs to help Sales keep its data current and accurate. Conducting a sales data audit is critical to ensure Sales has the right information at the right time.

    Info-Tech Insight

    Data is king. More than ever, having accurate data is essential for your organization to win in hyper-competitive marketplaces. Prudent current state analysis looks at both the overall data model and data architecture, as well as assessing data quality within critical sales-related repositories. As the amount of customer data grows exponentially due to the rise of mobility and the Internet of Things, you must have a forward-looking data model and data marts/customer data warehouse to support sales-relevant decisions.

    • A current state analysis for sales data follows a multi-step process:
      • Determine the location of all sales-relevant and customer data – the sales data inventory. Data can reside in applications, warehouses, and documents (e.g. Excel and Access files) – be sure to take a holistic approach.
    • For each data source, assess data quality across the following categories:
      • Completeness
      • Currency (Relevancy)
      • Correctness
      • Duplication
    • After assessing data quality, determine which repositories need the most attention by IT and Sales. We will look at opportunities for data consolidation later in the blueprint.

    INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Develop a Master Data Management Strategy and Roadmap blueprint for further reference and assistance in data management for your sales-IT alignment.

    Activity: Develop a mitigation plan for poor quality customer data

    2.4.2 30 minutes

    Input

    • List of departments involved in maintenance of CXM data

    Output

    • Data quality preservation plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Inventory a list of departments that will be interacting directly with CXM data.
    2. Identify data quality cleansing and preservation initiatives, such as those in previous examples.
    3. Assign accountability to an individual in the department as a data steward. When deciding on a data steward, consider the following:
    • Data stewards are designated full-time employees who serve as the go-to resource for all issues pertaining to data quality, including keeping a particular data silo clean and free of errors.
    • Data stewards are typically mid-level managers in the business (not IT), preferably with an interest in improving data quality and a relatively high degree of tech-savviness.
    • Data stewards can sometimes be created as a new role with a dedicated FTE, but this is not usually cost effective for small and mid-sized firms.
    • Instead, diffuse the steward role across several existing positions, including one for CRM and other marketing, sales, and service applications.
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • Example: Data Steward Structure

    Department A

    • Data Steward (CRM)
    • Data Steward (ERP)

    Department B

    • Data Steward (All)

    Department C

    • Data Steward (All)

    Determine if a customer data warehouse will add value to your CXM technology-enablement strategy

    A customer data warehouse (CDW) “is a subject-oriented, integrated, time-variant, non-volatile collection of data used to support the strategic decision-making process across marketing, sales, and service. It is the central point of data integration for customer intelligence and is the source of data for the data marts, delivering a common view of customer data” (Corporate Information Factory, n.d.).

    Analogy

    CDWs are like a buffet. All the food items are in the buffet. Likewise, your corporate data sources are centralized into one repository. There are so many food items in a buffet that you may need to organize them into separate food stations (data marts) for easier access.

    Examples/Use Cases

    • Time series analyses with historical data
    • Enterprise level, common view analyses
    • Integrated, comprehensive customer profiles
    • One-stop repository of all corporate information

    Pros

    • Top-down architectural planning
    • Subject areas are integrated
    • Time-variant, changes to the data are tracked
    • Non-volatile, data is never over-written or deleted

    Cons

    • A massive amount of corporate information
    • Slower delivery
    • Changes are harder to make
    • Data format is not very business friendly

    Activity: Assess the need for a customer data warehouse

    2.4.3. 30 minutes

    Input

    • List of data sources
    • Data inflows and outflows

    Output

    • Data quality preservation plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Create a shortlist of customer data sources.
    2. Profile the integration points that are necessary to support inflows and outflows of customer data.
    3. Ask the following questions around the need for a CDW based on these data sources and points of integration:
    • What is the volume of customer information that needs to be stored? The greater the capacity, the more likely that you should build a dedicated CDW.
    • How complex is the data? The more complex the data, the greater the need for a CDW.
    • How often will data interchange happen between various applications and data sources? The greater and more frequent the interchange, the greater the need for a CDW.
    • What are your organizational capabilities for building a CDW? Do you have the resources in-house to create a CDW at this time?
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Build an Agile Data Warehouse blueprint for more information on building a centralized and integrated data warehouse.

    Create a plan for end-user training on new (or refocused) CXM applications and data quality processes

    All training modules will be different, but some will have overlapping areas of interest.

    – Assign Project Evangelists – Analytics Training – Mobile Training

    Application Training

    • Customer Service - Assign Project Evangelists – Analytics Training – Mobile Training
      • Focus training on:
        • What to do with inbound tickets.
        • Routing and escalation features.
        • How to use knowledge management features effectively.
        • Call center capabilities.
    • Sales – Assign Project Evangelists – Analytics Training – Mobile Training
      • Focus training on:
        • Recording of opportunities, leads, and deals.
        • How to maximize sales with sales support decision tree.
    • Marketing - Assign Project Evangelists – Analytics Training
      • Focus training on:
        • Campaign management features.
        • Social media monitoring and engagement capabilities.
    • IT
      • Focus training on:
        • Familiarization with the software.
        • Software integration with other enterprise applications.
        • The technical support needed to maintain the system in the future.

    Info-Tech Insight

    Train customers too. Keep the customer-facing sales portals simple and intuitive, have clear explanations/instructions under important functions (e.g. brief directions on how to initiate service inquiries), and provide examples of proper uses (e.g. effective searches). Make sure customers are aware of escalation options available to them if self-service falls short.

    Ensure adoption with a formal communication process to keep departments apprised of new application rollouts

    The team leading the rollout of new initiatives (be they applications, new governance structures, or data quality procedures) should establish a communication process to ensure management and users are well informed.

    CXM-related department groups or designated trainers should take the lead and implement a process for:

    • Scheduling application platform/process rollout/kick-off meetings.
    • Soliciting preliminary input from the attending groups to develop further training plans.
    • Establishing communication paths and the key communication agents from each department who are responsible for keeping lines open moving forward.

    The overall objective for inter-departmental kick-off meetings is to confirm that all parties agree on certain key points and understand alignment rationale and new sales app or process functionality.

    The kick-off process will significantly improve internal communications by inviting all affected internal IT groups, including business units, to work together to address significant issues before the application process is formally activated.

    The kick-off meeting(s) should encompass:

    • Target business-user requirements
    • The high-level application overview
    • Tangible business benefits of alignment
    • Special consideration needs
    • Other IT department needs
    • Target quality of service (QoS) metrics

    Info-Tech Insight

    Determine who in each department will send out a message about initiative implementation, the tone of the message, the medium, and the delivery date.

    Construct a formal communication plan to engage stakeholders through structured channels

    Tangible Elements of a Communications Plan

    • Stakeholder Group Name
    • Stakeholder Description
    • Message
    • Concerns Relative to Application Maintenance
    • Communication Medium
    • Role Responsible for Communication
    • Frequency
    • Start and End Date

    Intangible Elements of a Communications Plan

    • Establish biweekly meetings with representatives from sales functional groups, who are tasked with reporting on:
      • Benefits of revised processes
      • Metrics of success
      • Resource restructuring
    • Establish a monthly interdepartmental meeting, where all representatives from sales and IT leadership discuss pressing bug fixes and minor process improvements.
    • Create a webinar series, complete with Q&A, so that stakeholders can reference these changes at their leisure.

    Info-Tech Insight

    Every piece of information that you give to a stakeholder that is not directly relevant to their interests is a distraction from your core message. Always remember to tailor the message, medium, and timing accordingly.

    Carry the CXM value forward with linkage and relationships between sales, marketing, service, and IT

    Once the sales-IT alignment committees have been formed, create organizational cadence through a variety of formal and informal gatherings between the two business functions.

    • Organizations typically fall in one of three maturity stages: isolation, collaboration, or synergy. Strive to achieve business-technology synergy at the operational level.
    • Although collaboration cannot be mandated, it can be facilitated. Start with a simple gauge of the two functions’ satisfaction with each other, and determine where and how inter-functional communication and synergy can be constructed.

    Isolation

    The image shows four shapes, with the words IT, Sales, Customer Service, and Marketing in them.

    • Point solutions are implemented on an ad-hoc basis by individual departments for specific projects.
    • Internal IT is rarely involved in these projects from beginning to end.

    Collaboration

    The image features that same four shapes and text from the previous image, but this time they are connected by dotted lines.

    • There is a formal cross-departmental effort to integrate some point solutions.
    • Internal IT gets involved to integrate systems and then support system interactions.

    Synergy

    The image features the same shapes and text from previous instances, except the shapes are now connect by solid lines and the entire image is surrounded by dotted lines.

    • Cross-functional, business technology teams are established to work on IT-enabled revenue generation initiatives.
    • Team members are collocated if possible.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.4.1 Develop a CXM application integration map

    Using the inventory of existing CXM-supporting applications and the newly formed CXM application portfolio as inputs, your facilitator will assist you in creating an integration map of applications to establish a system of record and flow of data.

    2.4.2 Develop a mitigation plan for poor quality customer data

    Our facilitator will educate your stakeholders on the importance of quality data and guide you through the creation of a mitigation plan for data preservation.

    2.4.3 Assess the need for a customer data warehouse

    Addressing important factors such as data volume, complexity, and flow, a facilitator will help you assess whether or not a customer data warehouse for CXM is the right fit for your organization.

    Phase 3

    Finalize the CXM Framework

    Build a Strong Technology Foundation for Customer Experience Management

    Phase 3 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 3: Finalize the CXM Framework

    Proposed Time to Completion: 1 week

    Step 3.1: Create an Initiative Rollout Plan

    Start with an analyst kick-off call:

    • Discuss strategic requirements and the associated application portfolio that has been proposed.

    Then complete these activities…

    • Initiatives prioritization

    With these tools & templates:

    • CXM Strategy Stakeholder Presentation Template

    Step 3.2: Confirm and Finalize the CXM Blueprint

    Review findings with analyst:

    • Discuss roadmap and next steps in terms of rationalizing and implementing specific technology-centric initiatives or rollouts.

    Then complete these activities…

    • Confirm stakeholder strategy presentation

    With these tools & templates:

    • CXM Strategy Stakeholder Presentation Template

    Phase 3 Results & Insights:

    • Initiatives roadmap

    Step 3.1: Create an Initiative Rollout Plan

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Create a risk management plan
    • Brainstorm initiatives for CXM roadmap
    • Identify dependencies and enabling projects for your CXM roadmap
    • Complete the CXM roadmap

    Outcomes:

    • Risk management plan
    • CXM roadmap
      • Quick-win initiatives

    A CXM technology-enablement roadmap will provide smooth and timely implementation of your apps/initiatives

    Creating a comprehensive CXM strategy roadmap reduces the risk of rework, misallocation of resources, and project delays or abandonment.

    • People
    • Processes
    • Technology
    • Timeline
    • Tasks
    • Budget

    Benefits of a Roadmap

    1. Prioritize execution of initiatives in alignment with business, IT, and needs.
    2. Create clearly defined roles and responsibilities for IT and business stakeholders.
    3. Establish clear timelines for rollout of initiatives.
    4. Identify key functional areas and processes.
    5. Highlight dependencies and prerequisites for successful deployment.
    6. Reduce the risk of rework due to poor execution.

    Implement planning and controls for project execution

    Risk Management

    • Track risks associated with your CXM project.
    • Assign owners and create plans for resolving open risks.
    • Identify risks associated with related projects.
    • Create a plan for effectively communicating project risks.

    Change Management

    • Brainstorm a high-level training plan for various users of the CXM.
    • Create a communication plan to notify stakeholders and impacted users about the tool and how it will alter their workday and performance of role activities.
    • Establish a formal change management process that is flexible enough to meet the demands for change.

    Project Management

    • Conduct a post-mortem to evaluate the completion of the CXM strategy.
    • Design the project management process to be adaptive in nature.
    • Communication is key to project success, whether it is to external stakeholders or internal project team members..
    • Review the project’s performance against metrics and expectations.

    INFO-TECH OPPORTUNITIES

    Optimize the Change Management Process

    You need to design a process that is flexible enough to meet demand for change and strict enough to protect the live environment from change-related incidents.

    Create Project Management Success

    Investing time up front to plan the project and implementing best practices during project execution to ensure the project is delivered with the planned outcome and quality is critical to project success.

    Activity: Create a risk management plan

    3.1.1 45 minutes

    Input

    • Inventory of risks

    Output

    • Risk management plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Create a list of possible risks that may hamper the progress of your CXM project.
    2. Classify risks as strategy-based, related to planning, or systems-based, related to technology.
    3. Brainstorm mitigation strategies to overcome each listed risk.
    4. On a score of 1 to 3, determine the impact of each risk on the success of the project.
    5. On a score of 1 to 3, determine the likelihood of the occurrence for each risk.
    6. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Constructing a Risk Management Plan

    Risk Impact Likelihood Mitigation Effort
    Strategy Risks Project over budget
    • Detailed project plan
    • Pricing guarantees
    Inadequate content governance
    System Risks Integration with additional systems
    • Develop integration plan and begin testing integration methods early in the project
    .... ... ... ...

    Likelihood

    1 – High/ Needs Focus

    2 – Can Be Mitigated

    3 - Unlikely

    Impact

    1 - High Risk

    2 - Moderate Risk

    3 - Minimal Risk

    Prepare contingency plans to minimize time spent handling unexpected risks

    Understanding technical and strategic risks can help you establish contingency measures to reduce the likelihood that risks will occur. Devise mitigation strategies to help offset the impact of risks if contingency measures are not enough.

    Remember

    The biggest sources of risk in a CXM strategy are lack of planning, poorly defined requirements, and lack of governance.

    Apply the following mitigation tips to avoid pitfalls and delays.

    Risk Mitigation Tips

    • Upfront planning
    • Realistic timelines
    • Resource support
    • Change management
    • Executive sponsorship
    • Sufficient funding
    • Expectation setting
    1. Project Starts
    • Expectations are high
  • Project Workload Increases
    • Expectations are high
  • Pit of Despair
    • Why are we doing this?
  • Project Nears Close
    • Benefits are being realized
  • Implementation is Completed
    • Learning curve dip
  • Standardization & Optimization
    • Benefits are high
  • Identify factors to complete your CXM initiatives roadmap

    Completion of initiatives for your CXM project will be contingent upon multiple variables.

    Defining Dependencies

    Initiative complexity will define the need for enabling projects. Create a process to define dependencies:

    1. Enabling projects: complex prerequisites.
    2. Preceding tasks: direct and simplified assignments.

    Establishing a Timeline

    • Assign realistic timelines for each initiative to ensure smooth progress.
    • Use milestones and stage gates to track the progress of your initiatives and tasks.

    Defining Importance

    • Based on requirements gathering, identify the importance of each initiative to your marketing department.
    • Each initiative can be ranked high, medium, or low.

    Assigning Ownership

    • Owners are responsible for on-time completion of their assigned initiatives.
    • Populate a RACI chart to ensure coverage of all initiatives.

    Complex....Initiative

    • Enabling Project
      • Preceding Task
      • Preceding Task
    • Enabling Project
      • Preceding Task
      • Preceding Task

    Simple....Initiative

    • Preceding Task
    • Preceding Task
    • Preceding Task

    Activity: Brainstorm CXM application initiatives for implementation in alignment with business needs

    3.1.2 45 minutes

    Input

    • Inventory of CXM initiatives

    Output

    • Prioritized and quick-win initiatives
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. As a team, identify and list CXM initiatives that need to be addressed.
    2. Plot the initiatives on the complexity-value matrix to determine priority.
    3. Identify quick wins: initiatives that can realize quick benefits with little effort.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Importance-Capability Matrix

    The image shows a matrix, with Initiative Complexity on the X-axis, and Business Value on the Y-axis. There are circle of different sizes in the matrix.

    Pinpoint quick wins: high importance, low effort initiatives.

    The size of each plotted initiative must indicate the effort or the complexity and time required to complete.
    Top Right Quadrant Strategic Projects
    Top Left Quadrant Quick Wins
    Bottom Right Quadrant Risky Bets
    Bottom Left Quadrant Discretionary Projects

    Activity: Identify any dependencies or enabling projects for your CXM roadmap

    3.1.3 1 hour

    Input

    • Implementation initiatives
    • Dependencies

    Output

    • CXM project dependencies

    Materials

    • Sticky notes
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Using sticky notes and a whiteboard, have each team member rank the compiled initiatives in terms of priority.
    2. Determine preceding tasks or enabling projects that each initiative is dependent upon.
    3. Determine realistic timelines to complete each quick win, enabling project, and long-term initiative.
    4. Assign an owner for each initiative.

    Example: Project Dependencies

    Initiative: Omnichannel E-Commerce

    Dependency: WEM Suite Deployment; CRM Suite Deployment; Order Fulfillment Capabilities

    Activity: Complete the implementation roadmap

    3.1.4 30 minutes

    Input

    • Implementation initiatives
    • Dependencies

    Output

    • CXM Roadmap
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Establish time frames to highlight enabling projects, quick wins, and long-term initiatives.
    2. Indicate the importance of each initiative as high, medium, or low based on the output in Activity 3.1.2.
    3. Assign each initiative to a member of the project team. Each owner will be responsible for the execution of a given initiative as planned.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Importance-Capability Matrix

    Importance Initiative Owner Completion Date
    Example Projects High Gather business requirements. Project Manager MM/DD/YYYY
    Quick Wins
    Long Term Medium Implement e-commerce across all sites. CFO & Web Manager MM/DD/YYYY

    Importance

    • High
    • Medium
    • Low

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    3.1.1 Create a risk management plan

    Based on the workshop exercises, the facilitator will work with the core team to design a priority-based risk mitigation plan that enumerates the most salient risks to the CXM project and addresses them.

    3.1.2; 3.1.3; 3.1.4 Identify initiative dependencies and create the CXM roadmap

    After identifying dependencies, our facilitators will work with your IT SMEs and business stakeholders to create a comprehensive roadmap, outlining the initiatives needed to carry out your CXM strategy roadmap.

    Step 3.2: Confirm and Finalize the CXM Blueprint

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Identify success metrics
    • Create a stakeholder power map
    • Create a stakeholder communication plan
    • Complete and present CXM strategy stakeholder presentation

    Outcomes:

    • Stakeholder communication plan
    • CXM strategy stakeholder presentation

    Ensure that your CXM applications are improving the performance of targeted processes by establishing metrics

    Key Performance Indicators (KPIs)

    Key performance indicators (KPIs) are quantifiable measures that demonstrate the effectiveness of a process and its ability to meet business objectives.

    Questions to Ask

    1. What outputs of the process can be used to measure success?
    2. How do you measure process efficiency and effectiveness?

    Creating KPIs

    Specific

    Measurable

    Achievable

    Realistic

    Time-bound

    Follow the SMART methodology when developing KPIs for each process.

    Adhering to this methodology is a key component of the Lean management methodology. This framework will help you avoid establishing general metrics that aren’t relevant.

    Info-Tech Insight

    Metrics are essential to your ability to measure and communicate the success of the CXM strategy to the business. Speak the same language as the business and choose metrics that relate to marketing, sales, and customer service objectives.

    Activity: Identify metrics to communicate process success

    3.2.1 1 hour

    Input

    • Key organizational objectives

    Output

    • Strategic business metrics
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Recap the major functions that CXM will focus on (e.g. marketing, sales, customer service, web experience management, social media management, etc.)
    2. Identify business metrics that reflect organizational objectives for each function.
    3. Establish goals for each metric (as exemplified below).
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.
    5. Communicate the chosen metrics and the respective goals to stakeholders.

    Example: Metrics for Marketing, Sales, and Customer Service Functions

    Metric Example
    Marketing Customer acquisition cost X% decrease in costs relating to advertising spend
    Ratio of lifetime customer value X% decrease in customer churn
    Marketing originated customer % X% increase in % of customer acquisition driven by marketing
    Sales Conversion rate X% increase conversion of lead to sale
    Lead response time X% decrease in response time per lead
    Opportunity-to-win ratio X% increase in monthly/annual opportunity-to-win ratio
    Customer Service First response time X% decreased time it takes for customer to receive first response
    Time-to-resolution X% decrease of average time-to-resolution
    Customer satisfaction X% improvement of customer satisfaction ratings on immediate feedback survey

    Use Info-Tech’s Stakeholder Power Map Template to identify stakeholders crucial to CXM application rollouts

    3.2.2 Stakeholder Power Map Template

    Use this template and its power map to help visualize the importance of various stakeholders and their concerns. Prioritize your time according to the most powerful and most impacted stakeholders.

    Answer questions about each stakeholder:

    • Power: How much influence does the stakeholder have? Enough to drive the project forward or into the ground?
    • Involvement: How interested is the stakeholder? How involved is the stakeholder in the project already?
    • Impact: To what degree will the stakeholder be impacted? Will this significantly change how they do their job?
    • Support: Is the stakeholder a supporter of the project? Neutral? A resistor?

    Focus on key players: relevant stakeholders who have high power, should have high involvement, and are highly impacted.

    INFO-TECH DELIVERABLE

    Stakeholder Power Map Template

    Use Info-Tech’s Stakeholder Communication Planning Template to document initiatives and track communication

    3.2.3 Stakeholder Communication Planning Template

    Use the Stakeholder Communication Planning Template to document your list of initiative stakeholders so you can track them and plan communication throughout the initiative.

    Track the communication methods needed to convey information regarding CXM initiatives. Communicate how a specific initiative will impact the way employees work and the work they do.

    Sections of the document:

    1. Document the Stakeholder Power Map (output of Tool 3.2.2).
    2. Complete the Communicate Management Plan to aid in the planning and tracking of communication and training.

    INFO-TECH DELIVERABLE

    Activity: Create a stakeholder power map and communication plan

    3.2.4 1 hour

    Input

    • Stakeholder power map

    Output

    • Stakeholder communication plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech’s Stakeholder Communication Planning Template
    • Info-Tech’s Stakeholder Power Map Template

    Participants

    • Project Team

    Instructions

    1. Using Info-Tech’s Stakeholder Power Map Template, identify key stakeholders for ensuring the success of the CXM strategy (Tool 3.2.2).
    2. Using Info-Tech’s Stakeholder Communication Plan Template, construct a communication plan to communicate and track CXM initiatives with all CXM stakeholders (Tool 3.2.3).
    3. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Use Info-Tech’s CXM Strategy Stakeholder Presentation Template to sell your CXM strategy to the business

    3.2.5 CXM Strategy Stakeholder Presentation Template

    Complete the presentation template as indicated when you see the green icon throughout this deck. Include the outputs of all activities that are marked with this icon.

    Info-Tech has designed the CXM Strategy Stakeholder Presentation Template to capture the most critical aspects of the CXM strategy. Customize it to best convey your message to project stakeholders and to suit your organization.

    The presentation should be no longer than one hour. However, additional slides can be added at the discretion of the presenter. Make sure there is adequate time for a question and answer period.

    INFO-TECH DELIVERABLE

    After the presentation, email the deck to stakeholders to ensure they have it available for their own reference.

    Activity: Determine the measured value received from the project

    3.2.6 30 minutes

    Input

    • Project Metrics

    Output

    • Measured Value Calculation

    Materials

    • Workbook

    Participants

    • Project Team

    Instructions

    1. Review project metrics identified in phase 1 and associated benchmarks.
    2. After executing the CXM project, compare metrics that were identified in the benchmarks with the revised and assess the delta.
    3. Calculate the percentage change and quantify dollar impact (i.e. as a result of increased customer acquisition or retention).

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    3.2.4 Create a stakeholder power map and communication plan

    An analyst will walk the project team through the creation of a communication plan, inclusive of project metrics and their respective goals. If you are planning a variety of CXM initiatives, track how the change will be communicated and to whom. Determine the employees who will be impacted by the change.

    Insight breakdown

    Insight 1

    • IT must work in lockstep with Marketing, Sales, and Customer Service to develop a comprehensive technology-enablement strategy for CXM.
    • As IT works with its stakeholders in the business, it must endeavor to capture and use the voice of the customer in driving strategic requirements for CXM portfolio design.
    • IT must consider the external environment, customer personas, and internal processes as it designs strategic requirements to build the CXM application portfolio.

    Insight 2

    • The cloud is bringing significant disruption to the CXM space: to maintain relevancy, IT must become deeply involved in ensuring alignment between vendor capabilities and strategic requirements.
    • IT must serve as a trusted advisor on technical implementation challenges related to CXM, such as data quality, integration, and end-user training and adoption.
    • IT is responsible for technology enablement and is an indispensable partner in this regard; however, the business must ultimately own the objectives and communication strategy for customer engagement.

    Insight 3

    • When crafting a portfolio for CXM, be aware of the art of the possible: capabilities are rapidly merging and evolving to support new interaction channels. Social, mobile, and IoT are disrupting the customer experience landscape.
    • Big data and analytics-driven decision making is another significant area of value. IT must allow for true customer intelligence by providing an integration framework across customer-facing applications.

    Summary of accomplishment

    Knowledge Gained

    • Voice of the Customer for CXM Portfolio Design
    • Understanding of Strategic Requirements for CXM
    • Customer Personas and Scenarios
    • Environmental Scan
    • Deployment Considerations
    • Initiatives Roadmap Considerations

    Processes Optimized

    • CXM Technology Portfolio Design
    • Customer Data Quality Processes
    • CXM Integrations

    Deliverables Completed

    • Strategic Summary for CXM
    • CXM Project Charter
    • Customer Personas
    • External and Competitive Analysis
    • CXM Application Portfolio

    Bibliography

    Accenture Digital. “Growing the Digital Business: Accenture Mobility Research 2015.” Accenture. 2015. Web.

    Afshar, Vala. “50 Important Customer Experience Stats for Business Leaders.” Huffington Post. 15 Oct. 2015. Web.

    APQC. “Marketing and Sales Definitions and Key Measures.” APQC’s Process Classification Framework, Version 1.0.0. APQC. Mar. 2011. Web.

    CX Network. “The Evolution of Customer Experience in 2015.” Customer Experience Network. 2015. Web.

    Genesys. “State of Customer Experience Research”. Genesys. 2018. Web.

    Harvard Business Review and SAS. “Lessons From the Leading Edge of Customer Experience Management.” Harvard Business School Publishing. 2014. Web.

    Help Scout. “75 Customer Service Facts, Quotes & Statistics.” Help Scout. n.d. Web.

    Inmon Consulting Services. “Corporate Information Factory (CIF) Overview.” Corporate Information Factory. n.d. Web

    Jurevicius, Ovidijus. “VRIO Framework.” Strategic Management Insight. 21 Oct. 2013. Web.

    Keenan, Jim, and Barbara Giamanco. “Social Media and Sales Quota.” A Sales Guy Consulting and Social Centered Selling. n.d. Web.

    Malik, Om. “Internet of Things Will Have 24 Billion Devices by 2020.” Gigaom. 13 Oct. 2011. Web.

    McGovern, Michele. “Customers Want More: 5 New Expectations You Must Meet Now.” Customer Experience Insight. 30 July 2015. Web.

    McGinnis, Devon. “40 Customer Service Statistics to Move Your Business Forward.” Salesforce Blog. 1 May 2019. Web.

    Bibliography

    Reichheld, Fred. “Prescription for Cutting Costs”. Bain & Company. n.d. Web.

    Retail Congress Asia Pacific. “SAP – Burberry Makes Shopping Personal.” Retail Congress Asia Pacific. 2017. Web.

    Rouse, Margaret. “Omnichannel Definition.” TechTarget. Feb. 2014. Web.

    Salesforce Research. “Customer Expectations Hit All-Time High.” Salesforce Research. 2018. Web.

    Satell, Greg. “A Look Back at Why Blockbuster Really Failed and Why It Didn’t Have To.” Forbes. 5 Sept. 2014. Web.

    Social Centered Learning. “Social Media and Sales Quota: The Impact of Social Media on Sales Quota and Corporate Review.” Social Centered Learning. n.d. Web.

    Varner, Scott. “Economic Impact of Experience Management”. Qualtrics/Forrester. 16 Aug. 2017. Web.

    Wesson, Matt. “How to Use Your Customer Data Like Amazon.” Salesforce Pardot Blog. 27 Aug. 2012. Web.

    Winterberry Group. “Taking Cues From the Customer: ‘Omnichannel’ and the Drive For Audience Engagement.” Winterberry Group LLC. June 2013. Web.

    Wollan, Robert, and Saideep Raj. “How CIOs Can Support a More Agile Sales Organization.” The Wall Street Journal: The CIO Report. 25 July 2013. Web.

    Zendesk. “The Impact of Customer Service on Customer Lifetime Value 2013.” Z Library. n.d. Web.

    Build an Application Department Strategy

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    • Parent Category Name: Architecture & Strategy
    • Parent Category Link: /architecture-and-strategy
    • Application delivery has modernized. There are increasing expectations on departments to deliver on organizational and product objectives with increasing velocity.
    • Application departments produce many diverse, divergent products, applications, and services with expectations of frequent updates and changes based on rapidly changing landscapes

    Our Advice

    Critical Insight

    • There is no such thing as a universal “applications department.” Unlike other domains of IT, there are no widely accepted frameworks that clearly outline universal best practices of application delivery and management.
    • Different software needs and delivery orientations demand a tailored structure and set of processes, especially when managing a mixed portfolio or multiple delivery methods.

    Impact and Result

    Understand what your department’s purpose is through articulating its strategy in three steps:

    • Determining your application department’s values, principles, and orientation.
    • Laying out the goals, objectives, metrics, and priorities of the department.
    • Building a communication plan to communicate your overall department strategy.

    Build an Application Department Strategy Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build an application department strategy, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Take stock of who you are

    Consider and record your department’s values, principles, orientation, and capabilities.

    • Build an Application Department Strategy – Phase 1: Take Stock of Who You Are
    • Application Department Strategy Supporting Workbook

    2. Articulate your strategy

    Define your department’s strategy through your understanding of your department combined with everything that you do and are working to do.

    • Build an Application Department Strategy – Phase 2: Articulate Your Strategy
    • Application Department Strategy Template

    3. Communicate your strategy

    Communicate your department’s strategy to your key stakeholders.

    • Build an Application Department Strategy – Phase 3: Communicate Your Strategy

    Infographic

    Workshop: Build an Application Department Strategy

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Take Stock of Who You Are

    The Purpose

    Understand what makes up your application department beyond the applications and services provided.

    Key Benefits Achieved

    Articulating your guiding principles, values, capabilities, and orientation provides a foundation for expressing your department strategy.

    Activities

    1.1 Identify your team’s values and guiding principles.

    1.2 Define your department’s orientation.

    Outputs

    A summary of your department’s values and guiding principles

    A clear view of your department’s orientation and supporting capabilities

    2 Articulate Your Strategy

    The Purpose

    Lay out all the details that make up your application department strategy.

    Key Benefits Achieved

    A completed application department strategy canvas containing everything you need to communicate your strategy.

    Activities

    2.1 Write your application department vision statement.

    2.2 Define your application department goals and metrics.

    2.3 Specify your department capabilities and orientation.

    2.4 Prioritize what is most important to your department.

    Outputs

    Your department vision

    Your department’s goals and metrics that contribute to achieving your department’s vision

    Your department’s capabilities and orientation

    A prioritized roadmap for your department

    3 Communicate Your Strategy

    The Purpose

    Lay out your strategy’s communication plan.

    Key Benefits Achieved

    Your application department strategy presentation ready to be presented to your stakeholders.

    Activities

    3.1 Identify your stakeholders.

    3.2 Develop a communication plan.

    3.3 Wrap-up and next steps

    Outputs

    List of prioritized stakeholders you want to communicate with

    A plan for what to communicate to each stakeholder

    Communication is only the first step – what comes next?

    Mitigate the Risk of Cloud Downtime and Data Loss

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    • Parent Category Name: DR and Business Continuity
    • Parent Category Link: /business-continuity
    • Senior leadership is asking difficult questions about the organization’s dependency on third-party cloud services and the risk that poses.
    • IT leaders have limited control over third-party incidents and that includes cloud services. Yet they are on the hot seat when cloud services go down.
    • While vendors have swooped in to provide resilience options for the more-common SaaS solutions, it is not the case for all cloud services.

    Our Advice

    Critical Insight

    • No control over the software does not mean no recovery options. Solutions range from designing an IT workaround using alternate technologies to pre-defined third-party service continuity options (e.g. see options for O365) to business workarounds.
    • Even where there is limited control, you can at least define an incident response plan to streamline notification, assessment, and implementation of workarounds. Leadership wants more options than simply waiting for the service to come back online.
    • At a minimum, IT’s responsibility is to identify and communicate risk to senior leadership. That starts with a vendor review to identify SLA issues and overall resilience gaps.

    Impact and Result

    • Follow a structured process to assess cloud resilience risk.
    • Identify opportunities to mitigate risk – at the very least, ensure critical data is protected.
    • Summarize cloud services risk, mitigation options, and incident response for senior leadership.

    Mitigate the Risk of Cloud Downtime and Data Loss Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Mitigate the Risk of Cloud Downtime and Data Loss – Step-by-step guide to assess risk, identify risk mitigation options, and create an incident response plan.

    Even where there is limited control, you can define an incident response plan to streamline notification, assessment, and implementation of workarounds.

    • Mitigate the Risk of Cloud Downtime and Data Loss Storyboard

    2. Cloud Services Incident Risk and Mitigation Review – Review your key cloud vendors’ SLAs, incident preparedness, and data protection strategy.

    At a minimum, IT’s responsibility is to identify and communicate risk to senior leadership. That starts with a vendor review to identify SLA and overall resilience gaps.

    • Cloud Services Incident Risk and Mitigation Review Tool

    3. SaaS Incident Response Workflows – Use these examples to guide your efforts to create cloud incident response workflows.

    The examples illustrate different approaches to incident response depending on the criticality of the service and options available.

    • SaaS Incident Response Workflows (Visio)
    • SaaS Incident Response Workflows (PDF)

    4. Cloud Services Resilience Summary – Use this template to capture your results.

    Summarize cloud services risk, mitigation options, and incident response for senior leadership.

    • Cloud Services Resilience Summary
    [infographic]

    Further reading

    Mitigate the Risk of Cloud Downtime and Data Loss

    Resilience and disaster recovery in an increasingly Cloudy and SaaSy world.

    Analyst Perspective

    If you think cloud means you don’t need a response plan, then get your resume ready.

    Frank Trovato

    Most organizations are now recognizing that they can’t ignore the risk of a cloud outage or data loss, and the challenge is “what can I do about it?” since there is limited control.

    If you still think “it’s in the cloud, so I don’t need to worry about it,” then get your resume ready. When O365 goes down, your executives are calling IT, not Microsoft, for an answer of what’s being done and what can they do in the meantime to get the business up and running again.

    The key is to recognize what you can control and what actions you can take to evaluate and mitigate risk. At a minimum, you can ensure senior leadership is aware of the risk and define a plan for how you will respond to an incident, even if that is limited to monitoring and communicating status.

    Often you can do more, including defining IT workarounds, backing up your SaaS data for additional protection, and using business process workarounds to bridge the gap, as illustrated in the case studies in this blueprint.

    Frank Trovato
    Research Director, Infrastructure & Operations

    Info-Tech Research Group

    Use this blueprint to expand your DRP and BCP to account for cloud services

    As more applications are migrated to cloud-based services, disaster recovery (DR) and business continuity plans (BCP) must include an understanding of cloud risks and actions to mitigate those risks. This includes evaluating vendor and service reliability and resilience, security measures, data protection capabilities, and technology and business workarounds if there is a cloud outage or incident.

    Use the risk assessments and cloud service incident response plans developed through this blueprint to supplement your DRP and BCP as well as further inform your crisis management plans (e.g. account for cloud risks in your crisis communication planning).

    Overall Business Continuity Plan

    IT Disaster Recovery Plan

    A plan to restore IT application and infrastructure services following a disruption.

    Info-Tech’s Disaster Recovery Planning blueprint provides a methodology for creating the IT DRP. Leverage this blueprint to validate and provide inputs for your IT DRP.

    BCP for Each Business Unit

    A set of plans to resume business processes for each business unit.

    Info-Tech’s Develop a Business Continuity Plan blueprint provides a methodology for creating business unit BCPs as part of an overall BCP for the organization.

    Crisis Management Plan

    A plan to manage a wide range of crises, from health and safety incidents to business disruptions to reputational damage.

    Info-Tech’s Implement Crisis Management Best Practices blueprint provides a framework for planning a response to any crisis, from health and safety incidents to reputational damage.

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • Senior leadership is asking difficult questions about the organization’s dependency on third-party cloud services and the risk that poses.
    • Migrating to cloud services transfers much of the responsibility for day-to-day platform maintenance but not accountability for resilience.
    • IT leaders are often responsible for not just the organization’s IT DRP but also BCP and other elements of overall resilience. Cloud risk adds another element IT leaders need to consider.
    • IT leaders have limited control over third-party incidents and that includes cloud services. With SaaS services in particular, recovery or continuity options may be limited.
    • While vendors have swooped in to provide resilience options for the more common SaaS solutions, that is not the case for all cloud services.
    • Part of the solution is defining business process workarounds and that depends on cooperation from business leaders.
    • At a minimum, IT’s responsibility is to identify and communicate risk to senior leadership. That starts with a vendor review to identify SLA and overall resilience gaps.
    • Adapt how you approach downtime and data loss risk, particularly for SaaS solutions where there is limited or no control over the system.
    • Even where there is limited control, you can define an incident response plan to streamline notification, assessment, and implementation of workarounds. Leadership wants more options than simply waiting for the service to come back online.

    Info-Tech Insight

    Asking vendors about their DRP, BCP, and overall resilience has become commonplace. Expect your vendors to provide answers so you can assess risk. Furthermore, your vendor may have additional offerings to increase resilience or recommendations for third parties who can further assist your goals of improving cloud service resilience.

    Key deliverable

    Cloud Services Resilience Summary

    Provide leadership with a summary of cloud risk, downtime workarounds implemented, and additional data protection.

    The image contains a screenshot of the Cloud Services Resilience Summary.

    Additional tools and templates in this blueprint

    Cloud Services Incident Risk and Mitigation Review Tool

    Use this tool to gather vendor input, evaluate vendor SLAs and overall resilience, and track your own risk mitigation efforts.

    The image contains a screenshot of the Cloud Services Incident Risk and Mitigation Review Tool.

    SaaS Incident Response Workflows

    Use the examples in this document as a model to develop your own incident response workflows for cloud outages or data loss.

    The image contains a screenshot of the SaaS Incident Response Workflows.

    This blueprint will step you through the following actions to evaluate and mitigate cloud services risk

    1. Assess your cloud risk
    • Review your cloud services to determine potential impact of downtime/data loss, vendor SLA gaps, and vendor’s current resilience.
  • Identify options to mitigate risk
    • Explore your cloud vendor’s resilience offerings, third-party solutions, DIY recovery options, and business workarounds.
  • Create an incident response plan
    • Document your cloud risk mitigation strategy and incident response plan, which might include a failover strategy, data protection, and/or business continuity.

    Cloud Risk Mitigation

    Identify options to mitigate risk

    Create an incident response plan

    Assess risk

    Phase 1: Assess your cloud risk

    Phase 1

    Phase 2

    Phase 3

    Assess your cloud risk

    Identify options to mitigate risk

    Create an incident response plan

    Cloud does not guarantee uptime

    Public cloud services (e.g. Azure, GCP, AWS) and popular SaaS solutions experience downtime every year.

    A few cloud outage examples:

    • Microsoft Azure AD outage, March 15, 2022:
      Many users could not log into O365, Dynamics, or the Azure Portal.
      Cause: software change.
    • Three AWS outages in December 2021: December 7 (Netflix and others impacted), December 15 (Duo, Zoom, Slack, others), December 20 (Slack, Epic Games, others). Cause: network issues, power outage.
    • Salesforce outage, May 12, 2022: Users could not access the Lightning platform. Cause: expired certificate.

    Cloud availability

    • Migrating to cloud services can improve availability, as they typically offer more resilience than most organizations can afford to implement themselves.
    • However, having multiple data centers, zones, and regions doesn’t prevent all outages, as we see every year with even the largest cloud vendors.

    DR challenges for IaaS, PaaS, and cloud-native

    While there are limits to what you control, often traditional “failover” DR strategy can apply.

    High-level challenges and resilience options:

    • IaaS: No control over the hardware, but you can failover to another region. This is fairly similar to traditional DR.
    • PaaS: No control over the software platform (e.g. SQL server as a service), but you can back up your data and explore vendor options to replicate your environment.
    • Cloud-native applications: As with PaaS, you can back up your data and explore vendor options to replicate your environment.

    Plan for resilience

    • Include DR requirements when designing cloud service implementation. For example, for IaaS solutions, identify what data would need to be replicated and what services may need to be “always on” (e.g. database services where high-availability is demanded).
    • Similarly, for PaaS and cloud-native solutions, consult your vendor regarding options to build in resilience options (e.g. ability to failover to another environment).

    DR challenges for SaaS solutions

    SaaS is the biggest challenge because you have no control over any part of the base application stack.

    High-level challenges and resilience options:

    • No control over the hardware (or the facility, maintenance processes, and so on).
    • No control over the base application (control is limited to configuration settings and add-on customizations or integrations).
    • Options to back up your data will depend on the service.

    Note: The rest of this blueprint is focused primarily on SaaS resilience due to the challenges listed here. For other cloud services, leverage traditional DR strategies and vendor management to mitigate risk (as summarized on the previous slides).

    Focus on what you can control

    • For SaaS solutions in particular, you must toss out traditional DR. If Salesforce has an outage, you won’t be involved in recovering the system.
    • Instead, DR for SaaS needs to focus on improving resilience where you do have control and implementing business workarounds to bridge the gap.

    Evaluate your cloud services to clarify your specific risks

    Time and money is limited, so focus first on cloud services that are most critical and evaluate the vendors’ SLA and existing resilience capabilities.

    The activities on the next two slides will evaluate risk through two approaches:

    Activity 1: Estimate potential impact of downtime and data loss to quantify the risk and determine which cloud services are most critical and need to be prioritized. This is done through a business impact analysis that assesses:

    • Impact on revenue or costs (if applicable).
    • Impact on reputation (e.g. customer impact).
    • Impact on regulatory compliance and health and safety (if applicable).

    Activity 2: Review the vendor to identify risks and gaps. Specifically, evaluate the following:

    • Incident Management SLAs (e.g. does the SLA include RTO/RPO commitments? Do they meet your requirements?)
    • Incident Response Preparedness (e.g. does the vendor have a DRP, BCP, and security incident response plan?)
    • Data Protection (e.g. does their backup strategy and data security meet your standards?)

    Activity 1: Quantify potential impact and prioritize cloud services using a business impact analysis (BIA)

    1-3 hours

    1. Download the latest version of our DRP BIA: DRP Business Impact Analysis Tool. The tool includes instructions.
    2. Include the cloud services you want to assess in the list of applications/systems (see the tool excerpt below), and follow the BIA methodology outlined in the Create a Right-Sized Disaster Recovery Plan blueprint.
    3. Use the results to quantify potential impact and prioritize your efforts on the most-critical cloud services.

    The image contains a screenshot of the DRP Business Impact Analysis Tool.

    Materials
    • DRP BIA Tool
    Participants
    • Core group of IT management and staff who can provide a well-rounded perspective on potential impact. They will create the first draft of the BIA.
    • Review the draft BIA with relevant business leaders to refine and validate the results.

    Activity 2: Review your key cloud vendors’ SLAs, incident preparedness, and data protection strategy

    1-3 hours

    Use the Cloud Services Incident Risk and Mitigation Review Tool as follows:

    1. Send the Vendor Questionnaire tab to your cloud vendors to gather input, and review your existing agreements.
    2. Copy the vendor responses into the tool (see the instructions in the tool) and evaluate. See the example excerpt below.
    3. Identify action items to clarify gaps or address risks. Some action items might not be defined yet and will need to wait until you have had a chance to further explore risk mitigation options.

    The image contains a screenshot of the Cloud Services Incident Risk and Mitigation Review Tool.

    Materials
    • Cloud Services Incident Risk and Mitigation Review Tool
    Participants
    • Core group of IT management and staff tasked with evaluating and improving cloud services’ resilience.

    Phase 2: Identify options to mitigate risk

    Phase 1

    Phase 2

    Phase 3

    Assess your cloud risk

    Identify options to mitigate risk

    Create an incident response plan

    Consult your vendor to identify options to improve resilience, as a starting point

    Your vendor might also be able to suggest third parties that offer additional support, backup, or service continuity options.

    • The Vendor Questionnaire tab in the Cloud Services Incident Risk and Mitigation Review Tool includes a section at the bottom where your vendor can name additional options to improve resilience (e.g. premium support packages, potentially their own DR services).
    • If your vendor has not completed that part of the questionnaire, meet with them to discuss this. Asking service vendors about resilience has become commonplace, so they should be prepared to answer questions about their own offerings and potentially can name trusted third-party vendors who can further assist you.
    • Leverage Info-Tech’s advisory services to evaluate options outlined by your vendor and potential third-party options (e.g. enterprise backup solutions that support backing up SaaS data).

    Some SaaS solutions have plenty of resilience options; others not so much

    • The pervasiveness of O365 has led vendors to close the service continuity gap, with options to send and receive email during an outage and back up your data.
    • With many SaaS solutions, there isn’t going to be a third-party service continuity option, but you might still be able to at least back up your data and implement business process workarounds to close the service gap.

    Example SaaS risk and mitigation: O365

    Risk

    • Several outages every year (e.g. MS Teams July 20, 2022).
    • SLA exceptions include “Scheduled Downtime,” which can occur with just five days’ notice.
    • The Recycling Bin is your data backup, depending on your setup.

    Options to mitigate risk (not an exhaustive list):

    • Third-party solutions for email service continuity.
    • Several backup vendors (e.g. Veeam, Rubrik) can protect most of your O365 suite.
    • Business continuity workarounds leveraging synced OneDrive, SharePoint, and Outlook (access to calendar invites).

    Example SaaS risk and mitigation: Salesforce

    Risk

    • Downtime has been infrequent, but Salesforce did have a major outage in May 2021 (DNS issue) and May 2022 (expired certificate).
    • At the time of this writing, the Main Services Agreement does not commit to a specific uptime value and specifies the usual exclusions.
    • Similarly, there are limited commitments regarding data protection.

    Options to mitigate risk (not an exhaustive list):

    • Salesforce provides a backup and restore service offering.
    • In addition, some third-party vendors support backing up Salesforce data for additional protection against data corruption or data loss.
    • Business continuity workarounds can further reduce the impact of downtime (e.g. record updates in MS Word and leverage Outlook for contact info until Salesforce is recovered).

    Establish a baseline standard for risk mitigation, regardless of cloud service

    At a minimum, set a goal to review vendor risk at least annually, define standard processes for monitoring outages, and review options to back up your SaaS data.

    Example baseline standard for cloud risk mitigation

    • Review vendor risk at least annually. This includes reviewing SLAs, vendor’s incident preparedness (e.g. do they have a current DRP, BCP, and Security IRP?), and the vendor’s data protection strategy.
    • Incident response plans must include, at a minimum, steps to monitor vendor outage and communicate status to relevant stakeholders. Where possible, business process workarounds are defined to bridge the service gap.
    • For critical data (based on your BIA and an evaluation of risk), maintain your own backups of SaaS data for additional protection.

    Embed risk mitigation standards into existing IT operations

    • Include specific SLA requirements, including incident management processes, in your RFP process and annual vendor review.
    • Define cloud incident response in your incident management procedures.
    • Include cloud data considerations in your backup strategy reviews.

    Phase 3: Create an incident response plan

    Phase 1

    Phase 2

    Phase 3

    Assess your cloud risk

    Identify options to mitigate risk

    Create an incident response plan

    Activity 1: Review the example incident response workflows and case studies as a starting point

    1-3 hours

    1. Review the SaaS Incident Response Workflows examples. The examples illustrate different approaches to incident response depending on the criticality of the service and options available.
    2. Review the case studies on the next few slides, which further illustrate the resilience and incident response solutions implemented.
    3. Note the key elements:
    • Detection
    • Assessment
    • Monitoring status / contacting the vendor
    • Communication with key stakeholders
    • Invoking workarounds, if applicable

    Example SaaS Incident Response Workflow Excerpt

    The image contains a screenshot of an example of the SaaS Incident Response Workflow Excerpt.
    Materials
    • SaaS Incident Response Workflows examples
    Participants
    • Core group of IT management and staff tasked with evaluating and improving cloud services’ resilience.
    • Relevant business process owners to provide input and define business workarounds, where applicable.

    Case Study 1: Recovery plan for critical fundraising event

    If either critical SaaS dependency fails, the following plan is executed:

    1. Donors are redirected to a predefined alternate donation page hosted by a different service. The alternate page connects to the backup payment processing service (with predefined integrations).
    2. Marketing communications support the redirect.
    3. While the backup solution doesn’t gather as much data, the payment details provide enough information to follow up with donors where necessary.

    Criticality justified a failover option

    The Annual Day of Giving generates over 50% of fundraising for the year. It’s critically dependent on two SaaS solutions that host the donation page and payment processing.

    To mitigate the risk, the organization implemented the ability to failover to an alternate “environment” – much like a traditional DR solution – supported by workarounds to manage data collection.

    Case Study 2: Protecting customer data

    Daily exports from a SaaS-hosted donations site reduce potential data loss:

    1. Daily exports to a CRM support donor profile updates and follow-ups (tax receipts, thank-you letters, etc.).
    2. The exports also mitigate the risk of data loss due to an incident with the SaaS-hosted donation site.
    3. This company is exploring more-frequent exports to further reduce the risk of data loss.

    Protecting your data gives you options

    For critical data, do you want to rely solely on the vendor’s default backup strategy?

    If your SaaS vendor is hit by ransomware or if their backup frequency doesn’t meet your needs, having your own data backup gives you options.

    It can also support business process workarounds that need to access that data while waiting for SaaS recovery.

    Case Study 3: Recovery plan for payroll

    To enable a more accurate payroll workaround, the following is done:

    1. After each payroll run, export the payroll data from the SaaS solution to a secure location.
    2. If there is a SaaS outage when payroll must be submitted, the exported data can be modified and converted to an ACH file.
    3. The ACH file is submitted to the bank, which has preapproved this workaround.

    BCP can bridge the gap

    When leadership looks to IT to mitigate cloud risk, include BCP in the discussion.

    Payroll is a good example where the best recovery option might be a business continuity workaround.

    IT often still has a role in business continuity workarounds, as in this case study: specifically, providing a solution to modify and convert the payroll data to an ACH file.

    Activity 2: Run tabletop planning exercises as a starting point to build your incident response plan

    1-3 hours

    1. Follow the tabletop planning instructions provided in the Create a Right-Sized Disaster Recovery Plan blueprint.
    2. Run the exercise for each cloud service. Keep the scenario generic at first (e.g. cloud service is down with no reported root cause) so you can focus on your response. Capture response steps and gaps.
    3. Add complexity in subsequent exercises (e.g. data loss plus downtime), and use that to expand and refine the workflow as needed.
    4. Use the resulting workflows as the core piece of your incident response plan.
    5. Supplement the workflow with relevant checklists or procedures. At this point you can choose to incorporate this into your DRP or BCP or maintain these documents as supplements to those plans.
      See the DRP Case Study and BCP Case Study for an example of DRP-BCP documentation.

    Example tabletop planning results excerpt with gaps identified

    The image contains an example tabletop planning results excerpt with gaps identified.

    Materials
    • SaaS Incident Response Workflows examples
    Participants
    • Core group of IT management and staff tasked with evaluating and improving cloud services’ resilience.
    • Review results with relevant business process owners to provide input and define business workarounds where applicable.

    Activity 3: Summarize cloud services resilience to inform senior leadership of current risks and mitigation efforts

    1-3 hours

    1. Use the Cloud Services Resilience Summary example as a template to capture the following:
    • The results of your vendor review (i.e. incident management SLAs, incident response preparedness, data protections strategy).
    • The current state of your downtime workarounds and additional data loss protection.
    • Your baseline standard for cloud services risk mitigation.
    • Summary of resilience, risks, workarounds, and data loss protection for each individual cloud service that you have reviewed.
  • Present the results to senior leadership to:
    • Highlight risks to inform business decisions to mitigate or accept those risks.
    • Summarize actions already taken to mitigate risks.
    • Communicate next steps (e.g. action items to address remaining risks).

    Cloud Services Resilience Summary – Table of Contents

    The image contains a screenshot of Cloud Services Resilience Summary – Table of Contents.
    Materials
    • Cloud Services Resilience Summary
    Participants
    • Core group of IT management and staff tasked with evaluating and improving cloud services’ resilience.
    • Review results with relevant business process owners to provide input and define business workarounds where applicable.

    Summary: For cloud services, after evaluating risk, IT must adapt how they approach risk mitigation

    1. Identify failover options where possible
    • A failover strategy is possible for many cloud services (e.g. IaaS replication to another region, or failing over SaaS to an alternate solution as in case study 1).
  • At least protect your data
    • Explore supplementary backup options to protect against ransomware, data corruption, or data loss and support business continuity workarounds (see case study 2).
  • Leverage BCP to close the gap
    • This doesn’t absolve IT of its role in mitigating cloud incident risk, but business process workarounds can bridge the gap where IT options are limited (see case study 3).

    Related Info-Tech Research

    IT DRP Maturity Assessment

    Get an objective assessment of your DRP program and recommendations for improvement.

    Create a Right-Sized Disaster Recovery Plan

    Close the gap between your DR capabilities and service continuity requirements.

    Develop a Business Continuity Plan

    Streamline the traditional approach to make BCP development manageable and repeatable.

    Implement Crisis Management Best Practices

    Don’t be another example of what not to do. Implement an effective crisis response plan to minimize the impact on business continuity, reputation, and profitability.

    Ensure Cloud Security in IaaS, PaaS, and SaaS Environments

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    • Parent Category Name: Secure Cloud & Network Architecture
    • Parent Category Link: /secure-cloud-network-architecture
    • Security remains a large impediment to realizing cloud benefits. Numerous concerns still exist around the ability for data privacy, confidentiality, and integrity to be maintained in a cloud environment.
    • Even if adoption is agreed upon, it becomes hard to evaluate vendors that have strong security offerings and even harder to utilize security controls that are internally deployed in the cloud environment.

    Our Advice

    Critical Insight

    • The cloud can be secure despite unique security threats.
    • Securing a cloud environment is a balancing act of who is responsible for meeting specific security requirements.
    • Most security challenges and concerns can be minimized through our structured process (CAGI) of selecting a trusted cloud security provider (CSP) partner.

    Impact and Result

    • The business is adopting a cloud environment and it must be secured, which includes:
      • Ensuring business data cannot be leaked or stolen.
      • Maintaining privacy of data and other information.
      • Securing the network connection points.
    • Determine your balancing act between yourself and your CSP; through contractual and configuration requirements, determine what security requirements your CSP can meet and cover the rest through internal deployment.
    • This blueprint and associated tools are scalable for all types of organizations within various industry sectors.

    Ensure Cloud Security in IaaS, PaaS, and SaaS Environments Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should prioritize security in the cloud, review Info-Tech’s methodology, and understand the ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Determine your cloud risk profile

    Determine your organization’s rationale for cloud adoption and what that means for your security obligations.

    • Ensure Cloud Security in IaaS, PaaS, and SaaS Environments – Phase 1: Determine Your Cloud Risk Profile
    • Secure Cloud Usage Policy

    2. Identify your cloud security requirements

    Use the Cloud Security CAGI Tool to perform four unique assessments that will be used to identify secure cloud vendors.

    • Ensure Cloud Security in IaaS, PaaS, and SaaS Environments – Phase 2: Identify Your Cloud Security Requirements
    • Cloud Security CAGI Tool

    3. Evaluate vendors from a security perspective

    Learn how to assess and communicate with cloud vendors with security in mind.

    • Ensure Cloud Security in IaaS, PaaS, and SaaS Environments – Phase 3: Evaluate Vendors From a Security Perspective
    • IaaS and PaaS Service Level Agreement Template
    • SaaS Service Level Agreement Template
    • Cloud Security Communication Deck

    4. Implement your secure cloud program

    Turn your security requirements into specific tasks and develop your implementation roadmap.

    • Ensure Cloud Security in IaaS, PaaS, and SaaS Environments – Phase 4: Implement Your Secure Cloud Program
    • Cloud Security Roadmap Tool

    5. Build a cloud security governance program

    Build the organizational structure of your cloud security governance program.

    • Ensure Cloud Security in IaaS, PaaS, and SaaS Environments – Phase 5: Build a Cloud Security Governance Program
    • Cloud Security Governance Program Template
    [infographic]

    Drive Technology Adoption

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    • Parent Category Name: Strategy and Organizational Design
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    The project isn’t over if the new product or system isn’t being used. How do you ensure that what you’ve put in place isn’t going to be ignored or only partially adopted? People are more complicated than any new system and managing them through the change needs careful planning.

    Our Advice

    Critical Insight

    Cultivating a herd mentality, where people adopt new technology merely because everyone else is, is an important goal in getting the bulk of users using the new product or system. The herd needs to gather momentum though and this can be done by using the more tech-able and enthused to lead the rest on the journey. Identifying and engaging these key resources early in the process will greatly assist in starting the flow.

    Impact and Result

    While communication is key throughout, involving staff in proof-of-concept activities and contests and using the train-the-trainer techniques and technology champions will all start the momentum toward technology adoption. Group activities will address the bulk of users, but laggards may need special attention.

    Drive Technology Adoption Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Drive Technology Adoption – A brief deck describing how to encourage users to adopt newly implemented technology.

    This document will help you to ensure that newly implemented systems and technologies are correctly adopted by the intended recipients.

    • Drive Technology Adoption Storyboard
    [infographic]

    Further reading

    Drive Technology Adoption

    The project is over. The new technology is implemented. Now how do we make sure it's used?

    Executive Summary

    Your Challenge

    Technology endlessly changes and evolves. Similarly, business directions and requirements change, and these changes need to be supported by technology. Improved functionality and evolvement of systems, along with systems becoming redundant or unsupported, means that maintaining a static environment is virtually impossible.

    Enormous amounts of IT budget are allocated to these changes each year. But once the project is over, how do you manage that change and ensure the systems are being used? Planning your technology adoption is vital.

    Common Obstacles

    The obstacles to technology adoption can be many and various, covering a broad spectrum of areas including:

    • Reluctance of staff to let go of familiar processes and procedures.
    • Perception that any change will add complications but not add value, thereby hampering enthusiasm to adopt.
    • Lack of awareness of the change.
    • General fear of change.
    • Lack of personal confidence.

    Info-Tech’s Approach

    Start by identifying, understanding, categorizing, and defining barriers and put in place a system to:

    • Gain an early understanding of the different types of users and their attitudes to technology and change.
    • Review different adoption techniques and analyze which are most appropriate for your user types.
    • Use a “Follow the Leader” approach, by having technical enthusiasts and champions to show the way.
    • Prevent access to old systems and methods.

    Info-Tech Insight

    For every IT initiative that will be directly used by users, consider the question, “Will the final product be readily accepted by those who are going to use it?” There is no point in implementing a product that no one is prepared to use. Gaining user acceptance is much more than just ticking a box in a project plan once UAT is complete.

    The way change should happen is clear

    Prosci specializes in change. Its ADKAR model outlines what’s required to bring individuals along on the change journey.

    AWARENESS

    • Awareness means more than just knowing there’s a change occurring,
    • it means understanding the need for change.

    DESIRE

    • To achieve desire, there needs to be motivation, whether it be from an
    • organizational perspective or personal.

    KNOWLEDGE

    • Both knowledge on how to train during the transition and knowledge
    • on being effective after the change are required. This can only be done
    • once awareness and desire are achieved.

    ABILITY

    • Ability is not knowledge. Knowing how to do something doesn’t necessarily translate to having the skills to do it.

    REINFORCEMENT

    • Without reinforcement there can be a tendency to revert.

    When things go wrong

    New technology is not being used

    The project is seen as complete. Significant investments have been made, but the technology either isn’t being used or is only partially in use.

    Duplicate systems are now in place

    Even worse. The failure to adopt the new technology by some means that the older systems are still being used. There are now two systems that fail to interact; business processes are being affected and there is widespread confusion.

    Benefits not being realized

    Benefits promised to the business are not being realized. Projected revenue increases, savings, or efficiencies that were forecast are now starting to be seen as under threat.

    There is project blowout

    The project should be over, but the fact that the technology is not being used has created a perception that the implementation is not complete and the project needs to continue.

    Info-Tech Insight

    People are far more complicated than any technology being implemented.

    Consider carefully your approach.

    Why does it happen?

    POOR COMMUNICATION

    There isn’t always adequate communications about what’s changing in the workplace.

    FEAR

    Fear of change is natural and often not rational. Whether the fear is about job loss or not being able to adapt to change; it needs to be managed.

    TRAINING

    Training can be insufficient or ineffective and when this happens people are left feeling like they don’t have the skills to make the change.

    LACK OF EXECUTIVE SUPPORT

    A lack of executive support for change means the change is seen as less important.

    CONFLICTING VIEWS OF CHANGE

    The excitement the project team and business feels about the change is not necessarily shared throughout the business. Some may just see the change as more work, changing something that already works, or a reason to reduce staff levels.

    LACK OF CONFIDENCE

    Whether it’s a lack of confidence generally with technology or concern about a new or changing tool, a lack of confidence is a huge barrier.

    BUDGETARY CONSTRAINTS

    There is a cost with managing people during a change, and budget must be allocated to allow for it.

    Communications

    Info-Tech Insight

    Since Sigmund Freud there has been endless work to understand people’s minds.
    Don’t underestimate the effect that people’s reactions to change can have on your project.

    This is a Kubler-ross change curve graph, plotting the following Strategies: Create Alignment; Maximize Communication; Spark Motivation; Develop Capability; Share Knowledge

    Communication plans are designed to properly manage change. Managing change can be easier when we have the right tools and information to adapt to new circumstances. The Kubler-Ross change curve illustrates the expected steps on the path to acceptance of change. With the proper communications strategy, each can be managed appropriately

    Analyst perspective

    Paul Binns – Principal Research Advisor, Info-Tech

    The rapidly changing technology landscape in our world has always meant that an enthusiasm or willingness to embrace change has been advantageous. Many of us have seen how the older generation has struggled with that change and been left behind.

    In the work environment, the events of the past two years have increased pressure on those slow to adopt as in many cases they couldn't perform their tasks without new tools. Previously, for example, those who may have been reluctant to use digital tools and would instead opt for face-to-face meetings, suddenly found themselves without an option as physical meetings were no longer possible. Similarly, digital collaboration tools that had been present in the market for some time were suddenly more heavily used so everyone could continue to work together in the “online world.”

    At this stage no one is sure what the "new normal" will be in the post-pandemic world, but what has been clearly revealed is that people are prepared to change given the right motivation.

    “Technology adoption is about the psychology of change.”
    Bryan Tutor – Executive Counsellor, Info-Tech

    The Fix

    • Categorize Users
      • Gain a clear understanding of your user types.
    • Identify Adoption Techniques
      • Understand the range of different tools and techniques available.
    • Match Techniques To Categories
      • Determine the most appropriate techniques for your user base.
    • Follow-the-Leader
      • Be aware of the different skills in your environment and use them to your advantage.
    • Refresh, Retrain, Restrain
      • Prevent reversion to old methods or systems.

    Categories

    Client-Driven Insight

    Consider your staff and industry when looking at the Everett Rogers curve. A technology organization may have less laggards than a traditional manufacturing one.

    In Everett Rogers’ book Diffusion of Innovations 5th Edition (Free Press, 2005), Rogers places adopters of innovations into five different categories.

    This is an image of an Innovation Adoption Curve from Everett Rogers' book Diffusion of Innovations 5th Edition

    Category 1: The Innovator – 2.5%

    Innovators are technology enthusiasts. Technology is a central interest of theirs, either at work, at home, or both. They tend to aggressively pursue new products and technologies and are likely to want to be involved in any new technology being implemented as soon as possible, even before the product is ready to be released.

    For people like this the completeness of the new technology or the performance can often be secondary because of their drive to get new technology as soon as possible. They are trailblazers and are not only happy to step out of their comfort zone but also actively seek to do so.

    Although they only make up about 2.5% of the total, their enthusiasm, and hopefully endorsement of new technology, offers reassurance to others.

    Info-Tech Insight

    Innovators can be very useful for testing before implementation but are generally more interested in the technology itself rather than the value the technology will add to the business.

    Category 2: The Early Adopter – 13.5%

    Whereas Innovators tend to be technologists, Early Adopters are visionaries that like to be on board with new technologies very early in the lifecycle. Because they are visionaries, they tend to be looking for more than just improvement – a revolutionary breakthrough. They are prepared to take high risks to try something new and although they are very demanding as far as product features and performance are concerned, they are less price-sensitive than other groups.

    Early Adopters are often motivated by personal success. They are willing to serve as references to other adopter groups. They are influential, seen as trendsetters, and are of utmost importance to win over.

    Info-Tech Insight

    Early adopters are key. Their enthusiasm for technology, personal drive, and influence make them a powerful tool in driving adoption.

    Category 3: The Early Majority – 34%

    This group is comprised of pragmatists. The first two adopter groups belong to early adoption, but for a product to be fully adopted the mainstream needs to be won over, starting with the Early Majority.

    The Early Majority share some of the Early Adopters’ ability to relate to technology. However, they are driven by a strong sense of practicality. They know that new products aren’t always successful. Consequently, they are content to wait and see how others fare with the technology before investing in it themselves. They want to see well-established references before adopting the technology and to be shown there is no risk.

    Because there are so many people in this segment (roughly 34%), winning these people over is essential for the technology to be adopted.

    Category 4: The Late Majority – 34%

    The Late Majority are the conservatives. This group is generally about the same size as the Early Majority. They share all the concerns of the Early Majority; however, they are more resistant to change and are more content with the status quo than eager to progress to new technology. People in the Early Majority group are comfortable with their ability to handle new technology. People in the Late Majority are not.

    As a result, these conservatives prefer to wait until something has become an established standard and take part only at the end of the adoption period. Even then, they want to see lots of support and ensure that there is proof there is no risk in them adopting it.

    Category 5: The Laggard – 16%

    This group is made up of the skeptics and constitutes 16% of the total. These people want nothing to do with new technology and are generally only content with technological change when it is invisible to them. These skeptics have a strong belief that disruptive new technologies rarely deliver the value promised and are almost always worried about unintended consequences.

    Laggards need to be dealt with carefully as their criticism can be damaging and without them it is difficult for a product to become fully adopted. Unfortunately, the effort required for this to happen is often disproportional to the size of the group.

    Info-Tech Insight

    People aren’t born laggards. Technology projects that have failed in the past can alter people’s attitudes, especially if there was a negative impact on their working lives. Use empathy when dealing with people and respect their hesitancy.

    Adoption Techniques

    Different strokes for different folks

    Technology adoption is all about people; and therefore, the techniques required to drive that adoption need to be people oriented.

    The following techniques are carefully selected with the intention of being impactful on all the different categories described previously.

    Technology Adoption: Herd Mentality; Champions; Force; Group Training; One-on-One; Contests; Marketing; Proof of Concept; Train the Trainer

    There are multitudes of different methods to get people to adopt new technology, but which is the most appropriate for your situation? Generally, it’s a combination.

    Technology Adoption: Herd Mentality; Champions; Force; Group Training; One-on-One; Contests; Marketing; Proof of Concept; Train the Trainer

    Train the Trainer

    Use your staff to get your message across.

    Abstract

    This technique involves training key members of staff so they can train others. It is important that those selected are strong communicators, are well respected by others, and have some expertise in technology.

    Advantages

    • Cost effective
    • Efficient dissemination of information
    • Trusted internal staff

    Disadvantages

    • Chance of inconsistent delivery
    • May feel threatened by co-worker

    Best to worst candidates

    • Early Adopter: Influential trendsetters. Others receptive of their lead.
    • Innovator: Comfortable and enthusiastic about new technology, but not necessarily a trainer.
    • Early Majority: Tendency to take others’ lead.
    • Late Majority: Risk averse and tend to follow others, only after success is proven.
    • Laggard: Last to adopt usually. Unsuitable as Trainer.

    Marketing

    Marketing should be continuous throughout the change to encourage familiarity.

    Abstract

    Communication is key as people are comfortable with what is familiar to them. Marketing is an important tool for convincing adopters that the new product is mainstream, widely adopted and successful.

    Advantages

    • Wide communication
    • Makes technology appear commonplace
    • Promotes effectiveness of new technology

    Disadvantages

    • Reliant on staff interest
    • Can be expensive

    Best to worst candidates

    • Early Majority: Pragmatic about change. Marketing is effective encouragement.
    • Early Adopter: Receptive and interested in change. Marketing is supplemental.
    • Innovator: Actively seeks new technology. Does not need extensive encouragement.
    • Late Majority: Requires more personal approach.
    • Laggard: Resistant to most enticements.

    One-on-One

    Tailored for individuals.

    Abstract

    One-on-one training sometimes is the only way to train if you have staff with special needs or who are performing unique tasks.
    It is generally highly effective but inefficient as it only addresses individuals.

    Advantages

    • Tailored to specific need(s)
    • Only relevant information addressed
    • Low stress environment

    Disadvantages

    • Expensive
    • Possibility of inconsistent delivery
    • Personal conflict may render it ineffective

    Best to worst candidates

    • Laggard: Encouragement and cajoling can be used during training.
    • Late Majority: Proof can be given of effectiveness of new product.
    • Early Majority: Effective, but not cost efficient.
    • Early Adopter: Effective, but not cost-efficient.
    • Innovator: Effective, but not cost-efficient.

    Group Training

    Similar roles, attitudes, and abilities.

    Abstract

    Group training is one of the most common methods to start people on their journey toward new technology. Its effectiveness with the two largest groups, Early Majority and Late Majority, make it a primary tool in technology adoption.

    Advantages

    • Cost effective
    • Time effective
    • Good for team building

    Disadvantages

    • Single method may not work for all
    • Difficult to create single learning pace for all

    Best to worst candidates

    • Early Majority: Receptive. The formality of group training will give confidence.
    • Late Majority: Conservative attitude will be receptive to traditional training.
    • Early Adopter: Receptive and attentive. Excited about the change.
    • Innovator: Will tend to want to be ahead or want to move ahead of group.
    • Laggard: Laggards in group training may have a negative impact.

    Force

    The last resort.

    Abstract

    The transition can’t go on forever.

    At some point the new technology needs to be fully adopted and if necessary, force may have to be used.

    Advantages

    • Immediate full transition
    • Fixed delivery timeline

    Disadvantages

    • Alienation of some staff
    • Loss of faith in product if there are issues

    Best to worst candidates

    • Laggard: No choice but to adopt. Forces the issue.
    • Late Majority: Removes issue of reluctance to change.
    • Early Majority: Content, but worried about possible problems.
    • Early Adopter: Feel less personal involvement in change process.
    • Innovator: Feel less personal involvement in change process.

    Contests

    Abstract

    Contests can generate excitement and create an explorative approach to new technology. People should not feel pressured. It should be enjoyable and not compulsory.

    Advantages

    • Rapid improvement of skills
    • Bring excitement to the new technology
    • Good for team building

    Disadvantages

    • Those less competitive or with lower skills may feel alienated
    • May discourage collaboration

    Best to worst candidates

    • Early Adopter: Seeks personal success. Risk taker. Effective.
    • Innovator: Enthusiastic to explore limits of technology.
    • Early Majority: Less enthusiastic. Pragmatic. Less competitive.
    • Late Majority: Conservative. Not enthusiastic about new technology.
    • Laggard: Reluctant to get involved.

    Incentives

    Incentives don’t have to be large.

    Abstract

    For some staff, merely taking management’s lead is not enough. Using “Nudge” techniques to give that extra incentive is quite effective. Incentivizing staff either financially or through rewards, recognition, or promotion is a successful adoption technique for some.

    Advantages

    Encouragement to adopt from receiving tangible benefit

    Draws more attention to the new technology

    Disadvantages

    Additional expense to business or project

    Possible poor precedent for subsequent changes

    Best to worst candidates

    Early Adopter: Desire for personal success makes incentives enticing.

    Early Majority: Prepared to change, but extra incentive will assist.

    Late Majority: Conservative attitude means incentive may need to be larger.

    Innovator: Enthusiasm for new technology means incentive not necessary.

    Laggard: Sceptical about change. Only a large incentive likely to make a difference.

    Champions

    Strong internal advocates for your new technology are very powerful.

    Abstract

    Champions take on new technology and then use their influence to promote it in the organization. Using managers as champions to actively and vigorously promote the change is particularly effective.

    Advantages

    • Infectious enthusiasm encourages those who tend to be reluctant
    • Use of trusted internal staff

    Disadvantages

    • Removes internal staff from regular duties
    • Ineffective if champion not respected

    Best to worst candidates

    • Early Majority: Champions as references of success provide encouragement.
    • Late Majority: Management champions in particular are effective.
    • Laggard: Close contact with champions may be effective.
    • Early Adopter: Receptive of technology, less effective.
    • Innovator: No encouragement or promotion required.

    Herd Mentality

    Follow the crowd.

    Abstract

    Herd behavior is when people discount their own information and follow others. Ideally all adopters would understand the reason and advantages in adopting new technology, but practically, the result is most important.

    Advantages

    • New technology is adopted without question
    • Increase in velocity of adoption

    Disadvantages

    • Staff may not have clear understanding of the reason for change and resent it later
    • Some may adopt the change before they are ready to do so

    Best to worst candidates

    • Early Majority: Follow others’ success.
    • Late Majority: Likely follow an established proven standard.
    • Early Adopter: Less effective as they prefer to set trends rather than follow.
    • Innovator: Seeks new technology rather than following others.
    • Laggard: Suspicious and reluctant to change.

    Proof of Concepts

    Gain early input and encourage buy-in.

    Abstract

    Proof of concept projects give early indications of the viability of a new initiative. Involving the end users in these projects can be beneficial in gaining their support

    Advantages

    Involve adopters early on

    Valuable feedback and indications of future issues

    Disadvantages

    If POC isn’t fully successful, it may leave lingering negativity

    Usually, involvement from small selection of staff

    Best to worst candidates

    • Innovator: Strong interest in getting involved in new products.
    • Early Adopter: Comfortable with new technology and are influencers.
    • Early Majority: Less interest. Prefer others to try first.
    • Late Majority: Conservative attitude makes this an unlikely option.
    • Laggard: Highly unlikely to get involved.

    Match techniques to categories

    What works for who?

    This clustered column chart categorizes techniques by category

    Follow the leader

    Engage your technology enthusiasts early to help refine your product, train other staff, and act as champions. A combination of marketing and group training will develop a herd mentality. Finally, don’t neglect the laggards as they can prevent project completion.

    This is an inverted funnel chart with the output of: Change Destination.  The inputs are: 16% Laggards; 34% Late Majority; 34% Early Majority; 13.3% Early Adopters; 2% Innovators

    Info-Tech Insight

    Although there are different size categories, none can be ignored. Consider your budget when dealing with smaller groups, but also consider their impact.

    Refresh, retrain, restrain

    We don’t want people to revert.

    Don’t assume that because your staff have been trained and have access to the new technology that they will keep using it in the way they were trained. Or that they won’t revert back to their old methods or system.

    Put in place methods to remove completely or remove access to old systems. Schedule refresh training or skill enhancement sessions and stay vigilant.

    Research Authors

    Paul Binns

    Paul Binns

    Principal Research Advisor, Info-Tech Research Group

    With over 30 years in the IT industry, Paul brings to his work his experience as a Strategic Planner, Consultant, Enterprise Architect, IT Business Owner, Technologist, and Manager. Paul has worked with both small and large companies, local and international, and has had senior roles in government and the finance industry.

    Scott Young

    Scott Young

    Principal Research Advisor, Info-Tech Research Group

    Scott Young is a Director of Infrastructure Research at Info-Tech Research Group. Scott has worked in the technology field for over 17 years, with a strong focus on telecommunications and enterprise infrastructure architecture. He brings extensive practical experience in these areas of specialization, including IP networks, server hardware and OS, storage, and virtualization.

    Related Info-Tech Research

    User Group Analysis Workbook

    Use Info-Tech’s workbook to gather information about user groups, business processes, and day-to-day tasks to gain familiarity with your adopters.

    Governance and Management of Enterprise Software Implementation

    Use our research to engage users and receive timely feedback through demonstrations. Our iterative methodology with a task list focused on the business’ must-have functionality allows staff to return to their daily work sooner.

    Quality Management User Satisfaction Survey

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    Master Organizational Change Management Practices

    Using a soft, empathetic approach to change management is something that all PMOs should understand. Use our research to ensure you have an effective OCM plan that will ensure project success.

    Bibliography

    Beylis, Guillermo. “COVID-19 accelerates technology adoption and deepens inequality among workers in Latin America and the Caribbean.” World Bank Blogs, 4 March 2021. Web.

    Cleland, Kelley. “Successful User Adoption Strategies.” Insight Voices, 25 Apr. 2017. Web.

    Hiatt, Jeff. “The Prosci ADKAR ® Model.” PROSCI, 1994. Web.

    Malik, Priyanka. “The Kübler Ross Change Curve in the Workplace.” whatfix, 24 Feb. 2022. Web.

    Medhaugir, Tore. “6 Ways to Encourage Software Adoption.” XAIT, 9 March 2021. Web.

    Narayanan, Vishy. “What PwC Australia learned about fast tracking tech adoption during COVID-19” PWC, 13 Oct. 2020. Web.

    Sridharan, Mithun. “Crossing the Chasm: Technology Adoption Lifecycle.” Think Insights, 28 Jun 2022. Web.

    Develop a Security Awareness and Training Program That Empowers End Users

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    • Parent Category Name: Security Strategy & Budgeting
    • Parent Category Link: /security-strategy-and-budgeting
    • The fast evolution of the cybersecurity landscape requires security training and awareness programs that are frequently updated and improved.
    • Security and awareness training programs often fail to engage end users. Lack of engagement can lead to low levels of knowledge retention.
    • Irrelevant or outdated training content does not properly prepare your end users to effectively defend the organization against security threats.

    Our Advice

    Critical Insight

    • One-time, annual training is no longer sufficient for creating an effective security awareness and training program.
    • By presenting security as a personal and individualized issue, you can make this new personal focus a driver for your organizational security awareness and training program.

    Impact and Result

    • Create a training program that delivers smaller amounts of information on a more frequent basis to minimize effort, reduce end-user training fatigue, and improve content relevance.
    • Evaluate and improve your security awareness and training program continuously to keep its content up-to-date. Leverage end-user feedback to ensure content remains relevant to those who receive it.

    Develop a Security Awareness and Training Program That Empowers End Users Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop a security awareness and training program that empowers end users, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Develop your training program

    Create or mature a security awareness and training program that is tailored to your organization.

    • Develop a Security Awareness and Training Program That Empowers End Users – Phase 1: Develop Your Training Program
    • Security Awareness and Training Program Development Tool
    • End-User Security Job Description Template
    • Training Materials – Physical Computer Security
    • Training Materials – Cyber Attacks
    • Training Materials – Incident Response
    • Training Materials – Mobile Security
    • Training Materials – Passwords
    • Training Materials – Phishing
    • Training Materials – Social Engineering
    • Training Materials – Web Usage
    • Security Awareness and Training Vendor Evaluation Tool
    • Security Awareness and Training Metrics Tool
    • End-User Security Knowledge Test Template
    • Security Training Campaign Development Tool

    2. Design an effective training delivery plan

    Explore methods of training delivery and select the most effective solutions.

    • Develop a Security Awareness and Training Program That Empowers End Users – Phase 2: Design an Effective Training Delivery Plan
    • Information Security Awareness and Training Policy
    • Security Awareness and Training Gamification Guide
    • Mock Spear Phishing Email Examples
    • Security Training Email Templates
    • Security Awareness and Training Module Builder and Training Schedule
    • Security Training Campaign Development Tool
    • Security Training Program Manual
    • Security Awareness and Training Feedback Template
    • Security Awareness Month Week 1: Staying in Touch
    • Security Awareness Month Week 2: Sharing Special Moments
    • Security Awareness Month Week 3: Working and Networking
    • Security Awareness Month Week 4: Families and Businesses
    [infographic]

    Workshop: Develop a Security Awareness and Training Program That Empowers End Users

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Outline the Plan for Long-term Program Improvement

    The Purpose

    Identify the maturity level of the existing security awareness and training program and set development goals.

    Establish program milestones and outline key initiatives for program development.

    Identify metrics to measure program effectiveness.

    Key Benefits Achieved

    Identified the gaps between the current maturity level of the security awareness and training program and future target states.

    Activities

    1.1 Create a program development plan.

    1.2 Investigate and select metrics to measure program effectiveness.

    1.3 Execute some low-hanging fruit initiatives for collecting metrics: e.g. create a knowledge test, feedback survey, or gamification guide.

    Outputs

    Customized development plan for program.

    Tool for tracking metrics.

    Customized knowledge quiz ready for distribution.

    Customized feedback survey for training.

    Gamification program outline.

    2 Identify and Assess Audience Groups and Security Training Topics

    The Purpose

    Determine the unique audience groups within your organization and evaluate their risks and vulnerabilities.

    Prioritize training topics and audience groups to effectively streamline program development.

    Key Benefits Achieved

    Created a comprehensive list of unique audience groups and the corresponding security training that each group should receive.

    Determined priority ratings for both audience groups and the security topics to be delivered.

    Activities

    2.1 Identify the unique audience groups within your organization and the threats they face.

    2.2 Determine the priority levels of the current security topics.

    2.3 Review audience groups and determine which topics need to be delivered to each group.

    Outputs

    Risk profile for each identified audience group.

    Priority scores for all training topics.

    List of relevant security topics for each identified audience group.

    3 Plan the Training Delivery

    The Purpose

    Identify all feasible delivery channels for security training within your organization.

    Build a vendor evaluation tool and shortlist or harvest materials for in-house content creation.

    Key Benefits Achieved

    List of all potential delivery mechanisms for security awareness and training.

    Built a vendor evaluation tool and discussed a vendor shortlist.

    Harvested a collection of free online materials for in-house training development.

    Activities

    3.1 Discuss potential delivery mechanisms for training, including the purchase and use of a vendor.

    3.2 If selecting a vendor, review vendor selection criteria and discuss potential vendor options.

    3.3 If creating content in-house, review and select available resources on the web.

    Outputs

    List of available delivery mechanisms for training.

    Vendor assessment tool and shortlist.

    Customized security training presentations.

    4 Create a Training Schedule for Content Deployment

    The Purpose

    Create a plan for deploying a pilot program to gather valuable feedback.

    Create an ongoing training schedule.

    Define the end users’ responsibilities towards security within the organization.

    Key Benefits Achieved

    Created a plan to deploy a pilot program.

    Created a schedule for training deployment.

    Defined role of end users in helping protect the organization against security threats.

    Activities

    4.1 Build training modules.

    4.2 Create an ongoing training schedule.

    4.3 Define and document your end users’ responsibilities towards their security.

    Outputs

    Documented modular structure to training content.

    Training schedule.

    Security job description template.

    End-user training policy.

    IT Asset Management (ITAM) Market Overview

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    • Parent Category Name: Asset Management
    • Parent Category Link: /asset-management
    • Data management is challenging at the best of times but managing assets that change on a daily basis are difficult without automation and a good asset tool.
    • For organizations moving beyond basic hardware inventory, knowing what to look for to prepare for future processes seems impossible.
    • Using price as the leading criteria or just as an add-on to your ITSM solution may frustrate your efforts, especially if managing complex licensing is part of your mandate.

    Our Advice

    Critical Insight

    • If the purchase is happening independent of process design or review, it’s easy to end up with a solution that doesn’t fit your environment.
    • The complexity of your environment should be a significant factor in choosing an IT asset management solution.
    • Imagining the possibilities and understanding the differences between IT asset tools will drive you to the right solution for long term gain in managing dynamic assets.

    Impact and Result

    • Regardless of whether your IT environment is on-premises, in the cloud, or a complex hybrid of the two, knowing where your asset funds are allocated is key to right-sizing costs and reducing risks of non-compliance or lost assets.
    • Choosing the right tools for the job will be key to your success.

    IT Asset Management (ITAM) Market Overview Research & Tools

    Start here: Read the Market Overview

    Read the Market Overview to understand what features and capabilities are available in ITAM tools. The right features match is key to making a data heavy and challenging process easier for your team.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    • IT Asset Management Market Overview

    1. Prepare your project plan and selection process

    Use the Info-Tech templates to identify and document your requirements, plan your project, and prepare to engage with vendors.

    • ITAM Project Charter Template
    • ITAM Demonstration Script Template
    • Proof of Concept Template
    • ITAM Vendor Evaluation Workbook
    [infographic]