Govern Office 365

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Exploring the enterprise collaboration marketspace is difficult. The difficulty in finding a suitable collaboration tool is that there are many ways to collaborate, with just as many tools to match.

Our Advice

Critical Insight

Map your organizational goals to the administration features available in the Office 365 console. Your governance should reflect your requirements.

Impact and Result

The result is a defined plan for controlling Office 365 by leveraging hard controls to align Microsoft’s toolset with your needs and creating acceptable use policies and communication plans to highlight the impact of the transition to Office 365 on the end-user population.

Govern Office 365 Research & Tools

Start here – read the Executive Brief

Understand the challenges posed by governing Office 365 and the necessity of deploying proper governance.

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

1. Define your organizational goals

Develop a list of organizational goals that will enable you to leverage the Office 365 toolset to its fullest extent while also implementing sensible governance.

  • Govern Office 365 – Phase 1: Define Your Organizational Goals

2. Control your Office 365 environment

Use Info-Tech's toolset to build out controls for OneDrive, SharePoint, and Teams that align with your organizational goals as they relate to governance.

  • Govern Office 365 – Phase 2: Control Your Office 365 Environment
  • Office 365 Control Map
  • Microsoft Teams Acceptable Use Policy
  • Microsoft SharePoint Online Acceptable Use Policy
  • Microsoft OneDrive Acceptable Use Policy

3. Communicate your results

Communicate the results of your Office 365 governance program using Info-Tech's toolset.

  • Govern Office 365 – Phase 3: Communicate Your Results
  • Office 365 Communication Plan Template

Infographic

Workshop: Govern Office 365

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 Goals

The Purpose

Develop a plan to assess the capabilities of the Office 365 solution and select licensing for the product.

Key Benefits Achieved

Office 365 capability assessment (right-size licensing)

Acceptable Use Policies

Mapped Office 365 controls

Activities

1.1 Review organizational goals.

1.2 Evaluate Office 365 capabilities.

1.3 Conduct the Office 365 capability assessment.

1.4 Define user groups.

1.5 Finalize licensing.

Outputs

List of organizational goals

Targeted licensing decision

2 Build Refined Governance Priorities

The Purpose

Leverage the Office 365 governance framework to develop and refined governance priorities.

Build a SharePoint acceptable use policy and define SharePoint controls.

Key Benefits Achieved

Refined governance priorities

List of SharePoint controls

SharePoint acceptable use policy

Activities

2.1 Explore the Office 365 Framework.

2.2 Conduct governance priorities refinement exercise.

2.3 Populate the Office 365 control map (SharePoint).

2.4 Build acceptable use policy (SharePoint).

Outputs

Refined governance priorities

SharePoint control map

Sharepoint acceptable use policy

3 Control Office 365

The Purpose

Implement governance priorities for OneDrive and Teams.

Key Benefits Achieved

Clearly defined acceptable use policies for OneDrive and Teams

List of OneDrive and Teams controls

Activities

3.1 Populate the Office 365 Control Map (OneDrive).

3.2 Build acceptable use policy (OneDrive).

3.3 Populate the Office 365 Control Map (Teams).

3.4 Build acceptable use policy (Teams).

Outputs

OneDrive controls

OneDrive acceptable use policy

Teams controls

Teams acceptable use policy

4 SOW Walkthrough

The Purpose

Build a plan to communicate coming changes to the productivity environment.

Key Benefits Achieved

Communication plan covering SharePoint, Teams, and OneDrive

Activities

4.1 Build SharePoint one pager.

4.2 Build OneDrive one pager.

4.3 Build Teams one pager.

4.4 Finalize communication plan.

Outputs

SharePoint one pager

OneDrive one pager

Teams one pager

Overall finalized communication plan

5 Communicate and Implement

The Purpose

Finalize deliverables and plan post-workshop communications.

Key Benefits Achieved

Completed Office 365 governance plan

Finalized deliverables

Activities

5.1 Completed in-progress deliverables from previous four days.

5.2 Set up review time for workshop deliverables and to discuss next steps.

5.3 Validate governance with stakeholders.

Outputs

Completed acceptable use policies

Completed control map

Completed communication plan

Completed licensing decision

Spread Best Practices With an Agile Center of Excellence

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  • 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

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    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).

    Get Started With Artificial Intelligence

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    • It is hard to not hear about how AI is revolutionizing the world. Across all industries, new applications for AI are changing the way humans work and how we interact with technologies that are used in modern organizations.
    • It can be difficult to see the specific applications of AI for your business. With all of the talk about the AI revolution, it can be hard to tie the rapidly changing and growing field of AI to your industry and organization and to determine which technologies are worth serious time and investment, and which ones are too early and not worth your time.

    Our Advice

    Critical Insight

    • AI is not a magic bullet. Instead, it is a tool for speeding up data-driven decision making. A more appropriate term for current AI technology is data-enabled, automated, adaptive decision support. Use when appropriate.
    • Garbage in, garbage out still applies to AI ‒ and it is even more relevant! AI technology has its foundations in data. Lots of it. Relevant, accurate, and timely data is essential to the effective use of AI.
    • AI is a rapidly evolving field – and this means that you can learn from others more effectively. Using a use case-based approach, you can learn from the successes and failures of others to more rapidly narrow down how AI can show value for you.

    Impact and Result

    • Understand what AI really means in practice.
    • Learn what others are doing in your industry to leverage AI technologies for competitive advantage.
    • Determine the use cases that best apply to your situation for maximum value from AI in your environment.
    • Define your first AI proof-of-concept (PoC) project to start exploring what AI can do for you.
    • Separate the signal from the noise when wading through the masses of marketing material around AI.

    Get Started With Artificial Intelligence Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to get up to speed with the rapid changes in AI technologies taking over the world today, review Info-Tech’s methodology, and understand the four ways we can support you on your AI journey.

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

    1. Explore the possibilities

    Understand what AI really is in the modern world and how AI technologies impact the business functions.

    • Get Started With Artificial Intelligence – Phase 1: Explore the Possibilities

    2. Learn from your peers and give your AI a purpose

    Develop a good understanding of where AI is delivering value in your industry and other verticals. Determine the top three business goals to get value from your AI and give your AI a purpose.

    • Get Started With Artificial Intelligence – Phase 2: Learn From Your Peers and Give Your AI a Purpose

    3. Select your first AI PoC

    Brainstorm your AI PoC projects, prioritize and sequence your AI ideas, select your first AI PoC, and create a minimum viable business case for this use case.

    • Get Started With Artificial Intelligence – Phase 3: Select Your First AI PoC
    • Idea Reservoir Tool
    • Minimum Viable Business Case Document
    • Prototyping Workbook
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    Accelerate Your Automation Processes

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    Your organization needs to:

    • Define an automation suite for the business.
    • Specify the business goals for your automation suite.
    • Roadmap your automation modules to continually grow your automation platform.
    • Identify how an automation suite can help the organization improve.

    Our Advice

    Critical Insight

    Start small and do it right:

    • Assess if a particular solution works for your organization and continually invest in it if it does before moving onto the next solution.
    • Overwhelming your organization with a plethora of automation solutions can lead to a lack of management for each solution and decrease your overall return on investment.

    Impact and Result

    • Define your automation suite in terms of your business goals.
    • Take stock of what you have now: RPA, AIOps, chatbots.
    • Think about how to integrate and optimize what you have now, as well as roadmap your continual improvement.

    Accelerate Your Automation Processes Research & Tools

    Start here – read the Executive Brief

    Read this Executive Brief to find out why your organization should accelerate your automation processes, review Info-Tech’s methodology, and understand the ways Info-Tech can support you in completing this project.

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

    1. Discover automation suite possibilities

    Take hold of your current state and assess where you would like to improve. See if adding a new automation module or investing in your current modules is the right decision.

    • Automation Suite Maturity Assessment Tool

    2. Chart your automation suite roadmap

    Build a high-level roadmap of where you want to bring your organization's automation suite in the future.

    • Automation Suite Roadmap Tool
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    Enable Product Delivery – Executive Leadership Workshop

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    • You need to clearly convey the direction and strategy of your product portfolio to gain alignment, support, and funding from your organization.
    • IT organizations are traditionally organized to deliver initiatives in specific periods of time. This conflicts with product delivery, which continuously delivers value over the lifetime of a product.
    • Delivering multiple products together creates additional challenges because each product has its own pedigree, history, and goals.

    Our Advice

    Critical Insight

    • Empowered product managers and product owners are the key to ensuring your delivery teams are delivering the right value at the right time to the right stakeholders.
    • Establishing operationally aligned product families helps bridge the gap between enterprise priorities and product enhancements.
    • Leadership must be aligned to empower and support Agile values and product teams to unlock the full value realization within your organization.

    Impact and Result

    • Common understanding of product management and Agile delivery.
    • Commitment to support and empower product teams.

    Enable Product Delivery – Executive Leadership Workshop Research & Tools

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

    1. Enabling Product Delivery – Executive workshop to align senior leadership with their transition to product management and delivery.

    • Enabling Product Delivery – Executive Workshop Storyboard

    2. Enabling Product Delivery –Executive Workshop Outcomes.

    • Enabling Product Delivery – Executive Workshop Outcomes
    [infographic]

    Workshop: Enable Product Delivery – Executive Leadership Workshop

    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 Understanding Your Top Challenges

    The Purpose

    Understand the drivers for your product transformation.

    Key Benefits Achieved

    Define the drivers for your transition to product-centric delivery.

    Activities

    1.1 What is driving your organization to become product focused?

    Outputs

    List of challenges and drivers

    2 Transitioning From Projects to Product-Centric Delivery

    The Purpose

    Understand the product transformation journey and differences.

    Key Benefits Achieved

    Identify the cultural, behavioral, and leadership changes needed for a successful transformation.

    Activities

    2.1 Define the differences between projects and product delivery

    Outputs

    List of differences

    3 Enterprise Agility and the Value of Change

    The Purpose

    Understand why smaller iterations increase value realization and decrease accumulated risk.

    Key Benefits Achieved

    Leverage smaller iterations to reduce time to value and accumulated risk to core operations.

    Activities

    3.1 What is business agility?

    Outputs

    Common understanding about the value of smaller iterations

    4 Defining Products and Product Management in Your Context

    The Purpose

    Establish an organizational starting definition of products.

    Key Benefits Achieved

    Tailor product management to meet the needs and vision of your organization.

    Activities

    4.1 What is a product? Who are your consumers?

    4.2 Identify enablers and blockers of product ownership

    4.3 Define a set of guiding principles for product management

    Outputs

    Product definition

    List of enablers and blockers of product ownership

    Set of guiding principles for product management

    5 Connecting Product Management to Agile Practices

    The Purpose

    Understand the relationship between product management and product delivery.

    Key Benefits Achieved

    Optimize product management to prioritize the right changes for the right people at the right time.

    Activities

    5.1 Discussions

    Outputs

    Common understanding

    6 Commit to Empowering Agile Product Teams

    The Purpose

    Personalize and commit to supporting product teams.

    Key Benefits Achieved

    Embrace leadership and cultural changes needed to empower and support teams.

    Activities

    6.1 Your management culture

    6.2 Personal Cultural Stop, Start, and Continue

    6.3 Now, Next, Later to support product owners

    Outputs

    Your management culture map

    Personal Cultural Stop, Start, and Continue list

    Now, Next, Later roadmap

    Further reading

    Enable Product Delivery – Executive Leadership Workshop

    Strengthen product management in your organization through effective executive leadership by focusing on product teams, core capabilities, and proper alignment.

    Objective of this workshop

    To develop a common understanding and foundation for product management so we, as leaders, better understand how to lead product owners, product managers, and their teams.

    Enable Product Delivery - Executive Leadership Workshop

    Learn how enterprise agility can provide lasting value to the organization

    Clarify your role in supporting your teams to deliver lasting value to stakeholders and customers

    1. Understanding Your Top Challenges
      • Define your challenges, goals, and opportunities Agile and product management will impact.
    2. Transitioning from Projects to Product-centric Delivery
      • Understand the shift from fixed delivery to continuous improvement and delivery of value.
    3. Enterprise Agility and the Value of Change
      • Organizations need to embrace change and leverage smaller delivery cycles.
    4. Defining Your "Products" and Product Management
      • Define products in your culture and how to empower product delivery teams.
    5. Connecting Product Management to Agile Practices
      • Use product ownership to drive increased ROI into your product delivery teams and lifecycles.
    6. Commit to Empowering Agile Product Teams
      • Define the actions and changes you must make for this transformation to be successful.

    Your Product Transformation Journey

    1. Make the Case for Product Delivery
      • Align your organization with the practices to deliver what matters most
    2. Enable Product Delivery – Executive Workshop
      • One-day executive workshop – align and prepare your leadership
      • Audience: Senior executives and IT leadership.
        Size: 8-16 people
        Time: 6 hours
    3. Deliver on Your Digital Product Vision
      • Enhance product backlogs, roadmapping, and strategic alignment
      • Audience: Product Owners/Mangers
        Size: 10-20 people
        Time: 3-4 days
    4. Deliver Your Digital Products at Scale
      • Scale Product Families to Align Enterprise Goals
      • Audience: Product Owners/Mangers
        Size: 10-20 people
        Time: 3-4 days
    5. Mature and Scale Product Ownership
      • Align and mature your product owners
      • Audience: Product Owners/Mangers
        Size: 8-16 people
        Time: 2-4 days

    Repeat workshops with different companies, operating units, departments, or teams as needed.

    What is a workshop?

    We WILL ENGAGE in discussions and activities:

    • Flexible, to accommodate the needs of the group.
    • Open forum for discussion and questions.
    • Share your knowledge, expertise, and experiences (roadblocks and success stories).
    • Everyone is part of the process.
    • Builds upon itself.

    This workshop will NOT be:

    • A lecture or class.
    • A monologue that never ends.
    • Technical training.
    • A presentation.
    • Us making all the decisions.

    Roles within the workshop

    We each have a role to play to make our workshop successful!

    Facilitators

    • Introduce the best practice framework used by Info-Tech.
    • Ask questions about processes, procedures, and assumptions.
    • Guide for the methodology.
    • Liaison for any other relevant Info-Tech research or services.

    Participants

    • Contribute and speak out as much as needed.
    • Provide expertise on the current processes and technology.
    • Ask questions.
    • Provide feedback.
    • Collaborate and work together to produce solutions.

    Understanding Your Top Challenges

    • Understanding Your Top Challenges
    • Transitioning From Projects to Product-Centric Delivery
    • Enterprise Agility and the Value of Change
    • Defining Your Products and Product Management
    • Connecting Product Management to Agile Practices
    • Commit to Empowering Agile Product Teams
    • Wrap-Up and Retrospective

    Executive Summary

    Your Challenge

    • Products are the lifeblood of an organization. They deliver the capabilities needed to deliver value to customers, internal users, and stakeholders.
    • The shift to becoming a product organization is intended to continually increase the value you provide to the broader organization as you grow and evolve.
    • You need to clearly convey the direction and strategy of your product portfolio to gain alignment, support, and funding from your organization.

    Common Obstacles

    • IT organizations are traditionally organized to deliver initiatives in specific periods of time. This conflicts with product delivery, which continuously delivers value over the lifetime of a product.
    • Delivering multiple products together creates additional challenges because each product has its own pedigree, history, and goals.
    • Product owners struggle to prioritize changes to deliver product value. This creates a gap and conflict between product and enterprise goals.

    Info-Tech's Approach

    Info-Tech's approach will guide you through:

    • Understanding the top challenges driving your product initiative.
    • Improving your transitioning from projects to product-centric delivery.
    • Enhancing enterprise agility and the value of change.
    • Defining products and product management in your context.
    • Connecting product management to Agile practices.
    • Committing to empowering Agile Product teams.
    This is an image of an Info-Tech Thought Map for Accelerate Your Transition to Product Delivery
    This is an image of an Info-Tech Thought Map for Delier on your Digital Product Vision
    This is an image of an Info-Tech Thought Map for Deliver Digital Products at Scale via Enterprise Product Families.
    This is an image of an Info-Tech Thought Map for What We Mean by an Applcation Department Strategy.

    What is driving your organization to become product focused?

    30 minutes

    • Team introductions:
      • Share your name and role
      • What are the key challenges you are looking to solve around product management?
      • What blockers or challenges will we need to overcome?

    Capture in the Enable Product Delivery – Executive Leadership Workshop Outcomes and Next Steps.

    Input

    • Organizational knowledge
    • Goals and challenges

    Output

    • List of key challenges
    • List of workshop expectations
    • Parking lot items

    Transitioning From Projects to Product-Centric Delivery

    • Understanding Your Top Challenges
    • Transitioning From Projects to Product-Centric Delivery
    • Enterprise Agility and the Value of Change
    • Defining Your Products and Product Management
    • Connecting Product Management to Agile Practices
    • Commit to Empowering Agile Product Teams
    • Wrap-Up and Retrospective

    Define the differences between projects and product delivery

    30 minutes

    • Consider project delivery and product delivery.
    • Discussion:
      • What are some differences between the two?

    Capture in the Enable Product Delivery – Executive Leadership Workshop Outcomes and Next Steps.

    Input

    • Organizational knowledge
    • Internal terms and definitions

    Output

    • List of differences between projects and product delivery

    Define the differences between projects and product delivery

    15 minutes

    Project Delivery

    vs

    Product Delivery

    Point in time

    What is changed

    Method of funding changes

    Needs an owner

    Input

    • Organizational knowledge
    • Internal terms and definitions

    Output

    • List of differences between projects and product delivery

    Capture in the Enable Product Delivery – Executive Leadership Workshop Outcomes and Next Steps.

    Identify the differences between a project-centric and a product-centric organization

    Project

    Product

    Fund Projects

    Funding

    Fund Products or Teams

    Line of Business Sponsor

    Prioritization

    Product Owner

    Makes Specific Changes
    to a Product

    Product Management

    Improve Product Maturity
    and Support

    Assign People to Work

    Work Allocation

    Assign Work
    to Product Teams

    Project Manager Manages

    Capacity Management

    Team Manages Capacity

    Info-Tech Insight

    Product delivery requires significant shifts in the way you complete development work and deliver value to your users. Make the changes that support improving end user value and enterprise alignment.

    Projects can be a mechanism for funding product changes and improvements

    This is an image showing the relationship between the project lifecycle, a hybrid lifecycle, and a product lifecycle.

    Projects within products

    Regardless of whether you recognize yourself as a "product-based" or "project-based" shop, the same basic principles should apply.

    You go through a period or periods of project-like development to build a version of an application or product.

    You also have parallel services along with your project development, which encompass the more product-based view. These may range from basic support and maintenance to full-fledged strategy teams or services like sales and marketing.

    While Agile and product are intertwined, they are not the same!

    Delivering products does not necessarily require an Agile mindset. However, Agile methods help facilitate the journey because product thinking is baked into them.

    This image shows the product delivery maturity process from waterfall to continuous integration and delivery.

    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.

    The MVP Major Incident Manager

    The time has come to hire a new major incident manager. How do you go about that? How do you choose the right candidate? Major incident managers must have several typically conflicting traits, so how do you pick the right person? Let's dive into that.

    Register to read more …

    Applications Priorities 2022

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    • Parent Category Name: Architecture & Strategy
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    There is always more work than hours in the day. IT often feels understaffed and doesn’t know how to get it all done. Trying to satisfy all the requests results in everyone getting a small piece of the pie and in users being dissatisfied.

    Our Advice

    Critical Insight

    Focusing on one initiative will allow leaders to move the needle on what is important.

    Impact and Result

    Focus on the big picture, leveraging Info-Tech’s blueprints. By increasing maturity and efficiency, IT staff can spend more time on value-added activities.

    Applications Priorities 2022 Research & Tools

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

    1. Applications Priorities 2022 – A deck that discusses the five priorities we are seeing among Applications leaders.

    There is always more work than hours in the day. IT often feels understaffed and doesn’t know how to get it all done. Trying to satisfy all the requests results in everyone getting a small piece of the pie and in users being dissatisfied. Use Info-Tech's Applications Priorities 2022 to learn about the five initiatives that IT should prioritize for the coming year.

    • Applications Priorities Report for 2022
    [infographic]

    Implement and Mature Your User Experience Design Practice

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    • Parent Category Name: Requirements & Design
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    Many organizations want to get to market quickly and on budget but don’t know the steps to get the right product/service to satisfy the users and business. This may be made apparent through uninformed decisions leading to lack of adoption of your product or service, rework due to post-implementation user feedback, or the competition discovering new approaches that outshine yours.

    Our Advice

    Critical Insight

    Ensure your practice has a clear understanding of the design problem space – not just the solution. An understanding of the user is critical to this.

    Impact and Result

    • 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.
    • Create a practice that develops solutions specific to the needs of users, customers, and stakeholders.

    Implement and Mature Your User Experience Design Practice Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement an experience design practice, review Info-Tech’s methodology, and understand the four dimensions we recommend using to mature your practice.

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

    1. Build the foundation

    Motivate your team with a common vision, mission, and goals.

    • Design Roadmap Workbook
    • User Experience Practice Roadmap

    2. Review the design dimensions

    Examine your practice – from the perspectives of organizational alignment, business outcomes, design perspective, and design integration – to determine what it takes to improve your maturity.

    3. Build your roadmap and communications

    Bring it all together – determine your team structure, the roadmap for the practice maturity, and communication plan.

    [infographic]

    Workshop: Implement and Mature Your User Experience Design Practice

    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 Answer “So What?”

    The Purpose

    Make the case for UX. Bring the team together with a common mission, vision, and goals.

    Key Benefits Achieved

    Mission, vision, and goals for design

    Activities

    1.1 Define design practice goals.

    1.2 Generate the vision statement.

    1.3 Develop the mission statement.

    Outputs

    Design vision statement

    Design mission statement

    Design goals

    2 Examine Design Dimensions

    The Purpose

    Review the dimensions that help organizations to mature, and assess what next steps make sense for your organization.

    Key Benefits Achieved

    Develop initiatives that are right-sized for your organization.

    Activities

    2.1 Examine organizational alignment.

    2.2 Establish priorities for initiatives.

    2.3 Identify business value sources.

    2.4 Identify design perspective.

    2.5 Brainstorm design integration.

    2.6 Complete UCD-Canvas.

    Outputs

    Documented initiatives for design maturity

    Design canvas framework

    3 Create Structure and Initiatives

    The Purpose

    Make your design practice structure right for you.

    Key Benefits Achieved

    Examine patterns and roles for your organization.

    Activities

    3.1 Structure your design practice.

    Outputs

    Design practice structure with patterns

    4 Roadmap and Communications

    The Purpose

    Define the communications objectives and audience for your roadmap.

    Develop your communication plan.

    Sponsor check-in.

    Key Benefits Achieved

    Complete in-progress deliverables from previous four days.

    Set up review time for workshop deliverables and to discuss next steps.

    Activities

    4.1 Define the communications objectives and audience for your roadmap.

    4.2 Develop your communication plan.

    Outputs

    Communication Plan and Roadmap

    Determine the Future of Microsoft Project in Your Organization

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    • Parent Category Name: Project Management Office
    • Parent Category Link: /project-management-office
    • You use Microsoft tools to manage your work, projects, and/or project portfolio.
    • Its latest offering, Project for the web, is new and you’re not sure what to make of it. Microsoft says it will soon replace Microsoft Project and Project Online, but the new software doesn’t seem to do what the old software did.
    • The organization has adopted M365 for collaboration and work management. Meetings happen on Teams, projects are scoped a bit with Planner, and the operations group uses Azure Boards to keep track of what they need to get done.
    • Despite your reservations about the new project management software, Microsoft software has become even more ubiquitous.

    Our Advice

    Critical Insight

    • The various MS Project offerings (but most notably the latest, Project for the web) hold the promise of integrating with the rest of M365 into a unified work management solution. However, out of the box, Project for the web and the various platforms within M365 are all disparate utilities that need to be pieced together in a purpose-built manner to make use of them for holistic work management purposes. If you’re looking for a cohesive product out of the box, look elsewhere. If you’re looking to assemble a wide array of work, project, and portfolio management functions across different functions and departments, you may have found what you seek.
    • Rather than choosing tools based on your gaps, assess your current maturity level so that you optimize your investment in the Microsoft landscape.

    Impact and Result

    Follow Info-Tech’s path in this blueprint to:

    • Perform a tool audit to trim your work management tool landscape.
    • Navigate the MS Project and M365 licensing landscape.
    • Make sense of what to do with Project for the web and take the right approach to rolling it out (i.e. DIY or MS Gold Partner driven) based upon your needs.
    • Create an action plan to inform next steps.

    After following the program in this blueprint, you will be prepared to advise the organization on how to best leverage the rapidly shifting work management options within M365 and the place of MS Project within it.

    Determine the Future of Microsoft Project in Your Organization Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should make sense of the MS Project and M365 landscapes, 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. Determine your tool needs

    Assess your work management tool landscape, current state maturity, and licensing needs to inform a purpose-built work management action plan.

    • M365 Task Management Tool Guide
    • M365 Project Management Tool Guide
    • M365 Project Portfolio Management Tool Guide
    • Tool Audit Workbook
    • Force Field Analysis Tool
    • Microsoft Project & M365 Licensing Tool
    • Project Portfolio Management Maturity Assessment Workbook (With Tool Analysis)
    • Project Management Maturity Assessment Workbook (With Tool Analysis)

    2. Weigh your MS Project implementation options

    Get familiar with Project for the web’s extensibility as well as the MS Gold Partner ecosystem as you contemplate the best implementation approach(s) for your organization.

    • None
    • None

    3. Finalize your implementation approach

    Prepare a boardroom-ready presentation that will help you communicate your MS Project and M365 action plan to PMO and organizational stakeholders.

    • Microsoft Project & M365 Action Plan Template

    Infographic

    Workshop: Determine the Future of Microsoft Project in Your Organization

    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 Driving Forces and Risks

    The Purpose

    Assess the goals and needs as well as the risks and constraints of a work management optimization.

    Take stock of your organization’s current work management tool landscape.

    Key Benefits Achieved

    Clear goals and alignment across workshop participants as well as an understanding of the risks and constraints that will need to be mitigated to succeed.

    Current-state insight into the organization’s work management tool landscape.

    Activities

    1.1 Review the business context.

    1.2 Explore the M365 work management landscape.

    1.3 Identify driving forces for change.

    1.4 Analyze potential risks.

    1.5 Perform current-state analysis on work management tools.

    Outputs

    Business context

    Current-state understanding of the task, project, and portfolio management options in M365 and how they align with the organization’s ways of working

    Goals and needs analysis

    Risks and constraints analysis

    Work management tool overview

    2 Determine Tool Needs and Process Maturity

    The Purpose

    Determine your organization’s work management tool needs as well as its current level of project management and project portfolio management process maturity.

    Key Benefits Achieved

    An understanding of your tooling needs and your current levels of process maturity.

    Activities

    2.1 Review tool audit dashboard and conduct the final audit.

    2.2 Identify current Microsoft licensing.

    2.3 Assess current-state maturity for project management.

    2.4 Define target state for project management.

    2.5 Assess current-state maturity for project portfolio management.

    2.6 Define target state for project portfolio management.

    Outputs

    Tool audit

    An understanding of licensing options and what’s needed to optimize MS Project options

    Project management current-state analysis

    Project management gap analysis

    Project portfolio management current-state analysis

    Project portfolio management gap analysis

    3 Weigh Your Implementation Options

    The Purpose

    Take stock of your implementation options for Microsoft old project tech and new project tech.

    Key Benefits Achieved

    An optimized implementation approach based upon your organization’s current state and needs.

    Activities

    3.1 Prepare a needs assessment for Microsoft 365 and Project Plan licenses.

    3.2 Review the business case for Microsoft licensing.

    3.3 Get familiar with Project for the web.

    3.4 Assess the MS Gold Partner Community.

    3.5 Conduct a feasibility test for PFTW.

    Outputs

    M365 and Project Plan needs assessment

    Business case for additional M365 and MS Project licensing

    An understand of Project for the web and how to extend it

    MS Gold Partner outreach plan

    A go/no-go decision for extending Project for the web on your own

    4 Finalize Implementation Approach

    The Purpose

    Determine the best implementation approach for your organization and prepare an action plan.

    Key Benefits Achieved

    A purpose-built implementation approach to help communicate recommendations and needs to key stakeholders.

    Activities

    4.1 Decide on the implementation approach.

    4.2 Identify the audience for your proposal.

    4.3 Determine timeline and assign accountabilities.

    4.4 Develop executive summary presentation.

    Outputs

    An implementation plan

    Stakeholder analysis

    A communication plan

    Initial executive presentation

    5 Next Steps and Wrap-Up (offsite)

    The Purpose

    Finalize your M365 and MS Project work management recommendations and get ready to communicate them to key stakeholders.

    Key Benefits Achieved

    Time saved in developing and communicating an action plan.

    Stakeholder buy-in.

    Activities

    5.1 Complete in-progress deliverables from previous four days.

    5.2 Set up review time for workshop deliverables and to discuss next steps.

    Outputs

    Finalized executive presentation

    A gameplan to communicate your recommendations to key stakeholders as well as a roadmap for future optimization

    Further reading

    Determine the Future of Microsoft Project in Your Organization

    View your task management, project management, and project portfolio management options through the lens of M365.

    EXECUTIVE BRIEF

    Analyst Perspective

    Microsoft Project is an enigma

    Microsoft Project has dominated its market since being introduced in the 1980s, yet the level of adoption and usage per license is incredibly low.

    The software is ubiquitous, mostly considered to represent its category for “Project Management.” Yet, the software is conflated with its “Portfolio Management” offerings as organizations make platform decisions with Microsoft Project as the incorrectly identified incumbent.

    And incredibly, Microsoft has dominated the next era of productivity software with the “365” offerings. Yet, it froze the “Project” family of offerings and introduced the not-yet-functional “Project for the web.”

    Having a difficult time understanding what to do with, and about, Microsoft Project? You’re hardly alone. It’s not simply a question of tolerating, embracing, or rejecting the product: many who choose a competitor find they’re still paying for Microsoft Project-related licensing for years to come.

    If you’re in the Microsoft 365 ecosystem, use this research to understand your rapidly shifting landscape of options.

    (Barry Cousins, Project Portfolio Management Practice Lead, Info-Tech Research Group)

    Executive Summary

    Your Challenge

    You use Microsoft (MS) tools to manage your work, projects, and/or project portfolio.

    Their latest offering, Project for the web, is new and you’re not sure what to make of it. Microsoft says it will soon replace Microsoft Project and Project Online, but the new software doesn’t seem to do what the old software did.

    The organization has adopted M365 for collaboration and work management. Meetings happen on Teams, projects are scoped a bit with Planner, and the operations group uses Azure Boards to keep track of what they need to get done.

    Despite your reservations about the new project management software, Microsoft software has become even more ubiquitous.

    Common Obstacles

    M365 provides the basic components for managing tasks, projects, and project portfolios, but there is no instruction manual for making those parts work together.

    M365 isn’t the only set of tools at play. Business units and teams across the organization have procured other non-Microsoft tools for work management without involving IT.

    Microsoft’s latest project offering, Project for the web, is still evolving and you’re never sure if it is stable or ready for prime time. The missing function seems to involve the more sophisticated project planning disciplines, which are still important to larger, longer, and costlier projects.

    Common Obstacles

    Follow Info-Tech’s path in this blueprint to:

    • Perform a tool audit to trim your work management tool landscape.
    • Navigate the MS Project and M365 licensing landscape.
    • Make sense of what to do with Project for the web and take the right approach to rolling it out (i.e. DIY or MS Gold Partner driven) for your needs.
    • Create an action plan to inform next steps.

    After following the program in this blueprint, you will be prepared to advise the organization on how to best leverage the rapidly shifting work management options within M365 and the place of MS Project within it.

    M365 and, within it, O365 are taking over

    Accelerated partly by the pandemic and the move to remote work, Microsoft’s market share in the work productivity space has grown exponentially in the last two years.

    70% of Fortune 500 companies purchased 365 from Sept. 2019 to Sept. 2020. (Thexyz blog, 2020)

    In its FY21 Q2 report, Microsoft reported 47.5 million M365 consumer subscribers – an 11.2% increase from its FY20 Q4 reporting. (Office 365 for IT Pros, 2021)

    As of September 2020, there were 258,000,000 licensed O365 users. (Thexyz blog, 2020)

    In this blueprint, we’ll look at what the what the phenomenal growth of M365 means for PMOs and project portfolio practitioners who identify as Microsoft shops

    The market share of M365 warrants a fresh look at Microsoft’s suite of project offerings

    For many PMO and project portfolio practitioners, the footprint of M365 in their organizations’ work management cultures is forcing a renewed look at Microsoft’s suite of project offerings.

    The complicating factor is this renewed look comes at a transitional time in Microsoft’s suite of project and portfolio offerings.

    • The market dominance of MS Project Server and Project Online are wanning, with Microsoft promising the end-of-life for Online sometime in the coming years.
    • Project Online’s replacement, Project for the web, is a viable task management and lightweight project management tool, but its viability as a replacement for the rigor of Project Online is at present largely a question mark.
    • Related to the uncertainty and promise around Project for the web, the Dataverse and the Power Platform offer a glimpse into a democratized future of work management tools but anything specific about that future has yet to solidify.

    Microsoft Project has 66% market share in the project management tool space. (Celoxis, 2018)

    A copy of MS project is sold or licensed every 20 seconds. (Integent, 2013)

    MS Project is evolving to meet new work management realities

    It also evolved to not meet the old project management realities.

    • The lines between traditional project management and operational task management solutions are blurring as organizations struggle to keep up with demands.
    • To make the software easier to use, modern work management doesn’t involve the complexities from days past. You won’t find anywhere to introduce complex predecessor-successor relationships, unbalanced assignments with front-loading or back-loading, early-start/late-finish, critical path, etc.
    • “Work management” is among the latest buzzwords in IT consulting. With Project for the web (PFTW), Azure Boards, and Planner, Microsoft is attempting to compete with lighter and better-adopted tools like Trello, Basecamp, Asana, Wrike, and Monday.com.
    • Buyers of project and work management software have struggled to understand how PFTW will still be usable if it gets the missing project management function from MS Project.

    Info-Tech Insight

    Beware of the Software Granularity Paradox.

    Common opinion 1: “Plans and estimates that are granular enough to be believable are too detailed to manage and maintain.”

    Common opinion 2: “Plans simple enough to publish aren’t detailed enough to produce believable estimates.”

    In other words, software simple enough to get widely adopted doesn’t produce believable plans. Software that can produce believable plans is too complex to use at scale.

    A viable task and project management option must walk the line between these dichotomies.

    M365 gives you the pieces, but it’s on PMO users to piece them together in a viable way

    With the new MS Project and M365, it’s on PMOs to avoid the granularity paradox and produce a functioning solution that fits with the organization’s ways of working.

    Common perception still sees Microsoft Project as a rich software tool. Thus, when we consider the next generation of Microsoft Project, it’s easy to expect a newer and friendlier version of what we knew before.

    In truth, the new solution is a collection of partially integrated but largely disparate tools that each satisfy a portion of the market’s needs. While it looks like a rich collection of function when viewed through high-level requirements, users will find:

    • Overlaps, where multiple tools satisfy the same functional requirement (e.g. “assign a task”)
    • Gaps, where a tool doesn’t quite do enough and you’re forced to incorporate another tool (e.g. reverting back to Microsoft Project for advanced resource planning)
    • Islands, where tools don’t fluently talk to each other (e.g. Planner data integrated in real-time with portfolio data, which requires clunky, unstable, decentralized end-user integrations with Microsoft Power Automate)
    A colourful arrangement of Microsoft programs arranged around a pile of puzzle pieces.

    Info-Tech's approach

    Use our framework to best leverage the right MS Project offerings and M365 components for your organization’s work management needs.

    The Info-Tech difference:

    1. A simple to follow framework to help you make sense of a chaotic landscape.
    2. Practical and tactical tools that will help you save time.
    3. Leverage industry best practices and practitioner-based insights.
    An Info-Tech framework titled 'Determine the Future of Microsoft Project in Your Organization, subtitle 'View your task, project, and portfolio management options through the lens of Microsoft 365'. There are four main sections titled 'Background', 'Approaches', 'Deployments', and 'Portfolio Outcomes'. In '1) Background' are 'Analyze Content', 'Assess Constraints', and 'Determine Goals and Needs'. In '2) Approaches' are 'DIY: Are you ready to do it yourself?' 'Info-Tech: Can our analysts help?', and 'MS Gold Partner: Are you better off with a third party?'. In '3) Deployments' are five sections: 'Personal Task Management', Barriers to Portfolio Outcomes: Isolated to One Person. 'Team Task Management', Barriers to Portfolio Outcomes: Isolated to One Team. 'Project Portfolio Management', Barriers to Portfolio Outcomes: Isolated to One Project. 'Project Management', Barriers to Portfolio Outcomes: Functionally Incomplete. 'Enterprise Project and Portfolio Management', Barriers to Portfolio Outcomes: Underadopted. In '4) Portfolio Outcomes' are 'Informed Steering Committee', 'Increased Project Throughput', 'Improved Portfolio Responsiveness', 'Optimized Resource Utilization', and 'Reduced Monetary Waste'.

    Determine the Future of Microsoft Project in Your Organization

    View your task, project, and portfolio management options through the lens of Microsoft 365.

    1. Background

    • Analyze Content
    • Assess Constraints
    • Determine Goals and Needs

    2. Approaches

    • DIY – Are you ready to do it yourself?
    • Info-Tech – Can our analysts help?
    • MS Gold Partner – Are you better off with a third party?

    3. Deployments

      Task Management

    • Personal Task Management
      • Who does it? Knowledge workers
      • What is it? To-do lists
      • Common Approaches
        • Paper list and sticky notes
        • Light task tools
      • Applications
        • Planner
        • To Do
      • Level of Rigor 1/5
      • Barriers to Portfolio Outcomes: Isolated to One Person
    • Team Task Management
      • Who does it? Groups of knowledge workers
      • What is it? Collaborative to-do lists
      • Common Approaches
        • Kanban boards
        • Spreadsheets
        • Light task tools
      • Applications
        • Planner
        • Azure Boards
        • Teams
      • Level of Rigor 2/5
      • Barriers to Portfolio Outcomes: Isolated to One Team
    • Project Management

    • Project Portfolio Management
      • Who does it? PMO Directors, Portfolio Managers
      • What is it?
        • Centralized list of projects
        • Request and intake handling
        • Aggregating reporting
      • Common Approaches
        • Spreadsheets
        • PPM software
        • Roadmaps
      • Applications
        • Project for the Web
        • Power Platform
      • Level of Rigor 3/5
      • Barriers to Portfolio Outcomes: Isolated to One Project
    • Project Management
      • Who does it? Project Managers
      • What is it? Deterministic scheduling of related tasks
      • Common Approaches
        • Spreadsheets
        • Lists
        • PM software
        • PPM software
      • Applications
        • Project Desktop Client
      • Level of Rigor 4/5
      • Barriers to Portfolio Outcomes: Functionally Incomplete
    • Enterprise Project and Portfolio Management

    • Enterprise Project and Portfolio Management
      • Who does it? PMO and ePMO Directors, Portfolio Managers, Project Managers
      • What is it?
        • Centralized request and intake handling
        • Resource capacity management
        • Deterministic scheduling of related tasks
      • Common Approaches
        • PPM software
      • Applications
        • Project Online
        • Project Desktop Client
        • Project Server
      • Level of Rigor 5/5
      • Barriers to Portfolio Outcomes: Underadopted

    4. Portfolio Outcomes

    • Informed Steering Committee
    • Increased Project Throughput
    • Improved Portfolio Responsiveness
    • Optimized Resource Utilization
    • Reduced Monetary Waste

    Info-Tech's methodology for Determine the Future of MS Project for Your Organization

    1. Determine Your Tool Needs

    2. Weigh Your MS Project Implementation Options

    3. Finalize Your Implementation Approach

    Phase Steps

    1. Survey the M365 Work Management Tools
    2. Perform a Process Maturity Assessment to Help Inform Your M365 Starting Point
    3. Consider the Right MS Project Licenses for Your Stakeholders
    1. Get Familiar With Extending Project for the Web Using Power Apps
    2. Assess the MS Gold Partner Community
    1. Prepare an Action Plan

    Phase Outcomes

    1. Work Management Tool Audit
    2. MS Project and Power Platform Licensing Needs
    3. Project Management and Project Portfolio Management Maturity Assessment
    1. Project for the Web Readiness Assessment
    2. MS Gold Partner Outreach Plan
    1. MS Project and M365 Action Plan Presentation

    Insight Summary

    Overarching blueprint insight: Microsoft Parts Sold Separately. Assembly required.

    The various MS Project offerings (but most notably the latest, Project for the web) hold the promise of integrating with the rest of M365 into a unified work management solution. However, out of the box, Project for the web and the various platforms within M365 are all disparate utilities that need to be pieced together in a purpose-built manner to make use of them for holistic work management purposes.

    If you’re looking for a cohesive product out of the box, look elsewhere. If you’re looking to assemble a wide array of work, project, and portfolio management functions across different functions and departments, you may have found what you seek

    Phase 1 insight: Align your tool choice to your process maturity level.

    Rather than choosing tools based on your gaps, make sure to assess your current maturity level so that you optimize your investment in the Microsoft landscape.

    Phase 2 insight: Weigh your options before jumping into Microsoft’s new tech.

    Microsoft’s new Project plans (P1, P3, and P5) suggest there is a meaningful connection out of the box between its old tech (Project desktop, Project Server, and Project Online) and its new tech (Project for the web).

    However, the offerings are not always interoperable.

    Phase 3 insight: Keep the iterations small as you move ahead with trials and implementations.

    Organizations are changing as fast as the software we use to run them.

    If you’re implementing parts of this platform, keep the changes small as you monitor the vendors for new software versions and integrations.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key deliverable: Microsoft Project & M365 Action Plan Template

    The Action Plan will help culminate and present:

    • Context and Constraints
    • DIY Implementation Approach
    Or
    • MS Partner Implementation Approach
    • Future-State Vision and Goals
    Samples of Info-Tech's key deliverable 'Microsoft Project and M365 Action Plan Template'.

    Tool Audit Workbook

    Sample of Info-Tech deliverable 'Tool Audit Workbook'.

    Assess your organization's current work management tool landscape and determine what tools drive value for individual users and teams and which ones can be rationalized.

    Force Field Analysis

    Sample of Info-Tech deliverable 'Force Field Analysis'.

    Document the driving and resisting forces for making a change to your work management tools.

    Maturity Assessments

    Sample of Info-Tech deliverable 'Maturity Assessments'.

    Use these assessments to identify gaps in project management and project portfolio management processes. The results will help guide process improvement efforts and measure success and progress.

    Microsoft Project & M365 Licensing Tool

    Sample of Info-Tech deliverable 'Microsoft Project and M365 Licensing Tool'.

    Determine the best licensing options and approaches for your implementation of Microsoft Project.

    Curate your work management tools to harness valuable portfolio outcomes

    • Increase Project Throughput

      Do more projects by ensuring the right projects and the right amount of projects are approved and executed.
    • Support an Informed Steering Committee

      Easily compare progress of projects across the portfolio and enable the leadership team to make decisions.
    • Improve portfolio responsiveness

      Make the portfolio responsive to executive steering when new projects and changing priorities need rapid action.
    • Optimize Resource Utilization

      Assign the right resources to approved projects and minimize the chronic over-allocation of resources that leads to burnout.
    • Reduce Monetary Waste

      Terminate low-value projects early and avoid sinking additional funds into unsuccessful ventures.

    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?

    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 3 to 4 months.

      Introduction

    • Call #1: Scope requirements, objectives, and your specific challenges.
    • Phase 1

    • Call #2: Explore the M365 work management landscape.
    • Call #3: Discuss Microsoft Project Plans and their capabilities.
    • Call #4: Assess current-state maturity.
    • Phase 2

    • Call #5: Get familiar with extending Project for the web using Power Apps.
    • Call #6: Assess the MS Gold Partner Community.
    • Phase 3

    • Call #7: Determine approach and deployment.
    • Call #8: Discuss action plan.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Day 1
    Assess Driving Forces and Risks

    Day 2
    Determine Tool Needs and Process Maturity

    Day 3
    Weigh Your Implementation Options

    Day 4
    Finalize Implementation Approach

    Day 5
    Next Steps and Wrap-Up (offsite)

    Activities

    • 1.1 Review the business context.
    • 1.2 Explore the M365 work management landscape.
    • 1.3 Identify driving forces for change.
    • 1.4 Analyze potential risks.
    • 1.5 Perform current-state analysis on work management tools.
    • 2.1 Review tool audit dashboard and conduct the final audit.
    • 2.2 Identify current Microsoft licensing.
    • 2.3 Assess current-state maturity for project management.
    • 2.4 Define target state for project management.
    • 2.5 Assess current-state maturity for project portfolio management.
    • 2.6 Define target state for project portfolio management.
    • 3.1 Prepare a needs assessment for Microsoft 365 and Project Plan licenses.
    • 3.2 Review the business case for Microsoft licensing.
    • 3.3 Get familiar with Project for the web.
    • 3.4 Assess the MS Gold Partner Community.
    • 3.5 Conduct a feasibility test for PFTW.
    • 4.1 Decide on the implementation approach.
    • 4.2 Identify the audience for your proposal.
    • 4.3 Determine timeline and assign accountabilities.
    • 4.4 Develop executive summary presentation.
    • 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. Force Field Analysis
    2. Tool Audit Workbook
    1. Tool Audit Workbook
    2. Project Management Maturity Assessment
    3. Portfolio Management Maturity Assessment
    1. Microsoft Project and M365 Licensing Tool
    1. Microsoft Project & M365 Action Plan
    1. Microsoft Project & M365 Action Plan

    Determine the Future of Microsoft Project for Your Organization

    Phase 1: Determine Your Tool Needs

    Phase 1: Determine Your Tool Needs

    Phase 2: Weigh Your Implementation Options Phase 3: Finalize Your Implementation Approach
    • Step 1.1: Survey the M365 work management landscape
    • Step 1.2: Explore the Microsoft Project Plans and their capabilities
    • Step 1.3: Assess the maturity of your current PM & PPM capabilities
    • Step 2.1: Get familiar with extending Project for the web using Power Apps
    • Step 2.2: Assess the MS Gold Partner Community
    • Step 3.1: Prepare an action plan

    Phase Outcomes

    • Tool Audit
    • Microsoft Project Licensing Analysis
    • Project Management Maturity Assessment
    • Project Portfolio Management Maturity Assessments

    Step 1.1

    Survey the M365 Work Management Landscape

    Activities

    • 1.1.1 Distinguish between task, project, and portfolio capabilities
    • 1.1.2 Review Microsoft’s offering for task, project, and portfolio management needs
    • 1.1.4 Assess your organizational context and constraints
    • 1.1.3 Explore typical deployment options

    This step will walk you through the following activities:

    • Assessing your organization’s context for project and project portfolio management
    • Documenting the organization’s constraints
    • Establishing the organization’s goals and needs

    This step involves the following participants:

    • PMO Director
    • Resource Managers
    • Project Managers
    • Knowledge Workers

    Outcomes of Step

    • Knowledge of the Microsoft ecosystem as it relates to task, project, and portfolio management
    • Current organizational context and constraints

    Don’t underestimate the value of interoperability

    The whole Microsoft suite is worth more than the sum of its parts … if you know how to put it together.

    38% of the worldwide office suite market belongs to Microsoft. (Source: Statistica, 2021)

    1 in 3 small to mid-sized organizations moving to Microsoft Project say they are doing so because it integrates well with Office 365. (Source: CBT Nuggets, 2018)

    There’s a gravity to the Microsoft ecosystem.

    And while there is no argument that there are standalone task management tools, project management tools, or portfolio management tools that are likely more robust, feature-rich, and easier to adopt, it’s rare that you find an ecosystem that can do it all, to an acceptable level.

    That is the value proposition of Microsoft: the ubiquity, familiarity, and versatility. It’s the Swiss army knife of software products.

    The work management landscape is evolving

    With M365, Microsoft is angling to become the industry leader, and your organization’s hub, for work management.

    Workers lose up to 40% of their time multi-tasking and switching between applications. (Bluescape, 2018)

    25 Context switches – On average, workers switch between 10 apps, 25 times a day. (Asana, 2021)

    “Work management” is among the latest buzzwords in IT consulting.

    What is work management? It was born of a blurring of the traditional lines between operational or day-to-day tasks and project management tasks, as organizations struggle to keep up with both operational and project demands.

    To make the software easier to use, modern work management doesn’t involve the complexities from days past. You won’t find anywhere to introduce complex predecessor-successor relationships, unbalanced assignments with front-loading or back-loading, early-start/late-finish, critical path, etc.

    Indeed, with Project for the web, Azure Boards, Planner, and other M365 utilities, Microsoft is attempting to compete with lighter and better-adopted tools (e.g. Trello, Wike, Monday.com).

    The Microsoft world of work management can be understood across three broad categories

    1. Task Management

      Task management is essentially the same as keeping track of a to-do list. While you can have a project-related task, you can also have a non-project-related task. The sum of project and non-project tasks make up the work that you need to complete.
    2. Project Management

      Project management (PM) is a methodical approach to planning and guiding project processes from start to finish. Implementing PM processes helps establish repeatable steps and controls that enable project success. Documentation of PM processes leads to consistent results and dependable delivery on expectations.
    3. Portfolio Management

      Project portfolio management (PPM) is a strategic approach to approving, prioritizing, resourcing, and reporting on project. In addition, effective PPM should nurture the completion of projects in the portfolio in the most efficient way and track the extent to which the organization is realizing the intended benefits from completed projects.

    The slides ahead explain each of these modes of working in the Microsoft ecosystem in turn. Further, Info-Tech’s Task, Project, and Project Portfolio Management Tool Guides explain these areas in more detail.

    Use Info-Tech’s Tool Guides assess your MS Project and M365 work management options

    Lean on Info-Tech’s Tool Guides as you navigate Microsoft’s tasks management, project management, and project portfolio management options.

    • The slides ahead take you through a bird’s-eye view of what your MS Project and M365 work management options look like across Info-Tech’s three broad categories
    • In addition to these slides, Info-Tech has three in-depth tool guides that take you through your operational task management, project management, and project portfolio management options in MS Project and M365.
    • These tool guides can be leveraged as you determine whether Microsoft has the required toolset for your organization’s task, project, and project portfolio management needs.

    Download Info-Tech’s Task Management, Project Management, and Project Portfolio Management Tool Guides

    Task Management Overview

    What is task management?

    • It is essentially the same as keeping track of a to-do list. While you can have a project-related task, you can also have a non-project-related task. The sum of project and non-project tasks make up the work that you need to complete.

    What are the benefits of task management using applications within the MS suite?

    • Many organizations already own the tools and don't have to go out and buy something separately.
    • There is easy integration with other MS applications.

    What is personal task management?

    • Tools that allow you to structure work that is visible only to you. This can include work from tasks you are going to be completing for yourself and tasks you are completing as part of a larger work effort.

    What is team task management?

    • Tools that allow users to structure work that is visible to a group. When something is moved or changed, it affects what the group is seeing because it is a shared platform.

    Get familiar with the Microsoft product offerings for task management

    A diagram of Microsoft products and what they can help accomplish. It starts on the right with 'Teams' and 'Outlook'. Both can flow through to 'Personal Task Management' with products 'Teams Tasks' and 'To-Do', but Teams also flows into 'Team Task Management' with products 'Planner' and 'Project for the web'. See the next two slides for more details on these modes of working.

    Download the M365 Task Management Tool Guide

    Personal Task Management

    The To-Do list

    • Who does it?
      • Knowledge workers
    • What is it?
      • How each knowledge worker organizes their individual work tasks in M365
    • When is it done?
      • As needed throughout the day
    • Where is it done?
      • Paper
      • Digital location
    • How is it done?
      • DIY and self-developed
      • Usually not repeatable and evolves depending on work location and tools available
      • Not governed

    Microsoft differentiator:

    Utilities like Planner and To-Do make it easier to turn what are often ad hoc approaches into a more repeatable process.

    Team Task Management

    The SharedTo-Do list

    • Who does it?
      • Groups of knowledge workers
    • What is it?
      • Temporary and permanent collections of knowledge workers
    • When is it done?
      • As needed or on a pre-determined cadence
    • Where is it done?
      • Paper
      • Digital location
    • How is it done?
      • User norms are established organically and adapted based upon the needs of the team.
      • To whatever extent processes are repeatable in the first place, they remain repeatable only if the team is a collective.
      • Usually governed within the team and not subject to wider visibility.

    Microsoft differentiator:

    Teams has opened personal task management tactics up to more collaborative approaches.

    Project Management Overview

    2003

    Project Server: This product serves many large enterprise clients, but Microsoft has stated that it is at end of life. It is appealing to industries and organizations where privacy is paramount. This is an on-premises system that combines servers like SharePoint, SQL, and BI to report on information from Project Desktop Client. To realize the value of this product, there must be adoption across the organization and engagement at the project-task level for all projects within the portfolio.

    2013

    Project Online: This product serves many medium enterprise clients. It is appealing for IT departments who want to get a rich set of features that can be used to intake projects, assign resources, and report on project portfolio health. It is a cloud solution built on the SharePoint platform, which provides many users a sense of familiarity. However, due to the bottom-up reporting nature of this product, again, adoption across the organization and engagement at the project task level for all projects within the portfolio is critical.

    2020

    Project for the web: This product is the newest on the market and is quickly being evolved. Many O365 enthusiasts have been early adopters of Project for the web despite its limited features when compared to Project Online. It is also a cloud solution that encourages citizen developers by being built on the MS Power Platform. This positions the product well to integrate with Power BI, Power Automate, and Power Apps. It is, so far, the only MS product that lends itself to abstracted portfolio management, which means it doesn’t rely on project task level engagement to produce portfolio reports. The portfolio can also run with a mixed methodology by funneling Project, Azure Boards, and Planner boards into its roadmap function.

    Get familiar with the Microsoft product offerings for project management

    A diagram of Microsoft products and what they can help accomplish in Personal and Team Project Management. Products listed include 'Project Desktop Client', 'Project Online', 'SharePoint', 'Power Platform', 'Azure DevOps', 'Project for the web', Project Roadmap', 'Project Home', and 'Project Server'. See the next slide for more details on personal and team project management as modes of working.

    Download the M365 Project Management Tool Guide

    Project Management

    Orchestrating the delivery of project work

    • Who does it?
      • Project managers
    • What is it?
      • Individual project managers developing project plans and schedules in the MS Project Desktop Client
    • When is it done?
      • Throughout the lifecycle of the project
    • Where is it done?
      • Digital location
    • How is it done?
      • Used by individual project managers to develop and manage project plans.
      • Common approaches may or may not involve reconciliation of resource capacity through integration with Active Directory.
      • Sometimes usage norms are established by organizational project management governance standards, though individual use of the desktop client is largely ungoverned.

    Microsoft differentiator:

    For better or worse, Microsoft’s core solution is veritably synonymous with project management itself and has formally contributed to the definition of the project management space.

    Project Portfolio Management Overview

    Optimize what you’re already using and get familiar with the Power Platform.

    What does PPM look like within M365?

    • The Office suite in the Microsoft 365 suite boasts the world’s most widely used application for the purposes of abstracted and strategic PPM: Excel. For the purposes of PPM, Excel is largely implemented in a suboptimal fashion, and as a result, organizations fail to gain PPM adoption and maturation through its use.
    • Until very recently, Microsoft toolset did not explicitly address abstracted PPM needs.
    • However, with the latest version of M365 and Project for the web, Microsoft is boasting of renewed PPM capabilities from its toolset. These capabilities are largely facilitated through what Microsoft is calling its Power Platform (i.e. a suite of products that includes Power, Power Apps, and Power Automate).

    Explore the Microsoft product offering for abstracted project portfolio management

    A diagram of Microsoft products for 'Adaptive or Abstracted Portfolio Management'. Products listed include 'Excel', 'MS Lists', 'Forms', 'Teams', and the 'Power Platform' products 'Power BI', 'Power Apps', and 'Power Automate'. See the next slide for more details on adaptive or abstracted portfolio management as a mode of working.

    Download the M365 Project Portfolio Management Tool Guide

    Project Portfolio Management

    Doing the right projects, at the right time, with the right resources

    • Who does it?
      • PMO directors; portfolio managers
    • What is it?
      A strategic approach to approving, prioritizing, resourcing, and reporting on projects using applications in M365 and Project for the web. In distinction to enterprise PPM, a top-down or abstracted approach is applied, meaning PPM data is not tied to project task details.
    • Where is it done?
      • Digital tool, either homegrown or commercial
    • How is it done?
      • Currently in M365, PPM approaches are largely self-developed, though Microsoft Gold Partners are commonly involved.
      • User norms are still evolving, along with the software’s (Project for the web) function.

    Microsoft differentiator:

    Integration between Project for the web and Power Apps allows for custom approaches.

    Project Portfolio Management Overview

    Microsoft’s legacy project management toolset has contributed to the definition of traditional or enterprise PPM space.

    A robust and intensive bottom-up approach that requires task level roll-ups from projects to inform portfolio level data. For this model to work, reconciliation of individual resource capacity must be universal and perpetually current.

    If your organization has low or no maturity with PPM, this approach will be tough to make successful.

    In fact, most organizations under adopt the tools required to effectively operate with the traditional project portfolio management. Once adopted and operationalized, this combination of tools gives the executives the most precise view of the current state of projects within the portfolio.

    Explore the Microsoft product offering for enterprise project portfolio management

    A diagram of Microsoft products for 'Enterprise or Traditional Portfolio Management'. Products listed include 'Project Desktop Client', 'SharePoint', 'Project Online', 'Azure DevOps', 'Project Roadmaps', and 'Project Home'. See the next slide for more details on this as a mode of working.

    Download the M365 Project Portfolio Management Tool Guide

    Enterprise Project and Portfolio Management

    Bottom-up approach to managing the project portfolio

    • Who does it?
      • PMO and ePMO directors; portfolio managers
      • Project managers
    • What is it?
      • A strategic approach to approving, prioritizing, resourcing, and reporting on projects using applications in M365 and Project for the web. In distinction to enterprise PPM, a top-down or abstracted approach is applied, meaning PPM data is not tied to project task details.
    • Where is it done?
      • Digital tool that is usually commercial.
    • How is it done?
      • Microsoft Gold Partner involvement is highly likely in successful implementations.
      • Usage norms are long established and customized solutions are prevalent.
      • To be successful, use must be highly governed.
      • Reconciliation of individual resource capacity must be universal and perpetually current.

    Microsoft differentiator:

    Microsoft’s established network of Gold Partners helps to make this deployment a viable option.

    Assess your current tool ecosystem across work management categories

    Use Info-Tech’s Tool Audit Workbook to assess the value and satisfaction for the work management tools currently in use.

    • With the modes of working in mind that have been addressed in the previous slides and in Info-Tech’s Tool Guides, the activity slides ahead encourage you to engage your wider organization to determine all of the ways of working across individuals and teams.
    • Depending on the scope of your work management optimization, these engagements may be limited to IT or may extend to the business.
    • Use Info-Tech’s Tool Audit Workbook to help you gather and make sense of the tool data you collect. The result of this activity is to gain insight into the tools that drive value and fail to drive value across your work management categories with a view to streamline the organization’s tool ecosystem.

    Download Info-Tech’s Tool Audit Workbook

    Sample of Info-Tech's Tool Audit Workbook.

    1.2.1 Compile list of tools

    1-3 hours

    Input: Information on tools used to complete task, project, and portfolio tasks

    Output: Analyzed list of tools

    Materials: Whiteboard/Flip Charts, Tool Audit Workbook

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, Project Managers, Business Stakeholders

    1. Identify the stakeholder groups that are in scope. For each group that you’ve identified, brainstorm the different tools and artifacts that are necessary to get the task, project, and project portfolio management functions done.
    2. Make sure to record the tool name and specify its category (standard document, artifact, homegrown solution, or commercial solution).
    3. Think about and discuss how often the tool is being used for each use case across the organization. Document whether its use is required. Then assess reporting functionality, data accuracy, and cost.
    4. Lastly, give a satisfaction rating for each use case.

    Excerpt from the Tool Audit Workbook

    Excerpt from Info-Tech's Tool Audit Workbook on compiling tools.

    1.2.1 Review dashboard

    1-3 hours

    Input: List of key PPM decision points, List of who is accountable for PPM decisions, List of who has PPM decision-making authority

    Output: Prioritized list of PPM decision-making support needs

    Materials: Whiteboard/Flip Charts, Tool Audit Workbook

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, CIO

    Discuss the outputs of the Dashboards tab to inform your decision maker on whether to pass or fail the tool for each use case.

    Sample of a BI dashboard used to evaluate the usefulness of tools. Written notes include: 'Slice the data based on stakeholder group, tool, use case, and category', and 'Review the results of the questionnaire by comparing cost and satisfaction'.

    1.2.1 Execute final audit

    1 hour

    Input: List of key PPM decision points, List of who is accountable for PPM decisions, List of who has PPM decision-making authority

    Output: Prioritized list of PPM decision-making support needs

    Materials: Whiteboard/Flip Charts, Tool Audit Workbook

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, CIO

    1. Using the information available, schedule time with the leadership team to present the results.
    2. Identify the accountable party to make the final decision on what current tools pass or fail the final audit.
    3. Mind the gap presented by the failed tools and look to possibilities within the M365 and Microsoft Project suite. For each tool that is deemed unsatisfactory for the future state, mark it as “Fail” in column O on tab 2 of the Tool Audit Workbook. This will ensure the item shows in the “Fail” column on tab 4 of the tool when you refresh the data.
    4. For each of the tools that “fail” your audit and that you’re going to make recommendations to rationalize in a future state, try to capture the annual total current-state spending on licenses, and the work modes the tool currently supports (i.e. task, project, and/or portfolio management).
    5. Additionally, start to think about future-state replacements for each tool within or outside of the M365/MS Project platforms. As we move forward to finalize your action plan in the last phase of this blueprint, we will capture and present this information to key stakeholders.

    Document your goals, needs, and constraints before proceeding

    Use Info-Tech’s Force Field Analysis Tool to help weigh goals and needs against risks and constraints associated with a work management change.

    • Now that you have discussed the organization’s ways of working and assessed its tool landscape – and made some initial decisions on some tool options that might need to change across that landscape – gather key stakeholders to define (a) why a change is needed at this time and (b) to document some of the risks and constraints associated with changing.
    • Info-Tech’s Force Field Analysis Tool can be used to capture these data points. It takes an organizational change management approach and asks you to consider the positive and negative forces associated with a work management tool change at this time.
    • The slides ahead walk you through a force field analysis activity and help you to navigate the relevant tabs in the Tool.

    Download Info-Tech's Force Field Analysis Tool

    Sample of Info-Tech's Force Field Analysis Tool.

    1.2.1 Identify goals and needs (1 of 2)

    Use tab 1 of the Force Field Analysis Workbook to assess goals and needs.

    30 minutes

    Input: Opportunities associated with determining the use case for Microsoft Project and M365 in your organization

    Output: Plotted opportunities based on probability and impact

    Materials: Whiteboard/Flip Charts, Force Field Analysis Tool

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, Project Managers

    1. Brainstorm opportunities associated with exploring and/or implementing Microsoft Project and the Microsoft 365 suite of products for task, project, and project portfolio management.
    2. Document relevant opportunities in tab 1 of the Force Field Analysis Tool. For each driving force for the change (note: a driving force can include goals and needs) that is identified, provide a category that explains why the driving force is a concern (i.e. with this force is the organization looking to mature, integrate, scape, or accelerate?).
    3. In addition, assess the ease of achieving or realizing each goal or need and the impact of realizing them on the PMO and/or the organization.
    4. See the next slide for a screenshot that helps you navigate tab 1 of the Tool.

    Download the Force Field Analysis Tool

    1.2.1 Identify goals and needs (2 of 2)

    Screenshot of tab 1 of the Force Field Analysis Workbook.

    Screenshot of tab 1 of the Force Field Analysis Workbook. There are five columns referred to as columns B through F with the headings 'Opportunities', 'Category', 'Source', 'Ease of Achieving', and 'Impact on PMO/Organization'.

    In column B on tab 1, note the specific opportunities the group would like to call out.

    In column C, categorize the goal or need being articulated by the list of drop-down options: will it accelerate the time to benefit? Will it help to integrate systems and data sources? Will it mature processes and the organization overall? Will it help to scale across the organization? Choose the option that best aligns with the opportunity.

    In column D, categorize the source of the goal or need as internal or external.

    In column E, use the drop-down menus to indicate the ease of realizing each goal or need for the organization. Will it be relatively easy to manifest or will there be complexities to implementing it?

    In column F, use the drop-down menus to indicate the positive impact of realizing or achieving each need on the PMO and/or the organization.

    On tab 3 of the Force Field Analysis Workbook, your inputs on tab 1 are summarized in graphical form from columns B to G. On tab 3, these goals and needs results are contrasted with your inputs on tab 2 (see next slide).

    1.2.2 Identify risk and constraints (1 of 2)

    Use tab 2 of the Force Field Analysis Workbook to assess opposing forces to change.

    30 minutes

    Input: Risks associated with determining the use case for Microsoft Project and M365 in your organization

    Output: Plotted risks based on probability and impact

    Materials: Whiteboard/Flip Charts, Force Field Analysis Tool

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, Project Managers

    1. With the same working group from 1.2.1, brainstorm risks, constraints, and other opposing forces pertaining to your potential future state.
    2. Document relevant opposing forces in tab 2 of the Force Field Analysis Tool. For each opposing force for the change (note: a driving force can include goals and needs) that is identified, provide a category that explains why the opposing force is a concern (i.e. will it impact or is it impacted by time, resources, maturity, budget, or culture?).
    3. In addition, assess the likelihood of the risk or constraint coming to light and the negative impact of it coming to light for your proposed change.
    4. See the next slide for a screenshot that helps you navigate tab 2 of the Force Field Analysis Tool.

    Download the Force Field Analysis Tool

    1.2.2 Identify risk and constraints (2 of 2)

    Screenshot of tab 2 of the Force Field Analysis Workbook.

    Screenshot of tab 2 of the Force Field Analysis Workbook. There are five columns referred to as columns B through F with the headings 'Risks and Constraints', 'Category', 'Source', 'Likelihood of Constraint/Risk/Resisting Force Being Felt', and 'Impact to Derailing Goals and Needs'.

    In column B on tab 2, note the specific risks and constraints the group would like to call out.

    In column C, categorize the risk or constraint being articulated by the list of drop-down options: will it impact or is it impacted by time, resources, budget, culture or maturity?

    In column D, categorize the source of the goal or need as internal or external.

    In column E, use the drop-down menus to indicate the likelihood of each risk or constraint materializing during your implementation. Will it definitely occur or is there just a small chance it could come to light?

    In column F, use the drop-down menus to indicate the negative impact of the risk or constraint to achieving your goals and needs.

    On tab 3 of the Force Field Analysis Workbook, your inputs on tab 2 are summarized in graphical form from columns I to N. On tab 3, your risk and constraint results are contrasted with your inputs on tab 1 to help you gauge the relative weight of driving vs. opposing forces.

    Step 1.2

    Explore the Microsoft Project Plans and their capabilities

    Activities

    • 1.1.1 Review the Microsoft 365 licensing features
    • 1.1.2 Explore the Microsoft Project Plan licenses
    • 1.1.3 Prepare a needs assessment for Microsoft 365 and Project Plan licenses

    This step will walk you through the following activities:

    • Review the suite of task management, project management, and project portfolio management options available in Microsoft 365.
    • Prepare a preliminary checklist of required M365 apps for your stakeholders.

    This step usually involves the following participants:

    • PMO/Portfolio Manager
    • Project Managers
    • CIO and other executive stakeholders
    • Other project portfolio stakeholders (project and IT workers)

    Outcomes of Step

    • Preliminary requirements for an M365 project management and project portfolio management tool implementation

    Microsoft recently revamped its project plans to balance its old and new tech

    Access to the new tech, Project for the web, comes with all license types, while Project Online Professional and Premium licenses have been revamped as P3 and P5.

    Navigating Microsoft licensing is never easy, and Project for the web has further complicated licensing needs for project professionals.

    As we’ll cover in step 2.1 of this blueprint, Project for the web can be extended beyond its base lightweight work management functionality using the Power Platform (Power Apps, Power Automate, and Power BI). Depending on the scope of your implementation, this can require additional Power Platform licensing.

    • In this step, we will help you understand the basics of what’s already included in your enterprise M365 licensing as well as what’s new in Microsoft’s recent Project licensing plans (P1, P3, and P5).
    • As we cover toward the end of this step, you can use Info-Tech’s MS Project and M365 Licensing Tool to help you understand your plan and licensing needs. Further assistance on licensing can be found in the Task, Project, and Portfolio Management Tool Guides that accompany this blueprint and Info-Tech’s Modernize Your Microsoft Licensing for the Cloud Era.

    Download Info-Tech’s Modernize Your Microsoft Licensing for the Cloud Era

    Licensing features for knowledge workers

    Please note that licensing packages are frequently subject to change. This is up to date as of August 2021. For the most up-to-date information on licensing, visit the Microsoft website.

    Bundles are extremely common and can be more cost effective than à la carte options for the Microsoft products.

    The biggest differentiator between M365 and O365 is that the M365 product also includes Windows 10 and Enterprise Mobility and Security.

    The color coding in the diagram indicates that the same platform/application suite is available.

    Platform or Application M365 E3 M365 E5 O365 E1 O365 E3 O365 E5
    Microsoft Forms X X X X X
    Microsoft Lists X X X X X
    OneDrive X X X X X
    Planner X X X X X
    Power Apps for Office 365 X X X X X
    Power Automate for Office X X X X X
    Power BI Pro X X
    Power Virtual Agents for Teams X X X X X
    SharePoint X X X X X
    Stream X X X X X
    Sway X X X X X
    Teams X X X X X
    To Do X X X X X

    Get familiar with Microsoft Project Plan 1

    Please note that licensing packages are frequently subject to change. This is up to date as of August 2021. For the most up to date information on licensing, visit the Microsoft website.

    Who is a good fit?

    • New project managers
    • Zero-allocation project managers
    • Individuals and organizations who want to move out of Excel into something less fragile (easily breaking formulas)

    What does it include?

    • Access to Project Home, a landing page to access all project plans you’ve created or have been assigned to.
    • Access to Grid View, Board View, and Timeline (Gantt) View to plan and manage your projects with Project for the web
    • Sharing Project for the web plans across Microsoft Teams channels
    • Co-authoring on project plans

    When does it make sense?

    • Lightweight project management
    • No process to use bottom-up approach for resourcing data
    • Critical-path analysis is not required
    • Organization does not have an appetite for project management rigor

    Get familiar with Microsoft Project Plan 3

    Please note that licensing packages are frequently subject to change. This is up to date as of August 2021. For the most up to date information on licensing, visit the Microsoft website.

    Who is a good fit?

    • Experienced and dedicated project managers
    • Organizations with complex projects
    • Large project teams are required to complete project work
    • Organizations have experience using project management software

    What does it include?

    Everything in Project Plan 1 plus the following:

    • Reporting through Power BI Report template apps (note that there are no pre-built reports for Project for the web)
    • Access to build a Roadmap of projects from Project for the web and Azure DevOps with key milestones, statuses, and deadlines
    • Project Online to submit and track timesheets for project teams
    • MS Project Desktop Client to support resource management

    When does it make sense?

    • Project management is an established discipline at the organization
    • Critical-path analysis is commonly used
    • Organization has some appetite for project management rigor
    • Resources are expected to submit timesheets to allow for more precise resource management data

    Get familiar with Microsoft Project Plan 5

    Please note that licensing packages are frequently subject to change. This is up to date as of August 2021. For the most up to date information on licensing, visit the Microsoft website.

    Who is a good fit?

    • Experienced and dedicated project managers
    • Experienced and dedicated PMO directors
    • Dedicated portfolio managers
    • Organizations proficient at sustaining data in a standard tool

    What does it include?

    Everything in Project Plan 3 plus the following:

    • Portfolio selection and optimization
    • Demand management
    • Enterprise resource planning and management through deterministic task and resource scheduling
    • MS Project Desktop Client to support resource management

    When does it make sense?

    • Project management is a key success factor at the organization
    • Organization employs a bottom-up approach for resourcing data
    • Critical-path analysis is required
    • Formal project portfolio management processes are well established
    • The organization is willing to either put in the time, energy, and resources to learn to configure the system through DIY or is willing to leverage a Microsoft Partner to help them do so

    What’s included in each plan (1 of 2)

    Plan details are up to date as of September 2021. Plans and pricing can change often. Visit the Microsoft website to validate plan options and get pricing details.
    MS Project Capabilities Info-Tech's Editorial Description P1 P3 P5
    Project Home Essentially a landing page that allows you to access all the project plans you've created or that you're assigned to. It amalgamates plans created in Project for the web, the Project for the web app in Power Apps, and Project Online. X X X
    Grid view One of three options in which to create your project plans in Project for the web (board view and timeline view are the other options). You can switch back and forth between the options. X X X
    Board view One of three options in which to create your project plans in Project for the web (grid view and timeline view are the other options). You can switch back and forth between the options. X X X
    Timeline (Gantt) view One of three options in which to create your project plans in Project for the web (board view and grid view are the other options). You can switch back and forth between the options. X X X
    Collaboration and communication This references the ability to add Project for the web project plans to Teams channels. X X X
    Coauthoring Many people can have access to the same project plan and can update tasks. X X X
    Project planning and scheduling For this the marketing lingo says "includes familiar scheduling tools to assign project tasks to team members and use different views like Grid, Board, and Timeline (Gantt chart) to oversee the schedule." Unclear how this is different than the project plans in the three view options above. X X X

    X - Functionality Included in Plan

    O - Functionality Not Included in Plan

    What’s included in each plan (2 of 2)

    Plan details are up to date as of September 2021. Plans and pricing can change often. Visit the Microsoft website to validate plan options and get pricing details.
    MS Project Capabilities Info-Tech's Editorial Description P1 P3 P5
    Reporting This seems to reference Excel reports and the Power BI Report Template App, which can be used if you're using Project Online. There are no pre-built reports for Project for the web, but third-party Power Apps are available. O X X
    Roadmap Roadmap is a platform that allows you to take one or more projects from Project for the web and Azure DevOps and create an organizational roadmap. Once your projects are loaded into Roadmap you can perform additional customizations like color status reporting and adding key days and milestones. O X X
    Timesheet submission Project Online and Server 2013 and 2016 allow team members to submit timesheets if the functionality is required. O X X
    Resource management The rich MS Project client supports old school, deterministic project scheduling at the project level. O X X
    Desktop client The full desktop client comes with P3 and P5, where it acts as the rich editor for project plans. The software enjoys a multi-decade market dominance as a project management tool but was never paired with an enterprise collaboration server engine that enjoyed the same level of success. O X X
    Portfolio selection and optimization Portfolio selection and optimization has been offered as part of the enterprise project and portfolio suite for many years. Most people taking advantage of this capability have used a Microsoft Partner to formalize and operationalize the feature. O O X
    Demand Management Enterprise demand management is targeted at the most rigorous of project portfolio management practices. Most people taking advantage of this capability have used a Microsoft Partner to formalize and operationalize the feature. O O X
    Enterprise resource planning and management The legacy MS Project Online/Server platform supports enterprise-wide resource capacity management through an old-school, deterministic task and resource scheduling engine, assuming scaled-out deployment of Active Directory. Most people succeeding with this capability have used a Microsoft Partner to formalize and operationalize the feature. O O X

    X - Functionality Included in Plan

    O - Functionality Not Included in Plan

    Use Info-Tech’s MS Project and M365 Licensing Tool

    Leverage the analysis in Info-Tech’s MS Project & M365 Licensing Tool to help inform your initial assumptions about what you need and how much to budget for it.

    • The Licensing Tool can help you determine what Project Plan licensing different user groups might need as well as additional Power Platform licensing that may be required.
    • It consists of four main tabs: two set-up tabs where you can validate the plan and pricing information for M365 and MS Project; an analysis tab where you set up your user groups and follow a survey to assess their Project Plan needs; and another analysis tab where you can document your Power Platform licensing needs across your user groups.
    • There is also a business case tab that breaks down your total licensing needs. The outputs of this tab can be used in your MS Project & M365 Action Plan Template, which we will help you develop in phase three of this blueprint.

    Download Info-Tech's Microsoft Project & M365 Licensing Tool

    Sample of Info-Tech's Microsoft Project and M365 Licensing Tool.

    1.2.1 Conduct a needs assessment

    1-2 hours

    Input: List of key user groups/profiles, Number of users and current licenses

    Output: List of Microsoft applications/capabilities included with each license, Analysis of user group needs for Microsoft Project Plan licenses

    Materials: Microsoft Project & 365 Licensing Tool

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, Project Managers

    1. As a group, analyze the applications included in your current or desired 365 license and calculate any additional Power Platform licensing needs.
    2. Screenshot of the 'Application/Capabilities' screen from the 'Microsoft Project and M365 Licensing Tool'.
    3. Within the same group, use the drop-down menus to analyze your high-level MS Project requirements by selecting whether each capability is necessary or not.
    4. Your inputs to the needs assessment will determine the figures in the Business Case tab. Consider exporting this information to PDF or other format to distribute to stakeholders.
    5. Screenshot of the 'Business Case' tab from the 'Microsoft Project and M365 Licensing Tool'.

    Download Info-Tech's Microsoft Project & M365 Licensing Tool

    Step 1.3

    Assess the maturity of your current PM & PPM capabilities

    Activities

    • Assess current state project and project portfolio management processes and tools
    • Determine target state project and project portfolio management processes and tools

    This step will walk you through the following activities:

    • Assess current state project and project portfolio management processes and tools
    • Determine target state project and project portfolio management processes and tools

    This step usually involves the following participants:

    • PMO/Portfolio Manager
    • Project Managers
    • CIO and other executive stakeholders
    • Other project portfolio stakeholders (project and IT workers)

    Outcomes of Step

    • Current and target state maturity for project management and project portfolio management processes

    Project portfolio management and project management are more than tools

    Implementing commercial tools without a matching level of process discipline is a futile exercise, leaving organizations frustrated at the wasted time and money.

    • The tool is only as good as the data that is input. There is often a misunderstanding that a tool will be “automatic.” While it is true that a tool can help make certain processes easier and more convenient by aggregating information, enhancing reporting, and coauthoring, it will not make up the data. If data becomes stale, the tool is no longer valid for accurate decision making.
    • Getting people onboard and establishing a clear process is often the hardest part. As IT folk, it can be easy to get wrapped up in the technology. All too often excitement around tools can drown out the important requisites around people and process. The reality is people and process are a necessary condition for a tool to be successful. Having a tool will not be sufficient to overcome obstacles like poor stakeholder buy-in, inadequate governance, and the absence of a standard operating procedure.

    • Slow is the way to go. When deciding what tools to purchase, start small and scale up rather than going all in and all too often ending up with many unused features and fees.

    "There's been a chicken-egg debate raging in the PPM world for decades: What comes first, the tool or the process? It seems reasonable to say, ‘We don't have a process now, so we'll just adopt the one in the tool.’ But you'll soon find out that the tool doesn't have a process, and you needed to do more planning and analysis before buying the tool." (Barry Cousins, Practice Lead, Project Portfolio Management)

    Assess your process maturity to determine the right tool approach

    Take the time to consider and reflect on the current and target state of the processes for project portfolio management and project management.

    Project Portfolio Management

    • Status and Progress Reporting
      1. Intake, Approval, and Prioritization

        PPM is the practice of selecting the right projects and ensuring the organization has the necessary resources to complete them. PPM should enable executive decision makers to make sense of the excess of demand and give IT the ability to prioritize those projects that are most valuable to the business.
      2. Resource Management

      3. Project Management

        1. Initiation
        2. Planning
        3. Execution
        4. Monitoring and Controlling
        5. Closing
        Tailor a project management framework to fit your organization. Formal methodologies aren’t always the best fit. Take what you can use from formal frameworks and define a right-sized approach to your project management processes.
      4. Project Closure

      5. Benefits Tracking

    Info-Tech’s maturity assessment tools can help you match your tools to your maturity level

    Use Info-Tech’s Project Portfolio Management Maturity Assessment Tool and Project Management Maturity Assessment Tool.

    • The next few slides in this step take you through using our maturity assessment tools to help gauge your current-state and target-state maturity levels for project management (PM) and project portfolio management (PPM).
    • In addition to the process maturity assessments, these workbooks also help you document current-state support tools and desired target-state tools.
    • The outputs of these workbooks can be used in your MS Project & M365 Action Plan Template, which we will help you develop in phase three of this blueprint.

    Download Info-Tech’s Project Portfolio Management Maturity Assessment Tool and Project Management Maturity Assessment Tool

    Samples of Info-Tech's Project Portfolio Management Maturity Assessment Tool and Project Management Maturity Assessment Tool.

    Conduct a gap analysis survey for both project and project portfolio management.

    • Review the category and activity statements: For each gap analysis tab in the maturity assessments, use the comprehensive activity statements to identify gaps for the organization.
    • Assess the current state: To assess the current state, evaluate whether the statement should be labeled as:
      • Absent: There is no evidence of any activities supporting this process.
      • Initial: Activity is ad hoc and not well defined.
      • Defined: Activity is established and there is moderate adherence to its execution.
      • Repeatable: Activity is established, documented, repeatable, and integrated with other phases of the process.
      • Managed: Activity execution is tracked by gathering qualitative and quantitative feedback

    Once this is documented, take some time to describe the type of tool being used to do this (commercial, home-grown, standardized document) and provide additional details, where applicable.

    Define the target state: Repeat the assessment of activity statements for the target state. Then gauge the organizational impact and complexity of improving each capability on a scale of very low to very high.

    Excerpt from Info-Tech's Project Portfolio Management Maturity Assessment Tool, the 'PPM Current State Target State Maturity Assessment Survey'. It has five columns whose purpose is denoted in notes. Column 1 'Category within the respective discipline'; Column 2 'Statement to consider'; Column 3 'Select the appropriate answer for current and target state'; Column 4 'Define the tool type'; Column 5 'Provide addition detail about the tool'.

    Analyze survey results for project and project portfolio management maturity

    Take stock of the gap between current state and target state.

    • What process areas have the biggest gap between current and target state?
    • What areas are aligned across current and target state?

    Identify what areas are currently the least and most mature.

    • What process area causes the most pain in the organization?
    • What process area is the organization’s lowest priority?

    Note the overall current process maturity.

    • After having done this exercise, does the overall maturity come as a surprise?
    • If so, what are some of the areas that were previously overlooked?
    A table and bar graph documenting and analysis of maturity survey results. The table has four columns labelled 'Process Area', 'Current Process Completeness', 'Current Maturity Level', and 'Target State Maturity'. Rows headers in the 'Process Area' column are 'Intake, Approval, and Prioritization', 'Resource Management', 'Portfolio Reporting', 'Project Closure and Benefits Realization', 'Portfolio Administration', and finally 'Overall Maturity'. The 'Current Process Completeness' column's values are in percentages. The 'Current Maturity Level' and 'Target State Maturity' columns' values can be one of the following: 'Absent', 'Initial', 'Defined', 'Repeatable', or 'Managed'. The bar chart visualizes the levels of the 'Target State' and 'Current State' with 'Absent' from 0-20%, 'Initial' from 20-40%, 'Defined' from 40-60%, 'Repeatable' from 60-80%, and 'Managed' from 80-100%.
    • Identify process areas with low levels of maturity
    • Spot areas of inconsistency between current and target state.
    • Assess the overall gap to get a sense of the magnitude of the effort required to get to the target state.
    • 100% doesn’t need to be the goal. Set a goal that is sustainable and always consider the value to effort ratio.

    Screenshot your results and put them into the MS Project and M365 Action Plan Template.

    Review the tool overview and plan to address gaps (tabs 3 & 4)

    Tool Overview:

    Analyze the applications used to support your project management and project portfolio management processes.

    Look for:

    • Tools that help with processes across the entire PM or PPM lifecycle.
    • Tools that are only used for one specific process.

    Reflect on the overlap between process areas with pain points and the current tools being used to complete this process.

    Consider the sustainability of the target-state tool choice

    Screenshot of a 'Tool Overview' table. Chart titled 'Current-to-Target State Supporting Tools by PPM Activity' documenting the current and target states of different supporting tools by PPM Activity. Tools listed are 'N/A', 'Standardized Document', 'Homegrown Tool', and 'Commercial Tool'.

    You have the option to create an action plan for each of the areas of improvement coming out of your maturity assessment.

    This can include:

    • Tactical Optimization Action: What is the main action needed to improve capability?
    • Related Actions: Is there a cross-over with any actions for other capabilities?
    • Timeframe: Is this near-term, mid-term, or long-term?
    • Proposed Start Date
    • Proposed Go-Live Date
    • RACI: Who will be responsible, accountable, consulted, and informed?
    • Status: What is the status of this action item over time?

    Determine the Future of Microsoft Project for Your Organization

    Phase 2: Weigh Your Implementation Options

    Phase 1: Determine Your Tool Needs

    Phase 2: Weigh Your Implementation Options

    Phase 3: Finalize Your Implementation Approach
    • Step 1.1: Survey the M365 work management landscape
    • Step 1.2: Perform a process maturity assessment to help inform your M365 starting point
    • Step 1.3: Consider the right MS Project licenses for your stakeholders
    • Step 2.1: Get familiar with extending Project for the web using Power Apps
    • Step 2.2: Assess the MS Gold Partner Community
    • Step 3.1: Prepare an action plan

    Phase Outcomes

    • A decision on how best to proceed (or not proceed) with Project for the web
    • A Partner outreach plan

    Step 2.1

    Get familiar with extending Project for the web using Power Apps

    Activities

    • Get familiar with Project for the web: how it differs from Microsoft’s traditional project offerings and where it is going
    • Understand the basics of how to extend Project for the web in Power Apps
    • Perform a feasibility test

    This step will walk you through the following activities:

    • Get familiar with Project for the web
    • Understand the basics of how to extend Project for the web in Power Apps
    • Perform a feasibility test to determine if taking a DIY approach to extending Project for the web is right for your organization currently

    This step usually involves the following participants:

    • Portfolio Manager (PMO Director)
    • Project Managers
    • Other relevant PMO stakeholders

    Outcomes of Step

    • A decision on how best to proceed (or not proceed) with Project for the web

    Project for the web is the latest of Microsoft’s project management offerings

    What is Project for the web?

    • First introduced in 2019 as Project Service, Project for the web (PFTW) is Microsoft’s entry into the world of cloud-based work management and lightweight project management options.
    • Built on the Power Platform and leveraging the Dataverse for data storage, PFTW integrates with the many applications that M365 users are already employing in their day-to-day work management and collaboration activities.
    • It is available as a part of your M365 subscription with the minimum activation of P1 license – it comes with P3 and P5 licenses as well.
    • From a functionality and user experience perspective, PFTW is closer to applications like Planner or Azure Boards than it is to traditional MS Project options.

    What does it do?

    • PFTW allows for task and dependency tracking and basic timeline creation and scheduling and offers board and grid view options. It also allows real-time coauthoring of tasks among team members scheduled to the same project.
    • PFTW also comes with a product/functionality Microsoft calls Roadmap, which allows users to aggregate multiple project timelines into a single view for reporting purposes.

    What doesn't it do?

    • With PFTW, Microsoft is offering noticeably less traditional project management functionality than its existing solutions. Absent are table stakes project management capabilities like critical path, baselining, resource load balancing, etc.

    Who is it for?

    • Currently, in its base lightweight project management option, PFTW is targeted toward occasional or part-time project managers (not the PMP-certified set) tasked with overseeing and/or collaborating on small to mid-sized initiatives and projects.

    Put Project for the web in perspective

    Out of the box, PFTW occupies a liminal space when it comes to work management options

    • More than a task management tool, but not quite a full project management tool
    • Not exactly a portfolio management tool, yet some PPM reporting functionality is inherent in the PFTW through Roadmap

    The table to the right shows some of the functionality in PFTW in relation to the task management functionality of Planner and the enterprise project and portfolio management functionality of Project Online.

    Table 2.1a Planner Project for the web Project Online
    Coauthoring on Tasks X X
    Task Planning X X X
    Resource Assignments X X X
    Board Views X X X
    MS Teams Integration X X X
    Roadmap X X
    Table and Gantt Views X X
    Task Dependency Tracking X X
    Timesheets X
    Financial Planning X
    Risks and Issues Tracking X
    Program Management X
    Advanced Portfolio Management X

    Project for the web will eventually replace Project Online

    • As early as 2018 Microsoft has been foreshadowing a transition away from the SharePoint-backed Project environments of Server and Online toward something based in Common Data Service (CDS) – now rebranded as the Dataverse.
    • Indeed, as recently as the spring of 2021, at its Reimagine Project Management online event, Microsoft reiterated its plans to sunset Project Online and transition existing Online users to the new environment of Project for the web – though it provided no firm dates when this might occur.
      • The reason for this move away from Online appears to be an acknowledgment that the rigidity of the tool is awkward in our current dynamic, collaborative, and overhead-adverse work management paradigm.
      • To paraphrase a point made by George Bullock, Sr. Product Marketing Manager, for Microsoft at the Reimagine Project Management event, teams want to manage work as they see fit, but the rigidity of legacy solutions doesn’t allow for this, leading to a proliferation of tools and data sprawl. (This comment was made during the “Overview of Microsoft Project” session during the Reimagine event.)

    PFTW is Microsoft’s proposed future-state antidote to this challenge. Its success will depend on how well users are able to integrate the solution into a wider M365 work management setting.

    "We are committed to supporting our customers on Project Online and helping them transition to Project for the Web. No end-of-support has been set for Project Online, but when the time comes, we will communicate our plans on the transition path and give you plenty of advance notice." (Heather Heide, Program Manager, Microsoft Planner and Project. This comment was made during the “Overview of Microsoft Project” session during the Reimagine event.)

    Project for the web can be extended beyond its base lightweight functionality

    Project for the web can be extended to add more traditional and robust project and project portfolio management functionality using the Power Platform.

    Microsoft plans to sunset Project Online in favor of PFTW will at first be a head-scratcher for those familiar with the extensive PPM functionality in Project Online and underwhelmed by the project and portfolio management in PFTW.

    However, having built the solution upon the Power Platform, Microsoft has made it possible to take the base functionality in PFTW and extend it to create a more custom, organizationally specific user experience.

    • With a little taste of what can be done with PFTW by leveraging the Power Platform – and, in particular, Power Apps – it becomes more obvious how we, as users, can begin to evolve the base tool toward a more traditional PPM solution and how, in time, Microsoft’s developers may develop the next iteration of PFTW into something more closely resembling Project Online.

    Before users get too excited about using these tools to build a custom PPM approach, we should consider the time, effort, and skills required. The slides ahead will take you through a series of considerations to help you gauge whether your PMO is ready to go it alone in extending the solution.

    Extending the tool enhances functionality

    Table 2.1a in this step displayed the functionality in PFTW in relation to the task management tool Planner and the robust PPM functionality in Online.

    The table to the right shows how the functionality in PFTW can differ from the base solution and Project Online when it is extended using the model-driven app option in Power Apps.

    Caveat: The list of functionality and processes in this table is sample data.

    This functionality is not inherent in the solution as soon as you integrate with Power Apps. Rather it must be built – and your success in developing these functions will depend upon the time and skills you have available.

    Table 2.1b Project for the web PFTW extended with PowerApps Project Online
    Critical Path X
    Timesheets X
    Financial Planning X X
    Risks and Issues Tracking X X
    Program Management X
    Status Updates X
    Project Requests X
    Business Cases X
    Project Charters X
    Resource Planning and Capacity Management X X
    Project Change Requests X

    Get familiar with the basics of Power Apps before you decide to go it alone

    While the concept of being able to customize and grow a commercial PPM tool is enticing, the reality of low-code development and application maintenance may be too much for resource-constrained PMOs.

    Long story short: Extending PFTW in Power Apps is time consuming and can be frustrating for the novice to intermediate user.

    It can take days, even weeks, just to find your feet in Power Apps, let alone to determine requirements to start building out a custom model-driven app. The latter activity can entail creating custom columns and tables, determining relationships between tables to get required outputs, in addition to basic design activities.

    Time-strapped and resource-constrained practitioners should pause before committing to this deployment approach. To help better understand the commitment, the slides ahead cover the basics of extending PFTW in Power Apps:

    1. Dataverse environments.
    2. Navigating Power App Designer and Sitemap Designer
    3. Customizing tables and forms in the Dataverse

    See Info-Tech’s M365 Project Portfolio Management Tool Guide for more information on Power Apps in general.

    Get familiar with Power Apps licensing

    Power Apps for 365 comes with E1 through E5 M365 licenses (and F3 and F5 licenses), though additional functionality can be purchased if required.

    While extending Project for the web with Power Apps does not at this time, in normal deployments, require additional licensing from what is included in a E3 or E5 license, it is not out of the realm of possibility that a more complex deployment could incur costs not included in the Power Apps for 365 that comes with your enterprise agreement.

    The table to the right shows current additional licensing options.

    Power Apps, Per User, Per App Plan

    Per User Plan

    Cost: US$10 per user per app per month, with a daily Dataverse database capacity of 40 MB and a daily Power Platform request capacity of 1,000. Cost: US$40 per user per month, with a daily Dataverse database capacity of 250 MB and a daily Power Platform request capacity of 5,000.
    What's included? This option is marketed as the option that allows organizations to “get started with the platform at a lower entry point … [or those] that run only a few apps.” Users can run an application for a specific business case scenario with “the full capabilities of Power Apps” (meaning, we believe, that unlicensed users can still submit data via an app created by a licensed user). What's included? A per-user plan allows licensed users to run unlimited canvas apps and model-driven apps – portal apps, the licensing guide says, can be “provisioned by customers on demand.” Dataverse database limits (the 250 MB and 5,000 request capacity mentioned above) are pooled at the per tenant, not the per user plan license, capacity.

    For more on Power Apps licensing, refer to Info-Tech’s Modernize Your Microsoft Licensing for the Cloud Era for more information.

    What needs to be configured?

    Extending Project for the web requires working with your IT peers to get the right environments configured based upon your needs.

    • PFTW data is stored in the Microsoft Dataverse (formerly Common Data Service or CDS).
    • The organization’s Dataverse can be made up of one to many environments based upon its needs. Environments are individual databases with unique proprieties in terms of who can access them and what applications can store data in them.
    • Project for the web supports three different types of environments: default, production, and sandbox.
    • You can have multiple instances of a custom PFTW app deployed across these environments and across different users – and the environment you choose depends upon the use case of each instance.

    Types of Environments

    • Default Environment

      • It is the easiest to deploy and get started with the PFTW Power App in the default environment. However, it is also the most restricted environment with the least room for configuration.
      • Microsoft recommends this environment for simple deployments or for projects that span the organization. This is because everyone in the organization is by default a member of this environment – and, with the least room for configuration, the app is relatively straightforward.
      • At minimum, you need one project license to deploy PFTW in the default environment.
    • Production Environment

      • This environment affords more flexibility for how a custom app can be configured and deployed. Unlike the default environment, deploying a production environment is a manual process (through the Power Platform Admin Center) and security roles need to be set to limit users who can access the environment.
      • Because users can be limited, production environments can be used to support more advanced deployments and can support diverse processes for different teams.
      • At present, you need at least five Project licenses to deploy to production environments.
    • Sandbox Environment

      • This environment is for users who are responsible for the creation of custom apps. It offers the same functionality as a production environment but allows users to make changes without jeopardizing a production environment.

    Resources to provide your IT colleagues with to help in your PFTW deployment:

    1. Project for the web admin help (Product Documentation, Microsoft)
    2. Advanced deployment for Project for the web (Video, Microsoft)
    3. Get Started with Project Power App (Product Support Documentation, Microsoft)
    4. Project for the Web Security Roles (Product Support Documentation, Microsoft)

    Get started creating or customizing a model-driven app

    With the proper environments procured, you can now start extending Project for the web.

    • Navigate to the environment you would like to extend PFTW within. For the purposes of the slides ahead, we’ll be using a sandbox environment for an example. Ensure you have the right access set up for production and sandbox environments of your own (see links on previous slide for more assistance).
    • To begin extending PFTW, the two core features you need to be familiar with before you start in Power Apps are (1) Tables/Entities and (2) the Power Apps Designer – and in particular the Site Map.

    From the Power Apps main page in 365, you can change your environment by selecting from the options in the top right-hand corner of the screen.

    Screenshot of the Power Apps “Apps” page in a sandbox environment. The Project App will appear as “Project” when the application is installed, though it is also easy to create an app from scratch.

    Model-driven apps are built around tables

    In Power Apps, tables (formerly called entities and still referred to as entities in the Power Apps Designer) function much like tables in Excel: they are containers of columns of data for tracking purposes. Tables define the data for your app, and you build your app around them.

    In general, there are three types of tables:

    • Standard: These are out-of-the box tables included with a Dataverse environment. Most standard tables can be customized.
    • Managed: These are tables that get imported into an environment as part of a managed solution. Managed tables cannot be customized.
    • Custom: These types of tables can either be imported from another solution or created directly in the Dataverse environment. To create custom tables, users need to have System Administrator or System Customizer security roles within the Dataverse.

    Tables can be accessed under Data banner on the left-hand panel of your Power Apps screen.

    The below is a list of standard tables that can be used to customize your Project App.

    A screenshot of the 'Data' banner in 'Power Apps' and a list of table names.

    Table Name

    Display Name

    msdyn_project Project
    msdyn_projectchange Change
    msdyn_projectprogram Program
    msdyn_projectrequest Request
    msdyn_projectrisk Risk
    msdyn_projectissue Issue
    msdyn_projectstatusreport Status

    App layouts are designed in the Power App Designer

    You configure tables with a view to using them in the design of your app in the Power Apps Designer.

    • If you’re customizing a Project for the web app manually installed into your production or sandbox environment, you can access Designer by highlighting the app from your list of apps on the Apps page and clicking “Edit” in the ribbon above.
      • If you’re creating a model-driven app from scratch, Designer will open past the “Create a New App” intro screen.
      • If you need to create separate apps in your environment for different PMOs or business units, it is as easy to create an app from scratch as it is to customize the manual install.
    • The App Designer is where you can design the layout of your model-driven app and employ the right data tables.
    Screenshot of the 'App Designer' screen in 'Power Apps'.

    The Site Map determines the navigation for your app, i.e. it is where you establish the links and pages users will navigate. We will review the basics of the sitemap on the next few slides.

    The tables that come loaded into your Project Power App environment (at this time, 37) via the manual install will appear in the Power Apps Designer in the Entity View pane at the bottom of the page. You do not have to use all of them in your design.

    Navigate the Sitemap Designer

    With the components of the previous two slides in mind, let’s walk through how to use them together in the development of a Project app.

    As addressed in the previous slide, the sitemap determines the navigation for your app, i.e. it is where you establish the links and the pages that users will navigate.

    To get to the Sitemap Designer, highlight the Project App from your list of apps on the Apps page and click “Edit” in the ribbon above. If you’re creating a model-driven app from scratch, Designer will open past the “Create a New App” intro screen.

    • To start designing your app layout, click the pencil icon beside the Site Map logo on the App Designer screen.
    • This will take you into the Sitemap Designer (see screenshot to the right). This is where you determine the layout of your app and the relevant data points (and related tables from within the Dataverse) that will factor into your Project App.
    • In the Sitemap Designer, you simply drag and drop the areas, groups, and subareas you want to see in your app’s user interface (see next slide for more details).
    Screenshot of the 'Sitemap Designer' in 'Power Apps'.

    Use Areas, Groups, and Subareas as building blocks for your App

    Screenshots of the main window and the right-hand panel in the 'Sitemap Designer', and of the subarea pop-up panel where you connect components to data tables. The first two separate elements into 'Area', 'Group', and 'Subarea'.

    Drag and drop the relevant components from the panel on the right-hand side of the screen into the main window to design the core pieces that will be present within your user interface.

    For each subarea in your design, use the pop-up panel on the right-hand side of the screen to connect your component the relevant table from within your Dataverse environment.

    How do Areas, Groups, and Subareas translate into an app?

    Screenshots of the main window in the 'Sitemap Designer' and of a left-hand panel from a published 'Project App'. There are notes defining the terms 'Area', 'Group', and 'Subarea' in the context of the screenshot.

    The names or titles for your Areas and Groups can be customized within the Sitemap Designer.

    The names or titles for your Subareas is dependent upon your table name within the Dataverse.

    Area: App users can toggle the arrows to switch between Areas.

    Group: These will change to reflect the chosen Area.

    Subarea: The tables and forms associated with each subarea.

    How to properly save and publish your changes made in the Sitemap Designer and Power Apps Designer:

    1. When you are done making changes to your components within the Sitemap Designer, and want your changes to go live, hit the “Publish” button in the top right corner; when it has successfully published, select “Save and Close.”
    2. You will be taken back to the Power App Designer homepage. Hit “Save,” then “Publish,” and then finally “Play,” to go to your app or “Save and Close.”

    How to find the right tables in the Dataverse

    While you determine which tables will play into your app in the Sitemap Designer, you use the Tables link to customize tables and forms.

    Screenshots of the tables search screen and the 'Tables' page under the 'Data' banner in 'Power Apps'.

    The Tables page under the Data banner in Power Apps houses all of the tables available in your Dataverse environment. Do not be overwhelmed or get too excited. Only a small portion of the tables in the Tables folder in Power Apps will be relevant when it comes to extending PFTW.

    Find the table you would like to customize and/or employ in your app and select it. The next slides will look at customizing the table (if you need to) and designing an app based upon the table.

    To access all the tables in your environment, you’ll need to ensure your filter is set correctly on the top right-hand corner of the screen, otherwise you will only see a small portion of the tables in your Dataverse environment.

    If you’re a novice, it will take you some time to get familiar with the table structure in the Dataverse.

    We recommend you start with the list of tables listed on slide. You can likely find something there that you can use or build from for most PPM purposes.

    How to customize a table (1 of 3)

    You won’t necessarily need to customize a table, but if you do here are some steps to help you get familiar with the basics.

    Screenshot of the 'Columns' tab, open in the 'msdyn_project table' in 'Power Apps'.

    In this screenshot, we are clicked into the msdyn_project (display name: Project) table. As you can see, there are a series of tabs below the name of the table, and we are clicked into the Columns tab. This is where you can see all of the data points included in the table.

    You are not able to customize all columns. If a column that you are not able to customize does not meet your needs, you will need to create a custom column from the “+Add column” option.

    “Required” or “Optional” status pertains to when the column or field is used within your app. For customizable or custom columns this status can be set when you click into each column.

    How to customize a table (2 of 3)

    Create a custom “Status” column.

    By way of illustrating how you might need to customize a table, we’ll highlight the “msdyn_project_statecode” (display name: Project Status) column that comes preloaded in the Project (msdyn_project) table.

    • The Project Status column only gives you a binary choice. While you are able to customize what that binary choice is (it comes preloaded with “Active” and “Inactive” as the options) you cannot add additional choices – so you cannot set it to red/yellow/green, the most universally adopted options for status in the project portfolio management world.
    • Because of this, let’s look at the effort involved in creating a choice and adding a custom column to your table based upon that choice.
    Screenshots of the '+New choice' button in the 'Choices' tab and the 'New choice' pane that opens when you click it.

    From within the Choices tab, click “+New choice” option to create a custom choice.

    A pane will appear to the right of your screen. From there you can give your choice a name, and under the “Items” header, add your list of options.

    Click save. Your custom choice is now saved to the Choices tab in the Dataverse environment and can be used in your table. Further customizations can be made to your choice if need be.

    How to customize a table (3 of 3)

    Back in the Tables tab, you can put your new choice to work by adding a column to a table and selecting your custom choice.

    Screenshots of the pop-up window that appear when you click '+Add Column', and details of what happens when you select the data type 'Choice'.

    Start by selecting “+ Add Column” at the top left-hand side of your table. A window will appear on the right-hand side of the page, and you will have options to name your column and choose the data type.

    As you can see in this screenshot to the left, data type options include text, number and date types, and many more. Because we are looking to use our custom choice for this example, we are going to choose “Choice.”

    When you select “Choice” as your data type, all of the choice options available or created in your Dataverse environment will appear. Find your custom choice – in this example the one name “RYG Status” – and click done. When the window closes, be sure to select “Save Table.”

    How to develop a Form based upon your table (1 of 3 – open the form editor)

    A form is the interface users will engage with when using your Project app.

    When the Project app is first installed in your environment, the main user form will be lacking, with only a few basic data options.

    This form can be customized and additional tabs can be added to your user interface.

    1. To do this, go to the table you want to customize.
    2. In the horizontal series of tabs at the top of the screen, below the table title select the “Forms” option.
    3. Click on the main information option or select Edit Form for the form with “Main” under its form type. A new window will open where you can customize your form.
    Screenshot of the 'Forms' tab, open in the 'msdyn_project' table in 'Power Apps'.

    Select the Forms tab.

    Start with the form that has “Main” as its Format Type.

    How to develop a Form based upon your table (2 of 3 – add a component)

    Screenshot of the 'Components' window in 'Power Apps' with a list of layouts as a window to the right of the main screen where you can name and format the chosen layout.

    You can add element like columns or sections to your form by selecting the Components window.

    In this example, we are adding a 1-Column section. When you select that option from the menu options on the left of the screen, a window will open to the right of the screen where you can name and format the section.

    Choose the component you would like to add from the layout options. Depending on the table element you are looking to use, you can also add input options like number inputs and star ratings and pull in related data elements like a project timeline.

    How to develop a Form based upon your table (3 of 3 – add table columns)

    Screenshot of the 'Table Columns' window in 'Power Apps' and instructions for adding table columns.

    If you click on the “Table Columns” option on the left-hand pane, all of the column options from within your table will appear in alphabetical order.

    When clicked within the form section you would like to add the new column to, select the column from the list of option in the left-hand pane. The new data point will appear within the section. You can order and format section elements as you would like.

    When you are done editing the form, click the “Save” icon in the top right-hand corner. If you are ready for your changes to go live within your Project App, select the “Publish” icon in the top right-hand corner. Your updated form will go live within all of the apps that use it.

    The good and the bad of extending Project for the web

    The content in this step has not instructed users how to extend PFTW; rather, it has covered three basic core pieces of Power Apps that those interesting in PFTW need to be aware of: Dataverse environments, the Power Apps and Sitemaps Designers, and Tables and associated Forms.

    Because we have only covered the very tip of the iceberg, those interested in going further and taking a DIY approach to extending PFTW will need to build upon these basics to unlock further functionality. Indeed, it takes work to develop the product into something that begins to resemble a viable enterprise project and portfolio management solution. Here are some of the good and the bad elements associated with that work:

    The Good:

    • You can right-size and purpose build: add as much or as little project management rigor as your process requires. Related, you can customize the solution in multiple ways to suit the needs of specific business units or portfolios.
    • Speed to market: it is possible to get up and running quickly with a minimum-viable product.

    The Bad:

    • Work required: to build anything beyond MVP requires independent research and trial and error.
    • Time required: to build anything beyond MVP requires time and skills that many PMOs don’t have.
    • Shadow support costs: ungoverned app creation could have negative support and maintenance impacts across IT.

    "The move to Power Platform and low code development will […increase] maintenance overhead. Will low code solution hit problems at scale? [H]ow easy will it be to support hundreds or thousands of small applications?

    I can hear the IT support desks already complaining at the thought of this. This part of the puzzle is yet to hit real world realities of support because non developers are busy creating lots of low code applications." (Ben Hosking, Software Developer and Blogger, "Why low code software development is eating the world")

    Quick start your extension with the Accelerator

    For those starting out, there is a pre-built app you can import into your environment to extend the Project for the web app without any custom development.

    • If the DIY approach in the previous slides was overwhelming, and you don’t have the budget for a MS Partner route in the near-term, this doesn’t mean that evolving your Project for the web app is unattainable.
    • Thanks to a partnership between OnePlan (one of the MS Gold Partners we detail in the next step) and Microsoft, Project for the web users have access to a free resource to help them evolve the base Project app. It’s called the “Project for the web Accelerator” (commonly referred to as “the Accelerator” for short).
    • Users interested in learning more about, and accessing, this free resource should refer to the links below:
      1. The Future of Microsoft Project Online (source: OnePlan).
      2. Introducing the Project Accelerator (source: Microsoft).
      3. Project for the web Accelerator (source: GitHub)
    Screen shot from one of the dashboards that comes with the Accelerator (image source: GitHub).

    2.1.1 Perform a feasibility test (1 of 2)

    15 mins

    As we’ve suggested, and as the material in this step indicates, extending PFTW in a DIY fashion is not small task. You need a knowledge of the Dataverse and Power Apps, and access to the requisite skills, time, and resources to develop the solution.

    To determine whether your PMO and organization are ready to go it alone in extending PFTW, perform the following activity:

    1. Convene a collection of portfolio, project, and PMO staff.
    2. Using the six-question survey on tab 5 of the Microsoft Project & M365 Licensing Tool (see screenshot to the right) as a jumping off point for a discussion, consider the readiness of your PMO or project organization to undertake a DIY approach to extending and implementing PFTW at this time.
    3. You can use the recommendations on tab 5 of the Microsoft Project & 365 Licensing Tool to inform your next steps, and input the gauge graphic in section 4 of the Microsoft Project & M365 Action Plan Template.
    Screenshots from the 'Project for the Web Extensibility Feasibility Test'.

    Go to tab 5 of the Microsoft Project & M365 Licensing Tool

    See next slide for additional activity details

    2.1.1 Perform a feasibility test (2 of 2)

    Input: The contents of this step, The Project for the Web Extensibility Feasibility Test (tab 5 in the Microsoft Project & 365 Licensing Tool)

    Output: Initial recommendations on whether to proceed and how to proceed with a DIY approach to extending Project for the web

    Materials: The Project for the Web Extensibility Feasibility Test (tab 5 in the Microsoft Project & 365 Licensing Tool)

    Participants: Portfolio Manager (PMO Director), Project Managers, Other relevant PMO stakeholders

    Step 2.2

    Assess the Microsoft Gold Partner Community

    Activities

    • Review what to look for in a Microsoft Partner
    • Determine whether your needs would benefit from reaching out to a Microsoft Partner
    • Review three key Partners from the North American market
    • Create a Partner outreach plan

    This step will walk you through the following activities:

    • Review what to look for in a Microsoft Partner.
    • Determine whether your needs would benefit from reaching out to a Microsoft Partner.
    • Review three key Partners from the North American market.

    This step usually involves the following participants:

    • Portfolio Manager (PMO Director)
    • Project Managers
    • Other relevant PMO stakeholders

    Outcomes of Step

    • A better understanding of MS Partners
    • A Partner outreach plan

    You don’t have to go it alone

    Microsoft has an established community of Partners who can help in your customizations and implementations of Project for the web and other MS Project offerings.

    If the content in the previous step seemed too technical or overly complex in a way that scared you away from a DIY approach to extending Microsoft’s latest project offering (and at some point in the near future, soon to be its only project offering), Project for the web, fear not.

    You do not have to wade into the waters of extending Project for the web alone, or for that matter, in implementing any other MS Project solution.

    Instead, Microsoft nurtures a community of Silver and Gold partners who offer hands-on technical assistance and tool implementation services. While the specific services provided vary from partner to partner, all can assist in the customization and implementation of any of Microsoft’s Project offerings.

    In this step we will cover what to look for in a Partner and how to assess whether you are a good candidate for the services of a Partner. We will also highlight three Partners from within the North American market.

    The basics of the Partner community

    What is a Microsoft Partner?

    Simply put, an MS Gold Partner is a software or professional services organization that provides sales and services related to Microsoft products.

    They’re resellers, implementors, integrators, software manufacturers, trainers, and virtually any other technology-related business service.

    • Microsoft has for decades opted out of being a professional services organization, outside of its very “leading edge” offerings from MCS (Microsoft Consulting Services) for only those technologies that are so new that they aren’t yet supported by MS Partners.
    • As you can see in the chart on the next slide, to become a silver or gold certified partner, firms must demonstrate expertise in specific areas of business and technology in 18 competency areas that are divided into four categories: applications and infrastructure, business applications, data and AI, and modern workplace and security.

    More information on what it takes to become a Microsoft Partner:

    1. Partner Center (Document Center, Microsoft)
    2. Differentiate your business by attaining Microsoft competencies (Document Center, Microsoft)
    3. Partner Network Homepage (Webpage, Microsoft)
    4. See which partner offer is right for you (Webpage, Microsoft)

    Types of partnerships and qualifications

    Microsoft Partner Network

    Microsoft Action Pack

    Silver Competency

    Gold Competency

    What is it?

    The Microsoft Partner Network (MPN) is a community that offers members tools, information, and training. Joining the MPN is an entry-level step for all partners. The Action Pack is an annual subscription offered to entry-level partners. It provides training and marketing materials and access to expensive products and licenses at a vastly reduced price. Approximately 5% of firms in the Microsoft Partner Network (MPN) are silver partners. These partners are subject to audits and annual competency exams to maintain silver status. Approximately 1% of firms in the Microsoft Partner Network (MPN) are gold partners. These partners are subject to audits and annual competency exams to maintain Gold status.

    Requirements

    Sign up for a membership Annual subscription fee While requirements can vary across competency area, broadly speaking, to become a silver partner firms must:
    • Pass regular exams and skills assessments, with at least two individuals on staff with Microsoft Certified Professional Status.
    • Hit annual customer, revenue, and licensing metrics.
    • Pay the annual subscription fee.
    While requirements can vary across competency area, broadly speaking, to become a gold partner firms must:
    • Pass regular exams and skills assessments, with at least two individuals on staff with Microsoft Certified Professional Status.
    • Hit annual customer, revenue, and licensing metrics.
    • Pay the annual subscription fee.

    Annual Fee

    No Cost $530 $1800 $5300

    When would a MS Partner be helpful?

    • Project management and portfolio management practitioners might look into procuring the services of a Microsoft Partner for a variety of reasons.
    • Because services vary from partner to partner (help to extend Project for the web, implement Project Server or Project Online, augment PMO staffing, etc.) we won’t comment on specific needs here.
    • Instead, the three most common conditions that trigger the need are listed to the right.

    Speed

    When you need to get results faster than your staff can grow the needed capabilities.

    Cost

    When the complexity of the purchase decision, implementation, communication, training, configuration, and/or customization cannot be cost-justified for internal staff, often because you’ll only do it once.

    Expertise & Skills

    When your needs cannot be met by the core Microsoft technology without significant extension or customization.

    Canadian Microsoft Partners Spotlight

    As part of our research process for this blueprint, Info-Tech asked Microsoft Canada for referrals and introductions to leading Microsoft Partners. We spent six months collaborating with them on fresh research into the underlying platform.

    These vendors are listed below and are highlighted in subsequent slides.

    Spotlighted Partners:

    Logo for One Plan. Logo for PMO Outsource Ltd. Logo for Western Principles.

    Please Note: While these vendors were referred to us by Microsoft Canada and have a footprint in the Canadian market, their footprints extend beyond this to the North American and global markets.

    A word about our approach

    Photo of Barry Cousins, Project Portfolio Management Practice Lead, Info-Tech Research Group.
    Barry Cousins
    Project Portfolio Management Practice Lead
    Info-Tech Research Group

    Our researchers have been working with Microsoft Project Online and Microsoft Project Server clients for years, and it’s fair to say that most of these clients (at some point) used a Microsoft Partner in their deployment. They’re not really software products, per se; they’re platforms. As a Microsoft Partner in 2003 when Project Server got its first big push, I heard it loud and clear: “Some assembly required. You might only make 7% on the licensing, but the world’s your oyster for services.”

    In the past few years, Microsoft froze the market for major Microsoft Project decisions by making it clear that the existing offering is not getting updates while the new offering (Project for the web) doesn’t do what the old one did. And in a fascinating timing coincidence, the market substantially adopted Microsoft 365 during that period, which enables access to Project for the web.

    Many of Info-Tech’s clients are justifiably curious, confused, and concerned, while the Microsoft Partners have persisted in their knowledge and capability. So, we asked Microsoft Canada for referrals and introductions to leading Microsoft Partners and spent six months collaborating with them on fresh research into the underlying platform.

    Disclosure: Info-Tech conducted collaborative research with the partners listed on the previous slide to produce this publication. Market trends and reactions were studied, but the only clients identified were in case studies provided by the Microsoft Partners. Info-Tech’s customers have been, and remain, anonymous. (Barry Cousins, Project Portfolio Management Practice Lead, Info-Tech Research Group)

    MS Gold Partner Spotlight:

    OnePlan

    Logo for One Plan.
    Headquarters: San Marcos, California, and Toronto, Ontario
    Number of Employees: ~80
    Active Since: 2007 (as EPMLive)
    Website: www.oneplan.ai

    Who are they?

    • While the OnePlan brand has only been the marketplace for a few years, the company has been a major player in MS Gold Partner space for well over a decade.
    • Born out of EPMLive in the mid-aughts, OnePlan Solutions has evolved through a series of acquisitions, including Upland, Tivitie, and most recently Wicresoft.

    What do they do?

    • Software: Its recent rebranding is largely because OnePlan Solutions is as much a software company as it is a professional services firm. The OnePlan software product is an impressive solution that can be used on its own to facilitate the portfolio approaches outlined on the next slide and that can also integrate with the tools your organization is already using to manage tasks (see here for a full rundown of the solutions within the Microsoft stack and beyond OnePlan can integrate with).
    • Beyond its ability to integrate with existing solutions, as a software product, OnePlan has modules for resource planning, strategic portfolio planning, financial planning, time tracking, and more.

    • PPM Consulting Services: The OnePlan team also offers portfolio management consulting services. See the next slide for a list of its approaches to project portfolio management.

    Markets served

    • US, Canada, Europe, and Australia

    Channel Differentiation

    • OnePlan scales to all the PPM needs of all industry types.
    • Additionally, OnePlan offers insights and functionality specific to the needs of BioTech-Pharma.

    What differentiates OnePlan?

    • OnePlan co-developed the Project Accelerator for Project for the web with Microsoft. The OnePlan team’s involvement in developing the Accelerator and making it free for users to access suggests it is aligned to and has expertise in the purpose-built and collaborative vision behind Microsoft’s move away from Project Online and toward the Power Platform and Teams collaboration.
    • 2021 MS Gold Partner of the Year. At Microsoft’s recent Microsoft Inspire event, OnePlan was recognized as the Gold Partner of the Year for Project and Portfolio Management as well as a finalist for Power Apps and Power Automate.
    • OnePlan Approaches: Below is a list of the services or approaches to project portfolio management that OnePlan provides. See its website for more details.
      • Strategic Portfolio Management: Align work to objectives and business outcomes. Track performance against the proposed objectives outcomes.
      • Agile Portfolio Management: Implement Agile practices across the organization, both at the team and executive level.
      • Adaptive Portfolio Management: Allow teams to use the project methodology and tools that best suit the work/team. Maintain visibility and decision making across the entire portfolio.
      • Professional Services Automation: Use automation to operate with greater efficiency.

    "OnePlan offers a strategic portfolio, financial and resource management solution that fits the needs of every PMO. Optimize your portfolio, financials and resources enterprise wide." (Paul Estabrooks, Vice President at OnePlan)

    OnePlan Case Study

    This case study was provided to Info-Tech by OnePlan.

    Brambles

    INDUSTRY: Supply Chain & Logistics
    SOURCE: OnePlan

    Overview: Brambles plays a key role in the delivery or return of products amongst global trading partners such as manufacturers, distributors and retailers.

    Challenge

    Brambles had a variety of Project Management tools with no easy way of consolidating project management data. The proliferation of project management solutions was hindering the execution of a long-term business transformation strategy. Brambles needed certain common and strategic project management processes and enterprise project reporting while still allowing individual project management solutions to be used as part of the PPM platform.

    Solution

    As part of the PMO-driven business transformation strategy, Brambles implemented a project management “operating system” acting as a foundation for core processes such as project intake, portfolio management, resource, and financial planning and reporting while providing integration capability for a variety of tools used for project execution.

    OnePlan’s new Adaptive PPM platform, combining the use of PowerApps and OnePlan, gives Brambles the desired PPM operating system while allowing for tool flexibility at the execution level.

    Results

    • Comprehensive picture of progress across the portfolio.
    • Greater adoption by allowing flexibility of work management tools.
    • Modern portfolio management solution that enables leadership to make confident decision.

    Solution Details

    • OnePlan
    • Project
    • Power Apps
    • Power Automate
    • Power BI
    • Teams

    Contacting OnePlan Solutions

    www.oneplan.ai

    Joe Larscheid: jlarscheid@oneplan.ai
    Paul Estabrooks: pestabrooks@oneplan.ai
    Contact Us: contact@oneplan.ai
    Partners: partner@oneplan.ai

    Partner Resources. OnePlan facilitates regular ongoing live webinars on PPM topics that anyone can sign up for on the OnePlan website.

    For more information on upcoming webinars, or to access recordings of past webinars, see here.

    Additional OnePlan Resources

    1. How to Extend Microsoft Teams into a Collaborative Project, Portfolio and Work Management Solution (on-demand webinar, OnePlan’s YouTube channel)
    2. What Does Agile PPM Mean To The Modern PMO (on-demand webinar, OnePlan’s YouTube channel)
    3. OnePlan is fused with the Microsoft User Experience (blog article, OnePlan)
    4. Adaptive Portfolio Management Demo – Bringing Order to the Tool Chaos with OnePlan (product demo, OnePlan’s YouTube channel)
    5. How OnePlan is aligning with Microsoft’s Project and Portfolio Management Vision (blog article, OnePlan)
    6. Accelerating Office 365 Value with a Hybrid Project Portfolio Management Solution (product demo, OnePlan’s YouTube channel)

    MS Gold Partner Spotlight:

    PMO Outsource Ltd.

    Logo for PMO Outsource Ltd.

    Headquarters: Calgary, Alberta, and Mississauga, Ontario
    Website: www.pmooutsource.com

    Who are they?

    • PMO Outsource Ltd. is a Microsoft Gold Partner and PMI certified professional services firm based in Alberta and Ontario, Canada.
    • It offers comprehensive project and portfolio management offerings with a specific focus on project lifecycle management, including demand management, resource management, and governance and communication practices.

    What do they do?

    • Project Online and Power Platform Expertise. The PMO Outsource Ltd. team has extensive knowledge in both Microsoft’s old tech (Project Server and Desktop) and in its newer, cloud-based technologies (Project Online, Project for the web, the Power Platform, and Dynamics 365). As the case study in two slides demonstrates, PMO Outsource Ltd. Uses its in-depth knowledge of the Microsoft suite to help organizations automate project and portfolio data collection process, create efficiencies, and encourage cloud adoption.
    • PPM Consulting Services: In addition to its Microsoft platform expertise, the PMO Outsource Ltd. team also offers project and portfolio management consulting services, helping organizations evolve their process and governance structures as well as their approaches to PPM tooling.

    Markets served

    • Global

    Channel Differentiation

    • PMO Outsource Ltd. scales to all the PPM needs of all industry types.

    What differentiates PMO Outsource Ltd.?

    • PMO Staff Augmentation. In addition to its technology and consulting services, PMO Outsource Ltd. offers PMO staff augmentation services. As advertised on its website, it offers “scalable PMO staffing solutions. Whether you require Project Managers, Business Analysts, Admins or Coordinators, [PMO Outsource Ltd.] can fulfill your talent search requirements from a skilled pool of resources.”
    • Multiple and easy-to-understand service contract packages. PMO Outsource Ltd. offers many prepackaged service offerings to suit PMOs’ needs. Those packages include “PMO Management, Admin, and Support,” “PPM Solution, Site and Workflow Configuration,” and “Add-Ons.” For full details of what’s included in these services packages, see the PMO Outsource Ltd. website.
    • PMO Outsource Ltd. Services: Below is a list of the services or approaches to project portfolio management that PMO Outsource Ltd. Provides. See its website for more details.
      • Process Automation, Workflows, and Tools. Facilitate line of sight by tailoring Microsoft’s technology to your organization’s needs and creating custom workflows.
      • PMO Management Framework. Receive a professionally managed PPM methodology as well as governance standardization of processes, tools, and templates.
      • Custom BI Reports. Leverage its expertise in reporting and dashboarding to create the visibility your organization needs.

    "While selecting an appropriate PPM tool, the PMO should not only evaluate the standard industry tools but also analyze which tool will best fit the organization’s strategy, budget, and culture in the long run." (Neeta Manghnani, PMO Strategist, PMO Outsource Ltd.)

    PMO Outsource Ltd. Case Study

    This case study was provided to Info-Tech by PMO Outsource Ltd.

    SAMUEL

    INDUSTRY: Manufacturing
    SOURCE: PMO Outsource Ltd.

    Challenge

    • MS Project 2013 Server (Legacy/OnPrem)
    • Out-of-support application and compliance with Office 365
    • Out-of-support third-party application for workflows
    • No capability for resource management
    • Too many manual processes for data maintenance and server administration

    Solution

    • Migrate project data to MS Project Online
    • Recreate workflows using Power Automate solution
    • Configure Power BI content packs for Portfolio reporting and resource management dashboards
    • Recreate OLAP reports from legacy environment using Power BI
    • Cut down nearly 50% of administrative time by automating PMO/PPM processes
    • Save costs on Server hardware/application maintenance by nearly 75%

    Full Case Study Link

    • For full details about how PMO Outsource Ltd. assisted Samuel in modernizing its solution and creating efficiencies, visit the Microsoft website where this case study is highlighted.

    Contacting PMO Outsource Ltd.

    www.pmooutsource.com

    700 8th Ave SW, #108
    Calgary, AB T2P 1H2
    Telephone : +1 (587) 355-3745
    6045 Creditview Road, #169
    Mississauga, ON L5V 0B1
    Telephone : +1 (289) 334-1228
    Information: info@pmooutsource.com
    LinkedIn: https://www.linkedin.com/company/pmo-outsource/

    Partner Resources. PMO Outsource Ltd.’s approach is rooted within a robust and comprehensive PPM framework that is focused on driving strategic outcomes and business success.

    For a full overview of its PPM framework, see here.

    Additional PMO Outsource Ltd. Resources

    1. 5 Benefits of PPM tools and PMO process automation (blog article, PMO Outsource Ltd.)
    2. Importance of PMO (blog article, PMO Outsource Ltd.)
    3. Meet the Powerful and Reimagined PPM tool for Everyone! (video, PMO Outsource Ltd. LinkedIn page)
    4. MS Project Tips: How to add #Sprints to an existing Project? (video, PMO Outsource Ltd. LinkedIn page)
    5. MS Project Tips: How to add a milestone to your project? (video, PMO Outsource Ltd. LinkedIn page)
    6. 5 Benefits of implementing Project Online Tools (video, PMO Outsource Ltd. LinkedIn page)

    MS Gold Partner Spotlight:

    Western Principles

    Logo for Western Principles.

    Headquarters: Vancouver, British Columbia
    Years Active: 16 Years
    Website: www.westernprinciples.com

    Who are they?

    • Western Principles is a Microsoft Gold Partner and UMT 360 PPM software provider based in British Columbia with a network of consultants across Canada.
    • In the last sixteen years, it has successfully conducted over 150 PPM implementations, helping in the implementation, training, and support of Microsoft Project offerings as well as UMT360 – a software solution provider that, much like OnePlan, enhances the PPM capabilities of the Microsoft platform.

    What do they do?

    • Technology expertise. The Western Principles team helps organizations maximize the value they are getting form the Microsoft Platform. Not only does it offer expertise in all the solutions in the MS Project ecosystem, it also helps organizations optimize their use and understanding of Teams, SharePoint, the Power Platform, and more. In addition to the Microsoft platform, Western Principles is partnered with many other technology providers, including UMT360 for strategic portfolio management, the Simplex Group for project document controls, HMS for time sheets, and FluentPro for integration, back-ups, and migrations.
    • PPM Consulting Services: In addition to its technical services and solutions, Western Principles offers PPM consulting and staff augmentation services.

    Markets served

    • Canada

    Channel Differentiation

    • Western Principles scales to all the PPM needs of all industry types, public and private sector.
    • In addition, its website offers persona-specific information based on the PPM needs of engineering and construction, new product development, marketing, and more.

    What differentiates Western Principles?

    • Gold-certified UMT 360 partner. In addition to being a Microsoft Gold Partner, Western Principles is a gold-certified UMT 360 partner. UMT 360 is a strategic portfolio management tool that integrates with many other work management solutions to offer holistic line of sight into the organization’s supply-demand pain points and strategic portfolio management needs. Some of the solutions UMT 360 integrates with include Project Online and Project for the web, Azure DevOps, Jira, and many more. See here for more information on the impressive functionality in UMT360.
    • Sustainment Services. Adoption can be the bane of most PPM tool implementations. Among the many services Western Principles offers, its “sustainment services” stand out. According to Western Principles’ website, these services are addressed to those who require “continual maintenance, change, and repair activities” to keep PPM systems in “good working order” to help maximize ROI.
    • Western Principles Services: In addition to the above, below is a list of some of the services that Western Principles offers. See its website for a full list of services.
      • Process Optimization: Determine your requirements and process needs.
      • Integration: Create a single source of truth.
      • Training: Ensure your team knows how to use the systems you implement.
      • Staff Augmentation: Provide experienced project team members based upon your needs.

    "One of our principles is to begin with the end in mind. This means that we will work with you to define a roadmap to help you advance your strategic portfolio … and project management capabilities. The roadmap for each customer is different and based on where you are today, and where you need to get to." (Western Principles, “Your Strategic Portfolio Management roadmap,” Whitepaper)

    Contacting Western Principles

    www.westernprinciples.com

    610 – 700 West Pender St.
    Vancouver, BC V6C 1G8
    +1 (800) 578-4155
    Information: info@westernprinciples.com
    LinkedIn: https://www.linkedin.com/company/western-principle...

    Partner Resources. Western Principles provides a multitude of current case studies on its home page. These case studies let you know what the firm is working on this year and the type of support it provides to its clientele.

    To access these case studies, see here.

    Additional Western Principles Resources

    1. Program and Portfolio Roll ups with Microsoft Project and Power BI (video, Western Principles YouTube Channel)
    2. Dump the Spreadsheets for Microsoft Project Online (video, Western Principles YouTube Channel)
    3. Power BI for Project for the web (video, Western Principles YouTube Channel)
    4. How to do Capacity Planning and Resource Management in Microsoft Project Online [Part 1 & Part 2] (video, Western Principles YouTube Channel)
    5. Extend & Integrate Microsoft Project (whitepaper, Western Principles)
    6. Your COVID-19 Return-to-Work Plan (whitepaper, Western Principles)

    Watch Info-Tech’s Analyst-Partner Briefing Videos to lean more

    Info-Tech was able to sit down with the partners spotlighted in this step to discuss the current state of the PPM market and Microsoft’s place within it.

    • All three partners spotlighted in this step contributed to Info-Tech’s research process for this publication.
    • For two of the partners, OnePlan and PMO Outsource Ltd., Info-Tech was able to record a conversation where our analysts and the partners discuss Microsoft’s current MS Project offerings, the current state of the PPM tool market, and the services and the approaches of each respective partner.
    • A third video briefing with Western Principles has not happened yet due to logistical reasons. We are hoping we can include a video chat with our peers at Western Principles in the near future.
    Screenshot form the Analyst-Partner Briefing Videos. In addition to the content covered in this step, you can use these videos for further information about the partners to inform your next steps.

    Download Info-Tech’s Analyst-Partner Briefing Videos (OnePlan & PMO Outsource Ltd.)

    2.2.1 Create a partner outreach plan

    1-3 hours

    Input: Contents of this step, List of additional MS Gold Partners

    Output: A completed partner outreach program

    Materials: MS Project & M365 Action Plan Template

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, Project Managers, CIO

    1. With an understanding of the partner ecosystem, compile a working group of PMO peers and stakeholders to produce a gameplan for engaging the MS Gold Partner ecosystem.
      • For additional partner options see Microsoft’s Partner Page.
    2. Using slide 20 in Info-Tech’s MS Project and M365 Action Plan Template, document the Partners you would want or have scheduled briefings with.
      • As you go through the briefings and research process, document the pros and cons and areas of specialized associated with each vendor for your particular work management implementation.

    Download the Microsoft Project & M365 Action Plan Template

    2.2.2 Document your PM and PPM requirements

    1-3 hours

    Input: Project Portfolio Management Maturity Assessment, Project Management Maturity Assessment

    Output: MS Project & M365 Action Plan Template

    Materials: Project Portfolio Management Maturity Assessment, Project Management Maturity Assessment, MS Project & M365 Action Plan Template

    Participants: Portfolio Manager (PMO Director), PMO Admin Team, Project Managers, CIO

    1. As you prepare to engage the Partner Community, you should have a sense of where your project management and project portfolio management gaps are to better communicate your tooling needs.
    2. Leverage tab 4 from both your Project Portfolio Management Assessment and Project Management Assessment from step 1.3 of this blueprint to help document and communicate your requirements. Those tabs prioritize your project and portfolio management needs by highest impact for the organization.
    3. You can use the outputs of the tab to inform your inputs on slide 23 of the MS Project & M365 Action Plan Template to present to organizational stakeholders and share with the Partners you are briefing with.

    Download the Microsoft Project & M365 Action Plan Template

    Determine the Future of Microsoft Project for Your Organization

    Phase 3: Finalize Your Implementation Approach

    Phase 1: Determine Your Tool NeedsPhase 2: Weigh Your Implementation Options

    Phase 3: Finalize Your Implementation Approach

    • Step 1.1: Survey the M365 work management landscape
    • Step 1.2: Perform a process maturity assessment to help inform your M365 starting point
    • Step 1.3: Consider the right MS Project licenses for your stakeholders
    • Step 2.1: Get familiar with extending Project for the web using Power Apps
    • Step 2.2: Assess the MS Gold Partner Community
    • Step 3.1: Prepare an action plan

    Phase Outcomes

    An action plan concerning what to do with MS Project and M365 for your PMO or project organization.

    Step 3.1

    Prepare an action plan

    Activities

    • Compile the current state results
    • Prepare an Implementation Roadmap
    • Complete your presentation deck

    This step will walk you through the following activities:

    • Assess the impact of organizational change for the project
    • Develop your vision for stakeholders
    • Compile the current state results and document the implementation approach
    • Create clarity through a RACI and proposed implementation timeline

    This step usually involves the following participants:

    • Portfolio Manager (PMO Director)
    • PMO Admin Team
    • Business Analysts
    • Project Managers

    Outcomes of Step

    • Microsoft Project and M365 Action Plan

    Assess the impact of organizational change

    Be prepared to answer: “What’s in it for me?”

    Before jumping into licensing and third-party negotiations, ensure you’ve clearly assessed the impact of change.

    Tailor the work effort involved in each step, as necessary:

    1. Assess the impact
      • Use the impact assessment questions to identify change impacts.
    2. Plan for change
      • Document the impact on each stakeholder group.
      • Anticipate their response.
      • Curate a compelling message for each stakeholder group.
      • Develop a communication plan.
    3. Act according to plan
      • Identify your executive sponsor.
      • Enable the sponsor to drive change communication.
      • Coach managers on how they can drive change at the individual level.

    Impact Assessment Questions

    • Will the change impact how our clients/customers receive, consume, or engage with our products/services?
    • Will there be a price increase?
    • Will there be a change to compensation and/or rewards?
    • Will the vision or mission of the job change?
    • Will the change span multiple locations/time zones?
    • Are multiple products/services impacted by this change?
    • Will staffing levels change?
    • Will this change increase the workload?
    • Will the tools of the job be substantially different?
    • Will a new or different set of skills be needed?
    • Will there be a change in reporting relationships?
    • Will the workflow and approvals be changed?
    • Will there be a substantial change to scheduling and logistics?

    Master Organizational Change Management Practices blueprint

    Develop your vision for stakeholders

    After careful analysis and planning, it’s time to synthesize your findings to those most impacted by the change.

    Executive Brief

    • Prepare a compelling message about the current situation.
    • Outline the considerations the working group took into account when developing the action plan.
    • Succinctly describe the recommendations proposed by the working group.

    Goals

    • Identify the goals for the project.
    • Explain the details for each goal to develop the organizational rationale for the project.
    • These goals are the building blocks for the change communication that the executive sponsor will use to build a coalition of sponsors.

    Future State Vision

    • Quantify the high-level costs and benefits of moving forward with this project.
    • Articulate the future- state maturity level for both the project and project portfolio management process.
    • Reiterate the organizational rationale and drivers for change.

    "In failed transformations, you often find plenty of plans, directives, and programs, but no vision…A useful rule of thumb: If you can’t communicate the vision to someone in five minutes or less and get a reaction that signifies both understanding and interest, you are not yet done…" (John P. Kotter, Leading Change)

    Get ready to compile the analysis completed throughout this blueprint in the subsequent activities. The outputs will come together in your Microsoft Project and M365 Action Plan.

    Use the Microsoft Project & M365 Action Plan Template to help communicate your vision

    Our boardroom-ready presentation and communication template can be customized using the outputs of this blueprint.

    • Getting stakeholders to understand why you are recommending specific work management changes and then communicating exactly what those changes are and what they will cost is key to the success of your work management implementation.
    • To that end, the slides ahead walk you through how to customize the Microsoft Project & M365 Action Plan Template.
    • Many of the current-state analysis activities you completed during phase 1 of this blueprint can be directly made use of within the template as can the decisions you made and requirements you documented during phase 2.
    • By the end of this step, you will have a boardroom-ready presentation that will help you communicate your future-state vision.
    Screenshot of Info-Tech's Microsoft Project and M365 Action Plan Template with a note to 'Update the presentation or distribution date and insert your name, role, and organization'.

    Download Info-Tech’s Microsoft Project & M365 Action Plan Template

    3.1.1 Compile current state results

    1-3 hours

    Input: Force Field Analysis Tool, Tool Audit Workbook, Project Management Maturity Assessment Tool, Project Portfolio Management Maturity Assessment Tool

    Output: Section 1: Executive Brief, Section 2: Context and Constraints

    Materials: Microsoft Project and M365 Action Plan Template

    Participants: PMO Director, PMO Admin Team, Business Analysts, Project Managers

    1. As a group, review the results of the tools introduced throughout this blueprint. Use this information along with organizational knowledge to document the business context and current state.
    2. Update the driving forces for change and risks and constraints slides using your outputs from the Force Field Analysis Tool.
    3. Update the current tool landscape, tool satisfaction, and tool audit results slides using your outputs from the Tool Audit Workbook.
    4. Update the gap analysis results slides using your outputs from the Project Management and Project Portfolio Management Maturity Assessment Tools.

    Screenshots of 'Business Context and Current State' screen from the 'Force Field Analysis Tool', the 'Tool Audit Results' screen from the 'Tool Audit Workbook', and the 'Project Portfolio Management Gap Analysis Results' screen from the 'PM and PPM Maturity Assessments Tool'.

    Download the Microsoft Project & M365 Action Plan Template

    3.2.1 Option A: Prepare a DIY roadmap

    1-3 hours; Note: This is only applicable if you have chosen the DIY route

    Input: List of key PPM decision points, List of who is accountable for PPM decisions, List of who has PPM decision-making authority

    Output: Section 3: DIY Implementation Approach

    Materials: Microsoft Project and M365 Action Plan Template

    Participants: PMO Director, PMO Admin Team, Business Analysts, Project Managers

    1. As a group, review the results of the Microsoft Project and M365 Licensing Tool. Use this information along with organizational knowledge and discussion with the working group to complete Section 3: DIY Implementation Approach.
    2. Copy and paste your results from tab 5 of the Microsoft Project and M365 Licensing Tool. Update the Implementation Approach slide to detail the rationale for selecting this option.
    3. Update the Action Plan to articulate the details for total and annual costs of the proposed licensing solution.
    4. Facilitate a discussion to determine roles and responsibilities for the implementation. Based on the size, risk, and complexity of the implementation, create a reasonable timeline.
    Screenshots from the 'Microsoft Project and M365 Action Plan Template' outlining the 'DIY Implementation Approach'.

    Download the Microsoft Project and M365 Action Plan Template

    3.2.1 Option b: Prepare a Partner roadmap

    1-3 hours; Note: This is only applicable if you have chosen the Partner route

    Input: Microsoft Project and M365 Licensing Tool, Information on Microsoft Partners

    Output: Section 4: Microsoft Partner Implementation Route

    Materials: Microsoft Project and M365 Action Plan Template

    Participants: PMO Director, PMO Admin Team, Business Analysts, Project Managers

    1. As a group, review the results of the Microsoft Project and M365 Licensing Tool. Use this information along with organizational knowledge and discussion with the working group to complete Section 4: Microsoft Partner Implementation Route.
    2. Copy and paste your results from tab 5 of the Microsoft Project and M365 Licensing Tool. Update the Implementation Approach slide to detail the rationale for selecting this option.
    3. Develop an outreach plan for the Microsoft Partners you are planning to survey. Set targets for briefing dates and assign an individual to own any back-and-forth communication. Document the pros and cons of each Partner and gauge interest in continuing to analyze the vendor as a possible solution.
    4. Facilitate a discussion to determine roles and responsibilities for the implementation. Based on the size, risk, and complexity of the implementation, create a reasonable timeline.

    Screenshots from the 'Microsoft Project and M365 Action Plan Template' outlining the 'Microsoft Partner Implementation Route'.

    Microsoft Project and M365 Action Plan Template

    3.1.2 Complete your presentation deck

    1-2 hours

    Input: Outputs from the exercises in this blueprint

    Output: Section 5: Future-State Vision and Goals

    Materials: Microsoft Project and M365 Action Plan Template

    Participants: PMO Director, PMO Admin Team, Business Analysts, Project Managers

    1. Put the finishing touches on your presentation deck by documenting your future- state vision and goals.
    2. Prepare to present to your stakeholders.
      • Understand your audience, their needs and priorities, and their degree of knowledge and experiences with technology. This informs what to include in your presentation and how to position the message and goal.
    3. Review the deck beginning to end and check for spelling, grammar, and vertical logic.
    4. Practice delivering the vision for the project through several practice sessions.

    Screenshots from the 'Microsoft Project and M365 Action Plan Template' regarding finishing touches.

    Microsoft Project and M365 Action Plan Template

    Pitch your vision to key stakeholders

    There are multiple audiences for your pitch, and each audience requires a different level of detail when addressed. Depending on the outcomes expected from each audience, a suitable approach must be chosen. The format and information presented will vary significantly from group to group.

    Audience

    Key Contents

    Outcome

    Business Executives

    • Section 1: Executive Brief
    • Section 2: Context and Constraints
    • Section 5: Future-State Vision and Goals
    • Identify executive sponsor

    IT Leadership

    • Sections 1-5 with a focus on Section 3 or 4 depending on implementation approach
    • Get buy-in on proposed project
    • Identify skills or resourcing constraints

    Business Managers

    • Section 1: Executive Brief
    • Section 2: Context and Constraints
    • Section 5: Future-State Vision and Goals
    • Get feedback on proposed plan
    • Identify any unassessed risks and organizational impacts

    Business Users

    • Section 1: Executive Brief
    • Support the organizational change management process

    Summary of Accomplishment

    Problem Solved

    Knowledge Gained
    • How you work: Work management and the various ways of working (personal and team task management, strategic project portfolio management, formal project management, and enterprise project and portfolio management).
    • Where you need to go: Project portfolio management and project management current- and target-state maturity levels.
    • What you need: Microsoft Project Plans and requisite M365 licensing.
    • The skills you need: Extending Project for the web.
    • Who you need to work with: Get to know the Microsoft Gold Partner community.
    Deliverables Completed
    • M365 Tool Guides
    • Tool Audit Workbook
    • Force Field Analysis Tool
    • Project Portfolio Management Maturity Assessment Tool
    • Project Management Maturity Assessment Tool
    • Microsoft Project & M365 Action Plan Template

    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 Barry Cousins.
    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.

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

    Perform a work management tool audit

    Gain insight into the tools that drive value or fail to drive value across your work management landscape with a view to streamline the organization’s tool ecosystem.

    Prepare an action plan for your tool needs

    Prepare the right work management tool recommendations for your IT teams and/or business units and develop a boardroom-ready presentation to communicate needs and next steps.

    Research Contributors and Experts

    Neeta Manghnani
    PMO Strategist
    PMO Outsource Ltd.

    Photo of Neeta Manghnani, PMO Strategist, PMO Outsource Ltd.
    • Innovative, performance-driven executive with significant experience managing Portfolios, Programs & Projects, and technical systems for international corporations with complex requirements. A hands-on, dynamic leader with over 20 years of experience guiding and motivating cross-functional teams. Highly creative and brings a blend of business acumen and expertise in multiple IT disciplines, to maximize the corporate benefit from capital investments.
    • Successfully deploys inventive solutions to automate processes and improve the functionality, scalability and security of critical business systems and applications. Leverages PMO/PPM management and leadership skills to meet the strategic goals and business initiatives.

    Robert Strickland
    Principal Consultant & Owner
    PMO Outsource Ltd.

    Photo of Robert Strickland, Principal Consultant and Owner, PMO Outsource Ltd.
    • Successful entrepreneur, leader, and technologist for over 15 years, is passionate about helping organizations leverage the value of SharePoint, O365, Project Online, Teams and the Power Platform. Expertise in implementing portals, workflows and collaboration experiences that create business value. Strategic manager with years of successful experience building businesses, developing custom solutions, delivering projects, and managing budgets. Strong transformational leader on large implementations with a technical pedigree.
    • A digital transformation leader helping clients move to the cloud, collaborate, automate their business processes and eliminate paper forms, spreadsheets and other manual practices.

    Related Info-Tech Research

    • Develop a Project Portfolio Management Strategy
      Time is money; spend it wisely.
    • Establish Realistic IT Resource Management Practices
      Holistically balance IT supply and demand to avoid overallocation.
    • Tailor Project Management Processes to Fit Your Projects
      Spend less time managing processes and more time delivering results

    Bibliography

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    Advisicon. “Project Online vs Project for the Web.” YouTube, 13 Nov. 2013. Accessed 17 Sept. 2021.

    Branscombe, Mary. “Is Project Online ready to replace Microsoft Project?” TechRepublic, 23 Jan. 2020. Accessed 17 Sept. 2021.

    Chemistruck, Dan. “The Complete Office 365 and Microsoft 365 Licensing Comparison.” Infused Innovations, 4 April 2019. Accessed 17 Sept. 2021.

    “Compare Project management solutions and costs.” Microsoft. Accessed 17 Sept. 2021.

    Day to Day Dynamics 365. “Microsoft Project for the web - Model-driven app.” YouTube, 29 Oct. 2019. Accessed 17 Sept. 2021.

    “Deploying Project for the web.” Microsoft, 24 Aug. 2021. Accessed 17 Sept. 2021.

    “Differentiate your business by attaining Microsoft competencies.” Microsoft, 26 Jan. 2021. Accessed 17 Sept. 2021.

    “Extend & Integrate Microsoft Project.” Western Principles. Accessed 17 Sept. 2021.

    “Get Started with Project Power App.” Microsoft. Accessed 17 Sept. 2021.

    Hosking, Ben. “Why low code software development is eating the world.” DevGenius, May 2021. Accessed 17 Sept. 2021.

    “How in the World is MS Project Still a Leading PM Software?” CBT Nuggets, 12 Nov. 2018. Accessed 17 Sept. 2021.

    Integent. “Project for the Web - Create a Program Entity and a model-driven app then expose in Microsoft Teams.” YouTube, 25 Mar. 2020. Accessed 17 Sept. 2021.

    “Introducing the Project Accelerator.” Microsoft, 10 Mar. 2021. Accessed 17 Sept. 2021.

    “Join the Microsoft Partner Network.” Microsoft. Accessed 17 Sept. 2021.

    Kaneko, Judy. “How Productivity Tools Can Lead to a Loss of Productivity.” Bluescape, 2 Mar. 2018 Accessed 17 Sept. 2021.

    Kotter, John. Leading Change. Harvard Business School Press, 1996.

    Leis, Merily. “What is Work Management.” Scoro. Accessed 17 Sept. 2021.

    Liu, Shanhong. “Number of Office 365 company users worldwide as of June 2021, by leading country.” Statistica, 2021. Web.

    Manghnani, Neeta. “5 Benefits of PPM tools and PMO process automation.” PMO Outsource Ltd., 11 Apr. 2021. Accessed 17 Sept. 2021.

    “Microsoft 365 and Office 365 plan options.” Microsoft, 31 Aug. 2021. Accessed 17 Sept. 2021.

    “Microsoft 365 for enterprise.” Microsoft. Accessed 17 Sept. 2021

    “Microsoft Office 365 Usage Statistics.” Thexyz blog, 18 Sept. 2020. Accessed 17 Sept. 2021.

    “Microsoft Power Apps, Microsoft Power Automate and Microsoft Power Virtual Agents Licensing Guide.” Microsoft, June 2021. Web.

    “Microsoft Project service description.” Microsoft, 31 Aug. 2021. Accessed 17 Sept. 2021.

    “Microsoft Project Statistics.” Integent Blog, 12 Dec. 2013. Accessed 17 Sept. 2021.

    Nanji, Aadil . Modernize Your Microsoft Licensing for the Cloud Era. Info-Tech Research Group, 12 Mar. 2020. Accessed 17 Sept. 2021.

    “Number of Office 365 company users worldwide as of June 2021, by leading country.” Statista, 8 June 2021. Accessed 17 Sept. 2021.

    “Overcoming disruption in a digital world.” Asana. Accessed 17 Sept. 2021.

    Pajunen, Antti. “Customizing and extending Project for the web.” Day to Day Dynamics 365, 20 Jan. 2020. Accessed 17 Sept. 2021.

    “Partner Center Documentation.” Microsoft. Accessed 17 Sept. 2021.

    Pragmatic Works. “Building First Power Apps Model Driven Application.” YouTube, 21 June 2019. Accessed 17 Sept. 2021.

    “Project architecture overview.” Microsoft, 27 Mar. 2020. Accessed 17 Sept. 2021.

    “Project for the web Accelerator.” GitHub. Accessed 17 Sept. 2021.

    “Project for the web admin help.” Microsoft, 28 Oct. 2019. Accessed 17 Sept. 2021.

    “Project for the Web – The New Microsoft Project.” TPG. Accessed 17 Sept. 2021.

    “Project for the Web Security Roles.” Microsoft, 1 July 2021. Accessed 17 Sept. 2021.

    “Project Online: Project For The Web vs Microsoft Project vs Planner vs Project Online.” PM Connection, 30 Nov. 2020. Accessed 17 Sept. 2021.

    Redmond, Tony. “Office 365 Insights from Microsoft’s FY21 Q2 Results.” Office 365 for IT Pros, 28 Jan. 2021. Accessed 17 Sept. 2021.

    Reimagine Project Management with Microsoft. “Advanced deployment for Project for the web.” YouTube, 4 Aug. 2021. Accessed 17 Sept. 2021.

    Reimagine Project Management with Microsoft. “Overview of Microsoft Project.” YouTube, 29 July 2021. Accessed 17 Sept. 2021.

    “See which partner offer is right for you.” Microsoft. Accessed 17 Sept. 2021.

    Shalomova, Anna. “Microsoft Project for Web 2019 vs. Project Online: What’s Best for Enterprise Project Management?” FluentPro, 23 July 2020. Accessed 17 Sept. 2021.

    Speed, Richard. “One Project to rule them all: Microsoft plots end to Project Online while nervous Server looks on.” The Register, 28 Sept. 2018. Accessed 17 Sept. 2021.

    Spataro, Jared. “A new vision for modern work management with Microsoft Project.” Microsoft, 25 Sept. 2018. Accessed 17 Sept. 2021.

    Stickel, Robert. “OnePlan Recognized as Winner of 2021 Microsoft Project & Portfolio Management Partner of the Year.” OnePlan, 8 July 2021. Accessed 17 Sept. 2021.

    Stickel, Robert. “The Future of Project Online.” OnePlan, 2 Mar. 2021. Accessed 17 Sept. 2021.

    Stickel, Robert. “What It Means to be Adaptive.” OnePlan, 24 May 2021. Accessed 17 Sept. 2021.

    “The Future of Microsoft Project Online.” OnePlan. Accessed 17 Sept. 2021.

    Weller, Joe. “Demystifying Microsoft Project Licensing.” Smartsheet, 10 Mar. 2016. Accessed 17 Sept. 2021.

    Western Principles Inc. “Dump the Spreadsheets for Microsoft Project Online.” YouTube, 2 July 2020. Accessed 17 Sept. 2021.

    Western Principles Inc. “Project Online or Project for the web? Which project management system should you use?” YouTube, 11 Aug. 2020. Accessed 17 Sept. 2021.

    “What is Power Query?” Microsoft, 22 July 2021. Web.

    Wicresoft. “The Power of the New Microsoft Project and Microsoft 365.” YouTube, 29 May 2020. Accessed 17 Sept. 2021.

    Wicresoft. “Why the Microsoft Power Platform is the Future of PPM.” YouTube, 11 June 2020. Accessed 17 Sept. 2021.

    Prepare an Actionable Roadmap for Your PMO

    • Buy Link or Shortcode: {j2store}358|cart{/j2store}
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    • Parent Category Name: Project Management Office
    • Parent Category Link: /project-management-office
    • Problems with project management offices (PMOs) often start with a lack of a clear definition of what the PMO is actually about and what the organization does.
    • Few organizations provide the minimum required services, and many are not using their PMOs effectively. Many people see the PMO as nothing more than the “project document police,” i.e. a source of red tape rather than a helpful support system. This impacts staffing and hiring.
    • The PMO is often misunderstood as a center for project management governance when it also needs to facilitate the communication of project data from project teams to decision makers to ensure that appropriate decisions get made around resourcing, approval of new projects, etc.
    • Accountability is something that is not clearly defined for many activities that flow through the PMO. Business leaders, project workers, and project managers are rarely as aligned as they need to be.

    Our Advice

    Critical Insight

    • There is a gap in the perception of the actual role of the PMO in many organizations by different stakeholder groups. Many people see the PMO as police that produce red tape rather than a helpful support system. Those that need to present a coherent plan to leadership to champion the need for a PMO often have an uphill battle.
    • Determine the PMO’s role and needs and then determine your staff needs based on that PMO.
    • Staff the PMO according to its actual role and needs. Don’t rush to the assumption that PMO staff starts with accomplished project managers.
    • The difference in a winning PMO is determined by a roadmap or plan created at the beginning.

    Impact and Result

    • Define a PMO with functions that work for you based on the needs of your organization and the gaps in services. A “fit-for-purpose” PMO is the right kind of PMO for your organization.
    • Determine your PMO staffing needs. Our approach to building a PMO starts by analyzing the staffing requirements of your PMO mandate.
    • Create purpose-built role descriptions. Once you understand the staff and skills you’ll need to succeed, we have job description aids you’ll need to fill the roles.

    Prepare an Actionable Roadmap for Your PMO Research & Tools

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

    1. Prepare and Actionable Roadmap for Your PMO – An actionable deck to help you establish a valuable PMO.

    Before setting up or re-structuring a PMO, organizational need should not only be taken into consideration but used as a foundation. Phase 1 of this blueprint will help you define the services that your PMO should provide to your organization, instead of the one-size-fits-all approach that doesn’t work.

    • Prepare an Actionable Roadmap for Your PMO – Phases 1-3

    2. PMO Role Definition Tool – An Excel tool to help you define the services of your PMO.

    Use the PMO Role Definition Tool to establish your PMO current state and the service gaps you may have. Use the results to determine the role your PMO should play within your organization.

    • PMO Role Definition Tool

    3. PMO Project Charter – A template to formalize your PMO and make sure everyone is on the same page.

    The PMO Project Charter shares the vision to achieve consensus between stakeholders and projects and initiatives of the PMO. Use this template to jump-start your PMO project.

    • PMO Project Charter

    4. Blank Job Description Template – A template to create different job descriptions from.

    Use this template to create your job descriptions from scratch.

    • Blank Job Description Template

    5. Portfolio Manager Job Description – A clear and realistic job description template for a Portfolio Manager.

    The Portfolio Manager will oversee the business of discovering unsatisfied needs, articulating them as project demand, and organizing appropriate responses. Your customers are the people who approve projects, and you will service them.

    • Portfolio Manager

    6. PMO Job Description Builder Workbook – An Excel tool to help you access PMO staffing requirements.

    This tool will help you assess staffing requirements to facilitate project management, business analysis, and organizational change management outcomes.

    • PMO Job Description Builder Workbook

    7. PMO Strategic Plan – A template to help you compose a PMO strategy.

    This template will help you compose a PMO strategy. Follow the steps in the blueprint to complete the strategy.

    • PMO Strategic Plan

    8. Organizational Change Impact Analysis Tool – An Excel tool to analyze the impact of change to the organization.

    Use the Organizational Change Impact Analysis Tool to analyze the effects of a change across the organization, and to assess the likelihood of adoption to right-size your OCM efforts.

    • Organizational Change Impact Analysis Tool

    9. PMO MS Project Plan – A template to map out timeline for completing the tasks to create your PMO.

    Use this tool to determine the next steps and assign tasks to the appropriate people.

    • PMO MS Project Plan Sample

    Infographic

    Workshop: Prepare an Actionable Roadmap for Your PMO

    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 Purpose

    Get a common understanding of your PMO options.

    Determine where you are and engage leadership.

    Key Benefits Achieved

    A clear vision for your PMO and an articulated reason for establishing it.

    An understanding of you PMO goals and which challenges it sets to address.

    Activities

    1.1 PPM Current State Scorecard

    1.2 SWOT Analysis

    1.3 Current State and Leadership Engagement

    1.4 PMO Mandate and Vision

    Outputs

    PPM Current State Scorecard Results

    SWOT Results

    PMO Role Development Tool

    PMO Charter

    2 Staff

    The Purpose

    Identify organizational design.

    Build job descriptions.

    Key Benefits Achieved

    An analysis of staffing requirements of your PMO that aligns with your mandate from phase 1.

    Job description aids to fill the necessary roles.

    Activities

    2.1 Right, Wrong, Missing, Confusing

    2.2 PMO Function, Roles, and Responsibilities

    2.3 Job Descriptions

    Outputs

    Right, Wrong, Missing, Confusing Results

    Job Description Survey Tool

    Job Description Templates

    3 Plan

    The Purpose

    Create a roadmap.

    Key Benefits Achieved

    An actionable roadmap that can be presented to leadership and implemented.

    Activities

    3.1 Roadmap Hierarchy and Staffing and Sizing

    3.2 Governance and Authority

    Outputs

    PMO Roadmap Draft

    Governance Authority

    4 Change

    The Purpose

    Set up governance and OCM.

    Key Benefits Achieved

    An introduction to the concept of governance and tools for a change impact analysis.

    Activities

    4.1 Analyze the impact of the change across multiple dimensions and stakeholder groups.

    4.2 Gain sponsorship.

    Outputs

    Organizational Change Impact Analysis Tool

    Sponsor Template

    Further reading

    Prepare an Actionable Roadmap for Your PMO

    Turn planning into action with a realistic PMO timeline.

    EXECUTIVE BRIEF

    Analyst Perspective

    Prepare an actionable roadmap for your PMO.

    Photo of Ugbad Farah, PMP, Senior Research Analyst, PPM, Info-Tech Research Group

    We all have junk drawers somewhere in our homes, and we probably try not to think about what’s going on in there. We’re just happy that they close and that the contents are concealed from anyone living in or passing through the house.

    What goes in these junk drawers? Things that don’t have a home, things you don’t know what to do with, and things you don’t have the time or desire to deal with. Eventually, the drawer gets full, and it doesn’t serve you anymore because you can’t add anything else to it. Instead of cleaning the drawer and keeping the things you need, you throw everything away in one sweep. One day you will start the process again.

    The junk drawer is like your project management office (PMO). The PMO is given projects that are barely scoped, projects that don’t have clear sponsors, and ad hoc administrative tasks you don’t have the time or desire to deal with. Inevitably, your PMO is out of capacity. This happens rather quickly, since it’s understaffed. You question its purpose because you made it a junk drawer. You even think about closing it. One day you will start the process again.

    Use this blueprint to stop the madness. Learn how to properly define, staff, and plan a roadmap of a PMO that will actually serve your organization.

    Ugbad Farah, PMP
    Senior Research Analyst, PPM
    Info-Tech Research Group

    Your challenge

    This research is designed to help organizations that are facing these challenges:

    • No visibility into projects
    • The organization views the PMO as unnecessary overhead
    • The PMO is not properly staffed to support the organization’s needs
    • Project managers/staff aren’t providing information or following processes
    • Leadership and sponsors are disengaged

    Pie chart of 'IT Time Allocation by Area'. The grey section on the bottom left represents 'Projects and Project Portfolio Management, 11.5%'.
    IT is responsible for many different business services. The data from Info-Tech’s IT Staffing diagnostic shows that 11.5% of staff time is spent on projects and project portfolio management. (Source: Info-Tech IT Staffing Benchmark Report)

    PMOs can’t do everything and be all things to all people. Define limits with a strong mandate and effective staffing. Make sure you have the skills and capacity to support required PMO functions.

    Project management chaos

    PMOs get pulled into the day-to-day project and resourcing issues, making it difficult to focus on running a portfolio:

    1. Teammates seem unphased by overdue tasks and missed milestones.
    2. Fire drills may happen more often than planned projects.
    3. Resources are allocated and then redirected to something more urgent.
    4. Communication that’s stuck in silos, leading to confusion about priorities.
    5. Due dates mysteriously shift without explanation.
    6. Project teams are more focused on the due date than adoption and outcomes.

    Common obstacles

    IT and PMO leaders face several challenges.

    • Many people see the PMO as nothing more than the “project document police,” i.e. a source of red tape rather than a helpful support system. This impacts staffing and hiring.
    • The PMO is often misunderstood as a center for project management governance, when it also needs to facilitate the communication of project data from project teams to decision makers to ensure that appropriate decisions get made around resourcing, approval of new projects, etc.
    • Accountability is something that is not clearly defined for many activities that flow through the PMO. Business leaders, project workers, and project managers are rarely as aligned as they need to be.

    The Reality

    68% — Sixty-eight percent of stakeholders see their PMOs as sources of unnecessary bureaucratic red tape. (Source: KeyedIn, 2014)

    50% — Fifty percent of PMOs close within the first three years due to such things as poorly defined mandates and poor leadership. (Source: KeyedIn, 2014)

    Info-Tech’s approach

    Prepare an Actionable Roadmap for Your PMO

    The Info-Tech difference:

    1. Get a departmental job description first. Defining your PMO may not be as simple as it seems. Explore the boundaries of portfolio, project, resource, and organizational change management before jumping ahead with processes and tools.
    2. The staffing plan should come before your long-term plan. Get buy-in around your definition of the roles needed to run your PMO before articulating a long-term plan. Too often, plans have been accepted without the commensurate level of staffing. Our approach gives you a chance to put hiring on the roadmap as a predecessor to accountability.
    3. Keep your eye on the ball. Build your PMO around the operational imperative to recognize completed projects as an early milestone in broader changes. In other words, projects exist to create change.

    Prepare an Actionable Roadmap for your PMO

    Turn planning into action with a realistic PMO timeline.

    50% of PMOs close within the first 3 years.

    Logo for Info-Tech.


    Logo for ITRG.

    01 Define

    DEFINE THE RIGHT KIND OF PMO

    Establish the purpose of your PMO. Identify organizational needs to fill in gaps instead of duplicating efforts.

    LOGICAL FALLACY
    “If we approve more work, we'll get more done.”

    A properly run portfolio reconciles demand (project requests) to supply (available people) and drives throughput by approving the amount of projects that can get done.

    02 Staff

    STAFF THE PMO FOR RESILIENCE

    Analyze the staffing requirements for your PMOs mandate. Create purpose-built role descriptions.

    FALSE ASSUMPTION
    “Our best project manager should run the PMO.”

    Your best project manager should be running projects and, no, they shouldn't do both.

    03 Plan

    PREPARE AN ACTIONABLE ROADMAP

    The difference in a winning PMO is determined by a roadmap or plan created at the beginning. Leaders should understand the full scope of the plan before committing their teams to the project.

    COMMON MISTAKE
    “We'll get great at project management now and worry about portfolio management later.”

    Too often, PMOs focus on project management rigor and plan to do portfolio management after that's done. But few successfully maintain the process long enough to get there. If you start with portfolio management, leadership might soften their demands for project management rigor.

    04 Execute

    ALIGN TO STRATEGIC PLAN

    Use the power of organizational change management to ensure success and adoption. Iterate through the finer points of planning and execution to deploy the kind of PMO defined in step 1, with the people described in step 2, and the strategic roadmap articulated in step 3.

    PROJECT MYOPIA
    “Let's focus on delivering the project on time so we can move on to our next project.”

    Don't forget why the idea got approved in the first place. The goal is to sustain beneficial business outcomes well beyond the completion of your project.

    Info-Tech’s methodology for Preparing an Actionable Roadmap for Your PMO

    1. Define the PMO 2. Staff the PMO 3. Prepare a Roadmap
    Phase Steps
    1. Get a Common Understanding of Your PMO Options
    2. Determine Where You Are and Engage Leadership
    1. Identify Organizational Design
    2. Build Job Descriptions
    1. Create Roadmap
    2. Governance and OCM
    Phase Outcomes A clear vision for your PMO and an articulated reason for establishing it.
    An understanding of your PMO goals and which challenges it sets to address.
    An analysis of staffing requirements of your PMO that aligns with your mandate from phase 1. Job descriptions help to fill the necessary roles. An actionable roadmap that can be presented to leadership and implemented. An introduction to the concept of governance and tools for a change impact analysis.

    Insight summary

    Overarching insight

    There is a gap in the perception of the actual role of the PMO in many organizations by different stakeholder groups. Many people see the PMO police that produce red tape rather than a helpful support system. Those that need to present a coherent plan to leadership championing the need for a PMO often have an uphill battle.

    Phase 1 insight

    Determine the PMO’s role and needs and then determine your staff needs based on that PMO.

    PMO leaders are all too often set up to fail, left to make successes out of PMOs that:

    1. have poorly defined mandates;
    2. lack the proper resourcing to support the services the organization requires; or
    3. lack executive leadership, vision, and backing.

    Phase 2 insight

    Staff the PMO according to its actual role and needs. Don’t rush to the assumption that PMO staff starts with accomplished project managers.

    Many organizations have PMOs of one person, and it is simply not a long-term recipe for success. People in this situation have a lot of weight on their shoulders and feel like they are being set up to fail. It is very challenging for anyone to run a PMO alone without support or administrative help.

    Phase 3 insight

    The difference in a winning PMO is determined by a roadmap or plan created at the beginning.

    When you are determining what your PMO will provide in the future, it is important to align the ambition of the PMO with the maturity of the business. Too often, a lot of effort is spent trying to convince businesses of the value of a PMO.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    PMO Role Definition Tool Sample of the PMO Role Definition Tool deliverable. PMO Project Charter Template Sample of the PMO Project Charter Template deliverable.
    Blank Job Description Template
    Sample of the Blank Job Description Template deliverable.
    Sample Job Descriptions
    Sample of the Sample Job Descriptions deliverable.
    PMO Job Description Builder Workbook
    Sample of the PMO Job Description Builder Workbook deliverable.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    PMO Strategic Plan
    Sample of the PMO Strategic Plan deliverable.
    PMO MS Project Plan Sample
    Sample of the PMO MS Project Plan Sample deliverable.
    Organizational Change Impact Analysis Tool
    Sample of the Organizational Change Impact Analysis Tool deliverable.

    Benefits

    IT Benefits

    • Determine how you can fill gaps and not duplicate efforts to bring value to your organization.
    • Ensure that key PMO capabilities like portfolio management, project management, and organizational change management are in balance.
    • Staffing is purpose-driven. Avoid putting good people in the wrong role.

    Business Benefits

    • Intake and governance have a primary focus and are not merely afterthoughts of someone primarily focused on project management methodology.
    • Avoid unrealistic commitments by ensuring better upfront analysis of ability to execute.
    • Ensure appropriately mandated sponsor management.

    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 8 to 12 calls over the course of 4 to 6 months.

    What does a typical GI on this topic look like?

      Phase 1

    • Call #1: Scope requirements, objectives, and your specific challenges.
    • Call #2: Assess current state and determine PMO role/type.
    • Call #3: Complete job description survey.
    • Phase 2

    • Call #4: Analyze survey results and complete FTE analysis.
    • Call #5: Discuss necessary roles and create job descriptions.
    • Phase 3

    • Call #6: Discuss business goals and priorities.
    • Call #7: Identify and prioritize initiatives on roadmap.
    • Call #8: Discuss governance and organizational change.
    • Call #9: Summarize results in strategic plan and discuss next steps.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Day 1 Day 2 Day 3 Day 4 Day 5
    Activities
    Define

    1.1 Review PPM Current State Scorecard Results

    1.2 Get a Common Understanding of Your PMO Options

    1.3 Conduct SWOT Analysis

    1.4 Current State and Leadership Engagement

    1.5 PMO Mandate and Vision

    Staff

    2.1 Identify Organizational Design

    2.2 Right, Wrong, Missing, Confusing

    2.3 PMO Function, Roles, and Responsibilities

    2.4 Job Descriptions

    Plan

    3.1 Roadmap Top-Level Hierarchy

    3.2 Roadmap Second-Level Hierarchy

    3.2 Staffing and Sizing

    3.3 Reconcile and Finalize Roadmap

    3.4 Governance and Authority

    Change

    4.1 Importance of OCM

    4.2 Sponsorship

    4.3 Analyze the Impact of the Change Across Multiple Dimensions and Stakeholder Groups

    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. PPM Current State Scorecard
    2. SWOT Results
    3. PMO Role Development Tool
    4. PMO Charter
    1. Right, Wrong, Missing, Confusing Results
    2. Job Description Survey Tool
    3. Job Description Templates
    1. PMO Roadmap Draft
    2. Governance and Authority Activity
    1. Organizational Change Impact Analysis Tool
    2. Sponsor Template
    1. Completed PMO Roadmap draft
    2. PMO Strategic Plan draft

    Prepare an Actionable Roadmap for Your PMO

    Phase 1

    Define the Right Kind of PMO

    Phase 1

    • 1.1 Get a Common Understanding of Your PMO Options
    • 1.2 Determine Where You Are and Engage Your Leadership

    Phase 2

    • 2.1 Identify Organizational Design
    • 2.2. Build Job Descriptions

    Phase 3

    • 3.1 Create Roadmap
    • 3.2 Governance and OCM

    A PMO may not simply be an office of project managers

    Project management offices are evolving and taking on activities that differ from company to company.

    1915 1930s 1950s 1980s 1990s
    Frederick Taylor introduces the PMO with the implementation of the scientific management method and the increase in the number and complexity of projects. The US Air Corps creates a Project Office function to monitor aircraft development (probably the first record of the term being used). The US military starts developing complex missile systems. Each weapon system was composed of several sub-projects grouped together in system program offices (SPOs). This built the structures underlying the traditional PMO. The Project Office concept exported to construction and IT. The PMO gains a lot of momentum with professional associations and project management certifications becoming recognized industry standards.

    Organizations are confused about what a PMO is, whether they should have one, and what it should do

    PMBOK

    The responsibilities of a PMO can range from providing project management support functions to the direct management of one or more projects. The PMO is an organizational body assigned with various responsibilities related to the centralized and coordinated management of those projects under its domain.

    The PMO may play a role in supporting strategic alignment and delivering organizational value, integrating data and information for organizational strategic projects, and evaluating how higher-level strategic objectives are being fulfilled.

    COBIT

    The PMO can be responsible for portfolio maintenance, setting a standard approach for project and program and portfolio management.

    OPM

    The PMO is an organizational body assigned with various responsibilities related to the centralized and coordinated management of those projects under its domain.

    In an effort to set a standard, the governance frameworks have over complicated it for most of us.

    Use Info-Tech’s framework to create the PMO that works for your organization

    Determine the Services Your PMO Will Provide
    Manage your PMO services in alignment with your mandate and your organization’s needs.

    Establish Your PMO’s Mandate
    Figure out the purpose of your PMO and write it down so it’s clear to your leadership. Align your mandate to the organization’s needs.

    Ensure Organizational Needs Are Being Met
    Before you can decide on what your PMO will do, find out who’s doing what in your organization so you can fill gaps instead of duplicating efforts.

    Hierarchy of PMO Needs
    Hierarchy of PMO needs with 'Organizational Needs' as the base, 'PMO Mandate' in the middle, and 'PMO Services' at the top.

    Info-Tech Insight

    Consider the principles of Maslow’s Hierarchy of Needs, which view the lower tiers of the hierarchy as fundamentally required to validate the pursuit of the higher tiers.

    Step 1.1

    Get a Common Understanding of Your PMO Options

    Activities
    • 1.1.1 Review PMO Types
    • 1.1.2 SWOT Analysis

    This step will walk you through the following activities:

    • Review Info-Tech’s PMO Types
    • Complete a Strengths, Weaknesses, Opportunities, and Threats Analysis

    This step involves the following participants:

    • PMO director and/or portfolio manager
    • PMO staff/stakeholders
    • Project managers

    Outcomes of this step

    • Current state analysis
    Define the Right Kind of PMO
    Step 1.1 Step 1.2

    People mistake the PMO as only an office with project managers

    It sounded simple enough, but no one could really explain what it meant.

    PMOs are often born out of necessity or desperation. A traumatic event happens, and leadership decides that it wouldn’t have happened had there been a “Project Management Office.” The phrase itself is often quite reassuring and offers the hope of some sort of sanity and order.

    People may not really be able to explain what a PMO is, but they do have a common understanding that it should solve all project management issues. But simply prescribing the “PMO” as a remedy for every organizational alignment is not going to be sufficient. There are different types of PMOs and more importantly there are different types of organizations.

    Screenshot of a Google search for 'what is a project management office'.
    Google and the Google logo are trademarks of Google LLC.

    The PMI has described what a PMO could be

    The PMI does not have a standard for PMOs like it does for things like project, program, and portfolio management. Its PMO definitions should be used as more of a reference point than a best practice.

    But what should it do?

    • Supportive: Provides a consultative role to projects by supplying templates, best practices, training, access to information, and lessons learned from previous projects.
    • Controlling: Provides support and requires compliance through various means.
    • Directive: Takes control of the projects by directly executing them.

    The PMI described three types of PMOs. These three types are well known in the industry, but they are essentially characteristics and do little to help people understand the functions and services of a PMO. There continue to be questions about the role a PMO should play in an organization and how it’s supposed to add value.

    Stock photo of two sticky notes reading 'project' and 'management'.

    Thousands of practitioners came together at the 2012 PMI Symposium and expanded upon PMBOK’s PMO types

    1. Managing
      Manages the work in projects and programs.
    2. Consulting
      Serves as an experience-based consultative body to project managers.
    3. Project Repository
      Repository of previous project documentation, lessons learned, etc.
    4. Enterprise PMO
      Provides PMO services to the organization.
    5. Center of Excellence
      Creates the standard and methodologies and provides tools.
    6. Managerial
      Manages the project and program managers, and eventually, other project resources.
    7. Delivery
      Manages the project and programs.

    1.1.1 Leverage Info-Tech’s PMO types to anchor yourself

    We have narrowed it down to five types of PMOs.

    ePMO
    Icon for ePMO.
    IT PMO
    Icon for IT PMO.
    PMO
    Icon for PMO.
    CMO
    Icon for CMO.
    CoE
    Icon for CoE.
    Enterprise
    Highest level PMO, typically responsible to align project and program work to strategy-significant projects or programs for the entire organization. Could include both IT and business units.
    IT
    IT PMOs provide project-related support for IT project portfolios. For many organizations PMOs originate in IT departments because of the structure required for technology-related projects.
    Project/Program
    Provides project-related tactical service as an entity to support a specific project or program. Can be dismantled when program is done.
    Change
    Change management offices (CMO) help build change management capabilities and enable change readiness in organizations.
    Excellence
    These centers differ in size and mode of organization, depending on their subject and scope. They support project work by providing the organizations with standard methodologies and tools.

    What is your definition of a PMO?

    Use this model to clearly show what is in and out of scope.

    ePMO IT PMO PMO CMO CoE
    PPM Reporting for enterprise portfolio and the financial/human resources needed to deliver them X
    PPM Finance for project/portfolio capital and expense X X
    PPM Customer Management – the customers, sponsors of the project X X
    PPM Strategy Management – projects and programs relate to corporate X X X
    PPM Program Management – related projects in the portfolio X X X
    PPM Time Accounting X X x
    PPM Business Relationship Management (BRM) X X
    PPM Project Information System (PMIS) – organization of project information X X
    PPM Administrative Support – general assistance with Portfolio X
    PPM Record Keeping – Enterprise Information X X
    RM Forecasting X
    PM Quality Assurance X X
    PM Procurement and Vendor Management X X X
    PM Project Status Reporting X X
    PM PM Services X X X
    PM Training X
    PM PM SOP X
    OCM Adoption X X
    OCM Change Management X X
    OCM Benefits Attainment X X
    OCM Forecast Benefits X X
    OCM Track Benefits X X
    GOV Intake X
    GOV Governance X X
    GOV Reporting X X X X

    Use Info-Tech’s PMO function matrix to help provide role definitions for your PMO

    Info-Tech’s potential PMO capabilities are in the header of the table below. These are the services a PMO may (or may not) provide depending on the needs of the organization.

    Portfolio Management Resource Management Project Management Organizational Change Management PMO Governance
    Recordkeeping and bookkeeping Strategy management Assessment of available supply of people and their time Project status reporting PM SOP
    (e.g. feed the portfolio, project planning, task managing)
    Benefits management Technology and infrastructure
    Reporting Financial management HR Security
    PMIS Intake Matching supply to demand based on time, cost, scope, and skill set requirements Procurement and vendor management Legal Financial
    CRM/RM/BRM Program management
    Tracking of utilization based on the allocations Quality Intake
    Time Accounting PM services
    (e.g. staffing project managers or coordinators)
    Quality assurance Organizational change management Project progress, visibility, and process
    Forecasting of utilization via supply-demand reconciliation Closure and lessons learned
    Administrative support PM Training

    The rest of this blueprint will help you choose the right capabilities and accompanying job functions for your PMO.

    Various options for specific PMO job functions are listed below each capability. PMO leaders need to decide which of these functions are required for their organization.

    1.1.2 SWOT analysis

    45-60 minutes

    Input: Current PMO governance documents and SOPs

    Output: An assessment of current strengths, opportunities, threats, and weaknesses of capabilities in previous slide

    Materials: Whiteboard/flip charts, Sticky notes

    Participants: PMO director and/or portfolio manager, PMO staff/stakeholders, Project managers

    Perform a SWOT analysis to assess the current state of PMO capabilities covered on the previous slide.

    The purpose of the SWOT is to begin to define the goals of this implementation by assessing your project management, portfolio management, resource management, organizational change management, and governance capabilities and cultivating alignment around the most critical opportunities and challenges.

    Follow these steps to complete the SWOT analysis:

    1. Have participants discuss and identify strengths, weaknesses, opportunities, and threats.
    2. Spend roughly 60 minutes on this. Use a whiteboard, flip chart, or PowerPoint slide to document results of the discussion as points are made.
    3. Make sure results are recorded and saved either using the template provided in the next slide or by taking a picture of the whiteboard or flip chart.

    1.1.2 Sample SWOT analysis

    Strengths

    • Knowledge, skills, and talent of project staff.
    • We have fairly effective project management processes.
    • Motivation to get things done when priorities, goals, and action plans are clear.

    Weaknesses

    • IT-business communication and alignment.
    • No standards are currently in place across departments. Staff are unsure which templates to use and how/when/why to use them.
    • There are no formal intake structures in place. Projects are approved and it’s up to us to “figure it out.”
    • We have no prioritization practices to keep up with constantly changing priorities and shifts in the marketplace.

    Opportunities

    • Establish portfolio discipline to improve IT-business communication through more effective and efficient project coordination.
    • Stronger initiation processes should translate to smoother project execution.
    • Establish more disciplined and efficient weekly/monthly project reporting practices that should facilitate more effective communication with senior leaders.

    Threats

    • Risk of introducing burdensome processes and documentation that takes more time away from getting things done.
    • We tried to formalize a PMO in the past and it failed after eight months.
    • We have no insight into project resourcing.

    Step 1.2

    Determine Where You Are and Engage Your Leadership

    Activities
    • 1.2.1 Assess Current State
    • 1.2.2 Gap Analysis
    • 1.2.3 Vision Exercise
    • 1.2.4 PMO Charter
    • 1.2.5 Strategic Planning

    This step will walk you through the following activities:

    • Assess the current state of your PPM/PM services using the PMO Role Definition Tool
    • Determine current gaps in your services and processes using the PMO Role Definition Tool
    • Discuss the vison for your PMO
    • Start creating your PMO charter

    This step involves the following participants:

    • PMO director and/or portfolio manager
    • PMO staff/stakeholders
    • Project managers

    Outcomes of this step

    • Results of PMO Role Definition Tool
    • PMO vision
    • PMO charter

    Define the Right Kind of PMO

    Step 1.1 Step 1.2

    Why do organizations need a PMO?

    Stock image of a man thinking.

    “If a company is not a project-oriented organization, there’s less of a need for a PMO. If they are project-focused though, they should have one. Otherwise, who’s driving the delivery of their projects? Who’s establishing their methodology? How are they managing resources efficiently?” (Mary Hubbard, PMP, director of the PMO at Siemens Government Technologies Inc., A PMI Global Executive Council Member)

    Signs you might need a PMO:

    • A lack of project transparency.
    • Significant discrepancies in project results.
    • Poor customer satisfaction rates.
    • An inability to cost projects accurately.
    • A high percentage of delayed or cancelled projects.
    • High project failure rates.
    • Poor alignment of project activity and business strategy investments.
    • Inconsistent project management processes and methodologies.
    • A lack of collaboration and knowledge sharing.
    • Little to no resource training to meet IT and business needs.
    • A lack of resource management for utilization and capacity.
    • Little to no visibility into project, program, and portfolio-level status.

    Why does your organization need a PMO?

    Observe the needs of your organization before deciding on services to support it.
    • Observe what is and what is not in place. Look for existing processes, tools, and systems and evidence that they are being followed. You might already have some pieces in place; the question becomes what to keep and what not to keep.
    • What does your organization look like?
      • Name
      • Population
      • Current Project Lifecycle
      • IT Services Team
      • # of Unique Applications
      • Annual Budget
    • Gather a list of potential areas for improvement where a PMO can add value. Once a list is established, convert it to a prioritized queue of initiatives. A key item on your list should be how projects go from beginning to end so you can understand the potential issues and opportunities with your current project delivery.
    Stock image of a hierarchy mapped out over a birds eye view of people.

    Ideally, we wouldn’t invest in project, portfolio, or OCM because they’re overhead processes without any direct value…

    …but you need to spend just enough to demonstrate you are a diligent steward of the assets under your administration.

    Organizational Change Management

    • Well-run projects can fail without OCM.
    • More than anyone else, it’s up to the sponsor to pursue outcomes.

    Project Management

    • Determine the current project management standards and methodologies.
    • Uncover any forms and templates that are currently in use.
    • If there is a lack of project management knowledge among current or future staff, you will need to do some training.

    Portfolio Management

    • Who currently approves projects and who will be approving them in the future?
    • Who is accountable for approving too many projects?
    • What roles does resource capacity play? Is it constrained or do you approve everything?
    • Are the resources in your PMO full-time?
    • How big is your portfolio?
    • How much do you spend on resources (hours or months)?

    Governance

    • Governance can mean many different things: intake, finance, over-sight of existing projects, resource management, technology and architecture, and process.
    • Don’t try to introduce governance without considering the people who may already be governing different areas.
    • Consider what things can be done without getting executive approval.

    Define your PMO’s role in the organization

    Use Info-Tech’s PMO Role Definition Tool to help establish your PMO’s future state.

    • Use Info-Tech’s PMO Role Definition Tool to figure out the functions your PMO should provide.
    • The current-state analysis uses specific questions to assess how you are doing things now and provide you with some situational awareness.
    • The gap analysis uses another set of specific questions to uncover the holes in your organization and the services that are not being provided.
    • Based on the answers you gave to the questions, the tool will populate the functions that your PMO should provide to your organization: the services your organization needs.
    • Use the outputs to start looking into missing functions and ultimately start building or re-establishing the responsibilities of your PMO.
    • Consider having multiple team members answer all the questions to establish alignment and get realistic data.

    Sample of the PMO Role Definition Tool.

    Download the PMO Role Definition Tool

    Hey, you don’t to have to spend anything on portfolio, project, and organizational change management! Assuming of course…

    • You have enough people to do all your projects
    • All projects are getting done on time
    • Your customers and employees are happy
    • You have complete visibility into the portfolio
    • Your projects align with your corporate strategy
    • Your projects align with your operational needs
    • Your strategic and operational needs are in harmony
    • You have the right skills
    • You are using all resources provided to you
    • People self-identify the right work and independently do that work
    • Time is not wasted
    • The work is production-ready (i.e. high quality)
    • Vendors honor their commitments
    • The sponsor is confident they’re getting what was committed
    • You have sufficient reports for the portfolio
    • Stakeholders make it through transitions with minimal resistance
    • The organization is prepared to adopt the outcomes of projects
    • The sponsors’ forecasted benefits are realized
    • Stakeholders are aware of the need for change
    • Stakeholders transition well from current to future state

    Use the tool on the next slide to see where you may need to spend.

    1.2.1 Assess the current state of your project environment

    20-30 minutes

    Input: Understanding of current project portfolio environment

    Output: Completed current state survey

    Materials: Tab 1 of Info-Tech’s PMO Role Definition Tool

    Participants: PMO director and/or portfolio manager, PMO staff/stakeholders, Project managers

    Screenshot from tab 1 of Info-Tech’s PMO Role Definition Tool.

    Screenshot from tab 1 of Info-Tech’s PMO Role Definition Tool. There are three columns: '#', 'Question', and 'Answer'.

    There are 20 current-state questions in column C. Together, the questions address the five capabilities in Info-Tech’s PMO function matrix (slide 28).

    Use the drop-down menu in column D to answer Agree, Somewhat Agree, Neutral, Somewhat Disagree, or Disagree to each question in column C.

    The questions are broad by design. Answer them honestly and select “neutral” if anything is not applicable.

    1.2.2 Set your target state needs to identify gaps

    15-30 minutes

    Input: Reflection on the question, “If I/We do nothing, someone in the organization is…”

    Output: Completed target state survey

    Materials: Tab 2 of Info-Tech’s PMO Role Definition Tool

    Participants: PMO director and/or portfolio manager, PMO staff/stakeholders, Project managers

    Screenshot from tab 2 of Info-Tech’s PMO Role Definition Tool.

    Screenshot from tab 2 of Info-Tech’s PMO Role Definition Tool. There are four columns: '#', 'Question', 'Answer', and 'Department'.

    Each question in column C of tab 2 should be answered in the context of, “If I do nothing, someone in the organization is…”

    Answer each question by using the drop-down menu in column D to select “Yes,” “No,” “I don’t know,” or “N/A.”

    If “Yes” include the department or area that is responsible.

    Hierarchy of PMO needs with 'Organizational Needs' highlighted. 'Organizational Needs' at the base, 'PMO Mandate' in the middle, and 'PMO Services' at the top.

    Review the preliminary list of your potential PMO functions

    Tab 3 of the PMO Role Definition Tool contains a customized version of Info-Tech’s PMO definition matrix, based upon your inputs in the previous two tabs.

    Screenshot from tab 3 of Info-Tech’s PMO Role Definition Tool. It is titled 'PMO Functions and Groups' and contains a table with five columns: 'Portfolio Management', 'Resource Management', 'Project Management', 'Organizational Change Management', and 'Governance'. Each column contains high level recommendations, and at the bottom of the columns are outputs.

    The name of the box is the group the function belongs to.

    These outputs are based on the answers to the questions on the previous 2 tabs.

    In each group’s box are high-level recommendations.

    Consider your stakeholders

    Who benefits from the new or updated PMO structure?

    In a matrix environment, understanding the challenges other teams are facing is a core requirement of an effective PMO. The best way to understand this is through direct engagement like conducting interviews and taking surveys with management and members of other teams.

    Ask yourself these questions about your PMO:

    • Are we doing the right things?
    • Do we know the current status of projects?
    • Are we managing, escalating, and resolving project issues?
    • Do PMs have the right training?
    • What is our overall utilization?

    A PMO should be structured to provide service to the organization. View it as a business, serving the stakeholders.

    1.2.3 Complete this vision exercise to produce an initial mandate for a new/improved PMO

    45-60 minutes

    Input: Outputs from SWOT analysis

    Output: An initial PMO mandate

    Materials: Whiteboard/flip charts, Sticky notes

    Participants: PMO director and/or portfolio manager, PMO staff/stakeholders, Project managers

    Now that you have an idea of the services your organization needs from steps 1.1 and 1.2 of this blueprint, you can discuss the target state of your PMO.

    Follow these steps to complete the SWOT analysis:

    1. Each person writes one aspect of a future state that would solve the issues described in the SWOT analysis (activity 1.1.1). Use sticky notes and post them on the whiteboard.
    2. As a group, identify which of these aspects would be good candidates for embodying the “core element” of your PMO’s new mandate.
    3. From the aspects gathered, have everyone individually come up with a statement of one to two sentences they think captures the overall theme and vision of this PMO.
    4. Collectively choose the best statement to use as the working mandate for your new project management office. This mandate can be modified as needed in the time leading up the creation and launch of your PMO.

    Hierarchy of PMO needs with 'PMO Mandate' highlighted. 'Organizational Needs' at the base, 'PMO Mandate' in the middle, and 'PMO Services' at the top.

    1.2.4 Use Info-Tech’s PMO Project Charter template to help capture your mandate and obtain approval

    3-4 hours

    Input: Activity 1.2.3, Logical considerations for PMO deployment (see bulleted list on this slide)

    Output: An assessment of current strengths, opportunities, threats, and weaknesses of capabilities in previous slide

    Materials: Whiteboard/flip charts, Sticky notes

    Participants: PMO director and/or portfolio manager, PMO staff/stakeholders, Project managers

    A successful PMO will offer a range of services which business units can rely on. The aim of the PMO charter is to outline what is in scope for the PMO and what services it will initially offer.

    A project charter serves several important functions. It organizes the project so you can make efficient and effective resource allocation decisions. It also communicates important details about the project purpose, scope definition, and project parameters.

    To use this template, simply modify or delete all information in grey text and convert the remaining text to black before printing or sending. Sections within the Template include:

    1. PMO Mandate
    2. Goals & Benefits
    3. Scope Definition
    4. Key PMO Stakeholders
    5. Projected Timeline for Implementation
    6. Project Roles and Responsibilities
    7. High-Level Budget
    8. High-Level Risk Assessment

    Sample of the PMO Project Charter Template.

    Download the PMO Project Charter Template

    Engage leadership to refine target-state expectations

    Stock image of a person with a megaphone. ?
    Will project managers be included in the PMO? Which projects and programs will be in the PMO’s mandate?
    ?
    Will the PMO have decision-making authority? If so, how much and on what issues?
    ?
    Where in the organizational structure will the PMO report?

    “Changing the perception of project management from ‘busy work’ to ‘valued efforts’ is easier when the PMO is properly aligned.” (Project Management Institute, October 2009)

    Don’t assume your PMO is merely tactical

    It can help drive strategy instead of just being a technical arm.

    Strategic

    Stock image of a business person.

    Tactical

    Strategic Alignment
    Leadership assumes that your presence will optimize the alignment of projects to corporate strategy.
    Process Adherence
    Leadership assumes you’re all about process.
    Portfolio Thinking
    Leadership assumes that you’re thinking about the overall throughput of projects through the portfolio.
    Project Thinking
    Leadership assumes you’re not thinking beyond the boundaries of a single project at any given time.
    Outcomes Focused
    Leadership assumes that you’re focused on the outcomes forecast by sponsors.
    Timeline Focused
    Leadership assumes you’re focused on delivering projects on time.

    Info-Tech Insight

    A key success factor for a PMO is to take part of strategic conversations; when they are left out, it creates a barrier. The PMO is the connective tissue between strategy and tactics. Don’t risk your benefits by not having the PMO Director at the table before you make decisions.

    Avoid the disconnect

    Create a strategic plan with project professionals at the table.

    • Strategic plans should guide organizations to future states, yet many don’t ever get used. This is because there is a disconnect between the people creating the strategic plan and the people being asked to implement it. Strategic planners don’t often develop their plans with the help of project managers who can ensure the plan is transferred into a working operational plan.
    • Strategic planners are broad thinkers with high-level plans whereas project professionals often work in the trenches. The disconnect between the two can often result in cost overruns, delays in implementation, low worker morale, and an overall chaotic work environment.
    • By putting strategic planners and project managers together to work on the strategic planning process, they can see what the other sees and plan accordingly.
    • Twenty-seven percent more projects are executed successfully when a company’s structure and resources align with their strategy (KPMG, 2017).

    “The failure to build a bridge between the strategic planning process and project management’s planning process is a major reason strategic plans don’t work.” (Bruce McGraw, Project/Programme Manager)

    1.2.5 Strategic planning

    1 hour

    To create a strategic plan that provides value, recognize that the strategic plan for the PMO is not the PMO charter.

    • The PMO charter is the organizational mandate for the PMO. It defines the role, purpose and functions of the PMO. It articulates who the PMO's sponsors and customers are, the services that it offers, and the staffing and support structures required to deliver those services. And, it assumes that a decision to have a PMO has already been made.
    • A strategic plan enables the PMO to play an essential role in achieving a company’s business goals, setting out clear objectives and then providing a roadmap on how to achieve them. A strategic plan maps the tools and resources necessary to achieve successful project outcomes.

    To create a results-driven strategic plan for your PMO, it is helpful to follow a top-down format:

    • Start by going through the list on the right and update the strategic plan.
    • What are the top project-related issues and opportunities you want your PMO to address and what’s the value to the business of trusting them?

    Vision: this needs to be a vivid and common image
    Mission: this is the special assignment that is given to a group
    Goals: these are broad statements of future conditions
    Objectives: these are operational statements that indicate how much and by when (e.g. deliverables or intangible objectives like productivity)
    Strategies: these are the set of actions that need to take place
    Needs: these are the things required to carry out the strategy
    Critical Success Factors: these are the key areas of activity in which favorable results are necessary to reach the goal

    Download the PMO Strategic Plan

    Prepare an Actionable Roadmap for Your PMO

    Phase 2

    Staff Your PMO for Resilience

    Phase 1

    • 1.1 Get a Common Understanding of Your PMO Options
    • 1.2 Determine Where You Are and Engage Your Leadership

    Phase 2

    • 2.1 Identify Organizational Design
    • 2.2. Build Job Descriptions

    Phase 3

    • 3.1 Create Roadmap
    • 3.2 Governance and OCM

    Info-Tech’s approach

    Follow our two-step approach to successfully staff your PMO.

    1. Determine your PMO staffing needs.
      Our approach to building a PMO starts by analyzing the staffing requirements of your PMO mandate.
    2. Create purpose-built role descriptions.
      Once you have an understanding of the staff and skills you’ll need to succeed, we have job description aids you’ll need to fill the roles.

    The Info-Tech difference:

    1. Save time developing a purpose-built approach. There is no one-size-fits-all approach to PMO staffing. The advice and tools in this research will help you quickly determine your unique staffing needs and guide your next steps to get the staffing you need.
    2. Leverage insider research. We’ve worked with thousands of PMOs and have seen the good, the bad, and the ugly of PMO staffing. The approach in this research is informed by client successes and will help you avoid the common mistakes that drive PMO failure.

    IT staff allocation for project work

    Projects and Project Portfolio Management

    58.3% — 58% of respondents feel they have the appropriate staffing level to execute project management effectively. (Source: Info-Tech IT Staffing Benchmark Report)

    59.8% — 59% feel they have the appropriate staffing level to execute requirements gathering effectively. (Source: Info-Tech IT Staffing Benchmark Report)

    The GDP contributions from project-oriented industries are forecasted to reach $20.2 trillion over the next 20 years. (Source: “Project Management: Job Growth and Talent Gap” Project Management Institute, 2017)

    Info-Tech Insight

    Project work is only going to increase, and in general, people are dissatisfied with their current staffing levels.

    Step 2.1

    Identify Organizational Design

    Activities
    • 2.1.1 Right, Wrong, Missing, Confusing
    • 2.1.2 Map Your Current Structure
    • 2.1.3 Inventory Assessment
    • 2.1.4 Job Description Survey

    This step will walk you through the following activities:

    • Complete a Right, Wrong, Missing, Confusing analysis
    • Determine your current organizational/PMO structure
    • Assess your current inventory
    • Complete the job description survey

    This step involves the following participants:

    • PMO director and/or portfolio manager
    • PMO staff/stakeholders
    • Project managers

    Outcomes of this step

    • Current-state analysis
    • Job description survey results

    Staff Your PMO for Resilience

    Step 2.1 Step 2.2

    2.1.1 Right, wrong, missing, confusing

    30-45 minutes

    Input: Current PMO process, Current PMO org. chart

    Output: An assessment of current things that are being done right and wrong and what is currently missing and confusing

    Materials: Whiteboard/flip charts, Sticky notes

    Participants: PMO director and/or portfolio manager, PMO staff, Project managers

    Perform a right, wrong, missing, confusing analysis to assess the current state of your PMO and its staff.

    The purpose of this exercise is to begin to define the goals of this implementation by assessing your staffing capabilities and cultivating alignment around the most critical opportunities and challenges.

    Follow these steps to complete the analysis:

    1. Have participants discuss what is wrong, right, missing, and confusing.
    2. Spend roughly 45 minutes on this. Use a whiteboard, flip chart, or PowerPoint slide to document results of the discussion as points are made.
    3. Make sure results are recorded and saved by taking a picture of the whiteboard or flip chart.

    Organizational types

    1. Functional
      Functional organizations are structured around the functions the organization needs to be performed.
    2. Projectized
      Projectized organizations are organized around projects for maximal project management effectiveness.
    3. Matrix
      Matrix organizations have structures that blend the characteristics of functional and projectized organizations.

    Functional organization

    The traditional hierarchical organizational structure.

    A functional hierarchical structure with 'Functional Managers' highlighted and the note 'Project coordination'. 'Chief Executive' at the top, 'Functional Managers' in the middle, and 'Staff' at the bottom.
    Adapted from ProjectEngineer, 2019
    1. Employees are organized by specialties like human resources, information technology, sales, marketing, administration, etc.
    2. The project management role will be performed by a team member of a functional area under the management of a functional manager.
    3. Resources for the project will need to be negotiated for with the functional managers, and the accessibility of those resources will be based on business conditions. Any escalations of issues would need to be taken to the functional manager.
    4. The project management role would act more like a project coordinator who does not usually carry the title of project manager.
    5. Project management is considered a part-time responsibility. Of all the organizational types, this one tends to be the most difficult for the project manager. The project manager lacks the authority to assign resources and must acquire people and other resources from multiple functional managers.
    6. Because the project manager has little to no authority, the project can take longer to complete than in other organizational structures, and there is generally no recognized project management methodology or best practices.

    Projectized organization

    The majority of project resources are involved in project work.

    A projectized hierarchical structure with a single project hierarchy highlighted and the note 'Project coordination'. 'Chief Executive' at the top, 'Project Managers' in the middle, and 'Staff' at the bottom.
    Adapted from ProjectEngineer, 2019
    1. The project manager has increased independence and authority and is a full-time member of a project organization. They have project resources available to them, such as project coordinators, project schedulers, business analysts, and plan administrators.
    2. The project manager is responsible to the sponsor and/or senior management. The project manager has authority and control of the budget, and any escalation of issues would be taken to the sponsor.
    3. Given that the project resources report to the project manager versus the functional area, there may be a decrease in the subject matter expertise of the team members.
    4. Team members are usually co-located within the same office or virtually co-located to maximize communication effectiveness.
    5. There can be some functional units within the organization; however, those units play a supportive role, without authority over the project manager.
    6. There is no defined hierarchy. Resources are brought together specifically for the purpose of a project. At the end of each project, resources are either reassigned to another project or returned to a resource pool.

    Matrix organization

    A combination of functional and projectized.

    A matrix hierarchical structure with the lowest row highlighted and the note 'Project coordination'. 'Chief Executive' at the top, 'Functional Managers' in the middle, mainly 'Staff' at the bottom, except one 'Project Manager' who coordinates across functions.
    Adapted from ProjectEngineer, 2019
    1. A matrix organization is a blended organizational structure. Although a functional hierarchy is still in place, the project manager is recognized as a valuable position and is given more authority to manage the project and assign resources.
    2. Matrix organizations can be classified as weak, balanced, or strong based on the relative authority of the functional manager and project manager. If the project manager is given more of a project coordinator role, then the organization is considered a weak matrix. If the project manager is given much more authority on resources and budget spending, the organization is considered a strong matrix.
    3. Matrix structures evolve in response to the rise of large-scale projects in contemporary organizations. These projects require efficient processing of large amounts of information.
    4. Working in a matrix organization is challenging and structurally complex. Employees have dual reporting relationships – generally to both a functional manager and a project and/or product manager. However, if done well, it offers the best of both worlds.
    5. The matrix organization structure usually exists in large and multi-project organizations. Here they can move employees whenever and wherever their services are needed. The matrix structure has the flexibility to transfer the organization’s talent by considering employees to be shared resources.

    The project management office

    The vast majority of PMOs are understaffed and underequipped.

    • They are often born out of necessity or desperation.
    • They have no long-terms goals; they tend to go from year to year trying to meet the organization’s needs.
    • They don’t have clear mandates, so it is difficult to determine how they are providing value.
    • Over time (and sometimes even from day one), project management offices find that other tasks fall into their area of responsibility. This often happens when the work has nowhere else to go.
    • Resource management is the challenge, both in terms of being able to allocate skilled resources to projects and within the PMO itself. Staffing gaps within the PMO are often met by individuals wearing more than one hat.

    A stock photo of a circle of chairs in a field being occupied by only two people.

    2.1.2 Map your current structure

    30 minutes to 1 hour

    Input: Current org. charts and PMO structures, Info-Tech’s PMO Function Matrix

    Output: Structure chart

    Materials: Whiteboard/flip charts

    Participants: PMO director and/or portfolio manager, PMO staff, Project managers

    1. As a group, review your current organizational and PMO structure.
    2. Map out both, or if your PMO is small, map out how it fits into the overall structure.
      • Make sure to think about your process, reporting structures, and escalation hierarchies.
      • Consider the capabilities on slide 59 as you work.
      • Use the sample structure on the next page as a guide.

    Stock image of a business hierarchy.

    Sample PMO structure

    Sample PMO structure with 'PMO Director' at the top. 'Portfolio Administrator' below, but not directly in charge of others. Then 'Program Manager', 'Change Manager', 'Resource Management Analyst', 'Business Relationship Manager', and 'Business Analyst' all report to the PMO Director. Below 'Program Manager' are two 'Project Managers' then 'Project Coordinator'. Stock photo of a hand placing a puzzle piece of a business person on it into a puzzle.

    Info-Tech’s PMO Function Matrix

    Info-Tech’s potential PMO capabilities are in the header of the table below.

    Portfolio Management Resource Management Project Management Organizational Change Management PMO Governance
    Recordkeeping and bookkeeping Strategy management Assessment of available supply of people and their time Project status reporting PM SOP
    (e.g. feed the portfolio, project planning, task managing)
    Benefits management Technology and infrastructure
    Reporting Financial management HR Security
    PMIS Intake Matching supply to demand based on time, cost, scope, and skill set requirements Procurement and vendor management Legal Financial
    CRM/RM/BRM Program management
    Tracking of utilization based on the allocations Quality Intake
    Time Accounting PM services
    (e.g. staffing project managers or coordinators)
    Quality assurance Organizational change management Project progress, visibility, and process
    Forecasting of utilization via supply-demand reconciliation Closure and lessons learned
    Administrative support PM Training

    2.1.3 Inventory assessment

    30-45 minutes

    Input: Understanding of your current situation regarding project intake and process

    Output: Survey results

    Materials: Whiteboard/flip charts

    Participants: PMO director and/or portfolio manager, PMO staff, Project managers

    When staffing your PMO, it is important to understand your current situation regarding project intake and process.

    Answer the following questions, and be as detailed as possible:

    • What is your project intake process?
    • How many projects do you currently have?
    • How many people lead projects?
    • Are those who lead projects distributed (federated) or centralized?
    • What tools do you use to manage your portfolio, projects, and resources?

    Stock image of a magnifying glass over an idea lightbulb surrounded by the six classic question words.

    2.1.4 Job description survey

    45 minutes to 1 hour

    Input: Tab 1 of the PMO Job Description Builder Workbook

    Output: List of current projects, processes, and tools

    Materials: PMO Job Description Builder Workbook

    Participants: PMO director and/or portfolio manager, PMO staff, Project managers

    On tab 1 of the PMO Job Description Builder Workbook, use the survey to help determine potential role requirements across various project portfolio management, project management, business analysis, and organizational change management activities.

    Follow these steps to complete the survey:

    1. Consider the role that you are trying to fill.
    2. Read each question carefully and use the drop-down menu to answer whether the activity in column C is a core, ancillary, or out-of-scope job duty.

    Download the PMO Job Description Builder Workbook

    2.1.4 Job description survey continued

    Sample of the Job Description Survey with questions and responses.

    Step 2.2

    Build Job Descriptions

    Activities
    • 2.2.1 Analyze Survey Results
    • 2.2.2 FTE Analysis
    • 2.2.3 Create Your Job Descriptions

    This step will walk you through the following activities:

    • Complete the PMO Job Description Builder Workbook
    • Create job descriptions

    This step involves the following participants:

    • PMO director and/or portfolio manager
    • PMO staff/stakeholders
    • Project managers

    Outcomes of this step

    • PMO org. chart
    • Completed job descriptions

    Staff Your PMO for Resilience

    Step 2.1 Step 2.2

    2.2.1 Analyze survey results

    30 minutes

    Tab 2 of the PMO Job Description Builder Workbook shows the survey results from tab 1.

    The job activities are ranked in a prioritized list. The analysis will help you determine if you require a portfolio manager, program manager, project manager, business analyst, organizational change manager, or a combination.

    Follow these steps to analyze your results:

    • Digest the prioritized ranking. The job activities are ranked in a prioritized list (from most essential to the role to least essential) in column D. The core process or capability that corresponds to each activity is listed in column C.
    • Use the drop-down menu in column F to decide if the core job duties and ancillary job duties will or will not be included in the role description. Out-of-scope activities will automatically be removed.

    Screenshot of the 'Job Description Survey Results' from the PMO Job Description Builder Workbook.

    Download the PMO Job Description Builder Workbook

    2.2.2 FTE analysis

    30 minutes

    Input: Tab 3 of the PMO Job Description Builder Workbook

    Output: Total estimated monthly time commitments, Preliminary FTE analysis

    Materials: PMO Job Description Builder Workbook

    Participants: PMO director and/or portfolio manager, PMO staff, Project managers

    Tab 3 of the PMO Job Description Builder Workbook is used to complete the FTE analysis.

    Download the PMO Job Description Builder Workbook

    2.2.2 FTE analysis continued

    Screenshot of the 'FTE analysis' on tab 3 of the PMO Job Description Builder Workbook. It has a table with columns for 'Rank', 'Process', 'Activity', and 'Est. Monthly Time Commitments (aka Column E)' with note 'Base these initial estimates on the number of projects and project teams, as well as the number of internal and external customers and stakeholders'. There is also a table of totals with a pie chart of the 'Distribution of Role Responsibilities'. The value for 'Total Estimated Monthly Timing Commitment' is in cell J5, and the note for the value of 'Preliminary FTE Analysis' is 'If your preliminary FTE analysis comes out to be more than 1 FTE, you may want to revisit your analysis on tabs 1 and 2 to further limit this role, or to further delineate it across multiple roles and FTEs'.

    On tab 3, use column E to estimate the monthly time commitments required for each activity in the role.

    Tip: Base estimates on the number of projects and project teams as well as the number of internal and external stakeholders across the portfolio(s) of projects and programs.

    Cell J5 will provide a preliminary recommended FTE count for the role.

    Job description content

    Screenshot of the 'Job Description Content' section of the PMO Job Description Builder Workbook.

    This is an output tab based on your analysis in tabs 1 and 2. Copy and paste the content and add it under the relevant heading in Info-Tech's Blank Job Description Template later in this blueprint.

    Screenshot of the 'Blank Job Description Template' section of the PMO Job Description Builder Workbook.

    For each capability you are including in your job description, there is a list of common certifications. These can also be copied and pasted into the Blank Job Description Template.

    Download the PMO Job Description Builder Workbook

    How to determine the roles in your PMO

    It’s not black and white.

    While your PMO should have someone to lead the team, aside from that it’s hard to be specific about the exact roles your PMO needs without understanding the needs of your organization.

    This is why it’s important to define your PMO first. Your team members should best support the function and capabilities of your PMO.

    For example:

    • If you want to provide a training program to project managers, you’ll need your PMO to have people with experience delivering training and with experience having done the job before.
    • If your PMO provides management information and deep portfolio analysis, you’ll need someone on the team who knows their way around data analysis tools.

    You should have a mix of skills in the PMO team, each complementing the others. You may have administrators and coordinators, data analysts and software experts, trainers, coaches, and senior managers.

    “If you want to go fast, go alone. If you want to go far, go together.” (African proverb)

    Managing projects and building PMOs are not the same thing

    Your best project manager should be running projects, and, no, they can’t do both.

    • Your new PMO needs a leader to get it off the ground, but don’t assume that the best project manager is best suited to build the PMO. The goal-oriented passion of a successful project manager may prove to be antithetical to the forward-looking finesse and political acumen needed to develop and staff the PMO as an organizational unit. Avoid the common mistake of promoting effective people into positions where they become ineffective, a concept often referred to as “The Peter Principle.”
    • You can’t determine if your best project manager fits the PMO leadership role if the PMO’s role isn’t clearly defined. Carefully define and clearly articulate the PMO’s role to understand the skill set needed to develop and lead your PMO.
    • Project managers often propose to create a PMO without considering the fit with project portfolio management and organizational change management. If the leadership doesn’t understand the magnitude of what is being requested, they may well think a project manager is best suited to run the PMO. The prestige and/or compensation is attractive, but project managers will often spin their wheels and naturally focus on what they know how to do: manage projects. Start with a PMO design to align with business expectations.

    The Peter Principle

    The Peter Principle was first introduced by Canadian sociologist Laurence Johnston Peter describing the pitfalls of bureaucratic organizations. The original principle states that "in a hierarchically structured administration, people tend to be promoted up to their level of incompetence.” The principle is based on the observation that whenever someone succeeds at their job, the organizational response is to promote them, thus people will continue to be promoted until they reach a point where they’re no longer excelling at their job. At that point, they would no longer be promoted. Followed to its logical conclusion, organizations will continue to take successful people and rotate them to new positions until they are no longer effective.

    PMO Director/Lead

    Job overviews for different kinds of PMO directors.

    The job descriptions on the next few pages are associated with the descriptive headings, but it is important to recognize that these diverse roles can all fall under the job title of PMO director.

    Portfolio Management

    As PMO director, you will oversee the throughput of IT projects using portfolio management, project management, and organizational change management disciplines.

    You and your team will directly manage the intake of new project requests, the preparation of evaluation-ready project proposals, and the handoff of approved project initiation documents to project managers in other departments. You will forecast and track the availability of people to do the project work throughout the project life cycle. You will publish monthly and annual portfolio reporting based on information collected from the project teams, and you will oversee the closure of projects with follow-up reporting to those who approved them.

    From time to time, the PMO may be required to identify projects that should be frozen or canceled based on criteria set forth by the leadership and/or industry best practices.

    While currently out of scope, successful candidates should be comfortable with the possibility that the PMO may required to develop full life cycle organizational change management in the future. As well, experienced project managers in the PMO may be required to manage high-risk, high-visibility projects from time to time.

    PMO Director/Lead

    Job overviews for different kinds of PMO directors.

    Project Management

    As PMO director, you will oversee a team of professional project managers who are responsible for the company’s high-risk, high-visibility, and strategic projects.

    You and your team will receive initiation documents and assigned resourcing for approved projects from the company’s authorized decision makers. You will manage the fulfillment of the project requirements, providing regular status updates to project and portfolio stakeholders and escalating concerns when projects are struggling to meet their commitments for scope, cost, and timelines.

    Over time, the PMO will take on an increasing role in organizational change management. The PMO will transition its focus from project delivery to business outcomes. Over time, the PMO will transition project sponsors from articulating requirements to delivering results.

    Project Policy

    As PMO director, you will oversee the establishment, support, and promotion of company-wide standards for project management.

    You and your team will modernize and maintain the company policy manuals and processes for everything related to project management. You will adapt our legacy PMBOK-based standards to cover iterative project management approaches as well as the more formal approaches required for construction projects, outsourced projects, and a wide variety of non-IT projects.

    PMO Director/Lead

    Job overviews for different kinds of PMO directors.

    Project Governance

    As PMO director, you will oversee the governance of project spending, delivery, and impact.

    You and your team will ensure that project proposals address the broad needs of the organization via strategic alignment, operational alignment, appropriateness of timing, identification and management of risk, and ability to execute. You will represent the needs and interests of the shareholder, ratepayer, or constituent by validating adherence to the organization’s published policies for project, portfolio, and organizational change management.

    The PMO is independent from the broader information technology division and will retain a mandate to ensure transparency and disclosure relative to the consumption of the organization’s scarce resources in the pursuit of high-risk IT projects.

    Stock photo of a compass pointing in the direction of leadership.

    Info-Tech sample job descriptions

    Use the sample job descriptions available with this blueprint as a guide when creating your descriptions.

    1. PMO Director
    2. Portfolio Manager
    3. Portfolio Administrator
    4. Project Manager
    5. Project Coordinator
    6. Resource Management Analyst
    1. Program Manager
    2. Change Manager
    3. Business Analyst
    4. Business Relationship Manager
    5. Product Owner
    6. Scrum Master

    Stock photo of a pen resting on a 'job duties' section of a job description.

    2.2.3 Create your job descriptions

    30 minutes

    Input: PMO Job Description Builder Workbook

    Output: Job descriptions

    Materials: Blank Job Description Template

    Participants: PMO director and/or portfolio manager, PMO staff, Project managers

    When you’ve determined the roles you need, you can start creating your job descriptions. If none of our out-of-the-box, pre-populated job description templates suit your needs, use the results of Info-Tech’s PMO Job Description Builder Workbook and the Blank Job Description Template to create your purpose-built job description.

    Follow these steps to create your job description:

    1. Copy the content from tab 4 of the PMO Job Description Builder Workbook and paste it under the relevant headings in the “Responsibilities” section of the Blank Job Description Template. Delete any unused headings if they are not relevant to your role. Additionally, use the list of common certifications on tab 4 of the Workbook to inform that section of the Blank Job Description Template.
    2. Use the sample job descriptions on the blueprint landing page as a guide for filling out the remaining sections of the document.

    Download the Blank Job Description Template

    2.2.3 Create your job descriptions continued

    Screenshot of the Blank Job Description Template.

    Prepare an Actionable Roadmap for Your PMO

    Phase 3

    Prepare an Actionable Roadmap for Your PMO

    Phase 1

    • 1.1 Get a Common Understanding of Your PMO Options
    • 1.2 Determine Where You Are and Engage Your Leadership

    Phase 2

    • 2.1 Identify Organizational Design
    • 2.2. Build Job Descriptions

    Phase 3

    • 3.1 Create Roadmap
    • 3.2 Governance and OCM

    Having a strategy is essential but real value and benefits are delivered through projects

    9.9% of every dollar is wasted due to poor project performance

    52% of projects are delivered to stakeholder satisfaction

    51% of projects are likely to meet original the goal and business intent
    (Source: Project Management Institute, 2018)

    You’re always going to have troubled projects

    Have the organizational discipline to step away from the mess and develop a plan.

    • The world of modern project management has been in place for over 50 years and yet business leaders still seem to put the pressure on troubled projects instead of broken processes.
    • With higher portfolio maturity comes higher performance, warranting investment in the PMO.
    • Instead of alternative cost-reduction measures, such as stopping an individual project, we find that PMO resources (or the entire PMO) are being cut. In most cases, this demonstrates a lack of understanding of the value of portfolio management processes and related impacts.
    • Plan for a series of improvements over time so you’re not continually using your PMO resources on troubled projects. Instead, maintain an ongoing focus on improvement.

    Stock photo of an axe stuck in a piece of wood.
    “If I had six hours to chop down a tree, I’d spend the first four hours sharpening the axe.” (Anonymous woodsman)

    All improvements cannot be done at once

    • The difference in a winning PMO is determined by a roadmap or plan created at the beginning.
    • Leaders should understand the full scope of the plan before committing their teams to the project.
    • All improvements cannot be done at once. The best PMOs create an approach of overall governance and strictly adhere to it. After the approach is defined, a roadmap can be plotted, executed, and delivered effectively.
    • The exercise of creating a roadmap is less about the plan and more about raising the level of understanding for stakeholders.
    • We often find that the PMO is ahead of the business's views of how the PMO can support and add value to the business. A lot of effort is spent trying to convince businesses of the value of a PMO, usually without complete success.
    • The PMO needs to align to the strategic goals of the business, providing the business understands or accepts that alignment. By aligning your roadmap activities to business drivers, you are more likely to get ownership from the business for the initiatives.
    Stock image of a winding path between two map markers.

    A PMO can benefit your business and organization as a whole

    Your PMO can:

    1. Help to align the project or portfolio with a focus on the future strategy of the organization.
    2. Be a mechanism to deliver projects successfully, keep them on track, and report when scheduling, budget, and other scope issues could derail the project.
    3. Create a portfolio of projects and understand the links and dependencies between the projects. This provides you with a bird's-eye view to make better decisions based on changes as they arise.
    4. Facilitate better communications with customers and stakeholders.
    5. Enforce project management governance and ensure consistent standards throughout the organization.
    6. Strategize on how to best use shared resources and best use them productively.

    “If you run projects and the projects have a significant level of cost or have significant level of impact, then you can really benefit from a PMO. Certainly, the larger the projects, the bigger the budget, the more there are projects, then the more you can benefit from a PMO.” (Michael Fritsch, Vice President PMO, Confoe)

    “PMOs are there to ensure project and program success and that’s critical because organizations deliver value through projects and programs.” (Brian Weiss, Vice President, Practitioner Career Development, Project Management Institute)

    Step 3.1

    Create Roadmap

    Activities
    • 3.1.1 Business Goals
    • 3.1.2 Roadmap
    • 3.1.3 Resources

    This step will walk you through the following activities:

    • Determine business goals
    • Create roadmap
    • Establish resources

    This step involves the following participants:

    • PMO director and/or portfolio manager
    • PMO staff/stakeholders
    • Project managers

    Outcomes of this step

    • PMO roadmap aligned to business goals

    Prepare an Actionable Roadmap for Your PMO

    Step 3.1 Step 3.2

    3.1.1 Business goals and priorities

    30 minutes

    Input: Business strategies and goals, Current PMO org. chart

    Output: An initial short, medium, long-term roadmap of initiatives

    Materials: Whiteboard/flip charts, Sticky notes, Slide 83

    Participants: IT leaders/CIO, PMO director and/or portfolio manager, PMO staff, Project managers

    When you are determining what your PMO will provide in the future, it is important to align the ambition of the PMO with the maturity of the business. Too often, a lot of effort is spent trying to convince businesses of the value of a PMO.

    Before you develop your roadmap, try to seek out the key strategies that the business is currently driving to get the proper ownership for the proposed initiatives.

    • What does leadership want to accomplish?
    • What are the key strategies the business is currently driving?
    • What are the current pain points?

    Once you’ve established the business strategies, start mapping out your initiatives:

    • For each initiative, consider the activities you think will work best to take you from your current to future state. It’s okay to keep this high level, we will break them down later in the blueprint.
    • Don’t place activities on a roadmap with dates yet. Use the table on the next slide to record the activities against each initiative at a high level.
    Current State Business Strategies PMO Initiatives Future State Business Strategies
    Short Term Medium Term Long Term
    Portfolio Management Project Intake Process
    Triage Process
    Project Levelling
    Book of Record
    Approval
    Prioritization
    Reporting
    Resource Allocation
    Resource Management
    Project Management Standardize Project Management
    Methodologies
    PM Training
    Organizational Change Management Benefits
    Governance Project progress, visibility, and process
    Documentation

    3.1.2 Create your roadmap

    1-2 hours

    Services should be introduced gradually and your PMO roadmap should clearly highlight this and explain when key deliverables will be achieved.

    Consider the below top-level tasks and add any others that pertain to your organization:

    • Enable Transition
    • Establish Governance
    • Organizational Chart
    • Technology and Infrastructure
    • Develop Portfolio Management Capabilities and Guidelines
    • Standardize Project Management Methodology
    • Organizational Change Management
    • Strategy Management

    Download Info-Tech’s PMO MS Project Plan Sample to see a full list of top-level tasks and second-level tasks. Once done, you can visually plot the tasks on a roadmap. See the next few slides for roadmap visuals.

    Stock photo of median lines on a road with the years 2021-2023 painted between them.

    Download the PMO MS Project Plan Sample

    Screenshot of PMO MS Project Plan Sample

    Screenshot of PMO MS Project Plan Sample with notes point out the headings as 'Top-level hierarchy' and the list contents as 'Second-level-hierarchy'.

    Sample roadmap

    A sample roadmap with column headers 'Task' and 'Q1', 'Q2', 'Q3', 'Q4', and 'Q1' with 3 months beneath each quarter. Under 'Task' are 'Establish Tradition', 'Establish Governance', 'Organizational Chart', and 'Technology and Infrastructure'; these are the 'Top-level-hierarchy'. There are arrows laid out in the table cross section with different steps; these are the 'Second-level hierarchy'.

    Sample roadmap

    A sample roadmap with monthly column headers 'Jan' through 'Jun'. Rows are 'Develop Portfolio Management Capabilities and Guidelines', 'Standardize Project Management Methodology', and 'Design Resource Management Process'. There are processes laid out in the table cross section that are color-coded as 'Completed', 'In progress', and 'Planned'.

    Consider the resources you will need

    Use these Info-Tech resources to make sure your roadmap will be successful.

    Finances – Understand and be transparent about the real costs of your project.

    People – Strategize according to skill sets and availability. Use the org. chart in phase 2 of this blueprint as a starting place (slide 58).

    Assets – Determine the tangible resources you may buy like software and licenses.

    Stock photo of a thinking man.

    3.1.3 Define resources

    30 minutes

    Input: Project documentation, Current resources

    Output: List of resources for your PMO

    Materials: Whiteboard/flip charts

    Participants: IT leaders/CIO, PMO director and/or portfolio manager, PMO staff, Project managers

    Resources for your projects include staff, equipment, and materials. Resource management at the PMO level will help you manage those resources, get visibility into projects, and keep them moving forward. Be sure to consider the resources that will get your PMO off the ground.

    Determine the resources you currently have and the resources your PMO will need and add them to your strategic plan:

    1. Finances — It’s essential that you know, and are transparent about, the real cost of creating your PMO and new process. Don’t forget to consider post deployment costs as well.
    2. People — Every project depends on the skill sets that individual team members bring to the table. Strategize according to these skill sets and their availability for the duration of a project. Some team members may have other work responsibilities and limited time for the project, so you need to accommodate this.
    3. Assets — These include the tangible resources you may have to buy, lease, or arrange for, such as workspace, software and licenses, computer hardware, testing equipment, and so on.

    Step 3.2

    Governance and OCM

    Activities
    • 3.2.1 Governance
    • 3.2.2 OCM
    • 3.2.3 Perform a Change Impact Analysis
    • 3.2.4 Determine Dimensions of Change
    • 3.2.5 Determine Depth of Impact

    This step will walk you through the following activities:

    • Assess/understand governance
    • Conduct impact analysis

    This step involves the following participants:

    • PMO director and/or portfolio manager
    • PMO staff/stakeholders
    • Project managers

    Outcomes of this step

    • Governance Structures
    • Organizational Change Management Impact Analysis Tool

    Prepare an Actionable Roadmap for Your PMO

    Step 3.1 Step 3.2

    Clearly define the authority your PMO will have

    The following section includes slides from Info-Tech’s Make Governance Adaptable blueprint. Download the blueprint to dive deeper into IT governance.

    Governance is an important part of building a strong PMO. A PMO governance framework defines the authority and the support it requires to maximize portfolio and project management capabilities throughout the business. It should sit within your overall governance framework and as the PMO matures, its roles and responsibilities will also change to adapt with business demands and additional capabilities.

    Your framework can:

    • Specify PMO authority
    • Introduce and apply process standards, polices, and directives as it pertains to project and portfolio management
    • Facilitate executive and leadership involvement
    • Foster a collaborative environment between the PMO and the business

    A PMO governance framework enables PMO leaders to establish the common guidelines and manage the distribution of authority given to the PMO.

    Visit Make Your IT Governance Adaptable

    Stock photo of a group working together.

    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 – 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 governing decisions.
    7. The goals and strategy of the organization are not known or understood, leaving nothing for IT governance to orient around.
    Five 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. Overallocation of resources – There is a lack of clear understanding of capacity and value in work to be done, leading to consistent underestimation of required resources and resource overallocation.
    3. Decisions are changed outside of committee – Decisions that are made or initiatives that are approved are changed when the proper decision makers are involved or the right information becomes available.
    4. Decisions conflict with organizational direction – Governance decisions conflict with organizational needs, showing a visible lack of alignment and behavioral disconnects that work against organizational success. Often due to power that’s not accounted for within the structure.
    5. Consistently poor outcomes are produced from governance direction – Lack of business acumen in members and relevant data or understanding of organizational goals drives poor measured outcomes from the decisions made in the committee.

    IT PMO

    Chair:
    Updated:

    Mandate

    Ensure business value is achieved through information and technology (IT) investments by aligning strategic objectives and client needs with IT initiatives and their outcomes.

    Committee Goals

    • Maximize throughput of the most valuable projects
    • Ensure visibility of current and pending projects
    • Minimize resource waste and optimize of alignment of skills to assignments
    • Clarify accountability for post-project benefits attainment and facilitate the tracking/reporting of those benefits
    • Drive approval and prioritization of IT initiatives based on their alignment with business goals and strategy
    • Establish a consistent process for handling intake/demand

    Committee Metrics

    • % of approved IT initiatives that measure benefit achievement upon completion
    • % of IT initiatives with direct alignment to organizational strategic direction
    • % of initiatives approved by exception

    Decisions and responsibilities by purpose

    Responsibilities
    STRATEGIC ALIGNMENT

    Ensure initiatives align with organizational objectives
    Embed strategic goals and prioritization approach within process
    Define intake approach

    VALUE DELIVERY
    • Ensure all IT initiatives have a defined value expectation (excepting innovation activities)
    • Approve and prioritize IT initiatives based on value
    RISK MANAGEMENT

    Assess risk as a factor of prioritizing and approving initiatives

    RESOURCE MANAGEMENT

    Decide on the allocation of IT resources

    PERFORMANCE MEASUREMENT

    Ensure process is in place to measure and validate performance of IT initiatives

    Committee Membership
    Role

    CIO, Product Owner, Service Owner, IT VPs, BRM, PMO Director, CISO/CRO

    Individual

    IT Steering Committee

    Chair:
    Updated:

    Mandate

    Ensure business value is achieved through information and technology (IT) investments by aligning strategic objectives and client needs with IT initiatives and their outcomes.

    Committee Goals

    • Align IT initiatives with organizational goals
    • Evaluate, approve, and prioritize IT initiatives
    • Approve IT strategy
    • Reinforce (if provided) or establish risk appetite and threshold
    • Confirm value achievement of approved initiatives
    • Set target investment mix and optimize IT resource utilization

    Committee Metrics

    • % of approved IT initiatives that meet or exceed value expectation
    • % of IT initiatives with direct alignment to organizational strategic direction
    • Level of satisfaction with IT decision making
    • % of initiatives approved by exception

    Committee Overview

    Committee Name Committee Membership Mandate
    Executive Leadership Committee CEO, CFO, CTO, CDO, CISO/CRO, CIO, Enterprise Architect/Chief Architect, CPO Provide strategic and operational leadership to the company by establishing goals, developing strategy, and directing/validating strategic execution.
    Enterprise Risk Committee CISO/CRO, CPO, Enterprise Risk Manager, BU Leaders, CFO, CTO, CDO Govern enterprise risks to ensure that risk information is available and integrated to support governance decision making. Ensure the definition of the organizational risk posture and that an enterprise risk approach is in place.
    IT Steering Committee CIO, Product Owner, Service Owner, IT VPs, BRM, PMO Director, CISO/CRO Ensure business value is achieved through information and technology (IT) investments by aligning strategic objectives and client needs with IT initiatives and their outcomes.
    IT Risk Council IT Risk Manager, CISO, IT Directors Govern IT risks within the context of business strategy and objectives to align the decision-making processes towards the achievement of performance goals. It will also ensure that a risk management framework is in place and risk posture (risk appetite/threshold) is defined.
    PPM Portfolio Manager, Project Managers, BRMs Ensure the best alignment of IT initiatives and program activity to meet the goals of the business.
    Architectural Review Board Service/Product Owners, Enterprise Architects, Chief Architect, Domain Architects Ensure enterprise and related architectures are managed and applied enterprise-wise. Ensure the alignment of IT initiatives to business strategy and architecture and compliance to regulatory standards. Establish architectural standards and guidelines. Review and recommend initiatives.
    Change Advisory Board Service/Product Owner, Change Manager, IT Directors or Managers Ensure changes are assessed, prioritized, and approved to support the change management purpose of optimizing the throughput of successful changes with a minimum of disruption to business function.

    Decisions and responsibilities by purpose

    Responsibilities
    STRATEGIC ALIGNMENT
    • Ensure initiatives align with organizational objectives
    • Approve strategies and policies that ensure the organization benefits from IT
    • Propose innovative uses of IT to enable the business to compete and perform better
    • Make decisions that account for human preferences and behavior
    VALUE DELIVERY
    • Validate the achievement of benefits from IT initiatives
    • Ensure all IT initiatives have a defined value expectation (excepting innovation activities)
    • Ensure stakeholder value and value drivers are understood
    • Prioritize IT work based on value
    • Define a prioritization approach with stakeholders
    RISK MANAGEMENT
    • Ensure creation, maintenance, and observation of policies and procedures, ensuring conformance where needed
    • Ensure ethical behavior in IT
    • Ensure IT meets the requirements of laws, regulations, and contracts
    • Develop or reinforce the risk appetite and threshold
    • Ensure risk management framework is in place
    RESOURCE MANAGEMENT
    • Identify the target investment mix
    • Decide on the allocation of IT resources
    • Define required IT capabilities
    PERFORMANCE MEASUREMENT
    • Confirm that IT supports business processes with the right capabilities and capacity
    • Ensure data is up to date and secure
    • Monitor the extent to which prioritization of IT resources matches organizational objectives
    • Measure extent to which IT supports the business
    • Measure adherence to regulations
    Committee Membership
    Role

    CIO, Product Owner, Service Owner, IT VPs, BRM, PMO Director, CISO/CRO

    Individual

    Sample Governance Model

    A sample governance model with four levels and roles dispersed throughout the levels with arrows indicating hierarchy. The levels are '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', 'Strategic: Ensures IT initiatives, products, and services are aligned to organizational goals and strategy and provide expected value. Ensure adherence to key principles', 'Tactical: Ensures key activities and planning are in place to execute strategic initiatives', and 'Operational: Ensures effective execution of day-to-day functions and practices to meet their key objectives'. Roles in Enterprise are 'Board', 'Executive Leadership Committee', and 'Enterprise Risk Committee'. Roles in Strategic are 'IT Steering Committee', plus three half in Strategic, 'IT PMO', 'Architectural Review Board', and 'IT Risk Council'. One role is half in Strategic and half in Tactical, 'Change Advisory Board'.

    3.2.1 Governance and authority

    1-3 hours

    Input: List of key tasks

    Output: Initial Authority Map

    Materials: Whiteboard/flip charts, Sticky notes, Strategic Plan

    Participants: IT leadership, Portfolio Manager (PMO Director), PMO Admin Team, Project Managers

    Now that you’ve determined the activities on your roadmap, it’s important to determine who is going to be responsible for the following:

    • Intake Scoring
    • Project Approvals
    • Staffing and Resource Management
    • Portfolio Reporting
    • Communications and Organizational Change Management
    • Benefits Attainment
    • Formalized Project Closure
    1. For each task have participants discuss who is ultimately accountable for the decision and who has the ultimate authority to make that decision.
    2. Place the sticky notes on the swim lanes in the strategic plan to represent the area or person has authority over it.
    3. Add all initiatives to your PMO governance framework.

    Download the PMO Strategic Plan

    Governance and Authority

    Committee Name Committee Membership
    Executive Leadership Committee CEO, CFO, CTO, CDO, CISO/CRO, CIO, Enterprise Architect/Chief Architect, CPO
    Enterprise Risk Committee CISO/CRO, CPO, Enterprise Risk Manager, BU Leaders, CFO, CTO, CDO
    IT Steering Committee CIO, Product Owner, Service Owner, IT VPs, BRM, PMO Director, CISO/CRO
    IT Risk Council IT Risk Manager, CISO, IT Directors,
    PPM Portfolio Manager, Project Managers, BRMs
    Architectural Review Board Service/Product Owners, Enterprise Architects, Chief Architect, Domain Architects
    Change Advisory Board Service/Product Owner, Change Manager, IT Directors or Managers

    PMO Governance Framework

    PMO Authority
    • Resource Management
    • Customer Relationship
    • Vendor & Contractor Relationships
    • Intake and Scoring
    • Project Approvals
    • Organizational Change Management
    Standards and Policies
    • Portfolio Management Process
    • Project Governance
    Guidelines
    • Project Classification Guidelines
    Executive Oversight
    • Establish Steering Committees
    • Sponsorship
    • Spending Authorization
    • Execution Oversight
    • Spending Cessation
    • Benefits Attainment
    • Organizational Change Management

    Customize groupings as appropriate.

    Document key achievements governance initiatives.

    Completed projects aren’t necessarily successful projects

    The constraints that drive project management (time, scope, and budget) are insufficient for driving the overall success of project efforts.

    For instance, a project may come in on time, on budget, and in scope, but…

    • …if users and stakeholders fail to adopt…
    • …and the intended benefits are not achieved...

    …then that “successful project” represents a massive waste of the organization’s time and resources.

    Organizational change management (OCM) is a supplement to project management that is needed to ensure the intended value is realized. It is the practice through which the PMO or other body can improve user adoption rates and maximize project benefits. Without it, IT might finish the project but the business might fail to recognize the intended benefits.

    Start with next step and refer to Info-Tech research on OCM for a deeper dive. Impact analysis is the cornerstone of any OCM strategy. By shining a light on considerations that might have otherwise escaped project planners and decision makers, an impact analysis is an essential component to change management and project success.

    Change Impact Analysis

    1. It is important to establish a process for analyzing how the change of your PMO roadmap processes will impact different areas of the business and how to manage these impacts. Analyze change impacts across multiple dimensions to ensure nothing is overlooked.
    2. A thorough analysis of change impacts will help the PMO processes:
      • Bypass avoidable problems.
      • Remove non-fixed barriers to success.
      • Acknowledge and minimize the impacts of unavoidable barriers.
      • Identify and leverage potential benefits.
      • Measure the success of the change.

    3.2.2 Perform a change impact analysis to make your planning more complete

    Use Info-Tech’s Organizational Change Impact Analysis Tool to weigh all the factors involved in the change.

    Info-Tech’s Organizational Change Impact Analysis Tool helps to document the change impact across multiple dimensions, enabling you to review the analysis with others to ensure that the most important impacts are captured. The tool also helps to effectively monitor each impact throughout project execution.

    • Change impact considerations can include products, services, states, provinces, cultures, time zones, legal jurisdictions, languages, colors, brands, subsidiaries, competitors, departments, jobs, stores, locations, etc.
    • Each of these dimensions is an MECE (Mutually Exclusive, Collectively Exhaustive) list of considerations that could be impacted by the change. For example, a North American retail chain might consider “Time Zones” as a key dimension, which could break down as Newfoundland, Atlantic, Eastern, Central, Mountain, and Pacific.

    Sample of the Organizational Change Impact Analysis Tool.

    Download the Organizational Change Impact Analysis Tool

    3.2.3 Assess the current state of your project environment

    15 minutes

    The “2. Set Up” tab of the Impact Tool is where you enter project-specific data pertaining to the change initiative.

    The inputs on this tab are used to auto-populate fields and drop-down menus on subsequent tabs of the analysis.

    Document the stakeholders (by individual or group) associated with the project who will be subject to the impacts.

    You are allowed up to 15 entries. Try to make this list comprehensive. Missing any key stakeholders will threaten the value of this activity as a whole.

    If you find that you have more than 15 individual stakeholders, you can group individuals into stakeholder groups.

    Sample of the Impact Analysis Tool Set-Up Tab. There is a space for 'Project Name' and a list of 'Project Stakeholders'.
    Keep in mind…

    An impact analysis is not a stakeholder management exercise.

    Impact assessments cover:

    • How the change will affect the organization.
    • How individual impacts might influence the likelihood of adoption.

    Stakeholder management covers:

    • Resistance/objections handling.
    • Engagement strategies to promote adoption.

    We will cover the latter in the next step.

    3.2.4 Determine the relevant considerations for analyzing the change impacts

    15-30 minutes

    Use the survey on tab 3 of the Impact Analysis Tool to determine the dimensions of change that are relevant.

    The impact analysis is fueled by the 13-question survey on tab 3 of the tool.

    This survey addresses a comprehensive assortment of change dimensions, ranging from customer-facing considerations to employee concerns, to resourcing, logistical, and technological questions.

    Once you have determined the dimensions that are impacted by the change, you can go on to assess how individual stakeholders and stakeholder groups are affected by the change.

    Sample of the Change Impact Survey on tab 3 of the Impact Analysis Tool.
    Screenshot of tab “3. Impact Survey,” showing the 13-question survey that drives the impact analysis.

    Ideally, the survey should be performed by a group of project stakeholders together. Use the drop-down menus in column K to record your responses.

    Impacts will be felt differently by different stakeholders and stakeholder groups

    As you assess change impacts, keep in mind that no impact will be felt the same across the organization. Depth of impact can vary depending on the frequency (will the impact be felt daily, weekly, monthly?), the actions necessitated by it (e.g. will it change the way the job is done or is it simply a minor process tweak?), and the anticipated response of the stakeholder (support, resistance, indifference?).

    Use the Organizational Change Depth Scale below to help visualize various depths of impact. The deeper the impact, the tougher the job of managing change will be.

    Procedural
    Behavioral
    Interpersonal
    Vocational
    Cultural
    Procedural change involves changes to explicit procedures, rules, policies, processes, etc. Behavioral change is similar to procedural change, but goes deeper to involve the changing tacit or unconscious habits. Interpersonal change goes beyond behavioral change to involve changing relationships, teams, locations, reporting structures, and other social interactions. Vocational change requires acquiring new knowledge and skills and accepting the loss or decline in the value or relevance of previously acquired knowledge and skills. Cultural change goes beyond interpersonal and vocational change to involve changing personal values, social norms, and assumptions about the meaning of good vs. bad or right vs. wrong.
    Example: providing sales reps with mobile access to the CRM application to let them update records from the field. Example: requiring sales reps to use tablets equipped with a custom mobile application for placing orders from the field. Example: migrating sales reps to work 100% remotely. Example: migrating technical support staff to field service and sales support roles. Example: changing the operating model to a more service-based value proposition or focus.

    3.2.5 Determine the depth of each impact for each stakeholder group

    1-3 hours

    Tab “4. Impact Analysis” of the Analysis Tool contains the meat of the impact analysis activity.

    1. The “Impact Analysis” tab is made up of 13 change impact tables (see next slide for a screenshot of one of these tables).
      • You may not need to use all 13 tables. The number of tables you use coincides with the number of “yes” responses you gave in the previous tab.
      • If you do not need all 13 impact tables (i.e. if you do not answer “yes” to all thirteen questions in tab 2) the unused/unnecessary tables will not auto-populate.
    2. Use one table per change impact. Each of your “yes” responses from tab 3 will auto-populate at the top of each change impact table. You should go through each of your “yes” responses in turn.
    3. Analyze how each impact will affect each stakeholder or stakeholder group touched by the project.
      • Column B in each table will auto-populate with the stakeholder groups from the Set-Up tab.
    4. Use the drop-down menus in columns C, D, and E to rate the frequency of each impact, the actions necessitated by each impact, and the anticipated response of each stakeholder group.
      • Each of the options in these drop-down menus is tied to a ranking table that informs the ratings on the two subsequent tabs.
    5. If warranted, you can use the “Comments” cells in column F to note the specifics of each impact for each stakeholder/group.

    See the next slide for an accompanying screenshot of a change impact table from tab 4 of the Analysis Tool.

    Screenshot of “Impact Analysis” tab

    Screenshot of the Impact analysis tab of the Analysis Tool.

    The stakeholder groups entered on the Set Up tab will auto-populate in column B of each table.

    Your “yes” responses from the survey tab will auto-populate in the cells to the right of the “Change Impact” cells.

    Use the drop-down menus in this column to select how often the impact will be felt for each group (e.g. daily, weekly, periodically, one time, or never).

    “Actions” include “change to core job duties,” “change to how time is spent,” “confirm awareness of change,” etc.

    Use the drop-down menus to hypothesize what the stakeholder response might be. For the purpose of this impact analysis, a guess is fine. A more detailed communication plan can be created later.

    Review your overall impact rating to help assess the likelihood of change adoption

    Use the “Overall Impact Rating” on tab 5 to help right-size your OCM efforts.

    Based upon your assessment of each individual impact, the Analysis Tool will provide you with an “Overall Impact Rating” in tab 5.

    • This rating is an aggregate of each of the individual change impact tables used during the analysis and the rankings assigned to each stakeholder group across the frequency, required actions, and anticipated response columns.
    Projects in the red zone should have maximum change governance, applying a full suite of OCM tools and templates as well as revisiting the impact analysis exercise regularly to help monitor progress.

    Increased communication and training efforts, as well as cross-functional partnerships, will also be key for success.

    Projects in the yellow zone also require a high level of change governance.
    Screenshot of 'Overall Impact Rating' scale on tab 5 of the Analysis Tool.
    To free up resources for those OCM initiatives that require more discipline, projects in the green zone can ease up in their OCM efforts somewhat. With a high likelihood of adoption as is, stakeholder engagement and communication efforts can be minimized somewhat for these projects, so long as the PMO is in regular contact with key stakeholders.

    Use the other outputs on tab 5 to help structure your OCM efforts

    In addition to the overall impact rating, tab 5 has other outputs that will help you assess specific impacts and how the overall change will be received by stakeholders.

    Screenshot of the Impact Analysis Outputs on tab 5 of the Analysis Tool. There are tables ranking risk impacts and stakeholders, as well as an impact zone map.

    This table displays the highest risk impacts based on frequency and action inputs on tab 4.

    Here you’ll find the stakeholders, ranked again based on frequency and action, who will be most impacted by the proposed changes.

    These are the five stakeholders most likely to support changes, based on the Anticipated Response column on tab 4.

    The stakeholder groups entered on the Set Up tab will auto-populate in column B of each table.

    In addition to these outputs, this tab also lists top five change resistors and has an impact register and list of potential impacts to watch out for (i.e. your “maybe” responses from tab 3).

    Establish Baseline Metrics

    Baseline metrics will be improved through:

    • A strong PMO is one than can link performance to the overall goals of the organization.
    • Use these examples of KPIs to measure success.
    Metric KPI
    Portfolio Performance Return on Investment (ROI) for projects and programs
    Alignment of spend with objectives
    Resource Utilization Rate (hours allocated to projects actual vs. allocation)
    Customer/Stakeholder Satisfaction
    # of strategic projects approved vs. completed
    Project/Program Performance % of completed projects (planned vs. actual)
    % of projects completed on time (based on original due date)
    % of projects completed on budget
    % of projects delivering their expected business outcomes
    Actual delivery of benefits vs. planned benefits
    % of customer satisfaction
    Project manager satisfaction rating
    PMO % of approved IT initiatives that measure benefit achievement upon completion
    % of IT initiatives with direct alignment to organizational strategic direction

    Summary of Accomplishment

    Problem Solved

    Knowledge Gained
    • PMO Options and “Best Practices”
    • PMO Types
    • Key PMO Functions/Services

    The PMO staffing model that you use will depend on many different factors. It is in your hands to create and define what your staffing needs are for your organization.

    The success of your PMO is linked to the plan you create before executing on it.

    Processes Optimized
    • Establishing organizational need.
    • Getting situational awareness to build a solid foundation for the PMO.
    • Identifying organizational design and establishing PMO structure and staffing needs.
    • Creating an actionable roadmap.

    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

    Problem Solved

    Deliverables Completed
    • PMO Role Development Tool
    • Initial PMO Mandate
    • PMO Job Description Builder Workbook
    • PMO job descriptions
    • PMO Strategic Plan
    • Organizational Change Impact Analysis Tool

    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 Ugbad Farah.

    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.

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

    Sample of the Job Description Survey activity.
    Job Description Survey
    Use the survey to help determine potential role requirements across various project portfolio management, project management, business analysis, and organizational change management activities.
    Sample of the Job Descriptions builder activity.
    Create Your Job Descriptions
    Use the job descriptions as a guide when creating your own job descriptions based on the outputs from the tool.

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    Stock photo of the nose of a fighter jet. Set a Strategic Course of Action for the PMO in 100 Days
    Use your first 100 days as PMO leader to define a mandate for long-term success.

    Bibliography

    Alexander, Moira. “How to Develop a PMO Strategic Plan.” CIO, 11 July 2018. Web.

    Barlow, Gina, Andrew Tubb, and Grant Riley. “Driving Business Performance. Project Management Survey 2017.” KPMG, 2017. Accessed 11 Jan. 2022.

    Brennan, M. V., and G. Heerkens. “How we went from zero project management to PMO implementation—a real life story.” Paper presented at PMI® Global Congress 2009—North America, Orlando, FL. Project Management Institute, 13 October 2009. Web.

    Casey, W., and W. Peck. “Choosing the right PMO setup.” PM Network, vol. 15, no. 2, 2001, pp. 40-47. Web.

    “COBIT 2019 Framework Governance and Management Objectives.” ISACA, 2019. PDF.

    Crawford, J. K. “Staffing your strategic project office: seven keys to success.” Paper presented at Project Management Institute Annual Seminars & Symposium, San Antonio, TX. Project Management Institute, 2002. Web.

    Davis, Stanley M., and Paul R. Lawrence. “Problems of Matrix Organizations.” Harvard Business Review, May 1978. Web.

    Dow, William D. “Chapter 6: The Tactical Guide for Building a PMO.” Dow Publishing, 2012. PDF.

    Giraudo, L., and E. Monaldi. “PMO evolution: from the origin to the future.” Paper presented at PMI® Global Congress 2015—EMEA, London, England. Project Management Institute, 11 May 2015. Web.

    Greengard, S. “No PMO? Know when you need one.” PM Network, vol. 27, no. 12, 2013, pp. 44-49. Web.

    Hobbs, J. B., and M. Aubry. “What research is telling us about PMOs.” Paper presented at PMI® Global Congress 2009—EMEA, Amsterdam, North Holland, The Netherlands. Project Management Institute, May 2009. Web.

    Jordan, Andy. “Staffing the Strategic PMO.” ProjectManagement.com, 24 October 2016. Web.

    Lang, Greg. “5 Questions to Answer When Building a Roadmap.” LinkedIn, 2 October 2016. Accessed 15 Apr. 2021.

    Manello, Carl. “Establish a PMO Roadmap.” LinkedIn, 10 February 2021. Accessed 29 Mar. 2021.

    Martin, Ken. “5 Steps to Set Up a Successful Project Management Office.” BrightWork, 9 July 2018. Accessed 29 Mar. 2021.

    Miller, Jen A. “What Is a Project Management Office (PMO) and Do You Need One?” CIO, 19 October 2017. Accessed 16 Apr. 2021.

    Needs, Ian. “Why PMOs Fail: 5 Shocking PMO Statistics.” KeyedIn, 6 January 2014. Web.

    Ovans, Andrea. “Overcoming the Peter Principle.” Harvard Business Review, 22 December 2014. Web.

    PMI®. “A Guide to the Project Management Body of Knowledge.” 6th Ed. Project Management Institute, 2017.

    PMI®. “Ahead of the Curve: Forging a Future-Focused Culture.” Pulse of the Profession. Project Management Institute, 11 February 2020. Accessed 21 April 2021.

    PMI®. “Project Management: Job Growth and Talent Gap.” Project Management Institute, 2017. Web.

    PMI®. “Pulse of the Profession: Success in Disruptive Times.” Project Management Institute, 2018. Web.

    PMI®.“The Project Management Office: In Sync with Strategy.” Project Management Institute, March 2012. Web.

    “Project Management Organizational Structures.” PM4Dev, 2016. Web.

    Rincon, I. “Building a PMO from the ground up: Three stories, one result.” Paper presented at PMI® Global Congress 2014—North America, Phoenix, AZ. Project Management Institute, 26 October 2014. Web.

    Roseke, Bernie. “The 4 Types of Project Organizational Structure.” ProjectEngineer, 16 August 2019. Web.

    Sexton, Peter. “Project Delivery Performance: AIPM and KPMG Project Management Survey 2020 - KPMG Australia.” KPMG, 9 November 2020. Web.

    The Change Management Office (CMO). Prosci, n.d. Accessed 7 July 2021.

    “The New Face of Strategic Planning.” Project Smart, 27 March 2009. Accessed 29 Mar. 2021.

    “The State of Project Management Annual Survey.” Wellington PPM Intelligence, 2018. Web.

    “The State of the Project Management Office : Enabling Strategy Execution Excellence.” PM Solutions Research, 2016. Web.

    Wagner, Rodd. “New Evidence The Peter Principle Is Real - And What To Do About It.” Forbes, 10 April 2018. Accessed 14 Apr. 2021.

    Wright, David. “Developing Your PMO Roadmap.” Paper presented at PMI® Global Congress 2012—North America, Vancouver, British Columbia, Canada. Project Management Institute, 2012. Accessed 29 March 2021.

    Mitigate Machine Bias

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    • AI is the new electricity. It is fundamentally and radically changing the fabric of our world, from the way we conduct business, to how we work and live, make decisions, and engage with each other, to how we organize our society, and ultimately, to who we are. Organizations are starting to adopt AI to increase efficiency, better engage customers, and make faster, more accurate decisions.
    • Like with any new technology, there is a flip side, a dark side, to AI – machine biases. If unchecked, machine biases replicate, amplify, and systematize societal biases. Biased AI systems may treat some of your customers (or employees) differently, based on their race, gender, identity, age, etc. This is discrimination, and it is against the law. It is also bad for business, including missed opportunities, lost consumer confidence, reputational risk, regulatory sanctions, and lawsuits.

    Our Advice

    Critical Insight

    • Machine biases are not intentional. They reflect the cognitive biases, preconceptions, and judgement of the creators of AI systems and the societal structures encoded in the data sets used for machine learning.
    • Machine biases cannot be prevented or fully eliminated. Early identification and diversity in and by design are key. Like with privacy and security breaches, early identification and intervention – ideally at the ideation phase – is the best strategy. Forewarned is forearmed. Prevention starts with a culture of diversity, inclusivity, openness, and collaboration.
    • Machine bias is enterprise risk. Machine bias is not a technical issue. It is a social, political, and business problem. Integrate it into your enterprise risk management (ERM).

    Impact and Result

    • Just because machine biases are induced by human behavior, which is also captured in data silos, they are not inevitable. By asking the right questions upfront during application design, you can prevent many of them.
    • Biases can be introduced into an AI system at any stage of the development process, from the data you collect, to the way you collect it, to which algorithms are used, to which assumptions are made, etc. Ask your data science team a lot of questions; leave no stone unturned.
    • Don’t wait until “Datasheets for Datasets” and “Model Cards for Model Reporting” (or similar frameworks) become standards. Start creating these documents now to identify and analyze biases in your apps. If using open-source data sets or libraries, you may need to create them yourself for now. If working with partners or using AI/ ML services, demand that they provide such information as part of the engagement. You, not your partners, are ultimately responsible for the AI-powered product or service you deliver to your customers or employees.
    • Build a culture of diversity, transparency, inclusivity, and collaboration – the best mechanism to prevent and address machine biases.
    • Treat machine bias as enterprise risk. Use your ERM to guide all decisions around machine biases and their mitigation.

    Mitigate Machine Bias Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand the dark side of AI: algorithmic (machine) biases, how they emerge, why they are dangerous, and how to mitigate them. 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 AI biases

    Learn about machine biases, how and where they arise in AI systems, and how they relate to human cognitive and societal biases.

    • Mitigate Machine Bias – Phase 1: Understand AI Biases

    2. Identify data biases

    Learn about data biases and how to mitigate them.

    • Mitigate Machine Bias – Phase 2: Identify Data Biases
    • Datasheets for Data Sets Template
    • Datasheets for Datasets

    3. Identify model biases

    Learn about model biases and how to mitigate them.

    • Mitigate Machine Bias – Phase 3: Identify Model Biases
    • Model Cards for Model Reporting Template
    • Model Cards For Model Reporting

    4. Mitigate machine biases and risk

    Learn about approaches for proactive and effective bias prevention and mitigation.

    • Mitigate Machine Bias – Phase 4: Mitigate Machine Biases and Risk
    [infographic]

    Workshop: Mitigate Machine Bias

    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

    The Purpose

    Understand your organization’s maturity with respect to data and analytics in order to maximize workshop value.

    Key Benefits Achieved

    Workshop content aligned to your organization’s level of maturity and business objectives.

    Activities

    1.1 Execute Data Culture Diagnostic.

    1.2 Review current analytics strategy.

    1.3 Review organization's business and IT strategy.

    1.4 Review other supporting documentation.

    1.5 Confirm participant list for workshop.

    Outputs

    Data Culture Diagnostic report.

    2 Understand Machine Biases

    The Purpose

    Develop a good understanding of machine biases and how they emerge from human cognitive and societal biases. Learn about the machine learning process and how it relates to machine bias.

    Select an ML/AI project and complete a bias risk assessment.

    Key Benefits Achieved

    A solid understanding of algorithmic biases and the need to mitigate them.

    Increased insight into how new technologies such as ML and AI impact organizational risk.

    Customized bias risk assessment template.

    Completed bias risk assessment for selected project.

    Activities

    2.1 Review primer on AI and machine learning (ML).

    2.2 Review primer on human and machine biases.

    2.3 Understand business context and objective for AI in your organization.

    2.4 Discuss selected AI/ML/data science project or use case.

    2.5 Review and modify bias risk assessment.

    2.6 Complete bias risk assessment for selected project.

    Outputs

    Bias risk assessment template customized for your organization.

    Completed bias risk assessment for selected project.

    3 Identify Data Biases

    The Purpose

    Learn about data biases: what they are and where they originate.

    Learn how to address or mitigate data biases.

    Identify data biases in selected project.

    Key Benefits Achieved

    A solid understanding of data biases and how to mitigate them.

    Customized Datasheets for Data Sets Template.

    Completed datasheet for data sets for selected project.

    Activities

    3.1 Review machine learning process.

    3.2 Review examples of data biases and why and how they happen.

    3.3 Identify possible data biases in selected project.

    3.4 Discuss “Datasheets for Datasets” framework.

    3.5 Modify Datasheets for Data Sets Template for your organization.

    3.6 Complete datasheet for data sets for selected project.

    Outputs

    Datasheets for Data Sets Template customized for your organization.

    Completed datasheet for data sets for selected project.

    4 Identify Model Biases

    The Purpose

    Learn about model biases: what they are and where they originate.

    Learn how to address or mitigate model biases.

    Identify model biases in selected project.

    Key Benefits Achieved

    A solid understanding of model biases and how to mitigate them.

    Customized Model Cards for Model Reporting Template.

    Completed model card for selected project.

    Activities

    4.1 Review machine learning process.

    4.2 Review examples of model biases and why and how they happen.

    4.3 Identify potential model biases in selected project.

    4.4 Discuss Model Cards For Model Reporting framework.

    4.5 Modify Model Cards for Model Reporting Template for your organization.

    4.6 Complete model card for selected project.

    Outputs

    Model Cards for Model Reporting Template customized for your organization.

    Completed model card for selected project.

    5 Create Mitigation Plan

    The Purpose

    Review mitigation approach and best practices to control machine bias.

    Create mitigation plan to address machine biases in selected project. Align with enterprise risk management (ERM).

    Key Benefits Achieved

    A solid understanding of the cultural dimension of algorithmic bias prevention and mitigation and best practices.

    Drafted plan to mitigate machine biases in selected project.

    Activities

    5.1 Review and discuss lessons learned.

    5.2 Create mitigation plan to address machine biases in selected project.

    5.3 Review mitigation approach and best practices to control machine bias.

    5.4 Identify gaps and discuss remediation.

    Outputs

    Summary of challenges and recommendations to systematically identify and mitigate machine biases.

    Plan to mitigate machine biases in selected project.

    Take Action on Service Desk Customer Feedback

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    • Parent Category Name: Service Desk
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    • IT leaders lack information to help inform and prioritize where improvements are most needed.
    • The service desk relies only on traditional metrics such as time to respond or percentage of SLAs met, but no measures of customer satisfaction with the service they receive.
    • There are signs of dissatisfied users, but no mechanism in place to formally capture those perceptions in order to address them.
    • Even if transactional (ticket) surveys are in use, often nothing is done with the data collected or there is a low response rate, and no broader satisfaction survey is in place.

    Our Advice

    Critical Insight

    • If customer satisfaction is not being measured, it’s often because service desk leaders don’t know how to design customer satisfaction surveys, don’t have a mechanism in place to collect feedback, or lack the resources to take accountability for a customer feedback program.
    • If customer satisfaction surveys are in place, it can be difficult to get full value out of them if there is a low response rate due to poor survey design or administration, or if leadership doesn’t understand the value of / know how to analyze the data.
    • It can actually be worse to ask your customers for feedback and do nothing with it than not asking for feedback at all. Customers may end up more dissatisfied if they take the time to provide value then see nothing done with it.

    Impact and Result

    • Understand how to ask the right questions to avoid survey fatigue.
    • Design and implement two complementary satisfaction surveys: a transactional survey to capture satisfaction with individual ticket experiences and inform immediate improvements, and a relationship survey to capture broader satisfaction among the entire user base and inform longer-term improvements.
    • Build a plan and assign accountability for customer feedback management, including analyzing feedback, prioritizing customer satisfaction insights and using them to improve performance, and communicating the results back to your users and stakeholders.

    Take Action on Service Desk Customer Feedback Research & Tools

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

    1. Take Action on Service Desk Customer Feedback Deck – A step-by-step document that walks you through how to measure customer satisfaction, design and implement transactional and relationship surveys, and analyze and act on user feedback.

    Whether you have no Service Desk customer feedback program in place or you need to improve your existing process for gathering and responding to feedback, this deck will help you design your surveys and act on their results to improve CSAT scores.

    • Take Action on Service Desk Customer Feedback Storyboard

    2. Transactional Service Desk Survey Template – A template to design a ticket satisfaction survey.

    This template provides a sample transactional (ticket) satisfaction survey. If your ITSM tool or other survey mechanism allows you to design or write your own survey, use this template as a starting point.

    • Transactional Service Desk Survey Template

    3. Sample Size Calculator – A tool to calculate the sample size needed for your survey.

    Use the Sample Size Calculator to calculate your ideal sample size for your relationship surveys.

  • Desired confidence level
  • Acceptable margin of error
  • Company population size
  • Ideal sample size
    • Sample Size Calculator

    4. End-User Satisfaction Survey Review Workflows – Visio templates to map your review process for both transactional and relationship surveys

    This template will help you map out the step-by-step process to review collected feedback from your end-user satisfaction surveys, analyze the data, and act on it.

    • End-User Satisfaction Survey Review Workflows

    Infographic

    Further reading

    Take Action on Service Desk Customer Feedback

    Drive up CSAT scores by asking the right questions and effectively responding to user feedback.

    EXECUTIVE BRIEF

    Analyst Perspective

    Collecting feedback is only half the equation.

    The image contains a picture of Natalie Sansone.

    Natalie Sansone, PhD


    Research Director, Infrastructure & Operations

    Info-Tech Research Group

    Often when we ask service desk leaders where they need to improve and if they’re measuring customer satisfaction, they either aren’t measuring it at all, or their ticket surveys are turned on but they get very few responses (or only positive responses). They fail to see the value of collecting feedback when this is their experience with it.

    Feedback is important because traditional service desk metrics can only tell us so much. We often see what’s called the “watermelon effect”: metrics appear “green”, but under the surface they’re “red” because customers are in fact dissatisfied for reasons unmeasured by standard internal IT metrics. Customer satisfaction should always be the goal of service delivery, and directly measuring satisfaction in addition to traditional metrics will help you get a clearer picture of your strengths and weaknesses, and where to prioritize improvements.

    It’s not as simple as asking customers if they were satisfied with their ticket, however. There are two steps necessary for success. The first is collecting feedback, which should be done purposefully, with clear goals in mind in order to maximize the response rate and value of responses received. The second – and most critical – is acting on that feedback. Use it to inform improvements and communicate those improvements. Doing so will not only make your service desk better, increasing satisfaction through better service delivery, but also will make your customers feel heard and valued, which alone increases satisfaction.

    The image contains a picture of Emily Sugerman.

    Emily Sugerman, PhD


    Research Analyst, Infrastructure & Operations

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • The service desk relies only on traditional metrics such as time to respond, or percentage of SLAs met, but not on measures of customer satisfaction with the service they receive.
    • There are signs of dissatisfied users (e.g. shadow IT, users avoid the service desk, go only to their favorite technician) but no mechanism in place to formally capture those perceptions.
    • Transactional ticket surveys were turned on when the ITSM tool was implemented, but either nobody responds to them, or nobody does anything with the data received.
    • IT leaders lack information to help inform and prioritize where improvements are most needed.
    • Service desk leaders don’t know how to design survey questions to ask their users for feedback and/or they don’t have a mechanism in place to survey users.
    • If customer satisfaction surveys are in place, nothing is done with the results because service desk leaders either don’t understand the value of analyzing the data or don’t know how to analyze the data.
    • Executives only want a single satisfaction number to track and don’t understand the value of collecting more detailed feedback.
    • IT lacks the resources to take accountability for the feedback program, or existing resources don’t have time to do anything with the feedback they receive.
    • Understand how to ask the right questions to avoid survey fatigue (where users get overwhelmed and stop responding).
    • Design and implement a transactional survey to capture satisfaction with individual ticket experiences and use the results to inform immediate improvements.
    • Design and implement a relationship survey to capture broader satisfaction among the entire user base and use the results to inform longer-term improvements.
    • Build a plan and assign accountability for analyzing feedback, using it to prioritize and make actionable improvements to address feedback, and communicating the results back to your users and stakeholders.

    Info-Tech Insight

    Asking your customers for feedback then doing nothing with it is worse than not asking for feedback at all. Your customers may end up more dissatisfied than they were before, if their opinion is sought out and then ignored. It’s valuable to collect feedback, but the true value for both IT and its customers comes from acting on that feedback and communicating those actions back to your users.

    Traditional service desk metrics can be misleading

    The watermelon effect

    When a service desk appears to hit all its targets according to the metrics it tracks, but service delivery is poor and customer satisfaction is low, this is known as the “watermelon effect”. Service metrics appear green on the outside, but under the surface (unmeasured), they’re red because customers are dissatisfied.

    Traditional SLAs and service desk metrics (such as time to respond, average resolution time, percentage of SLAs met) can help you understand service desk performance internally to prioritize your work and identify process improvements. However, they don’t tell you how customers perceive the service or how satisfied they are.

    Providing good service to your customers should be your end goal. Failing to measure, monitor, and act on customer feedback means you don’t have the whole picture of how your service desk is performing and whether or where improvements are needed to maximize satisfaction.

    There is a shift in ITSM to focus more on customer experience metrics over traditional ones

    The Service Desk Institute (SDI) suggests that customer satisfaction is the most important indicator of service desk success, and that traditional metrics around SLA targets – currently the most common way to measure service desk performance – may become less valuable or even obsolete in the future as customer experience-focused targets become more popular. (Service Desk Institute, 2021)

    SDI conducted a Customer Experience survey of service desk professionals from a range of organizations, both public and private, from January to March 2018. The majority of respondents said that customer experience is more important than other metrics such as speed of service or adherence to SLAs, and that customer satisfaction is more valuable than traditional metrics. (SDI, 2018).

    The image contains a screenshot of two pie graphs. The graph on the left is labelled: which of these is most important to your service desk? Customer experience is first with 54%. The graph on the right is labelled: Which measures do you find more value in? Customer satisfaction is first with 65%.

    However, many service desk leaders aren’t effectively measuring customer feedback

    Not only is it important to measure customer experience and satisfaction levels, but it’s equally important to act on that data and feed it into a service improvement program. However, many IT leaders are neglecting either one or both of those components.

    Obstacles to collecting feedback

    Obstacles to acting on collected feedback

    • Don’t understand the value of measuring customer feedback.
    • Don’t have a good mechanism in place to collect feedback.
    • Don’t think that users would respond to a survey (either generally unresponsive or already inundated with surveys).
    • Worried that results would be negative or misleading.
    • Don’t know what questions to ask or how to design a survey.
    • Don’t understand the importance of analyzing and acting on feedback collected.
    • Don’t know how to analyze survey data.
    • Lack of resources to take accountability over customer feedback (including analyzing data, monitoring trends, communicating results).
    • Executives or stakeholders only want a satisfaction score.

    A strong customer feedback program brings many benefits to IT and the business

    Insight into customer experience

    Gather insight into both the overall customer relationship with the service desk and individual transactions to get a holistic picture of the customer experience.

    Data to inform decisions

    Collect data to inform decisions about where to spend limited resources or time on improvement, rather than guessing or wasting effort on the wrong thing.

    Identification of areas for improvement

    Better understand your strengths and weaknesses from the customer’s point of view to help you identify gaps and priorities for improvement.

    Customers feel valued

    Make customers feel heard and valued; this will improve your relationship and their satisfaction.

    Ability to monitor trends over time

    Use the same annual relationship survey to be able to monitor trends and progress in making improvements by comparing data year over year.

    Foresight to prevent problems from occurring

    Understand where potential problems may occur so you can address and prevent them, or who is at risk of becoming a detractor so you can repair the relationship.

    IT staff coaching and engagement opportunities

    Turn negative survey feedback into coaching and improvement opportunities and use positive feedback to boost morale and engagement.

    Take Action on Service Desk Customer Feedback

    The image contains a screenshot of a Thought Model titled: Take Action on Service Desk Customer Feedback.

    Info-Tech’s methodology for measuring and acting on service desk customer feedback

    Phase

    1. Understand how to measure customer satisfaction

    2. Design and implement transactional surveys

    3. Design and implement relationship surveys

    4. Analyze and act on feedback

    Phase outcomes

    Understand the main types of customer satisfaction surveys, principles for survey design, and best practices for surveying your users.

    Learn why and how to design a simple survey to assess satisfaction with individual service desk transactions (tickets) and a methodology for survey delivery that will improve response rates.

    Understand why and how to design a survey to assess overall satisfaction with the service desk across your organization, or use Info-Tech’s diagnostic.

    Measure and analyze the results of both surveys and build a plan to act on both positive and negative feedback and communicate the results with the organization.

    Insight Summary

    Key Insight:

    Asking your customers for feedback then doing nothing with it is worse than not asking for feedback at all. Your customers may end up more dissatisfied than they were before if they’re asked for their opinion then see nothing done with it. It’s valuable to collect feedback, but the true value for both IT and its customers comes from acting on that feedback and communicating those actions back to your users.

    Additional insights:

    Insight 1

    Take the time to define the goals of your transactional survey program before launching it – it’s not as simple as just deploying the default survey of your ITSM tool out of the box. The objectives of the survey – including whether you want to keep a pulse on average satisfaction or immediately act on any negative experiences – will influence a range of key decisions about the survey configuration.

    Insight 2

    While transactional surveys provide useful indicators of customer satisfaction with specific tickets and interactions, they tend to have low response rates and can leave out many users who may rarely or never contact the service desk, but still have helpful feedback. Include a relationship survey in your customer feedback program to capture a more holistic picture of what your overall user base thinks about the service desk and where you most need to improve.

    Insight 3

    Satisfaction scores provide valuable data about how your customers feel, but don’t tell you why they feel that way. Don’t neglect the qualitative data you can gather from open-ended comments and questions in both types of satisfaction surveys. Take the time to read through these responses and categorize them in at least a basic way to gain deeper insight and determine where to prioritize your efforts.

    Understand how to measure customer satisfaction

    Phase 1

    Understand the main types of customer satisfaction surveys, principles for survey design, and best practices for surveying your users.

    Phase 1:

    Phase 2:

    Phase 3:

    Phase 4:

    Understand how to measure customer satisfaction

    Design and implement transactional surveys

    Design and implement relationship surveys

    Analyze and act on feedback

    Three methods of surveying your customers

    Transactional

    Relationship

    One-off

    Also known as

    Ticket surveys, incident follow-up surveys, on-going surveys

    Annual, semi-annual, periodic, comprehensive, relational

    One-time, single, targeted

    Definition

    • Survey that is tied to a specific customer interaction with the service desk (i.e. a ticket).
    • Assesses how satisfied customers are with how the ticket was handled and resolved.
    • Sent immediately after ticket is closed.
    • Short – usually 1 to 3 questions.
    • Survey that is sent periodically (i.e. semi-annually or annually) to the entire customer base to measure overall relationship with the service desk.
    • Assesses customer satisfaction with their overall service experience over a longer time period.
    • Longer – around 15-20 questions.
    • One-time survey sent at a specific, targeted point in time to either all customers or a subset.
    • Often event-driven or project-related.
    • Assesses satisfaction at one time point, or about a specific change that was implemented, or to inform a specific initiative that will be implemented.

    Pros and cons of the three methods

    Transactional

    Relationship

    One-off

    Pros

    • Immediate feedback
    • Actionable insights to immediately improve service or experience
    • Feeds into team coaching
    • Multiple touchpoints allow for trending and monitoring
    • Comprehensive insight from broad user base to improve overall satisfaction
    • Reach users who don’t contact the service desk often or respond to ticket surveys
    • Identify unhappy customers and reasons for dissatisfaction
    • Monitor broader trends over time
    • Targeted insights to measure the impact of a specific change or perception at a specific point of time

    Cons

    • Customer may become frustrated being asked to fill out too many surveys
    • Can lead to survey fatigue and low response rates
    • Tend to only see responses for very positive or negative experiences
    • High volume of data to analyze
    • Feedback is at a high-level
    • Covers the entire customer journey, not a specific interaction
    • Users may not remember past interactions accurately
    • A lot of detailed data to analyze and more difficult to turn into immediate action
    • Not as valuable without multiple surveys to see trends or change

    Which survey method should you choose?

    Only relying on one type of survey will leave gaps in your understanding of customer satisfaction. Include both transactional and relationship surveys to provide a holistic picture of customer satisfaction with the service desk.

    If you can only start with one type, choose the type that best aligns with your goals and priorities:

    If your priority is to identify larger improvement initiatives the service desk can take to improve overall customer satisfaction and trust in the service desk:

    If your priority is to provide customers with the opportunity to let you know when transactions do not go well so you can take immediate action to make improvements:

    Start with a relationship survey

    Start with a transactional survey

    The image contains a screenshot of a bar graph on SDI's 2018 Customer Experience in ITSM report.

    Info-Tech Insight

    One-off surveys can be useful to assess whether a specific change has impacted satisfaction, or to inform a planned change/initiative. However, as they aren’t typically part of an on-going customer feedback program, the focus of this research will be on transactional and relationship surveys.

    3 common customer satisfaction measures

    The three most utilized measures of customer satisfaction include CSAT, CES, and NPS.

    CSAT CES NPS
    Name Customer Satisfaction Customer Effort Score Net Promoter score
    What it measures Customer happiness Customer effort Customer loyalty
    Description Measures satisfaction with a company overall, or a specific offering or interaction Measures how much effort a customer feels they need to put forth in order to accomplish what they wanted Single question that asks consumers how likely they are to recommend your product, service, or company to other people
    Survey question How satisfied are/were you with [company/service/interaction/product]? How easy was it to [solve your problem/interact with company/handle my issue]? Or: The [company] made it easy for me to handle my issue How likely are you to recommend [company/service/product] to a friend?
    Scale 5, 7, or 10 pt scale, or using images/emojis 5, 7, or 10 pt scale 10-pt scale from highly unlikely to highly likely
    Scoring Result is usually expressed as a percentage of satisfaction Result usually expressed as an average Responses are divided into 3 groups where 0-6 are detractors, 7-8 are passives, 9-10 are promoters
    Pros
    • Well-suited for specific transactions
    • Simple and able to compare scores
    • Simple number, easy to analyze
    • Effort tends to predict future behavior
    • Actionable data
    • Simple to run and analyze
    • Widely used and can compare to other organizations
    • Allows for targeting customer segments
    Cons
    • Need high response rate to have representative numberEasy to ask the wrong questions
    • Not as useful without qualitative questions
    • Only measures a small aspect of the interaction
    • Only useful for transactions
    • Not useful for improvement without qualitative follow-up questions
    • Not as applicable to a service desk as it measures brand loyalty

    When to use each satisfaction measure

    The image contains a screenshot of a diagram that demonstrates which measure to use based off of what you would like to access, and which surveys it aligns with.

    How to choose which measure(s) to incorporate in your surveys

    The best measures are the ones that align with your specific goals for collecting feedback.

    • Most companies will use multiple satisfaction measures. For example, NPS can be tracked to monitor the overall customer sentiment, and CSAT used for more targeted feedback.
    • For internal-facing IT departments, CSAT is the most popular of the three methods, and NPS may not be as useful.
    • Choose your measure and survey types based on what you are trying to achieve and what kind of information you need to make improvements.
    • Remember that one measure alone isn’t going to give you actionable feedback; you’ll need to follow up with additional measures (especially for NPS and CES).
    • For CSAT surveys, customize the satisfaction measures in as many ways as you need to target the questions toward the areas you’re most interested in.
    • Don’t stick to just these three measures or types of surveys – there are other ways to collect feedback. Experiment to find what works for you.
    • If you’re designing your own survey, keep in mind the principles on the next slide.

    Info-Tech Insight

    While we focus mainly on traditional survey-based approaches to measuring customer satisfaction in this blueprint, there’s no need to limit yourselves to surveys as your only method. Consider multiple techniques to capture a wider audience, including:

    • Customer journey mapping
    • Focus groups with stakeholders
    • Lunch and learns or workshop sessions
    • Interviews – phone, chat, in-person
    • Kiosks

    Principles for survey design

    As you design your satisfaction survey – whether transactional or relational – follow these guidelines to ensure the survey delivers value and gets responses.

    1. Focus on your goal
    2. Don’t include unnecessary questions that won’t give you actionable information; it will only waste respondents’ time.

    3. Be brief
    4. Keep each question as short as possible and limit the total number of survey questions to avoid survey fatigue.

    5. Include open-ended questions
    6. Most of your measures will be close-ended, but include at least one comment box to allow for qualitative feedback.

    7. Keep questions clear and concise
    8. Ensure that question wording is clear and specific so that all respondents interpret it the same way.

    9. Avoid biased or leading questions
    10. You won’t get accurate results if your question leads respondents into thinking or answering a certain way.

    11. Avoid double-barreled questions
    12. Don’t ask about two different things in the same question – it will confuse respondents and make your data hard to interpret.

    13. Don’t restrict responses
    14. Response options should include all possible opinions (including “don’t know”) to avoid frustrating respondents.

    15. Make the survey easy to complete
    16. Pre-populate information where possible (e.g. name, department) and ensure the survey is responsive on mobile devices.

    17. Keep questions optional
    18. If every question is mandatory, respondents may leave the survey altogether if they can’t or don’t want to answer one question.

    19. Test your survey
    20. Test your survey with your target audience before launching, and incorporate feedback - they may catch issues you didn’t notice.

    Prevent survey fatigue to increase response rates

    If it takes too much time or effort to complete your survey – whether transactional or relational – your respondents won’t bother. Balance your need to collect relevant data with users’ needs for a simple and worthwhile task in order to get the most value out of your surveys.

    There are two types of survey fatigue:

    1. Survey response fatigue
    2. Occurs when users are overwhelmed by too many requests for feedback and stop responding.

    3. Survey taking fatigue
    4. Occurs when the survey is too long or irrelevant to users, so they grow tired and abandon the survey.

    Fight survey fatigue:

    • Make it as easy as possible to answer your survey:
      • Keep the survey as short as possible.
      • For transactional surveys, allow respondents to answer directly from email without having to click a separate link if possible.
      • Don’t make all questions mandatory or users may abandon it if they get to a difficult or unapplicable question.
      • Test the survey experience across devices for mobile users.
    • Communicate the survey’s value so users will be more likely to donate their time.
    • Act on feedback: follow up on both positive and negative responses so users see the value in responding.
    • Consider attaching an incentive to responding (e.g. name entered in a monthly draw).

    Design and implement transactional surveys

    Phase 2

    Learn why and how to design a simple survey to assess satisfaction with individual service desk transactions (tickets) and a methodology for survey delivery that will improve response rates.

    Phase 1:

    Phase 2:

    Phase 3:

    Phase 4:

    Understand how to measure customer satisfaction

    Design and implement transactional surveys

    Design and implement relationship surveys

    Analyze and act on feedback

    Use transactional surveys to collect immediate and actionable feedback

    Recall the definition of a transactional survey:

    • Survey that is tied to a specific customer interaction with the service desk (i.e. a ticket).
    • Assesses how satisfied customers are with how the ticket was handled and resolved.
    • Sent immediately after ticket is closed.
    • Short – usually 1 to 3 questions.

    Info-Tech Insight

    While feedback on transactional surveys is specific to a single transaction, even one negative experience can impact the overall perception of the service desk. Pair your transactional surveys with an annual relationship survey to capture broader sentiment toward the service desk.

    Transactional surveys serve several purposes:

    • Gives end users a mechanism to provide feedback when they want to.
    • Provides continual insight into customer satisfaction throughout the year to monitor for trends or issues in between broader surveys.
    • Provides IT leaders with actionable insights into areas for improvement in their processes, knowledge and skills, or customer service.
    • Gives the service desk the opportunity to address any negative experiences or perceptions with customers, to repair the relationship.
    • Feeds into individual or team coaching for service desk staff.

    Make key decisions ahead of launching your transactional surveys

    If you want to get the most of your surveys, you need to do more than just click a button to enable out-of-the-box surveys through your ITSM tool. Make these decisions ahead of time:

    Decision Considerations For more guidance, see
    What are the goals of your survey? Are you hoping to get an accurate pulse of customer sentiment (if so, you may want to randomly send surveys) or give customers the ability to provide feedback any time they have some (if so, send a survey after every ticket)? Slide 25
    How many questions will you ask? Keep the survey as short as possible – ideally only one mandatory question. Slide 26
    What questions will you ask? Do you want a measure of NPS, CES, or CSAT? Do you want to measure overall satisfaction with the interaction or something more specific about the interaction? Slide 27
    What will be the response options/scale? Keep it simple and think about how you will use the data after. Slide 28
    How often will you send the survey? Will it be sent after every ticket, every third ticket, or randomly to a select percentage of tickets, etc.? Slide 29
    What conditions would apply? For example, is there a subset of users who you never want to receive a survey or who you always want to receive a survey? Slide 30
    What mechanism/tool will you use to send the survey? Will your ITSM tool allow you to make all the configurations you need, or will you need to use a separate survey tool? If so, can it integrate to your ITSM solution? Slide 30

    Key decisions, continued

    Decision Considerations For more guidance, see
    What will trigger the survey? Typically, marking the ticket as either ‘resolved’ or ‘closed’ will trigger the survey. Slide 31
    How long after the ticket is closed will you send the survey? You’ll want to leave enough time for the user to respond if the ticket wasn’t resolved properly before completing a survey, but not so much time that they don’t remember the ticket. Slide 31
    Will the survey be sent in a separate email or as part of the ticket resolution email? A separate email might feel like too many emails for the user, but a link within the ticket closure email may be less noticeable. Slide 32
    Will the survey be embedded in email or accessed through a link? If the survey can be embedded into the email, users will be more likely to respond. Slide 32
    How long will the survey link remain active, and will you send any reminders? Leave enough time for the user to respond if they are busy or away, but not so much time that the data would be irrelevant. Balance the need to remind busy end users with the possibility of overwhelming them with survey fatigue. Slide 32
    What other text will be in the main body of the survey email and/or thank you page? Keep messaging short and straightforward and remind users of the benefit to them. Slide 33
    Where will completed surveys be sent/who will have access? Will the technician assigned to the ticket have access or only the manager? What email address/DL will surveys be sent to? Slide 33

    Define the goals of your transactional survey program

    Every survey should have a goal in mind to ensure only relevant and useful data is collected.

    • Your survey program must be backed by clear and actionable goals that will inform all decisions about the survey.
    • Survey questions should be structured around that goal, with every question serving a distinct purpose.
    • If you don’t have a clear plan for how you will action the data from a particular question, exclude it.
    • Don’t run a survey just for the sake of it; wait until you have a clear plan. If customers respond and then see nothing is done with the data, they will learn to avoid your surveys.

    Your survey objectives will also determine how often to send the survey:

    If your objective is:

    Keep a continual pulse on average customer satisfaction

    Gain the opportunity to act on negative feedback for any poor experience

    Then:

    Send survey randomly

    Send survey after every ticket

    Rationale:

    Sending a survey less often will help avoid survey fatigue and increase the chances of users responding whether they have good, bad, or neutral feedback

    Always having a survey available means users can provide feedback every time they want to, including for any poor experience – giving you the chance to act on it.

    Info-Tech Insight

    Service Managers often get caught up in running a transactional survey program because they think it’s standard practice, or they need to report a satisfaction metric. If that’s your only objective, you will fail to derive value from the data and will only turn customers away from responding.

    Design survey content and length

    As you design your survey, keep in mind the following principles:

    1. Keep it short. Your customers won’t bother responding if they see a survey with multiple questions or long questions that require a lot of reading, effort, or time.
    2. Make it simple. This not only makes it easier for your customers to complete, but easier for you to track and monitor.
    3. Tie your survey to your goals. Remember that every question should have a clear and actionable purpose.
    4. Don’t measure anything you can’t control. If you won’t be able to make changes based on the feedback, there’s no value asking about it.
    5. Include an (optional) open-ended question. This will allow customers to provide more detailed feedback or suggestions.

    Q: How many questions should the survey contain?

    A: Ideally, your survey will have only one mandatory question that captures overall satisfaction with the interaction.

    This question can be followed up with an optional open-ended question prompting the respondent for more details. This will provide a lot more context to the overall rating.

    If there are additional questions you need to ask based on your goals, clearly make these questions optional so they don’t deter respondents from completing the survey. For example, they can appear only after the respondent has submitted their overall satisfaction response (i.e. on a separate, thank you page).

    Additional (optional) measures may include:

    • Customer effort score (how easy or difficult was it to get your issue resolved?)
    • Customer service skills of the service desk
    • Technical skills/knowledge of the agents
    • Speed or response or resolution

    Design question wording

    Tips for writing survey questions:

    • Be clear and concise
    • Keep questions as short as possible
    • Cut out any unnecessary words or phrasing
    • Avoid biasing, or leading respondents to select a certain answer
    • Don’t attempt to measure multiple constructs in a single question.

    Sample question wording:

    How satisfied are you with this support experience?

    How would you rate your support experience?

    Please rate your overall satisfaction with the way your issue was handled.

    Instead of this….

    Ask this….

    “We strive to provide excellent service with every interaction. Please rate how satisfied you are with this interaction.”

    “How satisfied were you with this interaction?”

    “How satisfied were you with the customer service skills, knowledge, and responsiveness of the technicians?”

    Choose only one to ask about.

    “How much do you agree that the service you received was excellent?”

    “Please rate the service you received.”

    “On a scale of 1-10, thinking about your most recent experience, how satisfied would you say that you were overall with the way that your ticket was resolved?”

    “How satisfied were you with your ticket resolution?”

    Choose response options

    Once you’ve written your survey question, you need to design the response options for the question. Put careful thought into balancing ease of responding for the user with what will give you the actionable data you need to meet your goals. Keep the following in mind:

    When planning your response options, remember to keep the survey as easy to respond to as possible – this means allowing a one-click response and a scale that’s intuitive and simple to interpret.

    Think about how you will use the responses and interpret the data. If you choose a 10-point scale, for example, what would you classify as a negative vs positive response? Would a 5-point scale suffice to get the same data?

    Again, use your goals to inform your response options. If you need a satisfaction metric, you may need a numerical scale. If your goal is just to capture negative responses, you may only need two response options: good vs bad.

    Common response options:

    • Numerical scale (e.g. very dissatisfied to very satisfied on a 5-point scale)
    • Star rating (E.g. rate the experience out of 5 stars)
    • Smiley face scale
    • 2 response options: Good vs Bad (or Satisfied vs Dissatisfied)

    Investigate the capabilities of your ITSM tool. It may only allow one built-in response option style. But if you have the choice, choose the simplest option that aligns with your goals.

    Decide how often to send surveys

    There are two common choices for when to send ticket satisfaction surveys:

    After random tickets

    After every ticket

    Pros

    • May increase response rate by avoiding survey fatigue.
    • May be more likely to capture a range of responses that more accurately reflect sentiment (versus only negative).
    • Gives you the opportunity to receive feedback whenever users have it.
    • If your goal is to act on negative feedback whenever it arises, that’s only possible if you send a survey after every ticket.

    Cons

    • Overrepresents frequent service desk users and underrepresents infrequent users.
    • Users who have feedback to give may not get the chance to give it/service desk can’t act on it.
    • Customers who frequently contact the service desk will be overwhelmed by surveys and may stop responding.
    • Customers may only reply if they have very negative or positive feedback.

    SDI’s 2018 Customer Experience in ITSM survey of service desk professionals found:

    Almost two-thirds (65%) send surveys after every ticket.

    One-third (33%) send surveys after randomly selected tickets are closed.

    Info-Tech Recommendation:

    Send a survey after every ticket so that anyone who has feedback gets the opportunity to provide it – and you always get the chance to act on negative feedback. But, limit how often any one customer receives a ticket to avoid over-surveying them – restrict to anywhere between one survey a week to one per month per customer.

    Plan detailed survey logistics

    Decision #1

    Decision #2

    What tool will you use to deliver the survey?

    What (if any) conditions apply to your survey?

    Considerations

    • How much configuration does your ITSM tool allow? Will it allow you to configure the survey according to your decisions? Many ITSM tools, especially mid-market, do not allow you to change the response options or how often the survey is sent.
    • How does the survey look and act on mobile devices? If a customer receives the survey on their phone, they need to be able to easily respond from there or they won’t bother at all.
    • If you wish to use a different survey tool, does it integrate with your ITSM solution? Would agents have to manually send the survey? If so, how would they choose who to send the survey to, and when?

    Considerations

    Is there a subset of users who you never want to receive a survey (e.g. a specific department, location, role, or title)?

    Is there a subset of users who you always want to receive a survey, no matter how often they contact the service desk (e.g. VIP users, a department that scored low on the annual satisfaction survey, etc.)?

    Are there certain times of the year that you don’t want surveys to go out (e.g. fiscal year end, holidays)?

    Are there times of the day that you don’t want surveys to be sent (e.g. only during business hours; not at the end of the day)?

    Recommendations

    The built-in functionality of your ITSM tool’s surveys will be easiest to send and track; use it if possible. However, if your tool’s survey module is limited and won’t give you the value you need, consider a third-party solution or survey tool that integrates with your ITSM solution and won’t require significant manual effort to send or review the surveys.

    Recommendations

    If your survey module allows you to apply conditions, think about whether any are necessary to apply to either maximize your response rate (e.g. don’t send a survey on a holiday), avoid annoying certain users, or seek extra feedback from dissatisfied users.

    Plan detailed survey logistics

    Decision #2

    Decision #1

    What will trigger the survey?

    When will the survey be sent?

    Considerations

    • Usually a change of ticket status triggers the survey, but you may have the option to send it after the ticket is marked ‘resolved’ or ‘closed’. The risk of sending the survey after the ticket is ‘resolved’ is the issue may not actually be resolved yet, but waiting until it’s ‘closed’ means the user may be less likely to respond as more time has passed.
    • Some tools allow for a survey to be sent after every agent reply.
    • Some have the option to manually generate a survey, which may be useful in some cases; those cases would need to be well defined.

    Considerations

    • Once you’ve decided the trigger for the survey, decide how much time should pass after that trigger before the survey is sent.
    • The amount of time you choose will be highly dependent on the trigger you choose. For example, if you want the ‘resolved’ status to send a survey, you may want to wait 24h to send the survey in case the user responds that their issue hasn’t been properly resolved.
    • If you choose ‘closed’ as your trigger, you may want the survey to be sent immediately, as waiting any longer could further reduce the response rate.
    • Your average resolution time may also impact the survey wait time.

    Recommendations

    Only send the survey once you’re sure the issue has actually been resolved; you could further upset the customer if you ask them how happy they are with the resolution if resolution wasn’t achieved. This means sending the survey once the user confirms resolution (which closes ticket) or the agent closes the ticket.

    Recommendations

    If you are sending the survey upon ticket status moving to ‘resolved’, wait at least 24 hours before sending the survey in case the user responds that their issue wasn’t actually resolved. However, if you are sending the survey after the ticket has been verified resolved and closed, you can send the survey immediately while the experience is still fresh in their memory.

    Plan detailed survey logistics

    Decision #1

    Decision #2

    How will the survey appear in email?

    How long will the survey remain active?

    Considerations

    • If the survey link is included within the ticket resolution email, it’s one less email to fatigue users, but users may not notice there is a survey in the email.
    • If the survey link is included in its own separate email, it will be more noticeable to users, but could risk overwhelming users with too many emails.
    • Can users view the entire survey in the email and respond directly within the email, or do they need to click on a link and respond to the survey elsewhere?

    Considerations

    • Leaving the survey open at least a week will give users who are out of office or busy more time to respond.
    • However, if users respond to the survey too long after their ticket was resolved, they may not remember the interaction well enough to give any meaningful response.
    • Will you send any reminders to users to complete the survey? It may improve response rate, or may lead to survey fatigue from reaching out too often.

    Recommendations

    Send the survey separately from the ticket resolution email or users will never notice it. However, if possible, have the entire survey embedded within the email so users can click to respond directly from their email without having to open a separate link. Reduce effort, to make users more likely to respond.

    Recommendations

    Leave enough time for the user to respond if they are busy or away, but not so much time that the data will be irrelevant. Balance the need to remind busy end users, with the possibility of overwhelming them with survey fatigue. About a week is typical.

    Plan detailed survey logistics

    Decision #1

    Decision #2

    What will the body of the email/messaging say?

    Where will completed surveys be sent?

    Considerations

    • Communicate the value of responding to the survey.
    • Remember, the survey should be as short and concise as possible. A lengthy body of text before the actual survey can deter respondents.
    • Depending on your survey configuration, you may have a ‘thank you’ page that appears after respondents complete the survey. Think about what messaging you can save for that page and what needs to be up front.
    • Ensure there is a clear reference to which ticket the survey is referencing (with the subject of the ticket, not just ticket number).

    Considerations

    • Depending on the complexity of your ITSM tool, you may designate email addresses to receive completed surveys, or configure entire dashboards to display results.
    • Decide who needs to receive all completed surveys in order to take action.
    • Decide whether the agent who resolved the ticket will have access to the full survey response. Note that if they see negative feedback, it may affect morale.
    • Are there any other stakeholders who should receive the immediate completed surveys, or can they view summary reports and dashboards of the results?

    Recommendations

    Most users won’t read a long message, especially if they see it multiple times, so keep the email short and simple. Tell users you value their feedback, indicate which interaction you’re asking about, and say how long the survey should take. Thank them after they submit and tell them you will act on their feedback.

    Recommendations

    Survey results should be sent to the Service Manager, Customer Experience Lead, or whoever is the person responsible for managing the survey feedback. They can choose how to share feedback with specific agents and the service desk team.

    Response rates for transactional surveys are typically low…

    Most IT organizations see transactional survey response rates of less than 20%.

    The image contains a screenshot of a SDI survey taken to demonstrate customer satisfaction respond rate.

    Source: SDI, 2018

    SDI’s 2018 Customer Experience in ITSM survey of service desk professionals found that 69% of respondents had survey response rates of 20% or less. However, they did not distinguish between transactional and relationship surveys.

    Reasons for low response rates:

    • Users tend to only respond if they had a very positive or very negative experience worth writing about, but don’t typically respond for interactions that go as expected or were average.
    • Survey is too long or complicated.
    • Users receive too many requests for feedback.
    • Too much time has passed since the ticket was submitted/resolved and the user doesn’t remember the interaction.
    • Users think their responses disappear into a black hole or aren’t acted upon so they don’t see the value in taking the time to respond. Or, they don’t trust the confidentiality of their responses.

    “In my experience, single digits are a sign of a problem. And a downward trend in response rate is also a sign of a problem. World-class survey response rates for brands with highly engaged customers can be as high as 60%. But I’ve never seen it that high for internal support teams. In my experience, if you get a response rate of 15-20% from your internal customers then you’re doing okay. That’s not to say you should be content with the status quo, you should always be looking for ways to increase it.”

    – David O’Reardon, Founder & CEO of Silversix

    … but there are steps you can take to maximize your response rate

    It is still difficult to achieve high response rates to transactional surveys, but you can at least increase your response rate with these strategies:

    1. Reduce frequency
    2. Don’t over-survey any one user or they will start to ignore the surveys.

    3. Send immediately
    4. Ask for feedback soon after the ticket was resolved so it’s fresh in the user’s memory.

    5. Make it short and simple
    6. Keep the survey short, concise, and simple to respond to.

    7. Make it easy to complete
    8. Minimize effort involved as much as possible. Allow users to respond directly from email and from any device.

    9. Change email messaging
    10. Experiment with your subject line or email messaging to draw more attention.

    11. Respond to feedback
    12. Respond to customers who provide feedback – especially negative – so they know you’re listening.

    13. Act on feedback
    14. Demonstrate that you are acting on feedback so users see the value in responding.

    Use Info-Tech’s survey template as a starting point

    Once you’ve worked through all the decisions in this step, you’re ready to configure your transactional survey in your ITSM solution or survey tool.

    As a starting point, you can leverage Info-Tech’s Transactional Service Desk Survey Templatee to design your templates and wording.

    Make adjustments to match your decisions or your configuration limitations as needed.

    Refer to the key decisions tables on slides 24 and 25 to ensure you’ve made all the configurations necessary as you set up your survey.

    The image contains a screenshot of Info-Tech's survey templates.

    Design and implement relationship surveys

    Phase 3

    Understand why and how to design a survey to assess overall satisfaction with the service desk across your organization, or use Info-Tech’s diagnostic.

    Phase 1:

    Phase 2:

    Phase 3:

    Phase 4:

    Understand how to measure customer satisfaction

    Design and implement transactional surveys

    Design and implement relationship surveys

    Analyze and act on feedback

    How can we evaluate overall Service Desk service quality?

    Evaluating service quality in any industry is challenging for both those seeking feedback and those consuming the service: “service quality is more difficult for the consumer to evaluate than goods quality.”

    You are in the position of trying to measure something intangible: customer perception, which “result[s] from a comparison of consumer expectations with actual service performance,” which includes both the service outcome and also “the process of service delivery”

    (Source: Parasuraman et al, 1985, 42).

    Your mission is to design a relationship survey that is:

    • Comprehensive but not too long.
    • Easy to understand but complex enough to capture enough detail.
    • Able to capture satisfaction with both the outcome and the experience of receiving the service.

    Use relationship surveys to measure overall service desk service quality

    Recall the definition of a relationship survey:

    • Survey that is sent periodically (i.e. semi-annually or annually) to the entire customer base to measure the overall relationship with the service desk.
    • Shows you where your customer experience is doing well and where it needs improving.
    • Asks customers to rate you based on their overall experience rather than on a specific product or interaction.
    • Longer and more comprehensive than transactional surveys, covering multiple dimensions/ topics.

    Relationship surveys serve several purposes:

    • Gives end users an opportunity to provide overall feedback on a wider range of experiences with IT.
    • Gives IT the opportunity to respond to feedback and show users their voices are heard.
    • Provides insight into year-over-year trends and customer satisfaction.
    • Provides IT leaders the opportunity to segment the results by demographic (e.g. by department, location, or seniority) and target improvements where needed most.
    • Feeds into strategic planning and annual reports on user experience and satisfaction

    Info-Tech Insight

    Annual relationship surveys provide great value in the form of year-over-year internal benchmarking data, which you can use to track improvements and validate the impact of your service improvement efforts.

    Understand the gaps that decrease service quality

    The Service Quality Model (Parasuraman, Zeithaml and Berry, 1985) shows how perceived service quality is negatively impacted by the gap between expectations for quality service and the perceptions of actual service delivery:

    Gap 1: Consumer expectation – Management perception gap:

    Are there differences between your assumptions about what users want from a service and what those users expect?

    Gap 2: Management perception – Service quality specification gap:

    Do you have challenges translating user expectations for service into standardized processes and guidelines that can meet those expectations?

    Gap 3: Service quality specifications – Service delivery gap:

    Do staff members struggle to carry out the service quality processes when delivering service?

    Gap 4: Service delivery – External communications gap:

    Have users been led to expect more than you can deliver? Alternatively, are users unaware of how the organization ensures quality service, and therefore unable to appreciate the quality of service they receive?

    Gap 5: Expected service – Perceived service gap:

    Is there a discrepancy between users’ expectations and their perception of the service they received (regardless of any user misunderstanding)?

    The image contains a screenshot of the Service Quality Model to demonstrate the consumer and consumers.

    Your survey questions about service and support should provide insight into where these gaps exist in your organization

    Make key decisions ahead of launch

    Decision/step Considerations
    Align the relationship survey with your goals Align what is motivating you to launch the survey at this time and the outcomes it is intended to feed into.
    Identify what you’re measuring Clarify the purpose of the questions. Are you measuring feedback on your service desk, specifically? On all of IT? Are you trying to capture user effort? User satisfaction? These decisions will affect how you word your questions.
    Determine a framework for your survey Reporting on results and tracking year-over-year changes will be easier if you design a basic framework that your survey questions fall into. Consider drawing on an existing service quality framework to match best practices in other industries.
    Cover logistical details Designing a relationship survey requires attention to many details that may initially be overlooked: the survey’s length and timing, who it should be sent to and how, what demographic info you need to collect to slice and dice the results, and if it will be possible to conduct the survey anonymously.
    Design question wording It is important to keep questions clear and concise and to avoid overly lengthy surveys.
    Select answer scales The answer scales you select will depend on how you have worded the questions. There is a wide range of answer scales available to you; decide which ones will produce the most meaningful data.
    Test the survey Testing the survey before widely distributing it is key. When collecting feedback, conduct at least a few in person observations of someone taking the survey to get their unvarnished first impressions.
    Monitor and maximize your response rate Ensure success by staying on top of the survey during the period it is open.

    Align the relationship survey with your goals

    What is motivating you to launch the survey at this time?

    Is there a renewed focus on customer service satisfaction? If so, this survey will track the initiative’s success, so its questions must align with the sponsors’ expectations.

    Are you surveying customer satisfaction in order to comply with legislation, or directives to measure customer service quality?

    What objectives/outcomes will this survey feed into?

    What do you need to report on to your stakeholders? Have they communicated any expectations regarding the data they expect to see?

    Does the CIO want the annual survey to measure end-user satisfaction with all of IT?

    • Or do you only want to measure satisfaction with one set of processes (e.g. Service Desk)?
    • Are you seeking feedback on a project (e.g. implementation of new ERP)?
    • Are you seeking feedback on the application portfolio?

    In 1993 the U.S. president issued an Executive Order requiring executive agencies to “survey customers to determine the kind and quality of services they want and their level of satisfaction with existing services” and “post service standards and measure results against them.” (Clinton, 1993)

    Identify what you’re measuring

    Examples of Measures

    Clarify the purpose of the questions

    Each question should measure something specific you want to track and be phrased accordingly.

    Are you measuring feedback on the service desk?

    Service desk professionalism

    Are you measuring user satisfaction?

    Service desk timeliness

    Your customers’ happiness with aspects of IT’s service offerings and customer service

    Trust in agents’ knowledge

    Users’ preferred ticket intake channel (e.g. portal vs phone)

    Satisfaction with self-serve features

    Are you measuring user effort?

    Are you measuring feedback on IT overall?

    Satisfaction with IT’s ability to enable the business

    How much effort your customer needs to put forth to accomplish what they wanted/how much friction your service causes or alleviates

    Satisfaction with company-issued devices

    Satisfaction with network/Wi-Fi

    Satisfaction with applications

    Info-Tech Insight

    As you compose survey questions, decide whether they are intended to capture user satisfaction or effort: this will influence how the question is worded. Include a mix of both.

    Determine a framework for your survey

    If your relationship survey covers satisfaction with service support, ensure the questions cover the major aspects of service quality. You may wish to align your questions on support with existing frameworks: for example, the SERVQUAL service quality measurement instrument identifies 5 dimensions of service quality: Reliability, Assurance, Tangibles, Empathy, and Responsiveness (see below). As you design the survey, consider if the questions relate to these five dimensions. If you have overlooked any of the dimensions, consider if you need to revise or add questions.

    Service dimension

    Definition

    Sample questions

    Reliability

    “Ability to perform the promised service dependably and accurately”1

    • How satisfied are you with the effectiveness of Service Desk’s ability to resolve reported issues?

    Assurance

    “Knowledge and courtesy of employees and their ability to convey trust and confidence”2

    • How satisfied are you with the technical knowledge of the Service Desk staff?
    • When you have an IT issue, how likely are you to contact Service Desk by phone?

    Tangibles

    “Appearance of physical facilities, equipment, personnel, and communication materials”3

    • How satisfied are you that employees in your department have all the necessary technology to ensure optimal job performance?
    • How satisfied are you with IT’s ability to communicate to you regarding the information you need to perform your job effectively?

    Empathy

    “Caring, individualized attention the firm provides its customers”4

    • How satisfied are you that IT staff interact with end users in a respectful and professional manner?

    Responsiveness

    “Willingness to help customers and provide prompt service”5

    • How satisfied are you with the timeliness of Service Desk’s resolution to reported issues?
    1-5. Arlen, Chris,2022. Paraphrasing Zeithaml, Parasuraman, and Berry, 1990.

    Cover logistical details of the survey

    Identify who you will send it to

    Will you survey your entire user base or a specific subsection? For example, a higher education institution may choose to survey students separately from staff and faculty. If you are gathering data on customer satisfaction with a specific implementation, only survey the affected stakeholders.

    Determine timing

    Avoid sending out the survey during known periods of time pressure or absence (e.g. financial year-end, summer vacation).

    Decide upon its length

    Consider what survey length your users can tolerate. Configure the survey to show the respondents’ progression or their percentage complete.

    Clearly introduce the survey

    The survey should begin with an introduction that thanks users for completing the survey, indicates its length and anonymity status, and conveys how the data will be used, along with who the participants should contact with any questions about the survey.

    Decide upon incentives

    Will you incentivize participation (e.g. by entering the participants in a draw or rewarding highest-participating department)?

    Collect demographic information

    Ensure your data can be “sliced and diced” to give you more granular insights into the results. Ask respondents for information such as department, location, seniority, and tenure to help with your trend analysis later.

    Clarify if anonymous

    Users may be more comfortable participating if they can do so anonymously (Quantisoft, n.d.). If you promise anonymity, ensure your survey software/ partner can support this claim. Note the difference between anonymity (identity of participant is not collected) and confidentiality (identifying data is collected but removed from the reported results).

    Decide how to deliver the survey

    Will you be distributing the survey yourself through your own licensed software (e.g. through Microsoft Forms if you are an MS shop)? Or, will you be partnering with a third-party provider? Is the survey optimized for mobile? Some find up to 1/3 of participants use mobile devices for their surveys (O’Reardon, 2018).

    Use the Sample Size Calculator to determine your ideal sample size

    Use Info-Tech’s Sample Size Calculator to calculate the number of people you need to complete your survey to have statistically representative results.

    The image contains a screenshot of the Sample Size Calculator.

    In the example above, the service desk supports 1000 total users (and sent the survey to each one). To be 95% confident that the survey results fall within 5% of the true value (if every user responded), they would need 278 respondents to complete their survey. In other words, to have a sample that is representative of the whole population, they would need 278 completed surveys.

    Explanation of terms:

    Confidence Level: A measure of how reliable your survey is. It represents the probability that your sample accurately reflects the true population (e.g. your entire user base). The industry standard is typically 95%. This means that 95 times out of 100, the true data value that you would get if you surveyed the entire population would fall within the margin of error.

    Margin of Error: A measure of how accurate the data is, also known as the confidence interval. It represents the degree of error around the data point, or the range of values above and below the actual results from a survey. A typical margin of error is 5%. This means that if your survey sample had a score of 70%, the true value if you sampled the entire population would be between 65% and 75%. To narrow the margin of error, you would need a bigger sample size.

    Population Size: The total set of people you want to study with your survey. For example, the total number of users you support.

    Sample Size: The number of people who participate in your survey (i.e. complete the survey) out of the total population.

    Info-Tech’s End-User Satisfaction Diagnostics

    If you choose to leverage a third-party partner, an Info-Tech satisfaction survey may already be part of your membership. There are two options, depending on your needs:

    I need to measure and report customer satisfaction with all of IT:

    • IT’s ability to enable the organization to meet its existing goals, innovate, adapt to business needs, and provide the necessary technology.
    • IT’s ability to provide training, respond to feedback, and behave professionally.
    • Satisfaction with IT services and applications.

    Both products measure end-user satisfaction

    One is more general to IT

    One is more specific to service desk

    I need to measure and report more granularly on Service Desk customer satisfaction:

    • Efficacy and timeliness of resolutions
    • Technical and communication skills
    • Ease of contacting the service desk
    • Effectiveness of portal/ website
    • Ability to collect and apply user feedback

    Choose Info-Tech's End User Satisfaction Survey

    Choose Info-Tech’s Service Desk Satisfaction Survey

    Design question wording

    Write accessible questions:

    Instead of this….

    Ask this….

    48% of US adults meet or exceed PIACC literacy level 3 and thus able to deal with texts that are “often dense or lengthy.”

    52% of US adults meet level 2 or lower.

    Keep questions clear and concise. Avoid overly lengthy surveys.

    Source: Highlights of the 2017 U.S. PIAAC Results Web Report
    1. How satisfied are you with the response times of the service desk?
    2. How satisfied are you with the timeliness of the service desk?

    Users will have difficulty perceiving the difference between these two questions.

    1. How satisfied are you with the time we take to acknowledge receipt of your ticket?
    2. How satisfied are you with the time we take to completely resolve your ticket?

    Tips for writing survey questions:

    “How satisfied are you with the customer service skills, knowledge, and responsiveness of the technicians?”

    This question measures too many things and the data will not be useful.

    Choose only one to ask about.

    • Cut out any unnecessary words or phrasing. Highlight/bold key words or phrases.
    • Avoid biasing or leading respondents to select a certain answer.
    • Don’t attempt to measure multiple constructs in a single question.

    “On a scale of 1-10, thinking about the past year, how satisfied would you say that you were overall with the way that your tickets were resolved?”

    This question is too wordy.

    “How satisfied were you with your ticket resolution?”

    Choose answer scales that best fit your questions and reporting needs

    Likert scale

    Respondents select from a range of statements the position with which they most agree:

    E.g. How satisfied are you with how long it generally takes to resolve your issue completely?

    E.g. Very dissatisfied/Somewhat dissatisfied/ Neutral/ Somewhat satisfied/ Very satisfied/ NA

    Frequency scale

    How often does the respondent have to do something, or how often do they encounter something?

    E.g. How frequently do you need to re-open tickets that have been closed without being satisfactorily resolved?

    E.g. Never/ Rarely/ Sometimes/ Often/ Always/ NA

    Numeric scale

    By asking users to rate their satisfaction on a numeric scale (e.g., 1-5, 1-10), you can facilitate reporting on averages:

    E.g. How satisfied are you with IS’s ability to provide services to allow the organization to meet its goals?

    E.g. 1 – Not at all Satisfied to 10 – Fully Satisfied / NA

    Forced ranking

    Learn more about your users’ priorities by asking them to rank answers from most to least important, or selecting their top choices (Sauro, 2018):

    E.g. From the following list, drag and drop the 3 aspects of our service that are most important to you into the box on the right.

    Info-Tech Insight

    Always include an optional open-ended question, which allows customers to provide more feedback or suggestions.

    Test the survey before launching

    Review your questions for repetition and ask for feedback on your survey draft to discover if readers interpret the questions differently than you intended.

    Test the survey with different stakeholder groups:

    • IT staff: To discover overlooked topics.
    • Representatives of your end-user population: To discover whether they understand the intention of the questions.
    • Executives: To validate whether you are capturing the data they are interested in reporting on.

    Testing methodology:

    • Ask your test subjects to take the survey in your presence so you can monitor their experience as they take it.
    • Ask them to narrate their experience as they take the survey.
    • Watch for:
      • The time it takes to complete the survey.
      • Moments when they struggle or are uncertain with the survey’s wording.
      • Questions they find repetitive or pointless.

    Info-Tech Insight

    In the survey testing phase, try to capture at least a few real-time responses to the survey. If you collect survey feedback only once the test is over, you may miss some key insights into the user experience of navigating the survey.

    “Follow the golden rule: think of your audience and what they may or may not know. Think about what kinds of outside pressures they may bring to the work you’re giving them. What time constraints do they have?”

    – Sally Colwell, Project Officer, Government of Canada Pension Centre

    Monitor and maximize your response rate

    Ensure success by staying on top of the survey during the period it is open.

    • When will your users complete the survey? You know your own organization’s culture best, but SurveyMonkey found that weekday survey responses peaked at mid-morning and mid-afternoon (Wronski). Ensure you send the communication at a time it will not be overlooked. For example, some studies found Mondays to have higher response rates; however, the data is not consistent (Amaresan, 2021). Send the survey at a time you believe your users are least likely to be inundated with other notifications.
    • Have a trusted leader send out the first communication informing the end-user base of the survey. Ensure the recipient understands your motivation and how their responses will be used to benefit them (O’Reardon, 2016). Remind them that participating in the survey benefits them: since IT is taking actions based on their feedback, it’s their chance to improve their employee experience of the IT services and tools they use to do their job.
    • In the introductory communication, test different email subject lines and email body content to learn which versions increase respondents’ rates of opening the survey link, and “keep it short and clear” (O’Reardon, 2016).
    • If your users tend to mistrust emailed links due to security training, tell them how to confirm the legitimacy of the survey.

    “[Send] one reminder to those who haven’t completed the survey after a few days. Don’t use the word ‘reminder’ because that’ll go straight in the bin, better to say something like, ‘Another chance to provide your feedback’”

    – David O’Reardon, Founder & CEO of Silversix

    Analyze and act on feedback

    Phase 4

    Measure and analyze the results of both surveys and build a plan to act on both positive and negative feedback and communicate the results with the organization.

    Phase 1:

    Phase 2:

    Phase 3:

    Phase 4:

    Understand how to measure customer satisfaction

    Design and implement transactional surveys

    Design and implement relationship surveys

    Analyze and act on feedback

    Leverage the service recovery paradox to improve customer satisfaction

    The image contains a screenshot of a graph to demonstrate the service recovery paradox.

    A service failure or a poor experience isn’t what determines customer satisfaction – it’s how you respond to the issue and take steps to fix it that really matters.

    This means one poor experience with the service desk doesn’t necessarily lead to an unhappy user; if you quickly and effectively respond to negative feedback to repair the relationship, the customer may be even happier afterwards because you demonstrated that you value them.

    “Every complaint becomes an opportunity to turn a bad IT customer experience into a great one.”

    – David O’Reardon, Founder & CEO of Silversix

    Collecting feedback is only the first step in the customer feedback loop

    Closing the feedback loop is one of the most important yet forgotten steps in the process.

    1. Collect Feedback
    • Send transactional surveys after every ticket is resolved.
    • Send a broader annual relationship survey to all users.
  • Analyze Feedback
    • Calculate satisfaction scores.
    • Read open-ended comments.
    • Analyze for trends, categories, common issues and priorities.
  • Act on Feedback
    • Respond to users who provided feedback.
    • Make improvements based on feedback.
  • Communicate Results
    • Communicate feedback results and improvements made to respondents and to service desk staff.
    • Summarize results and actions to key stakeholders and business leaders.

    Act on feedback to get the true value of your satisfaction program

    • SDI (2018) survey data shows that the majority of service desk professionals are using their customer satisfaction data to feed into service improvements. However, 30% still aren’t doing anything with the feedback they collect.
    • Collecting feedback is only one half of a good customer feedback program. Acting on that feedback is critical to the success of the program.
    • Using feedback to make improvements not only benefits the service desk but shows users the value of responding and will increase future response rates.
    The image contains a screenshot of a bar graph that demonstrates SDI: What do service desk professionals do with customer satisfaction data?

    “Your IT service desk’s CSAT survey should be the means of improving your service (and the employee experience), and something that encourages people to provide even more feedback, not just the means for understanding how well it’s doing”

    – Joe the IT Guy, SysAid

    Assign responsibility for acting on feedback

    If collecting and analyzing customer feedback is something that happens off the side of your desk, it either won’t get done or won’t get done well.

    • Formalize the customer satisfaction program. It’s not a one-time task, but an ongoing initiative that requires significant time and dedication.
    • Be clear on who is accountable for the program and who is responsible for all the tasks involved for both transactional and relationship survey data collection, analysis, and communication.

    Assign accountability for the customer feedback program to one person (i.e. Service Desk Manager, Service Manager, Infrastructure & Operations Lead, IT Director), who may take on or assign responsibilities such as:

    • Designing surveys, including survey questions and response options.
    • Configuring survey(s) in ITSM or survey tool.
    • Sending relationship surveys and subsequent reminders to the organization.
    • Communicating results of both surveys to internal staff, business leaders, and end users.
    • Analyzing results.
    • Feeding results into improvement plans, coaching, and training.
    • Creating reports and dashboards to monitor scores and trends.

    Info-Tech Insight

    While feedback can feed into internal coaching and training, the goal should never be to place blame or use metrics to punish agents with poor results. The focus should always be on improving the experience for end users.

    Determine how and how often to analyze feedback data

    • Analyze and report scores from both transactional and relationship surveys to get a more holistic picture of satisfaction across the organization.
    • Determine how you will calculate and present satisfaction ratings/scores, both overall and for individual questions. See tips on the right for calculating and presenting NPS and CSAT scores.
    • A single satisfaction score doesn’t tell the full story; calculate satisfaction scores at multiple levels to determine where improvements are most needed.
      • For example, satisfaction by service desk tier, team or location, by business department or location, by customer group, etc.
    • Analyze survey data regularly to ensure you communicate and act on feedback promptly and avoid further alienating dissatisfied users. Transactional survey feedback should be reviewed at least weekly, but ideally in real time, as resources allow.

    Calculating NPS Scores

    Categorize respondents into 3 groups:

    • 9-10 = Promoters, 7-8 = Neutral, 1-6 = Detractors

    Calculate overall NPS score:

    • % Promoters - % Detractors

    Calculating CSAT Scores

    • CSAT is usually presented as a percentage representing the average score.
    • To calculate, take the total of all scores, divide by the maximum possible score, then multiply by 100. For example, a satisfaction rating of 80% means on average, users gave a rating of 4/5 or 8/10.
    • Note that some organizations present CSAT as the percentage of “satisfied” users, with satisfied being defined as either “yes” on a two-point scale or a score of 4 or 5 on a 5-point scale. Be clear how you are defining your satisfaction rating.

    Don’t neglect qualitative feedback

    While it may be more difficult and time-consuming to analyze, the reward is also greater in terms of value derived from the data.

    Why analyze qualitative data

    How to analyze qualitative data

    • Quantitative data (i.e. numerical satisfaction scores) tells you how many people are satisfied vs dissatisfied, but it doesn’t tell you why they feel that way.
    • If you limit your data analysis to only reporting numerical scores, you will miss out on key insights that can be derived from open-ended feedback.
    • Qualitative data from open-ended survey questions provides:
      • Explanations for the numbers
      • More detailed insight into why respondents feel a certain way
      • More honest and open feedback
      • Insight into areas you may not have thought to ask about
      • New ideas and recommendations

    Methods range in sophistication; choose a technique depending on your tools available and goals of your program.

    1. Manual 2. Semi-automated 3. AI & Analysis Tools
    • Read all comments.
    • Sort into positive vs negative groups.
    • Add tags to categorize comments (e.g. by theme, keyword, service).
    • Look for trends and priorities, differences across groups.
    • Run a script to search for specific keywords.
    • Use a word cloud generator to visualize the most commonly mentioned words (e.g. laptop, email).
    • Due to limitations, manual analysis will still be necessary.
    • Use a feedback analysis/text analysis tool to mine feedback.
    • Software will present reports and data visualizations of common themes.
    • AI-powered tools can automatically detect sentiment or emotion in comments or run a topic analysis.

    Define a process to respond to both negative and positive feedback

    Successful customer satisfaction programs respond effectively to both positive and negative outcomes. Late or lack of responses to negative comments may increase customer frustration, while not responding at all to the positive comments may give the perception of indifference.

    1. Define what qualifies as a positive vs negative score
    2. E.g. Scores of 1 to 2 out of 5 are negative, scores of 4 to 5 out of 5 are positive.

    3. Define process to respond to negative feedback
    • Negative responses should go directly to the Service Desk Manager or whoever is accountable for feedback.
    • Set an SLO for when the user will be contacted. It should be within 24h but ideally much sooner.
    • Investigate the issue to understand exactly what happened and get to the root cause.
    • Identify remediation steps to ensure the issue does not occur again.
    • Communicate to the customer the action you have taken to improve.
  • Define process to respond to positive feedback
    • Positive responses should also be reviewed by the person accountable for feedback, but the timeline to respond may be longer.
    • Show respondents that you value their time by thanking them for responding. Showing appreciate helps to build a long-term relationship with the user.
    • Share positive results with the team to improve morale, and as a coaching/training mechanism.
    • Consider how to use positive feedback as an incentive or reward.

    Build a plan to communicate results to various stakeholders

    Regular communication about your feedback results and action plan tied to those results is critical to the success of your feedback program. Build your communication plan around these questions:

    1. Who should receive communication?

    Each audience will require different messaging, so start by identifying who those audiences are. At a minimum, you should communicate to your end users who provided feedback, your service desk/IT team, and business leaders or stakeholders.

    2. What information do they need?

    End users: Thank them for providing feedback. Demonstrate what you will do with that feedback.

    IT team: Share results and what you need them to do differently as a result.

    Business leaders: Share results, highlight successes, share action plan for improvement.

    3. Who is responsible for communication?

    Typically, this will be the person who is accountable for the customer feedback program, but you may have different people responsible for communicating to different audiences.

    4. When will you communicate?

    Frequency of communication will depend on the survey type – relationship or transactional – as well as the audience, with internal communication being much more frequent than end-user communication.

    5. How will you communicate?

    Again, cater your approach to the audience and choose a method that will resonate with them. End users may view an email, an update on the portal, a video, or update in a company meeting; your internal IT team can view results on a dashboard and have regular meetings.

    Communication to your users impacts both response rates and satisfaction

    Based on the Customer Communication Cycle by David O’Reardon, 2018
    1. Ask users to provide feedback through transactional and relationship surveys.
    2. Thank them for completing the survey – show that you value their time, regardless of the type of feedback they submitted.
    3. Be transparent and summarize the results of the survey(s). Make it easy to digest with simple satisfaction scores and a summary of the main insights or priorities revealed.
    4. Before asking for feedback, explain how you will use feedback to improve the service. After collecting feedback, share your plan for making improvements based on what the data told you.
    5. After you’ve made changes, communicate again to share the results with respondents. Make it clear that their feedback had a direct result on the service they receive. Communicating this before running another survey will also increase the likelihood of respondents providing feedback again.

    Info-Tech Insight

    Focus your communications to users around them, not you. Demonstrate that you need feedback to improve their experience, not just for you to collect data.

    Translate feedback into actionable improvements

    Taking action on feedback is arguably the most important step of the whole customer feedback program.

    Prioritize improvements

    Prioritize improvements based on low scores and most commonly received feedback, then build into an action plan.

    Take immediate action on negative feedback

    Investigate the issue, diagnose the root cause, and repair both the relationship and issue – just like you would an incident.

    Apply lessons learned from positive feedback

    Don’t neglect actions you can take from positive feedback – identify how you can expand upon or leverage the things you’re doing well.

    Use feedback in coaching and training

    Share positive experiences with the team as lessons learned, and use negative feedback as an input to coaching and training.

    Make the change stick

    After making a change, train and communicate it to your team to ensure the change sticks and any negative experiences don’t happen again.

    “Without converting feedback into actions, surveys can become just a pointless exercise in number watching.”

    – David O’Reardon, Founder & CEO of Silversix

    Info-Tech Insight

    Outline exactly what you plan to do to address customer feedback in an action plan, and regularly review that action plan to select and prioritize initiatives and monitor progress.

    For more guidance on tracking and prioritizing ongoing improvement initiatives, see the blueprints Optimize the Service Desk with a Shift Left Strategy and Build a Continual Improvement Plan for the Service Desk.

    Leverage Info-Tech resources to guide your improvement efforts

    Map your identified improvements to the relevant resource that can help:

    Improve service desk processes:

    Improve end-user self-service options:

    Assess and optimize service desk staffing:

    Improve ease of contacting the service desk:

    Standardize the Service Desk Optimize the Service Desk With a Shift-Left Strategy Staff the Service Desk to Meet Demand Improve Service Desk Ticket Intake

    Improve service desk processes:

    Improve end-user self-service options:

    Assess and optimize service desk staffing:

    Improve ease of contacting the service desk::

    Improve Incident and Problem Management Improve Incident and Problem Management Deliver a Customer Service Training Program to Your IT Department Modernize and Transform Your End-User Computing Strategy

    Map process for acting on relationship survey feedback

    Use Info-Tech’s Relationship Satisfaction Survey Review Process workflow as a template to define your own process.

    The image contains a screenshot of the Relationship Satisfaction Survey Review Process.

    Map process for acting on transactional survey feedback

    Use Info-Tech’s Transactional Satisfaction Survey Review Process workflow as a template to define your own process.

    The image contains a screenshot of the Transactional Satisfaction Survey Review Process.

    Related Info-Tech Research

    Standardize the Service Desk

    This project will help you build and improve essential service desk processes, including incident management, request fulfillment, and knowledge management to create a sustainable service desk.

    Optimize the Service Desk With a Shift-Left Strategy

    This project will help you build a strategy to shift service support left to optimize your service desk operations and increase end-user satisfaction.

    Build a Continual Improvement Plan

    This project will help you build a continual improvement plan for the service desk to review key processes and services and manage the progress of improvement initiatives.

    Deliver a Customer Service Training Program to Your IT Department

    This project will help you deliver a targeted customer service training program to your IT team to enhance their customer service skills when dealing with end users, improve overall service delivery and increase customer satisfaction.

    Sources Cited

    Amaresan, Swetha. “The best time to send a survey, according to 5 studies.” Hubspot. 15 Jun 2021. Accessed October 2022.
    Arlen, Chris. “The 5 Service Dimensions All Customers Care About.” Service Performance Inc. n.d. Accessed October 2022.
    Clinton, William Jefferson. “Setting Customer Service Standards.” (1993). Federal Register, 58(176).
    “Understanding Confidentiality and Anonymity.” The Evergreen State College. 2022. Accessed October 2022.
    "Highlights of the 2017 U.S. PIAAC Results Web Report" (NCES 2020-777). U.S. Department of Education. Institute of Education Sciences, National Center for Education Statistics.
    Joe the IT Guy. “Are IT Support’s Customer Satisfaction Surveys Their Own Worst Enemy?” Joe the IT Guy. 29 August 2018. Accessed October 2022.
    O’Reardon, David. “10 Ways to Get the Most out of your ITSM Ticket Surveys.” LinkedIn. 2 July 2019. Accessed October 2022.
    O'Reardon, David. "13 Ways to increase the response rate of your Service Desk surveys".LinkedIn. 8 June 2016. Accessed October 2022.
    O’Reardon, David. “IT Customer Feedback Management – A Why & How Q&A with an Expert.” LinkedIn. 13 March 2018. Accessed October 2022.
    Parasuraman, A., Zeithaml, V. A., & Berry, L. L. (1985). "A Conceptual Model of Service Quality and Its Implications for Future Research." Journal of Marketing, 49(4), 41–50.
    Quantisoft. "How to Increase IT Help Desk Customer Satisfaction and IT Help Desk Performance.“ Quantisoft. n.d. Accessed November 2022.
    Rumberg, Jeff. “Metric of the Month: Customer Effort.” HDI. 26 Mar 2020. Accessed September 2022.
    Sauro, Jeff. “15 Common Rating Scales Explained.” MeasuringU. 15 August 2018. Accessed October 2022.
    SDI. “Customer Experience in ITSM.” SDI. 2018. Accessed October 2022.
    SDI. “CX: Delivering Happiness – The Series, Part 1.” SDI. 12 January 2021. Accessed October 2022.
    Wronski, Laura. “Who responds to online surveys at each hour of the day?” SurveyMonkey. n.d. Accessed October 2022.

    Research contributors

    Sally Colwell

    Project Officer

    Government of Canada Pension Centre

    Select the Optimal Disaster Recovery Deployment Model

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    • Parent Category Name: DR and Business Continuity
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    Our Advice

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    3. Begin with the end in mind. Commit to mastering the selected model and leverage your vendor relationship for effective DR.

    Impact and Result

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    Select the Optimal Disaster Recovery Deployment Model Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build the optimal DR deployment model, 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:

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    Complete Phase 1 to outline your DR site requirements, review any industry or organizational constraints on your DR strategy, and zero in on relevant DR models.

    • Select the Optimal Disaster Recovery Deployment Model – Phase 1: Target Relevant DR Options for Your Organization
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    • Select the Optimal Disaster Recovery Deployment Model – Phase 2: Conduct a Comprehensive Analysis and Vet the DR Vendors
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    • Select the Optimal Disaster Recovery Deployment Model – Phase 3: Make the Case and Plan Your Transition
    • DR Solution Executive Presentation Template
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    Workshop: Select the Optimal Disaster Recovery Deployment 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 Target Relevant DR Options for Your Organization

    The Purpose

    Identify potential DR models

    Key Benefits Achieved

    Take a funneled approach and avoid getting lost among all of the DR models available

    Activities

    1.1 Define DR site requirements

    1.2 Document industry and organizational constraints

    1.3 Identify potential DR models

    Outputs

    Determine the type of site, replication, and risk mitigation initiatives required

    Rule out unfit models

    DR Decision Tree

    Application Assessment Tool for Cloud DR

    2 Conduct a Comprehensive Analysis of Appropriate Models

    The Purpose

    Explore relevant DR models

    Key Benefits Achieved

    Develop supporting evidence for the various options

    Activities

    2.1 Explore pros and cons of potential solutions

    2.2 Understand the use case for DRaaS

    2.3 Review DR model diagrams

    Outputs

    Qualitative analysis on candidate models

    Evaluate the need for DRaaS

    DR diagrams for candidate models

    3 Build the DR Solution TCO Comparison Tool

    The Purpose

    Determine best cost models

    Key Benefits Achieved

    Save money by selecting the most cost effective option to meet your DR requirements

    Activities

    3.1 Gather hardware requirements for production site

    3.2 Define capacity requirements for DR

    3.3 Compare cost across various models

    Outputs

    Populate the production summary tab in TCO tool

    Understand how much hardware will need to be on standby and how much will be procured at the time of disaster

    Find the most cost effective method

    4 Make the Case and Plan Your Transition

    The Purpose

    Build support from business stakeholders by having a clear and defendable proposal for DR

    Key Benefits Achieved

    Effective and ready DR deployment model

    Activities

    4.1 Address implementation considerations for network, capacity, and day-to-day operations

    4.2 Build presentation for business stakeholders

    Outputs

    Define implementation projects necessary for deployment and appoint staff to execute them

    PowerPoint presentation to summarize findings from the course of the project

    Identify and Manage Financial Risk Impacts on Your Organization

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    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management
    • As vendors become more prevalent in organizations, organizations increasingly need to understand and manage the potential financial impacts of vendors’ actions.
    • It is only a matter of time until a vendor mistake impacts your organization. Make sure you are prepared to manage the adverse financial consequences.

    Our Advice

    Critical Insight

    • 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.

    Impact and Result

    • 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 Manage Financial 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 Financial Risk Impact on Your Organization Deck – Use the research to better understand the negative financial impacts of vendor actions.

    Use this research to identify and quantify the potential financial impacts of vendors’ poor performance. Use Info-Tech’s approach to look at the financial impact from various perspectives to better prepare for issues that may arise.

    • Identify and Manage Financial Risk Impacts on Your Organization Storyboard

    2. “What If” Financial Risk Impact Tool – Use this tool to help identify and quantify the financial 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.

    • Financial Risk Impact Tool
    [infographic]

    Further reading

    Identify and Manage Financial Risk Impacts on Your Organization

    Good vendor management practices help organizations understand the costs of negative vendor actions.

    Analyst Perspective

    Vendor actions can have significant financial consequences for your organization.

    Photo of Frank Sewell, Research Director, Vendor Management, Info-Tech Research Group.

    Vendors are becoming more influential and essential to the operation of organizations. Often the sole risk consideration of a business is whether the vendor meets a security standard, but vendors can negatively impact organizations’ budgets in various ways. Fortunately, though inherent risk is always present, organizations can offset the financial impacts of high-risk vendors by employing due diligence in their vendor management practices to help manage the overall risks.

    Frank Sewell
    Research Director, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    As vendors become more prevalent in organizations, organizations increasingly need to understand and manage the potential financial impacts of vendors’ actions.

    It is only a matter of time until a vendor mistake impacts your organization. Make sure you are prepared to manage the adverse financial consequences.

    Common Obstacles

    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.

    Info-Tech’s Approach

    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.

    Info-Tech Insight

    Companies without good vendor management risk initiatives will take on more risk than they should. Solid vendor management practices are imperative –organizations must evolve to ensure that vendors deliver services according to performance objectives and that risks are managed accordingly.

    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.

    Financial risk impact

    Potential losses to the organization due to financial risks

    In this blueprint, we’ll explore financial risks and their impacts.

    Identifying negative actions is paramount to assessing the overall financial impact on your organization, starting in the due diligence phase of the vendor assessment and continuing throughout the vendor lifecycle.

    Cube with each multiple colors on each face, similar to a Rubix cube, and the vendor risk component 'Financial' highlighted.

    Unbudgeted financial risk impact

    The costs of adverse vendor actions, such as a breach or an outage, are increasing. By knowing these potential costs, leaders can calculate how to avoid them throughout the lifecycle of the relationship.

    Loss of business represents the largest share of the breach

    38%

    Avg. $1.59M
    Global average cost of a vendor breach

    $4.2M

    Percentage of breaches in 2020 caused by business associates

    40.2%

    23.2% YoY
    (year over year)
    (Source: “Cost of a Data Breach Report 2021,” IBM, 2021) (Source: “Vendor Risk Management – A Growing Concern,” Stern Security, 2021)

    Example: Hospital IT System Outage

    Hospitals often rely on vendors to manage their data center environments but rarely understand the downstream financial impacts if that vendor fails to perform.

    For example, a vendor implements a patch out of cycle with no notice to the IT group. Suddenly all IT systems are down. It takes 12 hours for the IT teams to return systems to normal. The downstream impacts are substantial.

    • There is no revenue capture during outage (patient registration, payments).
      • The financial loss is significant, impacting cash on hand and jeopardizing future projects.
    • Clinicians cannot access the electronic health record (EHR) system and shift to downtime paper processes.
      • This can cause potential risks to patient health, such as unknown drug interactions.
      • This could also incur lawsuits, fines, and penalties.
    • Staff must manually add the paper records into the EHR after the incident is corrected.
      • Staff time is lost on creating paper records and overtime is required to reintroduce those records into EMR.
    • Staff time and overtime pay on troubleshooting and solving issues take away from normal operations and could cause delays, having downstream effects on the timing of other projects.

    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.

    Insight 1 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?

    Insight 2 Financial impacts from other risk types deserve just as much focus as security alone, if not more.

    Examples include penalties and fines, loss of revenue due to operational impacts, vendor replacement costs, hidden costs in poorly understood contracts, and lack of contractual protections.

    Insight 3 There is always an inherent risk in working with a vendor, but organizations should financially quantify how much each risk may impact their budget.

    A significant concern for organizations is quantifying different types of risks. When a risk occurs, the financial losses are often poorly understood, with unbudgeted financial impacts.

    Three stages of vendor financial risk assessment

    Assess risk throughout the complete vendor lifecycle

    1. Pre-Relationship Due Diligence: The initial pre-relationship due diligence stage is a crucial point to establish risk management practices. Vendor management practices ensure that a potential vendor’s risk is categorized correctly by facilitating the process of risk assessment.
    2. Monitor & Manage: Once the relationship is in place, organizations should enact ongoing management efforts to ensure they are both getting their value from the vendor and appropriately addressing any newly identified risks.
    3. Termination: When the termination of the relationship arrives, the organization should validate that adequate protections that were established while forming a contract in the pre-relationship stage remain in place.

    Inherent risks from negative actions are pervasive throughout the entire vendor lifecycle. Collaboratively understanding those risks and working together to put proper management in place enables organizations to get the most value out of the relationship with the least amount of risk.

    Flowchart for 'Assessing Financial Risk Impacts', beginning with 'New Vendor' to 'Sourcing' to the six components of 'Vendor Management'. After a gamut of assessments such as ''What If' Game' one can either 'Accept' to move on to 'Pre-Relationship', 'Monitor & Manage', and eventually to 'Termination', or not accept and circle back to 'Sourcing'.

    Stage 1: Pre-relationship assessment

    Do these as part of your due diligence

    • Review and negotiate contract terms and conditions.
      • Ensure that you have the protections to make you whole in the event of an incident, in the event that another entity purchases the vendor, and throughout the entire lifecycle of your relationship with the vendor.
      • Make sure to negotiate your post-termination protections in the initial agreement.
    • Perform a due-diligence financial assessment.
      • Make sure the vendor is positioned in the market to be able to service your organization.
    • Perform an initial risk assessment.
      • Identify and understand all potential factors that may cause financial impacts to your organization.
      • Include total cost of ownership (TCO) and return of investment (ROI) as potential impact offsets.
    • Review case studies – talk to other customers.
      • Research who else has worked with the vendor to get “the good, the bad, and the ugly” stories to form a clear picture of a potential relationship with the vendor.
    • Use proofs of concept.
      • It is essential to know how the vendor and their solutions will work in the environment before committing resources and to incorporate them into organizational strategic plans.
    • Limit vendors’ ability to increase costs over the years. It is not uncommon for a long-term relationship to become more expensive than a new one over time when the increases are unmanaged.
    • Vendor audits can be costly and a significant distraction to your staff. Make sure to contractually limit them.
    • Many vendors enjoy significant revenue from unclear deliverables and vague expectations that lead to change requests at unknown rates – clarifying expectations and deliverables and demanding negotiated rate sheets before engagement will save budget and strengthen the relationship.

    Visit Info-Tech’s VMO ROI Calculator and Tracker

    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 financial risk profile on the specific vendor solution

    Materials: Whiteboard/flip charts, Financial Risk Impact Tool to help drive discussion

    Participants: Vendor Management – Coordinator, IT Operations, Legal/Compliance/Risk Manager, Finance/Procurement

    Vendor management professionals are in an excellent position to collaboratively 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 Financial Risk Impact Tool to prompt discussion on potential risks. Keep this discussion flowing organically to explore all potential risks 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 Financial Risk Impact Tool

    Stage 2.1: Monitor the financial risk

    Ongoing monitoring activities

    Never underestimate the value of keeping the relationship moving forward.

    Examples of items and activities to monitor include;

    Stock photo of a worker being trained on a computer.
    • Fines
    • Data leaks
    • Performance
    • Credit monitoring
    • Viability/solvency
    • Resource capacity
    • Operational impacts
    • Regulatory penalties
    • Increases in premiums
    • Security breaches (infrastructure)

    Info-Tech Insight

    Many organizations do not have the resources to dedicate to annual risk assessments of all vendors.

    Consider timing ongoing risk assessments to align with contract renewal, when you have the most leverage with the vendor.

    Visit Info-Tech’s Risk Register Tool

    Stage 2.2: Manage the financial risk

    During the lifecycle of the vendor relationship

    • Renew risk assessments annually.
    • Focus your efforts on highly ranked risks.
    • Is there a new opportunity to negotiate?
    • Identify and classify individual vendor risk.
    • Are there better existing contracts in place?
    • Review financial health checks at the same time.
    • Monitor and schedule contract renewals and new service/module negotiations.
    • Perform business alignment meetings to reassess the relationship.
    • Ongoing operational meetings should be supplemental, dealing with day-to-day issues.
    • Develop performance metrics and hold vendors accountable to established service levels.
    Stock image of a professional walking an uneven line over the words 'Risk Management'.

    Stage 3: Termination

    An essential and often overlooked part of the vendor lifecycle is the relationship after termination

    • The risk of a vendor keeping your data for “as long as they want” is high.
      • Data retention becomes a “forever risk” in today’s world of cyber issues if you do not appropriately plan.
    • Ensure that you always know where data resides and where people are allowed to access that data.
      • If there is a regulatory need to house data only in specific locations, ensure that it is explicit in agreements.
    • Protect your data through language in initial agreements that covers what needs to happen when the relationship with the vendor terminates.
      • Typically, all the data that the vendor has retained is returned and/or destroyed at your sole discretion.
    Stock image of a sign reading 'Closure'.

    Related Info-Tech Research

    Stock photo of two co-workers laughing. Design and Build an Effective Contract Lifecycle Management Process
    • Achieve measurable savings in contract time processing, financial risk avoidance, and dollar savings
    • Understand how to identify and mitigate risk to save the organization time and money.
    Stock image of reports and file folders. Identify and Reduce Agile Contract Risk
    • Manage Agile contract risk by selecting the appropriate level of protections for an Agile project.
    • Focus on the correct contract clauses to manage Agile risk.
    Stock photo of three co-workers gathered around a computer screen. 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.
    • Gain 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.

    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

    Optimize the Service Desk With a Shift-Left Strategy

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    • Parent Category Name: Service Desk
    • Parent Category Link: /service-desk
    • Tier 2 and 3 specialists lose time and resources working on tickets instead of more complex projects.
    • The service desk finds themselves resolving the same incidents over and over, wasting manual work on tasks that could be automated.
    • Employees expect modern, consumer-like experiences when they need help; they want to access information and resources from wherever they are and have the tools to solve their problems themselves without waiting for help.

    Our Advice

    Critical Insight

    • It can be difficult to overcome the mindset that difficult functions need to be escalated. Shift left involves a cultural change to the way the service desk works, and overcoming objections and getting buy-in up front is critical.
    • Many organizations have built a great knowledgebase but fail to see the value of it over time as it becomes overburdened with overlapping and out-of-date information. Knowledge capture, updating, and review must be embedded into your processes if you want to keep the knowledgebase useful.
    • Similarly, the self-service portal is often deployed out of the box with little input from end users and fails to deliver its intended benefits. The portal needs to be designed from the end user’s point of view with the goal of self-resolution if it will serve its purpose of deflecting tickets.

    Impact and Result

    • Embrace a shift-left strategy by moving repeatable service desk tasks and requests into lower-cost delivery channels such as self-help tools and automation.
    • Shift work from Tier 2 and 3 support to Tier 1 through good knowledge management practices that empower the first level of support with documented solutions to recurring issues and free up more specialized resources for project work and higher value tasks.
    • Shift knowledge from the service desk to the end user by enabling them to find their own solutions. A well-designed and implemented self-service portal will result in fewer logged tickets to the service desk and empowered, satisfied end users.
    • Shift away manual repetitive work through the use of AI and automation.
    • Successfully shifting this work left can reduce time to resolve, decrease support costs, and increase end-user satisfaction.

    Optimize the Service Desk With a Shift-Left Strategy Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand why a shift-left strategy can help to optimize your 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. Prepare to shift left

    Assess whether you’re ready to optimize the service desk with a shift-left strategy, get buy-in for the initiative, and define metrics to measure success.

    • Optimize the Service Desk With a Shift-Left Strategy – Phase 1: Prepare to Shift Left
    • Shift-Left Prerequisites Assessment
    • Shift-Left Strategy
    • Shift-Left Stakeholder Buy-In Presentation

    2. Design shift-left model

    Build strategy and identify specific opportunities to shift service support left to Level 1 through knowledge sharing and other methods, to the end-user through self-service, and to automation and AI.

    • Optimize the Service Desk With a Shift-Left Strategy – Phase 2: Design Shift Left Model
    • Shift-Left Action Plan
    • Knowledge Management Workflows (Visio)
    • Knowledge Management Workflows (PDF)
    • Self-Service Portal Checklist
    • Self-Service Resolution Workflow (Visio)
    • Self-Service Resolution Workflow (PDF)

    3. Implement and communicate

    Identify, track, and implement specific shift-left opportunities and document a communications plan to increase adoption.

    • Optimize the Service Desk With a Shift-Left Strategy – Phase 3: Implement & Communicate
    • Incident Management Workflow (Visio)
    • Incident Management Workflow (PDF)
    [infographic]

    Workshop: Optimize the Service Desk With a Shift-Left 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 Prepare to Shift Left

    The Purpose

    Define how shift left would apply in your organization, get buy-in for the initiative, and define metrics to measure success.

    Key Benefits Achieved

    Defined scope and objectives for the shift-left initiative

    Buy-in for the program

    Metrics to keep the project on track and evaluate success

    Activities

    1.1 Review current service desk structure

    1.2 Discuss challenges

    1.3 Review shift-left model and discuss how it would apply in your organization

    1.4 Complete the Shift-Left Prerequisites Assessment

    1.5 Complete a RACI chart for the project

    1.6 Define and document objectives

    1.7 Review the stakeholder buy-in presentation

    1.8 Document critical success factors

    1.9 Define KPIs and metrics

    Outputs

    Shift-left scope

    Completed shift-left prerequisites assessment

    RACI chart

    Defined objectives

    Stakeholder buy-in presentation

    Critical success factors

    Metrics to measure success

    2 Plan to Shift to Level 1

    The Purpose

    Build strategy and identify specific opportunities to shift service support left to Level 1 through knowledge sharing and other methods.

    Key Benefits Achieved

    Identified initiatives to shift work to Level 1

    Documented knowledge management process workflows and strategy

    Activities

    2.1 Identify barriers to Level 1 resolution

    2.2 Discuss knowledgebase challenges and areas for improvement

    2.3 Optimize KB input process

    2.4 Optimize KB usage process

    2.5 Optimize KB review process

    2.6 Discuss and document KCS strategy and roles

    2.7 Document knowledge success metrics

    2.8 Brainstorm additional methods of increasing FLR

    Outputs

    KB input workflow

    KB usage workflow

    KB review workflow

    KCS strategy and roles

    Knowledge management metrics

    Identified opportunities to shift to Level 1

    3 Plan to Shift to End User and Automation

    The Purpose

    Build strategy and identify specific opportunities to shift service support left to the end user through self-service and to automation and AI.

    Key Benefits Achieved

    Identified initiatives to shift work to self-service and automation

    Evaluation of self-service portal and identified opportunities for improvement

    Activities

    3.1 Review existing self-service portal and discuss vision

    3.2 Identify opportunities to improve portal accessibility, UI, and features

    3.3 Evaluate the user-facing knowledgebase

    3.4 Optimize the ticket intake form

    3.5 Document plan to improve, communicate, and evaluate portal

    3.6 Map the user experience with a workflow

    3.7 Document your AI strategy

    3.8 Identify candidates for automation

    Outputs

    Identified opportunities to improve portal

    Improvements to knowledgebase

    Improved ticket intake form

    Strategy to communicate and measure success of portal

    Self-service resolution workflow

    Strategy to apply AI and automation

    Identified opportunities to shift tasks to automation

    4 Build Implementation and Communication Plan

    The Purpose

    Build an action plan to implement shift left, including a communications strategy.

    Key Benefits Achieved

    Action plan to track and implement shift-left opportunities

    Communications plan to increase adoption

    Activities

    4.1 Examine process workflows for shift-left opportunities

    4.2 Document shift-left-specific responsibilities for each role

    4.3 Identify and track shift-left opportunities in the action plan

    4.4 Brainstorm objections and responses

    4.5 Document communications plan

    Outputs

    Incident management workflow with shift-left opportunities

    Shift left responsibilities for key roles

    Shift-left action plan

    Objection handling responses

    Communications plan

    Tech Trend Update: If Biosecurity Then Autonomous Edge

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    • Parent Category Name: Innovation
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    COVID-19 has created new risks to physical encounters among workers and customers. New biosecurity processes and ways to effectively enforce them – in the least intrusive way possible – are required to resume these activities.

    Our Advice

    Critical Insight

    New biosecurity standards will be imposed on many industries, and the autonomous edge will be part of the solution to manage that new reality.

    Impact and Result

    There are some key considerations for businesses considering new biosecurity measures:

    1. If prevention, then ID-based access control
    2. If intervention, then alerts based on data
    3. If investigation, then contact tracing

    Tech Trend Update: If Biosecurity Then Autonomous Edge Research & Tools

    Tech Trend Update: If Biosecurity Then Autonomous Edge

    Understand how new biosecurity requirements could affect your business and why AI at the edge could be part of the solution.

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

    • Tech Trend Update: If Biosecurity Then Autonomous Edge Storyboard
    [infographic]

    Jump Start Your Vendor Management Initiative

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    • Parent Category Name: Vendor Management
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    • Each year, IT organizations spend more money “outsourcing” tasks, activities, applications, functions, and other items.
    • The increased spend and associated outsourcing leads to less control, and more risk for IT organizations. Managing this becomes a higher priority for IT, but many IT organizations are ill-equipped to do this proactively.

    Our Advice

    Critical Insight

    • Vendor management is not “plug and play” – each organization’s vendor management initiative (VMI) needs to fit its culture, environment, and goals. There are commonalites among vendor management initiatives, but 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. Internal resources are a scarce commodity and should be deployed so that they provide the best return on the organization’s investment. 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.
    • Having a solid foundation is critical to the VMI’s ongoing success. Whether you will be creating a formal vendor management office or using vendor management techniques, tools, and templates “informally,” starting with the basics is essential. Make sure you understand why the VMI exists and what it hopes to achieve, what is in and out of scope for the VMI, what strengths the VMI can leverage and the obstacles it will have to address, and how it will work with other areas within your organization.

    Impact and Result

    • Build and implement a vendor management initiative tailored to your environment.
    • Create a solid foundation to sustain your vendor management initiative as it evolves and matures.
    • Leverage vendor management-specific tools and templates to manage vendors more proactively and improve communication.
    • Concentrate your vendor management resources on the right vendors.
    • Build a roadmap and project plan for your vendor management journey to ensure you reach your destination.
    • Build collaborative relationships with critical vendors.

    Jump Start Your Vendor Management Initiative Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should jump start a vendor management initiative, 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. Plan

    Organize your VMI and document internal processes, relationships, roles, and responsibilities. The main outcomes from this phase are organizational documents, a baseline VMI maturity level, and a desired future state for the VMI.

    • Jump Start Your Vendor Management Initiative – Phase 1: Plan
    • Jump – Phase 1 Tools and Templates Compendium

    2. Build

    Configure and create the tools and templates that will help you run the VMI. The main outcomes from this phase are a clear understanding of which vendors are important to you, the tools to manage the vendor relationships, and an implementation plan.

    • Jump Start Your Vendor Management Initiative – Phase 2: Build
    • Jump – Phase 2 Tools and Templates Compendium
    • Jump – Phase 2 Vendor Classification Tool
    • Jump – Phase 2 Vendor Risk Assessment Tool

    3. Run

    Begin operating the VMI. The main outcomes from this phase are guidance and the steps required to implement your VMI.

    • Jump Start Your Vendor Management Initiative – Phase 3: Run

    4. Review

    Identify what the VMI should stop doing, start doing, and continue doing as it improves and matures. The main outcomes from this phase are ways to advance the VMI and maintain internal alignment.

    • Jump Start Your Vendor Management Initiative – Phase 4: Review

    Infographic

    Workshop: Jump Start Your Vendor Management Initiative

    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 Plan

    The Purpose

    Getting Organized

    Key Benefits Achieved

    Defined Roles and Goals for the VMI

    Activities

    1.1 Mission Statement and Goals

    1.2 Scope

    1.3 Strengths and Obstacles

    1.4 Roles and Responsibilities – OIC Chart

    1.5 Process Mapping

    1.6 Vendor Inventory Tool (Overview)

    Outputs

    Completed Mission Statement and Goals

    List of Items In Scope and Out of Scope for the VMI

    List of Strengths and Obstacles for the VMI

    Completed OIC Chart

    Sample Process Map for One Process

    Begun Using Vendor Inventory Tool

    2 Plan/Build/Run

    The Purpose

    Build VMI Tools and Templates

    Key Benefits Achieved

    Configured Tools and Templates for the VMI Based on Its Roles and Goals

    Activities

    2.1 Maturity Assessment

    2.2 Structure and Job Descriptions

    2.3 Attributes of a Valuable Vendor

    2.4 Classification Model

    2.5 Risk Assessment Tool

    2.6 Scorecards and Feedback

    2.7 Business Alignment Meeting Agenda

    Outputs

    Completed Maturity Assessment.

    Sample Job Descriptions and Phrases.

    List of Attributes of a Valuable Vendor.

    Configured Classification Model.

    Configured Risk Assessment Tool.

    Configured Scorecard and Feedback Questions.

    Configured Business Alignment Meeting Agenda.

    3 Build/Run

    The Purpose

    Continue Building VMI Tools and Templates

    Key Benefits Achieved

    Configured Tools and Templates for the VMI Based on Its Roles and Goals

    Activities

    3.1 Relationship Alignment Document

    3.2 Vendor Orientation

    3.3 Policies and Procedures

    3.4 3-Year Roadmap

    3.5 90-Day Plan

    3.6 Quick Wins

    3.7 Reports

    3.8 Kickoff Meeting

    Outputs

    Relationship Alignment Document Sample and Checklist

    Vendor Orientation Checklist

    Policies and Procedures Checklist

    Completed 3-Year Roadmap

    Completed 90-Day Plan

    List of Quick Wins

    List of Reports

    4 Review

    The Purpose

    Review the Past 12 Months of VMI Operations and Improve

    Key Benefits Achieved

    Keeping the VMI Aligned With the Organization’s Goals and Ensuring the VMI Is Leveraging Leading Practices

    Activities

    4.1 Develop/Improve Vendor Relationships.

    4.2 Assess Compliance.

    4.3 Incorporate Leading Practices.

    4.4 Leverage Lessons Learned.

    4.5 Maintain Internal Alignment.

    4.6 Update Governances.

    Outputs

    Further reading

    Jump Start Your Vendor Management Initiative

    Create and implement a vendor management framework to begin obtaining measurable results in 90 days.

    EXECUTIVE BRIEF

    Analyst Perspective

    What is vendor management?

    When you read the phrase “vendor management,” what comes to mind? This isn’t a rhetorical question. Take your time … I’ll wait.

    Unfortunately, those words conjure up a lot of different meanings, and much of that depends on whom you ask. Those who work in the vendor management field will provide a variety of answers. To complicate matters, those who are vendor management “outsiders” will have a totally different view of what vendor management is. Why is this important? Because we need a common definition to communicate more effectively, even if the definition is broad.

    Let’s start creating a working definition that is not circular. Vendor management is not simply managing vendors. That expression basically reorders the words and does nothing to advance our cause; it only adds to the existing confusion surrounding the concept.

    Vendor management is best thought of as a spectrum or continuum with many points rather than a specific discipline like accounting or finance. There are many functions and activities that fall under the umbrella term of vendor management: some of them will be part of your vendor management initiative (VMI), some will not, and some will exist in your organization but be outside the VMI. This is the unique part of vendor management – the part that makes it fun, but also the part that leads to the confusion. For example, accounts payable sits within the accounting department almost exclusively, but contract management can sit within or outside the VMI. The beauty of vendor management is its flexibility; your VMI can be created to meet your specific needs and goals while leveraging common vendor management principles.

    Every conversation around vendor management needs to begin with “What do you mean by that?” Only then can we home in on the scope and nature of what people are discussing. “Managing vendors” is too narrow because it often ignores many of the reasons organizations create VMIs in the first place: to reduce costs, to improve performance, to improve processes, to improve relationships, to improve communication, and to manage risk better.

    Vendor management is a strategic initiative that takes the big picture into account … navigating the cradle to grave lifecycle to get the most out of your interactions and relationships with your vendors. It is flexible and customizable; it is not plug and play or overly prescriptive. Tools, principles, templates, and concepts are adapted rather than adopted as is. Ultimately, you define what vendor management is for your organization.

    We look forward to helping you on your vendor management journey no matter what it looks like. But first, let’s have a conversation about how you want to define vendor management in your environment.

    This is a picture of Phil Bode, Principal  Research Director, Vendor Management at Info-Tech Research Group.

    Phil Bode
    Principal Research Director, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Each year, IT organizations “outsource” tasks, activities, functions, and other items. During 2021:

    • Spend on as-a-service providers increased 38% over 2020.*
    • Spend on managed service providers increased 16% over 2020.*
    • IT service providers increased their merger and acquisition numbers by 47% over 2020.*

    *Source: Information Services Group, Inc., 2022.

    This leads to more spend, less control, and more risk for IT organizations. Managing this becomes a higher priority for IT, but many IT organizations are ill-equipped to do this proactively.

    Common Obstacles

    As new contracts are negotiated and existing contracts are renegotiated or renewed, there is a perception that the contracts will yield certain results, output, performance, solutions, or outcomes. The hope is that these will provide a measurable expected value to IT and the organization. Oftentimes, much of the expected value is never realized. Many organizations don’t have a VMI to help:

    • Ensure at least the expected value is achieved.
    • Improve on the expected value through performance management.
    • Significantly increase the expected value through a proactive VMI.

    Info-Tech’s Approach

    Vendor management is a proactive, cross-functional lifecycle. It can be broken down into four phases:

    • Plan
    • Build
    • Run
    • Review

    The Info-Tech process addresses all four phases and provides a step-by-step approach to configure and operate your VMI. The content in this blueprint helps you quickly establish your VMI and set a solid foundation for its growth and maturity.

    Info-Tech Insight

    Vendor management is not a one-size-fits-all initiative. It must be configured:

    • For your environment, culture, and goals.
    • To leverage the strengths of your organization and personnel.
    • To focus your energy and resources on your critical vendors.

    Executive Summary

    Your Challenge

    Spend on managed service providers and as-a-service providers continues to increase. In addition, IT services vendors continue to be active in the mergers and acquisitions arena. This increases the need for a VMI to help with the changing IT vendor landscape. In 2021, there was increases of:

    38%

    Spend on As-a-Service Providers

    16%

    Spend on Managed Services Providers

    47%

    IT Services Merger & Acquisition Growth (Transactions)

    Source: Information Services Group, Inc., 2022.

    Executive Summary

    Common Obstacles

    When organizations execute, renew, or renegotiate a contract, there is an “expected value” associated with that contract. Without a robust VMI, most of the expected value will never be realized. With a robust VMI, the realized value significantly exceeds the expected value during the contract term.

    A contract’s realized value with and without a vendor management initiative

    Two bars are depicted, showing that vendor collaboration and vendor performance management exceed expected value with a VMI, but without VMI, 75% of a contract's expected value can disappear within 18 months.

    Source: Based on findings from Geller & Company, 2003.

    Executive Summary

    Info-Tech’s Approach

    A sound, cyclical approach to vendor management will help you create a VMI that meets your needs and stays in alignment with your organization as they both change (i.e. mature and grow).

    This is an image of Info-Tech's approach to VMI.  It includes the following four steps: 01 - Plan; 02 - Build; 03 - Run; 04 - Review

    Info-Tech’s Methodology for Creating and Operating Your VMI

    Phase 1: Plan Phase 2: Build Phase 3: Run Phase 4: Review

    Phase Steps

    1.1 Mission Statement and Goals
    1.2 Scope
    1.3 Strengths and Obstacles
    1.4 Roles and Responsibilities
    1.5 Process Mapping
    1.6 Charter
    1.7 Vendor Inventory
    1.8 Maturity Assessment
    1.9 Structure

    2.1 Classification Model
    2.2 Risk Assessment Tool
    2.3 Scorecards and Feedback
    2.4 Business Alignment Meeting Agenda
    2.5 Relationship Alignment Document
    2.6 Vendor Orientation
    2.7 Job Descriptions
    2.8 Policies and Procedures
    2.9 3-Year Roadmap
    2.10 90-Day Plan
    2.11 Quick Wins
    2.12 Reports

    3.1 Classify Vendors
    3.2 Conduct Internal “Kickoff” Meeting
    3.3 Conduct Vendor Orientation
    3.4 Compile Scorecards
    3.5 Conduct Business Alignment Meetings
    3.6 Work the 90-Day Plan
    3.7 Manage the 3-Year Roadmap
    3.8 Measure and Monitor Risk
    3.9 Issue Reports
    3.10 Develop/Improve Vendor Relationships
    3.11 Contribute to Other Processes

    4.1 Assess Compliance
    4.2 Incorporate Leading Practices
    4.3 Leverage Lessons Learned
    4.4 Maintain Internal Alignment
    4.5 Update Governances

    Phase Outcomes

    This phase helps you organize your VMI and document internal processes, relationships, roles, and responsibilities. The main outcomes from this phase are organizational documents, a baseline VMI maturity level, and a desired future state for the VMI. This phase helps you configure and create the tools and templates that will help you run the VMI. The main outcomes from this phase are a clear understanding of which vendors are important to you, the tools to manage the vendor relationships, and an implementation plan. This phase helps you begin operating the VMI. The main outcomes from this phase are guidance and the steps required to implement your VMI. This phase helps the VMI identify what it should stop doing, start doing, and continue doing as it improves and matures. The main outcomes from this phase are ways to advance the VMI and maintain internal alignment.

    Insight Summary

    Insight 1

    Vendor management is not “plug and play” – each organization’s vendor management initiative (VMI) needs to fit its culture, environment, and goals. While there are commonalities and leading practices associated with vendor management, your initiative won’t look exactly like another organization’s. The key is to adapt vendor management principles to fit your needs.

    Insight 2

    All vendors are not of equal importance to your organization. Internal resources are a scarce commodity and should be deployed so that they provide the best return on the organization’s investment. 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.

    Insight 3

    Having a solid foundation is critical to the VMI’s ongoing success. Whether you will be creating a formal vendor management office or using vendor management techniques, tools, and templates “informally,” starting with the basics is essential. Make sure you understand why the VMI exists and what it hopes to achieve, what is in and out of scope for the VMI, what strengths the VMI can leverage and the obstacles it will have to address, and how it will work with other areas within your organization.

    Blueprint Deliverables

    The four phases of creating and running a vendor management initiative are supported with configurable tools, templates, and checklists to help you stay aligned internally and achieve your goals.

    VMI Tools and Templates

    This image contains two screenshots of Info-Tech's VMI Tools and Templates

    Build a solid foundation for your VMI and configure tools and templates to help you manage your vendor relationships.

    Key Deliverables:

    1. Jump – Phase 1 Tools and Templates Compendium
    2. Jump – Phase 2 Tools and Templates Compendium
    3. Jump – Phase 2 Vendor Classification Tool
    4. Jump – Phase 2 Vendor Risk Assessment Tool

    A suite of tools and templates to help you create and implement your vendor management initiative.

    Blueprint benefits

    IT Benefits

    • Identify and manage risk proactively.
    • Reduce costs and maximize value.
    • Increase visibility with your critical vendors.
    • Improve vendor performance.
    • Create a collaborative environment with key vendors.
    • Segment vendors to allocate resources more effectively and more efficiently.

    Business Benefits

    • Improve vendor accountability.
    • Increase collaboration between departments.
    • Improve working relationships with your vendors.
    • Create a feedback loop to address vendor or customer issues before they get out of hand or are more costly to resolve.
    • Increase access to meaningful data and information regarding important vendors.

    Establish Baseline Metrics

    Baseline metrics will be improved through:

    Using the Maturity Assessment and 90-Day Plan tools, track how well you are able to achieve your goals and objectives:

    • Did you meet the targeted maturity level for each maturity category as determined by the point system?
    • Did you finish each activity in the 90-Day Plan completely and on time?
    1-Year Maturity Roadmap(by Category) Target Maturity (Total Points) Actual Maturity (Total Points)
    Contracts 12 12
    Risk 8 7
    Vendor Selection 9 9
    Vendor Relationships 21 21
    VMI Operations 24 16
    90-Day Plan (by Activity) Activity Completed
    Finalize mission and goals; gain executive approval Yes
    Finalize OIC chart; gain buy-in from other departments Yes
    Classify top 40 vendors by spend Yes
    Create initial scorecard Yes
    Develop the business alignment meeting agenda Yes
    Conduct two business alignment meetings No
    Update job descriptions Yes
    Map two VMI processes No

    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 Phases 2 & 3 Phase 4

    Call #1: Mission statement and goals, scope, and strengths and obstacles.

    Call #5: Classification model.

    Call #9: Policies and procedures and reports.

    Call #12: Assess compliance, incorporate leading practices, leverage lessons learned, maintain internal alignment, and update governances.

    Call #2: Roles and responsibilities and process mapping.

    Call #6: Risk assessment.

    Call #10: 3-year roadmap.

    Call #3: Charter and vendor inventory.

    Call #7: Scorecards and feedback and business alignment meetings.

    Call #11: 90-day plan and quick wins.

    Call #4: Maturity assessment and VMI structure.

    Call #8: Relationship alignment document, vendor orientation, and job descriptions.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Day 1 Day 2 Day 3 Day 4
    Plan Plan/Build/Run Build/Run Review

    Activities

    1.1 Mission Statement and Goals
    1.2 Scope
    1.3 Strengths and Obstacles
    1.4 Roles and Responsibilities
    1.5 Process Mapping
    1.6 Charter
    1.7 Vendor Inventory
    1.8 Maturity Assessment
    1.9 Structure

    2.1 Classification Model
    2.2 Risk Assessment Tool
    2.3 Scorecards and Feedback
    2.4 Business Alignment Meeting Agenda
    2.5 Relationship Alignment Document
    2.6 Vendor Orientation
    2.7 Job Descriptions
    2.8 Policies and Procedures
    2.9 3-Year Roadmap
    2.10 90-Day Plan
    2.11 Quick Wins
    2.12 Reports

    3.1 Classify Vendors
    3.2 Conduct Internal “Kickoff” Meeting
    3.3 Conduct Vendor Orientation
    3.4 Compile Scorecards
    3.5 Conduct Business Alignment Meetings
    3.6 Work the 90-Day Plan
    3.7 Manage the 3-Year Roadmap
    3.8 Measure and Monitor Risk
    3.9 Issue Reports
    3.10 Develop/Improve Vendor Relationships
    3.11 Contribute to Other Processes

    4.1 Assess Compliance
    4.2 Incorporate Leading Practices
    4.3 Leverage Lessons Learned
    4.4 Maintain Internal Alignment
    4.5 Update Governances

    Deliverables

    1. Completed Mission Statement and Goals
    2. List of Items In Scope and Out of Scope for the VMI
    3. List of Strengths and Obstacles for the VMI
    4. Completed OIC Chart
    5. Sample Process Map for One Process
    6. Vendor Inventory tab
    1. Completed Maturity Assessment
    2. Sample Job Descriptions and Phrases
    3. List of Attributes of a Valuable Vendor
    4. Configured Classification Model
    5. Configured Risk Assessment Tool
    6. Configured Scorecard and Feedback Questions
    7. Configured Business Alignment Meeting Agenda
    1. Relationship Alignment Document Sample and Checklist
    2. Vendor Orientation Checklist
    3. Policies and Procedures Checklist
    4. Completed 3-Year Roadmap
    5. Completed 90-Day Plan
    6. List of Quick Wins
    7. List of Reports

    Phase 1: Plan

    Get Organized

    1.1 Mission Statement and Goals
    1.2 Scope
    1.3 Strengths and Obstacles
    1.4 Roles and Responsibilities
    1.5 Process Mapping
    1.6 Charter
    1.7 Vendor Inventory
    1.8 Maturity Assessment
    1.9 Structure

    Phase 1 Phase 2 Phase 3 Phase 4
    1.1 Mission Statement and Goals
    1.2 Scope
    1.3 Strengths and Obstacles
    1.4 Roles and Responsibilities
    1.5 Process Mapping
    1.6 Charter
    1.7 Vendor Inventory
    1.8 Maturity Assessment
    1.9 Structure

    2.1 Classification Model
    2.2 Risk Assessment Tool
    2.3 Scorecards and Feedback
    2.4 Business Alignment Meeting Agenda
    2.5 Relationship Alignment Document
    2.6 Vendor Orientation
    2.7 Job Descriptions
    2.8 Policies and Procedures
    2.9 3-Year Roadmap
    2.10 90-Day Plan
    2.11 Quick Wins
    2.12 Reports

    3.1 Classify Vendors
    3.2 Conduct Internal “Kickoff” Meeting
    3.3 Conduct Vendor Orientation
    3.4 Compile Scorecards
    3.5 Conduct Business Alignment Meetings
    3.6 Work the 90-Day Plan
    3.7 Manage the 3-Year Roadmap
    3.8 Measure and Monitor Risk
    3.9 Issue Reports
    3.10 Develop/Improve Vendor Relationships
    3.11 Contribute to Other Processes

    4.1 Assess Compliance
    4.2 Incorporate Leading Practices
    4.3 Leverage Lessons Learned
    4.4 Maintain Internal Alignment
    4.5 Update Governances

    This phase will walk you through the following activities:

    Organize your VMI and document internal processes, relationships, roles, and responsibilities. The main outcomes from this phase are organizational documents, a baseline VMI maturity level, and a desired future state for the VMI.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Procurement/Sourcing
    • IT
    • Others as needed

    Jump Start Your Vendor Management Initiative

    Phase 1: Plan

    Get organized.

    Phase 1: Plan focuses on getting organized. Foundational elements (mission statement, goals, scope, strengths and obstacles, roles and responsibilities, and process mapping) will help you define your VMI. These and the other elements of this Phase will follow you throughout the process of standing up your VMI and running it.

    Spending time up front to ensure that everyone is on the same page will help avoid headaches down the road. The tendency is to skimp (or even skip) on these steps to get to “the good stuff.” To a certain extent, the process provided here is like building a house. You wouldn’t start building your dream home without having a solid blueprint. The same is true with vendor management. Leveraging vendor management tools and techniques without the proper foundation may provide some benefit in the short term, but in the long term it will ultimately be a house of cards waiting to collapse.

    Step 1.1: Mission statement and goals

    Identify why the VMI exists and what it will achieve.

    Whether you are starting your vendor management journey or are already down the path, it is important to know why the vendor management initiative exists and what it hopes to achieve. The easiest way to document this is with a written declaration in the form of a mission statement and goals. Although this is the easiest way to proceed, it is far from easy.

    The mission statement should identify at a high level the nature of the services provided by the VMI, who it will serve, and some of the expected outcomes or achievements. The mission statement should be no longer than one or two sentences.

    The complement to the mission statement is the list of goals for the VMI. Your goals should not be a reassertion of your mission statement in bullet format. At this stage it may not be possible to make them SMART (Specific, Measurable, Achievable/Attainable, Relevant, Time-Bound/Time-Based), but consider making them as SMART as possible. Without some of the SMART parameters attached, your goals are more like dreams and wishes. At a minimum, you should be able to determine the level of success achieved for each of the VMI goals.

    Although the VMI’s mission statement will stay static over time (other than for significant changes to the VMI or organization as a whole), the goals should be re-evaluated periodically using a SMART filter and adjusted as needed.

    1.1.1: Mission statement and goals

    20-40 minutes

    1. Meet with the participants and use a brainstorming activity to list on a whiteboard or flip chart the reasons why the VMI will exist.
    2. Review external mission statements for inspiration.
    3. Review internal mission statements from other areas to ensure consistency.
    4. Draft and document your mission statement in the Phase 1 Tools and Templates Compendium, Tab 1.1 Mission Statement and Goals.
    5. Continue brainstorming and identify the high-level goals for the VMI.
    6. Review the list of goals and make them as SMART (Specific, Measurable, Achievable/Attainable, Relevant, Time-Bound/Time-Based) as possible.
    7. Document your goals in the Phase 1 Tools and Templates Compendium, Tab 1.1 Mission Statement and Goals.
    8. Obtain sign-off on the mission statement and goals from stakeholders and executives as required.

    Input

    • Brainstorming results
    • Mission statements from other internal and external sources

    Output

    • Completed mission statement and goals

    Materials

    • Whiteboard/Flip Charts
    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.1 Mission Statement and Goals

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 1.2: Scope

    Determine what is in scope and out of scope for the VMI

    Regardless of where your VMI resides or how it operates, it will be working with other areas within your organization. Some of the activities performed by the VMI will be new and not currently handled by other groups or individuals internally; at the same time, some of the activities performed by the VMI may be currently handled by other groups or individuals internally. In addition, executives, stakeholders, and other internal personnel may have expectations or make assumptions about the VMI. As a result, there can be a lot of confusion about what the VMI does and doesn’t do, and the answers cannot always be found in the VMI’s mission statement and goals.

    One component of helping others understand the VMI landscape is formalizing the VMI scope. The scope will define boundaries for the VMI. The intent is not to fence itself off and keep others out but provide guidance on where the VMI’s territory begins and ends. Ultimately, this will help clarify the VMI’s roles and responsibilities, improve workflow, and reduce errant assumptions.

    When drafting your VMI scoping document, make sure you look at both sides of the equation (similar to what you would do when following best practices for a statement of work): Identify what is in scope and what is out of scope. Be specific when describing the individual components of the VMI scope, and make sure executives and stakeholders are on board with the final version.

    1.2.1: Scope

    20-40 minutes

    1. Meet with the participants and use a brainstorming activity to list on a whiteboard or flip chart the activities and functions in scope and out of scope for the VMI.
      1. Be specific to avoid ambiguity and improve clarity.
      2. Go back and forth between in scope and out of scope as needed; it is not necessary to list all of the in-scope items and then turn your attention to the out-of-scope items.
    2. Review the lists to make sure there is enough specificity. An item may be in scope or out of scope but not both.
    3. Use the Phase 1 Tools and Templates Compendium, Tab 1.2 Scope, to document the results.
    4. Obtain sign-off on the scope from stakeholders and executives as required.

    Input

    • Brainstorming
    • Mission statement and goals

    Output

    • Completed list of items in and out of scope for the VMI

    Materials

    • Whiteboard/Flip Charts
    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.2 Scope

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 1.3: Strengths and obstacles

    Pinpoint the VMI’s strengths and obstacles.

    A SWOT analysis (strengths, weaknesses, opportunities, and threats) is a valuable tool, but it is overkill for your VMI at this point. However, using a modified and simplified form of this tool (strengths and obstacles) will yield significant results and benefit the VMI as it grows and matures.

    Your output will be two lists: the strengths associated with the VMI and the obstacles facing the VMI. For example, strengths could include items such as smart people working within the VMI and executive support. Obstacles could include items such as limited headcount and training required for VMI staff.

    The goals are 1) to harness the strengths to help the VMI be successful and 2) to understand the impact of the obstacles and plan accordingly. The output can also be used to enlighten executives and stakeholders about the challenges associated with their directives or requests (e.g. human bandwidth may not be sufficient to accomplish some of the vendor management activities and there is a moratorium on hiring until the next budget year).

    For each strength identified, determine how you will or can leverage it when things are going well or when the VMI is in a bind. For each obstacle, list the potential impact on the VMI (e.g. scope, growth rate, and number of vendors that can actively be part of the VMI).

    As you do your brainstorming, be as specific as possible and validate your lists with stakeholders and executives as needed.

    1.3.1: Strengths and obstacles

    20-40 minutes

    1. Meet with the participants and use a brainstorming activity to list on a whiteboard or flip chart the VMI’s strengths and obstacles.
      1. Be specific to avoid ambiguity and improve clarity.
      2. Go back and forth between strengths and obstacles as needed; it is not necessary to list all of the strengths and then turn your attention to the obstacles.
      3. It is possible for an item to be a strength and an obstacle; when this happens, add details to distinguish the situations.
    2. Review the lists to make sure there is enough specificity.
    3. Determine how you will leverage each strength and how you will manage each obstacle.
    4. Use the Phase 1 Tools and Templates Compendium, Tab 1.3 Strengths and Obstacles, to document the results.
    5. Obtain sign-off on the strengths and obstacles from stakeholders and executives as required.

    Download the Info-Tech Jump – Phase 1 Tools and Templates Compendium

    Input

    • Brainstorming
    • Mission statement and goals
    • Scope

    Output

    • Completed list of items impacting the VMI’s ability to be successful: strengths the VMI can leverage and obstacles the VMI must manage

    Materials

    • Whiteboard/Flip Charts
    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.3 Strengths and Obstacles

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 1.4: Roles and responsibilities

    Obtain consensus on who is responsible for what.

    One crucial success factor for VMIs is gaining and maintaining internal alignment. There are many moving parts to an organization, and a VMI must be clear on the various roles and responsibilities related to the relevant processes. Some of this information can be found in the VMI’s scope, referenced in Step 1.2, but additional information is required to avoid stepping on each other’s toes since many of the processes require internal departments to work together. (For example, obtaining requirements for a request for proposal takes more than one person or one department to complete this process.) While it is not necessary to get too granular, it is imperative that you have a clear understanding of how the VMI activities will fit within the larger vendor management lifecycle (which is comprised of many sub processes) and who will be doing what.

    As we have learned through our workshops and guided implementations, a traditional RACI* or RASCI* chart does not work well for this purpose. These charts are not intuitive, and they lack the specificity required to be effective. For vendor management purposes, a higher-level view and a slightly different approach provide much better results.

    This step will lead your through the creation of an OIC* chart to determine vendor management lifecycle roles and responsibilities. Afterward, you’ll be able to say, “Oh, I see clearly who is involved in each part of the process and what their role is.”

    *RACI – Responsible, Accountable, Consulted, Informed
    *RASCI – Responsible, Accountable, Support, Consulted, Informed
    *OIC – Owner, Informed, Contributor

    This is an image of a table which shows an example of which role would be responsible for which step

    Step 1.4: Roles and responsibilities (cont.)

    Obtain consensus on who is responsible for what.

    To start, define the vendor management lifecycle steps or process applicable to your VMI. Next, determine who participates in the vendor management lifecycle. There is no need to get too granular – think along the lines of departments, subdepartments, divisions, agencies, or however you categorize internal operational units. Avoid naming individuals other than by title; this typically happens when a person oversees a large group (e.g. the CIO [chief information officer] or the CPO [chief procurement officer]). Be thorough, but the chart can get out of hand quickly. For each role and step of the lifecycle, ask whether the entry is necessary – does it add value to the clarity of understanding the responsibilities associated with the vendor management lifecycle? Consider two examples, one for roles and one for lifecycle steps: 1) Is IT sufficient or do you need IT Operations and IT Development? 2) Is “negotiate contract documents” sufficient or do you need “negotiate the contract” and “negotiate the renewal”? The answer will always depend on your culture and environment, but be wary of creating a spreadsheet that requires an 85-inch monitor to view it in its entirety.

    After defining the roles (departments, divisions, agencies) and the vendor management lifecycle steps or process, assign one of three letters to each box in your chart:

    • O – Owner – who owns the process; they may also contribute to it.
    • I – Informed – who is informed about the progress or results of the process.
    • C – Contributor – who contributes or works on the process; it can be tangible or intangible contributions.

    This activity can be started by the VMI or done as a group with representatives from each of the named roles. If the VMI starts the activity, the resulting chart should be validated by the each of the named roles.

    1.4.1: Roles and responsibilities

    1-6 hours

    1. Meet with the participants and configure the OIC Chart in the Jump – Phase 1 Tools and Templates Compendium, Tab 1.4 OIC Chart.
      1. Review the steps or activities across the top of the chart and modify as needed.
      2. Review the roles listed along the left side of the chart and modify as needed.
    2. For each activity or step across the top of the chart, assign each role a letter – O for owner of that activity or step; I for informed; or C for contributor. Use only one letter per cell.
    3. Work your way across the chart. Every cell should have an entry or be left blank if it is not applicable.
    4. Review the results and validate that every activity or step has an O assigned to it; there must be an owner for every activity or step.
    5. Obtain sign-off on the OIC chart from stakeholders and executives as required.

    Download the Info-Tech Jump – Phase 1 Tools and Templates Compendium

    Input

    • A list of activities or steps to complete a project, starting with requirements gathering and ending with ongoing risk management
    • A list of internal areas (departments, divisions, agencies, etc.) and stakeholders that contribute to completing a project

    Output

    • Completed OCI chart indicating roles and responsibilities for the VMI and other internal areas

    Materials

    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.4 OIC Chart

    Participants

    • VMI team
    • Procurement/Sourcing
    • IT
    • Representatives from other areas as needed
    • Applicable stakeholders and executives as needed

    Step 1.5: Process mapping

    Diagram the workflow.

    Although policies and procedures are important, their nature can make it difficult to grasp how things work at a high level (or even at the detail level). To help bridge the gap, map the applicable processes (determined by how deep and wide you want to go) involving the VMI. To start, look at the OIC chart from Step 1.4. You can expand the breadth and depth of your mapping to include the VMI scope, the 3-year roadmap (see Step 2.9), and the processes driven by the day-to-day work within the VMI.

    Various mapping tools can be used. Three common approaches that can be mixed and matched are:

    • Traditional flowcharts.
    • Swimlane diagrams.
    • Work breakdown structures.
    This is an example of a Workflow Process Map

    Step 1.5: Process mapping (cont.)

    Diagram the workflow.

    Your goal is not to create an in-depth diagram for every step of the vendor management lifecycle. However, for steps owned by the VMI, the process map should include sufficient details for the owner and the contributors (see Step 1.4) to understand what is required of them to support that step in the lifecycle.

    For VMI processes that don’t interact with other departments, follow the same pattern as outlined above for steps owned by the VMI.

    Whatever methodology you use to create your process map, make sure it includes enough details so that readers and users can identify the following elements:

    • Input:
      • What are the inputs?
      • Where do the inputs originate or come from?
    • Process:
      • Who is involved/required for this step?
      • What happens to the inputs in this step?
      • What additional materials, tools, or resources are used or required during this step?
    • Output:
      • What are the outputs?
      • Where do the outputs go next?

    1.5.1: Process Mapping

    1-8 hours (or more)

    1. Meet with the participants and determine which processes you want to map.
      1. For processes owned by the VMI, map the entire process.
      2. For processes contributed to by the VMI, map the entire process at a high level and map the VMI portion of the process in greater detail.
    2. Select the right charts/diagrams for your output.
      1. Flowchart
      2. Swimlane diagram
      3. Modified SIPOC (Supplier, Input, Process, Output, Customer)
      4. WBS (work breakdown structure)
    3. Begin mapping the processes either in a tool or using sticky notes. You want to be able to move the steps and associated information easily; most people don’t map the entire process accurately or with sufficient detail the first time through. An iterative approach works best.
    4. Obtain signoff on the process maps from stakeholders and executives as required. A copy of the final output can be kept in the Jump – Phase 1 Tools and Templates Compendium, Tab 1.5 Process Mapping, if desired.

    Download the Info-Tech Jump – Phase 1 Tools and Templates Compendium

    Input

    • Existing processes (formal, informal, documented, and undocumented)
    • OIC chart

    Output

    • Process maps for processes contributed to or owned by the VMI

    Materials

    • Sticky Notes
    • Flowchart/process mapping software or something similar
    • (Optional) Jump – Phase 1 Tools and Templates Compendium, Tab 1.5 Process Mapping

    Participants

    • VMI team
    • Procurement/Sourcing
    • IT
    • Representatives from other areas as needed
    • Applicable stakeholders and executives (as needed)

    Step 1.6: Charter

    Document how the VMI will operate.

    As you continue getting organized by working through steps 1.1-1.5, you may want to document your progress in a charter and add some elements. Basically, a charter is a written document laying out how the VMI will operate within the organization. It clearly states the VMI’s mission, goals, scope, roles and responsibilities, and vendor governance model. In addition, it can include a list of team members and sponsors.

    Whether you create a VMI charter will largely depend on:

    • Your organization’s culture.
    • Your organization’s formality.
    • The perceived value of creating a charter.

    If you decide to create a VMI charter, this is a good place in the process to create an initial draft. As you continue working through the blueprint and your VMI matures, update the VMI charter as needed.

    VMI Charter:

    • Purpose
    • Sponsors
    • Roles
    • Responsibilities
    • Governance

    1.6.1: Charter

    1-4 hours

    1. Meet with the participants and review the template in Jump – Phase 1 Tools and Templates Compendium, Tab 1.6 Charter.
    2. Determine whether the participants will use this template or add materials to your standard charter template.
    3. Complete as much of the charter as possible, knowing that some information may not be available until later.
    4. Return to the charter as needed until it is completed.
    5. Obtain sign-off on the charter from stakeholders and executives as required.

    Download the Info-Tech Jump – Phase 1 Tools and Templates Compendium

    Input

    • Mission statement and goals
    • Scope
    • Strengths and obstacles
    • OIC chart
    • List of stakeholders and executives and their VMI roles and responsibilities

    Output

    • Completed VMI charter

    Materials

    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.6 Charter
    • Your organization’s standard charter document

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 1.7: Vendor inventory

    Compile a list of vendors and relevant vendor information.

    As you prepare your VMI for being operational, it’s critical to identify all of your current vendors providing IT products or services to the organization. This can be tricky and may depend on how you view things internally. For example, you may have traditional IT vendors that are managed by IT, and you may have IT vendors that are managed by other internal departments (shadow IT or out-in-the-open IT). If it wasn’t determined with the help of stakeholders and executives before now, make sure you establish the purview of the VMI at this point. What types of vendors are included and excluded from the VMI?

    You may find that a vendor can be included and excluded based on the product or service they provide. A vendor may provide a service that is managed by IT and a service that is managed/controlled by another department. In this instance, a good working relationship and clearly defined roles and responsibilities between the VMI and the other department will be required. But, it all starts with compiling a list of vendors and validating the VMI’s purview (and any limitations) for the vendors with stakeholders and executives.

    Step 1.7: Vendor inventory (cont.)

    Compile a list of vendors and relevant vendor information.

    At a minimum, the VMI should be able to quickly retrieve key information about each of “its” vendors:

    • Vendor Name
    • Classification (see Steps 2.1 and 3.1)
    • Categories of Service
    • Names of Products and Services Provided
    • Brief Descriptions of Products and Services Provided
    • Annualized Vendor Spend
    • Vendor Contacts
    • Internal Vendor Relationship Owner

    Not all of this information will be available at this point, but you can begin designing or configuring your tool to meet your needs. As your VMI enters Phase 3: Run and continues to mature, you will return to this tool and update the information. For example, the vendor classification category won’t be known until Phase 3, and it can change over time.

    1.7.1: Vendor inventory

    1-10 hours

    Meet with the participants and review the Jump – Phase 1 Tools and Templates Compendium, Tab 1.7 Vendor Inventory. Determine whether the VMI wants to collect and/or monitor additional information and make any necessary modifications to the tool.

    Enter the “Annual IT Vendor Spend” amount in the appropriate cell toward the top of the spreadsheet. This is for IT spend for vendor-related activities within the VMI’s scope; include shadow IT spend and “non-shadow” IT spend if those vendors will be included in the VMI’s scope.

    Populate the data fields for your top 50 vendors by annual spend; you may need multiple entries for the same vendor depending on the nature of the products and services they provide.

    Ignore the “Classification” column for now; you will return to this later when classification information is available.

    Ignore the “Percentage of IT Budget” column as well; it uses a formula to calculate this information.

    Input

    • Data from various internal and external sources such as accounts payable, contracts, and vendor websites

    Output

    • List of vendors with critical information required to manage relationships with key vendors

    Materials

    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.7 Vendor Inventory

    Participants

    • VMI team (directly)
    • Other internal and external personnel (indirectly)

    Download the Info-Tech Jump – Phase 1 Tools and Templates Compendium

    Step 1.8: Maturity assessment

    Establish a VMI maturity baseline and set an ideal future state.

    Knowing where you are and where you want to go are essential elements for any journey in the physical world, and the same holds true for your VMI journey. Start by assessing your current-state VMI maturity. This will provide you with a baseline to measure progress against. Next, using the same criteria, determine the level of VMI maturity you would like to achieve one year in the future. This will be your future-state VMI maturity. Lastly, identify the gaps and plot your course.

    The maturity assessment provides three main benefits:

    1. Focus – you’ll know what is important to you moving forward.
    2. 3-Year Roadmap (discussed more fully in Step 2.9) – you’ll have additional input for your short-term and long-term roadmap (1, 2, and 3 years out).
    3. Quantifiable Improvement – you’ll be able to measure your progress and make midcourse corrections when necessary.

    Step 1.8: Maturity assessment (cont.)

    Establish a VMI maturity baseline and set an ideal future state.

    The Info-Tech VMI Maturity Assessment tool evaluates your maturity across several criteria across multiple categories. Once completed, the assessment will specify:

    • A current-state score by category and overall.
    • A target-state score by category and overall.
    • A quantifiable gap for each criterion.
    • A priority assignment for each criterion.
    • A level of effort required by criterion to get from the current state to the target state.
    • A target due date by criterion for achieving the target state.
    • A rank order for each criterion (note: limit your ranking to your top 7 or 9).

    Many organizations will be tempted to mature too quickly. Resource constraints and other items from Step 1.3 (Strengths and Obstacles) will impact how quickly you can mature. Being aggressive is fine, but it must be tempered with a dose of reality. Otherwise, morale, perception, and results can suffer.

    1.8.1: Maturity assessment

    45-90 minutes

    1. Meet with the participants and use Jump – Phase 1 Tools and Templates Compendium, Tab 1.8 Maturity Assessment Input, to complete the first part of this activity. Provide the required information indicated below.
      1. Review each statement in column B and enter a value in the “Current” column using the drop-down menus based on how much you disagree or agree (0-4) with the statement. This establishes a baseline maturity.
      2. Repeat this process for the “Future” column using a target date of one year from now to achieve this level. This is your desired maturity.
      3. Enter information regarding priority, level of effort, and target due date in the applicable columns using the drop-down menus. (Priority levels are critical, high, medium, low, and maintain; Levels of Effort are high, medium, and low; Target Due Dates are broken into timelines: 1-3 months, 4-6 months, 7-9 months, and 10-12 months.)
    2. Review the information on Jump – Phase 1 Tools and Templates Compendium, Tab 1.8 Maturity Assessment Output; use the Distribution Tables to help you rank your top priorities. Enter a unique number into the Priority (Rank) column. Limit your ranking to the top 7 to 9 activities to provide focus.

    Input

    • Knowledge of current VMI practices and desired future states

    Output

    • VMI maturity baseline
    • Desired VMI target maturity state (in one year)
    • Prioritized areas to improve and due dates
    • Graphs and tables to identify maturity deltas and track progress

    Materials

    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.8 Maturity Assessment Input
    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.8 Maturity Assessment Output

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 1.9: Structure

    Determine the VMI’s organizational and reporting structure.

    There are two parts to the VMI structure:

    1. Organization Structure. Who owns the VMI – where does it fit on the organization chart?
    2. Reporting Structure. What is the reporting structure within the VMI – what are the job functions, titles, and solid and dotted lines of accountability?

    VMI Organization Structure

    The decision regarding who owns the VMI can follow one of two paths:

    1. The decision has already been made by the board of directors, executives, senior leadership, or stakeholders; OR
    2. The decision has not been made, and options will be reviewed and evaluated before it is implemented.

    Many organizations overlook the importance of this decision. The VMI’s position on the organization chart can aid or hinder its success. Whether the decision has already been made or not, this is the perfect time to evaluate the decision or options based on the following question: Why is the VMI being created and how will it operate? Review the documents you created during Steps 1.1-1.8 and other factors to answer this question.

    Step 1.9: Structure (cont.)

    Determine the VMI’s organizational and reporting structure.

    Based on your work product from Steps 1.1-1.8 and other factors, select where the VMI will be best located from the following areas/offices or their equivalent:

    • Chief Compliance Officer (CCO)
    • Chief Information Officer (CIO)
    • Chief Financial Officer (CFO)
    • Chief Procurement Officer (CPO)
    • Chief Operating Officer (COO)
    • Other area

    Without the proper support and placement in the organization chart, the VMI can fail. It is important for the VMI to find a suitable home with a direct connection to one of the sponsors identified above and for the VMI lead to have significant stature (aka title) within the organization. For example, if the VMI lead is a “manager” level who is four reporting layers away from the chief officer/sponsor, the VMI will have an image issue within and outside of the sponsor’s organization (as well as within the vendor community). While this is not to say that the VMI lead should be a vice president* or senior director, our experience and research indicate that the VMI and the VMI lead will be taken more seriously when the VMI lead is at least a director level reporting directly to a CXO.

    *For purposes of the example above, the reporting structure hierarchy used is manager, senior manager, director, senior director, vice president, CXO.

    Step 1.9: Structure (cont.)

    Determine the VMI’s organizational and reporting structure.

    VMI Reporting Structure

    As previously mentioned, the VMI reporting structure describes and identifies the job functions, titles, and lines of accountability. Whether you have a formal vendor management office or you are leveraging the principles of vendor management informally, your VMI reporting structure design will involve some solid lines and some dotted lines. In this instance, the dotted lines represent part-time participation or people/areas that will assist the VMI in some capacity. For example, if the VMI sits within IT, a dotted line to Procurement will show that a good working relationship is required for both parties to succeed; or a dotted line to Christina in Legal will indicate that Christina will be helping the VMI with legal issues.

    There is no one-size-fits-all reporting structure for VMIs, and your approach must leverage the materials from Steps 1.1-1.8, your culture, and your needs. By way of example, your VMI may include some or all of the following functions:

    • Contract Management
    • Relationship Management
    • Financial Management
    • Asset Management
    • Performance Management
    • Sourcing/Procurement
    • Risk Management

    Step 1.9: Structure (cont.)

    Determine the VMI’s organizational and reporting structure.

    Once you’ve identified the functional groups, you can assign titles, responsibilities, and reporting relationships. A good diagram goes a long way to helping others understand your organization. Traditional organization charts work well with VMIs, but a target diagram allows for rapid absorption of the dotted-line relationships. Review the two examples below and determine an approach that works best for you.

    An organizational Chart is depicted.  At the top of the chart is: Office of the CIO.  Below that is: VMI: Legal; Accounting & Finance; Corporate Procurement; below that are the following: Vendor Risk Management; Vendor Reporting and Analysis; Asset Management; Performance Management; Contract Management; IT Procurement Three concentric circles are depicted.  In the inner circle is the term: VMI.  In the middle circle are the terms: Reporting & Analysis; Asset Mgmt; Contract Mgmt; Performance Mgmt; It Proc; Vendor Risk.  In the outer circle are the following terms: Compliance; Finance; HR; Accounting; Procurement; Business Units; Legal; IT

    1.9.1: Structure

    15-60 minutes

    1. Meet with the participants and review decisions that have been made or options that are available regarding the VMI’s placement in the organization chart.
      1. Common options include the Chief Information Officer (CIO), Chief Financial Officer (CFO), or Chief Procurement Officer (CPO).
      2. Less common but viable options include the Chief Compliance Officer (CCO), Chief Operating Officer (COO), or another area.
    2. Brainstorm and determine the job functions and titles
    3. Define the reporting structure within the VMI.
    4. Identify the “dotted line” relationships between the VMI and other internal areas.
    5. Using flowchart, org. chart, or other similar software, reduce your results to a graphic representation that indicates where the VMI resides, its reporting structure, and its dotted-line relationships.
    6. Obtain sign-off on the structure from stakeholders and executives as required. A copy of the final output can be kept in the Jump – Phase 1 Tools and Templates Compendium, Tab 1.9 Structure, if desired.

    Input

    • Mission statement and goals
    • Scope
    • Maturity assessment results (current and target state)
    • Existing org. charts
    • Brainstorming

    Output

    • Completed org. chart with job titles and reporting structure

    Materials

    • Whiteboard/flip chart
    • Sticky notes
    • Flowchart/org. chart software or something similar
    • (Optional) Jump – Phase 1 Tools and Templates Compendium, Tab 1.9 Structure

    Participants

    • VMI team
    • VMI sponsor
    • Stakeholders and executives

    Phase 2: Build

    Create and Configure Tools, Templates, and Processes

    Phase 1Phase 2Phase 3Phase 4
    1.1 Mission Statement and Goals


    1.2 Scope

    1.3 Strengths and Obstacles

    1.4 Roles and Responsibilities

    1.5 Process Mapping

    1.6 Charter

    1.7 Vendor Inventory

    1.8 Maturity Assessment

    1.9 Structure

    2.1 Classification Model
    2.2 Risk Assessment Tool
    2.3 Scorecards and Feedback
    2.4 Business Alignment Meeting Agenda
    2.5 Relationship Alignment Document
    2.6 Vendor Orientation
    2.7 Job Descriptions
    2.8 Policies and Procedures
    2.9 3-Year Roadmap
    2.10 90-Day Plan
    2.11 Quick Wins
    2.12 Reports

    3.1 Classify Vendors
    3.2 Conduct Internal “Kickoff” Meeting
    3.3 Conduct Vendor Orientation
    3.4 Compile Scorecards
    3.5 Conduct Business Alignment Meetings
    3.6 Work the 90-Day Plan
    3.7 Manage the 3-Year Roadmap
    3.8 Measure and Monitor Risk
    3.9 Issue Reports
    3.10 Develop/Improve Vendor Relationships
    3.11 Contribute to Other Processes

    4.1 Assess Compliance
    4.2 Incorporate Leading Practices
    4.3 Leverage Lessons Learned
    4.4 Maintain Internal Alignment
    4.5 Update Governances

    This phase will walk you through the following activities:

    Configure and create the tools and templates that will help you run the VMI. The main outcomes from this phase are a clear understanding of which vendors are important to you, the tools to manage the vendor relationships, and an implementation plan.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Human Resources
    • Legal
    • Others as needed

    Jump Start Your Vendor Management Initiative

    Phase 2: Build

    Create and configure tools, templates, and processes.

    Phase 2: Build focuses on creating and configuring the tools and templates that will help you run your VMI. Vendor management is not a plug-and-play environment, and unless noted otherwise, the tools and templates included with this blueprint require your input and thought. The tools and templates must work in concert with your culture, values, and goals. That will require teamwork, insights, contemplation, and deliberation.

    During this Phase, you’ll leverage the various templates and tools included with this blueprint and adapt them for your specific needs and use. In some instances, you’ll be starting with mostly a blank slate; while in others, only a small modification may be required to make it fit your circumstances. However, it is possible that a document or spreadsheet may need heavy customization to fit your situation. As you create your VMI, use the included materials for inspiration and guidance purposes rather than as absolute dictates.

    Step 2.1: Classification model

    Configure the COST Vendor Classification Tool.

    One of the functions of a VMI is to allocate the appropriate level of vendor management resources to each vendor since not all vendors are of equal importance to your organization. While some people may be able intuitively to sort their vendors into vendor management categories, a more objective, consistent, and reliable model works best. Info-Tech’s COST model helps you assign your vendors to the appropriate vendor management category so that you can focus your vendor management resources where they will do the most good.

    COST is an acronym for Commodity, Operational, Strategic, and Tactical. Your vendors will occupy one of these vendor management categories, and each category helps you determine the nature of the resources allocated to that vendor, the characteristics of the relationship desired by the VMI, and the governance level used.

    The easiest way to think of the COST model is as a 2x2 matrix or graph. The model should be configured for your environment so that the criteria used for determining a vendor’s classification align with what is important to you and your organization. However, at this point in your VMI’s maturation, a simple approach works best. The Classification Model included with this blueprint requires minimal configuration to get you started and that is discussed on the activity slide associated with this Step 2.1.


    Speed
    Operational Strategic
    Commodity Tactical
    →→→
    Criticality and Risk to the Organization

    Step 2.1: Classification model (cont.)

    Configure the COST Vendor Classification Tool.

    Common Characteristics by Vendor Management Category

    Operational Strategic
    • Low to moderate risk and criticality; moderate to high spend and switching costs
    • Product or service used by more than one area
    • Price is a key negotiation point
    • Product or service is valued by the organization
    • Quality or the perception of quality is a differentiator (i.e. brand awareness)
    • Moderate to high risk and criticality; moderate to high spend and switching costs
    • Few competitors and differentiated products and services
    • Product or service significantly advances the organization’s vision, mission, and success
    • Well-established in their core industry
    Commodity Tactical
    • Low risk and criticality; low spend and switching costs
    • Product or service is readily available from many sources
    • Market has many competitors and options
    • Relationship is transactional
    • Price is the main differentiator
    • Moderate to high risk and criticality; low to moderate spend and switching costs
    • Vendor offerings align with or support one or more strategic objectives
    • Often IT vendors “outside” of IT (i.e. controlled and paid for by other areas)
    • Often niche or new vendors

    Source: Compiled in part from Stephen Guth, “Vendor Relationship Management Getting What You Paid for (And More)”

    2.1.1: Classification Model

    15-30 minutes

    1. Meet with the participants to configure the spend ranges in Jump – Phase 2 Vendor Classification Tool, Tab 1. Configuration, for your environment.
    2. Sort the data from Jump – Phase 1 Tools and Templates Compendium, Tab 1.7 Vendor Inventory, by spend; if you used multiple line items for a vendor in the Vendor Inventory tab, you will have to aggregate the spend data for this activity.
    3. Update cells F14-J14 in the Classification Model based on your actual data.
      1. Cell F14 – set the boundary at a point between the spend for your 10th and 11th ranked vendors. For example, if the 10th vendor by spend is $1,009,850 and the 11th vendor by spend is $980,763, the range for F14 would be $1,000,00+.
      2. Cell G14 – set the bottom of the range at a point between the spend for your 30th and 31st ranked vendors; the top of the range will be $1 less than the bottom of the range specified in F14.
      3. Cell H14 – set the bottom of the range slightly below the spend for your 50th ranked vendor; the top of the range will be $1 less than the bottom of the range specified in G14.
      4. Cells I14 and J14 – divide the remaining range in half and split it between the two cells; for J14 the range will be $0 to $1 less than the bottom range in I14.
    4. Ignore the other variables at this time.

    Download the Info-Tech Jump – Phase 2 Vendor Risk Assessment Tool

    Input

    • Jump – Phase 1 Tools and Templates Compendium, Tab 1.7 Vendor Inventory

    Output

    • Configured Vendor Classification Tool

    Materials

    • Jump – Phase 2 Vendor Classification Tool, Tab 1. Configuration

    Participants

    • VMI team

    Step 2.2: Risk assessment tool

    Identify risks to measure, monitor, and report on.

    One of the typical drivers of a VMI is risk management. Organizations want to get a better handle on the various risks their vendors pose. Vendor risks originate from many areas: financial, performance, security, legal, and many others. However, security risk is the high-profile risk and the one organizations often focus on almost exclusively, which leaves the organization vulnerable in other areas.

    Risk management is a program, not a project – there is no completion date. A proactive approach works best and requires continual monitoring, identification, and assessment. Reacting to risks after they occur can be costly and can have other detrimental effects on the organization. Any risk that adversely affects IT will adversely affect the entire organization.

    While the VMI won’t necessarily be quantifying or calculating the risk directly, it generally is the aggregator of risk information across the risk categories, which it then includes in its reporting function. (See Steps 2.12 and 3.8.)

    At a minimum, your risk management strategy should involve:

    • Identifying the risks you want to measure and monitor.
    • Identifying your risk appetite (the amount of risk you are willing to live with).
    • Measuring, monitoring, and reporting on the applicable risks.
    • Developing and deploying a risk management plan to minimize potential risk impact.

    Vendor risk is a fact of life, but you do have options for how you handle it. Be proactive and thoughtful in your approach, and focus your resources on what is important.

    2.2.1: Risk assessment tool

    30-90 minutes

    1. Meet with the participants to configure the risk indicators in Jump – Phase 2 Vendor Risk Assessment Tool, Tab 1. Set Parameters, for your environment.
    2. Review the risk categories and determine which ones you will be measuring and monitoring.
    3. Review the risk indicators under each risk category and determine whether the indicator is acceptable as written, is acceptable with modifications, should be replaced, or should be deleted.
    4. Make the necessary changes to the risk indicators; these changes will cascade to each of the vendor tabs. Limit the number of risk indicators to no more than seven per risk category.
    5. Gain input and approval as needed from sponsors, stakeholders, and executives as required.

    Download the Info-Tech Jump – Phase 2 Vendor Risk Assessment Tool

    Input

    • Scope
    • OIC Chart
    • Process Maps
    • Brainstorming

    Output

    • Configured Vendor Classification Tool

    Materials

    • Jump – Phase 2 Vendor Classification Tool, Tab 1. Configuration

    Participants

    • VMI team

    Step 2.3: Scorecards and feedback

    Design a two-way feedback loop with your vendors.

    A vendor management scorecard is a great tool for measuring, monitoring, and improving relationship alignment. In addition, it is perfect for improving communication between you and the vendor.

    Conceptually, a scorecard is similar to a report card you received when you were in school. At the end of a learning cycle, you received feedback on how well you did in each of your classes. For vendor management, the scorecard is also used to provide periodic feedback, but there are some different nuances and some additional benefits and objectives when compared to a report card.

    Although scorecards can be used in a variety of ways, the main focus here will be on vendor management scorecards – contract management, project management, and other types of scorecards will not be included in the materials covered in this Step 2.3 or in Step 3.4.

    Category 1 Score
    Vendor Objective A 4
    Objective B 3
    Objective C 5
    Objective D 4 !

    Step 2.3: Scorecards and feedback (cont.)

    Design a two-way feedback loop with your vendors.

    Anatomy

    The Info-Tech Scorecard includes five areas:

    • Measurement Categories. Measurement categories help organize the scorecard. Limit the number of measurement categories to three to five; this allows the parties to stay focused on what’s important. Too many measurement categories make it difficult for the vendor to understand the expectations.
    • Criteria. The criteria describe what is being measured. Create criteria with sufficient detail to allow the reviewers to fully understand what is being measured and to evaluate it. Criteria can be objective or subjective. Use three to five criteria per measurement category.
    • Measurement Category Weights. Not all of your measurement categories may be of equal importance to you; this area allows you to give greater weight to a measurement category when compiling the overall score.
    • Rating. Reviewers will be asked to assign a score to each criteria using a 1 to 5 scale.
    • Comments. A good scorecard will include a place for reviewers to provide additional information regarding the rating or other items that are relevant to the scorecard.

    An overall score is calculated based on the rating for each criteria and the measurement category weights.

    Step 2.3: Scorecards and feedback (cont.)

    Design a two-way feedback loop with your vendors.

    Goals and Objectives

    Scorecards can be used for a variety of reasons. Some of the common ones are listed below:

    • Improve vendor performance.
    • Convey expectations to the vendor.
    • Identify and recognize top vendors.
    • Increase alignment between the parties.
    • Improve communication with the vendor.
    • Compare vendors across the same criteria.
    • Measure items not included in contract metrics.
    • Identify vendors for “strategic alliance” consideration.
    • Help the organization achieve specific goals and objectives.
    • Identify and resolve issues before they impact performance or the relationship.

    Identifying your scorecard drivers first will help you craft a suitable scorecard.

    Step 2.3: Scorecards and feedback (cont.)

    Design a two-way feedback loop with your vendors.

    Info-Tech recommends starting with simple scorecards to allow you and the vendors to acclimate to the new process and information. As you build your scorecards, keep in mind that internal personnel will be scoring the vendors and the vendors will be reviewing the scorecard. Make your scorecard easy for your personnel to fill out and composed of meaningful content to drive the vendor in the right direction. You can always make the scorecard more complex in the future.

    Our recommendation of five categories is provided below. Choose three to five categories to help you accomplish your scorecard goals and objectives:

    1. Timeliness – responses, resolutions, fixes, submissions, completions, milestones, deliverables, invoices, etc.
    2. Cost – total cost of ownership, value, price stability, price increases/decreases, pricing models, etc.
    3. Quality – accuracy, completeness, mean time to failure, bugs, number of failures, etc.
    4. Personnel – skilled, experienced, knowledgeable, certified, friendly, trustworthy, flexible, accommodating, etc.
    5. Risk – adequate contractual protections, security breaches, lawsuits, finances, audit findings, etc.

    Some criteria may be applicable in more than one category. The categories above should cover at least 80% of the items that are important to your organization. The general criteria listed for each category is not an exhaustive list, but most things break down into time, money, quality, people, and risk issues.

    Step 2.3: Scorecards and feedback (cont.)

    Design a two-way feedback loop with your vendors.

    Additional Considerations

    • Even a good rating system can be confusing. Make sure you provide some examples or a way for reviewers to discern the differences between 1, 2, 3, 4, and 5. Don’t assume your “Rating Key” will be intuitive.
    • When assigning weights, don’t go lower than 10% for any measurement category. If the weight is too low, it won’t be relevant enough to have an impact on the total score. If it doesn’t “move the needle,” don’t include it.
    • Final sign-off on the scorecard template should occur outside of the VMI. The heavy lifting can be done by the VMI to create it, but the scorecard is for the benefit of the organization overall and those impacted by the vendors specifically. You may end up playing arbiter or referee, but the scorecard is not the exclusive property of the VMI. Try to reach consensus on your final template whenever possible.
    • You should notice improved ratings and total scores over time for your vendors. One explanation for this is the Pygmalion Effect: “The Pygmalion [E]ffect describes situations where someone’s high expectations improves our behavior and therefore our performance in a given area. It suggests that we do better when more is expected of us.”* Convey your expectations and let the vendors’ competitive juices take over.
    • While you’re creating your scorecard and materials to explain the process to internal personnel, identify those pieces that will help you explain it to your vendors as part of your vendor orientation (see steps 2.6 and 3.4). Leveraging pre-existing materials is a great shortcut.

    *Source: The Decision Lab, 2020

    Step 2.3: Scorecards and feedback (cont.)

    Design a two-way feedback loop with your vendors.

    Vendor Feedback

    After you’ve built your scorecard, turn your attention to the second half of the equation – feedback from the vendor. A communication loop cannot be successful without the dialogue flowing both ways. While this can happen with just a scorecard, a mechanism specifically geared toward the vendor providing you with feedback improves communication, alignment, and satisfaction.

    You may be tempted to create a formal scorecard for the vendor to use. Our recommendation is to avoid that temptation until later in your maturity or development of the VMI. You’ll be implementing a lot of new processes, deploying new tools and templates, and getting people to work together in new ways. Work on those things first.

    For now, implement an informal process for obtaining information from the vendor. Start by identifying information that you will find useful, information that will allow you to improve overall, to reduce waste or time, to improve processes, to identify gaps in skills. Incorporate these items into your business alignment meetings (see Steps 2.4 and 3.5). Create three to five good questions to ask the vendor and include these in the business alignment meeting agenda. The goal is to get meaningful feedback, and that starts with asking good questions.

    Keep it simple at first. When the time is right, you can build a more formal feedback form or scorecard. Don’t be in a rush though. So long as the informal method works, keep using it.

    2.3.1: Scorecards and feedback

    30-60 minutes

    1. Meet with the participants and brainstorm ideas for your scorecard measurement categories:
      1. What makes a vendor valuable to your organization?
      2. What differentiates a “good” vendor from a “bad” vendor?
      3. What items would you like to measure and provide feedback to the vendor to improve performance, the relationship, risk, and other areas?
    2. Select three, but no more than five, of the following measure categories: timeliness, cost, quality, personnel, and risk.
    3. Within each measurement category, list two or three criteria that you want to measure and track for your vendors; choose items that are as universal as possible rather than being applicable to one vendor or one vendor type.
    4. Assign a weight to each measurement category, ensuring that the total weight is 100% for all measurement categories.
    5. Document your results as you go in Jump – Phase 2 Tools and Templates Compendium, Tab 2.3 Scorecard.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming

    Output

    • Configured scorecard template

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.3 Scorecard

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    2.3.2: Scorecards and feedback

    15-30 minutes

    1. Meet with the participants and brainstorm ideas for feedback to seek from your vendors during your business alignment meetings. During the brainstorming, identify questions to ask the vendor about your organization that will:
      1. Help you improve the relationship.
      2. Help you improve your processes or performance.
      3. Help you improve ongoing communication.
      4. Help you evaluate your personnel.
    2. Identify the top five questions you want to include in your business alignment meeting agenda. (Note: you may need to refine the actual questions from the brainstorming activity before they are ready to include in your business alignment meeting agenda.)
    3. Document both your brainstorming activity and your final results in Jump – Phase 2 Tools and Templates Compendium, Tab 2.3 Feedback. The brainstorming questions can be used in the future as your VMI matures and your feedback transforms from informal to formal. The final results will be used in Steps 2.4 and 3.5.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming

    Output

    • Feedback questions to include with the business alignment meeting agenda

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.3 Feedback

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 2.4: Business alignment meeting agenda

    Craft an agenda that meets the needs of the VMI.

    A business alignment meeting (BAM) is a great, multi-faceted tool to ensure the customer and the vendor stay focused on what is important to the customer at a high level. BAMs are not traditional “operational” meetings where the parties get into the details of the contracts, deal with installation problems, address project management issues, or discuss specific cost overruns. The main focus of the BAM is the scorecard (see Step 2.3), but other topics are discussed and other purposes are served. For example, you can use the BAM to develop the relationship with the vendor’s leadership team so that if escalation is ever needed, your organization is more than just a name on a spreadsheet or customer list; you can learn about innovations the vendor is working on (without the meeting turning into a sales call); you can address high-level performance trends and request corrective action as needed; you can clarify your expectations; you can educate the vendor about your industry, culture, and organization; and you can learn more about the vendor.

    As you build your BAM agenda, someone in your organization may say, “Oh, that’s just a quarterly business review (QBR) or top-to-top meeting.” However, in most instances, an existing QBR or top-to-top meeting is not the same as a BAM. Using the term QBR or top-to-top meeting instead of BAM can lead to confusion internally. The VMI may say to the business unit, Procurement, or another department, “We’re going to start running some QBRs for our strategic vendors.” The typical response is, “There’s no need to do that. We already run QBRs/top-to-top meetings with our important vendors.” This may be accompanied by an invitation to join their meeting, where you may be an afterthought, have no influence, and get five minutes at the end to talk about your agenda items. Keep your BAM separate so that it meets your needs.

    Step 2.4: Business alignment meeting agenda (cont.)

    Craft an agenda that meets the needs of the VMI.

    As previously noted, using the term BAM more accurately depicts the nature of the VMI meeting and prevents confusion internally with other meetings already occurring. In addition, hosting the BAM yourself rather than piggybacking onto another meeting ensures that the VMI’s needs are met. The VMI will set and control the BAM agenda and determine the invite list for internal personnel and vendor personnel. As you may have figured out by now, having the right customer and vendor personnel attend will be essential.

    BAMs are conducted at the vendor level … not the contract level. As a result, the frequency of the BAMs will depend on the vendor’s classification category (see Steps 2.1 and 3.1). General frequency guidelines are provided below, but they can be modified to meet your goals:

    • Commodity Vendors – Not applicable
    • Operational Vendors – Biannually or annually
    • Strategic Vendors – Quarterly
    • Tactical Vendors – Quarterly or biannually

    BAMs can help you achieve some additional benefits not previously mentioned:

    • Foster a collaborative relationship with the vendor.
    • Avoid erroneous assumptions by the parties.
    • Capture and provide a record of the relationship (and other items) over time.

    Step 2.4: Business alignment meeting agenda (cont.)

    Craft an agenda that meets the needs of the VMI.

    As with any meeting, building the proper agenda will be one of the keys to an effective and efficient meeting. A high-level BAM agenda with sample topics is set out below:

    BAM Agenda

    • Opening Remarks
      • Welcome and introductions
      • Review of previous minutes
    • Active Discussion
      • Review of open issues
      • Scorecard and feedback
      • Current status of projects to ensure situational awareness by the vendor
      • Roadmap/strategy/future projects
      • Accomplishments
    • Closing Remarks
      • Reinforce positives (good behavior, results, and performance, value added, and expectations exceeded)
      • Recap
    • Adjourn

    2.4.1: Business alignment meeting agenda

    20-45 minutes

    1. Meet with the participants and review the sample agenda in Jump – Phase 2 Tools and Templates Compendium, Tab 2.4 BAM Agenda.
    2. Using the sample agenda as inspiration and brainstorming activities as needed, create a BAM agenda tailored to your needs.
      1. Select the items from the sample agenda applicable to your situation.
      2. Add any items required based on your brainstorming.
      3. Add the feedback questions identified during Activity 2.3.2 and documented in Jump – Phase 2 Tools and Templates Compendium, Tab 2.3 Feedback.
    3. Gain input and approval from sponsors, stakeholders, and executives as required or appropriate.
    4. Document the final BAM agenda in Jump – Phase 2 Tools and Templates Compendium, Tab 2.4 BAM Agenda.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming
    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.3 Feedback

    Output

    • Configured BAM agenda

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.4 BAM Agenda

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 2.5: Relationship alignment document

    Draft a document to convey important VMI information to your vendors.

    Throughout this blueprint, alignment is mentioned directly (e.g. business alignment meetings [Steps 2.4 and 3.5]) or indirectly implied. Ensuring you and your vendors are on the same page, have clear and transparent communication, and understand each other’s expectations is critical to fostering strong relationships. One component of gaining and maintaining alignment with your vendors is the relationship alignment document (RAD). Depending upon the scope of your VMI and what your organization already has in place, your RAD will fill in the gaps on various topics.

    Early in the VMI’s maturation, the easiest approach is to develop a short document (i.e. 1 page) or a pamphlet (i.e. the classic trifold) describing the rules of engagement when doing business with your organization. The RAD can convey expectations, policies, guidelines, and other items. The scope of the document will depend on 1) what you believe is important for the vendors to understand, and 2) any other similar information already provided to the vendors.

    The first step to drafting a RAD is to identify what information vendors need to know to stay on your good side. For example, you may want vendors to know about your gift policy (e.g. employees may not accept gifts from vendors above a nominal value such as a pen or mousepad). Next, compare your list of what vendors need to know and determine if the content is covered in other vendor-facing documents such as a vendor code of conduct or your website’s vendor portal. Lastly, create your RAD to bridge the gap between what you want and what is already in place. In some instances, you may want to include items from other documents to reemphasize them with the vendor community.

    Info-Tech Insight

    The RAD can be used with all vendors regardless of classification category. It can be sent directly to the vendors or given to them during vendor orientation (see Step 3.3)

    2.5.1: Relationship alignment document

    1-4 hours

    1. Meet with the participants and review the RAD sample and checklist in Jump – Phase 2 Tools and Templates Compendium, Tab 2.5 Relationship Alignment Doc.
    2. Determine:
      1. Whether you will create one RAD for all vendors or one RAD for strategic vendors and another RAD for tactical and operational vendors; whether you will create a RAD for commodity vendors.
      2. The concepts you want to include in your RAD(s).
      3. The format for your RAD(s) – traditional, pamphlet, or other.
      4. Whether signoff or acknowledgement will be required by the vendors.
    3. Draft your RAD(s) and work with other internal areas such as Marketing to create a consistent brand for the RADS and Legal to ensure consistent use and preservation of trademarks or other intellectual property rights and other legal issues.
    4. Review other vendor-facing documents (e.g. supplier code of conduct, onsite safety and security protocols) for consistencies between them and the RAD(s).
    5. Obtain signoff on the RAD(s) from stakeholders, sponsors, executives, Legal, Marketing, and others as needed.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming
    • Vendor-facing documents, policies, and procedures

    Output

    • Completed relationship alignment document(s)

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.5 Relationship Alignment Doc

    Participants

    • VMI team
    • Marketing, as needed
    • Legal, as needed

    Step 2.6: Vendor orientation

    Create a VMI awareness process to build bridges with your vendors.

    Vendor Orientation: 01 - Orientation; 02 - Reorientation; 03 - Debrief

    Your organization is unique. It may have many similarities with other organizations, but your culture, risk tolerance, mission, vision, and goals, finances, employees, and “customers” (those that depend on you) make it different. The same is true of your VMI. It may have similar principles, objectives, and processes to other organizations’ VMIs, but yours is still unique. As a result, your vendors may not fully understand your organization and what vendor management means to you.

    Vendor orientation is another means to helping you gain and maintain alignment with your important vendors, educate them on what is important to you, and provide closure when/if the relationship with the vendor ends. Vendor orientation is comprised of three components, each with a different function:

    • Orientation
    • Reorientation
    • Debrief

    Vendor orientation focuses on the vendor management pieces of the puzzle (e.g. the scorecard process) rather than the operational pieces (e.g. setting up a new vendor in the system to ensure invoices are processed smoothly).

    Step 2.6: Vendor orientation (cont.)

    Create a VMI awareness process to build bridges with your vendors.

    Vendor Orientation: 01 - Orientation

    Orientation

    Orientation is conceptually similar to new hire orientation for employees at your organization. Generally conducted as a meeting, orientation provides your vendors with the information they need to be successful when working with your organization. Sadly, this is often overlooked by customers; it can take months or years for vendors to figure it out by themselves. By controlling the narrative and condensing the timeline, vendor relationships and performance improve more rapidly.

    A partial list of topics for orientation is set out below:

    • Your organization’s structure
    • Your organization’s culture
    • Your relationship expectations
    • Your governances (VMI and other)
    • Their vendor classification designation (commodity, operational, strategic, or tactical)
    • The scorecard process
    • Business alignment meetings
    • Relationship alignment documents

    In short, this is the first step toward building (or continuing to build) a robust, collaborative, mutually beneficial relationship with your important vendors.

    Step 2.6: Vendor orientation (cont.)

    Create a VMI awareness process to build bridges with your vendors.

    Vendor Orientation: 02 - Reorientation

    Reorientation

    Reorientation is either identical or similar to orientation, depending upon the circumstances. Reorientation occurs for a number of reasons, and each reason will impact the nature and detail of the reorientation content. Reorientation occurs whenever:

    • There is a significant change in the vendor’s products or services.
    • The vendor has been through a merger, acquisition, or divestiture.
    • A significant contract renewal/renegotiation has recently occurred.
    • Sufficient time has passed from orientation; commonly 2 to 3 years.
    • The vendor has been placed in a “performance improvement plan” or “relationship improvement plan” protocol.
    • Significant turnover has occurred within your organization (executives, key stakeholders, and/or VMI personnel).
    • Substantial turnover has occurred at the vendor at the executive or account management level.
    • The vendor has changed vendor classification categories after the most current classification.

    As the name implies, the goal is to refamiliarize the vendor with your current VMI situation, governances, protocols, and expectations. The drivers for reorientation will help you determine its scope, scale, and frequency.

    Step 2.6: Vendor orientation (cont.)

    Create a VMI awareness process to build bridges with your vendors.

    Vendor Orientation: 03 - Debrief

    Debrief

    To continue the analogy from orientation, debrief is similar to an exit interview for an employee when their employment is terminated. In this case, debrief occurs when the vendor is no longer an active vendor with your organization – all contracts have terminated or expired, and no new business with the vendor is anticipated within the next three months.

    Similar to orientation and reorientation, debrief activities will be based on the vendor’s classification category within the COST model. Strategic vendors don’t go away very often; usually, they transition to operational or tactical vendors first. However, if a strategic vendor is no longer providing products or services to you, dig a little deeper into their experiences and allocate extra time for the debrief meeting.

    The debrief should provide you with feedback on the vendor’s experience with your organization and their participation in your VMI. In addition, it can provide closure for both parties since the relationship is ending. Be careful that the debrief does not turn into a finger-pointing meeting or therapy session for the vendor. It should be professional and productive; if it is going off the rails, terminate the meeting before more damage can occur.

    End the debrief on a high note if possible. Thank the vendor, highlight its key contributions, and single out any personnel who went above and beyond. You never know when you will be doing business with this vendor again – don’t burn bridges!

    Step 2.6: Vendor orientation (cont.)

    Create a VMI awareness process to build bridges with your vendors.

    • As you create your vendor orientation materials, focus on the message you want to convey.
    • For orientation and reorientation:
      • What is important to you that vendors need to know?
      • What will help the vendors understand more about your organization … your VMI?
      • What and how are you different from other organizations overall … in your “industry”?
      • What will help them understand your expectations?
      • What will help them be more successful?
      • What will help you build the relationship?
    • For debrief:
      • What information or feedback do you want to obtain?
      • What information or feedback to you want to give?
    • The level of detail you provide strategic vendors during orientation and reorientation may be different from the information you provide tactical and operational vendors. Commodity vendors are not typically involved in the vendor orientation process. The orientation meetings can be conducted on a one-to-one basis for strategic vendors and a one-to-many basis for operational and tactical vendors; reorientation and debrief are best conducted on a one-to-one basis. Lastly, face-to-face or video meetings work best for vendor orientation; voice-only meetings, recorded videos, or distributing only written materials seldom hit their mark or achieve the desired results.

    2.6.1: Vendor orientation

    1 to several hours

    1. Meet with the participants and review the Phase Tools and Templates Compendium, Tab 2.6 Vendor Orientation.
      1. Use the orientation checklist to identify the materials you want to create for your orientation meetings.
      2. Use the reorientation checklist to identify the materials you want to create for your reorientation meetings.
    2. The selections can be made by classification category (i.e. different items can apply to strategic, operational, and tactical vendors).
    3. Create the materials and seek input and/or approval from sponsors, stakeholders, and executives as needed.
    4. Use the debrief section of the tool to create an agenda, list the questions you want to ask vendors, and list information you want to provide to vendors. The agenda, questions, and information can be segregated by classification category.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming

    Output

    • Agendas and materials for orientation, reorientation, and debrief

    Materials

    • Phase Tools and Templates Compendium, Tab 2.6 Vendor Orientation

    Participants

    • VMI team

    Step 2.7: Job descriptions

    Ensure new and existing job descriptions are up to date.

    Based on your work product from Steps 1.1-1.9, it’s time to start drafting new or modifying existing job descriptions applicable to the VMI team members. Some of the VMI personnel may be dedicated full-time to the VMI, while others may be supporting the VMI on a part-time basis. At a minimum, create or modify your job descriptions based on the categories set out below. Remember to get the internal experts involved so that you stay true to your environment and culture.

    01 Title

    This should align overall with what the person will be doing and what the person will be responsible for. Your hands may be tied with respect to titles, but try to make them intuitively descriptive if possible.

    02 Duties

    This is the main portion of the job description. List the duties, responsibilities, tasks, activities, and results expected. Again, there may be some limitations imposed by your organization, but be as thorough as possible.

    03 Qualifications

    This tends to be a gray area for many organizations, with the qualifications, certifications, and experience desired expressed in “ranges” so that good candidates are not eliminated from consideration unnecessarily.

    2.7.1: Job descriptions

    1 to several hours

    1. Meet with the participants and review the VMI structure from Step 1.9.
      1. List the positions that require new job descriptions.
      2. List the positions that require updated job descriptions.
    2. Review the other Phase 1 work product and list the responsibilities, tasks, and functions that need to be incorporated into the new and updated job descriptions.
    3. Review the sample VMI job descriptions and sample VMI job description language in Jump – Phase 2 Tools and Templates Compendium, Tab 2.7 Job Descriptions, and identify language and concepts you want to include in the new and revised job descriptions.
    4. Using your template, draft the new job descriptions and modify the existing job descriptions to synchronize with the VMI structure. Work with other internal areas such as Human Resources to ensure cultural fit and compliance.
    5. Obtain input and signoff on the job descriptions from stakeholders, sponsors, executives, Human Resources, and others as needed.
    6. Document your final job descriptions in Jump – Phase 2 Tools and Templates Compendium, Tab 2.7 Job Descriptions.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming
    • Existing job descriptions
    • Work product from Phase 1

    Output

    • Job descriptions for new positions
    • Updated job descriptions for existing positions

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.7 Job Descriptions

    Participants

    • VMI team
    • Human Resources (as needed)
    • Applicable stakeholders and executives (as needed)

    Step 2.8: Policies and procedures

    Prepare policies and procedures for VMI functions.

    Policies and procedures are often thought of as boring documents that are 1) tedious to create, 2) seldom read after creation, and 3) only used to punish people when they do something “wrong.” However, when done well, these documents:

    • Communicate expectations.
    • Capture institutional knowledge.
    • Provide guidance for decision making.
    • Help workers avoid errors and minimize risk.
    • Ensure regulatory and organizational compliance.
    • List the steps required to achieve consistent results.

    Definitions of Policies and Procedures

    Policies and procedures are essential, but they are often confused with each other. A policy is a rule, guideline, or framework for making decisions. For example, in the vendor management space, you may want a policy indicating your organization’s view on gifts from vendors. A procedure is a set of instructions for completing a task or activity. For example, staying in the vendor management space, you may want a procedure to outline the process for classifying vendors.

    Step 2.8: Policies and procedures (cont.)

    Prepare policies and procedures for VMI functions.

    Start With Your Policy/Procedure Template or Create One for Consistency

    When creating policies and procedures, follow your template. If you don’t have one (or want to see if anything is missing from your template) the following list of potential components for your governance documents is provided.* Not every concept is required. Use your judgment and err on the side of caution when drafting; balance readability and helpfulness against over documenting and over complicating.

    • Descriptive Title
    • Policy Number
    • Brief Overview
    • Purpose
    • Scope
    • The Policy or Procedure
    • Definitions
    • Revision Date
    • History
    • Related Documents
    • Keywords

    Step 2.8: Policies and procedures (cont.)

    Prepare policies and procedures for VMI functions.

    Although they are not ever going to be compared to page-turning novels, policies and procedures can be improved by following a few basic principles. By following the guidelines set out below, your VMI policies and procedures will contribute to the effectiveness of your initiative.*

    • Use short sentences.
    • Organize topics logically.
    • Use white space liberally.
    • Use mandatory language.
    • Use gender-neutral terms.
    • Write with an active voice.
    • Avoid jargon when possible.
    • Use a consistent “voice” and tone.
    • Use pictures or diagrams when they will help.
    • Write in the same tense throughout the document.
    • Use icons and colors to designate specific elements.
    • Make sure links to other policies and procedures work.
    • Define all acronyms and jargon (when it must be used).
    • Avoid a numbering scheme with more than three levels.

    *Adapted in part from smartsheet.com

    Info-Tech Insight

    Drafting policies and procedures is an iterative process that requires feedback from the organization’s leadership team.

    2.8.1: Policies and procedures

    Several hours

    1. Meet with the participants and review the sample policies and procedures topics in Jump – Phase 2 Tools and Templates Compendium, Tab 2.8 Policies and Procedures.
    2. Determine:
      1. The concepts you want to include in your policies and procedures; brainstorm for any additional concepts you want to include.
      2. The format/template for your policies and procedures.
    3. Draft your policies and procedures based on the sample topics and your brainstorming activity. Work with other internal areas such as Legal and Human Resources to ensure cultural and environmental fit within your organization.
    4. Obtain input and signoff on the policies and procedures from stakeholders, sponsors, executives, Legal, Human Resources, and others as needed.
    5. Document your final policies and procedures in Jump – Phase 2 Tools and Templates Compendium, Tab 2.8 Policies and Procedures.
    6. Publish your policies and procedures and conduct training sessions or awareness sessions as needed.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Existing policies and procedures (if any)
    • Existing policies and procedures template (if any)
    • Scope
    • OIC chart
    • Process maps
    • Brainstorming

    Output

    • VMI policies and procedures

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.8 Policies and Procedures

    Participants

    • VMI team
    • Legal and Human Resources (as needed)
    • Applicable stakeholders and executives (as needed)

    Step 2.9: 3-year roadmap

    Plot your path at a high level.

    The VMI exists in many planes concurrently: 1) it operates both tactically and strategically, and 2) it focuses on different timelines or horizons (e.g. the past, the present, and the future). Creating a 3-year roadmap facilitates the VMI’s ability to function effectively across these multiple landscapes.

    The VMI roadmap will be influenced by many factors. The work product from Phase 1: Plan, input from executives, stakeholders, and internal clients, and the direction of the organization as a whole are great sources of information as you begin to build your roadmap.

    To start, identify what you would like to accomplish in Year 1. This is arguably the easiest year to complete: budgets are set (or you have a good idea what the budget will look like), personnel decisions have been made, resources have been allocated, and other issues impacting the VMI are known with a higher degree of certainty than any other year. This does not mean things won’t change during the first year of the VMI, but expectations are usually lower and the short event horizon makes things more predictable during the Year-1 ramp-up period.

    Years 2 and 3 are more tenuous, but the process is the same: identify what you would like to accomplish or roll out in each year. Typically, the VMI maintains the Year 1 plan into subsequent years and adds to the scope or maturity. For example, you may start Year 1 with BAMs and scorecards for three of your strategic vendors; during Year 2, you may increase that to five vendors; and during Year 3, you may increase that to nine vendors. Or, you may not conduct any market research during Year 1, waiting to add it to your roadmap in Year 2 or 3 as you mature.

    Breaking things down by year helps you identify what is important and the timing associated with your priorities. A conservative approach is recommended. It is easy to overcommit, but the results can be disastrous and painful.

    2.9.1: 3-year roadmap

    45-90 minutes

    1. Meet with the participants and decide how to coordinate Year 1 of your 3-year roadmap with your existing fiscal year or reporting year. Year 1 may be shorter or longer than a calendar year.
    2. Review the VMI activities listed in Jump – Phase 2 Tools and Templates Compendium, Tab 2.9 3-Year Roadmap. Use brainstorming and your prior work product from Phase 1 and Phase 2 to identify additional items for the roadmap and add them at the bottom of the spreadsheet.
    3. Starting with the first activity, determine when that activity will begin and put an X in the corresponding column; if the activity is not applicable, leave it blank or insert N/A.
    4. Go back to the top of the list and add information as needed.
      1. For any Year-1 or Year-2 activities, add an X in the corresponding columns if the activity will be expanded/continued in subsequent periods (e.g. if a Year 2 activity will continue in Year 3, put an X in Year 3 as well).
      2. Use the comments column to provide clarifying remarks or additional insights related to your plans or “X’s.” For example, “Scorecards begin in Year 1 with three vendors and will roll out to five vendors in Year 2 and nine vendors in Year 3.”
    5. Obtain signoff from stakeholders, sponsors, and executives as needed.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Phase 1 work product
    • Steps 2.1-2.8 work product
    • Brainstorming

    Output

    • High level 3-year roadmap for the VMI

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.9 3-Year Roadmap

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 2.10: 90-day plan

    Pave your short-term path with a series of detailed quarterly plans.

    Now that you have prepared a 3-year roadmap, it’s time to take the most significant elements from the first year and create action plans for each three-month period. Your first 90-day plan may be longer or shorter if you want to sync to your fiscal or calendar quarters. Aligning with your fiscal year can make it easier for tracking and reporting purposes; however, the more critical item is to make sure you have a rolling series of four 90-day plans to keep you focused on the important activities and tasks throughout the year.

    The 90-day plan is a simple project plan that will help you measure, monitor, and report your progress. Use the Info-Tech tool to help you track:

    • Activities
    • Tasks comprising each activity
    • Who will be performing the tasks
    • An estimate of the time required per person per task
    • An estimate of the total time to achieve the activity
    • A due date for the activity
    • A priority of the activity

    The first 90-day plan will have the greatest level of detail and should be as thorough as possible; the remaining three 90-day plans will each have less detail for now. As you approach the middle of the first 90-day plan, start adding details to the next 90-day plan; toward the end of the first quarter add a high-level 90-day plan to the end of the chain. Continue repeating this cycle each quarter and consult the 3-year roadmap and the leadership team as necessary.

    90 Days

    2.10.1: 90-day plan

    45-90 minutes

    1. Meet with the participants and decide how to coordinate the first 90-day plan with your existing fiscal year or reporting cycles. Your first plan may be shorter or longer than 90 days.
    2. Looking at the Year 1 section of the 3-year roadmap, identify the activities that will be started during the next 90 days.
    3. Using the Jump – Phase 2 Tools and Templates Compendium, Tab 2.10 90-Day Plan, enter the following information into the spreadsheet for each activity to be accomplished during the next 90 days:
      1. Activity description
      2. Tasks required to complete the activity (be specific and descriptive)
      3. The people who will be performing each task
      4. The estimated number of hours required to complete each task
      5. The start date and due date for each task or the activity
    4. Validate the tasks are a complete list for each activity and the people performing the tasks have adequate time to complete the tasks by the due date(s).
    5. Assign a priority to each activity.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • 3-year roadmap
    • Phase 1 work product
    • Steps 2.1-2.9 work product
    • Brainstorming

    Output

    • Detailed plan for the VMI for the next quarter or 90 days

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.10 90-Day Plan

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Step 2.11: Quick wins

    Identify potential short-term successes to gain momentum and show value immediately.

    As the final step in the timeline trilogy, you are ready to identify some quick wins for the VMI. Using the first 90-day plan and a brainstorming activity, create a list of things you can do in 15 to 30 days that add value to your initiative and build momentum.

    As you evaluate your list of potential candidates, look for things that:

    • Are achievable within the stated timeline.
    • Don’t require a lot of effort.
    • Involve stopping a certain process, activity, or task; this is sometimes known as a “stop doing stupid stuff” approach.
    • Will reduce or eliminate inefficiencies; this is sometimes known as the war on waste.
    • Have a moderate to high impact or bolster the VMI’s reputation.

    As you look for quick wins, you may find that everything you identify does not meet the criteria. That’s ok … don’t force the issue. Return your focus to the 90-day plan and 3-year roadmap, and update those documents if the brainstorming activity associated with this Step 2.11 identified anything new.

    2.11.1: Quick wins

    15-30 minutes

    1. Meet with the participants and review the 3-year roadmap and 90-day plan. Determine if any item on either document can be completed:
      1. Quickly (30 days or less)
      2. With minimal effort
      3. To provide or show moderate to high levels of value or provide the VMI with momentum
    2. Brainstorm to identify any other items that meet the criteria in step 1 above.
    3. Compile a comprehensive list of these items and select up to five to pursue.
    4. Document the list in the Jump – Phase 2 Tools and Templates Compendium, Tab 2.11 Quick Wins.
    5. Manage the quick wins list and share the results with the VMI team and applicable stakeholders and executives.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • 3-year roadmap
    • 90-day plan
    • Brainstorming

    Output

    • A list of activities that require low levels of effort to achieve moderate to high levels of value in a short period

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.11 Quick Wins

    Participants

    • VMI team

    Step 2.12: Reports

    Construct your reports to resonate with your audience.

    Issuing reports is a critical piece of the VMI since the VMI is a conduit of information for the organization. It may be aggregating risk data from internal areas, conducting vendor research, compiling performance data, reviewing market intelligence, or obtaining relevant statistics, feedback, comments, facts, and figures from other sources. Holding onto this information minimizes the impact a VMI can have on the organization; however, the VMI’s internal clients, stakeholders, and executives can drown in raw data and ignore it completely if it is not transformed into meaningful, easily-digested information.

    Before building a report, think about your intended audience:

    • What information are they looking for … what will help them understand the big picture?
    • What level of detail is appropriate, keeping in mind the audience may not be like-minded?
    • What items are universal to all of the readers and what items are of interest to one or two readers?
    • How easy or hard will it be to collect the data … who will be providing it, how time consuming will it be?
    • How accurate, valid, and timely will the data be?
    • How frequently will each report need to be issued?

    Step 2.12: Reports (cont.)

    Construct your reports to resonate with your audience.

    Use the following guidelines to create reports that will resonate with your audience:

    • Value information over data, but sometimes data does have a place in your report.
    • Use pictures, graphics, and other representations more than words, but words are often necessary in small, concise doses.
    • Segregate your report by user; for example, general information up top, CIO information below that on the right, CFO information to the left of CIO information, etc.
    • Send a draft report to the internal audience and seek feedback, keeping in mind you won’t be able to cater to or please everyone.

    Step 2.12: Reports (cont.)

    Construct your reports to resonate with your audience.

    The report’s formatting and content display can make or break your reports.*

    • Make the report look inviting and easy to read. Use:
      • Short paragraphs and bullet points.
      • A simple layout and uncluttered, wide margins.
      • Minimal boldface, underline, or italics to attract the readers’ attention.
      • High contrast between text and background.
    • Charts, graphs, and infographics should be intuitive and tell the story on their own.
    • Make it easy to peruse the report for topics of interest.
      • Maintain consistent design features.
      • Use impactful, meaningful headings and subheadings.
      • Include callouts to draw attention to important high-level information.
    • Demonstrate the impact of the accomplishments or success stories when appropriate.
    • Finish with a simple concise summary when appropriate. Consider adding:
      • Key points for the reader to takeaway.
      • Action items or requests.
      • Plans for next reporting period.

    *Sources: Adapted and compiled in part from: designeclectic.com, ahrq.gov, and 60secondmarketer.com.

    2.12.1: Reports

    15-45 minutes

    1. Meet with the participants and review the applicable work product from Phases 1 and 2; identify qualitative and quantitative items the VMI measures, monitors, tracks, or aggregates.
    2. Determine which items will be reported and to whom (by category):
      1. Internally to personnel within the VMI
      2. Internally to personnel outside the VMI
      3. Externally to vendors
    3. Within each category above, determine your intended audiences/recipients. For example, you may have a different list of recipients for a risk report than you do a scorecard summary report. This will help you identify the number of reports required.
    4. Create a draft structure for each report based on the audience and the information being conveyed. Determine the frequency of each report and person responsible for creating for each report.
    5. Document your final choices in Jump – Phase 2 Tools and Templates Compendium, Tab 2.12 Reports.

    Download the Info-Tech Jump – Phase 2 Tools and Templates Compendium

    Input

    • Brainstorming
    • Phase 1 work product
    • Steps 2.1-2.11 work product

    Output

    • A list of reports used by the VMI
    • For each report:
    • The conceptual content
    • A list of who will receive or have access
    • A creation/distribution frequency

    Materials

    • Jump – Phase 2 Tools and Templates Compendium, Tab 2.12 Reports

    Participants

    • VMI team
    • Applicable stakeholders and executives (as needed)

    Phase 3: Run

    Implement Your Processes and Leverage Your Tools and Templates

    Phase 1 Phase 2 Phase 3 Phase 4
    1.1 Mission Statement and Goals
    1.2 Scope
    1.3 Strengths and Obstacles
    1.4 Roles and Responsibilities
    1.5 Process Mapping
    1.6 Charter
    1.7 Vendor Inventory
    1.8 Maturity Assessment
    1.9 Structure

    2.1 Classification Model
    2.2 Risk Assessment Tool
    2.3 Scorecards and Feedback
    2.4 Business Alignment Meeting Agenda
    2.5 Relationship Alignment Document
    2.6 Vendor Orientation
    2.7 Job Descriptions
    2.8 Policies and Procedures
    2.9 3-Year Roadmap
    2.10 90-Day Plan
    2.11 Quick Wins
    2.12 Reports

    3.1 Classify Vendors
    3.2 Conduct Internal “Kickoff” Meeting
    3.3 Conduct Vendor Orientation
    3.4 Compile Scorecards
    3.5 Conduct Business Alignment Meetings
    3.6 Work the 90-Day Plan
    3.7 Manage the 3-Year Roadmap
    3.8 Measure and Monitor Risk
    3.9 Issue Reports
    3.10 Develop/Improve Vendor Relationships
    3.11 Contribute to Other Processes

    4.1 Assess Compliance
    4.2 Incorporate Leading Practices
    4.3 Leverage Lessons Learned
    4.4 Maintain Internal Alignment
    4.5 Update Governances

    This phase will walk you through the following activities:

    Begin operating the VMI. The main outcomes from this phase are guidance and the steps required to implement your VMI.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Others as needed

    Jump Start Your Vendor Management Initiative

    Phase 3: Run

    Implement your processes and leverage your tools and templates.

    All of the hard work invested in Phase 1: Plan and Phase 2: Build begins to pay off in Phase 3: Run. It’s time to stand up your VMI and ensure that the proper level of resources is devoted to your vendors and the VMI itself. There’s more hard work ahead, but the foundational elements are in place. This doesn’t mean there won’t be adjustments and modifications along the way, but you are ready to use the tools and templates in the real world; you are ready to begin reaping the fruits of your labor.

    Phase 3: Run guides you through the process of collecting data, monitoring trends, issuing reports, and conducting effective meetings to:

    • Manage risk better.
    • Improve vendor performance.
    • Improve vendor relationships.
    • Identify areas where the parties can improve.
    • Improve communication between the parties.
    • Increase the value proposition with your vendors.

    Step 3.1: Classify vendors

    Begin classifying your top 25 vendors by spend.

    Step 3.1 sets the table for many of the subsequent steps in Phase 3: Run. The results of your classification process will determine: which vendors go through the scorecarding process (Step 3.4); which vendors participate in BAMs (Step 3.5); the nature and content of the vendor orientation activities (Step 3.3); which vendors will be part of the risk measurement and monitoring process (Step 3.8); which vendors will be included in the reports issued by the VMI (Step 3.9); and which vendors you will devote relationship-building resources to (Step 3.10).

    As you begin classifying your vendors, Info-Tech recommends using an iterative approach initially to validate the results from the classification model you configured in Step 2.1.

    1. Using the information from the Vendor Inventory tab (Step 1.7), identify your top 25 vendors by spend.
    2. Run your top 10 vendors by spend through the classification model and review the results.
      1. If the results are what you expected and do not contain any significant surprises, go to next page.
      2. If the results are not what you expected or contain significant surprises, look at the configuration page of the tool (Tab 1) and adjust the weights or the spend categories slightly. Be cautious in your evaluation of the results before modifying the configuration page – some legitimate results are unexpected or surprising based on bias. If you modify the weighting, review the new results and repeat your evaluation. If you modify the spend categories, review the answers on the vendor tabs to ensure that the answers are still accurate; review the new results and repeat your evaluation.

    Step 3.1: Classify vendors (cont.)

    Review your results and adjust the classification tool as needed.

    1. Run your top 11 through 25 vendors by spend through the classification model and review the results. Identify any unexpected results or surprises. Determine if further configuration makes sense and repeat the process outlined in 2.b, previous page, as necessary. If no further modifications are required, continue to 4, below.
    2. Share the preliminary results with the leadership team, executives, and stakeholders to obtain their approval or adjustments to the results.
      1. They may have questions and want to understand the process before approving the results.
      2. They may request that you move a vendor from one quadrant to another based on your organization’s roadmap, the vendor’s roadmap, or other information not available to you.
    3. Identify the vendors that will be part of the VMI at this stage – how many and which ones. Based on this number and the VMI’s scope (Step 1.2), make sure you have the resources necessary to accommodate the number of vendors participating in the VMI. Proceed cautiously and gradually increase the number of vendors participating in the VMI.

    Step 3.1: Classify vendors (cont.)

    Finalize the results and update VMI tools and templates.

    1. Update the Vendor Inventory tab (Step 1.7) to indicate the current classification status for the top 25 vendors by spend. Once your vendors have been classified, you can sort the Vendor Inventory tab by classification status to see all the vendors in that category at once.
    2. Review your 3-year roadmap (Step 2.9) and 90-day plans (Step 2.10) to determine if any modifications are needed to the activities and timelines.

    Additional classification considerations:

    • You should only have a few vendors that fit in the strategic category. As a rough guideline, no more than 5% to 10% of your IT vendors should end up in the strategic category. If you have a large number of vendors, even 5% may be too many. The classification model is an objective start to the classification process, but common sense must prevail over the “math” at the end of the day.
    • At this point, there is no need to go beyond the top 25 by spend. Most VMIs starting out can’t handle more than three to five strategic vendors initially. Allow the VMI to run a pilot program with a small sample size, work out any bugs, make adjustments, and then ramp up the VMI’s rollout in waves. Vendors can be added quarterly, biannually, or annually, depending upon the desired goals and available resources.

    Step 3.1: Classify vendors (cont.)

    Align your vendor strategy to your classification results.

    As your VMI matures, additional vendors will be part of the VMI. Review the table below and incorporate the applicable strategies into your deployment of vendor management principles over time. Stay true to your mission, goals, and scope, and remember that not all of your vendors are of equal importance.

    Operational Strategic
    • Focus on spend containment
    • Concentrate on lowering total cost of ownership
    • Invest moderately in cultivating the relationship
    • Conduct BAMs biannually or annually
    • Compile scorecards quarterly or biannually
    • Identify areas for performance and cost improvement
    • Focus on value, collaboration, and alignment
    • Review market intelligence for the vendor’s industry
    • Invest significantly in cultivating the relationship
    • Initiate executive-to-executive relationships
    • Conduct BAMs quarterly
    • Compile scorecards quarterly
    • Understand how the vendors view your organization

    Commodity

    Tactical

    • Investigate vendor rationalization and consolidation
    • Negotiate for the best-possible price
    • Leverage competition during negotiations
    • Streamline the purchasing and payment process
    • Allocate minimal VMI resources
    • Assign the lowest priority for vendor management metrics
    • Conduct risk assessments biannually or annually
    • Cultivate a collaborative relationship based on future growth plans or potential with the vendor
    • Conduct BAMs quarterly or biannually
    • Compile scorecards quarterly
    • Identify areas of performance improvement
    • Leverage innovation and creative problem solving

    Step 3.1: Classify vendors (cont.)

    Be careful when using the word “partner” with your strategic and other vendors.

    For decades, vendors have used the term “partner” to refer to the relationship they have with their clients and customers. In many regards, this is often an emotional ploy used by the vendors to get the upper hand. To fully understand the terms “partner” and “partnership” let’s evaluate them through two more-objective, less-cynical lenses.

    If you were to talk to your in-house or outside legal counsel, you may be told that partners share in profits and losses, and they have a fiduciary obligation to each other. Unless there is a joint venture between the parties, you are unlikely to have a partnership with a vendor from this perspective.

    What about a “business” partnership … one that doesn’t involve sharing profits and losses? What would that look like? Here are some indicators of a business partnership (or preferably a strategic alliance):

    • Trust and transparent communication exist.
    • You have input into the vendor’s roadmap for products and services.
    • The vendor is aligned with your desired outcomes and helps you achieve success.
    • You and the vendor are accountable for actions and inactions, with both parties being at risk.
    • There is parity in the peer-to-peer relationships between the organizations (e.g. C-Level to C-Level).
    • The vendor provides transparency in pricing models and proactively suggests ways for you to reduce costs.
    • You and the vendor work together to make each party better, providing constructive feedback on a regular basis.
    • The vendor provides innovative suggestions for you to improve your processes, performance, the bottom line, etc.
    • Negotiations are not one-sided; they are meaningful and productive, resulting in an equitable distribution of money and risk.

    Step 3.1: Classify vendors (cont.)

    Understand the implications and how to leverage the words “partner” and “partnership.”

    By now you might be thinking, “What’s all the fuss? Why does it matter?” At Info-Tech, we’ve seen firsthand how referring to the vendor as a partner can have the following impact:

    • Confidences are disclosed unnecessarily.
    • Negotiation opportunities and leverage are lost.
    • Vendors no longer have to earn the customer’s business.
    • Vendor accountability is missing due to shared responsibilities.
    • Competent skilled vendor resources are assigned to other accounts.
    • Value erodes over time since contracts are renewed without being competitively sourced.
    • One-sided relationships are established, and false assurances are provided at the highest levels within the customer organization.

    Proceed with caution when using partner or partnership with your vendors. Understand how your organization benefits from using these terms and mitigate the negatives outlined above by raising awareness internally to ensure people understand the psychology behind the terms. Finally, use the term to your advantage when warranted by referring to the vendor as a partner when you want or need something that the vendor is reluctant to provide. Bottom line: Be strategic in how you refer to vendors and know the risks.

    Step 3.2: Conduct internal “kickoff” meeting

    Raise awareness about the VMI and its mission, vision, and goals.

    To be effective, your VMI needs executive support, a clear vision, appropriate governances and tools, personnel with the right skills, and other items discussed in this blueprint. However, the VMI doesn’t exist in a vacuum … it can’t sit back and be reactive. As part of being proactive, the VMI must be aware of its brand and “market” its services. An effective way to market the VMI is to conduct an internal kickoff meeting. There are at least a couple of ways to do this:

    • Host a meeting for stakeholders, executives, and others who will be contributing to the VMI processes (but are not part of the VMI). The meeting can be part of a townhall or standalone meeting; it can be done live or via a recorded video.
    • Attend appropriate staff meetings and make your presentation.

    With either approach above or one of your choosing, keep in mind the following objectives for your kickoff meeting:

    • Make sure you provide a way for those in attendance to ask questions at that time and later. You want to create and foster a communication loop with the people who will be impacted by the VMI or participating with it.
    • Raise awareness of your existence and personnel. Tell the VMI’s story by sharing your mission statement, goals, and scope; this will help dispel (or confirm) rumors about the VMI that often lead to confusion and faulty assumptions.
    • As you share the VMI’s vision, connect the story to how the VMI will impact the organization and individuals and to how they can help. The VMI tends to be the least autonomous area within an organization; it needs the assistance of others to be successful. Convey an atmosphere of collaboration and appreciation for their help.

    Host a kickoff meeting annually to kickoff the new year. Remind people of your story, announce successes from the past year, and indicate what the future year holds. Keep it brief, make it personal for the audience, and help them connect the names of VMI personnel to faces.

    Step 3.3: Conduct vendor orientation

    Introduce your VMI to your top vendors.

    Based on the results from your vendor classification (Step 3.1) and your VMI deployment timeline, identify the vendors who will participate in the initial orientation meetings. Treat the orientation as a formal, required meeting for the vendors to attend. Determine the attendee list for your organization and the vendors, and send out invites. Ideally, you will want the account manager, a sales director or vice president, the “delivery” director or vice president, and an executive from the vendor in the meeting. From the customer side, you may need more than one or two people from the VMI to entice the vendor’s leadership team to attend; you may need attendance from your own leadership team to add weight or credibility to the meeting (unfortunately).

    Before going into the meeting, make sure everyone on your side knows their roles and responsibilities, and review the agenda. Control the agenda or the meeting is likely to get out of hand and turn into a sales call.

    Conduct orientation meetings even if the participating vendors have been doing business with you for several years. Don’t assume they know all about your organization and your VMI (even if their other clients have a VMI).

    Run two or three orientation meetings and then review the “results.” What needs to be modified? What lessons have you learned? Make any necessary adjustments and continue rolling out the orientation meetings.

    Early in the VMI’s deployment, reorientation and debrief may not be in play. As time passes, it is important to remember them! Use them when warranted to help with vendor alignment.

    Step 3.4: Compile scorecards

    Begin scoring your top vendors.

    The scorecard process typically is owned and operated by the VMI, but the actual rating of the criteria within the measurement categories is conducted by those with day-to-day interactions with the vendors, those using or impacted by the services and products provided by the vendors, and those with the skills to research other information on the scorecard (e.g. risk). Chances are one person will not be able to complete an entire scorecard by themselves. As a result, the scorecard process is a team sport comprising sub-teams where necessary.

    The VMI will compile the scores, calculate the final results, and aggregate all of the comments into one scorecard. There are two common ways to approach this task:

    1. Send out the scorecard template to those who will be scoring the vendor and ask them to return it when completed, providing them with a due date a few days before you actually need it; you’ll need time to compile, calculate, and aggregate.
    2. Invite those who will be scoring the vendor to a meeting and let the contributors use that time to score the vendors; make VMI team members available to answer questions and facilitate the process.

    Step 3.4: Compile scorecards (cont.)

    Gather input from stakeholders and others impacted by the vendors.

    Since multiple people will be involved in the scorecarding process or have information to contribute, the VMI will have to work with the reviewers to ensure that the right mix of data is provided. For example:

    • If you are tracking lawsuits filed by or against the vendor, one person from Legal may be able to provide that, but they may not be able to evaluate any other criteria on the scorecard.
    • If you are tracking salesperson competencies, multiple people from multiple areas may have valuable insights.
    • If you are tracking deliverable timeliness, several project managers may want to contribute across several projects.

    Where one person is contributing exclusively to limited criteria, make it easy for the person to identify the criteria they are to evaluate. When multiple people from the same functional area will provide insights, they can contribute individually (and the VMI will average their responses) or they can respond collectively after reaching consensus among themselves.

    After the VMI has compiled, calculated, and aggregated, share the results with executives, impacted stakeholders, and others who will be attending the BAM for that vendor. Depending upon the comments provided by internal personnel, you may need to create a sanitized version of the scorecard for the vendor.

    Make sure your process timeline has a buffer built in. You’ll be sending the final scorecard to the vendor three to five days before the BAM, and you’ll need some time to assemble the results. The scorecarding process can be perceived as a low-priority activity for people outside of the VMI, and other “priorities” will arise for them. Without a timeline buffer, the VMI may find itself behind schedule and unprepared due to things beyond its control.

    Step 3.5: Conduct business alignment meetings

    Determine which vendors will participate and how long the meetings will last.

    At their core, BAMs aren’t that different from any other meeting. The basics of running a meeting still apply, but there are a few nuances that apply to BAMs Set out below are leading practices for conducing your BAMs; adapt them to meet your needs and suit your environment.

    Who

    Initially, BAMs are conducted with the strategic vendors in your pilot program. Over time, you’ll add vendors until all of your strategic vendors are meeting with you quarterly. After that, roll out the BAMs to those tactical and operational vendors located close to the strategic quadrant in the classification model (Steps 2.1 and 3.1) and as VMI resources allow. It may take several years before you are holding regular BAMs with all of your strategic, tactical, and operational vendors.

    Duration

    Keep the length of your meetings reasonable. The first few with a vendor may need to be 60 to 90 minutes long. After that, you should be able to trim them to 45 to 60 minutes. The BAM does not have to fill the entire time. When you are done, you are done.

    Step 3.5: Conduct business alignment meetings (cont.)

    Identify who will be invited and send out invitations.

    Invitations

    Set up a recurring meeting whenever possible. Changes will be inevitable, but keeping the timeline regular works to your advantage. Also, the vendors included in your initial BAMs won’t change for twelve months. For the first BAM with a vendor, provide adequate notice; four weeks is sufficient in most instances, but calendars will fill up quickly for the main attendees from the vendor. Treat the meeting as significant and make sure your invitation reflects this. A simple meeting request will often be rejected, treated as optional, or ignored completely by the vendor’s leadership team (and maybe yours as well!).

    Invitees

    Internal invitees should include those with a vested interest in the vendor’s performance and the relationship. In addition, other functional areas may be invited based on need or interest. Be careful the attendee list doesn’t get too big. Based on this, internal BAM attendees often include representatives from IT, Sourcing/Procurement, and the applicable business units. At times, Finance and Legal are included.

    From the vendor’s side, strive to have decision makers and key leaders attend. The salesperson/account manager is often included for continuity, but a director or vice president of sales will have more insights and influence. The project manager is not needed at this meeting due to the nature of the meeting and its agenda; however, a director or vice president from the “product or service delivery” area is a good choice. Bottom line: get as high into the vendor’s organization as possible whenever possible; look at the types of contracts you have with that vendor to provide guidance on the type of people to invite.

    Step 3.5: Conduct business alignment meetings (cont.)

    Prepare for the meetings and maintain control.

    Preparation

    Send the scorecard and agenda to the vendor five days prior to the BAM. The vendor should provide you with any information you require for the meeting five days prior as well.

    Decide who will run the meeting. Some customers like to lead and others let the vendor present. How you craft the agenda and your preferences will dictate who runs the show.

    Make sure the vendor knows what materials it should bring to the meeting or have access to. This will relate to the agenda and any specific requests listed under the discussion points. You don’t want the vendor to be caught off guard and unable to discuss a matter of importance to you.

    Running the BAM

    Regardless of which party leads, make sure you manage the agenda to stay on topic. This is your meeting – not the vendor’s, not IT’s, not Procurement’s or Sourcing’s. Don’t let anyone hijack it.

    Make sure someone is taking notes. If you are running this virtually, consider recording the meeting. Check with your legal department first for any concerns, notices, or prohibitions that may impact your recording the session.

    As a reminder, this is not a sales call, and this is not a social activity. Innovation discussions are allowed and encouraged, but that can quickly devolve into a sales presentation. People can be friendly toward one another, but the relationship building should not overwhelm the other purposes.

    Step 3.5: Conduct business alignment meetings (cont.)

    Follow these additional guidelines to maximize your meetings.

    More Leading Practices

    • Remind everyone that the conversation may include items covered by various confidentiality provisions or agreements.
    • Publish the meeting minutes on a timely basis (within 48 hours).
    • Focus on the bigger picture by looking at trends over time; get into the details only when warranted.
    • Meet internally immediately beforehand to prepare – don’t go in cold; review the agenda and the roles and responsibilities for the attendees.
    • Physical meetings are better than virtual meetings, but travel constraints, budgets, and pandemics may not allow for physical meetings.

    Final Thoughts

    • When performance or the relationship is suffering, be constructive in your feedback and conversations rather than trying to assign blame; lead with the carrot rather than the stick.
    • Look for collaborative solutions whenever possible and avoid referencing the contract if possible. Communicate your willingness to help resolve outstanding issues.
    • Use inclusive language and avoid language that puts the vendor on the defensive.
    • Make sure that your meetings are not focused exclusively on the negative, but don’t paint a rosy picture where one doesn’t exist.
    • A vendor that is doing well should be commended. This is an important part of relationship building.

    Step 3.6: Work the 90-day plan

    Monitor your progress and share your results.

    Having a 90-day plan is a good start, but assuming the tasks on the plan will be accomplished magically or without any oversight can lead to failure. While it won’t take a lot of time to work the plan, following a few basic guidelines will help ensure the 90-day plan gets results and wasn’t created in vain.

    90-Day Plan: Activity 1; Activity 2; Activity 3; Activity 4; Activity 5
    1. Measure and track your progress against the initial/current 90-day plan at least weekly; with a short timeline, any delay can have a huge impact.
    2. If adjustments are needed to any elements of the plan, understand the cause and the impact of those adjustments before making them.
    3. Make adjustments ONLY when warranted. The temptation will be to push activities and tasks further out on the timeline (or to the next 90-day plan!) when there is any sort of “hiccup” along the way, especially when personnel outside the VMI are involved. Hold true to the timeline whenever possible; once you start slipping, it often becomes a habit.
    4. Report on progress every week and hold people accountable for their assignments and contributions.
    5. Take the 90-day plan seriously and treat it as you would any significant project – this is part of the VMI’s branding and image.

    Step 3.7: Manage the 3-year roadmap

    Keep an eye on the future since it will feed the present.

    The 3-year roadmap is a great planning tool, but it is not 100% reliable. There are inherent flaws and challenges. Essentially, the roadmap is a set of three “crystal balls” attempting to tell you what the future holds. The vision for Year 1 may be fairly clear, but for each subsequent year, the crystal ball becomes foggier. In addition, the timeline is constantly changing; before you know it, tomorrow becomes today and Year 2 becomes Year 1.

    To help navigate through the roadmap and maximize its potential, follow these principles:

    • Manage each year of the roadmap differently.
      • Review the Year 1 map each quarter to update your 90-day plans (See steps 2.10 and 3.6).
      • Review the Year 2 map every six months to determine if any changes are necessary. As you cycle through this, your vantage point of Year 2 will be 6 months or 12 months away from the beginning of Year 2, and time moves quickly.
      • Review the Year 3 map annually, and determine what needs to be added, changed, or deleted. Each time you review Year 3, it will be a “new” Year 3 that needs to be built.
    • Analyze the impact on the proposed modifications from two perspectives: 1) What is the impact if a requested modification is made? 2) What is the impact if a requested modification is not made?
    • Validate all modifications with leadership and stakeholders before updating the 3-year roadmap to ensure internal alignment.

    Step 3.8: Measure and monitor risk

    Understand and manage risk levels.

    Using the configured Vendor Risk Assessment Tool (Step 2.2), confirm which risks you will be measuring and monitoring and identify the vendors that will be part of the initial risk management process. Generally, organizations start measuring and monitoring risk in two to five risk categories for two or three strategic vendors. Over time, additional risk categories and/or vendors can be added in waves. Resist the temptation to add risk categories or vendors into the mix too quickly. Expanding requires resources inside and outside of the VMI.

    The VMI will rely heavily on other areas to provide input or the risk data, and the VMI needs to establish good working relationships with those areas. For example, if legal risk is something being measured and monitored, the VMI will need data from Legal on the number and nature of any lawsuits filed by or against the applicable vendors; the VMI will need data from Legal, Contract Management, or Procurement/Sourcing on the number and nature of any agreed upon deviations from your organization’s preferred contract terms that increase legal risk.

    With respect to risk, the VMI’s main role is threefold: 1) take the data obtained from others (or in some instances the VMI may have the data) and turn it into useful information, 2) monitor the risk categories over time and periodically issue reports, and 3) work with other areas to manage the risk.

    Step 3.9: Issue reports

    Inform internal personnel and vendors about trends, issues, progress, and results.

    Issuing the reports created in Step 2.12 is one of the main ways the VMI 1) will communicate with internal and external personnel and 2) track trends and information over time. Even with input from the potential reviewers of the reports, you’ll still want to seek their feedback and input periodically. It may take a few iterations until the reports are hitting their mark. You may find that a metric is no longer required, that a metric is missing completely or it is missing a component, or a formatting change would improve the report’s readability. Once a report has been “finalized,” try not to change it until you are engaged in Phase 4: Review activities. It can be unsettling for the reviewers when reports change constantly.

    Whenever possible, find ways to automate the reports. While issuing reports is critical, the function should not consume more time than necessary. Automation can remove some of the manual and repetitive tasks.

    Internal reports may need to be kept confidential. An automated dashboard or reporting tool can help lock down who has access to the information. At a minimum, the internal reports should contain a “Confidential” stamp, header, watermark, or other indicator that the materials are sensitive and should not be disclosed outside of your organization without approval.

    Reports for vendors may not need to be sent as often as reports are generated or prepared for internal personnel. Establish a cadence by classification model category and stick to it. Letting each vendor choose the frequency will make it more difficult for you to manage. The vendors can choose to ignore the report if they so choose.

    This is an image of an example of a bar graph showing ROI and Benchmark for Categories 1-6

    Step 3.10: Develop/improve vendor relationships

    Drive better performance through better relationships.

    One of the key components of a VMI is relationship management. Good relationships with your vendors provide many benefits for both parties, but they don’t happen by accident. Do not assume the relationship will be good or is good merely because your organization is buying products and services from a vendor.

    In many respects, the VMI should mirror a vendor’s sales organization by establishing relationships at multiple levels within the vendor organizations – not just with the salesperson or account manager. Building and maintaining relationships is hard work, but the return on investment makes it worthwhile.

    Business relationships are comprised of many components, not all of which have to be present to have a great relationship. However, there are some essential components. Whether you are trying to develop, improve, or maintain a relationship with a vendor, make sure you are conscious of the following:*

    • Focus your energies on strategic vendors first and then tactical and operational vendors.
    • Be transparent and honest in your communications.
    • Continue building trust by being responsive and honoring commitments (timely).
    • Create a collaborative environment and build upon common ground.
    • Thank the vendor when appropriate.
    • Resolve disputes early, avoid the “blame game,” and be objective when there are disagreements.

    Step 3.11: Contribute to other processes

    Continue assisting others and managing roles and responsibilities outside of the VMI.

    The VMI has processes that it owns and processes that it contributes to. Based on the VMI scope (Step 1.2), the OIC chart (Step 1.4), and the process mapping activities (Step 1.5), ensure that the VMI is honoring its contribution commitments. This is often easier said than done though. A number of factors can make it difficult to achieve the balance required to handle VMI processes and contribute to other processes associated with the VMI’s mission and vision. Understanding the issues is half the battle. If you see signs of these common “vampires,” take action quickly to address the situation.

    • The VMI’s first focus is often internal, and the tendency is to operate in a bubble. Classifying vendors, running BAMs, coordinating the risk process, and other inward-facing processes can consume all of the VMI’s energy. As a result, there is little time, effort, or let’s be honest, desire to participate in other processes outside of the VMI.
    • It is easy for VMI personnel to get dragged into processes and situations that are outside of its scope. This often happens when personnel join the VMI from other internal areas or departments and have good relationships with their former teammates. The relationships make it hard to say “No” when out-of-scope assistance is being requested.
    • The VMI may have “part-time” personnel who have responsibilities across internal departments, divisions, agencies, or teams. When the going gets tough and time is at a premium, people gravitate toward the easiest or most comfortable work. That work may not be VMI work.

    Phase 4: Review

    Keep Your VMI Up to Date and Running Smoothly

    Phase 1Phase 2Phase 3Phase 4
    1.1 Mission Statement and Goals


    1.2 Scope

    1.3 Strengths and Obstacles

    1.4 Roles and Responsibilities

    1.5 Process Mapping

    1.6 Charter

    1.7 Vendor Inventory

    1.8 Maturity Assessment

    1.9 Structure

    2.1 Classification Model
    2.2 Risk Assessment Tool
    2.3 Scorecards and Feedback
    2.4 Business Alignment Meeting Agenda
    2.5 Relationship Alignment Document
    2.6 Vendor Orientation
    2.7 Job Descriptions
    2.8 Policies and Procedures
    2.9 3-Year Roadmap
    2.10 90-Day Plan
    2.11 Quick Wins
    2.12 Reports

    3.1 Classify Vendors
    3.2 Conduct Internal “Kickoff” Meeting
    3.3 Conduct Vendor Orientation
    3.4 Compile Scorecards
    3.5 Conduct Business Alignment Meetings
    3.6 Work the 90-Day Plan
    3.7 Manage the 3-Year Roadmap
    3.8 Measure and Monitor Risk
    3.9 Issue Reports
    3.10 Develop/Improve Vendor Relationships
    3.11 Contribute to Other Processes

    4.1 Assess Compliance
    4.2 Incorporate Leading Practices
    4.3 Leverage Lessons Learned
    4.4 Maintain Internal Alignment
    4.5 Update Governances

    This phase will walk you through the following activities:

    Identify what the VMI should stop doing, start doing, and continue doing as it improves and matures. The main outcomes from this phase are ways to advance the VMI and maintain internal alignment.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Others as needed

    Jump Start Your Vendor Management Initiative

    Phase 4: Review

    Keep your VMI up to date and running smoothly.

    As the old adage says, “The only thing constant in life is change.” This is particularly true for your VMI. It will continue to mature; people inside and outside of the VMI will change; resources will expand or contract from year to year; your vendor base will change. As a result, your VMI needs the equivalent of a physical every year. In place of bloodwork, x-rays, and the other paces your physician may put you through, you’ll assess compliance with your policies and procedures, incorporate leading practices, leverage lessons learned, maintain internal alignment, and update governances.

    Be thorough in your actions during this Phase to get the most out of it. It requires more than the equivalent of gauging a person’s health by taking their temperature, measuring their blood pressure, and determining their body mass index. Keeping your VMI up to date and running smoothly takes hard work.

    Some of the items presented in this Phase require an annual review; others may require quarterly review or timely review (i.e. when things are top of mind and current). For example, collecting lessons learned should happen on a timely basis rather than annually, and classifying your vendors should occur annually rather than every time a new vendor enters the fold.

    Ultimately, the goal is to improve over time and stay aligned with other areas internally. This won’t happen by accident. Being proactive in the review of your VMI further reinforces the nature of the VMI itself – proactive vendor management, NOT reactive!

    Step 4.1: Assess compliance

    Determine what is functionally going well and not going well.

    Whether you have a robust set of vendor management-related policies and procedures or they are the bare minimum, gathering data each quarter and conducting an assessment each year will provide valuable feedback. The scope of your assessment should focus on two concepts: 1) are the policies and procedures being followed and 2) are the policies and procedures accurate and relevant. This approach requires parallel thinking, but it will help you understand the complete picture and minimize the amount of time required.

    Use the steps listed below (or modify them for your culture) to conduct your assessment:

    • Determine the type of assessment – formal or informal.
    • Determine the scale of the assessment – which policies and procedures will be reviewed and how many people will be interviewed.
    • Determine the compliance levels, and seek feedback on the policies and procedures – what is going well and what can be improved?
    • Review the compliance deviations.
    • Conduct a root cause analysis for the deviations.
    • Create a list of improvements and gain approval.
    • Create a plan for minimizing noncompliance in the future.
      • Improve/increase education and awareness.
      • Clarify/modify policies and procedures.
      • Add resources, tools, and people (as necessary and as allowed).

    Step 4.2: Incorporate leading practices

    Identify and evaluate what external VMIs are doing.

    The VMI’s world is constantly shifting and evolving. Some changes will take place slowly, while others will occur quickly. Think about how quickly the cloud environment has changed over the past five years versus the 15 years before that; or think about issues that have popped up and instantly altered the landscape (we’re looking at you COVID-19 and ransomware). As a result, the VMI needs to keep pace, and one of the best ways to do that is to incorporate leading practices.

    At a high level, a leading practice is a way of doing something that is better at producing a particular outcome or result or performing a task or activity than other ways of proceeding. The leading practice can be based on methodologies, tools, processes, procedures, and other items. Leading practices change periodically due to innovation, new ways of thinking, research, and other factors. Consequently, a leading practice is to identify and evaluate leading practices each year.

    Step 4.2: Incorporate leading practices (cont.)

    Update your VMI based on your research.

    • A simple approach for incorporating leading practices into your regular review process is set out below:
    • Research:
      • What other VMIs in your industry are doing.
      • What other VMIs outside your industry are doing.
      • Vendor management in general.
    • Based on your results, list specific leading practices others are doing that would improve your VMI (be specific – e.g. other VMIs are incorporating risk into their classification process).
    • Evaluate your list to determine which of these potential changes fit or could be modified to fit your culture and environment.
    • Recommend the proposed changes to leadership (with a short business case or explanation/justification, as needed) and gain approval.

    Remember: Leading practices or best practices may not be what is best for you. In some instances, you will have to modify them to fit your culture and environment; in other instances, you will elect not to implement them at all (in any form).

    Step 4.3: Leverage lessons learned

    Tap into the collective wisdom and experience of your team members.

    There are many ways to keep your VMI running smoothly, and creating a lessons learned library is a great complement to the other ways covered in this Phase 4: Review. By tapping into the collective wisdom of the team and creating a safe feedback loop, the VMI gains the following benefits:

    • Documented institutional wisdom and knowledge normally found only in the team members’ brains.
    • The ability for one team member to gain insights and avoid mistakes without having to duplicate the events leading to the insights or mistakes.
    • Improved methodologies, tools, processes, procedures, skills, and relationships.

    Many of the processes raised in this Phase can be performed annually, but a lessons learned library works best when the information is “deposited” in a timely manner. How you choose to set up your lessons learned process will depend on the tools you select and your culture. You may want to have regular “input” meetings to share the lessons as they are being deposited, or you may require team members to deposit lessons learned on a regular basis (within a week after they happen, monthly, or quarterly). Waiting too long can lead to vague or lost memories and specifics – timeliness of the deposits is a crucial element.

    Step 4.3: Leverage lessons learned (cont.)

    Create a library to share valuable information across the team.

    Lessons learned are not confined to identifying mistakes or dissecting bad outcomes. You want to reinforce good outcomes as well. When an opportunity for a lessons-learned deposit arises, identify the following basic elements:

    • A brief description of the situation and outcome.
    • What went well (if anything) and why did it go well?
    • What didn't go well (if anything) and why didn't it go well?
    • What would/could you do differently next time?
    • A synopsis of the lesson(s) learned.

    Info-Tech Insights

    The lessons learned library needs to be maintained. Irrelevant material needs to be culled periodically, and older or duplicate material may need to be archived.

    The lessons learned process should be blameless. The goal is to share insightful information … not to reward or punish people based on outcomes or results.

    Step 4.4: Maintain internal alignment

    Review the plans of other internal areas to stay in sync.

    Maintaining internal alignment is essential for the ongoing success of the VMI. Over time, it is easy to lose sight of the fact that the VMI does not operate in a vacuum; it is an integral component of a larger organization whose parts must work well together to function optimally. Focusing annually on the VMI’s alignment within the enterprise helps reduce any breakdowns that could derail the organization.

    To ensure internal alignment:

    • Review the key components of the applicable materials from Phase 1: Plan and Phase 2: Build with the appropriate members of the leadership team (e.g. executives, sponsors, and stakeholders). Not every item from those Phases and Steps needs to be reviewed, but err on the side of caution for the first set of alignment discussions, and be prepared to review each item. You can gauge the audience’s interest on each topic and move quickly when necessary or dive deeper when needed. Identify potential changes required to maintain alignment.
    • Review the strategic plans (e.g. 1-, 3-, and 5- year plans) for various portions of the organization if you have access to them or gather insights if you don’t have access.
      • If the VMI is under the IT umbrella, review the strategic plans for IT and its departments.
      • Review the strategic plans for the areas the VMI works with (e.g. Procurement, Business Units).
      • The organization itself.
    • Create and vet a list of modifications to the VMI and obtain approval.
    • Develop a plan for making the necessary changes.

    Step 4.5: Update governances

    Revise your protocols and return to the beginning of cyclical processes.

    You’re at the final Step and ready to update governances. This is comprised of two sequential paths.

    • First, use the information from Steps 4.1-4.4 to make any required modifications to the items in Phase 1: Plan, Phase 2: Build, and Phase 3: Run. For example, you may need to update your policies and procedures (Step 2.8) based on your findings in Step 4.1; or you may need to update the VMI’s scope (Step 1.2) to ensure internal alignment issues identified in Step 4.4. are accounted for.
    • Second, return to Phase 3: Run to perform the activities below; they tend to be performed annually, but use your discretion and perform them on an as-needed basis:
      • Reclassify vendors.
      • Complete a new maturity assessment.
      • Run reorientation sessions for vendors.
      • Conduct a kickoff meeting to update internal personnel.

    Other activities and tasks (e.g. scorecards and BAMs) may be impacted by the modifications made above, but the nature of their performance follows a shorter cadence. As a result, they are not specifically called out here in this Step 4.5 since they are performed on an ongoing basis. However, don’t overlook them as part of your update.

    Summary of Accomplishment

    Problem Solved

    Vendor management is a broad, often overwhelming, comprehensive spectrum that encompasses many disciplines. By now, you should have a great idea of what vendor management can or will look like in your organization. Focus on the basics first: Why does the VMI exist and what does it hope to achieve? What is its scope? What are the strengths you can leverage, and what obstacles must you manage? How will the VMI work with others? From there, the spectrum of vendor management will begin to clarify and narrow.

    Leverage the tools and templates from this blueprint and adapt them to your needs. They will help you concentrate your energies in the right areas and on the right vendors to maximize the return on your organization’s investment in the VMI of time, money, personnel, and other resources. You may have to lead by example internally and with your vendors at first, but they will eventually join you on your path if you stay true to your course.

    At the heart of a good VMI is the relationship component. Don’t overlook its value in helping you achieve your vendor management goals. The VMI does not operate in a vacuum, and relationships (internal and external) will be critical.

    Lastly, seek continual improvement from the VMI and from your vendors. Both parties should be held accountable, and both parties should work together to get better. Be proactive in your efforts, and you, the VMI, and the organization will be rewarded.

    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

    “Best Practices for Writing Corporate Policies and Procedures.” PowerDMS, 29 Dec. 2020. Accessed 11 January 2022.

    Duncan. “Top 10 Tips for Creating Compelling Reports.” Design Eclectic, 11 October 2019. Accessed 29 March 2022.

    Eby, Kate. “Master Writing Policies, Procedures, Processes, and Work Instructions.” 1 June 2018, updated 19 July 2021. Accessed 11 January 2022.

    “Enterprise Risk Management.” Protiviti, n.d. Accessed 16 Feb. 2017.

    Geller & Company. “World-Class Procurement — Increasing Profitability and Quality.” Spend Matters, 2003. Accessed 4 March 2019.

    Guth, Stephen. “Vendor Relationship Management Getting What You Paid for (And More).” Citizens, 26 Feb. 2015. Web.

    Guth, Stephen. The Vendor Management Office: Unleashing the Power of Strategic Sourcing. Lulu.com, 2007. Print.

    “ISG Index 4Q 2021.” Information Services Group, Inc., 2022. Web.

    “Six Tips for Making a Quality Report Appealing and Easy To Skim.” AHRQ, Oct. 2019. Accessed 29 March 2022.

    Tucker, Davis. “Marketing Reporting: Tips to Create Compelling Reports.” 60 Second Marketer, 28 March 2020. Accessed 29 March 2022.

    “Why Do We Perform Better When Someone Has High Expectations of Us?” The Decision Lab, 9 Sept. 2020. Accessed 31 January 2022.

    Establish Effective Security Governance & Management

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    • Parent Category Name: Governance, Risk & Compliance
    • Parent Category Link: /governance-risk-compliance
    • The security team is unsure of governance needs and how to manage them.
    • There is a lack of alignment between key stakeholder groups
    • There are misunderstandings related to the role of policy and process.

    Our Advice

    Critical Insight

    Good governance stems from a deep understanding of how stakeholder groups interact with each other and their respective accountabilities and responsibilities. Without these things, organizational functions tend to interfere with each other, blurring the lines between governance and management and promoting ad–hoc decision making that undermines governance.

    Impact and Result

    • The first phase of this project will help you establish or refine your security governance and management by determining the accountabilities, responsibilities, and key interactions of your stake holder groups.
    • In phase two, the project will guide you through the implementation of essential governance processes: setting up a steering committee, determining risk appetite, and developing a policy exception-handling process.

    Establish Effective Security Governance & Management Research & Tools

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

    1. Establish Effective Security Governance and Management Deck – A step-by-step guide to help you establish or refine the governance model for your security program.

    This storyboard will take you through the steps to develop a security governance and management model and implement essential governance processes.

    • Establish Effective Security Governance & Management – Phases 1-2

    2. Design Your Governance Model – A security governance and management model to track accountabilities, responsibilities, stakeholder interactions, and the implementation of key governance processes.

    This tool will help you determine governance and management accountabilities and responsibilities and use them to build a visual governance and management model.

    • Security Governance Model Templates (Visio)
    • Security Governance Model Templates (PDF)
    • Security Governance Model Tool

    3. Organizational Structure Template – A tool to address structural issues that may affect your new governance and management model.

    This template will help you to implement or revise your organizational structure.

    • Security Governance Organizational Structure Template

    4. Information Security Steering Committee Charter & RACI – Templates to formalize the role of your steering committee and the oversight it will provide.

    These templates will help you determine the role a steering committee will play in your governance and management model.

    • Information Security Steering Committee Charter
    • Information Security Steering Committee RACI Chart

    5. Security Policy Lifecycle Template – A template to help you model your policy lifecycle.

    Once this governing document is customized, ensure the appropriate security policies are developed as well.

    • Security Policy Lifecycle Template

    6. Security Policy Exception Approval Process Templates – Templates to establish an approval process for policy exceptions and bolster policy governance and risk management.

    These templates will serve as the foundation of your security policy exception approval processes.

    • Security Policy Exception Approval Workflow (Visio)
    • Security Policy Exception Approval Workflow (PDF)
    • Policy Exception Tracker
    • Information Security Policy Exception Request Form

    Infographic

    Further reading

    Establish Effective Security Governance & Management

    The key is in stakeholder interactions, not policy and process.

    Analyst Perspective

    It's about stakeholder interactions, not policy and process.

    Many security leaders complain about a lack of governance and management in their organizations. They have policies and processes but find neither have had the expected impact and that the organization is teetering on the edge of lawlessness, with stakeholder groups operating in ways that interfere with each other (usually due to poorly defined accountabilities).

    Among the most common examples is security's relationship to the business. When these groups don't align, they tend to see each other as adversaries and make decisions in line with their respective positions: security endorses one standard, the business adopts another.

    The consequences of this are vast. Such an organization is effectively opposed to itself. No wonder policy and process have not resolved the issue.

    At a practical level, good governance stems from understanding how different stakeholder groups interact, providing inputs and outputs to each other and modeling who is accountable for what. But this implied accountability model needs to be formalized (perhaps even modified) before governance can help all stakeholder groups operate as strategic partners with clearly defined roles, responsibilities, and decision-making power. Only when policies and processes reflect this will they serve as effective tools to support governance.

    Logan Rohde, Senior Research Analyst, Security & Privacy

    Logan Rohde
    Senior Research Analyst, Security & Privacy
    Info-Tech Research Group

    Executive Summary

    Your Challenge Common Obstacles Info-Tech's Approach
    Ineffective governance and management processes, if they are adopted at all, can lead to:
    • An organization unsure of governance needs and how to manage them.
    • A lack of alignment between key stakeholder groups.
    • Misunderstandings related to the role of policy and process.
    Most governance and management initiatives stumble because they do not address governance as a set of interactions and influences that stakeholders have with and over each other, seeing it instead as policy, process, and risk management. Challenges include:
    • Senior management disinterest
    • Stakeholders operating in silos
    • Separating governance from management
    You will be able to establish a robust governance model to support the current and future state of your organization by accounting for these three essential parts:
    1. Determine governance accountabilities.
    2. Define management responsibilities.
    3. Model stakeholders' interactions, inputs, and outputs as part of business and security operations.

    Info-Tech Insight
    Good governance stems from a deep understanding of how stakeholder groups interact with each other and their respective accountabilities and responsibilities. Without these things, organizational functions tend to interfere with each other, blurring the lines between governance and management and promoting ad hoc decision making that undermines governance.

    Your challenge

    This research is designed to help organizations who need to:

    • Establish security governance from scratch.
    • Improve security governance despite a lack of cooperation from the business.
    • Determine the accountabilities and responsibilities of each stakeholder group.

    This blueprint will solve the above challenges by helping you model your organization's governance structure and implement processes to support the essential governance areas: policy, risk, and performance metrics.

    Percentage of organizations that have yet to fully advance to a maturity-based approach to security

    70%

    Source: McKinsey, 2021

    Common obstacles

    These barriers make this challenge difficult to address for many organizations:

    • The business does not wish to be governed and does not seek to align with security on the basis of risk.
    • Various stakeholder groups essentially govern themselves, causing business functions to interfere with each other.
    • Security teams struggle to differentiate between governance and management and the purpose of each.

    Early adopter infrastructure

    63%
    Security leaders not reporting to the board about risk or incident detection and prevention.
    Source: LogRhythm, 2021

    46%
    Those who report that senior leadership is confident cybersecurity leaders understand business goals.
    Source: LogRhythm, 2021

    Governance isn't just policy and process

    Governance is often mistaken for an organization's formalized policies and processes. While both are important governance supports, they do not provide governance in and of themselves.

    For governance to work well, an organization needs to understand how stakeholder groups interact with each other. What inputs and outputs do they provide? Who is accountable? Who is responsible? These are the questions one needs to ask before designing a governance structure. Failing to account for any of these three elements tends to result in overlap, inefficiency, and a lack of accountability, creating flawed governance.

    Separate governance from management

    Oversight versus operations

    • COBIT emphasizes the importance of separating governance from management. These are complementary functions, but they refer to different parts of organizational operation.
    • Governance provides a decision-making apparatus based on predetermined requirements to ensure smooth operations. It is used to provide oversight and direction and hinges on established accountabilities
    • Simply put, governance refers to what an organization is and is not willing to permit in day-to-day operations, and it tends to make its presence known via the key areas of risk appetite, formal policy and process, and exception handling.
      • Note: These key areas do not provide governance in and of themselves. Rather, governance emerges in accordance with the decisions an organization has made regarding these areas. Sometimes, however, these "decisions" have not been formally or consciously made and the current state of the organization's operations becomes the default - even when it is not working well.
    • Management, by contrast, is concerned with executing business processes in accordance with the governance model, essentially, governance provides guidance for how to make decisions during daily management.

    "Information security governance is the guiding hand that organizes and directs risk mitigation efforts into a business-aligned strategy for the entire organization."

    Steve Durbin,
    Chief Executive,
    Information Security Forum, Forbes, 2023

    Models for governance and management

    Info-Tech's Governance and Management research uses the logic of COBIT's governance and management framework but distills this guidance into a practical, easy-to-implement series of steps, moving beyond the rudimentary logic of COBIT to provide an actionable and personalized governance model.

    Governance Cycle

    Management Cycle

    Clear accountabilities and responsibilities

    Complementary frameworks to simplify governance and management

    The distinction that COBIT draws between governance and management is roughly equivalent to that of accountability and responsibility, as seen in the RACI* model.

    There can be several stakeholders responsible for something, but only one party can be accountable.

    Use this guidance to help determine the accountabilities and responsibilities of your governance and management model.

    *Responsible, Accountable, Consulted, Informed

    COBIT RACI chart

    Security governance framework

    A security governance framework is a system that will design structures, processes, accountability definitions, and membership assignments that lead the security department toward optimal results for the business.

    Governance is performed in three ways:

    1 Evaluate 2 Direct 3 Monitor
    For governance to be effective it must account for stakeholder interests and business needs. Determining what these are is the vital first step. Governance is used to determine how things should be done within an organization. It sets standards and provides oversight so decisions can be made during day-to-day management. Governance needs change and inefficiencies need to be revised. Therefore, monitoring key performance indicators is an essential step to course correct as organizational needs evolve.

    "Governance specifies the accountability framework and provides oversight to ensure that risks are adequately mitigated, while management ensures that controls are implemented to mitigate risks. Management recommends security strategies. Governance ensures that security strategies are aligned with business objectives and consistent with regulations."
    - EDUCAUSE

    Establish Effective Security Governance & Management

    SMART metrics

    Suggested targets to measure success

    Specific

    Measurable

    Achievable

    Relevant

    Time-Bound

    Examples
    Security's risk analyses will be included as part of the business decision-making process within three months after completing the governance initiative.
    Increase rate of security risk analysis using risk appetite within three months of project completion.
    Have stakeholder engagement supply input into security risk-management decisions within three months of completing phase one of blueprint.
    Reduce time to approve policy exceptions by 25%.
    Reduce security risk related to policy non-compliance by 50% within one year.
    Develop five KPIs to measure progress of governance and management within three months of completing blueprint.

    Info-Tech's methodology for security governance and management

    1. Design Your Governance Model 2. Implement Essential Governance Processes
    Phase Steps
    1. Evaluate
    2. Direct
    3. Monitor
    1. Implement Oversight
    2. Set Risk Appetite
    3. Implement Policy Lifecycle
    Phase Outcomes
    • Defined governance accountabilities
    • Defined management responsibilities
    • Record of key stakeholder interactions
    • Visual governance model
    • Key performance indicators (KPIs)
    • Established steering committee
    • Qualitative risk-appetite statements
    • Policy lifecycle
    • Policy exceptions-handling process

    Governance starts with mapping stakeholder inputs, outputs, and throughputs

    The key is in stakeholder interactions, not policy and process
    Good governance stems from a deep understanding of how stakeholder groups interact with each other and their respective accountabilities and responsibilities. Without these things, organizational functions tend to interfere with each other, blurring the lines between governance and management and promoting ad hoc decision making that undermines governance.

    Policy, process, and org. charts support governance but do not produce it on their own
    To be effective, these things need to be developed with the accountabilities and influence of the organizational functions that produce them.

    A lack of business alignment does not mean you're doomed to fail
    While the highest levels of governance maturity depend on strong security-business alignment, there are still tactics one can use to improve governance.

    All organizations have governance
    Sometimes it is poorly defined, ineffective, and occurs in the same place as management, but it exists at some level, acting as the decision-making apparatus for an organization (i.e. what can and cannot occur).

    Risk tolerances are variable across lines of business
    This can lead to misalignments between security and the business, as each may have their own tolerance for particular risks. The remedy is to understand the risk appetite of the business and allow this to inform security risk management decisions.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Security Governance Model Tool

    Security Governance Organizational Structure Template

    Information Security Steering Committee Charter & RACI

    Policy Exceptions-Handling Workflow

    Policy Exception Tracker and Request Form

    Key deliverable:

    Security Governance Model

    By the end of this blueprint, you will have created a personalized governance model to map your stakeholders' accountabilities, responsibilities, and key interactions.

    Blueprint benefits

    IT Benefits Business Benefits
    • Correct any overlapping and mismanaged security processes by assigning accountabilities and responsibilities to each stakeholder group.
    • Improve efficiency and effectiveness of the security program by separating governance from management.
    • Determine necessary inputs and outputs from stakeholder interactions to ensure the governance model functions as intended.
    • Improved support of business goals through security-business alignment.
    • Better risk management by defining risk appetite with security.
    • Increased stakeholder satisfaction via a governance model designed to meet their needs.

    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

    What does a typical GI on this topic look like?

    Phase 1 Phase 2
    Call #1: Scope requirements, objectives, and your specific challenges. Call #2: Determine governance requirements.
    Call #3: Review governance model.
    Call #4: Determine KPIs.
    Call #5: Stand up steering committee.
    Call #6: Set risk appetite.
    Call #7: Establish policy lifecycle.
    Call #8: Revise exception-handing process.

    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 8 calls over the course of 2 to 3 months.

    Workshop Overview

    Day 1 Day 2 Day 3 Day 4 Day 5
    Activities Evaluate Direct Monitor Implement Essential Governance Processes Next Steps and Wrap-Up (offsite)
    1.1 Prioritize governance accountabilities
    1.2 Prioritize management responsibilities
    1.3 Evaluate organizational structure
    2.1 Align with business
    2.2 Build security governance and management model
    2.3 Visualize security governance and management model
    3.1 Develop governance and management KPIs 4.1 Draft steering committee charter
    4.2 Complete steering committee RACI
    4.3 Draft qualitative risk statements
    4.4 Define policy management lifecycle
    4.5 Establish policy exception approval process
    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. Prioritized list of accountabilities and responsibilities
    2. Revised organizational structure
    1. Security governance and management model
    1. Security Metrics Determination and Tracking Tool
    2. KPI Development Worksheet
    1. Steering committee charter and RACI
    2. Risk-appetite statements
    3. Policy management lifecycle
    4. Policy exception approval process

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Customize your journey

    The security governance and management blueprint pairs well with security design and security strategy.

    • The governance and management model you create in this blueprint will inform efforts to improve security, like revisiting security program design and your security strategy.
    • Work with your member services director, executive advisor, or technical counselor to scope the journey you need. They will work with you to align the subject matter experts to support your roadmap and workshops.

    Workshop Day 1 and Day 2
    Security Governance and Management

    Workshop Day 3 and Day 4
    Security Strategy Gap Analysis or Security Program Design Factors

    Phase 1

    Design Your Governance Model

    Phase 1
    1.1 Evaluate
    1.2 Direct
    1.3 Monitor

    Phase 2
    2.1 Implement Oversight
    2.2 Set Risk Appetite
    2.3 Implement Policy lifecycle

    Establish Security Governance & Management

    This phase will walk you through the following activities:

    • Prioritize governance accountabilities
    • Prioritize management responsibilities
    • Evaluate current organizational structure
    • Align with the business
    • Build security governance and management model
    • Finalize governance and management model
    • Develop governance and management KPIs

    This phase involves the following participants:

    • CISO
    • CIO
    • Business representative

    Step 1.1

    Evaluate

    Activities
    1.1.1 Prioritize governance accountabilities
    1.1.2 Prioritize management responsibilities
    1.1.3 Evaluate current organizational structure

    This step involves the following participants:

    • CISO
    • CIO
    • Business representative

    Outcomes of this step

    • Defined governance accountabilities
    • Defined management responsibilities

    Design Your Governance Model

    Step 1.1 > Step 1.2 > Step 1.3

    Evaluate: Getting started

    Element Questions
    Compliance What voluntary or mandatory standards must be represented in my governance model?
    Legal What laws are the organization accountable to? Who is the accountable party?
    Business needs What does the business need to operate? What sort of informational or operational flows need to be accounted for?
    Culture How does the business operate? Are departments siloed or cooperative? Where does security fit in?
    Decision-making process How are decisions made? Who is involved? What information needs to be available to do so?
    Willingness to be governed Is the organization adverse to formal governance mechanisms? Are there any opportunities to improve alignment with the business?
    Relevant trends Are there recent developments (e.g. new privacy laws) that are likely to affect the organization in the future? Will this complicate or simplify governance modeling efforts?
    Stakeholder interests Who are the internal and external stakeholders that need to be represented in the governance model?

    The above is a summary of COBIT 2019 EDM01.01 Evaluate the governance system, along with Info-Tech-recommended questions to contextualize each element for your organization.

    1.1.1 Prioritize governance accountabilities

    1-2 hours

    Using the example on the next slide, complete the following steps.

    1. Download Info-Tech's Security Governance Model Tool using the link below and customize the stakeholder groups on tab 1 to reflect the makeup of your organization.
    2. Using the previous slide as a guide, evaluate your organization's internal and external pressures and discuss their possible impacts your governance and management model.
    3. Complete tab 2, Governance Prioritization, indicating your response to each prompt using the drop-down menus. The tool will score your responses and provide you with a prioritized list of governance accountabilities based on greatest need on tab 4, Governance Model Builder.
    4. Review the list and make any desired modifications to the prompts on tab 2 and then move on to Activity 1.1.2. (We will return to tab 4 in Step 2.1.) Remember to evaluate the results against the internal/external pressure analysis to ensure these details are reflected.

    Download the Security Governance Model Tool

    Input Output
    • List of governance pressures
  • Prioritized list of governance accountabilities
  • Materials Participants
    • Security Governance Model Tool
    • CISO
    • CIO
    • Security Operations
    • Business representative (optional)

    Security Governance and Management Model Tool

    Tabs 2 and 3

    Security Governance and Management Model Tool

    1.1.2 Prioritize management responsibilities

    1 hours

    Using the examples on the previous slide, complete the following steps.

    1. Complete tab 3, Management Prioritization, indicating your response to each prompt using the drop-down menus. The tool will score your responses and provide you with a prioritized list of governance accountabilities based on greatest need on tab 4, Governance Model Builder.
    2. Review the list and make any desired modifications to the prompts on tab 3 and then move on to Activity 1.1.3. (We will return to tab 4 in Step 2.1.) Remember to evaluate the results against the internal/external pressure analysis to ensure these details are reflected.

    Download Security Governance Model Tool

    InputOutput
    • Pressure analysis
    • Prioritized list of management responsibilities
    MaterialsParticipants
    • Security Governance Model Tool
    • CISO
    • CIO
    • Business representative (optional)

    Security Governance and Management Model Tool

    Tab 4

    Security Governance and Management Model Tool Tab 4

    1.1.3 Evaluate current organizational structure

    1-3 hours

    1. Download and modify Info-Tech's Security Governance Organizational Structure Template to reflect the reporting structure at your organization. If such a document already exists, simply review it and move on to the next step below.
    2. Determine if the current organizational structure will negatively affect your ability to pursue the items in your prioritized lists from governance accountabilities and management responsibilities (e.g. conflicts of interest related to oversight or reporting), and discuss the feasibility of changing the current governance structure.
    3. Record these recommended changes and any other key points you'd like the business or other stakeholders to be aware of. We'll use this information in the business alignment exercise in Step 2.1

    Download the Security Governance Organizational Structure Template

    Input Output
    • Prioritized lists of governance accountabilities and management responsibilities
    • Updated organizational structure
    Materials Participants
    • Security Governance Organizational Structure Template
    • CISO

    Info-Tech resources

    Locate structural problems in advance

    • If you do not already have a diagram of your organization's reporting structure, use this template to create one. Examples are provided for high, medium, and low maturity.
    • The existing reporting structure will likely affect the governance model you create, as it may not be feasible to assign certain governance accountabilities and management responsibilities to certain stakeholders.
      • For example, it may make sense for the head of security to approve the security budget, but if they report to a CIO with greater authority that accountability will likely have to sit with the CIO instead.

    Download the Security Governance Organizational Structure Template

    Security Governance Organizational Structure

    Step 1.2

    Direct

    Activities
    1.2.1 Align with the business
    1.2.2 Build security governance and management model
    1.2.3 Finalize governance and management model

    This step involves the following participants:

    CISO

    CIO

    Business representative

    Outcomes of this step

    • Record of key stakeholder interactions
    • Visual governance model

    Design Your Governance Model

    Step 1.1 > Step 1.2 > Step 1.3

    Direct: Getting started

    Element Questions
    Business alignment Do we have a full understanding of the business's approach to risk and security's role to support business objectives?
    Organizational security process How well do our current processes work? Are we missing any key processes?
    Steering committee Will we use a dedicated steering committee to oversee security governance, or will another stakeholder assume this role?
    Security awareness Does the organization have a strong security culture? Does an effort need to be made to educate stakeholder groups on the role of security in the organization?
    Roles and responsibilities Does the organization use RACI charts or another system to define roles and document duties?
    Communication flows Do we have a good understanding of how information flows between stakeholder groups? Are there any gaps that need to be addressed (e.g. regular board reporting)?

    The above is a summary of COBIT 2019 EDM01.02 Direct the governance system, along with Info-Tech-recommended questions to contextualize each element for your organization.

    Embed security governance within enterprise governance

    Design structures, processes, authority definitions, and steering committee assignments to drive optimal business results.

    Embed security governance within enterprise governance

    1.2.1 Align with the business

    1-3 hours

    1. Request a meeting with the business to present your findings from the previous activities in Step 1.1. As you prepare for the meeting, remember to following points:
    • The goal here is to align, not to command. You want the business to see the security team as a strategic ally that supports the pursuit of business goals.
    • Make recommendations and explain any security risks associated with the direction the business wants to take, but the goal is not to strongarm the business into adopting your perspective.
    • Above all, listen to the business to learn more about how they relate to governance and what their priorities are. This will help you adapt your governance model to better support business needs.

    Info-Tech Insight
    A lack of business participation does not mean your governance initiative is doomed. From this lack, we can still infer their attitudes toward security governance, and we can account for this in our governance model. This may limit the maturity your program can reach, but it doesn't prevent improvements from being made to your current security governance.

    InputOutput
    • Prioritized lists of governance accountabilities and management responsibilities
    • Current organizational structure
    • List of recommendations or proposed changes
    • Security governance and management target state definition
    MaterialsParticipants
    • Means to capture key points of the conversation (e.g. notebook, recorded meeting)
    • CISO
    • CIO
    • Business representative

    1.2.2 Build security governance and management model

    1-2 hours

    Using the example on the next slide, complete the following steps:

    1. On tab 4, review the prioritized lists for governance accountabilities and management responsibilities and begin assigning them to the appropriate stakeholder groups.
    • Remember: Responsibilities can be assigned to up to four stakeholders, but there can be only one party listed as accountable.
  • Use the drop-down menus to record any interactions that occur between the groups (e.g. repots to, appoints, approves, oversees).
    • Documenting these interactions will help you ensure your governance program accounts for inputs and outputs that are required by, or that otherwise affect, your various stakeholder groups.

    Note: You may wish to review Info-Tech's governance model templates before completing this activity to get an idea of what you'll be working toward in this step. See slides 37-38.

    Download Security Governance Model Tool

    InputOutput
    • Prioritized lists of governance accountabilities and management responsibilities
    • Target state from business alignment exercise
    • Summary of governance model
    MaterialsParticipants
    • Security Governance Model Tool
    • CISO
    • CIO
    • Business representative (optional)

    Security Governance and Management Model Tool

    Tab 5

    Security Governance and Management Model Tool Tab 5

    Security Governance and Management Model Tool continued

    Tab 6

    Security Governance and Management Model Tool Tab 6

    1.2.3 Visualize your security governance and management model

    1-2 hours

    1. Download the Security Governance Model Templates using the link below and determine which of the three example models most closely resembles your own.
    2. Once you have chosen an example to work from, begin customizing it to reflect the governance model completed in Activity 1.2.2. See next slide for example.

    Note: You do not have to use these templates. If you prefer, you can use them as inspiration and design your own model.

    Download Security Governance Model Templates

    InputOutput
    • Results of Activity 2.1.2
    • Security governance and management model diagram
    MaterialsParticipants
    • Security Governance Model Templates
    • CISO

    Customize the template

    Customize the template

    Step 1.3

    Monitor

    Activities
    1.3.1 Develop governance and management KPIs

    This step involves the following participants:

    • CISO
    • CIO
    • Security team
    • Business representative

    Outcomes of this step

    Key performance indicators

    Design Your Governance Model

    Step 1.1 > Step 1.2 > Step 1.3

    Monitor: Getting started

    Element Questions
    Metrics Does the organization have a well-developed metrics program or will this need to be taken up as a separate effort? Have we considered what outcomes we are hoping to see as a result of implementing a new governance and management model?
    Existing and emerging threats What has changed or is likely to change in the future that may destabilize our governance program? What do we need to do to mitigate any security risks to our organizational governance and management?

    The above is a summary of COBIT 2019 EDM01.03 Monitor the governance system, along with Info-Tech-recommended questions to contextualize each element for your organization.

    1.3.1 Develop governance and management KPIs

    1-2 hours

    This activity is meant to provide a starting point for key governance metrics. To develop a comprehensive metrics program, see Info-Tech's Build a Security Metrics Program to Drive Maturity blueprint.

    1. Create a list of four to six outcomes you'd like to see as the result of your new governance model. Be as specific as you can; the better defied the outcome, the easier it will be to determine suitable KPI.
    2. For each desired outcome, determine what would best indicate that progress is being made toward that state.
    • Desired outcome: security team is consulted before critical business decisions are made.
    • Success criteria: the business evaluates Security's recommendations before starting new projects
    • Possible KPI: % of critical business decisions made with security consultation
    • See next slide for additional examples

    Note: Try to phrase each KPI using percents, which helps to add context to the metric and will make it easier to explain when reporting metrics in the future.

    Input Output
    • List of desired outcomes after new governance model implemented
    • Set of key performance indicators
    Materials Participants
    • Whiteboard
    • CISO
    • CIO
    • Security team
    • Business representative (optional)

    Example KPIs

    Desired Outcome Success Criteria Possible KPI
    Security team is consulted before critical business decisions are made The business evaluates Security's recommendations before starting new projects % of critical business decisions with Security consultation
    Greater alignment over risk appetite The business does not take on initiatives with excessive security risks % of incidents stemming from not following Security's risk management recommendations
    Reduced number of policy exceptions Policy exceptions are only granted when a clear need is present and a formal process is followed % of incidents stemming from policy exceptions
    Improved policy adherence Policies are understood and followed throughout the organization % of incidents stemming from policy violations

    Establish Baseline Metrics

    Baseline metrics will be improved through:

    1. Improved business alignment
    2. Developing formal process to manage security risks
    3. Separating governance from management
    Metric Current Goal
    % of critical business decisions with Security consultation 20% 100%
    % of incidents stemming from not following Security's risk management recommendations 65% 0%
    % of incidents stemming from policy exceptions 35% 5%
    % of incidents stemming from policy violations 40% 5%
    % of ad hoc decisions made (i.e. not accounted for by governance model 85% 5%
    % of accepted security risks evaluated against risk appetite 50% 100%
    % of deferred steering committee decisions (i.e. decisions not made ASAP after issue arises) 50% 5%
    % of policies approved within target window (e.g. 1 month) 20% 100%

    Phase 2

    Implement Essential Governance Processes

    Phase 1
    1.1 Evaluate
    1.2 Direct
    1.3 Monitor

    Phase 2
    2.1 Implement Oversight
    2.2 Set Risk Appetite
    2.3 Implement Policy Lifecycle

    This phase will walk you through the following activities:

    • Draft Steering Committee Charter
    • Complete Steering Committee RACI
    • Draft qualitative risk statements
    • Model policy lifecycle
    • Establish exceptions-handling process

    This phase involves the following participants:

    • CISO
    • CRO
    • CIO
    • HR
    • Internal Audit
    • Business representative
    • Legal

    Establish Security Governance & Management

    Step 2.1

    Implement Oversight

    Activities
    2.1.1 Draft steering committee charter
    2.1.2 Complete steering committee RACI

    This step involves the following participants:

    • CISO
    • CRO
    • CIO
    • HR
    • Internal Audit
    • Business representative
    • Legal

    Outcomes of this step

    Steering Committee Charter and RACI

    Implement Essential Governance Processes

    Step 2.1 > Step 2.2 > Step 2.3

    2.1.1 Draft steering committee charter

    1-3 hours

    This activity is meant to provide a starting point for your steering committee. If a more comprehensive approach is desired, see Info-Tech's Improve Security Governance With a Security Steering Committee blueprint.

    1. Download the template using the link below and review the various sections of the document
    2. Review slides 50-51 to help determine the scope of your steering committee's role. Discuss with other stakeholder groups, as necessary, to determine the steering committee's duties, how often the group will meet, and what the regular meeting agenda will be.
    3. Customize the template to suit your organization's needs.

    Download Information Security Steering Committee Charter

    Input Output
    • N/A
    • Steering Committee
    Materials Participants
    • Information Security Steering Committee Charter Template
    • CISO
    • CRO
    • CIO
    • HR
    • Internal Audit
    • Business representative
    • Legal

    Steering committee membership

    Representation is key, but don't try to please everyone

    • For your steering committee to be effective, it should include representatives from across the organization. However, it is important not to overextend committee membership, which can interfere with decision making.
    • Participants should be selected based on the identified responsibilities of the security steering committee, and the number of people should be appropriate to the size and complexity of the organization.

    Example steering committee

    CISO
    CRO
    Internal Audit
    CIO
    Business Leaders
    HR
    Legal

    Download Information Security Steering Committee Charter

    Typical steering committee duties

    Strategic Oversight Policy Governance
    • Provide oversight and ensure alignment between information security governance and company objectives.
    • Assess the adequacy of resources and funding to sustain and advance successful security programs and practices for identifying, assessing, and mitigating cybersecurity risks across all business functions.
    • Review control audit reports and resulting remediation plans to ensure business alignment
    • Review the company's cyber insurance policies to ensure appropriate coverage.
    • Provide recommendations, based on security best practices, for significant technology investments.
    • Review policy-exception requests to determine if potential security risks can be accepted or if a workaround exists.
    • Assess the ramifications of updates to policies and standards.
    • Establish standards and procedures for escalating significant security incidents to the board, other steering committees, government agencies, and law enforcement, as appropriate.

    Typical steering committee duties

    Risk Governance Monitoring and Reporting
    • Review and approve the company's information risk governance structure.
    • Assess the company's high-risk information assets and coordinate planning to address information privacy and security needs.
    • Provide input to executive management regarding the enterprise's information security risk tolerance.
    • Review the company's cyber-response preparedness, incident response plans, and disaster recovery capabilities as applicable to the organization's information security strategy.
    • Promote an open discussion regarding information risk and integrate information risk management into the enterprise's objectives.
    • Receive periodic reports and coordinate with management on the metrics used to measure, monitor, and manage cyber risks posed to the company and to review periodic reports on selected security risk topics as the committee deems appropriate.
    • Monitor and evaluate the quality and effectiveness of the company's technology security, capabilities for disaster recovery, data protection, cyber threat detection, and cyber incident response, and management of technology-related compliance risks.

    2.1.2 Complete steering committee RACI

    1-3 hours

    1. Download the RACI template and review the membership roles. Customize the template to match the makeup of your steering committee.
    2. Read through each task in the left-hand column and determine who will be involved:
    • R - responsible: the person doing the action (can be multiple)
    • A - accountable: the owner of the task, usually a department head who delegates the execution of the task (only assigned to one stakeholder)
    • C - consulted: stakeholders that offer some kind of guidance, advice, or recommendation (can be multiple)
    • I - Informed: stakeholders that receive status updates about the task (can be multiple)

    Note: All tasks must have accountability and responsibility assigned (sometimes a single stakeholder is accountable and responsible). However, not all tasks will have someone consulted or informed.

    Download Information Security Steering Committee RACI Chart

    InputOutput
    • N/A
    • Defined roles and responsibilities
    MaterialsParticipants
    • RACI Chart
    • CISO
    • CRO
    • CIO
    • HR
    • Internal Audit
    • Business representative
    • Legal

    Step 2.2

    Set Risk Appetite

    Activities
    2.2.1 Draft qualitative risk statements

    This step involves the following participants:

    • CISO
    • CIO
    • Business representative

    Outcomes of this step

    Qualitative risk appetite

    Implement Essential Governance Processes

    Step 2.1 > Step 2.2 > Step 2.3

    Know your appetite for risk

    What is an organizational risk appetite?

    Setting risk appetite is a key governance function, as it structures how your organization will deal with the risks it will inevitably face - when they can be accepted, when they need to be mitigated, and when they must be rejected entirely.

    It is important to note that risk appetite and risk tolerance are not the same. Risk appetite refers to the amount of risk the organization is willing to accept as part of doing business, whereas risk tolerance has more to do with individual risks affecting one or more lines of business that exceed that appetite. Such risks are often tolerated as individual cases that can be mitigated to an acceptable level of risk even though it exceeds the risk-appetite threshold.

    Chart Risk Appetite

    2.1.2 Draft qualitative risk-appetite statements

    1-3 hours

    This activity is meant to provide a starting point for risk governance. To develop a comprehensive risk-management program, see Info-Tech's Combine Security Risk Management Components Into One Program blueprint.

    1. Draft statements that express your attitudes toward the kinds of risks your organization faces. The point is to set boundaries to better understand when risk mitigation may be necessary.
    2. Examples:
    • We will not accept risks that may cause us to violate SLAs.
    • We will avoid risks that may prevent the organization from operating normally.
    • We will not accept risks that may result in exposure of confidential information.
    • We will not accept risks that may cause significant brand damage.
    • We will not accept risks that pose undue risk to human life or safety.
    InputOutput
    • Definitions for high, medium, low impact and frequency
    • Set of qualitative risk-appetite statements
    MaterialsParticipants
    • Whiteboard
    • CISO
    • CIO
    • Business representative

    Step 2.3

    Implement Policy Lifecycle

    Activities
    2.3.1 Model your policy lifecycle
    2.3.2 Establish exception-approval process

    This step involves the following participants:

    • CISO
    • CIO

    Outcomes of this step

    Policy lifecycle

    Exceptions-handling process

    Implement Essential Governance Processes

    Step 2.1 > Step 2.2 > Step 2.3

    2.3.1 Model your policy lifecycle

    1-3 hours

    This activity is meant to provide a starting point for policy governance. To develop a comprehensive policy-management program, see Info-Tech's Develop and Deploy Security Policies blueprint.

    1. Review the sections within the Security Policy Lifecycle Template and delete any sections or subsections that do not apply to your organization.
    2. As necessary, modify the lifecycle and receive approved sign-off by your organization's leadership.
    3. Solicit feedback from stakeholders, specifically, IT department management and business stakeholders.

    Download the Security Policy Lifecycle Template

    InputOutput
    • N/A
    • Policy lifecycle
    MaterialsParticipants
    • Security Policy Lifecycle Template
    • CISO
    • CIO

    Develop the security policy lifecycle

    The security policy lifecycle is an integral component of the security policy program and adds value by:

    • Setting out a roadmap to define needs, develop required documentation, and implement, communicate, and measure your policy program.
    • Defining roles and responsibilities for the security policy suite.
    • Aligning the business goals, security program goals, and policy objectives.

    Security Policy Lifecycle

    Diagram inspired by: ComplianceBridge, 2021

    2.3.2 Establish exception-approval process

    1-3 hours

    1. Download the Security Policy Exception Approval Template and customize it to match your exception-handling process. Be sure to account for the recommendations on the next slide.
    2. Use the Policy Exception Tracker to record and monitor granted exceptions.

    Download the Security Policy Exception Approval Workflow

    Download the Security Policy Exception Tracker

    Input Output
    • Answers to questions provided
    • Exception-handling process
    Materials Participants
    • Security Policy Exception Approval Workflow
    • Security Policy Exception Tracker
    • CISO
    • CIO

    Determine criteria to grant policy exception

    A key part of security risk and policy governance

    • Not all policies can be complied with all the time. As technology and business needs change, sometimes exceptions must be granted for operations to continue smoothly.
    • Exceptions can be either short or long term.
      • Short-term exceptions are often granted until a particular security gap can be closed, such as allowing staff to temporarily use new laptops that have yet to receive a required VPN for remote access.
      • Long-term exceptions usually occur when closing the gap entirely is not feasible. For example, a legacy system may be unable to meet evolving security standards, but there is no room in the budget to replace it.
    • Having a formal approval process for exceptions and a record of granted exceptions will help you to stay on top of security risk governance.

    Before granting an exception:

    1. Assess security risks associated with doing so: are they acceptable?
    2. Look for another way to resolve the issue: is a suitable workaround possible?
    3. Evaluate mitigating controls: is it possible to provide an equivalent level of security via other means?
    4. Assign risk ownership: who will be accountable if an incident arises from the exception?
    5. Determine appeals process: when disagreements arise, how will the final decision be made?

    Sources: University of Virginia; CIS

    Summary of Accomplishment

    Problem Solved

    You have now established a formal governance model for your organization - congratulations! Building this model and determining stakeholders' accountabilities and responsibilities is a big step.

    Remember to continue to use the evaluate-direct-monitor framework to make sure your governance model evolves as organizational governance matures and priorities shift.

    If you would like additional support, have our analysts guide you through an Info-Tech workshop or Guided Implementation.

    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.
    workshops@infotech.com 1-888-670-8889

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

    Build Governance Model
    Build a customized security governance model for your organization.

    Develop policy lifecycle
    Develop a policy lifecycle and exceptions-handling process.

    Related Info-Tech Research

    Build an Information Security Strategy

    Design a Business-Focused Security Program

    Combine Security Risk Management Components Into One Program

    Research contributors and experts

    Michelle Tran, Consulting Industry

    Michelle Tran
    Consulting Industry

    One anonymous contributor

    Bibliography

    Durbin, Steve. "Achieving The Five Levels Of Information Security Governance." Forbes, 4 Apr. 2023. Accessed 4 Apr. 2023.

    Eiden, Kevin, et al. "Organizational Cyber Maturity: A Survey of Industries." McKinsey & Company, 4 Aug. 2021. Accessed 25 Apr. 2023.

    "Information Security Exception Policy." Center for Internet Security, 2020. Accessed 14 Apr. 2023.

    "Information Security Governance." EDUCAUSE, n.d. Accessed 27 Apr. 2023.

    ISACA. COBIT 2019 Framework: Governance and Management Objectives. GF Books, 2018.

    Policies & Procedures Team. "Your Policy for Policies: Creating a Policy Management Framework." ComplianceBridge, 30 Apr. 2021. Accessed 27 Apr. 2023.

    "Security and the C-Suite: Making Security Priorities Business Priorities." LogRhythm, Feb. 2021. Accessed 25 Apr 2023.

    University of Virginia. "Policy, Standards, and Procedures Exceptions Process." Information Security at UVA, 1 Jun. 2022. Accessed 14 Apr. 2023

    Considerations to Optimize Container Management

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    Do you experience challenges with the following:

    • Equipping IT operations processes to manage containers.
    • Choosing the right container technology.
    • Optimizing your infrastructure strategy for containers.

    Our Advice

    Critical Insight

    • Plan ahead to ensure your container strategy aligns with your infrastructure roadmap. Before deciding between bare metal and cloud, understand the different components of a container management solution and plan for current and future infrastructure services.
    • When selecting tools from multiple sources, it is important to understand what each tool should and should not meet. This holistic approach is necessary to avoid gaps and duplication of effort.

    Impact and Result

    Use the reference architecture to plan for the solution you need and want to deploy. Infrastructure planning and strategy optimizes the container image supply chain, uses your current infrastructure, and reduces costs for compute and image scan time.

    Considerations to Optimize Container Management Research & Tools

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

    1. Considerations to Optimize Container Management Deck – A document to guide you design your container strategy.

    A document that walks you through the components of a container management solution and helps align your business objectives with your current infrastructure services and plan for your future assets.

    • Considerations to Optimize Container Management Storyboard

    2. Container Reference Architecture – A best-of-breed template to help you build a clear, concise, and compelling strategy document for container management.

    Complete the reference architecture tool to strategize your container management.

    • Container Reference Architecture
    [infographic]

    Further reading

    Considerations to Optimize Container Management

    Design a custom reference architecture that meets your requirements.

    Analyst Perspective

    Containers have become popular as enterprises use DevOps to develop and deploy applications faster. Containers require managed services because the sheer number of containers can become too complex for IT teams to handle. Orchestration platforms like Kubernetes can be complex, requiring management to automatically deploy container-based applications to operating systems and public clouds. IT operations staff need container management skills and training.

    Installing and setting up container orchestration tools can be laborious and error-prone. IT organizations must first implement the right infrastructure setup for containers by having a solid understanding of the scope and scale of containerization projects and developer requirements. IT administrators also need to know how parts of the existing infrastructure connect and communicate to maintain these relationships in a containerized environment. Containers can run on bare metal servers, virtual machines in the cloud, or hybrid configurations, depending on your IT needs

    Nitin Mukesh, Senior Research Analyst, Infrastructure and Operations

    Nitin Mukesh
    Senior Research Analyst, Infrastructure and Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge Common Obstacles Info-Tech’s Approach

    The container software market is constantly evolving. Organizations must consider many factors to choose the right container management software for their specific needs and fit their future plans.

    It's important to consider your organization's current and future infrastructure strategy and how it fits with your container management strategy. The container management platform you choose should be compatible with the existing network infrastructure and storage capabilities available to your organization.

    IT operations staff have not been thinking the same way as developers who have now been using an agile approach for some time. Container image builds are highly automated and have several dependencies including scheduling, testing, and deployment that the IT staff is not trained for or lack the ability to create anything more than a simple image.

    Use the reference architecture to plan for the solution you need and want to deploy. Infrastructure planning and strategy optimizes the container image supply chain and reduces costs for compute and image scan time.

    Plan ahead to ensure your container strategy aligns with your infrastructure roadmap. Before deciding between bare metal and cloud, understand the different components of a container management solution and plan for current and future infrastructure services.

    Your challenge

    Choosing the right container technology: IT is a rapidly changing and evolving market, with startups and seasoned technology vendors maintaining momentum in everything from container platforms to repositories to orchestration tools. The rapid evolution of container platform components such as orchestration, storage, networking, and system services such as load balancing has made the entire stack a moving target.

    However, waiting for the industry to be standardized can be a recipe for paralysis, and waiting too long to decide on solutions and approaches can put a company's IT operations in catch-up mode.

    Keeping containers secure: Security breaches in containers are almost identical to operating system level breaches in virtual machines in terms of potential application and system vulnerabilities. It is important for any DevOps team working on container and orchestration architecture and management to fully understand the potential vulnerabilities of the platforms they are using.

    Optimize your infrastructure strategy for containers: One of the challenges enterprise IT operations management teams face when it comes to containers is the need to rethink the underlying infrastructure to accommodate the technology. While you may not want to embrace the public cloud for your critical applications just yet, IT operations managers will need an on-premises infrastructure so that applications can scale up and down the same way as they are containerized.

    Common ways organizations use containers

    A Separation of responsibilities
    Containerization provides a clear separation of responsibilities as developers can focus on application logic and dependencies, while IT operations teams can focus on deployment and management instead of application details such as specific software versions and configurations.

    B Workload portability
    Containers can run almost anywhere: physical servers or on-premise data centers on virtual machines or developer machines, as well as public clouds on Linux, Windows, or Mac operating systems, greatly easing development and deployment.

    “Lift and shift” existing applications into a modern cloud architecture. Some organizations even use containers to migrate existing applications to more modern environments. While this approach provides some of the basic benefits of operating system virtualization, it does not provide all the benefits of a modular, container-based application architecture.

    C Application isolation
    Containers virtualize CPU, memory, storage, and network resources at the operating system level, providing developers with a logically isolated view of the operating system from other applications.

    Source: TechTarget, 2021

    What are containers and why should I containerize?

    A container is a partially isolated environment in which an application or parts of an application can run. You can use a single container to run anything from small microservices or software processes to larger applications. Inside the container are all the necessary executable, library, and configuration files. Containers do not contain operating system images. This makes them lighter and more portable with much less overhead. Large application deployments can deploy multiple containers into one or more container clusters (CapitalOne, 2020).

    Containers have the following advantages:

    • Reduce overhead costs: Because containers do not contain operating system images, they require fewer system resources than traditional or hardware virtual machine environments.
    • Enhanced portability: Applications running in containers can be easily deployed on a variety of operating systems and hardware platforms.
    • More consistent operations: DevOps teams know that applications in containers run the same no matter where they are deployed.
    • Efficiency improvement: Containers allow you to deploy, patch, or scale applications faster.
    • Develop better applications: Containers support Agile and DevOps efforts to accelerate development and production cycles.

    Source: CapitalOne, 2020

    Container on the cloud or on-premise?

    On-premises containers Public cloud-based containers

    Advantages:

    • Full control over your container environment.
    • Increased flexibility in networking and storage configurations.
    • Use any version of your chosen tool or container platform.
    • No need to worry about potential compliance issues with data stored in containers.
    • Full control over the host operating system and environment.

    Disadvantages:

    • Lack of easy scalability. This can be especially problematic if you're using containers because you want to be more agile from a DevOps perspective.
    • No turnkey container deployment solution. You must set up and maintain every component of the container stack yourself.

    Advantages:

    • Easy setup and management through platforms such as Amazon Elastic Container Service or Azure Container Service. These products require significant Docker expertise to use but require less installation and configuration than on-premise installations.
    • Integrates with other cloud-based tools for tasks such as monitoring.
    • Running containers in the cloud improves scalability by allowing you to add compute and storage resources as needed.

    Disadvantages:

    • You should almost certainly run containers on virtual machines. That can be a good thing for many people; however, you miss out on some of the potential benefits of running containers on bare metal servers, which can be easily done.
    • You lose control. To build a container stack, you must use the orchestrator provided by your cloud host or underlying operating system.

    Info-Tech Insight
    Start-ups and small businesses that don't typically need to be closely connected to hardware can easily move (or start) to the cloud. Large (e.g. enterprise-class) companies and companies that need to manage and control local hardware resources are more likely to prefer an on-premises infrastructure. For enterprises, on-premises container deployments can serve as a bridge to full public cloud deployments or hybrid private/public deployments. The answer to the question of public cloud versus on premises depends on the specific needs of your business.

    Container management

    From container labeling that identifies workloads and ownership to effective reporting that meets the needs of different stakeholders across the organization, it is important that organizations establish an effective framework for container management.

    Four key considerations for your container management strategy:

    01 Container Image Supply Chain
    How containers are built

    02 Container Infrastructure and Orchestration
    Where and how containers run together

    03 Container Runtime Security and Policy Enforcement
    How to make sure your containers only do what you want them to do

    04 Container Observability
    Runtime metrics and debugging

    To effectively understand container management solutions, it is useful to define the various components that make up a container management strategy.

    1: Container image supply chain

    To run a workload as a container, it must first be packaged into a container image. The image supply chain includes all libraries or components that make up a containerized application. This includes CI/CD tools to test and package code into container images, application security testing tools to check for vulnerabilities and logic errors, registries and mirroring tools for hosting container images, and attribution mechanisms such as image signatures for validating images in registries.

    Important functions of the supply chain include the ability to:

    • Scan container images in registries for security issues and policy compliance.
    • Verify in-use image hashes have been scanned and authorized.
    • Mirror images from public registries to isolate yourself from outages in these services.
    • Attributing images to the team that created them.

    Source: Rancher, 2022

    Info-Tech Insight
    It is important to consider disaster recovery for your image registry. As mentioned above, it is wise to isolate yourself from registry disruptions. However, external registry mirroring is only one part of the equation. You also want to make sure you have a high availability plan for your internal registry as well as proper backup and recovery processes. A highly available, fault-tolerant container management platform is not just a runtime environment.

    2: Container infrastructure and orchestration

    Orchestration tools

    Once you have a container image to run, you need a location to run it. That means both the computer the container runs on and the software that schedules it to run. If you're working with a few containers, you can make manual decisions about where to run container images, what to run with container images, and how best to manage storage and network connectivity. However, at scale, these kinds of decisions should be left to orchestration tools like Kubernetes, Swarm, or Mesos. These platforms can receive workload execution requests, determine where to run based on resource requirements and constraints, and then actually launch that workload on its target. And if a workload fails or resources are low, it can be restarted or moved as needed.

    Source: DevOpsCube, 2022

    Storage

    Storage is another important consideration. This includes both the storage used by the operating system and the storage used by the container itself. First, you need to consider the type of storage you actually need. Can I outsource my storage concerns to a cloud provider using something like Amazon Relational Database Service instead? If not, do you really need block storage (e.g. disk) or can an external object store like AWS S3 meet your needs? If your external object storage service can meet your performance and durability requirements as well as your governance and compliance needs, you're in luck. You may not have to worry about managing the container's persistent storage. Many external storage services can be provisioned on demand, support discrete snapshots, and some even allow dynamic scaling on demand.

    Networking

    Network connectivity inside and outside the containerized environment is also very important. For example, Kubernetes supports a variety of container networking interfaces (CNIs), each providing different functionality. Questions to consider here are whether you can set traffic control policies (and the OSI layer), how to handle encryption between workloads and between workloads and external entities, and how to manage traffic import for containerized workloads. The impact of these decisions also plays a role on performance.

    Backups

    Backups are still an important task in containerized environments, but the backup target is changing slightly. An immutable, read-only container file system can be recreated very easily from the original container image and does not need to be backed up. Backups or snapshots on permanent storage should still be considered. If you are using a cloud provider, you should also consider fault domain and geo-recovery scenarios depending on the provider's capabilities. For example, if you're using AWS, you can use S3 replication to ensure that EBS snapshots can be restored in another region in case of a full region outage.

    3: Container runtime security and policy enforcement

    Ensuring that containers run in a place that meets the resource requirements and constraints set for them is necessary, but not sufficient. It is equally important that your container management solution performs continuous validation and ensures that your workloads comply with all security and other policy requirements of your organization. Runtime security and policy enforcement tools include a function for detecting vulnerabilities in running containers, handling detected vulnerabilities, ensuring that workloads are not running with unnecessary or unintended privileges, and ensuring that only other workloads that need to be allowed can connect.

    One of the great benefits of (well implemented) containerized software is reducing the attackable surface of the application. But it doesn't completely remove it. This means you need to think about how to observe running applications to minimize security risks. Scanning as part of the build pipeline is not enough. This is because an image without vulnerabilities at build time can become a vulnerable container because new flaws are discovered in its code or support libraries. Instead, some modern tools focus on detecting unusual behavior at the system call level. As these types of tools mature, they can make a real difference to your workload’s security because they rely on actual observed behavior rather than up-to-date signature files.

    4: Container observability

    What’s going on in there?

    Finally, if your container images are being run somewhere by orchestration tools and well managed by security and policy enforcement tools, you need to know what your containers are doing and how well they are doing it. Orchestration tools will likely have their own logs and metrics, as will networking layers, and security and compliance checking tools; there is a lot to understand in a containerized environment. Container observability covers logging and metrics collection for both your workloads and the tools that run them.

    One very important element of observability is the importance of externalizing logs and metrics in a containerized environment. Containers come and go, and in many cases the nodes running on them also come and go, so relying on local storage is not recommended.

    The importance of a container management strategy

    A container management platform typically consists of a variety of tools from multiple sources. Some container management software vendors or container management services attempt to address all four key components of effective container management. However, many organizations already have tools that provide at least some of the features they need and don't want to waste existing licenses or make significant changes to their entire infrastructure just to run containers.

    When choosing tools from multiple sources, it's important to understand what needs each tool meets and what it doesn't. This holistic approach is necessary to avoid gaps and duplication of effort.

    For example, scanning an image as part of the build pipeline and then rescanning the image while the container is running is a waste of CPU cycles in the runtime environment. Similarly, using orchestration tools and separate host-based agents to aggregate logs or metrics can waste CPU cycles as well as storage and network resources.

    Planning a container management strategy

    1 DIY, Managed Services, or Packaged Products
    Developer satisfaction is important, but it's also wise to consider the team running the container management software. Migrating from bare metal or virtual machine-based deployment methodologies to containers can involve a significant learning curve, so it's a good idea to choose a tool that will help smooth this curve.
    2 Kubernetes
    In the world of container management, Kubernetes is fast becoming the de facto standard for container orchestration and scheduling. Most of the products that address the other aspects of container management discussed in this post (image supply chain, runtime security and policy enforcement, observability) integrate easily with Kubernetes. Kubernetes is open-source software and using it is possible if your team has the technical skills and the desire to implement it themselves. However, that doesn't mean you should automatically opt to build yourself.
    3 Managed Kubernetes
    Kubernetes is difficult to implement well. As a result, many solution providers offer packaged products or managed services to facilitate Kubernetes adoption. All major cloud providers now offer Kubernetes services that reduce the operational burden on your teams. Organizations that have invested heavily in the ecosystem of a particular cloud provider may find this route suitable. Other organizations may be able to find a fully managed service that provides container images and lets the service provider worry about running the images which, depending on the cost and capacity of the organization, may be the best option.
    4 Third-Party Orchestration Products
    A third approach is packaged products from providers that can be installed on the infrastructure (cloud or otherwise). These products can offer several potential advantages over DIY or cloud provider offerings, such as access to additional configuration options or cluster components, enhanced functionality, implementation assistance and training, post-installation product support, and reduced risk of cloud provider lock-in.

    Source: Kubernetes, 2022; Rancher, 2022

    Infrastructure considerations

    It's important to describe your organization’s current and future infrastructure strategy and how it fits into your container management strategy. It’s all basic for now, but if you plan to move to a virtual machine or cloud provider next year, your container management solution should be able to adapt to your environment now and in the future. Similarly, if you’ve already chosen a public cloud, you may want to make sure that the tool you choose supports some of the cloud options, but full compatibility may not be an important feature.

    Infrastructure considerations extend beyond computing. Choosing a container management platform should be compatible with the existing network infrastructure and storage capacity available to your organization. If you have existing policy enforcement, monitoring, and alerting tools, the ideal solution should be able to take advantage of them. Moving to containers can be a game changer for developers and operations teams, so continuing to use existing tools to reduce complexity where possible can save time and money.

    Leverage the reference architecture to guide your container management strategy

    Questions for support transition

    Using the examples as a guide, complete the tool to strategize your container management

    Download the Reference Architecture

    Bibliography

    Mell, Emily. “What is container management and why is it important?” TechTarget, April 2021.
    https://www.techtarget.com/searchitoperations/definition/container-management-software#:~:text=A%20container%20management%20ecosystem%20automates,operator%20to%20keep%20up%20with

    Conrad, John. “What is Container Orchestration?” CapitalOne, 24 August 2020.
    https://www.capitalone.com/tech/cloud/what-is-container-orchestration/?v=1673357442624

    Kubernetes. “Cluster Networking.” Kubernetes, 2022.
    https://kubernetes.io/docs/concepts/cluster-administration/networking/

    Rancher. “Comparing Kubernetes CNI Providers: Flannel, Calico, Canal, and Weave.” Rancher, 2022.
    https://www.suse.com/c/rancher_blog/comparing-kubernetes-cni-providers-flannel-calico-canal-and-weave/

    Wilson, Bob. “16 Best Container Orchestration Tools and Services.” DevopsCube, 5 January 2022.
    https://devopscube.com/docker-container-clustering-tools/

    Craft a Customer-Driven Market Strategy With Unbiased Data

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    • Market strategies are informed by gut feel and endless brainstorming instead of market data to take their product from concept to customer.
    • Hiring independent market research firms results in a lack of unbiased third-party data. Research firms tell vendors what they want to hear instead of offering an agnostic view of software trends.
    • Dissatisfied customers don’t tell you directly why they are leaving, so there is no feedback loop back into product improvements.
    • Often a market strategy is built after a product is developed to force the product’s fit in the market. The product marketing team has no say in the product vision or future improvements.

    Our Advice

    Critical Insight

    • Adopt the 5 P’s to building a winning market strategy: Proposition, Product, Pricing, Placement, and Promotion.
    • You can’t be everything to everyone. Testing your proposition in the market to see what sticks is a risky move. Promise future value using past successes by gaining a deeper understanding of which customers and submarkets truly align to your product.
    • Customers have learned to avoid shiny new objects but still expect rapid feature releases. Differentiating features require a closer look at the underpinning vendor capabilities. Having intentional feature releases requires a feedback loop into the product roadmap and increases influence by the product marketing team.
    • Price transparency and sensitivity should drive what you offer to customers. Negotiating solely on price is a race to the bottom.

    Impact and Result

    • Leverage this report to gain insights on the software selection process and what top vendors do best.
    • Gain a bird’s-eye view on customer purchasing behavior using over 40,000 data points on satisfaction and importance collected directly from the source.
    • Build a winning market strategy influenced by real customer data that drives vendor success.

    Craft a Customer-Driven Market Strategy With Unbiased Data Research & Tools

    Read the storyboard

    Read our storyboard to find out why you should leverage SoftwareReviews data to craft your market strategy, review Info-Tech’s methodology, and understand unbiased customer data on software purchasing triggers.

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

    • Craft a Customer-Driven Market Strategy With Unbiased Data Storyboard
    [infographic]

    Minimize the Damage of IT Cost Cuts

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    • Parent Category Name: Cost & Budget Management
    • Parent Category Link: /cost-and-budget-management
    • Average growth rates for Opex and Capex budgets are expected to continue to decline over the next fiscal year.
    • Common “quick-win” cost-cutting initiatives are not enough to satisfy the organization’s mandate.
    • Cost-cutting initiatives often take longer than expected, failing to provide cost savings before the organization’s deadline.
    • Cost-optimization projects often have unanticipated consequences that offset potential cost savings and result in business dissatisfaction.

    Our Advice

    Critical Insight

    • IT costs affect the entire business, not just IT. For this reason, IT must work with the business collaboratively to convey the full implications of IT cost cuts.
    • Avoid making all your cuts at once; phase your cuts by taking into account the magnitude and urgency of your cuts and avoid unintended consequences.
    • Don’t be afraid to completely cut a service if it should not be delivered in the first place.

    Impact and Result

    • Take a value-based approach to cost optimization.
    • Reduce IT spend while continuing to deliver the most important services.
    • Involve the business in the cost-cutting process.
    • Develop a plan for cost cutting that avoids unintended interruptions to the business.

    Minimize the Damage of IT Cost Cuts Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should take a value-based approach to cutting IT costs, 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 mandate and take immediate action

    Determine your approach for cutting costs.

    • Minimize the Damage of IT Cost Cuts – Phase 1: Understand the Mandate and Take Immediate Action
    • Cost-Cutting Plan
    • Cost-Cutting Planning Tool

    2. Select cost-cutting initiatives

    Identify the cost-cutting initiatives and design your roadmap.

    • Minimize the Damage of IT Cost Cuts – Phase 2: Select Cost-Cutting Initiatives

    3. Get approval for your cost-cutting plan and adopt change management best practices

    Communicate your roadmap to the business and attain approval.

    • Minimize the Damage of IT Cost Cuts – Phase 3: Get Approval for Your Cost-Cutting Plan and Adopt Change Management Best Practices
    • IT Personnel Engagement Plan
    • Stakeholder Communication Planning Tool
    [infographic]

    Workshop: Minimize the Damage of IT Cost Cuts

    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 the Mandate and Take Immediate Action

    The Purpose

    Determine your cost-optimization stance.

    Build momentum with quick wins.

    Key Benefits Achieved

    Understand the internal and external drivers behind your cost-cutting mandate and the types of initiatives that align with it.

    Activities

    1.1 Develop SMART project metrics.

    1.2 Dissect the mandate.

    1.3 Identify your cost-cutting stance.

    1.4 Select and implement quick wins.

    1.5 Plan to report progress to Finance.

    Outputs

    Project metrics and mandate documentation

    List of quick-win initiatives

    2 Select Cost-Cutting Initiatives

    The Purpose

    Create the plan for your cost-cutting initiatives.

    Key Benefits Achieved

    Choose the correct initiatives for your roadmap.

    Create a sensible and intelligent roadmap for the cost-cutting initiatives.

    Activities

    2.1 Identify cost-cutting initiatives.

    2.2 Select initiatives.

    2.3 Build a roadmap.

    Outputs

    High-level cost-cutting initiatives

    Cost-cutting roadmap

    3 Get Approval for Your Cost-Cutting Plan and Adopt Change Management Best Practices

    The Purpose

    Finalize the cost-cutting plan and present it to the business.

    Key Benefits Achieved

    Attain engagement with key stakeholders.

    Activities

    3.1 Customize your cost-cutting plan.

    3.2 Create stakeholder engagement plans.

    3.3 Monitor cost savings.

    Outputs

    Cost-cutting plan

    Stakeholder engagement plan

    Cost-monitoring plan

    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

    Mergers & Acquisitions: The Sell Blueprint

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    • Parent Category Name: IT Strategy
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    There are four key scenarios or entry points for IT as the selling/divesting organization in M&As:

    • IT can suggest a divestiture to meet the business objectives of the organization.
    • IT is brought in to strategy plan the sale/divestiture from both the business’ and IT’s perspectives.
    • IT participates in due diligence activities and complies with the purchasing organization’s asks.
    • IT needs to reactively prepare its environment to enable the separation.

    Consider the ideal scenario for your IT organization.

    Our Advice

    Critical Insight

    Divestitures are inevitable in modern business, and IT’s involvement in the process should be too. This progression is inspired by:

    • The growing trend for organizations to increase, decrease, or evolve through these types of transactions.
    • A maturing business perspective of IT, preventing the difficulty that IT is faced with when invited into the transaction process late.
    • Transactions that are driven by digital motivations, requiring IT’s expertise.
    • There never being such a thing as a true merger, making the majority of M&A activity either acquisitions or divestitures.

    Impact and Result

    Prepare for a sale/divestiture transaction by:

    • Recognizing the trend for organizations to engage in M&A activity and the increased likelihood that, as an IT leader, you will be involved in a transaction in your career.
    • Creating a standard strategy that will enable strong program management.
    • Properly considering all the critical components of the transaction and integration by prioritizing tasks that will reduce risk, deliver value, and meet stakeholder expectations.

    Mergers & Acquisitions: The Sell Blueprint Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how your organization can excel its reduction strategy by engaging in M&A transactions. 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. Proactive Phase

    Be an innovative IT leader by suggesting how and why the business should engage in an acquisition or divestiture.

    • One-Pager: M&A Proactive
    • Case Study: M&A Proactive
    • Information Asset Audit Tool
    • Data Valuation Tool
    • Enterprise Integration Process Mapping Tool
    • Risk Register Tool
    • Security M&A Due Diligence Tool
    • Service Catalog Internal Service Level Agreement Template

    2. Discovery & Strategy

    Create a standardized approach for how your IT organization should address divestitures or sales.

    • One-Pager: M&A Discovery & Strategy – Sell
    • Case Study: M&A Discovery & Strategy – Sell

    3. Due Diligence & Preparation

    Comply with due diligence, prepare the IT environment for carve-out possibilities, and establish the separation project plan.

    • One-Pager: M&A Due Diligence & Preparation – Sell
    • Case Study: M&A Due Diligence & Preparation – Sell
    • IT Due Diligence Charter
    • IT Culture Diagnostic
    • M&A Separation Project Management Tool (SharePoint)
    • SharePoint Template: Step-by-Step Deployment Guide
    • M&A Separation Project Management Tool (Excel)

    4. Execution & Value Realization

    Deliver on the separation project plan successfully and communicate IT’s transaction value to the business.

    • One-Pager: M&A Execution & Value Realization – Sell
    • Case Study: M&A Execution & Value Realization – Sell

    Infographic

    Workshop: Mergers & Acquisitions: The Sell Blueprint

    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 Pre-Transaction Discovery & Strategy

    The Purpose

    Establish the transaction foundation.

    Discover the motivation for divesting or selling.

    Formalize the program plan.

    Create the valuation framework.

    Strategize the transaction and finalize the M&A strategy and approach.

    Key Benefits Achieved

    All major stakeholders are on the same page.

    Set up crucial elements to facilitate the success of the transaction.

    Have a repeatable transaction strategy that can be reused for multiple organizations.

    Activities

    1.1 Conduct the CIO Business Vision and CEO-CIO Alignment diagnostics.

    1.2 Identify key stakeholders and outline their relationship to the M&A process.

    1.3 Understand the rationale for the company's decision to pursue a divestiture or sale.

    1.4 Assess the IT/digital strategy.

    1.5 Identify pain points and opportunities tied to the divestiture/sale.

    1.6 Create the IT vision statement and mission statement and identify IT guiding principles and the transition team.

    1.7 Document the M&A governance.

    1.8 Establish program metrics.

    1.9 Create the valuation framework.

    1.10 Establish the separation strategy.

    1.11 Conduct a RACI.

    1.12 Create the communication plan.

    1.13 Prepare to assess target organizations.

    Outputs

    Business perspectives of IT

    Stakeholder network map for M&A transactions

    Business context implications for IT

    IT’s divestiture/sale strategic direction

    Governance structure

    M&A program metrics

    IT valuation framework

    Separation strategy

    RACI

    Communication plan

    Prepared to assess target organization(s)

    2 Mid-Transaction Due Diligence & Preparation

    The Purpose

    Establish the foundation.

    Discover the motivation for separation.

    Identify expectations and create the carve-out roadmap.

    Prepare and manage employees.

    Plan the separation roadmap.

    Key Benefits Achieved

    All major stakeholders are on the same page.

    Methodology identified to enable compliance during due diligence.

    Employees are set up for a smooth and successful transition.

    Separation activities are planned and assigned.

    Activities

    2.1 Gather and evaluate the stakeholders involved, M&A strategy, future-state operating model, and governance.

    2.2 Review the business rationale for the divestiture/sale.

    2.3 Establish the separation strategy.

    2.4 Create the due diligence charter.

    2.5 Create a list of IT artifacts to be reviewed in the data room.

    2.6 Create a carve-out roadmap.

    2.7 Create a service/technical transaction agreement.

    2.8 Measure staff engagement.

    2.9 Assess the current culture and identify the goal culture.

    2.10 Create employee transition and functional workplans.

    2.11 Establish the separation roadmap.

    2.12 Establish and align project metrics with identified tasks.

    2.13 Estimate integration costs.

    Outputs

    Stakeholder map

    IT strategy assessed

    IT operating model and IT governance structure defined

    Business context implications for IT

    Separation strategy

    Due diligence charter

    Data room artifacts

    Carve-out roadmap

    Service/technical transaction agreement

    Engagement assessment

    Culture assessment

    Employee transition and functional workplans

    Integration roadmap and associated resourcing

    3 Post-Transaction Execution & Value Realization

    The Purpose

    Establish the transaction foundation.

    Discover the motivation for separation.

    Plan the separation roadmap.

    Prepare employees for the transition.

    Engage in separation.

    Assess the transaction outcomes.

    Key Benefits Achieved

    All major stakeholders are on the same page.

    Separation activities are planned and assigned.

    Employees are set up for a smooth and successful transition.

    Separation strategy and roadmap are executed to benefit the organization.

    Review what went well and identify improvements to be made in future transactions.

    Activities

    3.1 Identify key stakeholders and outline their relationship to the M&A process.

    3.2 Gather and evaluate the M&A strategy, future-state operating model, and governance.

    3.3 Review the business rationale for the divestiture/sale.

    3.4 Establish the separation strategy.

    3.5 Prioritize separation tasks.

    3.6 Establish the separation roadmap.

    3.7 Establish and align project metrics with identified tasks.

    3.8 Estimate separation costs.

    3.9 Measure staff engagement.

    3.10 Assess the current culture and identify the goal culture.

    3.11 Create employee transition and functional workplans.

    3.12 Complete the separation by regularly updating the project plan.

    3.13 Assess the service/technical transaction agreement.

    3.14 Confirm separation costs.

    3.15 Review IT’s transaction value.

    3.16 Conduct a transaction and separation SWOT.

    3.17 Review the playbook and prepare for future transactions.

    Outputs

    M&A transaction team

    Stakeholder map

    IT strategy assessed

    IT operating model and IT governance structure defined

    Business context implications for IT

    Separation strategy

    Separation roadmap and associated resourcing

    Engagement assessment

    Culture assessment

    Employee transition and functional workplans

    Updated separation project plan

    Evaluated service/technical transaction agreement

    SWOT of transaction

    M&A Sell Playbook refined for future transactions

    Further reading

    Mergers & Acquisitions: The Sell Blueprint

    For IT leaders who want to have a role in the transaction process when their business is engaging in an M&A sale or divestiture.

    EXECUTIVE BRIEF

    Analyst Perspective

    Don’t wait to be invited to the M&A table, make it.

    Photo of Brittany Lutes, Research Analyst, CIO Practice, Info-Tech Research Group.
    Brittany Lutes
    Research Analyst,
    CIO Practice
    Info-Tech Research Group
    Photo of Ibrahim Abdel-Kader, Research Analyst, CIO Practice, Info-Tech Research Group.
    Ibrahim Abdel-Kader
    Research Analyst,
    CIO Practice
    Info-Tech Research Group

    IT has always been an afterthought in the M&A process, often brought in last minute once the deal is nearly, if not completely, solidified. This is a mistake. When IT is brought into the process late, the business misses opportunities to generate value related to the transaction and has less awareness of critical risks or inaccuracies.

    To prevent this mistake, IT leadership needs to develop strong business relationships and gain respect for their innovative suggestions. In fact, when it comes to modern M&A activity, IT should be the ones suggesting potential transactions to meet business needs, specifically when it comes to modernizing the business or adopting digital capabilities.

    IT needs to stop waiting to be invited to the acquisition or divestiture table. IT needs to suggest that the table be constructed and actively work toward achieving the strategic objectives of the business.

    Executive Summary

    Your Challenge

    There are four key scenarios or entry points for IT as the selling/divesting organization in M&As:

    • IT can suggest a divestiture to meet the business objectives of the organization.
    • IT is brought in to strategy plan the sale/divestiture from both the business’ and IT’s perspectives.
    • IT participates in due diligence activities and complies with the purchasing organization’s asks.
    • IT needs to reactively prepare its environment to enable the separation.

    Consider the ideal scenario for your IT organization.

    Common Obstacles

    Some of the obstacles IT faces include:

    • IT is often told about the transaction once the deal has already been solidified and is now forced to meet unrealistic business demands.
    • The business does not trust IT and therefore does not approach IT to define value or reduce risks to the transaction process.
    • The people and culture element is forgotten or not given adequate priority.

    These obstacles often arise when IT waits to be invited into the transaction process and misses critical opportunities.

    Info-Tech's Approach

    Prepare for a sale/divestiture transaction by:

    • Recognizing the trend for organizations to engage in M&A activity and the increased likelihood that, as an IT leader, you will be involved in a transaction in your career.
    • Creating a standard strategy that will enable strong program management.
    • Properly considering all the critical components of the transaction and integration by prioritizing tasks that will reduce risk, deliver value, and meet stakeholder expectations.

    Info-Tech Insight

    As the number of merger, acquisition, and divestiture transactions continues to increase, so too does IT’s opportunity to leverage the growing digital nature of these transactions and get involved at the onset.

    The changing M&A landscape

    Businesses will embrace more digital M&A transactions in the post-pandemic world

    • When the pandemic occurred, businesses reacted by either pausing (61%) or completely cancelling (46%) deals that were in the mid-transaction state (Deloitte, 2020). The uncertainty made many organizations consider whether the risks would be worth the potential benefits.
    • However, many organizations quickly realized the pandemic is not a hindrance to M&A transactions but an opportunity. Over 16,000 American companies were involved in M&A transactions in the first six months of 2021 (The Economist). For reference, this had been averaging around 10,000 per six months from 2016 to 2020.
    • In addition to this transaction growth, organizations have increasingly been embracing digital. These trends increase the likelihood that, as an IT leader, you will engage in an M&A transaction. However, it is up to you when you get involved in the transactions.

    The total value of transactions in the year after the pandemic started was $1.3 billion – a 93% increase in value compared to before the pandemic. (Nasdaq)

    71% of technology companies anticipate that divestitures will take place as a result of the COVID-19 pandemic. (EY, 2020)

    Your challenge

    IT is often not involved in the M&A transaction process. When it is, it’s often too late.

    • The most important driver of an acquisition is the ability to access new technology (DLA Piper), and yet 50% of the time, IT isn’t involved in the M&A transaction at all (IMAA Institute, 2017).
    • Additionally, IT’s lack of involvement in the process negatively impacts the business:
      • Most organizations (60%) do not have a standardized approach to integration (Steeves and Associates), let alone separation.
      • Two-thirds of the time, the divesting organization and acquiring organization will either fail together or succeed together (McKinsey, 2015).
      • Less than half (47%) of organizations actually experience the positive results sought by the M&A transaction (Steeves and Associates).
    • Organizations pursuing M&A and not involving IT are setting themselves up for failure.

    Only half of M&A deals involve IT (Source: IMAA Institute, 2017)

    Common Obstacles

    These barriers make this challenge difficult to address for many organizations:

    • IT is rarely afforded the opportunity to participate in the transaction deal. When IT is invited, this often happens later in the process where separation will be critical to business continuity.
    • IT has not had the opportunity to demonstrate that it is a valuable business partner in other business initiatives.
    • One of the most critical elements that IT often doesn’t take the time or doesn’t have the time to focus on is the people and leadership component.
    • IT waits to be invited to the process rather then actively involving themselves and suggesting how value can be added to the process.

    In hindsight, it’s clear to see: Involving IT is just good business.

    47% of senior leaders wish they would have spent more time on IT due diligence to prevent value erosion. (Source: IMAA Institute, 2017)

    “Solutions exist that can save well above 50 percent on divestiture costs, while ensuring on-time delivery.” (Source: SNP)

    Info-Tech's approach

    Acquisitions & Divestitures Framework

    Acquisitions and divestitures are inevitable in modern business, and IT’s involvement in the process should be too. This progression is inspired by:

    1. The growing trend for organizations to increase, decrease, or evolve through these types of transactions.
    2. Transactions that are driven by digital motivations, requiring IT’s expertise.
    3. A maturing business perspective of IT, preventing the difficulty that IT is faced with when invited into the transaction process late.
    4. There never being such a thing as a true merger, making the majority of M&A activity either acquisitions or divestitures.
    A diagram highlighting the 'IT Executives' Role in Acquisitions and Divestitures' when they are integrated at different points in the 'Core Business Timeline'. There are four main entry points 'Proactive', 'Discovery and Strategy', 'Due Diligence and Preparation', and 'Execution and Value Realized'. It is highlighted that IT can and should start at 'Proactive', but most organizations start at 'Execution and Value Realized'. 'Proactive': suggest opportunities to evolve the organization; prove IT's value and engage in growth opportunities early. Innovators start here. Steps of the business timeline in 'Proactive' are 'Organization strategies are defined' and 'M and A is considered to enable strategy'. After a buy or sell transaction is initiated is 'Discovery and Strategy': pre-transaction state. If it is a Buy transaction, 'Establish IT's involvement and approach'. If it is a Sell transaction, 'Prepare to engage in negotiations'. Business Partners start here. Steps of the business timeline in 'Discovery and Strategy' are 'Searching criteria is set', 'Potential candidates are considered', and 'LOI is sent/received'. 'Due Diligence and Preparation': mid-transaction state. If it is a Buy transaction, 'Identify potential transaction benefits and risks'. If it is a Sell transaction, 'Comply, communicate, and collaborate in transaction'. Trusted Operators start here. Steps of the business timeline in 'Due Diligence and Preparation' are 'Due diligence engagement occurs', 'Final agreement is reached', and 'Preparation for transaction execution occurs'. 'Execution and Value Realization': post-transaction state. If it is a Buy transaction, 'Integrate the IT environments and achieve business value'. If it is a Sell transaction, 'Separate the IT environment and deliver on transaction terms'. Firefighters start here. Steps of the business timeline in 'Execution and Value Realization' are 'Staff and operations are addressed appropriately', 'Day 1 of implementation and integration activities occurs', '1st 100 days of new entity state occur' and 'Ongoing risk mitigating and value creating activities occur'.

    The business’ view of IT will impact how soon IT can get involved

    There are four key entry points for IT

    A colorful visualization of the four key entry points for IT and a fifth not-so-key entry point. Starting from the top: 'Innovator', Information and Technology as a Competitive Advantage, 90% Satisfaction; 'Business Partner', Effective Delivery of Strategic Business Projects, 80% Satisfaction; 'Trusted Operator', Enablement of Business Through Application and Work Orders, 70% Satisfaction; 'Firefighter', Reliable Infrastructure and IT Service Desk, 60% Satisfaction; and then 'Unstable', Inability to Consistently Deliver Basic Services, <60% Satisfaction.
    1. Innovator: IT suggests a sale or divestiture to meet the business objectives of the organization.
    2. Business Partner: IT is brought in to strategy plan the sale/divestiture from both the business’ and IT’s perspective.
    3. Trusted Operator: IT participates in due diligence activities and complies with the purchasing organization’s asks.
    4. Firefighter: IT needs to reactively prepare its environment in order to enable the separation.

    Merger, acquisition, and divestiture defined

    Merger

    A merger looks at the equal combination of two entities or organizations. Mergers are rare in the M&A space, as the organizations will combine assets and services in a completely equal 50/50 split. Two organizations may also choose to divest business entities and merge as a new company.

    Acquisition

    The most common transaction in the M&A space, where an organization will acquire or purchase another organization or entities of another organization. This type of transaction has a clear owner who will be able to make legal decisions regarding the acquired organization.

    Divestiture

    An organization may decide to sell partial elements of a business to an acquiring organization. They will separate this business entity from the rest of the organization and continue to operate the other components of the business.

    Info-Tech Insight

    A true merger does not exist, as there is always someone initiating the discussion. As a result, most M&A activity falls into acquisition or divestiture categories.

    Selling vs. buying

    The M&A process approach differs depending on whether you are the selling or buying organization

    This blueprint is only focused on the sell side:

    • Examples of sell-related scenarios include:
      • Your organization is selling to another organization with the intent of keeping its regular staff, operations, and location. This could mean minimal separation is required.
      • Your organization is selling to another organization with the intent of separating to be a part of the purchasing organization.
      • Your organization is engaging in a divestiture with the intent of:
        • Separating components to be part of the purchasing organization permanently.
        • Separating components to be part of a spinoff and establish a unit as a standalone new company.
    • As the selling organization, you could proactively seek out suitors to purchase all or components of your organization, or you could be approached by an organization.

    The buy side is focused on:

    • More than two organizations could be involved in a transaction.
    • Examples of buy-related scenarios include:
      • Your organization is buying another organization with the intent of having the purchased organization keep its regular staff, operations, and location. This could mean minimal integration is required.
      • Your organization is buying another organization in its entirety with the intent of integrating it into your original company.
      • Your organization is buying components of another organization with the intent of integrating them into your original company.
    • As the purchasing organization, you will probably be initiating the purchase and thus will be valuating the selling organization during due diligence and leading the execution plan.

    For more information on acquisitions or purchases, check out Info-Tech’s Mergers & Acquisitions: The Buy Blueprint.

    Core business timeline

    For IT to be valuable in M&As, you need to align your deliverables and your support to the key activities the business and investors are working on.

    Info-Tech’s methodology for Selling Organizations in Mergers, Acquisitions, or Divestitures

    1. Proactive

    2. Discovery & Strategy

    3. Due Diligence & Preparation

    4. Execution & Value Realization

    Phase Steps

    1. Identify Stakeholders and Their Perspective of IT
    2. Assess IT’s Current Value and Future State
    3. Drive Innovation and Suggest Growth Opportunities
    1. Establish the M&A Program Plan
    2. Prepare IT to Engage in the Separation or Sale
    1. Engage in Due Diligence and Prepare Staff
    2. Prepare to Separate
    1. Execute the Transaction
    2. Reflection and Value Realization

    Phase Outcomes

    Be an innovative IT leader by suggesting how and why the business should engage in an acquisition or divestiture.

    Create a standardized approach for how your IT organization should address divestitures or sales.

    Comply with due diligence, prepare the IT environment for carve-out possibilities, and establish the separation project plan.

    Deliver on the separation project plan successfully and communicate IT’s transaction value to the business.

    Metrics for each phase

    1. Proactive

    2. Discovery & Strategy

    3. Valuation & Due Diligence

    4. Execution & Value Realization

    • % Share of business innovation spend from overall IT budget
    • % Critical processes with approved performance goals and metrics
    • % IT initiatives that meet or exceed value expectation defined in business case
    • % IT initiatives aligned with organizational strategic direction
    • % Satisfaction with IT's strategic decision-making abilities
    • $ Estimated business value added through IT-enabled innovation
    • % Overall stakeholder satisfaction with IT
    • % Percent of business leaders that view IT as an Innovator
    • % IT budget as a percent of revenue
    • % Assets that are not allocated
    • % Unallocated software licenses
    • # Obsolete assets
    • % IT spend that can be attributed to the business (chargeback or showback)
    • % Share of CapEx of overall IT budget
    • % Prospective organizations that meet the search criteria
    • $ Total IT cost of ownership (before and after M&A, before and after rationalization)
    • % Business leaders that view IT as a Business Partner
    • % Defects discovered in production
    • $ Cost per user for enterprise applications
    • % In-house-built applications vs. enterprise applications
    • % Owners identified for all data domains
    • # IT staff asked to participate in due diligence
    • Change to due diligence
    • IT budget variance
    • Synergy target
    • % Satisfaction with the effectiveness of IT capabilities
    • % Overall end-customer satisfaction
    • $ Impact of vendor SLA breaches
    • $ Savings through cost-optimization efforts
    • $ Savings through application rationalization and technology standardization
    • # Key positions empty
    • % Frequency of staff turnover
    • % Emergency changes
    • # Hours of unplanned downtime
    • % Releases that cause downtime
    • % Incidents with identified problem record
    • % Problems with identified root cause
    • # Days from problem identification to root cause fix
    • % Projects that consider IT risk
    • % Incidents due to issues not addressed in the security plan
    • # Average vulnerability remediation time
    • % Application budget spent on new build/buy vs. maintenance (deferred feature implementation, enhancements, bug fixes)
    • # Time (days) to value realization
    • % Projects that realized planned benefits
    • $ IT operational savings and cost reductions that are related to synergies/divestitures
    • % IT staff–related expenses/redundancies
    • # Days spent on IT separation
    • $ Accurate IT budget estimates
    • % Revenue growth directly tied to IT delivery
    • % Profit margin growth

    IT's role in the selling transaction

    And IT leaders have a greater likelihood than ever of needing to support a merger, acquisition, or divestiture.

    1. Reduced Risk

      IT can identify risks that may go unnoticed when IT is not involved.
    2. Increased Accuracy

      The business can make accurate predictions around the costs, timelines, and needs of IT.
    3. Faster Integration

      Faster integration means faster value realization for the business.
    4. Informed Decision Making

      IT leaders hold critical information that can support the business in moving the transaction forward.
    5. Innovation

      IT can suggest new opportunities to generate revenue, optimize processes, or reduce inefficiencies.

    The IT executive’s critical role is demonstrated by:

    • Reduced Risk

      47% of senior leaders wish they would have spent more time on IT due diligence to prevent value erosion (IMAA Institute, 2017).
    • Increased Accuracy

      Sellers often only provide 15 to 30 days for the acquiring organization to decide (Forbes, 2018), increasing the necessity of accurate pricing.
    • Faster Integration

      36% of CIOs have visibility into only business unit data, making the divestment a challenge (EY, 2021).
    • Informed Decision Making

      Only 38% of corporate and 22% of private equity firms include IT as a significant aspect in their transaction approach (IMAA Institute, 2017).
    • Innovation

      Successful CIOs involved in M&As can spend 70% of their time on aspects outside of IT and 30% of their time on technology and delivery (CIO).

    Playbook benefits

    IT Benefits

    • IT will be seen as an innovative partner to the business, and its suggestions and involvement in the organization will lead to benefits, not hindrances.
    • Develop a streamlined method to prepare the IT environment for potential carve-out and separations, ensuring risk management concerns are brought to the business’ attention immediately.
    • Create a comprehensive list of items that IT needs to do during the separation that can be prioritized and actioned.

    Business Benefits

    • The business will get accurate and relevant information about its IT environment in order to sell or divest the company to the highest bidder for a true price.
    • Fewer business interruptions will happen, because IT can accurately plan for and execute the high-priority separation tasks.
    • The business can obtain a high-value offer for the components of IT being sold and can measure the ongoing value the sale will bring.

    Insight summary

    Overarching Insight

    IT controls if and when it gets invited to support the business through a purchasing growth transaction. Take control of the process, demonstrate the value of IT, and ensure that separation of IT environments does not lead to unnecessary and costly decisions.

    Proactive Insight

    CIOs on the forefront of digital transformation need to actively look for and suggest opportunities to acquire or partner on new digital capabilities to respond to rapidly changing business needs.

    Discovery & Strategy Insight

    IT organizations that have an effective M&A program plan are more prepared for the transaction, enabling a successful outcome. A structured strategy is particularly necessary for organizations expected to deliver M&As rapidly and frequently.

    Due Diligence & Preparation Insight

    IT often faces unnecessary separation challenges because of a lack of preparation. Secure the IT environment and establish how IT will retain employees early in the transaction process.

    Execution & Value Realization Insight

    IT needs to demonstrate value and cost savings within 100 days of the transaction. The most successful transactions are when IT continuously realizes synergies a year after the transaction and beyond.

    Blueprint deliverables

    Key Deliverable: M&A Sell Playbook

    The M&A Sell Playbook should be a reusable document that enables your IT organization to successfully deliver on any divestiture transaction.

    Screenshots of the 'M and A Sell Playbook' deliverable.

    M&A Sell One-Pager

    See a one-page overview of each phase of the transaction.

    Screenshots of the 'M and A Sell One-Pagers' deliverable.

    M&A Sell Case Studies

    Read a one-page case study for each phase of the transaction.

    Screenshots of the 'M and A Sell Case Studies' deliverable.

    M&A Separation Project Management Tool (SharePoint)

    Manage the separation process of the divestiture/sale using this SharePoint template.

    Screenshots of the 'M and A Separation Project Management Tool (SharePoint)' deliverable.

    M&A Separation Project Management Tool (Excel)

    Manage the separation process of the divestiture/sale using this Excel tool if you can’t or don’t want to use SharePoint.

    Screenshots of the 'M and A Separation Project Management Tool (Excel)' deliverable.

    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?

    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 10 calls over the course of 2 to 4 months.

      Proactive Phase

    • Call #1: Scope requirements, objectives, and your specific challenges.
    • Discovery & Strategy Phase

    • Call #2: Determine stakeholders and business perspectives on IT.
    • Call #3: Identify how M&A could support business strategy and how to communicate.
    • Due Diligence & Preparation Phase

    • Call #4: Establish a transaction team and divestiture/sale strategic direction.
    • Call #5: Create program metrics and identify a standard separation strategy.
    • Call #6: Prepare to carve out the IT environment.
    • Call #7: Identify the separation program plan.
    • Execution & Value Realization Phase

    • Call #8: Establish employee transitions to retain key staff.
    • Call #9: Assess IT’s ability to deliver on the divestiture/sale transaction.

    The Sell Blueprint

    Phase 1

    Proactive

    Phase 1

    Phase 2 Phase 3 Phase 4
    • 1.1 Identify Stakeholders and Their Perspective of IT
    • 1.2 Assess IT’s Current Value and Future State
    • 1.3 Drive Innovation and Suggest Reduction Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Separation or Sale
    • 3.1 Engage in Due Diligence and Prepare Staff
    • 3.2 Prepare to Separate
    • 4.1 Execute the Transaction
    • 4.2 Reflection and Value Realization

    This phase will walk you through the following activities:

    • Conduct the CEO-CIO Alignment diagnostic
    • Conduct the CIO Business Vision diagnostic
    • Visualize relationships among stakeholders to identify key influencers
    • Group stakeholders into categories
    • Prioritize your stakeholders
    • Plan to communicate
    • Valuate IT
    • Assess the IT/digital strategy
    • Determine pain points and opportunities
    • Align goals to opportunities
    • Recommend reduction opportunities

    This phase involves the following participants:

    • IT and business leadership

    What is the Proactive phase?

    Embracing the digital drivers

    As the number of merger, acquisition, or divestiture transactions driven by digital means continues to increase, IT has an opportunity to not just be involved in a transaction but actively seek out potential deals.

    In the Proactive phase, the business is not currently considering a transaction. However, the business could consider one to reach its strategic goals. IT organizations that have developed respected relationships with the business leaders can suggest these potential transactions.

    Understand the business’ perspective of IT, determine who the critical M&A stakeholders are, valuate the IT environment, and examine how it supports the business goals in order to suggest an M&A transaction.

    In doing so, IT isn’t waiting to be invited to the transaction table – it’s creating it.

    Goal: To support the organization in reaching its strategic goals by suggesting M&A activities that will enable the organization to reach its objectives faster and with greater-value outcomes.

    Proactive Prerequisite Checklist

    Before coming into the Proactive phase, you should have addressed the following:

    • Understand what mergers, acquisitions, and divestitures are.
    • Understand what mergers, acquisitions, and divestitures mean for the business.
    • Understand what mergers, acquisitions, and divestitures mean for IT.

    Review the Executive Brief for more information on mergers, acquisitions, and divestitures for selling organizations.

    Proactive

    Step 1.1

    Identify M&A Stakeholders and Their Perspective of IT

    Activities

    • 1.1.1 Conduct the CEO-CIO Alignment diagnostic
    • 1.1.2 Conduct the CIO Business Vision diagnostic
    • 1.1.3 Visualize relationships among stakeholders to identify key influencers
    • 1.1.4 Group stakeholders into categories
    • 1.1.5 Prioritize your stakeholders
    • 1.16 Plan to communicate

    This step involves the following participants:

    • IT executive leader
    • IT leadership
    • Critical M&A stakeholders

    Outcomes of Step

    Understand how the business perceives IT and establish strong relationships with critical M&A stakeholders.

    Business executives' perspectives of IT

    Leverage diagnostics and gain alignment on IT’s role in the organization

    • To suggest or get involved with a merger, acquisition, or divestiture, the IT executive leader needs to be well respected by other members of the executive leadership team and the business.
    • Specifically, the Proactive phase relies on the IT organization being viewed as an Innovator within the business.
    • Identify how the CEO/business executive currently views IT and where they would like IT to move within the Maturity Ladder.
    • Additionally, understand how other critical department leaders view IT and how they view the partnership with IT.
    A colorful visualization titled 'Maturity Ladder' detailing levels of IT function that a business may choose from based on the business executives' perspectives of IT. Starting from the bottom: 'Struggle', Does not embarrass, Does not crash; 'Support', Keeps business happy, Keeps costs low; 'Optimize', Increases efficiency, Decreases costs; 'Expand', Extends into new business, Generates revenue; 'Transform', Creates new industry.

    Misalignment in target state requires further communication between the CIO and CEO to ensure IT is striving toward an agreed-upon direction.

    Info-Tech’s CIO Business Vision (CIO BV) diagnostic measures a variety of high-value metrics to provide a well-rounded understanding of stakeholder satisfaction with IT.

    Sample of Info-Tech's CIO Business Vision diagnostic measuring percentages of high-value metrics like 'IT Satisfaction' and 'IT Value' regarding business leader satisfaction. A note for these two reads 'Evaluate business leader satisfaction with IT this year and last year'. A section titled 'Relationship' has metrics such as 'Understands Needs' and 'Trains Effectively'. A note for this section reads 'Examine relationship indicators between IT and the business'. A section titled 'Security Friction' has metrics such as 'Regulatory Compliance-Driven' and 'Office/Desktop Security'.

    Business Satisfaction and Importance for Core Services

    The core services of IT are important when determining what IT should focus on. The most important services with the lowest satisfaction offer the largest area of improvement for IT to drive business value.

    Sample of Info-Tech's CIO Business Vision diagnostic specifically comparing the business satisfaction of 12 core services with their importance. Services listed include 'Service Desk', 'IT Security', 'Requirements Gathering', 'Business Apps', 'Data Quality', and more. There is a short description of the services, a percentage for the business satisfaction with the service, a percentage comparing it to last year, and a numbered ranking of importance for each service. A note reads 'Assess satisfaction and importance across 12 core IT capabilities'.

    1.1.1 Conduct the CEO-CIO Alignment diagnostic

    2 weeks

    Input: IT organization expertise and the CEO-CIO Alignment diagnostic

    Output: An understanding of an executive business stakeholder’s perception of IT

    Materials: M&A Sell Playbook, CEO-CIO Alignment diagnostic

    Participants: IT executive/CIO, Business executive/CEO

    1. The CEO-CIO Alignment diagnostic can be a powerful input. Speak with your Info-Tech account representative to conduct the diagnostic. Use the results to inform current IT capabilities.
    2. You may choose to debrief the results of your diagnostic with an Info-Tech analyst. We recommend this to help your team understand how to interpret and draw conclusions from the results.
    3. Examine the results of the survey and note where there might be specific capabilities that could be improved.
    4. Determine whether there are any areas of significant disagreement between the you and the CEO. Mark down those areas for further conversations. Additionally, take note of areas that could be leveraged to support transactions or support your rationale in recommending transactions.

    Download the sample report.

    Record the results in the M&A Sell Playbook.

    1.1.2 Conduct the CIO Business Vision diagnostic

    2 weeks

    Input: IT organization expertise, CIO BV diagnostic

    Output: An understanding of business stakeholder perception of certain IT capabilities and services

    Materials: M&A Buy Playbook, CIO Business Vision diagnostic

    Participants: IT executive/CIO, Senior business leaders

    1. The CIO Business Vision (CIO BV) diagnostic can be a powerful tool for identifying IT capability focus areas. Speak with your account representative to conduct the CIO BV diagnostic. Use the results to inform current IT capabilities.
    2. You may choose to debrief the results of your diagnostic with an Info-Tech analyst. We recommend this to help your team understand how to interpret the results and draw conclusions from the diagnostic.
    3. Examine the results of the survey and take note of any IT services that have low scores.
    4. Read through the diagnostic comments and note any common themes. Especially note which stakeholders identified they have a favorable relationship with IT and which stakeholders identified they have an unfavorable relationship. For those who have an unfavorable relationship, identify if they will have a critical role in a growth transaction.

    Download the sample report.

    Record the results in the M&A Sell Playbook.

    Create a stakeholder network map for M&A transactions

    Follow the trail of breadcrumbs from your direct stakeholders to their influencers to uncover hidden stakeholders.

    Example:

    Diagram of stakeholders and their relationships with other stakeholders, such as 'Board Members', 'CFO/Finance', 'Compliance', etc. with 'CIO/IT Leader' highlighted in the middle. There are unidirectional black arrows and bi-directional green arrows indicating each connection.

      Legend
    • Black arrows indicate the direction of professional influence
    • Dashed green arrows indicate bidirectional, informal influence relationships

    Info-Tech Insight

    Your stakeholder map defines the influence landscape that the M&A transaction will occur within. This will identify who holds various levels of accountability and decision-making authority when a transaction does take place.

    Use connectors to determine who may be influencing your direct stakeholders. They may not have any formal authority within the organization, but they may have informal yet substantial relationships with your stakeholders.

    1.1.3 Visualize relationships among stakeholders to identify key influencers

    1-3 hours

    Input: List of M&A stakeholders

    Output: Relationships among M&A stakeholders and influencers

    Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

    Participants: IT executive leadership

    1. The purpose of this activity is to list all the stakeholders within your organization that will have a direct or indirect impact on the M&A transaction.
    2. Determine the critical stakeholders, and then determine the stakeholders of your stakeholders and consider adding each of them to the stakeholder list.
    3. Assess who has either formal or informal influence over your stakeholders; add these influencers to your stakeholder list.
    4. Construct a diagram linking stakeholders and their influencers together.
      • Use black arrows to indicate the direction of professional influence.
      • Use dashed green arrows to indicate bidirectional, informal influence relationships.

    Record the results in the M&A Sell Playbook.

    Categorize your stakeholders with a prioritization map

    A stakeholder prioritization map helps IT leaders categorize their stakeholders by their level of influence and ownership in the merger, acquisition, or divestiture process.

    A prioritization map of stakeholder categories split into four quadrants. The vertical axis is 'Influence', from low on the bottom to high on top. The horizontal axis is 'Ownership/Interest', from low on the left to high on the right. 'Spectators' are low influence, low ownership/interest. 'Mediators' are high influence, low ownership/interest. 'Noisemakers' are low influence, high ownership/interest. 'Players' are high influence, high ownership/interest.

    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.

    1.1.4 Group stakeholders into categories

    30 minutes

    Input: Stakeholder map, Stakeholder list

    Output: Categorization of stakeholders and influencers

    Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

    Participants: IT executive leadership, Stakeholders

    1. Identify your stakeholders’ interest in and influence on the M&A process as high, medium, or low by rating the attributes below.
    2. Map your results to the model to the right to determine each stakeholder’s category.

    Same prioritization map of stakeholder categories as before. This one has specific stakeholders mapped onto it. 'CFO' is mapped as low interest and middling influence, between 'Mediator' and 'Spectator'. 'CIO' is mapped as higher than average interest and high influence, a 'Player'. 'Board Member' is mapped as high interest and high influence, a 'Player'.

    Level of Influence
    • Power: Ability of a stakeholder to effect change.
    • Urgency: Degree of immediacy demanded.
    • Legitimacy: Perceived validity of stakeholder’s claim.
    • Volume: How loud their “voice” is or could become.
    • Contribution: What they have that is of value to you.
    Level of Interest

    How much are the stakeholder’s individual performance and goals directly tied to the success or failure of the product?

    Record the results in the M&A Sell Playbook.

    Prioritize your stakeholders

    There may be too many stakeholders to be able to manage them all. Focus your attention on the stakeholders that matter most.

    Level of Support

    Supporter

    Evangelist

    Neutral

    Blocker

    Stakeholder Category Player Critical High High Critical
    Mediator Medium Low Low Medium
    Noisemaker High Medium Medium High
    Spectator Low Irrelevant Irrelevant Low

    Consider the three dimensions for stakeholder prioritization: influence, interest, and support. Support can be determined by answering the following question: How significant is that stakeholder to the M&A or divestiture process?

    These parameters are used to prioritize which stakeholders are most important and should receive your focused attention.

    1.1.5 Prioritize your stakeholders

    30 minutes

    Input: Stakeholder matrix

    Output: Stakeholder and influencer prioritization

    Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

    Participants: IT executive leadership, M&A/divestiture stakeholders

    1. Identify the level of support of each stakeholder by answering the following question: How significant is that stakeholder to the M&A transaction process?
    2. Prioritize your stakeholders using the prioritization scheme on the previous slide.

    Stakeholder

    Category

    Level of Support

    Prioritization

    CMO Spectator Neutral Irrelevant
    CIO Player Supporter Critical

    Record the results in the M&A Sell Playbook.

    Define strategies for engaging stakeholders by type

    A revisit to the map of stakeholder categories, but with strategies listed for each one, and arrows on the side instead of an axis. The vertical arrow is 'Authority', which increases upward, and the horizontal axis is Ownership/Interest which increases as it moves to the right. The strategy for 'Players' is 'Engage', for 'Mediators' is 'Satisfy', for 'Noisemakers' is 'Inform', and for 'Spectators' is 'Monitor'.

    Type

    Quadrant

    Actions

    Players High influence, high interest – actively engage Keep them updated on the progress of the project. Continuously involve Players in the process and maintain their engagement and 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 including 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.

    Info-Tech Insight

    Each group of stakeholders draws attention and resources away from critical tasks. By properly identifying stakeholder groups, the IT executive leader 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 Mediators and Players are met.

    1.1.6 Plan to communicate

    30 minutes

    Input: Stakeholder priority, Stakeholder categorization, Stakeholder influence

    Output: Stakeholder communication plan

    Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

    Participants: IT executive leadership, M&A/divestiture stakeholders

    The purpose of this activity is to make a communication plan for each of the stakeholders identified in the previous activities, especially those who will have a critical role in the M&A transaction process.

    1. In the M&A Sell Playbook, input the type of influence each stakeholder has on IT, how they would be categorized in the M&A process, and their level of priority. Use this information to create a communication plan.
    2. Determine the methods and frequency of communication to keep the necessary stakeholder satisfied and maintain or enhance IT’s profile within the organization.

    Record the results in the M&A Sell Playbook.

    Proactive

    Step 1.2

    Assess IT’s Current Value and Method to Achieve a Future State

    Activities

    • 1.2.1 Valuate IT
    • 1.2.2 Assess the IT/digital strategy

    This step involves the following participants:

    • IT executive leader
    • IT leadership
    • Critical stakeholders to M&A

    Outcomes of Step

    Identify critical opportunities to optimize IT and meet strategic business goals through a merger, acquisition, or divestiture.

    How to valuate your IT environment

    And why it matters so much

    • Valuating your current organization’s IT environment is a critical step that all IT organizations should take, whether involved in an M&A or not, to fully understand what it might be worth.
    • The business investments in IT can be directly translated into a value amount. For every $1 invested in IT, the business might be gaining $100 in value back or possibly even loosing $100.
    • Determining, documenting, and communicating this information ensures that the business takes IT’s suggestions seriously and recognizes why investing in IT is so critical.
    • There are three ways a business or asset can be valuated:
      • Cost Approach: Look at the costs associated with building, purchasing, replacing, and maintaining a given aspect of the business.
      • Market Approach: Look at the relative value of a particular aspect of the business. Relative value can fluctuate and depends on what the markets and consequently society believe that particular element is worth.
      • Discounted Cash Flow Approach: Focus on what the potential value of the business could be or the intrinsic value anticipated due to future profitability.
    • (Source: “Valuation Methods,” Corporate Finance Institute)

    Four ways to create value through digital

    1. Reduced costs
    2. Improved customer experience
    3. New revenue sources
    4. Better decision making
    5. (Source: McKinsey & Company)

    1.2.1 Valuate IT

    1 day

    Input: Valuation of data, Valuation of applications, Valuation of infrastructure and operations, Valuation of security and risk

    Output: Valuation of IT

    Materials: Relevant templates/tools listed on the following slides, Capital budget, Operating budget, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership

    The purpose of this activity is to demonstrate that IT is not simply an operational functional area that diminishes business resources. Rather, IT contributes significant value to the business.

    1. Review each of the following slides to valuate IT’s data, applications, infrastructure and operations, and security and risk. These valuations consider several tangible and intangible factors and result in a final dollar amount.
    2. Input the financial amounts identified for each critical area into a summary slide. Use this information to determine where IT is delivering value to the organization.

    Info-Tech Insight

    Consistency is key when valuating your IT organization as well as other IT organizations throughout the transaction process.

    Record the results in the M&A Sell Playbook.

    Data valuation

    Data valuation identifies how you monetize the information that your organization owns.

    Create a data value chain for your organization

    When valuating the information and data that exists in an organization, there are many things to consider.

    Info-Tech has two tools that can support this process:

    1. Information Asset Audit Tool: Use this tool first to take inventory of the different information assets that exist in your organization.
    2. Data Valuation Tool: Once information assets have been accounted for, valuate the data that exists within those information assets.

    Data Collection

    Insight Creation

    Value Creation

    Data Valuation

    01 Data Source
    02 Data Collection Method
    03 Data
    04 Data Analysis
    05 Insight
    06 Insight Delivery
    07 Consumer
    08 Value in Data
    09 Value Dimension
    10 Value Metrics Group
    11 Value Metrics
    Screenshots of Tab 2 of Info-Tech's Data Valuation Tool.

    Instructions

    1. Using the Data Valuation Tool, start gathering information based on the eight steps above to understand your organization’s journey from data to value.
    2. Identify the data value spectrum. (For example: customer sales service, citizen licensing service, etc.)
    3. Fill out the columns for data sources, data collection, and data first.
    4. Capture data analysis and related information.
    5. Then capture the value in data.
    6. Add value dimensions such as usage, quality, and economic dimensions.
      • Remember that economic value is not the only dimension, and usage/quality has a significant impact on economic value.
    7. Collect evidence to justify your data valuation calculator (market research, internal metrics, etc.).
    8. Finally, calculate the value that has a direct correlation with underlying value metrics.

    Application valuation

    Calculate the value of your IT applications

    When valuating the applications and their users in an organization, consider using a business process map. This shows how business is transacted in the company by identifying which IT applications support these processes and which business groups have access to them. Info-Tech has a business process mapping tool that can support this process:

    • Enterprise Integration Process Mapping Tool: Complete this tool first to map the different business processes to the supporting applications in your organization.

    Instructions

    1. Start by calculating user costs. This is the multiplication of: (# of users) × (% of time spent using IT) × (fully burdened salary).
    2. Identify the revenue per employee and divide that by the average cost per employee to calculate the derived productivity ratio (DPR).
    3. Once you have calculated the user costs and DPR, multiply those total values together to get the application value.
    4. User Costs

      Total User Costs

      Derived Productivity Ratio (DPR)

      Total DPR

      Application Value

      # of users % time spent using IT Fully burdened salary Multiply values from the 3 user costs columns Revenue per employee Average cost per employee (Revenue P.E) ÷ (Average cost P.E) (User costs) X (DPR)

    5. Once the total application value is established, calculate the combined IT and business costs of delivering that value. IT and business costs include inflexibility (application maintenance), unavailability (downtime costs, including disaster exposure), IT costs (common costs statistically allocated to applications), and fully loaded cost of active (full-time equivalent [FTE]) users.
    6. Calculate the net value of applications by subtracting the total IT and business costs from the total application value calculated in step 3.
    7. IT and Business Costs

      Total IT and Business Costs

      Net Value of Applications

      Application maintenance Downtime costs (include disaster exposure) Common costs allocated to applications Fully loaded costs of active (FTE) users Sum of values from the four IT and business costs columns (Application value) – (IT and business costs)

    (Source: CSO)

    Infrastructure valuation

    Assess the foundational elements of the business’ information technology

    The purpose of this exercise is to provide a high-level infrastructure valuation that will contribute to valuating your IT environment.

    Calculating the value of the infrastructure will require different methods depending on the environment. For example, a fully cloud-hosted organization will have different costs than a fully on-premises IT environment.

    Instructions:

    1. Start by listing all of the infrastructure-related items that are relevant to your organization.
    2. Once you have finalized your items column, identify the total costs/value of each item.
      • For example, total software costs would include servers and storage.
    3. Calculate the total cost/value of your IT infrastructure by adding all of values in the right column.

    Item

    Costs/Value

    Hardware Assets Total Value +$3.2 million
    Hardware Leased/Service Agreement -$
    Software Purchased +$
    Software Leased/Service Agreement -$
    Operational Tools
    Network
    Disaster Recovery
    Antivirus
    Data Centers
    Service Desk
    Other Licenses
    Total:

    For additional support, download the M&A Runbook for Infrastructure and Operations.

    Risk and security

    Assess risk responses and calculate residual risk

    The purpose of this exercise is to provide a high-level risk assessment that will contribute to valuating your IT environment. For a more in-depth risk assessment, please refer to the Info-Tech tools below:

    1. Risk Register Tool
    2. Security M&A Due Diligence Tool

    Instructions

    1. Review the probability and impact scales below and ensure you have the appropriate criteria that align to your organization before you conduct a risk assessment.
    2. Identify the probability of occurrence and estimated financial impact for each risk category detail and fill out the table on the right. Customize the table as needed so it aligns to your organization.
    3. Probability of Risk Occurrence

      Occurrence Criteria
      (Classification; Probability of Risk Event Within One Year)

      Negligible Very Unlikely; ‹20%
      Very Low Unlikely; 20 to 40%
      Low Possible; 40 to 60%
      Moderately Low Likely; 60 to 80%
      Moderate Almost Certain; ›80%

    Note: If needed, you can customize this scale with the severity designations that you prefer. However, make sure you are always consistent with it when conducting a risk assessment.

    Financial & Reputational Impact

    Budgetary and Reputational Implications
    (Financial Impact; Reputational Impact)

    Negligible (‹$10,000; Internal IT stakeholders aware of risk event occurrence)
    Very Low ($10,000 to $25,000; Business customers aware of risk event occurrence)
    Low ($25,000 to $50,000; Board of directors aware of risk event occurrence)
    Moderately Low ($50,000 to $100,000; External customers aware of risk event occurrence)
    Moderate (›$100,000; Media coverage or regulatory body aware of risk event occurrence)

    Risk Category Details

    Probability of Occurrence

    Estimated Financial Impact

    Estimated Severity (Probability X Impact)

    Capacity Planning
    Enterprise Architecture
    Externally Originated Attack
    Hardware Configuration Errors
    Hardware Performance
    Internally Originated Attack
    IT Staffing
    Project Scoping
    Software Implementation Errors
    Technology Evaluation and Selection
    Physical Threats
    Resource Threats
    Personnel Threats
    Technical Threats
    Total:

    1.2.2 Assess the IT/digital strategy

    4 hours

    Input: IT strategy, Digital strategy, Business strategy

    Output: An understanding of an executive business stakeholder’s perception of IT, Alignment of IT/digital strategy and overall organization strategy

    Materials: Computer, Whiteboard and markers, M&A Sell Playbook

    Participants: IT executive/CIO, Business executive/CEO

    The purpose of this activity is to review the business and IT strategies that exist to determine if there are critical capabilities that are not being supported.

    Ideally, the IT and digital strategies would have been created following development of the business strategy. However, sometimes the business strategy does not directly call out the capabilities it requires IT to support.

    1. On the left half of the corresponding slide in the M&A Sell Playbook, document the business goals, initiatives, and capabilities. Input this information from the business or digital strategies. (If more space for goals, initiatives, or capabilities is needed, duplicate the slide).
    2. On the other half of the slide, document the IT goals, initiatives, and capabilities. Input this information from the IT strategy and digital strategy.

    For additional support, see Build a Business-Aligned IT Strategy.

    Record the results in the M&A Sell Playbook.

    Proactive

    Step 1.3

    Drive Innovation and Suggest Growth Opportunities

    Activities

    • 1.3.1 Determine pain points and opportunities
    • 1.3.2 Align goals with opportunities
    • 1.3.3 Recommend reduction opportunities

    This step involves the following participants:

    • IT executive leader
    • IT leadership
    • Critical M&A stakeholders

    Outcomes of Step

    Establish strong relationships with critical M&A stakeholders and position IT as an innovative business partner that can suggest reduction opportunities.

    1.3.1 Determine pain points and opportunities

    1-2 hours

    Input: CEO-CIO Alignment diagnostic, CIO Business Vision diagnostic, Valuation of IT environment, IT-business goals cascade

    Output: List of pain points or opportunities that IT can address

    Materials: Computer, Whiteboard and markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Business stakeholders

    The purpose of this activity is to determine the pain points and opportunities that exist for the organization. These can be external or internal to the organization.

    1. Identify what opportunities exist for your organization. Opportunities are the potential positives that the organization would want to leverage.
    2. Next, identify pain points, which are the potential negatives that the organization would want to alleviate.
    3. Spend time considering all the options that might exist, and keep in mind what has been identified previously.

    Opportunities and pain points can be trends, other departments’ initiatives, business perspectives of IT, etc.

    Record the results in the M&A Sell Playbook.

    1.3.2 Align goals with opportunities

    1-2 hours

    Input: CEO-CIO Alignment diagnostic, CIO Business Vision diagnostic, Valuation of IT environment, IT-business goals cascade, List of pain points and opportunities

    Output: An understanding of an executive business stakeholder’s perception of IT, Foundations for reduction strategy

    Materials: Computer, Whiteboard and markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Business stakeholders

    The purpose of this activity is to determine whether a growth or separation strategy might be a good suggestion to the business in order to meet its business objectives.

    1. For the top three to five business goals, consider:
      1. Underlying drivers
      2. Digital opportunities
      3. Whether a growth or reduction strategy is the solution
    2. Just because a growth or reduction strategy is a solution for a business goal does not necessarily indicate M&A is the way to go. However, it is important to consider before you pursue suggesting M&A.

    Record the results in the M&A Sell Playbook.

    1.3.3 Recommend reduction opportunities

    1-2 hours

    Input: Growth or separation strategy opportunities to support business goals, Stakeholder communication plan, Rationale for the suggestion

    Output: M&A transaction opportunities suggested

    Materials: M&A Sell Playbook

    Participants: IT executive/CIO, Business executive/CEO

    The purpose of this activity is to recommend a merger, acquisition, or divestiture to the business.

    1. Identify which of the business goals the transaction would help solve and why IT is the one to suggest such a goal.
    2. Leverage the stakeholder communication plan identified previously to give insight into stakeholders who would have a significant level of interest, influence, or support in the process.

    Info-Tech Insight

    With technology and digital driving many transactions, leverage your organizations’ IT environment as an asset and reason why the divestiture or sale should happen, suggesting the opportunity yourself.

    Record the results in the M&A Sell Playbook.

    By the end of this Proactive phase, you should:

    Be prepared to suggest M&A opportunities to support your company’s goals through sale or divestiture transactions

    Key outcome from the Proactive phase

    Develop progressive relationships and strong communication with key stakeholders to suggest or be aware of transformational opportunities that can be achieved through sale or divestiture strategies.

    Key deliverables from the Proactive phase
    • Business perspective of IT examined
    • Key stakeholders identified and relationship to the M&A process outlined
    • Ability to valuate the IT environment and communicate IT’s value to the business
    • Assessment of the business, digital, and IT strategies and how M&As could support those strategies
    • Pain points and opportunities that could be alleviated or supported through an M&A transaction
    • Sale or divestiture recommendations

    The Sell Blueprint

    Phase 2

    Discovery & Strategy

    Phase 1

    Phase 2

    Phase 3Phase 4
    • 1.1 Identify Stakeholders and Their Perspective of IT
    • 1.2 Assess IT’s Current Value and Future State
    • 1.3 Drive Innovation and Suggest Reduction Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Separation or Sale
    • 3.1 Engage in Due Diligence and Prepare Staff
    • 3.2 Prepare to Separate
    • 4.1 Execute the Transaction
    • 4.2 Reflection and Value Realization

    This phase will walk you through the following activities:

    • Create the mission and vision
    • Identify the guiding principles
    • Create the future-state operating model
    • Determine the transition team
    • Document the M&A governance
    • Create program metrics
    • Establish the separation strategy
    • Conduct a RACI
    • Create the communication plan
    • Assess the potential organization(s)

    This phase involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Company M&A team

    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

    Establish the Transaction FoundationDiscover the Motivation for Divesting or SellingFormalize the Program PlanCreate the Valuation FrameworkStrategize the TransactionNext Steps and Wrap-Up (offsite)

    Activities

    • 0.1 Conduct the CIO Business Vision and CEO-CIO Alignment diagnostics
    • 0.2 Identify key stakeholders and outline their relationship to the M&A process
    • 0.3 Identify the rationale for the company's decision to pursue a divestiture or sale
    • 1.1 Review the business rationale for the divestiture/sale
    • 1.2 Assess the IT/digital strategy
    • 1.3 Identify pain points and opportunities tied to the divestiture/sale
    • 1.4 Create the IT vision statement, create the IT mission statement, and identify IT guiding principles
    • 2.1 Create the future-state operating model
    • 2.2 Determine the transition team
    • 2.3 Document the M&A governance
    • 2.4 Establish program metrics
    • 3.1 Valuate your data
    • 3.2 Valuate your applications
    • 3.3 Valuate your infrastructure
    • 3.4 Valuate your risk and security
    • 3.5 Combine individual valuations to make a single framework
    • 4.1 Establish the separation strategy
    • 4.2 Conduct a RACI
    • 4.3 Review best practices for assessing target organizations
    • 4.4 Create 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. Business perspectives of IT
    2. Stakeholder network map for M&A transactions
    1. Business context implications for IT
    2. IT’s divestiture/sale strategic direction
    1. Operating model for future state
    2. Transition team
    3. Governance structure
    4. M&A program metrics
    1. IT valuation framework
    1. Separation strategy
    2. RACI
    3. Communication plan
    1. Completed M&A program plan and strategy
    2. Prepared to assess target organization(s)

    What is the Discovery & Strategy phase?

    Pre-transaction state

    The Discovery & Strategy phase during a sale or divestiture is a unique opportunity for many IT organizations. IT organizations that can participate in the transaction at this stage are likely considered a strategic partner of the business.

    For one-off sales/divestitures, IT being invited during this stage of the process is rare. However, for organizations that are preparing to engage in many divestitures over the coming years, this type of strategy will greatly benefit from IT involvement. Again, the likelihood of participating in an M&A transaction is increasing, making it a smart IT leadership decision to, at the very least, loosely prepare a program plan that can act as a strategic pillar throughout the transaction.

    During this phase of the pre-transaction state, IT may be asked to participate in ensuring that the IT environment is able to quickly and easily carve out components/business lines and deliver on service-level agreements (SLAs).

    Goal: To identify a repeatable program plan that IT can leverage when selling or divesting all or parts of the current IT environment, ensuring customer satisfaction and business continuity

    Discovery & Strategy Prerequisite Checklist

    Before coming into the Discovery & Strategy phase, you should have addressed the following:

    • Understand the business perspective of IT.
    • Know the key stakeholders and have outlined their relationship to the M&A process.
    • Be able to valuate the IT environment and communicate IT's value to the business.
    • Understand the rationale for the company's decision to pursue a sale or divestiture and the opportunities or pain points the sale should address.

    Discovery & Strategy

    Step 2.1

    Establish the M&A Program Plan

    Activities

    • 2.1.1 Create the mission and vision
    • 2.1.2 Identify the guiding principles
    • 2.1.3 Create the future-state operating model
    • 2.1.4 Determine the transition team
    • 2.1.5 Document the M&A governance
    • 2.1.6 Create program metrics

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Company M&A team

    Outcomes of Step

    Establish an M&A program plan that can be repeated across sales/divestitures.

    The vision and mission statements clearly articulate IT’s aspirations and purpose

    The IT vision statement communicates a desired future state of the IT organization, whereas the IT mission statement portrays the organization’s reason for being. While each serves its own purpose, they should both be derived from the business context implications for IT.

    Vision Statements

    Mission Statements

    Characteristics

    • Describe a desired future
    • Focus on ends, not means
    • Concise
    • Aspirational
    • Memorable
    • Articulate a reason for existence
    • Focus on how to achieve the vision
    • Concise
    • Easy to grasp
    • Sharply focused
    • Inspirational

    Samples

    To be a trusted advisor and partner in enabling business innovation and growth through an engaged IT workforce. (Source: Business News Daily) IT is a cohesive, proactive, and disciplined team that delivers innovative technology solutions while demonstrating a strong customer-oriented mindset. (Source: Forbes, 2013)

    2.1.1 Create the mission and vision statements

    2 hours

    Input: Business objectives, IT capabilities, Rationale for the transaction

    Output: IT’s mission and vision statements for reduction strategies tied to mergers, acquisitions, and divestitures

    Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to create mission and vision statements that reflect IT’s intent and method to support the organization as it pursues a reduction strategy.

    1. Review the definitions and characteristics of mission and vision statements.
    2. Brainstorm different versions of the mission and vision statements.
    3. Edit the statements until you get to a single version of each that accurately reflects IT’s role in the reduction process.

    Record the results in the M&A Sell Playbook.

    Guiding principles provide a sense of direction

    IT guiding principles are shared, long-lasting beliefs that guide the use of IT in constructing, transforming, and operating the enterprise by informing and restricting IT investment portfolio management, solution development, and procurement decisions.

    A diagram illustrating the place of 'IT guiding principles' in the process of making 'Decisions on the use of IT'. There are four main items, connecting lines naming the type of process in getting from one step to the next, and a line underneath clarifying the questions asked at each step. On the far left, over the question 'What decisions should be made?', is 'Business context and IT implications'. This flows forward to 'IT guiding principles', and they are connected by 'Influence'. Next, over the question 'How should decisions be made?', is the main highlighted section. 'IT guiding principles' flows forward to 'Decisions on the use of IT', and they are connected by 'Guide and inform'. On the far right, over the question 'Who has the accountability and authority to make decisions?', is 'IT policies'. This flows back to 'Decisions on the use of IT', and they are connected by 'Direct and control'.

    IT principles must be carefully constructed to make sure they are adhered to and relevant

    Info-Tech has identified a set of characteristics that IT principles should possess. These characteristics ensure the IT principles are relevant and followed in the organization.

    Approach focused. IT principles should be focused on the approach – how the organization is built, transformed, and operated – as opposed to what needs to be built, which is defined by both functional and non-functional requirements.

    Business relevant. Create IT principles that are specific to the organization. Tie IT principles to the organization’s priorities and strategic aspirations.

    Long lasting. Build IT principles that will withstand the test of time.

    Prescriptive. Inform and direct decision making with actionable IT principles. Avoid truisms, general statements, and observations.

    Verifiable. If compliance can’t be verified, people are less likely to follow the principle.

    Easily Digestible. IT principles must be clearly understood by everyone in IT and by business stakeholders. IT principles aren’t a secret manuscript of the IT team. IT principles should be succinct; wordy principles are hard to understand and remember.

    Followed. Successful IT principles represent a collection of beliefs shared among enterprise stakeholders. IT principles must be continuously communicated to all stakeholders to achieve and maintain buy-in.

    In organizations where formal policy enforcement works well, IT principles should be enforced through appropriate governance processes.

    Consider the example principles below

    IT Principle Name

    IT Principle Statement

    1. Risk Management We will ensure that the organization’s IT Risk Management Register is properly updated to reflect all potential risks and that a plan of action against those risks has been identified.
    2. Transparent Communication We will ensure employees are spoken to with respect and transparency throughout the transaction process.
    3. Separation for Success We will create a carve-out strategy that enables the organization and clearly communicates the resources required to succeed.
    4. Managed Data We will handle data creation, modification, separation, and use across the enterprise in compliance with our data governance policy.
    5.Deliver Better Customer Service We will reduce the number of products offered by IT, enabling a stronger focus on specific products or elements to increase customer service delivery.
    6. Compliance With Laws and Regulations We will operate in compliance with all applicable laws and regulations for both our organization and the potentially purchasing organization.
    7. Defined Value We will create a plan of action that aligns with the organization’s defined value expectations.
    8. Network Readiness We will ensure that employees and customers have immediate access to the network with minimal or no outages.
    9. Value Generator We will leverage the current IT people, processes, and technology to turn the IT organization into a value generator by developing and selling our services to purchasing organizations.

    2.1.2 Identify the guiding principles

    2 hours

    Input: Business objectives, IT capabilities, Rationale for the transaction, Mission and vision statements

    Output: IT’s guiding principles for reduction strategies tied to mergers, acquisitions, and divestitures

    Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to create the guiding principles that will direct the IT organization throughout the reduction strategy process.

    1. Review the role of guiding principles and the examples of guiding principles that organizations have used.
    2. Brainstorm different versions of the guiding principles. Each guiding principle should start with the phrase “We will…”
    3. Edit and consolidate the statements until you have a list of approximately eight to ten statements that accurately reflect IT’s role in the reduction process.
    4. Review the guiding principles every six months to ensure they continue to support the delivery of the business’ reduction strategy goals.

    Record the results in the M&A Sell Playbook.

    Create two IT teams to support the transaction

    IT M&A Transaction Team

    • The IT M&A Transaction Team should consist of the strongest members of the IT team who can be expected to deliver on unusual or additional tasks not asked of them in normal day-to-day operations.
    • The roles selected for this team will have very specific skills sets or deliver on critical separation capabilities, making their involvement in the combination of two or more IT environments paramount.
    • These individuals need to have a history of proving themselves very trustworthy, as they will likely be required to sign an NDA as well.
    • Expect to have to certain duplicate capabilities or roles across the M&A Team and Operational Team.

    IT Operational Team

    • This group is responsible for ensuring the business operations continue.
    • These employees might be those who are newer to the organization but can be counted on to deliver consistent IT services and products.
    • The roles of this team should ensure that end users or external customers remain satisfied.

    Key capabilities to support M&A

    Consider the following capabilities when looking at who should be a part of the IT Transaction Team.

    Employees who have a significant role in ensuring that these capabilities are being delivered will be a top priority.

    Infrastructure & Operations

    • System Separation
    • Data Management
    • Helpdesk/Desktop Support
    • Cloud/Server Management

    Business Focus

    • Service-Level Management
    • Enterprise Architecture
    • Stakeholder Management
    • Project Management

    Risk & Security

    • Privacy Management
    • Security Management
    • Risk & Compliance Management

    Build a lasting and scalable operating model

    An operating model is an abstract visualization, used like an architect’s blueprint, that depicts how structures and resources are aligned and integrated to deliver on the organization’s strategy.

    It ensures consistency of all elements in the organizational structure through a clear and coherent blueprint before embarking on detailed organizational design.

    The visual should highlight which capabilities are critical to attaining strategic goals and clearly show the flow of work so that key stakeholders can understand where inputs flow in and outputs flow out of the IT organization.

    As you assess the current operating model, consider the following:

    • Does the operating model contain all the necessary capabilities your IT organization requires to be successful?
    • What capabilities should be duplicated?
    • Are there individuals with the skill set to support those roles? If not, is there a plan to acquire or develop those skills?
    • A dedicated project team strictly focused on M&A is great. However, is it feasible for your organization? If not, what blockers exist?
    A diagram with 'Initiatives' and 'Solutions' on the left and right of an area chart, 'Customer' at the top, the area between them labelled 'Functional Area n', and six horizontal bars labelled 'IT Capability' stacked on top of each other. The 'IT Capability' bars are slightly skewed to the 'Solutions' side of the chart.

    Info-Tech Insight

    Investing time up-front getting the operating model right is critical. This will give you a framework to rationalize future organizational changes, allowing you to be more iterative and allowing your model to change as the business changes.

    2.1.3 Create the future-state operating model

    4 hours

    Input: Current operating model, IT strategy, IT capabilities, M&A-specific IT capabilities, Business objectives, Rationale for the transaction, Mission and vision statements

    Output: Future-state operating model for divesting organizations

    Materials: Operating model, Capability overlay, Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to establish what the future-state operating model will be if your organization needs to adjust to support a divestiture transaction. If your organization plans to sell in its entirety, you may choose to skip this activity.

    1. Ensuring that all the IT capabilities are identified by the business and IT strategy, document your organization’s current operating model.
    2. Identify what core capabilities would be critical to the divesting transaction process and separation. Highlight and make copies of those capabilities in the M&A Sell Playbook. As a result of divesting, there may also be capabilities that will become irrelevant in your future state.
    3. Ensure the capabilities that will be decentralized are clearly identified. Decentralized capabilities do not exist within the central IT organization but rather in specific lines of businesses, products, or locations to better understand needs and deliver on the capability.

    An example operating model is included in the M&A Sell Playbook. This process benefits from strong reference architecture and capability mapping ahead of time.

    Record the results in the M&A Sell Playbook.

    2.1.4 Determine the transition team

    3 hours

    Input: IT capabilities, Future-state operating model, M&A-specific IT capabilities, Business objectives, Rationale for the transaction, Mission and vision statements

    Output: Transition team

    Materials: Reference architecture, Organizational structure, Flip charts/whiteboard, Markers

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to create a team that will support your IT organization throughout the transaction. Determining which capabilities and therefore which roles will be required ensures that the business will continue to get the operational support it needs.

    1. Based on the outcome of activity 2.1.3, review the capabilities that your organization will require on the transition team. Group capabilities into functional groups containing capabilities that are aligned well with one another because they have similar responsibilities and functionalities.
    2. Replace the capabilities with roles. For example, stakeholder management, requirements gathering, and project management might be one functional group. Project management and stakeholder management might combine to create a project manager role.
    3. Review the examples in the M&A Sell Playbook and identify which roles will be a part of the transition team.

    For more information, see Redesign Your Organizational Structure

    What is governance?

    And why does it matter so much to IT and the M&A process?

    • Governance is the method in which decisions get made, specifically as they impact various resources (time, money, and people).
    • Because M&A is such a highly governed transaction, it is important to document the governance bodies that exist in your organization.
    • This will give insight into what types of governing bodies there are, what decisions they make, and how that will impact IT.
    • For example, funds to support separation need to be discussed, approved, and supplied to IT from a governing body overseeing the acquisition.
    • A highly mature IT organization will have automated governance, while a seemingly non-existent governance process will be considered ad hoc.
    A pyramid with four levels representing the types of governing bodies that are available with differing levels of IT maturity. An arrow beside the pyramid points upward. The bottom of the arrow is labelled 'Traditional (People and document centric)' and the top is labelled 'Adaptive (Data centric)'. Starting at the bottom of the pyramid is level 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'. Level 2 is 'Controlled Governance', 'Governance focused on compliance and decisions driven by hierarchical authority. Levels of authority are defined and often driven by regulatory'. Level 3 is 'Agile Governance', 'Governance that is flexible to support different needs and quick response in the organization. Driven by principles and delegated throughout the company'. At the top of the pyramid is level 4 'Automated Governance', 'Governance that is entrenched and automated into organizational processes and product/service design. Empowered and fully delegated governance to maintain fit and drive organizational success and survival'.

    2.1.5 Document M&A governance

    1-2 hours

    Input: List of governing bodies, Governing body committee profiles, Governance structure

    Output: Documented method on how decisions are made as it relates to the M&A transaction

    Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to determine the method in which decisions are made throughout the M&A transaction as it relates to IT. This will require understanding both governing bodies internal to IT and those external to IT.

    1. First, determine the other governance structures within the organization that will impact the decisions made about M&A. List out these bodies or committees.
    2. Create a profile for each committee that looks at the membership, purpose of the committee, decision areas (authority), and the process of inputs and outputs. Ensure IT committees that will have a role in this process are also documented. Consider the benefits realized, risks, and resources required for each.
    3. Organize the committees into a structure, identifying the committees that have a role in defining the strategy, designing and building, and running.

    Record the results in the M&A Sell Playbook.

    Current-state structure map – definitions of tiers

    Strategy: These groups will focus on decisions that directly connect to the strategic direction of the organization.

    Design & Build: The second tier of groups will oversee prioritization of a certain area of governance as well as design and build decisions that feed into strategic decisions.

    Run: The lowest level of governance will be oversight of more-specific initiatives and capabilities within IT.

    Expect tier overlap. Some committees will operate in areas that cover two or three of these governance tiers.

    Measure the IT program’s success in terms of its ability to support the business’ M&A goals

    Upper management will measure IT’s success based on your ability to support the underlying reasons for the M&A. Using business metrics will help assure business stakeholders that IT understands their needs and is working with the business to achieve them.

    Business-Specific Metrics

    • Revenue Growth: Increase in the top line as seen by market expansion, product expansion, etc. by percentage/time.
    • Synergy Extraction: Reduction in costs as determined by the ability to identify and eliminate redundancies over time.
    • Profit Margin Growth: Increase in the bottom line as a result of increased revenue growth and/or decreased costs over time.

    IT-Specific Metrics

    • IT operational savings and cost reductions due to synergies: Operating expenses, capital expenditures, licenses, contracts, applications, infrastructure over time.
    • Reduction in IT staff expense and headcount: Decreased budget allocated to IT staff, and ability to identify and remove redundancies in staff.
    • Meeting or improving on IT budget estimates: Delivering successful IT separation on a budget that is the same or lower than the budget estimated during due diligence.
    • Meeting or improving on IT time-to-separation estimates: Delivering successful IT carve-out on a timeline that is the same or shorter than the timeline estimated during due diligence.
    • Business capability support: Delivering the end state of IT that supports the expected business capabilities and growth.

    Establish your own metrics to gauge the success of IT

    Establish SMART M&A Success Metrics

    S pecific Make sure the objective is clear and detailed.
    M easurable Objectives are measurable if there are specific metrics assigned to measure success. Metrics should be objective.
    A ctionable Objectives become actionable when specific initiatives designed to achieve the objective are identified.
    R ealistic Objectives must be achievable given your current resources or known available resources.
    T ime-Bound An objective without a timeline can be put off indefinitely. Furthermore, measuring success is challenging without a timeline.
    • What should IT consider when looking to identify potential additions, deletions, or modifications that will either add value to the organization or reduce costs/risks?
    • Provide a definition of synergies.
    • IT operational savings and cost reductions due to synergies: Operating expenses, capital expenditures, licenses, contracts, applications, infrastructure.
    • Reduction in IT staff expense and headcount: Decreased budget allocated to IT staff, and ability to identify and remove redundancies in staff.
    • Meeting or improving on IT budget estimates: Delivering successful IT separation on a budget that is the same or lower than the budget estimated during due diligence.
    • Meeting or improving on IT time-to-separation estimates: Delivering successful IT carve-out on a timeline that is the same or shorter than the timeline estimated during due diligence.
    • Revenue growth: Increase in the top line as a result, as seen by market expansion, product expansion, etc., as a result of divesting lines of the business and selling service-level agreements to the purchasing organization.
    • Synergy extraction: Reduction in costs, as determined by the ability to identify and eliminate redundancies.
    • Profit margin growth: Increase in the bottom line as a result of increased revenue growth and/or decreased costs.

    Metrics for each phase

    1. Proactive

    2. Discovery & Strategy

    3. Valuation & Due Diligence

    4. Execution & Value Realization

    • % Share of business innovation spend from overall IT budget
    • % Critical processes with approved performance goals and metrics
    • % IT initiatives that meet or exceed value expectation defined in business case
    • % IT initiatives aligned with organizational strategic direction
    • % Satisfaction with IT's strategic decision-making abilities
    • $ Estimated business value added through IT-enabled innovation
    • % Overall stakeholder satisfaction with IT
    • % Percent of business leaders that view IT as an Innovator
    • % IT budget as a percent of revenue
    • % Assets that are not allocated
    • % Unallocated software licenses
    • # Obsolete assets
    • % IT spend that can be attributed to the business (chargeback or showback)
    • % Share of CapEx of overall IT budget
    • % Prospective organizations that meet the search criteria
    • $ Total IT cost of ownership (before and after M&A, before and after rationalization)
    • % Business leaders that view IT as a Business Partner
    • % Defects discovered in production
    • $ Cost per user for enterprise applications
    • % In-house-built applications vs. enterprise applications
    • % Owners identified for all data domains
    • # IT staff asked to participate in due diligence
    • Change to due diligence
    • IT budget variance
    • Synergy target
    • % Satisfaction with the effectiveness of IT capabilities
    • % Overall end-customer satisfaction
    • $ Impact of vendor SLA breaches
    • $ Savings through cost-optimization efforts
    • $ Savings through application rationalization and technology standardization
    • # Key positions empty
    • % Frequency of staff turnover
    • % Emergency changes
    • # Hours of unplanned downtime
    • % Releases that cause downtime
    • % Incidents with identified problem record
    • % Problems with identified root cause
    • # Days from problem identification to root cause fix
    • % Projects that consider IT risk
    • % Incidents due to issues not addressed in the security plan
    • # Average vulnerability remediation time
    • % Application budget spent on new build/buy vs. maintenance (deferred feature implementation, enhancements, bug fixes)
    • # Time (days) to value realization
    • % Projects that realized planned benefits
    • $ IT operational savings and cost reductions that are related to synergies/divestitures
    • % IT staff–related expenses/redundancies
    • # Days spent on IT separation
    • $ Accurate IT budget estimates
    • % Revenue growth directly tied to IT delivery
    • % Profit margin growth

    2.1.6 Create program metrics

    1-2 hours

    Input: IT capabilities, Mission, vision, and guiding principles, Rationale for the acquisition

    Output: Program metrics to support IT throughout the M&A process

    Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to determine how IT’s success throughout a growth transaction will be measured and determined.

    1. Document a list of appropriate metrics on the whiteboard. Remember to include metrics that demonstrate the business impact. You can use the sample metrics listed on the previous slide as a starting point.
    2. Set a target and deadline for each metric. This will help the group determine when it is time to evaluate progression.
    3. Establish a baseline for each metric based on information collected within your organization.
    4. Assign an owner for tracking each metric as well as someone to be accountable for performance.

    Record the results in the M&A Sell Playbook.

    Discovery & Strategy

    Step 2.2

    Prepare IT to Engage in the Separation or Sale

    Activities

    • 2.2.1 Establish the separation strategy
    • 2.2.2 Conduct a RACI
    • 2.2.3 Create the communication plan
    • 2.2.4 Assess the potential organization(s)

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Company M&A team

    Outcomes of Step

    Identify IT’s plan of action when it comes to the separation/sale and align IT’s separation/sale strategy with the business’ M&A strategy.

    Separation strategies

    There are several IT separation strategies that will let you achieve your target technology environment.

    IT Separation Strategies
    • Divest. Carve out elements of the IT organization and sell them to a purchasing organization with or without a service-level agreement.
    • Sell. Sell the entire IT environment to a purchasing organization. The purchasing organization takes full responsibility in delivering and running the IT environment.
    • Spin-Off Joint Venture. Carve out elements of the IT organization and combine them with elements of a new or purchasing organization to create a new entity.

    The approach IT takes will depend on the business objectives for the M&A.

    • Generally speaking, the separation strategy is well understood and influenced by the frequency of and rationale for selling.
    • Based on the initiatives generated by each business process owner, you need to determine the IT separation strategy that will best support the desired target technology environment, especially if you are still operating or servicing elements of that IT environment.

    Key considerations when choosing an IT separation strategy include:

    • What are the main business objectives of the M&A?
    • What are the key synergies expected from the transaction?
    • What IT separation strategy best helps obtain these benefits?
    • What opportunities exist to position the business for sustainable and long-term growth?

    Separation strategies in detail

    Review highlights and drawbacks of different separation strategies

    Divest
      Highlights
    • Recommended for businesses striving to reduce costs and potentially even generate revenue for the business through the delivery of SLAs.
    • Opportunity to reduce or scale back on lines of business or products that are not driving profits.
      Drawbacks
    • May be forced to give up critical staff that have been known to deliver high value.
    • The IT department is left to deliver services to the purchasing organization with little support or consideration from the business.
    • There can be increased risk and security concerns that need to be addressed.
    Sell
      Highlights
    • Recommended for businesses looking to gain capital to exit the market profitably or to enter a new market with a large sum of capital.
    • The business will no longer exist, and as a result all operational costs, including IT, will become redundant.
      Drawbacks
    • IT is no longer needed as an operating or capital service for the organization.
    • Lost resources, including highly trained and critical staff.
    • May require packaging employees off and using the profit or capital generated to cover any closing costs.
    Spin-Off or Joint Venture
      Highlights
    • Recommended for businesses looking to expand their market presence or acquire new products. Essentially aligning the two organizations in the same market.
    • Each side has a unique offering but complementing capabilities.
      Drawbacks
    • As much as the organization is going through a separation from the original company, it will be going through an integration with the new company.
    • There could be differences in culture.
    • This could require a large amount of investment without a guarantee of profit or success.

    2.2.1 Establish the separation strategy

    1-2 hours

    Input: Business separation strategy, Guiding principles, M&A governance

    Output: IT’s separation strategy

    Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to determine IT’s approach to separating or selling. This approach might differ slightly from transaction to transaction. However, the businesses approach to transactions should give insight into the general separation strategy IT should adopt.

    1. Make sure you have clearly articulated the business objectives for the M&A, the technology end state for IT, and the magnitude of the overall separation.
    2. Review and discuss the highlights and drawbacks of each type of separation.
    3. Use Info-Tech’s Separation Posture Selection Framework on the next slide to select the separation posture that will appropriately enable the business. Consider these questions during your discussion:
      1. What are the main business objectives of the M&A? What key IT capabilities will need to support business objectives?
      2. What key synergies are expected from the transaction? What opportunities exist to position the business for sustainable growth?
      3. What IT separation best helps obtain these benefits?

    Record the results in the M&A Sell Playbook.

    Separation Posture Selection Framework

    Business M&A Strategy

    Resultant Technology Strategy

    M&A Magnitude (% of Seller Assets, Income, or Market Value)

    IT Separation Posture

    A. Horizontal Adopt One Model ‹100% Divest
    ›99% Sell
    B. Vertical Create Links Between Critical Systems Any Divest
    C. Conglomerate Independent Model Any Joint Venture
    Divest
    D. Hybrid: Horizontal & Conglomerate Create Links Between Critical Systems Any Divest
    Joint Venture

    M&A separation strategy

    Business M&A Strategy Resultant Technology Strategy M&A Magnitude (% of Seller Assets, Income, or Market Value) IT Separation Posture

    You may need a hybrid separation posture to achieve the technology end state.

    M&A objectives may not affect all IT domains and business functions in the same way. Therefore, the separation requirements for each business function may differ. Organizations will often choose to select and implement a hybrid separation posture to realize the technology end state.

    Each business division may have specific IT domain and capability needs that require an alternative separation strategy.

    • Example: Even when conducting a joint venture by forming a new organization, some partners might view themselves as the dominant partner and want to influence the IT environment to a greater degree.
    • Example: Some purchasing organizations will expect service-level agreements to be available for a significant period of time following the divestiture, while others will be immediately independent.

    2.2.2 Conduct a RACI

    1-2 hours

    Input: IT capabilities, Transition team, Separation strategy

    Output: Completed RACI for Transition team

    Materials: Reference architecture, Organizational structure, Flip charts/whiteboard, Markers, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to identify the core accountabilities and responsibilities for the roles identified as critical to your transition team. While there might be slight variation from transaction to transaction, ideally each role should be performing certain tasks.

    1. First, identify a list of critical tasks that need to be completed to support the sale or separation. For example:
      • Communicate with the company M&A team.
      • Identify the key IT solutions that can and cannot be carved out.
      • Gather data room artifacts and provide them to acquiring organization.
    2. Next, identify at the activity level which role is accountable or responsible for each activity. Enter an A for accountable, R for responsible, or A/R for both.

    Record the results in the M&A Sell Playbook.

    Communication and change

    Prepare key stakeholders for the potential changes

    • Anytime you are starting a project or program that will depend on users and stakeholders to give up their old way of doing things, change will force people to become novices again, leading to lost productivity and added stress.
    • Change management can improve outcomes for any project where you need people to adopt new tools and procedures, comply with new policies, learn new skills and behaviors, or understand and support new processes.
    • M&As move very quickly, and it can be very difficult to keep track of which stakeholders you need to be communicating with and what you should be communicating.
    • Not all organizations embrace or resist change in the same ways. Base your change communications on your organization’s cultural appetite for change in general.
      • Organizations with a low appetite for change will require more direct, assertive communications.
      • Organizations with a high appetite for change are more suited to more open, participatory approaches.

    Three key dimensions determine the appetite for cultural change:

    • Power Distance. Refers to the acceptance that power is distributed unequally throughout the organization.
      In organizations with a high power distance, the unequal power distribution is accepted by the less powerful employees.
    • Individualism. Organizations that score high in individualism have employees who are more independent. Those who score low in individualism fall into the collectivism side, where employees are strongly tied to one another or their groups.
    • Uncertainty Avoidance. Describes the level of acceptance that an organization has toward uncertainty. Those who score high in this area find that their employees do not favor uncertain situations, while those that score low in this area find that their employees are comfortable with change and uncertainty.

    2.2.3 Create the communication plan

    1-2 hours

    Input: IT’s M&A mission, vision, and guiding principles, M&A transition team, IT separation strategy, RACI

    Output: IT’s M&A communication plan

    Materials: Flip charts/whiteboard, Markers, RACI, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to create a communication plan that IT can leverage throughout the initiative.

    1. Create a structured communication plan that allows for continuous communication with the integration management office, senior management, and the business functional heads.
    2. Outline key topics of communication, with stakeholders, inputs, and outputs for each topic.
    3. Review Info-Tech’s example communication plan in the M&A Sell Playbook and update it with relevant information.
    4. Does this communication plan make sense for your organization? What doesn’t make sense? Adjust the communication guide to suit your organization.

    Record the results in the M&A Sell Playbook.

    Assessing potential organizations

    As soon as you have identified organizations to consider, it’s imperative to assess critical risks. Most IT leaders can attest that they will receive little to no notice when the business is pursuing a sale and IT has to assess the IT organization. As a result, having a standardized template to quickly assess the potential acquiring organization is important.

    Ways to Assess

    1. News: Assess what sort of news has been announced in relation to the organization. Have they had any risk incidents? Has a critical vendor announced working with them?
    2. LinkedIn: Scan through the LinkedIn profiles of employees. This will give you a sense of what platforms they have based on employees. It will also give insight into positive or negative employee experiences that could impact retention.
    3. Trends: Some industries will have specific solutions that are relevant and popular. Assess what the key players are (if you don’t already know) to determine the solution.
    4. Business Architecture: While this assessment won’t perfect, try to understand the business’ value streams and the critical business and IT capabilities that would be needed to support them. Will your organization or employee skills be required to support these long term?

    Info-Tech Insight

    Assessing potential organizations is not just for the purchaser. The seller should also know what the purchasing organization’s history with M&As is and what potential risks could occur if remaining connected through ongoing SLAs.

    2.2.4 Assess the potential organization(s)

    1-2 hours

    Input: Publicized historical risk events, Solutions and vendor contracts likely in the works, Trends

    Output: IT’s valuation of the potential organization(s) for selling or divesting

    Materials: M&A Sell Playbook

    Participants: IT executive/CIO

    The purpose of this activity is to assess the organization(s) that your organization is considering selling or divesting to.

    1. Complete the Historical Valuation Worksheet in the M&A Sell Playbook to understand the type of IT organization that your company may support.
      • The business likely isn’t looking for in-depth details at this time. However, as the IT leader, it is your responsibility to ensure critical risks are identified and communicated to the business.
    2. Use the information identified to help the business narrow down which organizations could be the right organizations to sell or divest to.

    Record the results in the M&A Sell Playbook.

    By the end of this pre-transaction phase you should:

    Have a program plan for M&As and a repeatable M&A strategy for IT when engaging in reduction transactions

    Key outcomes from the Discovery & Strategy phase
    • Prepare the IT environment to support the potential sale or divestiture by identifying critical program plan elements and establishing a separation or carve-out strategy that will enable the business to reach its goals.
    • Create a M&A strategy that accounts for all the necessary elements of a transaction and ensures sufficient governance, capabilities, and metrics exist.
    Key deliverables from the Discovery & Strategy phase
    • Create vision and mission statements
    • Establish guiding principles
    • Create a future-state operating model
    • Identify the key roles for the transaction team
    • Identify and communicate the M&A governance
    • Determine target metrics
    • Identify the M&A operating model
    • Select the separation strategy framework
    • Conduct a RACI for key transaction tasks for the transaction team
    • Document the communication plan

    M&A Sell Blueprint

    Phase 3

    Due Diligence & Preparation

    Phase 1Phase 2

    Phase 3

    Phase 4
    • 1.1 Identify Stakeholders and Their Perspective of IT
    • 1.2 Assess IT’s Current Value and Future State
    • 1.3 Drive Innovation and Suggest Reduction Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Separation or Sale
    • 3.1 Engage in Due Diligence and Prepare Staff
    • 3.2 Prepare to Separate
    • 4.1 Execute the Transaction
    • 4.2 Reflection and Value Realization

    This phase will walk you through the following activities:

    • Drive value with a due diligence charter
    • Gather data room artifacts
    • Measure staff engagement
    • Assess culture
    • Create a carve-out roadmap
    • Prioritize separation tasks
    • Establish the separation roadmap
    • Identify the buyer’s IT expectations
    • Create a service/transaction agreement
    • Estimate separation costs
    • Create an employee transition plan
    • Create functional workplans for employees
    • Align project metrics with identified tasks

    This phase involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Company M&A team
    • Business leaders
    • Purchasing organization
    • Transition team

    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

    Establish the Transaction FoundationDiscover the Motivation for SeparationIdentify Expectations and Create the Carve-Out RoadmapPrepare and Manage EmployeesPlan the Separation RoadmapNext Steps and Wrap-Up (offsite)

    Activities

    • 0.1 Identify the rationale for the company's decision to pursue a divestiture/sale.
    • 0.2 Identify key stakeholders and determine the IT transaction team.
    • 0.3 Gather and evaluate the M&A strategy, future-state operating model, and governance.
    • 1.1 Review the business rationale for the divestiture/sale.
    • 1.2 Identify pain points and opportunities tied to the divestiture/sale.
    • 1.3 Establish the separation strategy.
    • 1.4 Create the due diligence charter.
    • 2.1 Identify the buyer’s IT expectations.
    • 2.2 Create a list of IT artifacts to be reviewed in the data room.
    • 2.3 Create a carve-out roadmap.
    • 2.4 Create a service/technical transaction agreement.
    • 3.1 Measure staff engagement.
    • 3.2 Assess the current culture and identify the goal culture.
    • 3.3 Create an employee transition plan.
    • 3.4 Create functional workplans for employees.
    • 4.1 Prioritize separation tasks.
    • 4.2 Establish the separation roadmap.
    • 4.3 Establish and align project metrics with identified tasks.
    • 4.4 Estimate separation costs.
    • 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. IT strategy
    2. IT operating model
    3. IT governance structure
    4. M&A transaction team
    1. Business context implications for IT
    2. Separation strategy
    3. Due diligence charter
    1. Data room artifacts identified
    2. Carve-out roadmap
    3. Service/technical transaction agreement
    1. Engagement assessment
    2. Culture assessment
    3. Employee transition plans and workplans
    1. Separation roadmap and associated resourcing
    1. Divestiture separation strategy for IT

    What is the Due Diligence & Preparation phase?

    Mid-transaction state

    The Due Diligence & Preparation phase during a sale or divestiture is a critical time for IT. If IT fails to proactively participate in this phase, IT will have to merely react to separation expectations set by the business.

    If your organization is being sold in its entirety, staff will have major concerns about their future in the new organization. Making this transition as smooth as possible and being transparent could go a long way in ensuring their success in the new organization.

    In a divestiture, this is the time to determine where it’s possible for the organization to divide or separate from itself. A lack of IT involvement in these conversations could lead to an overcommitment by the business and under-delivery by IT.

    Goal: To ensure that, as the selling or divesting organization, you comply with regulations, prepare staff for potential changes, and identify a separation strategy if necessary

    Due Diligence Prerequisite Checklist

    Before coming into the Due Diligence & Preparation phase, you must have addressed the following:

    • Understand the rationale for the company's decision to pursue a sale or divestiture and what opportunities or pain points the sale should alleviate.
    • Identify the key roles for the transaction team.
    • Identify the M&A governance.
    • Determine target metrics.
    • Select a separation strategy framework.
    • Conduct a RACI for key transaction tasks for the transaction team.

    Before coming into the Due Diligence & Preparation phase, we recommend addressing the following:

    • Create vision and mission statements.
    • Establish guiding principles.
    • Create a future-state operating model.
    • Identify the M&A operating model.
    • Document the communication plan.
    • Examine the business perspective of IT.
    • Identify key stakeholders and outline their relationship to the M&A process.
    • Be able to valuate the IT environment and communicate IT’s value to the business.

    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 achieve 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 of IT’s goals and strategy, which ensures the alignment of IT and business strategy. It’s the mechanism by which you continuously prioritize work to ensure that what is delivered is in line with the strategy. This oversight evaluates, directs, and monitors the delivery of outcomes to ensure that the use of resources results in the 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 – not based on what is in the best interest of the organization.

    Due Diligence & Preparation

    Step 3.1

    Engage in Due Diligence and Prepare Staff

    Activities

    • 3.1.1 Drive value with a due diligence charter
    • 3.1.2 Gather data room artifacts
    • 3.1.3 Measure staff engagement
    • 3.1.4 Assess culture

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Company M&A team
    • Business leaders
    • Prospective IT organization
    • Transition team

    Outcomes of Step

    This step of the process is when IT should prepare and support the business in due diligence and gather the necessary information about staff changes.

    3.1.1 Drive value with a due diligence charter

    1-2 hours

    Input: Key roles for the transaction team, M&A governance, Target metrics, Selected separation strategy framework, RACI of key transaction tasks for the transaction team

    Output: IT Due Diligence Charter

    Materials: M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to create a charter leveraging the items completed in the previous phase, as listed on the Due Diligence Prerequisite Checklist slide, to gain executive sign-off.

    1. In the IT Due Diligence Charter in the M&A Sell Playbook, complete the aspects of the charter that are relevant for you and your organization.
    2. We recommend including these items in the charter:
      • Communication plan
      • Transition team roles
      • Goals and metrics for the transaction
      • Separation strategy
      • Sale/divestiture RACI
    3. Once the charter has been completed, ensure that business executives agree to the charter and sign off on the plan of action.

    Record the results in the M&A Sell Playbook.

    3.1.2 Gather data room artifacts

    4 hours

    Input: Future-state operating model, M&A governance, Target metrics, Selected separation strategy framework, RACI of key transaction tasks for the transaction team

    Output: List of items to acquire and verify can be provided to the purchasing organization while in the data room

    Materials: Critical domain lists on following slides, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team, Legal team, Compliance/privacy officers

    The purpose of this activity is to create a list of the key artifacts that you could be asked for during the due diligence process.

    1. Review the lists on the following pages as a starting point. Identify which domains, stakeholders, artifacts, and information should be requested for the data room.
    2. IT leadership may or may not be asked to enter the data room directly. The short notice for having to find these artifacts for the purchasing organization can leave your IT organization scrambling. Identify the critical items worth obtaining ahead of time.
    3. Once you have identified the artifacts, provide the list to the legal team or compliance/privacy officers and ensure they also agree those items can be provided. If changes to the documents need to be made, take the time to do so.
    4. Store all items in a safe and secure file or provide to the M&A team ahead of due diligence.

    **Note that if your organization is not leading/initiating the data room, then you can ignore this activity.

    Record the results in the M&A Sell Playbook.

    Critical domains

    Understand the key stakeholders and outputs for each domain

    Domain

    Stakeholders

    Key Artifacts

    Key Information to request

    Business
    • Enterprise Architecture
    • Business Relationship Manager
    • Business Process Owners
    • Business capability map
    • Capability map (the M&A team should be taking care of this, but make sure it exists)
    • Business satisfaction with various IT systems and services
    Leadership/IT Executive
    • CIO
    • CTO
    • CISO
    • IT budgets
    • IT capital and operating budgets (from current year and previous year)
    Data & Analytics
    • Chief Data Officer
    • Data Architect
    • Enterprise Architect
    • Master data domains, system of record for each
    • Unstructured data retention requirements
    • Data architecture
    • Master data domains, sources, and storage
    • Data retention requirements
    Applications
    • Applications Manager
    • Application Portfolio Manager
    • Application Architect
    • Applications map
    • Applications inventory
    • Applications architecture
    • Copy of all software license agreements
    • Copy of all software maintenance agreements
    Infrastructure
    • Head of Infrastructure
    • Enterprise Architect
    • Infrastructure Architect
    • Infrastructure Manager
    • Infrastructure map
    • Infrastructure inventory
    • Network architecture (including which data centers host which infrastructure and applications)
    • Inventory (including separation capabilities of vendors, versions, switches, and routers)
    • Copy of all hardware lease or purchase agreements
    • Copy of all hardware maintenance agreements
    • Copy of all outsourcing/external service provider agreements
    • Copy of all service-level agreements for centrally provided, shared services and systems
    Products and Services
    • Product Manager
    • Head of Customer Interactions
    • Product lifecycle
    • Product inventory
    • Customer market strategy

    Critical domains (continued)

    Understand the key stakeholders and outputs for each domain

    Domain

    Stakeholders

    Key Artifacts

    Key Information to request

    Operations
    • Head of Operations
    • Service catalog
    • Service overview
    • Service owners
    • Access policies and procedures
    • Availability and service levels
    • Support policies and procedures
    • Costs and approvals (internal and customer costs)
    IT Processes
    • CIO
    • IT Management
    • VP of IT Governance
    • VP of IT Strategy
    • IT process flow diagram
    • Processes in place and productivity levels (capacity)
    • Critical processes/processes the organization feels they do particularly well
    IT People
    • CIO
    • VP of Human Resources
    • IT organizational chart
    • Competency & capacity assessment
    • IT organizational structure (including resources from external service providers such as contractors) with appropriate job descriptions or roles and responsibilities
    • IT headcount and location
    Security
    • CISO
    • Security Architect
    • Security posture
    • Information security staff
    • Information security service providers
    • Information security tools
    • In-flight information security projects
    Projects
    • Head of Projects
    • Project portfolio
    • List of all future, ongoing, and recently completed projects
    Vendors
    • Head of Vendor Management
    • License inventory
    • Inventory (including what will and will not be transitioning, vendors, versions, number of licenses)

    Retain top talent throughout the transition

    Focus on retention and engagement

    • People are such a critical component of this process, especially in the selling organization.
    • Retaining employees, especially the critical employees who hold specific skills or knowledge, will ensure the success and longevity of the divesting organization, purchasing organization, or the new company.
    • Giving employees a role in the organization and ensuring they do not see their capabilities as redundant will be critical to the process.
    • It is okay if employees need to change what they were doing temporarily or even long-term. However, being transparent about these changes and highlighting their value to the process and organization(s) will help.
    • The first step to moving forward with retention is to look at the baseline engagement and culture of employees and the organization. This will help determine where to focus and allow you to identify changes in engagement that resulted from the transaction.
    • Job engagement drivers are levers that influence the engagement of employees in their day-to-day roles.
    • Organizational engagement drivers are levers that influence an employee’s engagement with the broader organization.
    • Retention drivers are employment needs. They don’t necessarily drive engagement, but they must be met for engagement to be possible.

    3.1.3 Measure staff engagement

    3-4 hours

    Input: Engagement survey

    Output: Baseline engagement scores

    Materials: Build an IT Employee Engagement Program

    Participants: IT executive/CIO, IT senior leadership, IT employees of current organization

    The purpose of this activity is to measure current staff engagement to have a baseline to measure against in the future state. This is a good activity to complete if you will be divesting or selling in entirety.

    The results from the survey should act as a baseline to determine what the organization is doing well in terms of employee engagement and what drivers could be improved upon.

    1. Review Info-Tech’s Build an IT Employee Engagement Program research and select a survey that will best meet your needs.
    2. Conduct the survey and note which drivers employees are currently satisfied with. Likewise, note where there are opportunities.
    3. Document actions that should be taken to mitigate the negative engagement drivers throughout the transaction and enhance or maintain the positive engagement drivers.

    Record the results in the M&A Sell Playbook.

    Assess culture as a part of engagement

    Culture should not be overlooked, especially as it relates to the separation of IT environments

    • There are three types of culture that need to be considered.
    • Most importantly, this transition is an opportunity to change the culture that might exist in your organization’s IT environment.
    • Make a decision on which type of culture you’d like IT to have post transition.

    Target Organization's Culture. The culture that the target organization is currently embracing. Their established and undefined governance practices will lend insight into this.

    Your Organization’s Culture. The culture that your organization is currently embracing. Examine people’s attitudes and behaviors within IT toward their jobs and the organization.

    Ideal Culture. What will the future culture of the IT organization be once separation is complete? Are there aspects that your current organization and the target organization embrace that are worth considering?

    Culture categories

    Map the results of the IT Culture Diagnostic to an existing framework

    Competitive
    • Autonomy
    • Confront conflict directly
    • Decisive
    • Competitive
    • Achievement oriented
    • Results oriented
    • High performance expectations
    • Aggressive
    • High pay for good performance
    • Working long hours
    • Having a good reputation
    • Being distinctive/different
    Innovative
    • Adaptable
    • Innovative
    • Quick to take advantage of opportunities
    • Risk taking
    • Opportunities for professional growth
    • Not constrained by rules
    • Tolerant
    • Informal
    • Enthusiastic
    Traditional
    • Stability
    • Reflective
    • Rule oriented
    • Analytical
    • High attention to detail
    • Organized
    • Clear guiding philosophy
    • Security of employment
    • Emphasis on quality
    • Focus on safety
    Cooperative
    • Team oriented
    • Fair
    • Praise for good performance
    • Supportive
    • Calm
    • Developing friends at work
    • Socially responsible

    Culture Considerations

    • What culture category was dominant for each IT organization?
    • Do you share the same dominant category?
    • Is your current dominant culture category the most ideal to have post-separation?

    3.1.4 Assess Culture

    3-4 hours

    Input: Cultural assessments for current IT organization, Cultural assessment for target IT organization

    Output: Goal for IT culture

    Materials: IT Culture Diagnostic

    Participants: IT executive/CIO, IT senior leadership, IT employees of current organization, IT employees of target organization, Company M&A team

    The purpose of this activity is to assess the different cultures that might exist within the IT environments of the organizations involved. By understanding the culture that exists in the purchasing organization, you can identify the fit and prepare impacted staff for potential changes.

    1. Complete this activity by leveraging the blueprint Fix Your IT Culture, specifically the IT Culture Diagnostic.
    2. Fill out the diagnostic for the IT department in your organization:
      1. Answer the 16 questions in tab 2, Diagnostic.
      2. Find out your dominant culture and review recommendations in tab 3, Results.
    3. Document the results from tab 3, Results, in the M&A Sell Playbook if you are trying to record all artifacts related to the transaction in one place.
    4. Repeat the activity for the purchasing organization.
    5. Leverage the information to determine what the goal for the culture of IT will be post-separation if it will differ from the current culture.

    Record the results in the M&A Sell Playbook.

    Due Diligence & Preparation

    Step 3.2

    Prepare to Separate

    Activities

    • 3.2.1 Create a carve-out roadmap
    • 3.2.2 Prioritize separation tasks
    • 3.2.3 Establish the separation roadmap
    • 3.2.4 Identify the buyer’s IT expectations
    • 3.2.5 Create a service/transaction agreement
    • 3.2.6 Estimate separation costs
    • 3.2.7 Create an employee transition plan
    • 3.2.8 Create functional workplans for employees
    • 3.2.9 Align project metrics with identified tasks

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Transition team
    • Company M&A team
    • Purchasing organization

    Outcomes of Step

    Have an established plan of action toward separation across all domains and a strategy toward resources.

    Don’t underestimate the importance of separation preparation

    Separation involves taking the IT organization and dividing it into two or more separate entities.

    Testing the carve capabilities of the IT organization often takes 3 months. (Source: Cognizant, 2014)

    Daimler-Benz lost nearly $19 billion following its purchase of Chrysler by failing to recognize the cultural differences that existed between the two car companies. (Source: Deal Room)

    Info-Tech Insight

    Separating the IT organization requires more time and effort than business leaders will know. Frequently communicate challenges and lost opportunities when carving the IT environment out.

    Separation needs

    Identify the business objectives of the sale to determine the IT strategy

    Set up a meeting with your IT due diligence team to:

    • Ensure there will be no gaps in the delivery of products and services in the future state.
    • Discuss the people and processes necessary to achieve the target technology environment and support M&A business objectives.

    Use this opportunity to:

    • Identify data and application complexities between the involved organizations.
    • Identify the IT people and process gaps, initiatives, and levels of support expected.
    • Determine your infrastructure needs to ensure effectiveness and delivery of services:
      • Does IT have the infrastructure to support the applications and business capabilities?
      • Identify any gaps between the current infrastructure in both organizations and the infrastructure required.
      • Identify any redundancies/gaps.
      • Determine the appropriate IT separation strategies.
    • Document your gaps, redundancies, initiatives, and assumptions to help you track and justify the initiatives that must be undertaken and help estimate the cost of separation.

    Separation strategies

    There are several IT separation strategies that will let you achieve your target technology environment.

    IT Separation Strategies
    • Divest. Carve out elements of the IT organization and sell them to a purchasing organization with or without a service-level agreement.
    • Sell. Sell the entire IT environment to a purchasing organization. The purchasing organization takes full responsibility in delivering and running the IT environment.
    • Spin-Off Joint Venture. Carve out elements of the IT organization and combine them with elements of a new or purchasing organization to create a new entity.

    The approach IT takes will depend on the business objectives for the M&A.

    • Generally speaking, the separation strategy is well understood and influenced by the frequency of and rationale for selling.
    • Based on the initiatives generated by each business process owner, you need to determine the IT separation strategy that will best support the desired target technology environment, especially if you are still operating or servicing elements of that IT environment.

    Key considerations when choosing an IT separation strategy include:

    • What are the main business objectives of the M&A?
    • What are the key synergies expected from the transaction?
    • What IT separation strategy best helps obtain these benefits?
    • What opportunities exist to position the business for sustainable and long-term growth?

    Separation strategies in detail

    Review highlights and drawbacks of different separation strategies

    Divest
      Highlights
    • Recommended for businesses striving to reduce costs and potentially even generate revenue for the business through the delivery of SLAs.
    • Opportunity to reduce or scale back on lines of business or products that are not driving profits.
      Drawbacks
    • May be forced to give up critical staff that have been known to deliver high value.
    • The IT department is left to deliver services to the purchasing organization with little support or consideration from the business.
    • There can be increased risk and security concerns that need to be addressed.
    Sell
      Highlights
    • Recommended for businesses looking to gain capital to exit the market profitably or to enter a new market with a large sum of capital.
    • The business will no longer exist, and as a result all operational costs, including IT, will become redundant.
      Drawbacks
    • IT is no longer needed as an operating or capital service for the organization.
    • Lost resources, including highly trained and critical staff.
    • May require packaging employees off and using the profit or capital generated to cover any closing costs.
    Spin-Off or Joint Venture
      Highlights
    • Recommended for businesses looking to expand their market presence or acquire new products. Essentially aligning the two organizations in the same market.
    • Each side has a unique offering but complementing capabilities.
      Drawbacks
    • As much as the organization is going through a separation from the original company, it will be going through an integration with the new company.
    • There could be differences in culture.
    • This could require a large amount of investment without a guarantee of profit or success.

    Preparing the carve-out roadmap

    And why it matters so much

    • When carving out the IT environment in preparation for a divestiture, it’s important to understand the infrastructure, application, and data connections that might exist.
    • Much to the business’ surprise, carving out the IT environment is not easy, especially when considering the services and products that might depend on access to certain applications or data sets.
    • Once the business has indicated which elements they anticipate divesting, be prepared for testing the functionality and ability of this carve-out, either through automation or manually. There are benefits and drawbacks to both methods:
      • Automated requires a solution and a developer to code the tests.
      • Manual requires time to find the errors, possibly more time than automated testing.
    • Identify if there are dependencies that will make the carve-out difficult.
      • For example, the business is trying to divest Product X, but that product is integrated with Product Y, which is not being sold.
      • Consider all the processes and products that specific data might support as well.
      • Moreover, the data migration tool will need to enter the ERP system and identify not just the data but all supporting and historical elements that underlie the data.

    Critical components to consider:

    • Selecting manual or automated testing
    • Determining data dependencies
    • Data migration capabilities
    • Auditing approval
    • People and skills that support specific elements being carved out

    3.2.1 Create a carve-out roadmap

    6 hours

    Input: Items included in the carve-out, Dependencies, Whether testing is completed, If the carve-out will pass audit, If the carve-out item is prepared to be separated

    Output: Carve-out roadmap

    Materials: Business’ divestiture plan, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Business leaders, Transition team

    The purpose of this activity is to prepare the IT environment by identifying a carve-out roadmap, specifically looking at data, infrastructure, and applications. Feel free to expand the roadmap to include other categories as your organization sees fit.

    1. In the Carve-Out Roadmap in the M&A Sell Playbook, identify the key elements of the carve-out in the first column.
    2. Note any dependencies the items might have. For example:
      • The business is selling Product X, which is linked to Data X and Data Y. The organization does not want to sell Data Y. Data X would be considered dependent on Data Y.
    3. Once the dependencies have been confirmed, begin automated or manual testing to examine the possibility of separating the data sets (or other dependencies) from one another.
    4. After identifying an acceptable method of separation, inform the auditing individual or body and confirm that there would be no repercussions for the planned process.

    Record the results in the M&A Sell Playbook.

    3.2.2 Prioritize separation tasks

    2 hours

    Input: Separation tasks, Transition team, M&A RACI

    Output: Prioritized separation list

    Materials: Separation task checklist, Separation roadmap

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to prioritize the different separation tasks that your organization has identified as necessary to this transaction. Some tasks might not be relevant for this particular transaction, and others might be critical.

    1. Begin by downloading the SharePoint or Excel version of the M&A Separation Project Management Tool.
    2. Identify which separation tasks you want to have as part of your project plan. Alter or remove any tasks that are irrelevant to your organization. Add in tasks you think are missing.
    3. When deciding criticality of the task, consider the effect on stakeholders, those who are impacted or influenced in the process of the task, and dependencies (e.g. data strategy needs to be addressed first before you can tackle its dependencies, like data quality).
    4. Feel free to edit the way you measure criticality. The standard tool leverages a three-point scale. At the end, you should have a list of tasks in priority order based on criticality.

    Record the updates in the M&A Separation Project Management Tool (SharePoint).

    Record the updates in the M&A Separation Project Management Tool (Excel).

    Separation checklists

    Prerequisite Checklist
    • Build the project plan for separation and prioritize activities
      • Plan first day
      • Plan first 30/100 days
      • Plan first year
    • Create an organization-aligned IT strategy
    • Identify critical stakeholders
    • Create a communication strategy
    • Understand the rationale for the sale or divestiture
    • Develop IT's sale/divestiture strategy
      • Determine goal opportunities
      • Create the mission and vision statements
      • Create the guiding principles
      • Create program metrics
    • Consolidate reports from due diligence/data room
    • Conduct culture assessment
    • Create a transaction team
    • Establish a service/technical transaction agreement
    • Plan and communicate culture changes
    • Create an employee transition plan
    • Assess baseline engagement
    Business
    • Design an enterprise architecture
    • Document your business architecture
    • Meet compliance and regulatory standards
    • Identify and assess all of IT's risks
    Applications
    • Prioritize and address critical applications
      • CRM
      • HRIS
      • Financial
      • Sales
      • Risk
      • Security
      • ERP
      • Email
    • Develop method of separating applications
    • Model critical applications that have dependencies on one another
    • Identify the infrastructure capacity required to support critical applications
    • Prioritize and address critical applications
    Leadership/IT Executive
    • Build an IT budget
    • Structure operating budget
    • Structure capital budget
    • Identify the workforce demand vs. capacity
    • Establish and monitor key metrics
    • Communicate value realized/cost savings
    Data
    • Confirm data strategy
    • Confirm data governance
    • Build a data architecture roadmap
    • Analyze data sources and domains
    • Evaluate data storage (on-premises vs. cloud)
    • Develop an enterprise content management strategy and roadmap
    • Ensure cleanliness/usability of data sets
    • Identify data sets that can remain operational if reduced/separated
    • Develop reporting and analytics capabilities
    • Confirm data strategy
    Operations
    • Manage sales access to customer data
    • Determine locations and hours of operation
    • Separate/terminate phone lists and extensions
    • Split email address books
    • Communicate helpdesk/service desk information

    Separation checklists (continued)

    Infrastructure
    • Manage organization domains
    • Consolidate data centers
    • Compile inventory of vendors, versions, switches, and routers
    • Review hardware lease or purchase agreements
    • Review outsourcing/service provider agreements
    • Review service-level agreements
    • Assess connectivity linkages between locations
    • Plan to migrate to a single email system if necessary
    • Determine network access concerns
    Vendors
    • Establish a sustainable vendor management office
    • Review vendor landscape
    • Identify warranty options
    • Identify the licensing grant
    • Rationalize vendor services and solutions
    People
    • Design an IT operating model
    • Design your future IT organizational structure
    • Conduct a RACI for prioritized activities
    • Conduct a culture assessment and identify goal IT culture
    • Build an IT employee engagement program
    • Determine critical roles and systems/process/products they support
    • Define new job descriptions with meaningful roles and responsibilities
    • Create employee transition plans
    • Create functional workplans
    Projects
    • Identify projects to be on hold
    • Communicate project intake process
    • Reprioritize projects
    Products & Services
    • Redefine service catalog
    • Ensure customer interaction requirements are met
    • Select a solution for product lifecycle management
    • Plan service-level agreements
    Security
    • Conduct a security assessment
    • Develop accessibility prioritization and schedule
    • Establish an information security strategy
    • Develop a security awareness and training program
    • Develop and manage security governance, risk, and compliance
    • Identify security budget
    • Build a data privacy and classification program
    IT Processes
    • Evaluate current process models
    • Determine productivity/capacity levels of processes
    • Identify processes to be changed/terminated
    • Establish a communication plan
    • Develop a change management process
    • Establish/review IT policies
    • Evaluate current process models

    3.2.2 Establish the separation roadmap

    2 hours

    Input: Prioritized separation tasks, Carve-out roadmap, Employee transition plan, Separation RACI, Costs for activities, Activity owners

    Output: Separation roadmap

    Materials: M&A Separation Project Plan Tool (SharePoint), M&A Separation Project Plan Tool (Excel), SharePoint Template: Step-by-Step Deployment Guide

    Participants: IT executive/CIO, IT senior leadership, Transition team, Company M&A team

    The purpose of this activity is to create a roadmap to support IT throughout the separation process. Using the information gathered in previous activities, you can create a roadmap that will ensure a smooth separation.

    1. Use our Separation Project Management Tool to help track critical elements in relation to the separation project. There are a few options available:
      1. Follow the instructions on the next slide if you are looking to upload our SharePoint project template. Additional instructions are available in the SharePoint Template Step-by-Step Deployment Guide.
      2. If you cannot or do not want to use SharePoint as your project management solution, download our Excel version of the tool.
        **Remember that this your tool, so customize to your liking.
    2. Identify who will own or be accountable for each of the separation tasks and establish the time frame for when each project should begin and end. This will confirm which tasks should be prioritized.

    Record the updates in the M&A Separation Project Management Tool (SharePoint).

    Record the updates in the M&A Separation Project Management Tool (Excel).

    Separation Project Management Tool (SharePoint Template)

    Follow these instructions to upload our template to your SharePoint environment

    1. Create or use an existing SP site.
    2. Download the M&A Separation Project Management Tool (SharePoint) .wsp file from the Mergers & Acquisitions: The Sell Blueprint landing page.
    3. To import a template into your SharePoint environment, do the following:
      1. Open PowerShell.
      2. Connect-SPO Service (need to install PowerShell module).
      3. Enter in your tenant admin URL.
      4. Enter in your admin credentials.
      5. Set-SPO Site https://YourDomain.sharepoint.com/sites/YourSiteHe... -DenyAddAndCustomizePages 0
      OR
      1. Turn on both custom script features to allow users to run custom
    4. Screenshot of the 'Custom Script' option for importing a template into your SharePoint environment. Feature description reads 'Control whether users can run custom script on personal sites and self-service created sites. Note: changes to this setting might take up to 24 hours to take effect. For more information, see http://go.microsoft.com/fwlink/?LinkIn=397546'. There are options to prevent or allow users from running custom script on personal/self-service created sites.
    5. Enable the SharePoint Server feature.
    6. Upload the .wsp file in Solutions Gallery.
    7. Deploy by creating a subsite and select from custom options.
      • Allow or prevent custom script
      • Security considerations of allowing custom script
      • Save, download, and upload a SharePoint site as a template
    8. Refer to Microsoft documentation to understand security considerations and what is and isn’t supported:

    For more information, check out the SharePoint Template: Step-by-Step Deployment Guide.

    Supporting the transition and establishing service-level agreements

    The purpose of this part of the transition is to ensure both buyer and seller have a full understanding of expectations for after the transaction.

    • Once the organizations have decided to move forward with a deal, all parties need a clear level of agreement.
    • IT, since it is often seen as an operational division of an organization, is often expected to deliver certain services or products once the transaction has officially closed.
    • The purchasing organization or the new company might depend on IT to deliver these services until they are able to provide those services on their own.
    • Having a clear understanding of what the buyer’s expectations are and what your company, as the selling organization, can provide is important.
    • Have a conversation with the buyer and document those expectations in a signed service agreement.

    3.2.4 Identify the buyer's IT expectations

    3-4 hours

    Input: Carve-out roadmap, Separation roadmap, Up-to-date version of the agreement

    Output: Buyer’s IT expectations

    Materials: Questions for meeting

    Participants: IT executive/CIO, IT senior leadership, Company M&A team, Purchasing company M&A team, Purchasing company IT leadership

    The purpose of this activity is to determine if the buyer has specific service expectations for your IT organization. By identifying, documenting, and agreeing on what services your IT organization will be responsible for, you can obtain a final agreement to protect you as the selling organization.

    1. Buyers should not assume certain services will be provided. Organize a meeting with IT leaders and the company M&A teams to determine what services will be provided.
    2. The next slide has a series of questions that you can start from. Ensure you get detailed information about each of the services.
    3. Once you fully understand the buyer’s IT expectations, create an SLA in the next activity and obtain sign-off from both organizations.

    Questions to ask the buyer

    1. What services would you like my IT organization to provide?
    2. How long do you anticipate those services will be provided to you?
    3. How do you expect your staff/employees to communicate requests or questions to my staff/employees?
    4. Are there certain days or times that you expect these services to be delivered?
    5. How many staff do you expect should be available to support you?
    6. What should be the acceptable response time on given service requests?
    7. When it comes to the services you require, what level of support should we provide?
    8. If a service requires escalation to Level 2 or Level 3 support, are we still expected to support this service? Or are we only Level 1 support?
    9. What preventative security methods does your organization have to protect our environment during this agreement period?

    3.2.5 Create a service/ transaction agreement

    6 hours

    Input: Buyer's expectations, Separation roadmap

    Output: SLA for the purchasing organization

    Materials: Service Catalog Internal Service Level Agreement Template, M&A Separation Project Plan Tool (SharePoint), M&A Separation Project Plan Tool (Excel)

    Participants: IT executive/CIO, IT senior leadership, Company M&A team, Purchasing company M&A team, Purchasing company IT leadership

    The purpose of this activity is to determine if the buyer has specific service expectations for your IT organization post-transaction that your IT organization is agreeing to provide.

    1. Document the expected services and the related details in a service-level agreement.
    2. Provide the SLA to the purchasing organization.
    3. Obtain sign-off from both organizations on the level of service that is expected of IT.
    4. Update the M&A Separation Project Management Tool Excel or SharePoint document to reflect any additional items that the purchasing organization identified.

    *For organizations being purchased in their entirety, this activity may not be relevant.

    Modify the Service Catalog Internal Service Level Agreement with the agreed-upon terms of the SLA.

    Importance of estimating separation costs

    Change is the key driver of separation costs

    Separation costs are dependent on the following:
    • Meeting synergy targets – whether that be cost saving or growth related.
      • Employee-related costs, licensing, and reconfiguration fees play a huge part in meeting synergy targets.
    • Adjustments related to compliance or regulations – especially if there are changes to legal entities, reporting requirements, or risk mitigation standards.
    • Governance or third party–related support required to ensure timelines are met and the separation is a success.
    Separation costs vary by industry type.
    • Certain industries may have separation costs made up of mostly one type, differing from other industries, due to the complexity and demands of the transaction. For example:
      • Healthcare separation costs are mostly driven by regulatory, safety, and quality standards, as well as consolidation of the research and development function.
      • Energy and Utilities tend to have the lowest separation costs due to most transactions occurring within the same sector rather than as cross-sector investments. For example, oil and gas transactions tend to be for oil fields and rigs (strategic fixed assets), which can easily be added to the buyer’s portfolio.

    Separation costs are more related to the degree of change required than the size of the transaction.

    3.2.6 Estimate separation costs

    3-4 hours

    Input: Separation tasks, Transition team, Valuation of current IT environment, Valuation of target IT environment, Outputs from data room, Technical debt, Employees

    Output: List of anticipated costs required to support IT separation

    Materials: Separation task checklist, Separation roadmap, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team

    The purpose of this activity is to estimate the costs that will be associated with the separation. Identify and communicate a realistic figure to the larger M&A team within your company as early in the process as possible. This ensures that the funding required for the transaction is secured and budgeted for in the overarching transaction.

    1. On the associated slide in the M&A Sell Playbook, input:
      • Task
      • Domain
      • Cost type
      • Total cost amount
      • Level of certainty around the cost
    2. Provide a copy of the estimated costs to the company’s M&A team. Also provide any additional information identified earlier to help them understand the importance of those costs.

    Record the results in the M&A Sell Playbook.

    Employee transition planning

    Considering employee impact will be a huge component to ensure successful separation

    • Meet With Leadership
    • Plan Individual and Department Redeployment
    • Plan Individual and Department Layoffs
    • Monitor and Manage Departmental Effectiveness
    • For employees, the transition could mean:
      • Changing from their current role to a new role to meet requirements and expectations throughout the transition.
      • Being laid off because the role they are currently occupying has been made redundant.
    • It is important to plan for what the M&A separation needs will be and what the IT operational needs will be.
    • A lack of foresight into this long-term plan could lead to undue costs and headaches trying to retain critical staff, rehiring positions that were already let go, and keeping redundant employees longer then necessary.

    Info-Tech Insight

    Being transparent throughout the process is critical. Do not hesitate to tell employees the likelihood that their job may be made redundant. This will ensure a high level of trust and credibility for those who remain with the organization after the transaction.

    3.2.7 Create an employee transition plan

    3-4 hours

    Input: IT strategy, IT organizational design

    Output: Employee transition plans

    Materials: M&A Sell Playbook, Whiteboard, Sticky notes, Markers

    Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team

    The purpose of this activity is to create a transition plan for employees.

    1. Transition planning can be done at specific individual levels or more broadly to reflect a single role. Consider these four items in the transition plan:
      • Understand the direction of the employee transitions.
      • Identify employees that will be involved in the transition (moved or laid off).
      • Prepare to meet with employees.
      • Meet with employees.
    2. For each employee that will be facing some sort of change in their regular role, permanent or temporary, create a transition plan.
    3. For additional information on transitioning employees, review the blueprint Streamline Your Workforce During a Pandemic.

    **Note that if someone’s future role is a layoff, then there is no need to record anything for skills needed or method for skill development.

    Record the results in the M&A Sell Playbook.

    3.2.8 Create functional workplans for employees

    3-4 hours

    Input: Prioritized separation tasks, Employee transition plan, Separation RACI, Costs for activities, Activity owners

    Output: Employee functional workplans

    Materials: M&A Sell Playbook, Learning and development tools

    Participants: IT executive/CIO, IT senior leadership, IT management team, Company M&A team, Transition team

    The purpose of this activity is to create a functional workplan for the different employees so that they know what their key role and responsibilities are once the transaction occurs.

    1. First complete the transition plan from the previous activity (3.2.7) and the separation roadmap. Have these documents ready to review throughout this process.
    2. Identify the employees who will be transitioning to a new role permanently or temporarily. Creating a functional workplan is especially important for these employees.
    3. Identify the skills these employees need to have to support the separation. Record this in the corresponding slide in the M&A Sell Playbook.
    4. For each employee, identify someone who will be a point of contact for them throughout the transition.

    It is recommended that each employee have a functional workplan. Leverage the IT managers to support this task.

    Record the results in the M&A Sell Playbook.

    Metrics for separation

    Valuation & Due Diligence

    • % Defects discovered in production
    • $ Cost per user for enterprise applications
    • % In-house-built applications vs. enterprise applications
    • % Owners identified for all data domains
    • # IT staff asked to participate in due diligence
    • Change to due diligence
    • IT budget variance
    • Synergy target

    Execution & Value Realization

    • % Satisfaction with the effectiveness of IT capabilities
    • % Overall end-customer satisfaction
    • $ Impact of vendor SLA breaches
    • $ Savings through cost-optimization efforts
    • $ Savings through application rationalization and technology standardization
    • # Key positions empty
    • % Frequency of staff turnover
    • % Emergency changes
    • # Hours of unplanned downtime
    • % Releases that cause downtime
    • % Incidents with identified problem record
    • % Problems with identified root cause
    • # Days from problem identification to root cause fix
    • % Projects that consider IT risk
    • % Incidents due to issues not addressed in the security plan
    • # Average vulnerability remediation time
    • % Application budget spent on new build/buy vs. maintenance (deferred feature implementation, enhancements, bug fixes)
    • # Time (days) to value realization
    • % Projects that realized planned benefits
    • $ IT operational savings and cost reductions that are related to synergies/divestitures
    • % IT staff–related expenses/redundancies
    • # Days spent on IT separation
    • $ Accurate IT budget estimates
    • % Revenue growth directly tied to IT delivery
    • % Profit margin growth

    3.2.9 Align project metrics with identified tasks

    3-4 hours

    Input: Prioritized separation tasks, Employee transition plan, Separation RACI, Costs for activities, Activity owners, M&A goals

    Output: Separation-specific metrics to measure success

    Materials: Separation roadmap, M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Transition team

    The purpose of this activity is to understand how to measure the success of the separation project by aligning metrics to each identified task.

    1. Review the M&A goals identified by the business. Your metrics will need to tie back to those business goals.
    2. Identify metrics that align to identified tasks and measure achievement of those goals. For each metric you consider, ask the following questions:
      • What is the main goal or objective that this metric is trying to solve?
      • What does success look like?
      • Does the metric promote the right behavior?
      • Is the metric actionable? What is the story you are trying to tell with this metric?
      • How often will this get measured?
      • Are there any metrics it supports or is supported by?

    Record the results in the M&A Sell Playbook.

    By the end of this mid-transaction phase you should:

    Have successfully evaluated your IT people, processes, and technology to determine a roadmap forward for separating or selling.

    Key outcomes from the Due Diligence & Preparation phase
    • Participate in due diligence activities to comply with regulatory and auditing standards and prepare employees for the transition.
    • Create a separation roadmap that considers the tasks that will need to be completed and the resources required to support separation.
    Key deliverables from the Due Diligence & Preparation phase
    • Drive value with a due diligence charter
    • Gather data room artifacts
    • Measure staff engagement
    • Assess culture
    • Create a carve-out roadmap
    • Prioritize separation tasks
    • Establish the separation roadmap
    • Identify the buyer’s IT expectations
    • Create a service/transaction agreement
    • Estimate separation costs
    • Create an employee transition plan
    • Create functional workplans for employees
    • Align project metrics with identified tasks

    M&A Sell Blueprint

    Phase 4

    Execution & Value Realization

    Phase 1Phase 2Phase 3

    Phase 4

    • 1.1 Identify Stakeholders and Their Perspective of IT
    • 1.2 Assess IT’s Current Value and Future State
    • 1.3 Drive Innovation and Suggest Reduction Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Separation or Sale
    • 3.1 Engage in Due Diligence and Prepare Staff
    • 3.2 Prepare to Separate
    • 4.1 Execute the Transaction
    • 4.2 Reflection and Value Realization

    This phase will walk you through the following activities:

    • Monitor service agreements
    • Continually update the project plan
    • Confirm separation costs
    • Review IT’s transaction value
    • Conduct a transaction and separation SWOT
    • Review the playbook and prepare for future transactions

    This phase involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Vendor management team
    • IT transaction team
    • Company M&A team

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com 1-888-670-8889

    Pre-Work

    Day 1

    Day 2

    Day 3

    Engage in Separation

    Day 4

    Establish the Transaction FoundationDiscover the Motivation for IntegrationPlan the Separation RoadmapPrepare Employees for the TransitionEngage in SeparationAssess the Transaction Outcomes (Must be within 30 days of transaction date)

    Activities

    • 0.1 Identify the rationale for the company's decision to pursue a divestiture/sale.
    • 0.2 Identify key stakeholders and determine the IT transaction team.
    • 0.3 Gather and evaluate the M&A strategy, future-state operating model, and governance.
    • 1.1 Review the business rationale for the divestiture/sale.
    • 1.2 Identify pain points and opportunities tied to the divestiture/sale.
    • 1.3 Establish the separation strategy.
    • 1.4 Create the due diligence charter.
    • 2.1 Prioritize separation tasks.
    • 2.2 Establish the separation roadmap.
    • 2.3 Establish and align project metrics with identified tasks.
    • 2.4 Estimate separation costs.
    • 3.1 Measure staff engagement
    • 3.2 Assess the current culture and identify the goal culture.
    • 3.3 Create an employee transition plan.
    • 3.4 Create functional workplans for employees.
    • S.1 Complete the separation by regularly updating the project plan.
    • S.2 Assess the service/technical transaction agreement.
    • 4.1 Confirm separation costs.
    • 4.2 Review IT’s transaction value.
    • 4.3 Conduct a transaction and separation SWOT.
    • 4.4 Review the playbook and prepare for future transactions.

    Deliverables

    1. IT strategy
    2. IT operating model
    3. IT governance structure
    4. M&A transaction team
    1. Business context implications for IT
    2. Separation strategy
    3. Due diligence charter
    1. Separation roadmap and associated resourcing
    1. Engagement assessment
    2. Culture assessment
    3. Employee transition plans and workplans
    1. Evaluate service/technical transaction agreement
    2. Updated separation project plan
    1. SWOT of transaction
    2. M&A Sell Playbook refined for future transactions

    What is the Execution & Value Realization phase?

    Post-transaction state

    Once the transaction comes to a close, it’s time for IT to deliver on the critical separation tasks. As the selling organization in this transaction, you need to ensure you have a roadmap that properly enables the ongoing delivery of your IT environment while simultaneously delivering the necessary services to the purchasing organization.

    Throughout the separation transaction, some of the most common obstacles IT should prepare for include difficulty separating the IT environment, loss of key personnel, disengaged employees, and security/compliance issues.

    Post-transaction, the business needs to understands the value they received by engaging in the transaction and the ongoing revenue they might obtain as a result of the sale. You also need to ensure that the IT environment is functioning and mitigating any high-risk outcomes.

    Goal: To carry out the planned separation activities and deliver the intended value to the business.

    Execution Prerequisite Checklist

    Before coming into the Execution & Value Realization phase, you must have addressed the following:

    • Understand the rationale for the company's decisions to pursue a sale or divestiture and what opportunities or pain points the sale should alleviate.
    • Identify the key roles for the transaction team.
    • Identify the M&A governance.
    • Determine target metrics.
    • Select a separation strategy framework.
    • Conduct a RACI for key transaction tasks for the transaction team.
    • Create a carve-out roadmap.
    • Prioritize separation tasks.
    • Establish the separation roadmap.
    • Create employee transition plans.

    Before coming into the Execution & Value Realization phase, we recommend addressing the following:

    • Create vision and mission statements.
    • Establish guiding principles.
    • Create a future-state operating model.
    • Identify the M&A operating model.
    • Document the communication plan.
    • Examine the business perspective of IT.
    • Identify key stakeholders and outline their relationship to the M&A process.
    • Establish a due diligence charter.
    • Be able to valuate the IT environment and communicate IT’s value to the business.
    • Gather and present due diligence data room artifacts.
    • Measure staff engagement.
    • Assess and plan for culture.
    • Estimate separation costs.
    • Create functional workplans for employees.
    • Identify the buyer’s IT expectations.
    • Create a service/ transaction agreement.

    Separation checklists

    Prerequisite Checklist
    • Build the project plan for separation and prioritize activities
      • Plan first day
      • Plan first 30/100 days
      • Plan first year
    • Create an organization-aligned IT strategy
    • Identify critical stakeholders
    • Create a communication strategy
    • Understand the rationale for the sale or divestiture
    • Develop IT's sale/divestiture strategy
      • Determine goal opportunities
      • Create the mission and vision statements
      • Create the guiding principles
      • Create program metrics
    • Consolidate reports from due diligence/data room
    • Conduct culture assessment
    • Create a transaction team
    • Establish a service/technical transaction agreement
    • Plan and communicate culture changes
    • Create an employee transition plan
    • Assess baseline engagement
    Business
    • Design an enterprise architecture
    • Document your business architecture
    • Meet compliance and regulatory standards
    • Identify and assess all of IT's risks
    Applications
    • Prioritize and address critical applications
      • CRM
      • HRIS
      • Financial
      • Sales
      • Risk
      • Security
      • ERP
      • Email
    • Develop method of separating applications
    • Model critical applications that have dependencies on one another
    • Identify the infrastructure capacity required to support critical applications
    • Prioritize and address critical applications
    Leadership/IT Executive
    • Build an IT budget
    • Structure operating budget
    • Structure capital budget
    • Identify the workforce demand vs. capacity
    • Establish and monitor key metrics
    • Communicate value realized/cost savings
    Data
    • Confirm data strategy
    • Confirm data governance
    • Build a data architecture roadmap
    • Analyze data sources and domains
    • Evaluate data storage (on-premises vs. cloud)
    • Develop an enterprise content management strategy and roadmap
    • Ensure cleanliness/usability of data sets
    • Identify data sets that can remain operational if reduced/separated
    • Develop reporting and analytics capabilities
    • Confirm data strategy
    Operations
    • Manage sales access to customer data
    • Determine locations and hours of operation
    • Separate/terminate phone lists and extensions
    • Split email address books
    • Communicate helpdesk/service desk information

    Separation checklists (continued)

    Infrastructure
    • Manage organization domains
    • Consolidate data centers
    • Compile inventory of vendors, versions, switches, and routers
    • Review hardware lease or purchase agreements
    • Review outsourcing/service provider agreements
    • Review service-level agreements
    • Assess connectivity linkages between locations
    • Plan to migrate to a single email system if necessary
    • Determine network access concerns
    Vendors
    • Establish a sustainable vendor management office
    • Review vendor landscape
    • Identify warranty options
    • Identify the licensing grant
    • Rationalize vendor services and solutions
    People
    • Design an IT operating model
    • Design your future IT organizational structure
    • Conduct a RACI for prioritized activities
    • Conduct a culture assessment and identify goal IT culture
    • Build an IT employee engagement program
    • Determine critical roles and systems/process/products they support
    • Define new job descriptions with meaningful roles and responsibilities
    • Create employee transition plans
    • Create functional workplans
    Projects
    • Identify projects to be on hold
    • Communicate project intake process
    • Reprioritize projects
    Products & Services
    • Redefine service catalog
    • Ensure customer interaction requirements are met
    • Select a solution for product lifecycle management
    • Plan service-level agreements
    Security
    • Conduct a security assessment
    • Develop accessibility prioritization and schedule
    • Establish an information security strategy
    • Develop a security awareness and training program
    • Develop and manage security governance, risk, and compliance
    • Identify security budget
    • Build a data privacy and classification program
    IT Processes
    • Evaluate current process models
    • Determine productivity/capacity levels of processes
    • Identify processes to be changed/terminated
    • Establish a communication plan
    • Develop a change management process
    • Establish/review IT policies
    • Evaluate current process models

    Execution & Value Realization

    Step 4.1

    Execute the Transaction

    Activities

    • 4.1.1 Monitor service agreements
    • 4.1.2 Continually update the project plan

    This step will walk you through the following activities:

    • Monitor service agreements
    • Continually update the project plan

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Vendor management team
    • IT transaction team
    • Company M&A team

    Outcomes of Step

    Successfully execute the separation of the IT environments and update the project plan, strategizing against any roadblocks as they come.

    Key concerns to monitor during separation

    If you are entering the transaction at this point, consider and monitor the following three items above all else.

    Your IT environment, reputation as an IT leader, and impact on key staff will depend on monitoring these aspects.

    • Risk & Security. Make sure that the channels of communication between the purchasing organization and your IT environment are properly determined and protected. This might include updating or removing employees’ access to certain programs.
    • Retaining Employees. Employees who do not see a path forward in the organization or who feel that their skills are being underused will be quick to move on. Make sure they are engaged before, during, and after the transaction to avoid losing employees.
    • IT Environment Dependencies. Testing the IT environment several times and obtaining sign-off from auditors that this has been completed correctly should be completed well before the transaction occurs. Have a strong architecture outlining technical dependencies.

    For more information, review:

    • Reduce and Manage Your Organization’s Insider Threat Risk
    • Map Technical Skills for a Changing Infrastructure Operations Organization
    • Build a Data Architecture Roadmap

    4.1.1 Monitor service agreements

    3-6 months

    Input: Original service agreement, Risk register

    Output: Service agreement confirmed

    Materials: Original service agreement

    Participants: IT executive/CIO, IT senior leadership, External organization IT senior leadership

    The purpose of this activity is to monitor the established service agreements on an ongoing basis. Your organization is most at risk during the initial months following the transaction.

    1. Ensure the right controls exist to prevent the organization from unnecessarily opening itself up to risks.
    2. Meet with the purchasing organization/subsidiary three months after the transaction to ensure that everyone is satisfied with the level of services provided.
    3. This is not a quick and completed activity, but one that requires ongoing monitoring. Repeatedly identify potential risks worth mitigating.

    For additional information and support for this activity, see the blueprint Build an IT Risk Management Program.

    4.1.2 Continually update the project plan

    Reoccurring basis following transition

    Input: Prioritized separation tasks, Separation RACI, Activity owners

    Output: Updated separation project plan

    Materials: M&A Separation Project Plan Tool (SharePoint), M&A Separation Project Plan Tool (Excel)

    Participants: IT executive/CIO, IT senior leadership, IT transaction team, Company M&A team

    The purpose of this activity is to ensure that the project plan is continuously updated as your transaction team continues to execute on the various components outlined in the project plan.

    1. Set a regular cadence for the transaction team to meet, update the project plan, review the status of the various separation task items, and strategize how to overcome any roadblocks.
    2. Employ governance best practices in these meetings to ensure decisions can be made effectively and resources allocated strategically.

    Record the updates in the M&A Separation Project Management Tool (SharePoint).

    Record the updates in the M&A Separation Project Management Tool (Excel).

    Execution & Value Realization

    Step 4.2

    Reflection and Value Realization

    Activities

    • 4.2.1 Confirm separation costs
    • 4.2.2 Review IT’s transaction value
    • 4.2.3 Conduct a transaction and separation SWOT
    • 4.2.4 Review the playbook and prepare for future transactions

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Transition team
    • Company M&A team

    Outcomes of Step

    Review the value that IT was able to generate around the transaction and strategize about how to improve future selling or separating transactions.

    4.2.1 Confirm separation costs

    3-4 hours

    Input: Separation tasks, Carve-out roadmap, Transition team, Previous RACI, Estimated separation costs

    Output: Actual separation costs

    Materials: M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Transaction team, Company M&A team

    The purpose of this activity is to confirm the associated costs around separation. While the separation costs would have been estimated previously, it’s important to confirm the costs that were associated with the separation in order to provide an accurate and up-to-date report to the company’s M&A team.

    1. Taking all the original items identified previously in activity 3.2.6, identify if there were changes in the estimated costs. This can be an increase or a decrease.
    2. Ensure that each cost has a justification for why the cost changed from the original estimation.

    Record the results in the M&A Sell Playbook.

    Track cost savings and revenue generation

    Throughout the transaction, the business would have communicated its goals, rationales, and expectations for the transaction. Sometimes this is done explicitly, and other times the information is implicit. Either way, IT needs to ensure that metrics have been defined and are measuring the intended value that the business expects. Ensure that the benefits realized to the organization are being communicated regularly and frequently.

    1. Define Metrics: Select metrics to track synergies through the separation.
      1. You can track value by looking at percentages of improvement in process-level metrics depending on the savings or revenue being pursued.
      2. For example, if the value being pursued is decreasing costs, metrics could range from capacity to output, highlighting that the output remains high despite smaller IT environments.
    2. Prioritize Value-Driving Initiatives: Estimate the cost and benefit of each initiative's implementation to compare the amount of business value to the cost. The benefits and costs should be illustrated at a high level. Estimating the exact dollar value of fulfilling a synergy can be difficult and misleading.
        Steps
      • Determine the benefits that each initiative is expected to deliver.
      • Determine the high-level costs of implementation (capacity, time, resources, effort).
    3. Track Cost Savings and Revenue Generation: Develop a detailed workplan to resource the roadmap and track where costs are saved and revenue is generated as the initiatives are undertaken.

    4.2.2 Review IT’s transaction value

    3-4 hours

    Input: Prioritized separation tasks, Separation RACI, Activity owners, M&A company goals

    Output: Transaction value

    Materials: M&A Sell Playbook

    Participants: IT executive/CIO, IT senior leadership, Company's M&A team

    The purpose of this activity is to track how your IT organization performed against the originally identified metrics.

    1. If your organization did not have the opportunity to identify metrics, determine from the company M&A what those metrics might be. Review activity 3.2.9 for more information on metrics.
    2. Identify whether the metric (which should support a goal) was at, below, or above the original target metric. This is a very critical task for IT to complete because it allows IT to confirm that they were successful in the transaction and that the business can count on them in future transactions.
    3. Be sure to record accurate and relevant information on why the outcomes (good or bad) are supporting the M&A goals set out by the business.

    Record the results in the M&A Sell Playbook.

    4.2.3 Conduct a transaction and separation SWOT

    2 hours

    Input: Separation costs, Retention rates, Value that IT contributed to the transaction

    Output: Strengths, weaknesses, opportunities, and threats

    Materials: Flip charts, Markers, Sticky notes

    Participants: IT executive/CIO, IT senior leadership, Business transaction team

    The purpose of this activity is to assess the positive and negative elements of the transaction.

    1. Consider the internal and external elements that could have impacted the outcome of the transaction.
      • Strengths. Internal characteristics that are favorable as they relate to your development environment.
      • Weaknesses Internal characteristics that are unfavorable or need improvement.
      • Opportunities External characteristics that you may use to your advantage.
      • Threats External characteristics that may be potential sources of failure or risk.

    Record the results in the M&A Sell Playbook.

    M&A Sell Playbook review

    With an acquisition complete, your IT organization is now more prepared then ever to support the business through future M&As

    • Now that the transaction is more than 80% complete, take the opportunity to review the key elements that worked well and the opportunities for improvement.
    • Critically examine the M&A Sell Playbook your IT organization created and identify what worked well to help the transaction and where your organization could adjust to do better in future transactions.
    • If your organization were to engage in another sale or divestiture under your IT leadership, how would you go about the transaction to make sure the company meets its goals?

    4.2.4 Review the playbook and prepare for future transactions

    4 hours

    Input: Transaction and separation SWOT

    Output: Refined M&A playbook

    Materials: M&A Sell Playbook

    Participants: IT executive/CIO

    The purpose of this activity is to revise the playbook and ensure it is ready to go for future transactions.

    1. Using the outputs from the previous activity, 4.2.3, determine what strengths and opportunities there were that should be leveraged in the next transaction.
    2. Likewise, determine which threats and weaknesses could be avoided in the future transactions.
      Remember, this is your M&A Sell Playbook, and it should reflect the most successful outcome for you in your organization.

    Record the results in the M&A Sell Playbook.

    By the end of this post-transaction phase you should:

    Have completed the separation post-transaction and be fluidly delivering the critical value that the business expected of IT.

    Key outcomes from the Execution & Value Realization phase
    • Ensure the separation tasks are being completed and that any blockers related to the transaction are being removed.
    • Determine where IT was able to realize value for the business and demonstrate IT’s involvement in meeting target goals.
    Key deliverables from the Execution & Value Realization phase
    • Monitor service agreements
    • Continually update the project plan
    • Confirm separation costs
    • Review IT’s transaction value
    • Conduct a transaction and separation SWOT
    • Review the playbook and prepare for future transactions

    Summary of Accomplishment

    Problem Solved

    Congratulations, you have completed the M&A Sell Blueprint!

    Rather than reacting to a transaction, you have been proactive in tackling this initiative. You now have a process to fall back on in which you can be an innovative IT leader by suggesting how and why the business should engage in a separation or sale transaction. You have:

    • Created a standardized approach for how your IT organization should address divestitures or sales.
    • Retained critical staff and complied with any regulations throughout the transaction.
    • Delivered on the separation project plan successfully and communicated IT’s transaction value to the business.

    Now that you have done all of this, reflect on what went well and what can be improved if you were to engage in a similar divestiture or sale again.

    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 1-888-670-8899

    Research Contributors and Experts

    Ibrahim Abdel-Kader
    Research Analyst | CIO
    Info-Tech Research Group
    Brittany Lutes
    Senior Research Analyst | CIO
    Info-Tech Research Group
    John Annand
    Principal Research Director | Infrastructure
    Info-Tech Research Group
    Scott Bickley
    Principal Research Director | Vendor Management
    Info-Tech Research Group
    Cole Cioran
    Practice Lead | Applications
    Info-Tech Research Group
    Dana Daher
    Research Analyst | Strategy & Innovation
    Info-Tech Research Group
    Eric Dolinar
    Manager | M&A Consulting
    Deloitte Canada
    Christoph Egel
    Director, Solution Design & Deliver
    Cooper Tire & Rubber Company
    Nora Fisher
    Vice President | Executive Services Advisory
    Info-Tech Research Group
    Larry Fretz
    Vice President | Industry
    Info-Tech Research Group

    Research Contributors and Experts

    David Glazer
    Vice President of Analytics
    Kroll
    Jack Hakimian
    Senior Vice President | Workshops and Delivery
    Info-Tech Research Group
    Gord Harrison
    Senior Vice President | Research & Advisory
    Info-Tech Research Group
    Valence Howden
    Principal Research Director | CIO
    Info-Tech Research Group
    Jennifer Jones
    Research Director | Industry
    Info-Tech Research Group
    Nancy McCuaig
    Senior Vice President | Chief Technology and Data Office
    IGM Financial Inc.
    Carlene McCubbin
    Practice Lead | CIO
    Info-Tech Research Group
    Kenneth McGee
    Research Fellow | Strategy & Innovation
    Info-Tech Research Group
    Nayma Naser
    Associate
    Deloitte
    Andy Neill
    Practice Lead | Data & Analytics, Enterprise Architecture
    Info-Tech Research Group

    Research Contributors and Experts

    Rick Pittman
    Vice President | Research
    Info-Tech Research Group
    Rocco Rao
    Research Director | Industry
    Info-Tech Research Group
    Mark Rosa
    Senior Vice President & Chief Information Officer
    Mohegan Gaming and Entertainment
    Tracy-Lynn Reid
    Research Lead | People & Leadership
    Info-Tech Research Group
    Jim Robson
    Senior Vice President | Shared Enterprise Services (retired)
    Great-West Life
    Steven Schmidt
    Senior Managing Partner Advisory | Executive Services
    Info-Tech Research Group
    Nikki Seventikidis
    Senior Manager | Finance Initiative & Continuous Improvement
    CST Consultants Inc.
    Allison Straker
    Research Director | CIO
    Info-Tech Research Group
    Justin Waelz
    Senior Network & Systems Administrator
    Info-Tech Research Group
    Sallie Wright
    Executive Counselor
    Info-Tech Research Group

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    Distinguishing Technical Issues from Business Impact

    It’s important that communication during an IT incident separates technical details from business impact.

    Technical communications focus on the nature of the incident, technical root cause, and steps to resolution.
    Business communications address what the incident means for users, customers, and ongoing operations.
    Tactical vs. Strategic Impact
    A key aspect of effective communication is differentiating between tactical and strategic impact:

    Tactical Impact

    This refers to the immediate, short-term effects of the incident. For example, a payment processing outage might delay customer transactions or require manual workarounds. Tactical impact is about “what’s happening right now,” how it disrupts daily operations, and what steps are being taken to restore service.

    Strategic Impact

    This concerns whether the incident has any meaningful effect on the organization’s long-term goals, strategic initiatives, or overall direction. In most cases, IT incidents do not affect strategic objectives. Communication should make it clear to leadership and stakeholders if an incident is limited to tactical impact, helping to avoid unnecessary escalation or concern.

    Tailoring Communication to Audience Levels

    1. Technical Teams
    “The payment gateway service is returning intermittent 503 errors due to a backend database lock. We are currently restarting the affected services and monitoring log files for additional errors. No data loss has been detected, and all failed transactions are being queued for reprocessing.”

    2. Business Operations
    “We are experiencing a temporary issue with our payment processing system. Some transactions may be delayed. Our IT team is actively working on a resolution, and we expect normal operations to resume within the hour. In the meantime, please inform customers of the delay and assure them that no payments have been lost.”

    3. Executive Leadership
    “There is a temporary disruption in our payment processing system that is affecting transaction completion for some customers. The issue is strictly tactical and does not have any impact on our strategic initiatives or financial targets. The technical team is addressing the problem, and we anticipate full resolution shortly. No long-term risk or reputational impact is expected.”

    Best Practices

    Segment communications by audience and need.
    Be explicit about whether an incident has any strategic impact—most do not.
    Use plain language for non-technical stakeholders, focusing on what matters to them.
    Provide timely updates and clarify as the situation evolves.

    Clear communication during IT incidents means more than just relaying facts—it means ensuring that all audiences understand the scope of the impact, especially the difference between tactical disruptions and strategic threats. Consistently making this distinction helps manage expectations, reduces unnecessary concern, and supports more effective incident management.

     

     

     

    Transition Projects Over to the Service Desk

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    • Parent Category Name: Service Desk
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    • IT suffers from a lack of strategy and plan for transitioning support processes to the service desk.
    • Lack of effective communication between the project delivery team and the service desk, leads to an inefficient knowledge transfer to the service desk.
    • New service is not prioritized and categorized, negatively impacting service levels and end-user satisfaction.

    Our Advice

    Critical Insight

    Make sure to build a strong knowledge management strategy to identify, capture, and transfer knowledge from project delivery to the service desk.

    Impact and Result

    • Build touchpoints between the service desk and project delivery team and make strategic points in the project lifecycles to ensure service support is done effectively following the product launch.
    • Develop a checklist of action items on the initiatives that should be done following project delivery.
    • Build a training plan into the strategy to make sure service desk agents can handle tickets independently.

    Transition Projects Over to the Service Desk Research & Tools

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

    1. Transition Projects Over to the Service Desk – A guideline to walk you through transferring project support to the service desk.

    This storyboard will help you craft a project support plan to document information to streamline service support.

    • Transition Projects Over to the Service Desk Storyboard

    2. Project Handover and Checklist – A structured document to help you record information on the project and steps to take to transfer support.

    Use these two templates as a means of collaboration with the service desk to provide information on the application/product, and steps to take to make sure there are efficient service processes and knowledge is appropriately transferred to the service desk to support the service.

    • Project Handover Template
    • Service Support Transitioning Checklist
    [infographic]

    Further reading

    Transition Projects Over to the Service Desk

    Increase the success of project support by aligning your service desk and project team.

    Analyst Perspective

    Formalize your project support plan to shift customer service to the service desk.

    Photo of Mahmoud Ramin, Senior Research Analyst, Infrastructure and Operations, Info-Tech Research Group

    As a service support team member, you receive a ticket from an end user about an issue they’re facing with a new application. You are aware of the application release, but you don’t know how to handle the issue. So, you will need to either spend a long time investigating the issue via peer discussion and research or escalate it to the project team.

    Newly developed or improved services should be transitioned appropriately to the support team. Service transitioning should include planning, coordination, and communication. This helps project and support teams ensure that upon a service failure, affected end users receive timely and efficient customer support.

    At the first level, the project team and service desk should build a strategy around transitioning service support to the service desk by defining tasks, service levels, standards, and success criteria.

    In the second step, they should check the service readiness to shift support from the project team to the service desk.

    The next step is training on the new services via efficient communication and coordination between the two parties. The project team should allocate some time, according to the designed strategy, to train the service desk on the new/updated service. This will enable the service desk to provide independent service handling.

    This research walks you through the above steps in more detail and helps you build a checklist of action items to streamline shifting service support to the service desk.

    Mahmoud Ramin, PhD

    Senior Research Analyst
    Infrastructure and Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • IT suffers from a lack of strategy and planning for transitioning support processes to the service desk.
    • Lack of effective communication between the project delivery team and the service desk leads to an inefficient knowledge transfer to the service desk.
    • New service is not prioritized and categorized, negatively impacting service levels and end-user satisfaction.

    Common Obstacles

    • Building the right relationship between the service desk and project team is challenging, making support transition tedious.
    • The service desk is siloed; tasks and activities are loosely defined. Service delivery is inconsistent, which impacts customer satisfaction.
    • Lack of training on new services forces the service desk to unnecessarily escalate tickets to other levels and delays service delivery.

    Info-Tech’s Approach

    • Build touchpoints between the service desk and project delivery team and make strategic points in the project lifecycles to ensure service support is done effectively following the product launch.
    • Develop a checklist of action items on the initiatives that should be done following project delivery.
    • Build a training plan into the strategy to make sure service desk agents can handle tickets independently.

    Info-Tech Insight

    Make sure to build a strong knowledge management strategy to identify, capture, and transfer knowledge from project delivery to the service desk.

    A lack of formal service transition process presents additional challenges

    When there is no formal transition process following a project delivery, it will negatively impact project success and customer satisfaction.

    Service desk team:

    • You receive a request from an end user to handle an issue with an application or service that was recently released. You are aware of the features but don’t know how to solve this issue particularly.
    • You know someone in the project group who is familiar with the service, as he was involved in the project. You reach out to him, but he is very busy with another project.
    • You get back to the user to let them know that this will be done as soon as the specialist is available. But because there is no clarity on the scope of the issue, you cannot tell them when this will be resolved.
    • Lack of visibility and commitment to the service recovery will negatively impact end-user satisfaction with the service desk.

    Project delivery team:

    • You are working on an exciting project, approaching the deadline. Suddenly, you receive a ticket from a service desk agent asking you to solve an incident on a product that was released three months ago.
    • Given the deadline on the current project, you are stressed, thinking about just focusing on the projects. On the other hand, the issue with the other service is impacting multiple users and requires much attention.
    • You spend extra time handling the issue and get back to your project. But a few days later the same agent gets back to you to take care of the same issue.
    • This is negatively impacting your work quality and causing some friction between the project team and the service desk.

    Link how improvement in project transitioning to the service desk can help service support

    A successful launch can still be a failure if the support team isn't fully informed and prepared.

    • In such a situation, the project team sends impacted users a mass notification without a solid plan for training and no proper documentation.
    • To provide proper customer service, organizations should involve several stakeholder groups to collaborate for a seamless transition of projects to the service desk.
    • This shift in service support takes time and effort; however, via proper planning there will be less confusion around customer service, and it will be done much faster.
      • For instance, if AppDev is customizing an ERP solution without considering knowledge transfer to the service desk, relevant tickets will be unnecessarily escalated to the project team.
    • On the other hand, the service desk should update configuration items (CIs) and the service catalog and related requests, incidents, problems, and workarounds to the relevant assets and configurations.
    • In this transition process, knowledge transfer plays a key role. Users, the service desk, and other service support teams need to know how the new application or service works and how to manage it when an issue arises.
    • Without a knowledge transfer, service support will be forced to either reinvent the wheel or escalate the ticket to the development team. This will unnecessarily increase the time for ticket handling, increase cost per ticket, and reduce end-user satisfaction.

    Info-Tech Insight

    Involve the service desk in the transition process via clear communication, knowledge transfer, and staff training.

    Integrate the service desk into the project management lifecycle for a smooth transition of service support

    Service desk involvement in the development, testing, and maintenance/change activity steps of your project lifecycle will help you logically define the category and priority level of the service and enable service level improvement accordingly after the project goes live.

    Project management lifecycle

    As some of the support and project processes can be integrated, responsibility silos should be broken

    Processes are done by different roles. Determine roles and responsibilities for the overlapping processes to streamline service support transition to the service desk.

    The project team is dedicated to projects, while the support team focuses on customer service for several products.

    Siloed responsibilities:

    • Project team transfers the service fully to the service desk and leaves technicians alone for support without a good knowledge transfer.
    • Specialists who were involved in the project have deep knowledge about the product, but they are not involved in incident or problem management.
    • Service desk was not involved in the planning and execution processes, which leads to lack of knowledge about the product. This leaves the support team with some vague knowledge about the service, which negatively impacts the quality of incident and problem management.

    How to break the silos:

    Develop a tiered model for the service desk and include project delivery in the specialist tier.

    • Use tier 1 (service desk) as a single point of contact to support all IT services.
    • Have tier 2/3 as experts in technology. These agents are a part of the project team. They are also involved in incident management, root-cause analysis, and change management.

    Determine the interfaces

    At the project level, get a clear understanding of support capabilities and demands, and communicate them to the service desk to proactively bring them into the planning step.

    The following questions help you with an efficient plan for support transition

    Questions for support transition

    Clear responsibilities help you define the level of involvement in the overlapping processes

    Conduct a stakeholder analysis to identify the people that can help ensure the success of the transition.

    Goal: Create a prioritized list of people who are affected by the new service and will provide support.

    Why is stakeholder analysis essential?

    Why is stakeholder analysis essential

    Identify the tasks that are required for a successful project handover

    Embed the tasks that the project team should deliver before handing support to the service desk.

    Task/Activity Example

    Conduct administrative work in the application

    • New user setup
    • Password reset

    Update documentation

    • Prepare for knowledge transfer>
    Service request fulfillment/incident management
    • Assess potential bugs
    Technical support for systems troubleshooting
    • Configure a module in ITSM solution

    End-user training

    • FAQs
    • How-to questions
    Service desk training
    • Train technicians for troubleshooting

    Support management (monitoring, meeting SLAs)

    • Monitoring
    • Meeting SLAs

    Report on the service transitioning

    • Transition effectiveness
    • Four-week warranty period
    Ensure all policies follow the transition activities
    • The final week of transition, the service desk will be called to a meeting for final handover of incidents and problems

    Integrate project description and service priority throughout development phase

    Include the service desk in discussions about project description, so it will be enabled to define service priority level.

    • Project description will be useful for bringing the project forward to the change advisory board (CAB) for approval and setting up the service in the CMDB.
    • Service priority is used for adding the next layer of attributes to the CMDB for the service and ensuring the I&O department can set up systems monitoring.
    • This should be done early in the process in conjunction with the project manager and business sponsors.
    • It should be done as the project gets underway and the team can work on specifically where that milestone will be in each project.
    • What to include in the project description:
      • Name
      • Purpose
      • Publisher
      • Departments that will use the service
      • Service information
      • Regulatory constrains
    • What to include in the service priority information:
      • Main users
      • Number of users
      • Service requirements
      • System interdependencies
      • Criticality of the dependent systems
      • Service category
      • Service SME and support backup
      • System monitoring resources
      • Alert description and flow

    Document project description and service priority in the Project Handover Template.

    Embed service levels and maintenance information

    Include the service desk in discussions about project description, so it will be enabled to define service priority level.

    • Service level objectives (SLOs) will be added to CMDB to ensure the product is reviewed for business continuity and disaster recovery and that the service team knows what is coming.
    • This step will be good to start thinking about training agents and documenting knowledgebase (KB) articles.
    • What to include in SLO:
      • Response time
      • Resolution time
      • Escalation time
      • Business owner
      • Service owner
      • Vendor(s)
      • Vendor warranties
      • Data archiving/purging
      • Availability list
      • Business continuity/recovery objectives
      • Scheduled reports
      • Problem description
    • Maintenance and change requirements: You should add maintenance windows to the change calendar and ensure the maintenance checklist is added to KB articles and technician schedules.
    • What to include in maintenance and change requirements:
      • Scheduled events for the launch
      • Maintenance windows
      • Module release
      • Planned upgrades
      • Anticipated intervals for changes and trigger points
      • Scheduled batches

    Document service level objectives and maintenance in the Project Handover Template.

    Enhance communication between the project team and the service desk

    Communicating with the service desk early and often will ensure that agents fully get a deep knowledge of the new technology.

    Transition of a project to the service desk includes both knowledge transfer and execution transfer.

    01

    Provide training and mentoring to ensure technical knowledge is passed on.

    02

    Transfer leadership responsibilities by appointing the right people.

    03

    Transfer support by strategically assigning workers with the right technical and interpersonal skills.

    04

    Transfer admin rights to ensure technicians have access rights for troubleshooting.

    05

    Create support and a system to transfer work process. For example, using an online platform to store knowledge assets is a great way for support to access project information.

    Info-Tech Insight

    A communication plan and executive presentation will help project managers outline recommendations and communicate their benefits.

    Communicate reasons for projects and how they will be implemented

    Proactive communication of the project to affected stakeholders will help get their buy-in for the new technology and feedback for better support.

    Leaders of successful change spend considerable time developing a powerful change message, i.e. a compelling narrative that articulates the desired end state, that makes the change concrete and meaningful to staff.

    The message should:

    • Explain why the change or new application is needed.
    • Summarize what will stay the same.
    • Highlight what will be left behind.
    • Emphasize what is being changed due to the new or updated product.
    • Explain how the application will be implemented.
    • Address how this will affect various roles in the organization.
    • Discuss the staff’s role in making the project successful.
    • Communicate the supporting roles in the early implementation stages and later on.

    Five elements of communicating change

    Implement knowledge transfer to the service desk to ensure tickets won’t be unnecessarily escalated

    The support team usually uses an ITSM solution, while the project team mostly uses a project management solution. End users’ support is done and documented in the ITSM tool.

    Even terminologies used by these teams are different. For instance, service desk’s “incident” is equivalent to a project manager’s “defect.” Without proper integration of the development and support processes, the contents get siloed and outdated over time.

    Potential ways to deal with this challenge:

    Use the same platform for both project and service support

    This helps you document information in a single platform and provides better visibility of the project status to the support team as well. It also helps project team find out change-related incidents for a faster rollback.

    Note: This is not always feasible because of the high costs incurred in purchasing a new application with both ITSM and PM capabilities and the long time it takes for implementing such a solution.

    Integrate the PM and ITSM tools to improve transition efficiency

    Note: Consider the processes that should be integrated. Don’t integrate unnecessary steps in the development stage, such as design, which will not be helpful for support transition.

    Build a training plan for the new service

    When a new system is introduced or significant changes are applied, describe the steps and timeline for training.

    Training the service desk has two-fold benefits:
    Improve support:
    • Support team gets involved in user acceptance testing, which will provide feedback on potential bugs or failures in the technology.
    • Collaboration between specialists and tier 1 technicians will allow the service desk to gather information for handling potential incidents on the application.
    Shift-left enablement:
    • At the specialist level, agents will be more focused on other projects and spend less time on application issues, as they are mostly handled by the service desk.
    • As you shift service support left:
      • Cost per ticket decreases as more of the less costly resources are doing the work.
      • Average time to resolve decreases as the ticket is handled by the service desk.
      • End-user satisfaction increases as they don’t need to wait long for resolution.

    Who resolves the incident

    For more information about shift-left enablement, refer to InfoTech’s blueprint Optimize the Service Desk With a Shift-Left Strategy.

    Integrate knowledge management in the transition plan

    Build a knowledge transfer process to streamline service support for the newly developed technology.

    Use the following steps to ensure the service desk gets trained on the new project.

    1. Identify learning opportunities.
    2. Prioritize the identified opportunities based on:
    • Risk of lost knowledge
    • Impact of knowledge on support improvement
  • Define ways to transfer knowledge from the project team to the service desk. These could be:
    • One-on-one meetings
    • Mentoring sessions
    • Knowledgebase articles
    • Product road test
    • Potential incident management shadowing
  • Capture and transfer knowledge (via the identified means).
  • Support the service desk with further training if the requirement arises.
  • Info-Tech Insight

    Allocate knowledge transfer within ticket handling workflows. When incident is resolved by a specialist, they will assess if it is a good candidate for technician training and/or a knowledgebase article. If so, the knowledge manager will be notified of the opportunity to assign it to a SME for training and documentation of an article.

    For more information about knowledge transfer, refer to phase 3 of Info-Tech’s blueprint Standardize the Service Desk.

    Focus on the big picture first

    Identify training functions and plan for a formal knowledge transfer

    1. Brainstorm training functions for each group.
    2. Determine the timeline needed to conduct training for the identified training topics.
    RoleTraining FunctionTimeline

    Developer/Technical Support

    • Coach the service desk on the new application
    • Document relevant KB articles
    Business Analysts
    • Conduct informational interviews for new business requirements

    Service Desk Agents

    • Conduct informational interviews
    • Shadow incident management procedures
    • Document lessons learned
    Vendor
    • Provide cross-training to support team

    Document your knowledge transfer plan in the Project Handover Template.

    Build a checklist of the transition action items

    At this stage, the project is ready to go live and support needs to be independently done by the service desk.

    Checklist of the transition action items

    Info-Tech Insight

    No matter how well training is done, specialists may need to work on critical incidents and handle emergency changes. With effective service support and transition planning, you can make an agreement between the incident manager, change manager, and project manager on a timeline to balance critical incident or emergency change management and project management and define your SLA.

    Activity: Prepare a checklist of initiatives before support transition

    2-3 hours

    Document project support information and check off each support transition initiative as you shift service support to the service desk.

    1. As a group, review the Project Handover Template that you filled out in the previous steps.
    2. Download the Service Support Transitioning Checklist, and review the items that need to be done throughout the development, testing, and deployment steps of your project.
    3. Brainstorm at what step service desk needs to be involved.
    4. As you go through each initiative and complete it, check it off to make sure you are following the agreed document for a smooth transition of service support.
    Input Output
    • Project information
    • Support information for developed application/service
    • List of transitioning initiatives
    MaterialsParticipants
    • Project Handover Template
    • Service Support Transitioning Checklist
    • Project Team
    • Service Desk Manager
    • IT Lead

    Download the Project Handover Template

    Download the Service Support Transitioning Checklist

    Define metrics to track the success of project transition

    Consider key metrics to speak the language of targeted end users.

    You won’t know if transitioning support processes are successful unless you measure their impact. Find out your objectives for project transition and then track metrics that will allow you to fulfill these goals.

    Determine critical success factors to help you find out key metrics:

    High quality of the service

    Effectiveness of communication of the transition

    Manage risk of failure to help find out activities that will mitigate risk of service disruption

    Smooth and timely transition of support to the service desk

    Efficient utilization of the shared services and resources to mitigate conflicts and streamline service transitioning

    Suggested metrics:

    • Time to fulfill requests and resolve incidents for the new project
    • Time spent training the service desk
    • Number of knowledgebase articles created by the project team
    • Percentage of articles used by the service desk that prevented ticket escalation
    • First-level resolution
    • Ratio of escalated tickets for the new project
    • Problem ticket volume for the new project
    • Average customer satisfaction with the new project support
    • SLA breach rate

    Summary of Accomplishment

    Problem Solved

    Following the steps outlined in this research has helped you build a strategy to shift service support from the project team to the service desk, resulting in an improvement in customer service and agent satisfaction.

    You have also developed a plan to break the silo between the service desk and specialists and enable knowledge transfer so the service desk will not need to unnecessarily escalate tickets to developers. In the meantime, specialists are also responsible for service desk training on the new application.

    Efficient communication of service levels has helped the project team set clear expectations for managers to create a balance between their projects and service support.

    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

    Related Info-Tech Research

    Standardize the Service Desk

    Improve customer service by driving consistency in your support approach and meeting SLAs.

    Optimize the Service Desk With a Shift-Left Strategy

    The best type of service desk ticket is the one that doesn’t exist.

    Tailor IT Project Management Processes to Fit Your Projects

    Right-size PMBOK for all of your IT projects.

    Works Cited

    Brown, Josh. “Knowledge Transfer: What it is & How to Use it Effectively.” Helpjuice, 2021. Accessed November 2022.

    Magowan, Kirstie. “Top ITSM Metrics & KPIs: Measuring for Success, Aiming for Improvement.” BMC Blogs, 2020. Accessed November 2022.

    “The Complete Blueprint for Aligning Your Service Desk and Development Teams (Process Integration and Best Practices).” Exalate, 2021. Accessed October 2022.

    “The Qualities of Leadership: Leading Change.” Cornelius & Associates, 2010. Web.

    Domino – Maintain, Commit to, or Vacate?

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    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.

    It wasn't me

    • member rating overall impact: N/A
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    • Parent Category Name: Security and Risk
    • Parent Category Link: /security-and-risk

    You heard the message before, and yet....  and yet it does not sink in.

    In july 2019 already, according to retruster:

    • The average financial cost of a data breach is $3.86m (IBM)
    • Phishing accounts for 90% of data breaches
    • 15% of people successfully phished will be targeted at least one more time within the year
    • BEC scams accounted for over $12 billion in losses (FBI)
    • Phishing attempts have grown 65% in the last year
    • Around 1.5m new phishing sites are created each month (Webroot)
    • 76% of businesses reported being a victim of a phishing attack in the last year
    • 30% of phishing messages get opened by targeted users (Verizon)

    This is ... this means we, as risk professionals may be delivering our messsage the wrong way. So, I really enjoyed my colleague Nick Felix (who got it from Alison Francis) sending me the URL of this video: Enjoy, but mostly: learn, because we want our children to enjoy the fruits of our work.

    Register to read more …

    Exploit Disruptive Infrastructure Technology

    • Buy Link or Shortcode: {j2store}298|cart{/j2store}
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    • Parent Category Name: Disruptive & Emerging Technologies
    • Parent Category Link: /disruptive-emerging-technologies
    • New technology can hit like a meteor. Not only disruptive to IT, technology provides opportunities for organization-wide advantage.
    • Your role is endangered. If you don’t prepare for the most disruptive technologies, you could be overshadowed. Don’t let the Chief Marketing Officer (CMO) set the technological innovation agenda
    • Predicting the future isn’t easy. Most IT leaders fail to realize how quickly technology increases in capability. Even for the tech savvy, predicting which specific technologies will become disruptive is difficult.
    • Communication is difficult when the sky is falling. Even forward-looking IT leaders struggle with convincing others to devote time and resources to monitoring technologies with a formal process.

    Our Advice

    Critical Insight

    • Establish the core working group, select a leader, and select a group of visionaries to help brainstorm emerging technologies.
    • Brainstorm about creating a better future, begin brainstorming an initial longlist.
    • Train the group to think like futurists.
    • Evaluate the shortlist.
    • Define your PoC list and schedule.
    • Finalize, present the plan to stakeholders and repeat.

    Impact and Result

    • Create a disruptive technology working group.
    • Produce a longlist of disruptive technologies.
    • Evaluate the longlist to produce a shortlist of disruptive technologies.
    • Develop a plan for a proof-of-concept project for each shortlisted technology.

    Exploit Disruptive Infrastructure Technology Research & Tools

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

    1. Exploit Disruptive Infrastructure Technology – A guide to help IT leaders make the most of disruptive impacts.

    As a CIO, there is a need to move beyond day-to-day technology management with an ever-increasing need to forecast technology impacts. Not just from a technical perspective but to map out the technical understandings aligned to potential business impacts and improvements. Technology transformation and innovation is moving more quickly than ever before and as an innovation champion, the CIO or CTO should have foresight in specific technologies with the understanding of how the company could be disrupted in the near future.

    • Exploit Disruptive Infrastructure Technology – Phases 1-3

    2. Disruptive Technology Exploitation Plan Template – A guide to develop the plan for exploiting disruptive technology.

    The Disruptive Technology Exploitation Plan Template acts as an implementation plan for developing a long-term strategy for monitoring and implementing disruptive technologies.

    • Disruptive Technology Exploitation Plan Template

    3. Disruptive Technology Look to the Past Tool – A tool to keep track of the missed technology disruption from previous opportunities.

    The Disruptive Technology Look to the Past Tool will assist you to collect reasonability test notes when evaluating potential disruptive technologies.

    • Disruptive Technology Look to the Past Tool

    4. Disruptive Technology Research Database Tool – A tool to keep track of the research conducted by members of the working group.

    The Disruptive Technology Research Database Tool will help you to keep track of the independent research that is conducted by members of the disruptive technology exploitation working group.

    • Disruptive Technology Research Database Tool

    5. Disruptive Technology Shortlisting Tool

    The Disruptive Technology Shortlisting Tool will help you to codify the results of the disruptive technology working group's longlist winnowing process.

    • Disruptive Technology Shortlisting Tool

    6. Disruptive Technology Value-Readiness and SWOT Analysis Tool – A tool to systematize notional evaluations of the value and readiness of potential disruptive technologies.

    The Disruptive Technology Value Readiness & SWOT Analysis Tool will assist you to systematize notional evaluations of the value and readiness of potential disruptive technologies.

    • Disruptive Technology Value-Readiness and SWOT Analysis Tool

    7. Proof of Concept Template – A handbook to serve as a reference when deciding how to proceed with your proposed solution.

    The Proof of Concept Template will guide you through the creation of a minimum-viable proof-of-concept project.

    • Proof of Concept Template

    8. Disruptive Technology Executive Presentation Template – A template to help you create a brief progress report presentation summarizing your project and program progress.

    The Disruptive Technology Executive Presentation Template will assist you to present an overview of the disruptive technology process, outlining the value to your company.

    • Disruptive Technology Executive Presentation Template

    Infographic

    Workshop: Exploit Disruptive Infrastructure Technology

    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 Pre-work: Establish the Disruptive Tech Process

    The Purpose

    Discuss the general overview of the disruptive technology exploitation process.

    Develop an initial disruptive technology exploitation plan.

    Key Benefits Achieved

    Stakeholders are on board, the project’s goals are outlined, and the working group is selected.

    Activities

    1.1 Get execs and stakeholders on board.

    1.2 Review the process of analyzing disruptive tech.

    1.3 Select members for the working group.

    1.4 Choose a schedule and time commitment.

    1.5 Select a group of visionaries.

    Outputs

    Initialized disruptive tech exploitation plan

    Meeting agenda, schedule, and participants

    2 Hold the Initial Meeting

    The Purpose

    Understand how disruption will affect the organization, and develop an initial list of technologies to explore.

    Key Benefits Achieved

    Knowledge of how to think like a futurist.

    Understanding of organizational processes vulnerable to disruption.

    Outline of potentially disruptive technologies.

    Activities

    2.1 Start the meeting with introductions.

    2.2 Train the group to think like futurists.

    2.3 Brainstorm about disruptive processes.

    2.4 Brainstorm a longlist.

    2.5 Research and brainstorm separate longlists.

    Outputs

    List of disruptive organizational processes

    Initial longlist of disruptive tech

    3 Create a Longlist and Assess Shortlist

    The Purpose

    Evaluate the specific value of longlisted technologies to the organization.

    Key Benefits Achieved

    Defined list of the disruptive technologies worth escalating to the proof of concept stage.

    Activities

    3.1 Converge the longlists developed by the team.

    3.2 Narrow the longlist to a shortlist.

    3.3 Assess readiness and value.

    3.4 Perform a SWOT analysis.

    Outputs

    Finalized longlist of disruptive tech

    Shortlist of disruptive tech

    Value-readiness analysis

    SWOT analysis

    Candidate(s) for proof of concept charter

    4 Create an Action Plan

    The Purpose

    Understand how the technologies in question will impact the organization.

    Key Benefits Achieved

    Understanding of the specific effects of the new technology on the business processes it is intended to disrupt.

    Business case for the proof-of-concept project.

    Activities

    4.1 Build a problem canvas.

    4.2 Identify affected business units.

    4.3 Outline and map the business processes likely to be disrupted.

    4.4 Map disrupted business processes.

    4.5 Recognize how the new technology will impact business processes.

    4.6 Make the case.

    Outputs

    Problem canvas

    Map of business processes: current state

    Map of disrupted business processes

    Business case for each technology

    Further reading

    Analyst Perspective

    The key is in anticipation.

    “We all encounter unexpected changes and our responses are often determined by how we perceive and understand those changes. We react according to the unexpected occurrence. Business organizations are no different.

    When a company faces a major technology disruption in its markets – one that could fundamentally change the business or impact its processes and technology – the way its management perceive and understand the disruption influences how they describe and plan for it. In other words, the way management sets the context of a disruption – the way they frame it – shapes the strategy they adopt. Technology leaders can vastly influence business strategy by adopting a proactive approach to understanding disruptive and innovative technologies by simply adopting a process to review and evaluate technology impacts to the company’s lines of business.”

    This is a picture of Troy Cheeseman

    Troy Cheeseman
    Practice Lead, Infrastructure & Operations Research
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • New technology can hit like a meteor. Not only disruptive to IT, technology provides opportunities for organization-wide advantage.
    • Your role is endangered. If you don’t prepare for the most disruptive technologies, you could be overshadowed. Don’t let the chief marketing officer (CMO) set the technological innovation agenda.

    Common Obstacles

    • Predicting the future isn’t easy. Most IT leaders fail to realize how quickly technology increases in capability. Even for the tech savvy, predicting which specific technologies will become disruptive is difficult.
    • Communication is difficult when the sky is falling. Even forward-looking IT leaders struggle with convincing others to devote time and resources to monitoring technologies with a formal process.

    Info-Tech’s Approach

    • Identify, resolve, and evaluate. Use an annual process as described in this blueprint: a formal evaluation of new technology that turns analysis into action.
    • Lead the analysis from IT. Establish a team to carry out the annual process as a cure for the causes of “airline magazine syndrome” and to prevent it from happening in the future.
    • Train your team on the patterns of progress, track technology over time in a central database, and read Info-Tech’s analysis of upcoming technology.
    • Create your KPIs. Establish your success indicators to create measurable value when presenting to your executive.
    • Produce a comprehensive proof-of-concept plan that will allow your company to minimize risk and maximize reward when engaging with new technology.

    Info-Tech Insight

    Proactively monitoring, evaluating, and exploiting disruptive tech isn’t optional.
    This will protect your role, IT’s role, and the future of the organization.

    A diverse working group maximizes the insight brought to bear.
    An IT background is not a prerequisite.

    The best technology is only the best when it brings immediate value.
    Good technology might not be ready; ready technology might not be good.

    Review

    We help IT leaders make the most of disruptive impacts.

    This research is designed for:

    Target Audience: CIO, CTO, Head of Infrastructure

    This research will help you:

    • Develop a process for anticipating, analyzing, and exploiting disruptive technology.
    • Communicate the business case for investing in disruptive technology.
    • Categorize emerging technologies to decide what to do with them.
    • Develop a plan for taking action to exploit the technology that will most affect your organization.

    Problem statement:

    As a CIO, there is a need to move beyond day-to-day technology management with an ever-increasing need to forecast technology impacts. Not just from a technical perspective but to map out the technical understandings aligned to potential business impacts and improvements. Technology transformation and innovation is moving more quickly than ever before and as an innovation champion, the CIO or CTO should have foresight in specific technologies with the understanding of how the company could be disrupted in the near future. Foresight + Current Technology + Business Understanding = Understanding the Business Disruption. This should be a repeatable process, not an exception or reactionary response.

    Insight Summary

    Establish the core working group, select a leader, and select a group of visionaries to help brainstorm emerging technologies.

    The right team matters. A core working group will keep focus through the process and a leader will keep everyone accountable. Visionaries are out-of-the-box thinkers and once they understand how to think like a "futurists," they will drive the longlist and shortlist actions.

    Train the group to think like futurists

    To keep up with exponential technology growth you need to take a multi-threaded approach.

    Brainstorm about creating a better future; begin brainstorming an initial longlist

    Establish the longlist. The longlist helps create a holistic view of most technologies that could impact the business. Assigning values and quadrant scoring will shortlist the options and focus your PoC option.

    Converge everyone’s longlists

    Long to short...that's the short of it. Using SWOT, value readiness, and quadrant mapping review sessions will focus the longlist, creating a shortlist of potential POC candidates to review and consider.

    Evaluate the shortlist

    There is no such thing as a risk-free endeavor. Use a systematic process to ensure that the risks your organization takes have the potential to produce significant rewards.

    Define your PoC list and schedule

    Don’t be afraid to fail! Inevitably, some proof-of-concept projects will not benefit the organization. The projects that are successful will more than cover the costs of the failed projects. Roll out small scale and minimize losses.

    Finalize, present the plan to stakeholders, and repeat!

    Don't forget the C-suite. Effectively communicate and present the working group’s finding with a well-defined and succinct presentation. Start the process again!

    This is a screenshot of the Thought map for Exploit disruptive infrastructure Technology.
    1. Identify
      • Establish the core working group and select a leader; select a group of visionaries
      • Train the group to think like futurists
      • Hold your initial meeting
    2. Resolve
    • Create and winnow a longlist
    • Assess and create the shortlist
  • Evaluate
    • Create process maps
    • Develop proof of concept charter
  • The Key Is in Anticipation!

    Use Info-Tech’s approach for analyzing disruptive technology in your own disruptive tech working group

    Phase 1: Identify Phase 2: Resolve Phase 3: Evaluate

    Phase Steps

    1. Establish the disruptive technology working group
    2. Think like a futurist (Training)
    3. Hold initial meeting or create an agenda for the meeting
    1. Create and winnow a longlist
    2. Assess shortlist
    1. Create process maps
    2. Develop proof of concept charter

    Phase Outcomes

    • Establish a team of subject matter experts that will evaluate new, emerging, and potentially disruptive technologies.
    • Establish a process for including visionaries from outside of the working group who will provide insight and direction.
    • Introduce the core working group members.
    • Gain a better understanding of how technology advances.
    • Brainstorm a list of organizational processes.
    • Brainstorm an initial longlist.
    • Finalized longlist
    • Finalized shortlist
    • Initial analysis of each technology on the shortlist
    • Finalized shortlist
    • Initial analysis of each technology on the shortlist
    • Business process maps before and after disruption
    • Proof of concept charter
    • Key performance indicators
    • Estimation of required resources
    • Executive presentation

    Four key challenges make it essential for you to become a champion for exploiting disruptive technology

    1. New technology can hit like a meteor. It doesn’t only disrupt IT; technology provides opportunities for organization-wide advantage.
    2. Your role is endangered. If you don’t prepare for the most disruptive technologies, you could be overshadowed. Don’t let the CMO rule technological innovation.
    3. Predicting the future isn’t easy. Most IT leaders fail to realize how quickly technology increases in capability. Even for the tech savvy, predicting which specific technologies will become disruptive is difficult.
    4. Communication is difficult when the sky is falling. Even forward-looking IT leaders struggle with convincing others to devote time and resources to monitoring emerging technologies with a formal process.

    “Look, you have never had this amount of opportunity for innovation. Don’t forget to capitalize on it. If you do not capitalize on it, you will go the way of the dinosaur.”
    – Dave Evans, Co-Founder and CTO, Stringify

    Technology can hit like a meteor

    “ By 2025:

    • 38.6 billion smart devices will be collecting, analyzing, and sharing data.
    • The web hosting services market is to reach $77.8 billion in 2025.
    • 70% of all tech spending is expected to go for cloud solutions.
    • There are 1.35 million tech startups.
    • Global AI market is expected to reach $89.8 billion.”

    – Nick Gabov

    IT Disruption

    Technology disrupts IT by:

    • Affecting the infrastructure and applications that IT needs to use internally.
    • Affecting the technology of end users that IT needs to support and deploy, especially for technologies with a consumer focus.
    • Allowing IT to run more efficiently and to increase the efficiency of other business units.
    • Example: The rise of the smartphone required many organizations to rethink endpoint devices.

    Business Disruption

    Technology disrupts the business by:

    • Affecting the viability of the business.
    • Affecting the business’ standing in relation to competitors that better deal with disruptive technology.
    • Affecting efficiency and business strategy. IT should have a role in technology-related business decisions.
    • Example: BlackBerry failed to anticipate the rise of the apps ecosystem. The company struggled as it was unable to react with competitive products.

    Senior IT leaders are expected to predict disruptions to IT and the business, while tending to today’s needs

    You are expected to be both a firefighter and a forecaster

    • Anticipating upcoming disruptions is part of your job, and you will be blamed if you fail to anticipate future business disruptions because you are focusing on the present.
    • However, keeping IT running smoothly is also part of your job, and you will be blamed if today’s IT environment breaks down because you are focusing on the future.

    You’re caught between the present and the future

    • You don’t have a process that anticipates future disruptions but runs alongside and integrates with operations in the present.
    • You can’t do it alone. Tending to both the present and the future will require a team that can help you keep the process running.

    Info-Tech Insight

    Be prepared when disruptions start coming down, even though it isn’t easy. Use this research to reduce the effort to a simple process that can be performed alongside everyday firefighting.

    Make disruptive tech analysis and exploitation part of your innovation agenda

    A scatter plot graph is depicted, plotting IT Innovative Leadership (X axis), and Satisfaction with IT(Y axis). IT innovative leadership explains 75% of variation in satisfaction with IT

    Organizations without high satisfaction with IT innovation leadership are only 20% likely to be highly satisfied with IT

    “You rarely see a real-world correlation of .86!”
    – Mike Battista, Staff Scientist, Cambridge Brain Sciences, PhD in Measurement

    There is a clear relationship between satisfaction with IT and the IT department’s innovation leadership.

    Prevent “airline magazine syndrome” by proactively analyzing disruptive technologies

    “The last thing the CIO needs is an executive saying ‘I don’t what it is or what it does…but I want two of them!”
    – Tim Lalonde

    Airline magazine syndrome happens to IT leaders caught between the business and IT. It usually occurs in this manner:

    1. While on a flight, a senior executive reads about an emerging technology that has exciting implications for the business in an airline magazine.
    2. The executive returns and approaches IT, demanding that action be taken to address the disruptive technology – and that it should have been (ideally) completed already.

    Without a Disruptive Technology Exploitation Plan:

    “I don’t know”

    With a Disruptive Technology Exploitation Plan:

    “Here in IT, we have already considered that technology and decided it was overhyped. Let me show you our analysis and invite you to join our working group.”

    OR

    “We have already considered that technology and have started testing it. Let me show you our testing lab and invite you to join our working group.”

    Info-Tech Insight

    Airline magazine syndrome is a symptom of a wider problem: poor CEO-CIO alignment. Solve this problem with improved communication and documentation. Info-Tech’s disruptive tech iterative process will make airline magazine syndrome a thing of the past!

    IT leaders who do not keep up with disruptive technology will find their roles diminished

    “Today’s CIO dominion is in a decaying orbit with CIOs in existential threat mode.”
    – Ken Magee

    Protect your role within IT

    • IT is threatened by disruptive technology:
      • Trends like cloud services, increased automation, and consumerization reduce the need for IT to be involved in every aspect of deploying and using technology.
      • In the long term, machines will replace even intellectually demanding IT jobs, such as infrastructure admin and high-level planning.
    • Protect your role in IT by:
      • Anticipating new technology that will disrupt the IT department and your place within it.
      • Defining new IT roles and responsibilities that accurately reflect the reality of technology today.
      • Having a process for the above that does not diminish your ability to keep up with everyday operations that remain a priority today.

    Protect your role against other departments

    • Your role in the business is threatened by disruptive technology:
      • The trends that make IT less involved with technology allow other executives – such as the CMO – to make IT investments.
      • As the CMO gains the power and data necessary to embrace new trends, the CIO and IT managers have less pull.
    • Protect your role in the business by:
      • Being the individual to consult about new technology. It isn’t just a power play; IT leaders should be the ones who know technology thoroughly.
      • Becoming an indispensable part of the entire business’ innovation strategy through proposing and executing a process for exploiting disruptive technology.

    IT leaders who do keep up have an opportunity to solidify their roles as experts and aggregators

    “The IT department plays a critical role in [innovation]. What they can do is identify a technology that potentially might introduce improvements to the organization, whether it be through efficiency, or through additional services to constituents.”
    – Michael Maguire, Management Consultant

    The contemporary CIO is a conductor, ensuring that IT works in harmony with the rest of the business.

    The new CIO is a conductor, not a musician. The CIO is taking on the role of a business engineer, working with other executives to enable business innovation.

    The new CIO is an expert and an aggregator. Conductor CIOs increasingly need to keep up on the latest technologies. They will rely on experts in each area and provide strategic synthesis to decide if, and how, developments are relevant in order to tune their IT infrastructure.

    The pace of technological advances makes progress difficult to predict

    “An analysis of the history of technology shows that technological change is exponential, contrary to the common-sense ‘intuitive linear’ view. So we won’t experience 100 years of progress in the 21st century – it will be more like 20,000 years of progress (at today’s rate).”
    – Ray Kurzweil

    Technology advances exponentially. Rather than improving by the same amount of capability each year, it multiplies in capability each year.

    Think like a futurist to anticipate technology before it goes mainstream.

    Exponential growth happens much faster than linear growth, especially when it hits the knee of the curve. Even those who acknowledge exponential growth underestimate how capabilities can improve.

    To predict new advances, turn innovation into a process

    “We spend 70 percent of our time on core search and ads. We spend 20 percent on adjacent businesses, ones related to the core businesses in some interesting way. Examples of that would be Google News, Google Earth, and Google Local. And then 10 percent of our time should be on things that are truly new.”
    – Eric Schmidt, Google

    • Don’t get caught in the trap of refining your core processes to the exclusion of innovation. You should always be looking for new processes to improve, new technology to pilot, and where possible, new businesses to get into.
    • Devote about 10% of your time and resources to exploring new technology: the potential rewards are huge.

    You and your team need to analyze technology every year to predict where it’s going.

    A bar graph is shown which depicts the proportion of technology use from 2018-2022. the included devices are: Tablets; PCs; TVs; Non-smartphones; Smartphones; M2M
    • Foundational technologies, such as computing power, storage, and networks, are improving exponentially.
    • Disruptive technologies are specific manifestations of foundational advancements. Advancements of greater magnitude give rise to more manifestations; therefore, there will be more disruptive technologies every year.
    • There is a lot of noise to cut through. Remember Google Glasses? As technology becomes ubiquitous and consumerization reigns, everybody is a technology expert. How do you decide which technologies to focus on?

    Protect IT and the business from disruption by implementing a simple, repeatable disruptive technology exploitation process

    “One of the most consistent patterns in business is the failure of leading companies to stay at the top of their industries when technologies or markets change […] Managers must beware of ignoring new technologies that can’t initially meet the needs of their mainstream customers.”
    – Joseph L. Bower and Clayton M. Christensen

    Challenge

    Solution

    New technology can hit like a meteor, but it doesn’t have to leave a crater:

    Use the annual process described in this blueprint to create a formal evaluation of new technology that turns analysis into action.

    Predicting the future isn’t easy, but it can be done:

    Lead the analysis from the office of the CIO. Establish a team to carry out the annual process as a cure for airline magazine syndrome.

    Your role is endangered, but you can survive:

    Train your team on the patterns of progress, track technology over time in a central database, and read Info-Tech’s analysis of upcoming technology.

    Communication is difficult when the sky is falling, so have a simple way to get the message across:

    Track metrics that communicate your progress, and summarize the results in a single, easy-to-read exploitation plan.

    Info-Tech Insight

    Use Info-Tech’s tools and templates, along with this storyboard, to walk you through creating and executing an exploitation process in six steps.

    Create measurable value by using Info-Tech’s process for evaluating the disruptive potential of technology

    This image contains a bar graph with the following Title: Which are the primary benefits you've either realized or expect to realize by deploying hyperconverged infrastructure in the near term.

    No business process is perfect.

    • Use Info-Tech’s Proof of Concept Template to create a disruptive technology proof of concept implementation plan.
    • Harness your company’s internal wisdom to systematically vet new technology. Engage only in calculated risk and maximize potential benefit.

    Info-Tech Insight

    Inevitably, some proof of concept projects will not benefit the organization. The projects that are successful will more than cover the costs of the failed projects. Roll out small scale and minimize losses.

    Establish your key performance indicators (KPIs)

    Key performance indicators allow for rigorous analysis, which generates insight into utilization by platform and consumption by business activity.

    • Brainstorm metrics that indicate when process improvement is actually taking place.
    • Have members of the group pitch KPIs; the facilitator should record each suggestion on a whiteboard.
    • Make sure to have everyone justify the inclusion of each metric: how does it relate to the improvement that the proof of concept project is intended to drive? How does it relate to the overall goals of the business?
    • Include a list of KPIs, along with a description and a target (ensuring that it aligns with SMART metrics).
    Key Performance Indicator Description Target Result

    Number of Longlist technologies

    Establish a range of Longlist technologies to evaluate 10-15
    Number of Shortlist technologies Establish a range of Shortlist technologies to evaluate 5-10
    number of "look to the past" likes/dislikes Minimum number of testing characteristics 6
    Number of POCs Total number of POCs Approved 3-5

    Communicate your plan with the Disruptive Technology Exploitation Plan Template

    Use the Disruptive Technology Exploitation Plan Template to summarize everything that the group does. Update the report continuously and use it to show others what is happening in the world of disruptive technology.

    Section Title Description
    1 Rationale and Summary of Exploitation Plan A summary of the current efforts that exist for exploring disruptive technology. A summary of the process for exploiting disruptive technology, the resources required, the team members, meeting schedules, and executive approval.
    2 Longlist of Potentially Disruptive Technologies A summary of the longlist of identified disruptive technologies that could affect the organization, shortened to six or less that have the largest potential impact based on Info-Tech’s Disruptive Technology Shortlisting Tool.
    3 Analysis of Shortlist Individually analyze each technology placed on the shortlist using Info-Tech’s Disruptive Technology Value-Readiness and SWOT Analysis Tool.
    4 Proof of Concept Plan Use the results from Section 3 to establish a plan for moving forward with the technologies on the shortlist. Determine the tasks required to implement the technologies and decide who will complete them and when.
    5 Hand-off Pass the project along to identified stakeholders with significant interest in its success. Continue to track metrics and prepare to repeat the disruptive technology exploitation process annually.

    Whether you need a process for exploiting disruptive technology, or an analysis of current trends, Info-Tech can help

    Two sets of research make up Info-Tech’s disruptive technology coverage:

    This image contains four screenshots from each of the following Info-Tech Blueprints: Exploit disruptive Infrastructure Technology; Infrastructure & operations priorities 2022

    This storyboard, and the associated tools and templates, will walk you through creating a disruptive technology working group of your own.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key deliverable:

    Disruptive Technology Exploitation Plan Template

    The Disruptive Technology Exploitation Plan Template acts as an implementation plan for developing a long-term strategy for monitoring and implementing disruptive technologies.

    Proof of Concept Template

    The Proof of Concept Template will guide you through the creation of a minimum-viable proof-of-concept project.

    Executive Presentation

    The Disruptive Technology Executive Presentation Template will assist you to present an overview of the disruptive technology process, outlining the value to your company.

    Disruptive Technology Value Readiness & SWOT Analysis Tool

    The Disruptive Technology Value Readiness & SWOT Analysis Tool will assist you to systematize notional evaluations of the value and readiness of potential disruptive technologies.

    Disruptive Technology Research Database Tool

    The Disruptive Technology Research Database Tool will help you to keep track of the independent research that is conducted by members of the disruptive technology exploitation working group.

    Disruptive Technology Shortlisting Tool

    The Disruptive Technology Shortlisting Tool will help you to codify the results of the disruptive technology working group's longlist winnowing process.

    Disruptive Technology Look to the Past Tool

    The Disruptive Technology Look to the Past Tool will assist you to collect reasonability test notes when evaluating potential disruptive technologies.

    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

    Call #1: Explore the need for a disruptive technology working group.

    Call #3: Review the agenda for the initial meeting.

    Call #5: Review how you’re brainstorming and your sources of information.

    Call #7: Review the final shortlist and assessment.

    Call #9: Review the progress of your team.

    Call #2: Review the team name, participants, and timeline.

    Call #4: Assess the results of the initial meeting.

    Call #6: Review the final longlist and begin narrowing it down.

    Call #8: Review the next steps.

    Call #10: Review the communication plan.

    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

    Pre-Work Day 1 Day 2 Day 3 Day 4
    Establish the Disruptive Tech Process Hold Your Initial Meeting Create a Longlist and Assess Shortlist Create Process Maps Develop a Proof of Concept Charter

    Activities

    1.1.a Get executives and stakeholders on board.

    1.1.b Review the process of analyzing disruptive tech.

    1.1.c Select members for the working group.

    1.1.d Choose a schedule and time commitment.

    1.1.e Select a group of visionaries.

    1.2.a Start the meeting with introductions.

    1.2.b Train the group to think like futurists.

    1.2.c Brainstorm about disruptable processes.

    1.2.d Brainstorm a longlist.

    1.2.e Research and brainstorm separate longlists.

    2.1.a Converge the longlists developed by the team.

    2.2.b Narrow the longlist to a shortlist.

    2.2.c Assess readiness and value.

    2.2.d Perform a SWOT analysis.

    3.1.a Build a problem canvas.

    3.1.b Identify affected business units.

    3.1.c Outline and map the business processes likely to be disrupted.

    3.1.d Map disrupted business processes.

    3.1.e Recognize how the new technology will impact business processes.

    3.1.f Make the case.

    3.2.a Develop key performance indicators (KPIs).

    3.2.b Identify key success factors.

    3.2.c Outline project scope.

    3.2.d Identify responsible team.

    3.2.e Complete resource estimation.

    Deliverables

    1. Initialized Disruptive Tech Exploitation Plan
    1. List of Disruptable Organizational Processes
    2. Initial Longlist of Disruptive Tech
    1. Finalized Longlist of Disruptive Tech
    2. Shortlist of Disruptive Tech
    3. Value-Readiness Analysis
    4. SWOT Analysis
    5. Candidate(s) for Proof of Concept Charter
    1. Problem Canvas
    2. Map of Business Processes: Current State
    3. Map of Disrupted Business Processes
    4. Business Case for Each Technology
    1. Completed Proof of Concept Charter

    Exploit Disruptive Infrastructure Technology

    Disrupt or be disrupted.

    Identify

    Create your working group.

    PHASE 1

    Use Info-Tech’s approach for analyzing disruptive technology in your own disruptive tech working group

    1. Identify
      1. Establish the core working group and select a leader; select a group of visionaries
      2. Train the group to think like futurists
      3. Hold your initial meeting
    2. Resolve
      1. Create and winnow a longlist
      2. Assess and create the shortlist
    3. Evaluate
      1. Create process maps
      2. Develop proof of concept charter

    The Key Is in Anticipation!

    Phase 1: Identify

    Create your working group.

    Activities:

    Step 1.1: Establish the core working group and select a leader; select a group of visionaries
    Step 1.2: Train the group to think like futurists
    Step 1.3: Hold the initial meeting

    This step involves the following participants:

    IT Infrastructure Manager

    CIO or CTO

    Potential members and visionaries of the working group

    Outcomes of this step:

    • Establish a team of subject matter experts that will evaluate new, emerging, and potentially disruptive technologies.
    • Establish a process for including visionaries from outside of the working group who will provide insight and direction.
    • Introduce the core working group members.
    • Gain a better understanding of how technology advances.
    • Brainstorm a list of organizational processes.
    • Brainstorm an initial longlist.

    Step 1.1

    Establish the core working group and select a leader; select a group of visionaries.

    Activities:

    • Articulate the long- and short-term benefits and costs to the entire organization
    • Gain support by articulating the long- and short-term benefits and costs to the IT department
    • Gain commitment from key stakeholders and executives
    • Help stakeholders understand what goes into formally exploiting disruptive tech by reviewing this process
    • Establish the core working group and select a leader
    • Create a schedule with a time commitment appropriate to your organization’s size; it doesn’t need to take long
    • Select a group of visionaries external to IT to help the working group brainstorm disruptive technologies

    This step involves the following participants:

    • IT Infrastructure Manager
    • CIO or CTO
    • Potential members and visionaries of the working group

    Outcomes of this step

    • Establish a team of subject matter experts that will evaluate new, emerging, and potentially disruptive technologies.
    • Establish a process for including visionaries from outside of the working group that will provide insight and direction.

    1.1.A Articulate the long- and short-term benefits and costs to the entire organization

    A cost/benefit analysis will give stakeholders a picture of how disruptive technology could affect the business. Use the chart as a starting point and customize it based on your organization.

    Disruptive Technology Affects the Organization

    Benefits Costs

    Short Term

    • First-mover advantage from implementing new technology in the business before competitors – and before start-ups.
    • Better brand image as an organization focused on innovation.
    • Increased overall employee satisfaction by implementing new technology that increases employee capabilities or lowers effort.
    • Possibility of increased IT budget for integrating new technology.
    • Potential for employees to reject wide-scale use of unfamiliar technology.
    • Potential for technology to fail in the organization if it is not sufficiently tested.
    • Executive time required for making decisions about technology recommended by the team.

    Long Term

    • Increased internal business efficiencies from the integration of new technology (e.g. energy efficiency, fewer employees needed due to automation).
    • Better services or products for customers, resulting in increased long-term revenue.
    • Lowered costs of services or products and potential to grow market share.
    • Continued relevance of established organizations in a world changed by disruptive technologies.
    • Technology may not reach the capabilities initially expected, requiring waiting for increased value or readiness.
    • Potential for customers to reject new products resulting from technology.
    • Lack of focus on current core capabilities if technology is massively disruptive.

    1.1.B Gain support by articulating the long- and short-term benefits and costs to the IT department

    A cost/benefit analysis will give stakeholders a picture of how disruptive technology could affect the business. Use the chart as a starting point and customize it based on your organization.

    Disruptive Technology Affects IT

    BenefitsCosts

    Short Term

    • Perception of IT as a core component of business practices.
    • Increase IT’s capabilities to better serve employees (e.g. faster network speeds, better uptime, and storage and compute capacity that meet demands).
    • Cost for acquiring or implementing new technology and updating infrastructure to integrate with it.
    • Cost for training IT staff and end users on new IT technology and processes.
    • Minor costs for initial setup of disruptive technology exploitation process and time taken by members.

    Long Term

    • More efficient and powerful IT infrastructure that capitalizes on emerging trends at the right time.
    • Lower help desk load due to self-service and automation technology.
    • Increased satisfaction with IT due to implementation of improved enterprise technology and visible IT influence on improvements.
    • Increased end-user satisfaction with IT due to understanding and support of consumer technology that affects their lives.
    • New technology may result in lower need for specific IT roles. Cultural disruptions due to changing role of IT.
    • Perception of failure if technology is tested and never implemented.
    • Expectation that IT will continue to implement the newest technology available, even when it has been dismissed as not having value.

    1.1.C Gain commitment from key stakeholders and executives

    Gaining approval from executives and key stakeholders is the final obstacle. Ensure that you cover the following items to have the best chance for project approval.

    • Use a sample deck similar to this section for gaining buy-in, ensuring that you add/remove information to make it specific to your organization. Cover this section, including:
      • Who: Who will lead the team and who will be on it (working group)?
      • What: What resources will be required by the team (costs)?
      • Where/When: How often and where will the team meet (meeting schedule)?
      • Why: Why is there a need to exploit disruptive technology (benefits and examples)?
      • How: How is the team going to exploit disruptive technology (the process)?
    • Go through this blueprint prior to presenting the plan to stakeholders so that you have a strong understanding of the details behind each process and tool.
    • Frame the first iteration of the cycle as a pilot program. Use the completed results of the pilot to establish exploiting disruptive technology as a necessary company initiative.

    Insert the resources required by the disruptive tech exploitation team into Section 1.5 of the Disruptive Technology Exploitation Plan Template. Have executives sign-off on the project in Section 1.6.

    Disruption has undermined some of the most successful tech companies

    “The IT department plays a critical role in [innovation]. What they can do is identify a technology that potentially might introduce improvements to the organization, whether it be through efficiency or through additional services to constituents.”
    - Michael Maguire, Management Consultant

    VoIP’s transformative effects

    Disruptive technology:
    Voice over Internet Protocol (VoIP) is a modern means of making phone calls through the internet by sending voice packets using data, as opposed to the traditional circuit transmissions of the PSTN.

    Who won:
    Organizations that realized the cost savings that VoIP provided for businesses with a steady internet connection saved as much as 60% on telephony expenses. Even in the early stages, with a few more limitations, organizations were able to save a significant amount of money and the technology has continued to improve.

    Who lost?
    Telecom-related companies that failed to realize VoIP was a potential threat to their market, and organizations that lacked the ability to explore and implement the disruptive technology early.

    Digital photography — the new norm

    Disruptive technology:
    Digital photography refers to the storing of photographs in a digital format, as opposed to traditional photography, which exposes light to sensitive photographic film.

    Who won:
    Photography companies and new players that exploited the evolution of data storage and applied it to photography succeeded. Those that were able to balance providing traditional photography and exploiting and introducing digital photography, such as Nikon, left competitors behind. Smartphone manufacturers also benefited by integrating digital cameras.

    Who lost?
    Photography companies, such as Kodak, that failed to respond to the digital revolution found themselves outcompeted and insolvent.

    1.1.D Help stakeholders understand what goes into formally exploiting disruptive tech by reviewing this process

    There are five steps to formally exploiting disruptive technology, each with its own individual outputs and tools to take analysis to the next level.

    Step 1.2:
    Hold Initial Meeting

    Output:

    • Initial list of disruptable processes;
    • Initial longlist

    Step 2.1:

    Brainstorm Longlist

    Output:

    • Finalized longlist;
    • Shortlist

    Step 2.2:

    Assess Shortlist

    Output:

    • Final shortlist;
    • SWOT analysis;
    • Tech categorization

    Step 3.1:
    Create Process Maps

    Output:

    • Completed process maps

    Step 3.2:
    Develop a proof of concept charter

    Output:

    • Proof-of-concept template with KPIs

    Info-Tech Insight

    Before going to stakeholders, complete the entire blueprint to better understand the tools and outputs of the process.

    1.1.E Establish the core working group and select a leader

    • Selecting your core membership for the working group is a critical step to the group’s success. Ensure that you satisfy the following criteria:
      • This is a team of subject matter experts. They will be overseeing the learning and piloting of disruptive technologies. Their input will also be valuable for senior executives and for implementing these technologies.
      • Choose members that can take time away from firefighting tasks to dedicate time to meetings.
      • It may be necessary to reach outside of the organization now or in the future for expertise on certain technologies. Use Info-Tech as a source of information.
    Organization Size Working Group Size
    Small 02-Jan
    Medium 05-Mar
    Large 10-May
    • Once the team is established, you must decide who will lead the group. Ensure that you satisfy the following criteria:
      • A leader should be credible, creative, and savvy in both technology and business.
      • The leader should facilitate, acting as both an expert and an aggregator of the information gathered by the team.

    Choose a compelling name

    The working group needs a name. Be sure to select one with a positive connotation within your organization.

    Section 1.3 of the Disruptive Technology Exploitation Plan Template

    1.1.F Create a schedule with a time commitment appropriate to your organization’s size; it doesn’t need to take long

    Time the disruptive technology working group’s meetings to coincide and integrate with your organization’s strategic planning — at least annually.

    Size Meeting Frequency Time per Meeting Example Meeting Activities
    Small Annually One day A one-day meeting to run through phase 2 of the project (SWOT analysis and shortlist analysis).
    Medium Two days A two-day meeting to run through the project. The additional meeting involves phase 3 of this deck, developing a proof-of-concept plan.
    Large Two+ days Two meetings, each two days. Two days to create and winnow the longlist (phase 2), and two further days to develop a proof of concept plan.

    “Regardless of size, it’s incumbent upon every organization to have some familiarity of what’s happening over the next few years, [and to try] to anticipate what some of those trends may be. […] These trends are going to accelerate IT’s importance in terms of driving business strategy.”
    – Vern Brownell, CEO, D-Wave

    Section 1.4 of the Disruptive Technology Exploitation Plan Template

    1.1.G Select a group of visionaries external to IT to help the working group brainstorm disruptive technologies

    Selecting advisors for your group is an ongoing step, and the roster can change.

    Ensure that you satisfy the following criteria:

    • Look beyond IT to select a team representing several business units.
    • Check for self-professed “geeks” and fans of science fiction that may be happy to join.
    • Membership can be a reward for good performance.

    This group does not have to meet as regularly as the core working group. Input from external advisors can occur between meetings. You can also include them on every second or third iteration of the entire process.

    However, the more input you can get into the group, the more innovative it can become.

    “It is … important to develop design fictions based on engagement with directly or indirectly implicated publics and not to be designed by experts alone.”
    – Emmanuel Tsekleves, Senior Lecturer in Design Interactions, University of Lancaster

    Section 1.3 of the Disruptive Technology Exploitation Plan Template

    The following case study illustrates the innovative potential that is created when you include a diverse group of people

    INDUSTRY - Chip Manufacturing
    SOURCE - Clayton Christensen, Intel

    To achieve insight, you need to collaborate with people from outside of your department.

    Challenge

    • Headquartered in California, through the 1990s, Intel was the largest microprocessor chip manufacturer in the world, with revenue of $25 billion in 1997.
    • All was not perfect, however. Intel faced a challenge from Cyrix, a manufacturer of low-end chips. In 18 months, Cyrix’s share of the low-margin entry-level chip manufacturing business mushroomed from 10% to 70%.

    Solution

    • Troubled by the potential for significant disruption of the microprocessor market, Intel brought in external consultants to hold workshops to educate managers about disruptive innovation.
    • Managers would break into groups and discuss ways Intel could facilitate the disruption of its competitors. In one year, Intel hosted 18 workshops, and 2,000 managers went through the process.

    Results

    • Intel launched the Celeron chip to serve the lower end of the PC market and win market share back from Cyrix (which no longer exists as an independent company) and other competitors like AMD.
    • Within one year, Intel had captured 35% of the market.

    “[The models presented in the workshops] gave us a common language and a common way to frame the problem so that we could reach a consensus around a counterintuitive course of action.” – Andy Grove, then-CEO, Intel Corporation

    Phase 1: Identify

    Create your working group.

    Activities:

    Step 1.1: Establish the core working group and select a leader; select a group of visionaries
    Step 1.2: Train the group to think like futurists
    Step 1.3: Hold the initial meeting

    This step involves the following participants:

    • IT Infrastructure Manager
    • CIO or CTO
    • Potential members and visionaries of the working group

    Outcomes of this phase:

    • Establish a team of subject matter experts that will evaluate new, emerging, and potentially disruptive technologies.
    • Establish a process for including visionaries from outside of the working group who will provide insight and direction.
    • Introduce the core working group members.
    • Gain a better understanding of how technology advances.
    • Brainstorm a list of organizational processes.
    • Brainstorm an initial longlist.

    Step 1.2

    Train the group to think like futurists

    Activities:

    1. Look to the past to predict the future:
      • Step 1: Review the technology opportunities you missed
      • Step 2: Review and record what you liked about the tech
      • Step 3: Review and record your dislikes
      • Step 4: Record and test the reasonability
    2. Crash course on futurology principles
    3. Peek into the future

    This step involves the following participants:

    • IT Infrastructure Manager
    • CIO or CTO
    • Core working group members
    • Visionaries

    Outcomes of this step

    • Team members thinking like futurists
    • Better understanding of how technology advances
    • List of past examples and characteristics

    Info-Tech Insight

    Business buy-in is essential. Manage your business partners by providing a summary of the EDIT methodology and process. Validate the process value, which will allow you create a team of IT and business representatives.

    1.2 Train the group to think like futurists

    1 hour

    Ensure the team understands how technology advances and how they can identify patterns in upcoming technologies.

    1. Lead the group through a brainstorming session.
    2. Follow the next phases and steps.
    3. This session should be led by someone who can facilitate a thought-provoking discussion.
    4. This training deck finishes with a video.

    Input

    • Facilitated creativity
    • Training deck [following slides]

    Output

    • Inspiration
    • Anonymous ideas

    Materials

    • Futurist training “steps”
    • Pen and paper

    Participants

    • Core working group
    • Visionaries
    • Facilitator

    1.2.A Look to the past to predict the future

    30 minutes

    Step 1

    Step 2 Step 3 Step 4

    Review what you missed.

    What did you like?

    What did you dislike?

    Test the reasonability.

    Think about a time you missed a technical disruptive opportunity.

    Start with a list of technologies that changed your business and processes.

    Consider those specifically you could have identified with a repeatable process.

    What were the most impactful points about the technology?

    Define a list of “characteristics” you liked.

    Create a shortlist of items.

    Itemize the impact to process, people, and technology.

    Why did you pass on the tech?

    Define a list of “characteristics” you did not like.

    Create a shortlist of items.

    Itemize the impact to process, people, and technology.

    Avoid the “arm chair quarterback” view.

    Refer to the six positive and negative points.

    Check against your data points at the end of each phase.

    Record the list of missed opportunities

    Record 6 characteristics

    Record 6 characteristics

    Completed “Think like a Futurists” tool

    Use the Disruptive Technology Research Look to the Past Tool to record your output.

    Input

    • Facilitated creativity
    • Speaker’s notes

    Output

    • Inspiration
    • Anonymous ideas
    • Recorded missed opportunities
    • Recorded positive points
    • Recorded dislikes
    • Reasonability test list

    Materials

    • Futurist training “steps”
    • Pen and paper
    • “Look to the Past” tool

    Participants

    • Core working group
    • Visionaries
    • Facilitator

    Understand how the difference between linear and exponential growth will completely transform many organizations in the next decade

    “The last ten years have seen exponential growth in research on disruptive technologies and their impact on industries, supply chains, resources, training, education and employment markets … The debate is still open on who will be the winners and losers of future industries, but what is certain is that change has picked up pace and we are now in a new technology revolution whose impact is potentially greater than the industrial revolution.”
    – Gary L. Evans

    Exponential advancement will ensure that life in the next decade will be very different from life today.

    • Linear growth happens one step at a time.
    • The difference between linear and exponential is hard to notice, at first.
    • We are now at the knee of the curve.

    What about email?

    • Consider the amount of email you get daily
    • Double it
    • Triple it

    Exponential growth happens much faster than linear growth, especially when it hits the knee of the curve. Technology grows exponentially, and we are approaching the knee of the curve.

    This graph is adapted from research by Ray Kurzweil.

    Growth: Linear vs. Exponential

    This image contains a graph demonstrating examples of exponential and linear trends.

    1.2.B Crash course on futurology principles

    1 hour

    “An analysis of the history of technology shows that technological change is exponential, contrary to the common-sense ‘intuitive linear’ view. So we won’t experience 100 years of progress in the 21st century — it will be more like 20,000 years of progress (at today’s rate).”
    - Ray Kurzweil

    Review the differences between exponential and linear growth

    The pace of technological advances makes progress difficult to predict.

    Technology advances exponentially. Rather than improving by the same amount of capability each year, it multiplies in capability each year.

    Think like a futurist to anticipate technology before it goes mainstream.

    Exponential growth happens much faster than linear growth, especially when it hits the knee of the curve. Even those who acknowledge exponential growth underestimate how capabilities can improve.

    The following case study illustrates the rise of social media providers

    “There are 7.7 billion people in the world, with at least 3.5 billion of us online. This means social media platforms are used by one in three people in the world and more than two-thirds of all internet users.”
    – Esteban Ortiz-Ospina

    This graph depicts the trend of the number of people using social media platforms between 2005 and 2019

    The following case study illustrates the rapid growth of Machine to Machine (M2M) connections

    A bar graph is shown which depicts the proportion of technology use from 2018-2022. the included devices are: Tablets; PCs; TVs; Non-smartphones; Smartphones; M2M

    Ray Kurzweil’s Law of Accelerating Returns

    “Ray Kurzweil has been described as ‘the restless genius’ by The Wall Street Journal, and ‘the ultimate thinking machine’ by Forbes. He was ranked #8 among entrepreneurs in the United States by Inc Magazine, calling him the ‘rightful heir to Thomas Edison,’ and PBS included Ray as one of 16 ‘revolutionaries who made America,’ along with other inventors of the past two centuries.”
    Source: KurzweilAI.net

    Growth is linear?

    “Information technology is growing exponentially. That’s really my main thesis, and our intuition about the future is not exponential, it’s really linear. People think things will go at the current pace …1, 2, 3, 4, 5, and 30 steps later, you’re at 30.”

    Better IT strategy enables future business innovation

    “The reality of information technology like computers, like biological technologies now, is it goes exponentially … 2, 4, 8, 16. At step 30, you’re at a billion, and this is not an idle speculation about the future.” [emphasis added]

    “When I was a student at MIT, we all shared a computer that cost tens of millions of dollars. This computer [pulling his smartphone out of his pocket] is a million times cheaper, a thousand times more powerful — that’s a billion-fold increase in MIPS per dollar, bits per dollar… and we’ll do it again in 25 years.”
    Source: “IT growth and global change: A conversation with Ray Kurzweil,” McKinsey & Company

    1.2.C Peak into the future

    1 hour

    Leverage industry roundtables and trend reports to understand the art of the possible

    • Uncover important business and industry trends that can inform possibilities for technology disruption.
    • Market research is critical in identifying factors external to your organization and identifying technology innovation that will provide a competitive edge. It’s important to evaluate the impact each trend or opportunity will have in your organization and market.

    Visit Info-Tech’s Trends & Priorities Research Center

    Visit Info-Tech’s Industry Coverage Research to get started.

    Phase 1: Identify

    Create your working group

    Activities:

    Step 1.1: Establish the core working group and select a leader; select a group of visionaries
    Step 1.2: Train the group to think like futurists
    Step 1.3: Hold the initial meeting

    This step involves the following participants:

    • IT Infrastructure Manager
    • CIO or CTO
    • Potential members and visionaries of the working group

    Outcomes of this phase:

    • Establish a team of subject matter experts that will evaluate new, emerging, and potentially disruptive technologies.
    • Establish a process for including visionaries from outside of the working group who will provide insight and direction.
    • Introduce the core working group members.
    • Gain a better understanding of how technology advances.
    • Brainstorm a list of organizational processes.
    • Brainstorm an initial longlist.

    Info-Tech Insight

    Establish the longlist. The longlist help create a holistic view of most technologies that could impact the business. Assigning values and quadrant scoring will shortlist the options and focus your PoC option.

    Step 1.3

    Hold the initial meeting

    Activities:

    1. Create an agenda for the meeting
    2. Start the kick-off meeting with introductions and a recap
    3. Brainstorm about creating a better future
    4. Begin brainstorming an initial longlist
    5. Have team members develop separate longlists for their next meeting

    This step involves the following participants:

    • IT Infrastructure Manager
    • CIO or CTO
    • Core working group members
    • Visionaries

    Outcomes of this step

    • Introduce the core working group members
    • Gain a better understanding of how technology advances
    • Brainstorm a list of organizational processes
    • Brainstorm an initial longlist

    1.3.A Create an agenda for the meeting

    1 hour

    Kick-off this cycle of the disruptive technology process by welcoming your visionaries and introducing your core working group.

    The purpose of the initial meeting is to brainstorm where new technology will be the most disruptive within the organization. You’ll develop two longlists: one of business processes and one of disruptive technology. These longlists are in addition to the independent research your core working group will perform before Phase 2.

    • Find an outgoing facilitator. Sitting back will let you focus more on ideating, and an engaging presenter will help bring out ideas from your visionaries.
    • The training deck (see step 1.2c) includes presenting a video. We’ve included some of our top choices for you to choose from.
      • Feel free to find your own video or bring in a keynote speaker.
      • The object of the video is to get the group thinking about the future.
      • Customize the training deck as needed.
    • If a cycle has been completed, present your findings and all of the group’s completed deliverables in the first section.
    • This session is the only time you have with your visionaries. Get their ideas on what technologies will be disruptive to start forming a longlist.

    Info-Tech Insight

    The disruptive tech team is prestigious. If your organization is large enough or has the resources, consider having this meeting in an offsite location. This will drive excitement to join the working group if the opportunity arises and incentivize good work.

    Meeting Agenda (Sample)

    Time

    Activity

    8:00am-8:30am Introductions and previous meeting recap
    8:30am-9:30am Training deck
    9:30 AM-10:00am Brainstorming
    10:00am-10:15am Break
    10:15am-10:45am Develop good research techniques
    10:45am-12:00pm Begin compiling your longlist

    Info-Tech Insight

    The disruptive tech team is prestigious. If your organization is large enough or has the resources, consider having this meeting in an offsite location. This will drive excitement to join the working group if the opportunity arises and incentivize good work.

    1.3.B Start the kick-off meeting with introductions and a summary of what work has been done so far

    30 minutes

    1. Start the meeting off with an icebreaker activity. This isn’t an ordinary business meeting – or even group – so we recommend starting off with an activity that will emphasize this unique nature. To get the group in the right mindset, try this activity:
      1. Go around the group and have people present:
      2. Their names and roles
      3. Pose some or all of the following questions/prompts to the group:
        • “Tell me about something you have created.”
        • “Tell me about a time you created a process or program considered risky.”
        • “Tell me about a situation in which you had to come up with several new ideas in a hurry. Were they accepted? Were they successful?”
        • “Tell me about a time you took a risk.”
        • “Tell me about one of your greatest failures and what you learned from it.”
    2. Once everyone has been introduced, present any work that has already been completed.
      1. If you have already completed a cycle, give a summary of each technology that you investigated and the results from any piloting.
      2. If this is the first cycle for the working group, present the information decided in Step 1.1.

    Input

    • Disruptive technology exploitation plan

    Output

    • Networking
    • Brainstorming

    Materials

    • Meeting agenda

    Participants

    • Core working group
    • Visionaries
    • Facilitator

    1.3.C Brainstorm about creating a better future for the company, the stakeholders, and the employees

    30 minutes

    Three sticky notes are depicted, at the top of each note are the following titles: What can we do better; How can we make a better future; How can we continue being successful

    1. Have everyone put up at least two ideas for each chart paper.
    2. Go around the room and discuss their ideas. You may generate some new ideas here.

    These generated ideas are organizational processes that can be improved or disrupted with emerging technologies. This list will be referenced throughout Phases 2 and 3.

    Input

    • Inspiration
    • Anonymous ideas

    Output

    • List of processes

    Materials

    • Chart paper and markers
    • Pen and paper

    Participants

    • Core working group
    • Visionaries

    1.3.D Begin brainstorming a longlist of future technology, and discuss how these technologies will impact the business

    30 minutes

    • Use the Disruptive Technology Research Database Tool to organize technologies and ideas. Longstanding working groups can track technologies here over the course of several years, updating the tool between meetings.
    • Guide the discussion with the following questions, and make sure to focus on the processes generated from Step 1.2.d.

    Focus on

    The Technology

    • What is the technology and what does it do?
    • What processes can it support?

    Experts and Other Organizations

    • What are the vendors saying about the technology?
    • Are similar organizations implementing the technology?

    Your Organization

    • Is the technology ready for wide-scale distribution?
    • Can the technology be tested and implemented now?

    The Technology’s Value

    • Is there any indication of the cost of the technology?
    • How much value will the technology bring?

    Download the Disruptive Technology Database Tool

    Input

    • Inspiration
    • List of processes

    Output

    • Initial longlist

    Materials

    • Chart paper and markers
    • Pen and paper
    • Disruptive Technology Research Database Tool

    Participants

    • Core working group
    • Visionaries

    1.3.E Explore these sources to generate your disruptive technology longlist for the next meeting

    30 Minutes

    There are many sources of information on new and emerging technology. Explore as many sources as you can.

    Science fiction is a valid source of learning. It drives and is influenced by disruptive technology.

    “…the inventor of the first liquid-fuelled rocket … was inspired by H.G. Wells’ science fiction novel War of the Worlds (1898). More recent examples include the 3D gesture-based user interface used by Tom Cruise’s character in Minority Report (2002), which is found today in most touch screens and the motion sensing capability of Microsoft’s Kinect. Similarly, the tablet computer actually first appeared in Stanley Kubrick’s 2001: A Space Odyssey (1968) and the communicator – which we’ve come to refer today as the mobile phone – was first used by Captain Kirk in Star Trek (1966).”
    – Emmanuel Tsekleves, senior lecturer, University of Lancaster

    Right sources: blogs, tech news sites, tech magazines, the tech section of business sites, popular science books about technology, conferences, trade publications, and vendor announcements

    Quantity over quality: early research is not the time to dismiss ideas.

    Discuss with your peers: spark new and innovative ideas

    Insert a brief summary of how independent research is conducted in Section 2.1 of the Disruptive Technology Exploitation Plan Template.

    1.3.E (Cont.) Explore these sources to generate your disruptive technology longlist for the next meeting

    30 Minutes

    There are many sources of information on new and emerging technology. Use this list to kick-start your search.

    Connect with practitioners that are worth their weight in Reddit gold. Check out topic-based LinkedIn groups and subreddits such as r/sysadmin and r/tech. People experienced with technology frequent these groups.

    YouTube is for more than cat videos. Many vendors use YouTube for distributing their previous webinars. There are also videos showcasing various technologies that are uploaded by lecturers, geeks, researchers, and other technology enthusiasts.

    Test your reasonability. Check your “Think Like a Futurist” Tool

    Resolve

    Evaluate Disruptive Technologies

    PHASE 2

    Phase 2: Resolve

    Evaluate disrupted technologies

    Activities:

    Step 2.1: Create and Winnow a Longlist
    Step 2.2: Assess Shortlist

    Info-Tech Insight

    Long to short … that’s the short of it. Using SWOT, value readiness, and quadrant mapping review sessions will focus the longlist, creating a shortlist of potential PoC candidates to review and consider.

    This step involves the following participants:

    • Core working group
    • Infrastructure Management

    Outcomes of this step:

    • Finalized longlist
    • Finalized shortlist
    • Initial analysis of each technology on the shortlist

    Step 2.1

    Create and winnow a longlist

    Activities:

    1. Converge everyone’s longlists
    2. Narrow technologies from the longlist down to a shortlist using Info-Tech’s Disruptive Technology Shortlisting Tool
    3. Use the shortlisting tool to help participants visualize the potential
    4. Input the technologies on your longlist into the Disruptive Technology Shortlisting Tool to produce a shortlist

    This step involves the following participants:

    • Core working group members

    Outcomes of this step:

    • Finalized longlist
    • Finalized shortlist
    • Initial analysis of each technology on the shortlist

    2.1 Organize a meeting with the core working group to combine your longlists and create a shortlist

    1 hour

    Plan enough time to talk about each technology on the list. Each technology was included for a reason.

    • Start with the longlist. Review the longlist compiled at the initial meeting, and then have everyone present the lists that they independently researched.
    • Focus on the company’s context. Make sure that the working group analyzes these disruptive technologies in the context of the organization.
    • Start to compile the shortlist. Begin narrowing down the longlist by excluding technologies that are not relevant.

    Meeting Agenda (Sample)

    TimeActivity
    8:00am-9:30amConverge longlists
    9:30am-10:00amBreak
    10:00am-10:45amDiscuss tech in organizational context
    10:45am-11:15amBegin compiling the shortlist

    Disruptive Technology Exploitation Plan Template

    2.1.A Converge the longlists developed by your team

    90 minutes

    • Start with the longlist developed at the initial meeting. Write this list on the whiteboard.
    • If applicable, have a member present the longlist that was created in the last cycle. Remove technologies that:
      • Are no longer disruptive (e.g. have been implemented or rejected).
      • Have become foundational.
    • Eliminate redundancy: remove items that are very similar.
    • Have members “pitch” items on their lists:
      • Explain why their technologies will be disruptive (2-5 minutes maximum)
      • Add new technologies to the whiteboard
    • Record the following for metrics:
      • Each presented technology
      • Reasons the technology could be disruptive
      • Source of the information
    • Use Info-Tech’s Disruptive Technology Research Database Tool as a starting point.

    Insert the final longlist into Section 2.2 of your Disruptive Technology Exploitation Plan Template.

    Input

    • Longlist developed at first meeting
    • Independent research
    • Previous longlist

    Output

    • Finalized longlist

    Materials

    • Disruptive Technology Research Database Tool
    • Whiteboard and markers
    • Virtual whiteboard

    Participants

    • Core working group

    Review the list of processes that were brainstormed by the visionary group, and ask for input from others

    • IT innovation is most highly valued by the C-suite when it improves business processes, reduces costs, and improves core products and services.
    • By incorporating this insight into your working group’s analysis, you help to attract the attention of senior management and reinforce the group’s necessity.
    • Any input you can get from outside of IT will help your group understand how technology can be disruptive.
      • Visionaries consulted in Phase 1 are a great source for this insight.
    • The list of processes that they helped to brainstorm in Step 1.2 reflects processes that can be impacted by technology.
    • Info-Tech’s research has shown time and again that both CEOs and CIOs want IT to innovate around:
      • Improving business processes
      • Improving core products and services
      • Reducing costs

    Improved business processes

    80%

    Core product and service improvement

    48%

    Reduced costs

    48%

    Increased revenues

    23%

    Penetration into new markets

    21%

    N=364 CXOs & CIOs from the CEO-CIO Alignment Diagnostic Questions were asked on a 7-point scale of 1 = Not at all to 7 = Very strongly. Results are displayed as percentage of respondents selecting 6 or 7.

    Info-Tech Insight

    The disruptive tech team is prestigious. If your organization is large enough or has the resources, consider having this meeting in an offsite location. This will drive excitement to join the working group if the opportunity arises and incentivize good work.

    2.1.B Narrow technologies from the longlist down to a shortlist using Info-Tech’s Disruptive Technology Shortlisting Tool

    90 minutes

    To decide which technology has potential for your organization, have the working group or workshop participants evaluate each technology:

    1. Record each potentially disruptive technology in the longlist on a whiteboard.
    2. Making sure to carefully consider the meaning of the terms, have each member of the group evaluate each technology as “high” or “low” along each of the axes, innovation and transformation, on a piece of paper.
    3. The facilitator collects each piece of paper and inputs the results by technology into the Disruptive Technology Shortlisting Tool.
    Technology Innovation Transformation
    Conversational Commerce High High

    Insert the final shortlist into Section 2.2 of your Disruptive Technology Exploitation Plan Template.

    Input

    • Longlist
    • Futurist brainstorming

    Output

    • Shortlist

    Materials

    • Disruptive Technology Research Database Tool
    • Whiteboard and markers
    • Virtual whiteboard

    Participants

    • Core working group

    Disruptive technologies are innovative and transformational

    Innovation

    Transformation

    • Elements:
      • Creative solution to a problem that is relatively new on the scene.
      • It is different, counterintuitive, or insightful or has any combination of these qualities.
    • Questions to Ask:
      • How new is the technology?
      • How different is the technology?
      • Have you seen anything like it before? Is it counterintuitive?
      • Does it offer an insightful solution to a persistent problem?
    • Example:
      • The sharing economy: Today, simple platforms allow people to share rides and lodgings cheaply and have disrupted traditional services.
    • Elements:
      • Positive change to the business process.
      • Highly impactful: impacts a wide variety of roles in a company in a nontrivial way or impacts a smaller number of roles more significantly.
    • Questions to Ask:
      • Will this technology have a big impact on business operations?
      • Will it add substantial value? Will it change the structure of the company?
      • Will it impact a significant number of employees in the organization?
    • Example:
      • Flash memory improved storage technology incrementally by building on an existing foundation.

    Info-Tech Insight

    Technology can be transformational but not innovative. Not every new technology is disruptive. Even where technology has improved the efficiency of the business, if it does this in an incremental way, it might not be worth exploring using this storyboard.

    2.1.C Use the shortlisting tool to help participants visualize the potential

    1 hour

    Use the Disruptive Technology Shortlisting Tool, tabs 2 and 3.

    Assign quadrants

    • Input group members’ names and the entire longlist (up to 30 technologies) into tab 2 of the Disruptive Technology Shortlisting Tool.
    • On tab 3 of the Disruptive Technology Shortlisting Tool, input the quadrant number that corresponds to the innovation and transformation scores each participant has assigned to each technology.

    Note

    This is an assessment meant to serve as a guide. Use discretion when moving forward with a proof-of-concept project for any potentially disruptive technology.

    Participant Evaluation Quadrant
    High Innovation, High Transformation 1
    High Innovation, Low Transformation 2
    Low Innovation, Low Transformation 3
    Low Innovation, High Transformation 4

    four quadrants are depicted, labeled 1-4. The quadrants are coloured as follows: 1- green; 2- yellow; 3; red; 4; yellow

    2.1.D Use the Disruptive Technology Shortlisting Tool to produce a shortlist

    1 hour

    Use the Disruptive Technology Shortlisting Tool, tabs 3 and 4.

    Use the populated matrix and the discussion list to arrive at a shortlist of four to six potentially disruptive technologies.

    • The tool populates each quadrant based on how many votes it received in the voting exercise.
    • Technologies selected for a particular quadrant by a majority of participants are placed in the quadrant on the graph. Where there was no consensus, the technology is placed in the discussion list.
    • Technologies in the upper right quadrant – high transformation and high innovation – are more likely to be good candidates for a proof-of-concept project. Those in the bottom left are likely to be poor candidates, while those in the remaining quadrants are strong on one of the axes and are unlikely candidates for further systematic evaluation.

    This image contains a screenshot from tab 3 of the Disruptive Technology Shortlisting Tool.

    Input the results of the vote into tab 3 of the Disruptive Technology Shortlisting Tool.

    This image contains a screenshot from tab 4 of the Disruptive Technology Shortlisting Tool.

    View the results on tab 4.

    Phase 2: Resolve

    Evaluate disrupted technologies

    Activities:

    Step 2.1: Create and Winnow a Longlist
    Step 2.2:- Assess Shortlist

    This step involves the following participants:

    • Core working group
    • Infrastructure Management

    Outcomes of this step:

    • Finalized longlist
    • Finalized shortlist
    • Initial analysis of each technology on the shortlist

    Assess Shortlist

    Activities:

    1. Assess the value of each technology to your organization by breaking it down into quality and cost
    2. Investigate the overall readiness of the technologies on the shortlist
    3. Interpret each technology’s value score
    4. Conduct a SWOT analysis for each technology on the shortlist
    5. Use Info-Tech’s disruptive technology shortlist analysis to visualize the tool’s outputs
    6. Select the shortlisted technologies you would like to move forward with

    This step involves the following participants:

    • Core working group members
    • IT Management

    Outcomes of this step:

    • Finalized shortlist
    • Initial analysis of each technology on the shortlist

    2.2 Evaluate technologies based on their value and readiness, and conduct a SWOT analysis for each one

    Use the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    • A technology monitor diagram prioritizes investment in technology by analyzing its readiness and value.
      • Readiness: how close the technology is to being practical and implementable in your industry and organization.
      • Value: how worthwhile the technology is, in terms of its quality and its cost.
    • Value and readiness questionnaires are included in the tool to help determine current and future values for each, and the next four slides explain the ratings further.
    • Categorize technology by its value-readiness score, and evaluate how much potential value each technology has and how soon your company can realize that value.
    • Use a SWOT analysis to qualitatively evaluate the potential that each technology has for your organization in each of the four categories (strengths, weaknesses, opportunities, and threats).

    The technology monitor diagram appears in tab 9 of the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    This image depicts tab 9 of the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    2.2.A Assess the value of each technology to your organization by breaking it down into quality and cost

    1 hour

    Update the Disruptive Technology Value-Readiness and SWOT Analysis Tool, tab 4.

    Populate the chart to produce a score for each technology’s overall value to the company conceptualized as the interaction of quality and cost.

    Overall Value

    Quality Cost

    Each technology, if it has a product associated with it, can be evaluated along eight dimensions of quality. Consider how well the product performs, its features, its reliability, its conformance, its durability, its serviceability, its aesthetics, and its perceived quality.

    IT budgets are broken down into capital and operating expenditures. A technology that requires a significant investment along either of these lines is unlikely to produce a positive return. Also consider how much time it will take to implement and operate each technology.

    The value assessment is part of the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    This image contains a screenshot from tab 4 of the Disruptive Technology Value-Readiness and SWOT Analysis Tool.

    Info-Tech Insight

    Watch your costs: Technology that seems cheap at first can actually be expensive over time. Be sure to account for operational and opportunity costs as well.

    2.2.B Investigate the overall readiness of the technologies on the shortlist

    1 hour

    Update the Disruptive Technology Value-Readiness and SWOT Analysis Tool, tab 4.

    Overall Readiness

    Age

    How much time has the technology had to mature? Older technology is more likely to be ready for adoption.

    Venture Capital

    The amount of venture capital gathered by important firms in the space is an indicator of market faith.

    Market Size

    How big is the market for the technology? It is more difficult to break into a giant market than a niche market.

    Market Players

    Have any established vendors (Microsoft, Facebook, Google, etc.) thrown their weight behind the technology?

    Fragmentation

    A large number of small companies in the space indicates that the market has yet to reach equilibrium.

    The readiness assessment is part of the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    This image contains a screenshot of the Readiness Scoring tab of the Disruptive Technology Value-Readiness and SWOT Analysis Tool.

    Use a variety of sources to populate the chart

    Google is your friend: search each shortlisted technology to find details about its development and important vendors.

    Websites like Crunchbase, VentureBeat, and Mashable are useful sources for information on the companies involved in a space and the amount of money they have each raised.

    2.2.C Interpret each technology’s value score

    1 hour

    Insert the result of the SWOT analysis into tab 7 of Info-Tech’s Disruptive Technology Value-Readiness and SWOT Analysis Tool.

    Visualize the results of the quality-cost analysis

    • Quality and cost are independently significant; it is essential to understand how each technology stacks up on the axes.
    • Use tab 6 of the Disruptive Technology Value-Readiness and SWOT Analysis Tool for an illustration of how quality and cost interact to produce each technology’s final position on the tech monitor graph.
    • Remember: the score is notional and reflects the values that you have assigned. Be sure to treat it accordingly.

    This image contains a screenshot of the Value Analysis tab of the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    Green represents a technology that scores extremely high on one axis or the other, or quite high on both. These technologies are the best candidates for proof-of-concept projects from a value perspective.

    Red represents a technology that has scored very low on both axes. These technologies will be expensive, time consuming, and of poor quality.

    Yellow represents the fuzzy middle ground. These technologies score moderately on both axes. Be especially careful when considering the SWOT analysis of these technologies.

    2.2.D Conduct a SWOT analysis for each technology on the shortlist

    1 hour

    Use tab 6 of the Disruptive Technology Value-Readiness and SWOT Analysis Tool.

    A formal process for analyzing disruptive technology is the only way to ensure that it is taken seriously.

    Write each technology as a heading on a whiteboard. Spend 10-15 minutes on each technology conducting a SWOT analysis together.

    Consider four categories for each technology:

    • Strengths: Current uses of the technology or supporting technology and ways in which it helps your organization.
    • Weaknesses: Current limitations of the technology and challenges or barriers to adopting it in your organization.
    • Opportunities: Potential uses of the technology, especially as it advances or improves.
    • Threats: Potential negative disruptions resulting from the technology, especially as it advances or improves.

    The list of processes generated at the cycle’s initial meeting is a great source for opportunities and threats.

    Disruptive Technology Value-Readiness and SWOT Analysis Tool

    This image contains screenshots of the technology tab of the Disruptive Technology Value-Readiness and SWOT Analysis Tool.

    2.2.E Use Info-Tech’s disruptive technology shortlist analysis to visualize the tool’s outputs

    1 hour

    Disruptive Technology Value-Readiness and SWOT Analysis Tool, tab 9

    The tool’s final tab displays the results of the value-readiness analysis and the SWOT analysis in a single location.

    This image contains a screenshot from tab 9 of the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    Insert the shortlist analysis report into Section 3 of your Disruptive Technology Exploitation Plan Template.

    2.2.F Select the shortlisted technologies you would like to move forward with

    1 hour

    Present your findings to the working group.

    • The Disruptive Technology Value-Readiness and SWOT Analysis Tool aggregates your inputs in an easy-to-read, consistent way.
    • Present the tool’s outputs to members of the core working group.
    • Explain the scoring and present the graphic to the group. Go over each technology’s strengths and weaknesses as well as the opportunities and threats it presents/poses to the organization.
    • Go through the proof-of-concept planning phase before striking any technologies from the list.

    This image contains a screenshot of the disruptive technology shortlist analysis from the Disruptive Technology Value-Readiness and SWOT Analysis Tool

    Info-Tech Insight

    A technology’s exceptional value and immediate usability make it the best. A technology can be promising and compelling, but it is unsuitable unless it can bring immediate and exceptional value to your organization. Don’t get caught up in the hype.

    Evaluate

    Create an Action Plan to Exploit Disruptive Technologies

    PHASE 3

    Phase 3: Evaluate

    Create an Action Plan to Exploit Disruptive Technologies

    Activities:

    Step 3.1: Create Process Maps
    Step 3.2: Develop Proof of Concept Charter

    This step involves the following participants:

    • Core working group
    • Infrastructure Management
    • Working group leader
    • CIO

    Outcomes of this step:

    • Business process maps before and after disruption
    • Proof of concept charter
    • Key performance indicators
    • Estimation of required resources

    Step 3.1

    Create Process Maps

    Activities:

    1. Creating a problem canvas by identifying stakeholders, jobs, pains, and gains
    2. Clarify the problem the proof-of-concept project will solve
    3. Identify jobs and stakeholders
    4. Outline how disruptive technology will solve the problem
    5. Map business processes
    6. Identify affected business units
    7. Outline and map the business processes likely to be disrupted
    8. Recognize how the new technology will impact business processes
    9. Make the case: Outline why the new business process is superior to the old

    This step involves the following participants:

    • Working group leader
    • CIO

    Outcomes of this step:

    • Business process maps before and after disruption

    3.1 Create an action plan to exploit disruptive technologies

    Clarify the problem in order to make the case. Fill in section 1.1 of Info-Tech’s Proof of Concept Template to clearly outline the problem each proof of concept is designed to solve.

    Establish roles and responsibilities. Use section 1.2 of the template to outline the roles and responsibilities that fall to each member of the team. Ensure that clear lines of authority are delineated and that the list of stakeholders is exhaustive: include the executives whose input will be required for project approval, all the way to the technicians on the frontline responsible for implementing it.

    Outline the solution to the problem. Demonstrate how each proof-of-concept project provides a solution to the problem outlined in section 1.1. Be sure to clarify what makes the particular technology under investigation a potential solution and record the results in section 1.3.

    This image contains a screenshot of the Proof of concept project template

    Use the Proof of Concept Project Template to track the information you gather throughout Phase 3.

    3.1.A Creating a problem canvas by identifying stakeholders, jobs, pains, and gains

    2 hours

    Instructions:

    1. On a whiteboard, draw the visual canvas supplied below.
    2. Select your issue area, and list jobs, pains, and gains in the associated sections.
    3. Record the pains, jobs, and gains in sections 1.1-1.3 of the Proof of Concept Template.

    Gains

    1. More revenue

    2. Job security

    3. ……

    Jobs

    1. Moving product

    2. Per sale value

    3. ……

    Pains

    1. Clunky website

    2. Bad site navigation

    3. ……

    Input

    • Inspiration
    • Anonymous ideas

    Output

    • List of processes

    Materials

    • Chart paper and markers
    • Pen and paper

    Participants

    • Core working group
    • Visionaries

    3.1.B Clarify the problem the proof-of-concept project will solve

    2 hours

    What is the problem?

    • Every technology is designed to solve a problem faced by somebody somewhere. For each technology that your team has decided to move forward with, identify and clearly state the problem it would solve.
    • A clear problem statement is a crucial part of a new technology’s business case. It is impossible to earn buy-in from the rest of the organization without demonstrating the necessity of a solution.
    • Perfection is impossible to achieve: during the course of their work, everyone encounters pain points. Identify those pain points to arrive at the problem that needs to be solved.

    Example:

    List of pains addressed by conversational commerce:

    • Search functions can be clunky and unresponsive.
    • Corporate websites can be difficult to navigate.
    • Customers are uncomfortable in unfamiliar internet environments.
    • Customers do not like waiting in a long queue to engage with customer service representatives when they have concerns.

    “If I were given one hour to solve a problem, I would spend 59 minutes defining the problem and one minute resolving it.”
    – Albert Einstein

    Input the results of this exercise into Section 1.1 of the Proof of Concept Template.

    3.1.C Identify jobs and stakeholders

    1 hour

    Jobs

    Job: Anything that the “customer” (the target of the solution) needs to get done but that is complicated by a pain.

    Examples:
    The job of the conversational commerce interface is to make selling products easier for the company.
    From the customer perspective, the job of the conversational interface is to make the act of purchasing a product simpler and easier.

    Stakeholders

    Stakeholder: Anyone who is impacted by the new technology and who will end up using, approving, or implementing it.

    Examples:
    The executive is responsible for changing the company’s direction and approving investment in a new sales platform.
    The IT team is responsible for implementing the new technology.
    Marketing will be responsible for selling the change to customers.
    Customers, the end users, will be the ones using the conversational commerce user interface.

    Input the results of this exercise into Section 1.2 of the Proof of Concept Template.

    Info-Tech Insight

    Process deconstruction reveals strengths and weaknesses. Promising technology should improve stakeholders’ abilities to do jobs.

    3.1.D Outline how disruptive technology will solve the problem

    1 hour

    How will the technology in question make jobs easier?

    • How will the disruptive technology you have elected to move forward with create gains for the organization?
    • First, identify the gains that are supposed to come with the project. Consider the benefits that the various stakeholders expect to derive from the jobs identified.
    • Second, make note of how the technology in question facilitates the gains you have noted. Be sure to articulate the exclusive features of the new technology that make it an improvement over the current state.

    Note: The goal of this exercise is to make the case for a particular technology. Sell it!

    Expected Gain: Increase in sales.

    Conversational Commerce’s Contribution: Customers are more likely to purchase products using interfaces they are comfortable with.

    Expected Gain: Decrease in costs.

    Conversational Commerce’s Contribution: Customers who are satisfied with the conversational interface are less likely to interact with live agents, saving labor costs.

    Input the results of this exercise into Section 1.3 of the Proof of Concept Template.

    3.1.E Map business processes

    1 hour

    Map the specific business processes the new technology will impact.

    • Disruptive technologies will impact a wide variety of business processes.
    • Map business processes to visualize what parts of your organization (departments, silos, divisions) will be impacted by the new technology, should it be adopted after the proof of concept.
    • Identify how the disruption will take place.
    • Demonstrate the value of each technology by including the results of the Disruptive Technology Value-Readiness and SWOT Analysis Tool with your process map.

    This image contains a screenshot of the Proof of concept project template

    Use the Proof of Concept Project Template to track the information you gather throughout Phase 3.

    3.1.F Identify affected business units

    30 minutes per technology

    Disruptive technology will impact business units.

    • Using the stakeholders identified earlier in the project, map each technology to the business units that will be affected.
    • Make your list exhaustive. While some technologies will have a limited impact on the business as a whole, others will have ripple effects throughout the organization.
    • Examine affected units at all scales: How will the technology impact operations at the team level? The department level? The division level?

    “The disruption is not just in the technology. Sometimes a good business model can be the disruptor.”
    – Jason Hong, Associate Professor, Carnegie Mellon

    Example:

    • Customer service teams: Conversational commerce will replace some of the duties of the customer service representative. They will have to reorganize to account for this development.
    • IT department: The IT department will be responsible for building/maintaining the conversational interface (or, more likely, they will be responsible for managing the contract with the vendor).
    • Sales analytics: New data from customers in natural language might provide a unique opportunity for the analytics team to develop new initiatives to drive sales growth.

    Input the results of this exercise into Section 2.1 of the Proof of Concept Template.

    3.1.G Outline and map the business processes likely to be disrupted

    15 minutes per technology

    Leverage the insights of the diverse working group.

    • Processes are designed to transform inputs into outputs. All business activities can be mapped into processes.
    • A process map illustrates the sequence of actions and decisions that transform an input into an output.
    • Effective mapping gives managers an “aerial” view of the company’s processes, making it easier to identify inefficiencies, reduce waste, and ultimately, streamline operations.
    • To identify business processes, have group members familiar with the affected business units identify how jobs are typically accomplished within those units.

    “To truly understand a business process, we need information from both the top-down and bottom-up points of view. Informants higher in the organizational hierarchy with a strategic focus are less likely to know process details or problems. But they might advocate and clearly articulate an end-to-end, customer-oriented philosophy that describes the process in an idealized form. Conversely, the salespeople, customer service representatives, order processors, shipping clerks, and others who actually carry out the processes will be experts about the processes, their associated documents, and problems or exception cases they encounter.”
    – Robert J. Glushko, Professor at UC Berkeley and Tim McGrath, Business Consultant

    Info-Tech Insight

    Opinions gathered from a group that reflect the process in question are far more likely to align with your organization’s reality. If you have any questions about a particular process, do not be afraid to go outside of the working group to ask someone who might know.

    3.1.G Outline and map the business processes likely to be disrupted (continued)

    15 minutes per technology

    Create a simple diagram of identified processes.

    • Use different shapes to identify different points in the process.
    • Rectangles represent actions, diamonds represent decisions.
    • On a whiteboard, map out the actions and decisions that take place to transform an input into an output.
    • Input the result into section 2.2 of the Proof of Concept Template.

    This image contains a screenshot of the Software Service Cross-Function Process tab from Edraw Visualization Solutions.

    Source: Edraw Visualization Solutions

    Example: simplified process map

    1. User: visits company website
    2. User: engages search function or browses links
    3. User: selects and purchases product from a menu
    4. Company: ships product to customer

    3.1.H Recognize how the new technology will impact business processes

    15 minutes per technology

    Using the information gleaned from the previous activities, develop a new process map that takes the new technology into account.

    Identify the new actions or decisions that the new technology will affect.

    User: visits company website; User: engages conversational; commerce platform; User: engages search function or browses links; User: makes a natural language query; User: selects and purchases product from a menu</p data-verified=

    User: selects and purchases product from a menu; Company: ships product to customer; Company: ships product to customer">

    Info-Tech Insight

    It’s ok to fail! The only way to know you’re getting close to the “knee of curve" is from multiple failed PoC tests. The more PoC options you have, the more likely it will be that you will have two to three successful results.

    3.1.I Make the case: Outline why the new business process is superior to the old

    15 minutes per technology

    Articulate the main benefits of the new process.

    • Using the revised process map, make the case for each new action.
    • Questions to consider: How does the new technology relieve end-user/customer pains? How does the new technology contribute to the streamlining of the business process? Who will benefit from the new action? What are the implications of those benefits?
    • Record the results of this exercise in section 2.4 of the Proof of Concept Template.

    This image contains an example of an outline comparing the benefits of new and the old business processes.

    Info-Tech Insight

    If you cannot articulate how a new technology will benefit a business process, reconsider moving forward with the proof-of-concept project.

    Phase 3: Evaluate

    Create an Action Plan to Exploit Disruptive Technologies

    Activities:

    Step 3.1: Create Process Maps
    Step 3.2: Develop Proof of Concept Charter

    Develop Proof of Concept Charter

    This step involves the following participants:

    • Core working group
    • Infrastructure Management
    • Working group leader
    • CIO

    Outcomes of this step:

    • Business process maps before and after disruption
    • Proof of concept charter
    • Key performance indicators
    • Estimation of required resources

    Step 3.2

    Develop Proof of Concept Charter

    Activities:

    1. Use SMART success metrics to define your objectives
    2. Develop key performance indicators (KPIs)
    3. Identify key success factors for the project
    4. Outline the project’s scope
    5. Identify the structure of the team responsible for the proof-of-concept project
    6. Estimate the resources required by the project
    7. Be aware of common IT project concerns
    8. Communicate your working group’s findings and successes to a wide audience
    9. Hand off the completed proof-of-concept project plan
    10. Disruption is constant: Repeat the evaluation process regularly to protect the business

    This step involves the following participants:

    • Working group leader
    • CIO

    Outcomes of this step:

    • Proof of concept charter
    • Key performance indicators
    • Estimation of required resources

    3.2 Develop a proof of concept charter

    Keep your proof of concept on track by defining five key dimensions.

    1. Objective: Giving an overview of the planned proof of concept will help to focus and clarify the rest of this section. What must the proof of concept achieve? Objectives should be: specific, measurable, attainable, relevant, and time bound. Outline and track key performance indicators.
    2. Key Success Factors: These are conditions that will positively impact the proof of concept’s success.
    3. Scope: High-level statement of scope. More specifically, state what is in scope and what is out of scope.
    4. Project Team: Identify the team’s structure, e.g. sponsors, subject-matter experts.
    5. Resource Estimation: Identify what resources (time, materials, space, tools, expertise, etc.) will be needed to build and socialize your prototype. How will they be secured?

    Input the results of this exercise into Section 3.0 of the Proof of Concept Template.

    3.2.A Use SMART success metrics to define your objectives

    Specific

    Measurable

    Actionable

    Realistic

    Time Bound

    Make sure the objective is clear and detailed.

    Objectives are measurable if there are specific metrics assigned to measure success. Metrics should be objective.

    Objectives become actionable when specific initiatives designed to achieve the objective are identified.

    Objectives must be achievable given your current resources or known available resources.

    An objective without a timeline can be put off indefinitely. Furthermore, measuring success is challenging without a timeline.

    Who, what, where, why?

    How will you measure the extent to which the goal is met?

    What is the action-oriented verb?

    Is this within my capabilities?

    By when: deadline, frequency?

    Examples:

    1. Increase in sales by $40,000 per month by the end of next quarter.
    2. Immediate increase in web traffic by 600 unique page views per day.
    3. Number of pilots approved per year.
    4. Number of successfully deployed solutions per year.

    Input the results of this exercise into Section 3.0 of the Proof of Concept Template.

    3.2.B Develop key performance indicators (KPIs)

    30 minutes per technology

    Key performance indicators allow for rigorous analysis, which generates insight into utilization by platform and consumption by business activity.

    • Use the process improvements identified in step 3.1 to brainstorm metrics that indicate when process improvement is actually taking place.
    • Have members of the group pitch KPIs; the facilitator should record each suggestion on a whiteboard.
    • Make sure to have everyone justify the inclusion of each metric: How does it relate to the improvement that the proof of concept project is intended to drive? How does it relate to the overall goals of the business?
    • Include a list of KPIs, along with a description and a target (ensuring that it aligns with SMART metrics) in section 3.1 of the Proof of Concept Template.

    “An estimated 70% of performance measurement systems fail after implementation. Carefully select your KPIs and avoid this trap!”
    Source: Collins et al. 2016

    Key Performance Indicator Description Target

    Result

    Conversion rate What percentage of customers who visit the site/open the conversational interface continue on to make a purchase? 40%
    Average order value

    How much does each customer spend per visit to the website?

    $212
    Repeat customer rate What percentage of customers have made more than one purchase over time? 65%
    Lifetime customer value Over the course of their interaction with the company, what is the typical value each customer brings? $1566

    Input the results of this exercise into Section 3.1 of the Proof of Concept Template.

    3.2.C Identify key success factors for the project

    30 minutes per technology

    Effective project management involves optimizing four key success factors (Clarke, 1999)

    • Communication: Communicate the expected changes to stakeholders, making sure that everyone who needs to know does know. Example: Make sure customer service representatives know their duties will be impacted by the conversational UI well before the proof-of-concept project begins.
    • Clarity: All involved in the project should be apprised of what the project is intended to accomplish and what the project is not intended to accomplish. Example: The conversational commerce project is not intended to be rolled out to the entire customer base all at once; it is not intended to disrupt normal online sales.
    • Compartmentalization: The working group should suggest some ways that the project can be broken down to facilitate its effective implementation. Example: Sales provides details of customers who might be amenable to a trial, IT secures a vendor, customer service writes a script.
    • Flexibility: The working group’s final output should not be treated as gospel. Ensure that the document can be altered to account for unexpected events. Example: The conversational commerce platform might drive sales of a particular product more than others, necessitating adjustments at the warehouse and shipping level.

    Input the results of this exercise into Section 3.0 of the Proof of Concept Template.

    3.2.D Outline the project’s scope

    10 minutes per technology

    Create a high-level outline of the project’s scope.

    • Questions to consider: Broadly speaking, what are the project’s goals? What is the desired future state? Where in the company will the project be rolled out? What are some of the company’s goals that the project is not designed to cover?
    • Be sure to avoid scope creep! Remember: The goal of the proof-of-concept project is to produce a minimum case for viability in a carefully defined area. Reserve a detailed accounting of costs and benefits for the post-proof-of-concept stage.
    • Example: The conversational user interface will only be rolled out in an e-commerce setting. Other business units (HR, for example) are beyond the scope of this particular project.

    “Although scope creep is not the only nemesis a project can have, it does tend to have the farthest reach. Without a properly defined project and/or allowing numerous changes along the way, a project can easily go over budget, miss the deadline, and wreak havoc on project success.”
    – University Alliance, Villanova University

    Input the results of this exercise into Section 3.0 of the Proof of Concept Template.

    3.2.E Identify the structure of the team responsible for the proof-of-concept project

    10 minutes per technology

    Brainstorm who will be involved in project implementation.

    • Refer back to the list of stakeholders identified in 3.1.a. Which stakeholders should be involved in implementing the proof-of-concept plan?
    • What business units do they represent?
    • Who should be accountable for the project? At a high level, sketch the roles of each of the participants. Who will be responsible for doing the work? Who will approve it? Who needs to be informed at every stage? Who are the company’s internal subject matter experts?

    Example

    Name/Title Role
    IT Manager Negotiate the contract for the software with vendor
    CMO Promote the conversational interface to customers

    Input the results of this exercise into Section 3.0 of the Proof of Concept Template.

    3.2.F Estimate the resources required by the project

    10 minutes per technology

    Time and Money

    • Recall: Costs can be operational, capital, or opportunity.
    • Revisit the Disruptive Technology Value-Readiness and SWOT Analysis Tool. Record the capital and operational expenses expected to be associated with each technology, and add detail where possible (use exact figures from particular vendors instead of percentages).
    • Write the names and titles of each expected participant in the project on a whiteboard. Next to each name, write the number of hours they are expected to devote to the project and include a rough estimate of the cost of their participation to the company. Use full-time employee equivalent (FTE measures) as a base.
    • Outline how other necessary resources (space, tools, expertise, etc.) will be secured.

    Example: Conversational Commerce

    • OpEx: $149/month + 2.9¢/transaction* (2,000 estimated transactions)
    • CapEx: $0!
    • IT Manager: 5 hours at $100/hour
    • IT Technician: 40 hours at $45/hour
    • CMO: 1 hour at $300/hour
    • Customer Service Representative: 10 hours at $35/hour
    • *Estimated total cost for a one-month proof-of-concept project: $3,157

    *This number is a sample taken from the vendor Rhombus

    Input the results of this exercise into Section 3.0 of the Proof of Concept Template.

    3.2.G Be aware of common IT project concerns

    Of projects that did not meet business expectations or were cancelled, how significant were the following issues?

    A bar graph is depicted, comparing small, medium, and large businesses for the following datasets: Over budget; Project failed to be delivered on time; Breach of scope; Low quality; Failed to deliver expected benefit or value

    This survey data did not specifically address innovation projects.

    • Disruptive technology projects will be under increased scrutiny in comparison to other projects.
    • Be sure to meet deadlines and stay within budget.
    • Be cognizant that your projects can go out of scope, and there will be projects that may have to be cancelled due to low quality. Remember: Even a failed test is a learning opportunity!

    Info-Tech’s CIO-CEO Alignment Survey, N=225

    Organization size was determined by the number of IT employees within the organization

    Small = 10 or fewer IT staff, medium = 11 to 25 IT staff, and large/enterprise = 26 or greater IT staff

    3.2.H Communicate your working group’s findings and successes to a wide audience

    Advertise the group’s successes and help prevent airline magazine syndrome from occurring.

    • Share your group’s results internally:
      • Run your own analysis by senior management and then share it across the organization.
      • Maintain a list of technologies that the working group has analyzed and solicit feedback from the wider organization.
      • Post summaries of the technologies in a publicly available repository. The C-suite may not read it right away, but it will be easy to provide when they ask.
      • If senior management has declined to proceed with a certain technology, avoid wasting time and resources on it. However, include notes about why the technology was rejected.
    • These postings will also act as an advertisement for the group. Use the garnered interest to attract visionaries for the next cycle.
    • These postings will help to reiterate the innovative value of the IT department and help bring you to the decision-making table.

    “Some CIOs will have to battle the bias that they belong in the back office and shouldn’t be included in product architecture planning. CIOs must ‘sell’ IT’s strength in information architecture.”
    – Chris Curran, Chief Technologist, PwC (Curran, 2014)

    Info-Tech Insight

    Cast a wide net. By sharing your results with as many people as possible within your organization, you’ll not only attract more attention to your working group, but you will also get more feedback and ideas.

    3.2.I Hand off the completed proof-of-concept project plan

    The proof of concept template is filled out – now what?

    • The core working group is responsible for producing a vision of the future and outlining new technology’s disruptive potential. The actual implementation of the proof of concept (purchasing the hardware, negotiating the SLA with the vendor) is beyond the working group’s responsibilities.
    • If the proof of concept goes ahead, the facilitator should block some time to evaluate the completed project against the key performance indicators identified in the initial plan.
    • A cure for airline magazine syndrome: Be prepared when executives ask about new technology. Present them with the results of the shortlist analysis and the proof-of-concept plan. A clear accounting of the value, readiness, strengths, weaknesses, opportunities, and threats posed by each technology, along with its impact on business processes, is an invaluable weapon against poor technology choices.

    Use section 3.2.b to identify the decision-making stakeholder who has the most to gain from a successful proof-of-concept project. Self-interest is a powerful motivator – the project is more likely to succeed in the hands of a passionate champion.

    Info-Tech Insight

    Set a date for the first meeting of the new iteration of the disruptive technology working group before the last meeting is done. Don’t risk pushing it back indefinitely.

    3.2.J Hand off the completed proof-of-concept project plan

    Record the results of the proof of concept. Keep track of what worked and what didn’t.

    Repeat the process regularly.

    • Finalize the proof of concept template, but don’t stop there: Keep your ear to the ground; follow tech developments using the sources identified in step 1.2.
    • Continue expanding the potential longlist with independent research: Be prepared to expand your longlist. Remember, the more technologies you have on the longlist, the more potential airline magazine syndrome cures you have access to.
    • Have the results of the previous session’s proof of concept plan on hand: At the start of each new iteration, conduct a review. What technologies were successful beyond the proof of concept phase? Which parts of the process worked? Which parts did not? How could they be improved?

    Info-Tech Insight

    The key is in anticipation. This is not a one-and-done exercise. Technology innovation operates at a faster pace than ever before, well below the Moores Law "18 month" timeline as an example. Success is in making EDIT a repeatable process.

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    Drive project throughput by throttling resource capacity.

    Adopt Design Thinking in Your Organization
    Innovation needs design thinking.

    Digital Maturity Improvement Service
    Prepare your organization for digital transformation – or risk falling behind.

    Research contributors and experts

    Nitin Babel

    Nitin Babel, Co-Founder, niki.ai

    Nitin Babel, MSc, co-created conversational commerce platform niki.ai in early 2015. Since then, the technology has been featured on the front page of the Economic Times, and has secured the backing of Ratan Tata, former chairman of the Tata Group, one of the largest companies in the world.

    Mark Hubbard

    Mark Hubbard, Senior Vice President, FirstOnSite

    Mark is the SVP for Information Technology in Canada with FirstOnSite, a full service disaster recovery and property restoration company. Mark has over 25 years of technology leadership guiding global organizations through the development of strategic and tactical plans to strengthen their technology platforms and implement business aligned technology strategies.

    Chris Green

    Chris Green, Enterprise Architect, Boston Private
    Chris is an IT architect with over 15 years’ experience designing, building, and implementing solutions. He is a results-driven leader and contributor, skilled in a broad set of methods, tools, and platforms. He is experienced with mobile, web, enterprise application integration, business process, and data design.

    Andrew Kope

    Andrew Kope, Head of Data Analytics
    Big Blue Bubble
    Andrew Kope, MSc, oversees a team that develops and maintains a user acquisition tracking solution and a real-time metrics dashboard. He also provides actionable recommendations to the executive leadership of Big Blue Bubble – one of Canada’s largest independent mobile game development studios.

    Jason Hong

    Jason Hong, Associate Professor, School of Computer Science, Human-Computer Interaction Institute, Carnegie Mellon University

    Jason Hong is a member of the faculty at Carnegie Mellon’s School of Computer Science. His research focus lies at the intersection of human-computer interaction, privacy and security, and systems. He is a New America National Cyber Security Fellow (2015-2017) and is widely published in academic and industry journals.

    Tim Lalonde

    Tim Lalonde, Vice President, Mid-Range

    Tim Lalonde is the VP of Technical Operations at Mid-Range. He works with leading-edge companies to be more competitive and effective in their industries. He specializes in developing business roadmaps leveraging technology that create and support change from within — with a focus on business process re-engineering, architecture and design, business case development and problem-solving. With over 30 years of experience in IT, Tim’s guiding principle remains simple: See a problem, fix a problem.

    Jon Mavor

    Jon Mavor, Co-Founder and CTO, Envelop VR
    Jon Mavor is a programmer and entrepreneur, whose past work includes writing the graphics engine for the PC game Total Annihilation. As Chief Technology Officer of Envelop VR, a virtual reality start-up focused on software for the enterprise, Jon has overseen the launch of Envelop for Windows’s first public beta.

    Dan Pitt

    Dan Pitt, President, Palo Alto Innovation Advisors
    Dan Pitt is a network architect who has extensive experience in both the academy and industry. Over the course of his career, Dan has served as Executive Director of the Open Networking Foundation, Dean of Engineering at Santa Clara University, Vice President of Technology and Academic Partnerships at Nortel, Vice President of the Architecture Lab at Bay Networks, and, currently, as President of Palo Alto Innovation Advisors, where he advises and serves as an executive for technology start-ups in the Palo Alto area and around the world.

    Courtney Smith

    Courtney Smith, Co-Founder, Executive Creative Director
    PureMatter

    Courtney Smith is an accomplished creative strategist, storyteller, writer, and designer. Under her leadership, PureMatter has earned hundreds of creative awards and been featured in the PRINT International Design Annual. Courtney has juried over 30 creative competitions, including Creativity International. She is an invited member of the Academy of Interactive and Visual Arts.

    Emmanuel Tsekleves

    Emmanuel Tsekleves, Senior Lecturer in Design Interactions, University of Lancaster
    Dr. Emmanuel Tsekleves is a senior lecturer and writer based out of the United Kingdom. Emmanuel designs interactions between people, places, and products by forging creative design methods along with digital technology. His design-led research in the areas of health, ageing, well-being, and defence has generated public interest and attracted media attention by the national press, such as the Daily Mail, Daily Mirror, The Times, the Daily Mail, Discovery News, and several other international online media outlets.

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    Design and Implement a Business-Aligned Security Program

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    • Parent Category Name: Security Strategy & Budgeting
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    • You need to build a security program that enables business services and secures the technology that makes them possible.
    • Building an effective, business-aligned security program requires that you coordinate many components, including technologies, processes, organizational structures, information flows, and behaviors.
    • The program must prioritize the right capabilities, and support its implementation with clear accountabilities, roles, and responsibilities.

    Our Advice

    Critical Insight

    • Common security frameworks focus on operational controls rather than business value creation, are difficult to convey to stakeholders, and provide little implementation guidance.
    • A security strategy can provide a snapshot of your program, but it won’t help you modernize or transform it, or align it to meet emerging business requirements.
    • There is no unique, one-size-fits-all security program. Each organization has a distinct character and profile and differs from others in several critical respects.

    Impact and Result

    Tailor your security program according to what makes your organization unique.

    • Analyze critical design factors to determine and refine the scope of your security program and prioritize core program capabilities.
    • Identify program accountabilities, roles, and responsibilities.
    • Build an implementation roadmap to ensure its components work together in a systematic way to meet business requirements.

    Design and Implement a Business-Aligned Security Program Research & Tools

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

    1. Design and Implement a Business-Aligned Security Strategy – A step-by-step guide on how to understand what makes your organization unique and design a security program with capabilities that create business value.

    This storyboard will help you lay foundations for your security program that will inform future security program decisions and give your leadership team the information they need to support your success. You will evaluate design factors that make your organization unique, prioritize the security capabilities to suit, and assess the maturity of key security program components including security governance, security strategy, security architecture, service design, and service metrics.

    • Design and Implement a Business-Aligned Security Program Storyboard

    2. Security Program Design Tool – Tailor the security program to what makes your organization unique to ensure business-alignment.

    Use this Excel workbook to evaluate your security program against ten key design factors. The tool will produce a goals cascade that shows the relationship between business and security goals, a prioritized list of security capabilities that align to business requirements, and a list of program accountabilities.

    • Security Program Design Tool

    3. Security Program Design and Implementation Plan – Assess the current state of different security program components, plan next steps, and communicate the outcome to stakeholders.

    This second Excel workbook will help you conduct a gap analysis on key security program components and identify improvement initiatives. You can then use the Security Program Design and Implementation Plan to collect results from the design and implementation tools and draft a communication deck.

    • Security Program Implementation Tool
    • Security Program Design and Implementation Plan

    Infographic

    Workshop: Design and Implement a Business-Aligned Security 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 Initial Security Program Design

    The Purpose

    Determine the initial design of your security program.

    Key Benefits Achieved

    An initial prioritized list of security capabilities that aligns with enterprise strategy and goals.

    Activities

    1.1 Review Info-Tech diagnostic results.

    1.2 Identify project context.

    1.3 Identify enterprise strategy.

    1.4 Identify enterprise goals.

    1.5 Build a goal cascade.

    1.6 Assess the risk profile.

    1.7 Identify IT-related issues.

    1.8 Evaluate initial program design.

    Outputs

    Stakeholder satisfaction with program

    Situation, challenges, opportunities

    Initial set of prioritized security capabilities

    Initial set of prioritized security capabilities

    Initial set of prioritized security capabilities

    Initial set of prioritized security capabilities

    Initial set of prioritized security capabilities

    Initial set of prioritized security capabilities

    2 Refine Security Program Capabilities

    The Purpose

    Refine the design of your security program.

    Key Benefits Achieved

    A refined, prioritized list of security capabilities that reflects what makes your organization unique.

    Activities

    2.1 Gauge threat landscape.

    2.2 Identify compliance requirements.

    2.3 Categorize the role of IT.

    2.4 Identify the sourcing model.

    2.5 Identify the IT implementation model.

    2.6 Identify the tech adoption strategy.

    2.7 Refine the scope of the program.

    Outputs

    Refined set of prioritized security capabilities

    Refined set of prioritized security capabilities

    Refined set of prioritized security capabilities

    Refined set of prioritized security capabilities

    Refined set of prioritized security capabilities

    Refined set of prioritized security capabilities

    Refined set of prioritized security capabilities

    3 Security Program Gap Analysis

    The Purpose

    Finalize security program design.

    Key Benefits Achieved

    Key accountabilities to support the security program

    Gap analysis to produce an improvement plan

    Activities

    3.1 Identify program accountabilities.

    3.2 Conduct program gap analysis.

    3.3 Prioritize initiatives.

    Outputs

    Documented program accountabilities.

    Security program gap analysis

    Security program gap analysis

    4 Roadmap and Implementation Plan

    The Purpose

    Create and communicate an improvement roadmap for the security program.

    Key Benefits Achieved

    Security program design and implementation plan to organize and communicate program improvements.

    Activities

    4.1 Build program roadmap

    4.2 Finalize implementation plan

    4.3 Sponsor check-in

    Outputs

    Roadmap of program improvement initiatives

    Roadmap of program improvement initiatives

    Communication deck for program design and implementation

    Further reading

    Design a Business-Aligned Security Program

    Focus on business value first.

    EXECUTIVE BRIEF

    Analyst Perspective

    Business alignment is no accident.

    Michel Hébert

    Security leaders often tout their choice of technical security framework as the first and most important program decision they make. While the right framework can help you take a snapshot of the maturity of your program and produce a quick strategy and roadmap, it won’t help you align, modernize, or transform your program to meet emerging business requirements.

    Common technical security frameworks focus on operational controls rather than business services and value creation. They are difficult to convey to business stakeholders and provide little program management or implementation guidance.

    Focus on business value first, and the security services that enable it. Your organization has its own distinct character and profile. Understand what makes your organization unique, then design and refine the design of your security program to ensure it supports the right capabilities. Next, collaborate with stakeholders to ensure the right accountabilities, roles, and responsibilities are in place to support the implementation of the security program.

    Michel Hébert
    Research Director, Security & Privacy
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • You need to build a security program that enables business services and secures the technology that makes them possible.
    • Building an effective, business-aligned security program requires that you coordinate many components, including technologies, processes, organizational structures, information flows, and behaviors.
    • The program must prioritize the right capabilities, and support its implementation with clear accountabilities, roles, and responsibilities.
    • Common security frameworks focus on operational controls rather than business value creation, are difficult to convey to stakeholders, and provide little implementation guidance.
    • A security strategy can provide a snapshot of your program, but it won’t help you modernize or transform it, or align it to meet emerging business requirements.
    • There is no unique, one-size-fits-all security program. Each organization has a distinct character and profile and differs from others in several critical respects.

    Tailor your security program according to what makes your organization unique.

    • Analyze critical design factors to determine and refine the design of your security program and prioritize core program capabilities.
    • Identify program accountabilities, roles, and responsibilities.
    • Build an implementation roadmap to ensure its components work together in a systematic way to meet business requirements.

    Info-Tech Insight

    You are a business leader who supports business goals and mitigates risk. Focus first on business value and the security services that enable it, not security controls.

    Your challenge

    The need for a solid and responsive security program has never been greater.

    • You need to build a security program that enables business services and secures the technology that makes them possible.
    • Building an effective, business-aligned security program requires that you coordinate many components, including technologies, processes, organizational structures, information flows, and behaviors.
    • The program must prioritize the right capabilities, and support its implementation with clear accountabilities, roles, and responsibilities.
    • You must communicate effectively with stakeholders to describe the risks the organization faces, their likely impact on organizational goals, and how the security program will mitigate those risks and support the creation of business value.
    • Ransomware is a persistent threat to organizations worldwide across all industries.
    • Cybercriminals deploying ransomware are evolving into a growing and sophisticated criminal ecosystem that will continue to adapt to maximize its profits.

    • Critical infrastructure is increasingly at risk.
    • Malicious agents continue to target critical infrastructure to harm industrial processes and the customers they serve State-sponsored actors are expected to continue to target critical infrastructure to collect information through espionage, pre-position in case of future hostilities, and project state power.

    • Disruptive technologies bring new threats.
    • Malicious actors increasingly deceive or exploit cryptocurrencies, machine learning, and artificial intelligence technologies to support their activities.

    Sources: CCCS (2023), CISA (2023), ENISA (2023)

    Your challenge

    Most security programs are not aligned with the overall business strategy.

    50% Only half of leaders are framing the impact of security threats as a business risk.

    49% Less than half of leaders align security program cost and risk reduction targets with the business.

    57% Most leaders still don’t regularly review security program performance of the business.

    Source: Tenable, 2021

    Common obstacles

    Misalignment is hurting your security program and making you less influential.

    Organizations with misaligned security programs have 48% more security incidents...

    …and the cost of their data breaches are 40% higher than those with aligned programs.

    37% of stakeholders still lack confidence in their security program.

    54% of senior leaders still doubt security gets the goals of the organization.

    Source: Frost & Sullivan, 2019
    Source: Ponemon, 2023

    Common obstacles

    Common security frameworks won’t help you align your program.

    • Common security frameworks focus on operational controls rather than business value creation, are difficult to convey to stakeholders, and provide little implementation guidance.
    • A security strategy based on the right framework can provide a snapshot of your program, but it won’t help you modernize, transform, or align your program to meet emerging business requirements.
    • The lack of guidance leads to a lack of structure in the way security services are designed and managed, which reduces service quality, increases security friction, and reduces business satisfaction.

    There is no unique, one-size-fits-all security program.

    • Each organization has a distinct character and profile and differs from others in several critical respects. The security program for a cloud-first, DevOps environment must emphasize different capabilities and accountabilities than one for an on-premise environment and a traditional implementation model.

    Info-Tech’s approach

    You are a business leader who supports business goals and mitigates risk.

    • Understand what makes your organization unique, then design and refine a security program with capabilities that create business value.
    • Next, collaborate with stakeholders to ensure the right accountabilities, roles, and responsibilities are in place, and build an implementation roadmap to ensure its components work together over time.

    Security needs to evolve as a business strategy.

    • Laying the right foundations for your security program will inform future security program decisions and give your leadership team the information they need to support your success. You can do it in two steps:
      • Evaluate the design factors that make your organization unique and prioritize the security capabilities to suit. Info-Tech’s approach is based on the design process embedded in the latest COBIT framework.
      • Review the key components of your security program, including security governance, security strategy, security architecture, service design, and service metrics.

    If you build it, they will come

    “There's so much focus on better risk management that every leadership team in every organization wants to be part of the solution.

    If you can give them good data about what things they really need to do, they will work to understand it and help you solve the problem.”

    Dan Bowden, CISO, Sentara Healthcare (Tenable)

    Design a Business-Aligned Security Program

    The image contains a screenshot of how to Design a business-aligned security program.


    Choose your own adventure

    This blueprint is ideal for new CISOs and for program modernization initiatives.

    1. New CISO

    “I need to understand the business, prioritize core security capabilities, and identify program accountabilities quickly.”

    2. Program Renewal

    “The business is changing, and the threat landscape is shifting. I am concerned the program is getting stale.”

    Use this blueprint to understand what makes your organization unique:

    1. Prioritize security capabilities.
    2. Identify program accountabilities.
    3. Plan program implementation.

    If you need a deep dive into governance, move on to a security governance and management initiative.

    3. Program Update

    “I am happy with the fundamentals of my security program. I need to assess and improve our security posture.”

    Move on to our guidance on how to Build an Information Security Strategy instead.

    Info-Tech’s methodology for security program design

    Define Scope of
    Security Program

    Refine Scope of
    Security Program

    Finalize Security
    Program Design

    Phase steps

    1.1 Identify enterprise strategy

    1.2 Identify enterprise goals

    1.3 Assess the risk profile

    1.4 Identify IT-related issues

    1.5 Define initial program design

    2.1 Gage threats and compliance

    2.2 Assess IT role and sourcing

    2.3 Assess IT implementation model

    2.4 Assess tech adoption strategy

    2.5 Refine program design

    3.1 Identify program accountabilities

    3.2 Define program target state

    3.3 Build program roadmap

    Phase outcomes

    • Initial security program design
    • Refined security program design
    • Prioritized set of security capabilities
    • Program accountabilities
    • Program gap closure initiatives

    Tools

    Insight Map

    You are a business leader first and a security leader second

    Technical security frameworks are static and focused on operational controls and standards. They belong in your program’s solar system but not at its center. Design your security program with business value and the security services that enable it in mind, not security controls.

    There is no one-size-fits-all security program
    Tailor your security program to your organization’s distinct profile to ensure the program generates value.

    Lay the right foundations to increase engagement
    Map out accountabilities, roles, and responsibilities to ensure the components of your security program work together over time to secure and enable business services.

    If you build it, they will come
    Your executive team wants to be part of the solution. If you give them reliable data for the things they really need to do, they will work to understand and help you solve the problem.

    Blueprint deliverables

    Info-Tech supports project and workshop activities with deliverables to help you accomplish your goals and accelerate your success.

    Security Program Design Tool

    Tailor the security program to what makes your organization unique to ensure alignment.

    The image contains a screenshot of the Security Program Design Tool.

    Security Program Implementation Tool

    Assess the current state of different security program components and plan next steps.



    SecurityProgram Design and Implementation Plan

    Communicate capabilities, accountabilities, and implementation initiatives.

    The image contains a screenshot of the Security Program Design and Implementation Plan.

    Key deliverable

    Security Program Design and Implementation Plan

    The design and implementation plan captures the key insights your work will generate, including:

    • A prioritized set of security capabilities aligned to business requirements.
    • Security program accountabilities.
    • Security program implementation initiatives.

    Blueprint benefits

    IT Benefits

    Business Benefits

    • Laying the right foundations for your security program will:
      • Inform the future security governance, security strategy, security architecture, and service design decisions you need to make.
      • Improve security service design and service quality, reduce security friction, and increase business satisfaction with the security program.
      • Help you give your leadership team the information they need to support your success.
      • Improve the standing of the security program with business leaders.
    • Organizations with a well-aligned security program:
      • Improve security risk management, performance measurement, resource management, and value delivery.
      • Lower rates of security incidents and lower-cost security breaches.
      • Align costs, performance, and risk reduction objectives with business needs.
      • Are more satisfied with their security program.

    Measure the value of using Info-Tech’s approach

    Assess the effectiveness of your security program with a risk-based approach.

    Deliverable

    Challenge

    Security Program Design

    • Prioritized set of security capabilities
    • Program accountabilities
    • Devise and deploy an approach to gather business requirements, identify and prioritize relevant security capabilities, and assign program accountabilities.
    • Cost and Effort : 2 FTEs x 90 days x $130,000/year

    Program Assessment and Implementation Plan

    • Security program assessment
    • Roadmap of gap closure initiatives
    • Devise and deploy an approach to assess the current state of your security program, identify gap closure or improvement initiatives, and build a transformation roadmap.
    • Cost and Effort : 2 FTEs x 90 days x $130,000/year

    Measured Value

    • Using Info-Tech’s best practice methodology will cut the cost and effort in half.
    • Savings: 2 FTEs x 45 days x $130,000/year = $65,000

    Measure the impact of your project

    Use Info-Tech diagnostics before and after the engagement to measure your progress.

    • Info-Tech diagnostics are standardized surveys that produce historical and industry trends against which to benchmark your organization.
    • Run the Security Business Satisfaction and Alignment diagnostic now, and again in twelve months to assess business satisfaction with the security program and measure the impact of your program improvements.
    • Reach out to your account manager or follow the link to deploy the diagnostic and measure your success. Diagnostics are included in your membership.

    Inform this step with Info-Tech diagnostic results

    • Info-Tech diagnostics are standardized surveys that accelerate the process of gathering and analyzing pain point data.
    • Diagnostics also produce historical and industry trends against which to benchmark your organization.
    • Reach out to your account manager or follow the links to deploy some or all these diagnostics to validate your assumptions. Diagnostics are included in your membership.

    Governance & Management Maturity Scorecard
    Understand the maturity of your security program across eight domains.
    Audience: Security Manager

    Security Business Satisfaction and Alignment Report
    Assess the organization’s satisfaction with the security program.
    Audience: Business Leaders

    CIO Business Vision
    Assess the organization’s satisfaction with IT services and identify relevant challenges.
    Audience: Business Leaders

    Executive Brief Case Study

    INDUSTRY: Higher Education

    SOURCE: Interview

    Building a business-aligned security program

    Portland Community College (PCC) is the largest post-secondary institution in Oregon and serves more than 50,000 students each year. The college has a well-established information technology program, which supports its education mission in four main campuses and several smaller centers.

    PCC launched a security program modernization effort to deal with the evolving threat landscape in higher education. The CISO studied the enterprise strategy and goals and reviewed the college’s risk profile and compliance requirements. The exercise helped the organization prioritize security capabilities for the renewal effort and informed the careful assessment of technical controls in the current security program.

    Results

    Laying the right foundations for the security program helped the security function understand how to provide the organization with a clear report of its security posture. The CISO now reports directly to the board of directors and works with stakeholders to align cost, performance, and risk reduction objectives with the needs of the college.

    The security program modernization effort prioritized several critical design factors

    • Enterprise Strategy
    • Enterprise Goals
    • IT Risk Profile
    • IT-Related Issues
    • IT Threat Landscape
    • Compliance Requirements

    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

    Call #1:
    Scope requirements, objectives, and specific challenges.

    Call #2:
    Define business context, assess risk profile, and identify existing security issues.

    Define initial design of security program.

    Call #3:
    Evaluate threat landscape and compliance requirements.

    Call #4:
    Analyze the role of IT, the security sourcing model, technology adoption, and implementation models.

    Refine the design of the security program.

    Call #5:
    Identify program accountabilities.

    Call #6:
    Design program target state and draft security program implementation plan.

    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 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

    Initial Security
    Program Design

    Refine Security
    Program Design

    Security Program
    Gap Analysis

    Roadmap and Implementation Plan

    Next Steps and
    Wrap-Up (offsite)

    Activities

    1.1.0 Review Info-Tech diagnostic results

    1.1.1 Identify project context

    1.1.2 Identify enterprise strategy

    1.2.1 Identify enterprise goals

    1.2.2 Build a goals cascade

    1.3 Assess the risk profile

    1.4 Identify IT-related issues

    1.5 Evaluate initial program design

    2.1.1 Gauge threat landscape

    2.1.2 Identify compliance requirements

    2.2.1 Categorize the role of IT

    2.2.2 Identify the sourcing model

    2.3.1 Identify the IT implementation model

    2.4.1 Identify the tech adoption strategy

    2.5.1 Refine the design of the program

    3.1 Identify program accountabilities

    3.2.1 Conduct program gap analysis

    3.2.2 Prioritize initiatives

    3.3.1 Build program roadmap

    3.3.2 Finalize implementation plan

    3.3.3 Sponsor check-in

    4.1 Complete in-progress deliverables from previous four days

    4.2 Set up review time for workshop deliverables and to discuss next steps

    Deliverables

    1. Project context
    2. Stakeholder satisfaction feedback on security program
    3. Initial set of prioritized security capabilities
    1. Refined set of prioritized security capabilities
    1. Documented program accountabilities
    2. Security program gap analysis
    1. Roadmap of initiatives
    2. Communication deck for program design and implementation
    1. Completed security program design
    2. Security program design and implementation plan

    Customize your journey

    The security design blueprint pairs well with security governance and security strategy.

    • The prioritized set of security capabilities you develop during the program design project will inform efforts to develop other parts of your security program, like the security governance and management program and the security strategy.
    • Work with your member services director, executive advisor, or technical counselor to scope the journey you need. They will work with you to align the subject matter experts to support your roadmap and workshops.

    Workshop
    Days 1 and 2

    Workshop
    Days 3 and 4

    Security Program Design Factors

    Security Program Gap Analysis or
    Security Governance and Management

    Voka 2025 Resilience Scores

     

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    Liguris: 80 points
    Keiretsu: 71 points
    Staffler: 69 points
    Xpo group: 67 points
    Actief: 66 points

    Continue reading

    Get Started With FinOps

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    • member rating overall impact: N/A
    • member rating average dollars saved: N/A
    • member rating average days saved: N/A
    • Parent Category Name: Cloud Strategy
    • Parent Category Link: /cloud-strategy
    • Runaway cloud costs are wrecking the CIO’s budget, but cloud costs are hard to reign in because vendors are not always up front about the true costs, it’s easy to oversubscribe to services and quickly run up costs with pay-as-you-go service, and cloud bills are complex.
    • While IT isn’t the business owner for cloud services, they often carry the cost of overruns on their budget, and don’t have the skills or influence to more effectively manage cloud costs.
    • Truly optimizing cloud spend and maximizing business value from cloud requires insight and collaboration from IT/engineering, finance, and business owners, but those teams are often siloed and manage their cloud usage or spend differently.

    Our Advice

    Critical Insight

    • The business units that need to collaborate to make FinOps work are often siloed, with different processes, data, metrics and cloud expertise. Coordinating their efforts to encourage shared responsibility can be a big obstacle to overcome.
    • FinOps requires a cultural shift to empower every cloud user to take accountability for cloud cost optimization.
    • To get started with FinOps, it’s essential to first break down those silos and get the multiple teams involved on the same page. Everyone must understand how FinOps is part of their responsibilities.

    Impact and Result

    • Implementing FinOps will lead to improved visibility and control over cloud spend, optimized resource allocation and reduced cloud waste, enhanced transparency, improved forecasting and budgeting, and increased accountability over cloud costs across business units.
    • This blueprint will help you get started with FinOps by identifying the roles involved in FinOps, defining the key activities that must be conducted, and assigning ownership to each task. This will help foster a shared responsibility for FinOps and encourage everyone to work toward common goals.

    Get Started With FinOps Research & Tools

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

    1. Get Started With FinOps Deck – A guide to defining and assigning the roles and activities involved in FinOps.

    This storyboard will help you define FinOps roles and structure of the FinOps and other teams, identify key activities, and assign ownership to each. It will also provide guidance on analyzing the results of the RACI chart.

    • Get Started With FinOps Storyboard

    2. FinOps RACI Chart – A tool to help you assess the current state of FinOps activities and assign ownership to each.

    This tool will help you assess the current state of FinOps activities and assign ownership to each activity. Use the outputs of the exercise to define how roles across the organization will be involved in FinOps and where to focus efforts in maturing in FinOps.

    • FinOps RACI Chart
    [infographic]

    Further reading

    Get Started With FinOps

    FinOps goes beyond identifying cloud savings. It empowers every cloud user to maximize the value of their spend.

    Executive Brief

    Analyst Perspective

    The first step of FinOps is collectively realizing that maximizing value is every cloud user's responsibility.

    Natalie Sansone

    Natalie Sansone, PhD
    Research Director, Infrastructure & Operations
    Info-Tech Research Group

    As cloud adoption increases, and with it the complexity of cloud environments, managing and optimizing cloud spend has become both a top challenge and priority for IT organizations. In response, the practice of FinOps has emerged to help organizations maximize the value they get from the cloud. As its popularity surges, organizations are told they must do FinOps, but many feel their practice is not yet mature. One of their biggest obstacles is empowering engineers and other cloud users to work toward this shared goal with other teams.

    To grow and mature your FinOps practice, your first challenge is breaking down silos, encouraging collaboration across varying business units, and getting all cloud users to be accountable for their cloud usage and spend and to understand the shared goals of FinOps. Beyond finding ways to reduce cloud costs, FinOps is a cultural shift that enables better collaboration between distributed teams. It allows them to leverage data to identify opportunities to maximize business value from cloud investments.

    Whether you’re starting the FinOps journey or looking to mature your practice, this blueprint will help you organize by defining the required role and tasks. Then you can work through a collective exercise to ensure everyone understands who is involved and responsible for each activity. You’ll gain the information you need and be better positioned to continuously improve and mature your processes, but success begins with everyone understanding that FinOps is a shared responsibility.

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • Runaway cloud costs are wrecking the CIO’s budget, but these are hard to rein in because cloud vendors are not always upfront about the true costs. It’s easy to oversubscribe to services and quickly run up costs with pay-as-you-go service and complex bills.
    • While IT isn’t the business owner for cloud services, they often carry the cost of overruns on their budget, and don’t have the skills or influence to more effectively manage cloud costs.
    • Truly optimizing cloud spend and maximizing its business value requires insight and collaboration from IT/engineering, finance, and business owners, but those teams are often siloed and manage their cloud usage/spend differently.
    • IT leaders are instructed to implement a FinOps practice, but don’t truly understand what that is, who needs to be involved, or where to start.
    • Business units that must collaborate to make FinOps work are often siloed and have different processes, data, metrics, and cloud expertise. Coordinating efforts to encourage shared responsibility can be a challenge. FinOps requires a cultural shift to empower every cloud user to take accountability for cost optimization.
    • Lack of visibility into cloud usage, spending patterns, and cost drivers along with inadequate tools to get the required data to drive decision making. This leads to hindered progress.
    • Implementing FinOps will improve visibility and control over cloud spend, optimize resource allocation and reduce waste, enhance transparency, improve forecasting and budgeting, and improve cost accountability across business units.
    • To get started with FinOps, first it’s essential to break down those silos and coordinate the multiple teams involved. Everyone must understand how FinOps is part of their responsibilities.
    • This blueprint will help you identify the roles involved in FinOps, define the key activities that must be conducted, and assign ownership to each task. This will help foster a shared responsibility for FinOps and encourage everyone to work toward common goals.

    Info-Tech Insight

    FinOps is not just about driving cloud savings. It’s a cultural shift empowering every cloud user to maximize the value of their spend. The first step of FinOps is therefore to help everyone understand their share of responsibility.

    What is FinOps?

    Definition

    “FinOps is an evolving cloud financial management discipline and cultural practice that enables organizations to get maximum business value by helping engineering, finance, technology, and business teams to collaborate on data-driven spending decisions.”

    Definition Updated: November 2021 by the FinOps Foundation Technical Advisory Council

    The ultimate purpose of FinOps is to bring business value to your organization by reducing cloud waste.

    • FinOps is the people, processes, and tools you use to eliminate waste and ensure you get the most value from your cloud spend.
    • FinOps is the framework within which teams can operate to ensure they are optimizing their use of cloud resources.
    • FinOps brings financial accountability to cloud spend.
    • FinOps is a culture practice where everyone collaborates and takes ownership for their cloud usage while being supported and governed by a central group. It breaks down silos so teams that haven’t worked closely together in the past collaborate toward shared goals.
    • It brings financial accountability and cultural change to cloud spend by enabling distributed teams to better collaborate and leverage data to decide where/when to invest in cloud for maximum business value.
    • FinOps is not done by an individual or just one team. It’s a change in the way that many disparate teams work together, from engineering to finance to business teams.

    Common misconceptions about FinOps

    FinOps is not

    FinOps is

    • Only about saving money
    • Only focused on activities related to cost optimization
    • IT financial management, which involves tracking and analyzing all costs associated with IT services
    • An activity (or set of activities) done by one person or team
    • Short for financial operations
    • About maximizing value. FinOps is optimizing cloud costs to provide maximum business value and support scalability (sometimes this means investing more money in cloud)
    • FinOps also involves building a culture of accountability, visibility, and collaboration around cloud usage and cost
    • Focused specifically on managing/optimizing cloud costs
    • A cultural shift around how disparate teams work together, people from all areas of the organization can play a role
    • The term is a portmanteau (combination) of Finance and (Dev)Ops, emphasizing the collaboration between business and engineering teams1
    1 “What is FinOps?” FinOps Foundation, 2023

    FinOps’ popularity has exploded in recent years

    2012 - The practice of FinOps begins to emerge through early scalers in public cloud like Adobe and Intuit

    2017 - Many IT departments begin to use the cloud for limited use cases, but very few enterprises are all in the cloud

    2019 - Many companies begin moving to a cloud-first strategy, shifting IT spend from capital to operational expenditure (CapEx to OpEx), complicating cloud bills

    February 2019 - The FinOps Foundation is born out of Cloudability’s Customer Advisory Board meeting where many cloud practitioners discuss the need for a community of practitioners

    June 2020 - The FinOps Foundation merges with Linux Foundation and sets the standard for cloud financial management

    Sources: Carr, 2022; Linux Foundation, 2023, Storment & Fuller, 2023.

    The image contains a graph that demonstrates the increasing number of people listing FinOps as a skill.

    Where did the term come from?

    The term FinOps has risen in popularity over the last few years. Originally, organizations used the term cloud cost management, then cloud cost optimization, then more broadly, cloud financial management. The latter has now been largely replaced by FinOps.

    Why is FinOps so essential? (1/2)

    The shift from fixed to variable spend has changed the way organizations must manage and report on costs.

    In the traditional data center era:

    • The enterprise procured infrastructure through large capital refreshes of data center hardware.
    • Infrastructure teams tried their best to avoid running out of storage before the next hardware refresh. Equipment was intentionally oversized to accommodate unexpected growth.
    • IT teams would not worry about how much infrastructure resources they consumed, provided they stayed within planned capacity limits. If capacity ran low, resource usage would be adjusted.
    • The business might not like laying out large capital expenditures, but it had full visibility into the cost and got to approve spending in advance using financial controls.
    • Monthly costs were well-understood and monthly or infrequent reporting was acceptable because day-to-day costs did not vary.
    • Mature organizations might chargeback or showback costs to application teams based on number of virtual machines or other measures, but traditional on-premises chargeback wouldn't save money overall.

    Why is FinOps so essential? (2/2)

    The shift from fixed to variable spend has changed the way organizations must manage and report on costs.

    In the cloud era:

    • Infrastructure resources must no longer be provisioned in advance through spending capital budgets.
    • Capacity management isn’t a major concern. Spare capacity is always available, and savings can result from not paying for unnecessary capacity.
    • Cloud services often offer pay-as-you-go pricing models, allowing more control and flexibility to pay only for the resources you consume.
    • When services use more resources than they need, running costs increase. Cost reductions are realized through reducing the size of allocated resources.
    • The variable consumption model can reduce operating costs but can make budgeting and forecasting difficult. IT and the business can no longer predict what they will pay for infrastructure resources.
    • Billing is no longer straightforward and monthly. Resources are individually charged in micro amounts. Costs must be regularly reviewed as unexpected or forgotten resource usage can add up significantly.

    Managing cloud spend remains a challenge for many organizations

    Given the variable nature of cloud costs and complex pricing structures, it can be easy to overspend without mature FinOps processes in place. Indeed, 82% of organizations cite managing cloud spend as one of their top challenges.

    Respondents reported that public cloud spend was over budget by an average of 18%, up from 13% the previous year.

    Source: Flexera 2023 State of the Cloud Report, n=750

    Organization's top cloud challenges.

    While FinOps adoption has rapidly increased, maturity has not

    Most organizations understand the value of FinOps but are not mature in their practice.

    NetApp’s 2023 State of CloudOps Report found that:

    96% say FinOps is important to their cloud strategy

    9% have a mature FinOps practice

    92% report that they struggle with FinOps

    Source: NetApp, 2023 State of CloudOps Report, n=310 IT decision makers in the United States responsible for public cloud infrastructure investments.

    Flexera’s 2023 State of the Cloud report found that 72% of organizations have a dedicated FinOps team.

    Flexera’s annual report also found that year over year, cloud cost responsibilities are increasingly shifting away from Finance/Accounting and Vendor Management teams and over to FinOps teams as they emerge and mature.

    Source: Flexera, 2023 State of the Cloud Report, n=750 decision-makers and users around the world

    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]

    Build Your BizDevOps Playbook

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    • member rating average days saved: N/A
    • Parent Category Name: Architecture & Strategy
    • Parent Category Link: /architecture-and-strategy
    • 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 see BizDevOps as a solution to help meet this demand. However, they often lack the critical cross-functional collaboration and team-sport culture that are critical for success.
    • The industry provides little consensus and guidance on how to prepare for the transition to BizDevOps.

    Our Advice

    Critical Insight

    • BizDevOps is cultural, not driven by tools. It is about delivering high-quality and valuable releases to stakeholders through collective ownership, continuous collaboration, and team-first behaviors supported by tools.
    • BizDevOps begins with a strong foundation in five key areas. The crux of successful BizDevOps is centered on the strategic adoption and optimization of building great requirements, collaborative practices, iterative delivery, application management, and high-fidelity environments.
    • Teams take STOCK of what it takes to collaborate effectively. Teams and stakeholders must show up, trust the delivery method and people, orchestrate facilitated activities, clearly communicate and knowledge share every time they collaborate.

    Impact and Result

    • Bring the right people to the table. BizDevOps brings significant organizational, process and technology changes to improve delivery effectiveness. Include the key roles in the definition and validation of your BizDevOps vision and practices.
    • Focus on the areas that matter. Review your current circumstances and incorporate the right practices that addresses your key challenges and blockers to becoming BizDevOps.
    • Build your BizDevOps playbook. Gain a broad understanding of the key plays and practices that makes a successful BizDevOps organization. Verify and validate these practices in order to tailor them to your context. Keep your playbook live.

    Build Your BizDevOps Playbook Research & Tools

    Start here – read the Executive Brief

    Find out why you should implement BizDevOps, 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. Get started with BizDevOps

    Set the right expectations with your stakeholders and define the context of your BizDevOps implementation.

    • Build Your BizDevOps Playbook – Phase 1: Get Started With BizDevOps
    • BizDevOps Playbook

    2. Tailor your BizDevOps playbook

    Tailor the plays in your BizDevOps playbook to your circumstances and vision.

    • Build Your BizDevOps Playbook – Phase 2: Tailor Your BizDevOps Playbook
    [infographic]

    Workshop: Build Your BizDevOps Playbook

    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 Expectations

    The Purpose

    Discuss the goals of your BizDevOps playbook.

    Identify the various perspectives who should be included in the BizDevOps discussion.

    Level set expectations of your BizDevOps implementation.

    Key Benefits Achieved

    Identification of the key roles who should be included in the BizDevOps discussion.

    Learning of key practices to support your BizDevOps vision and goals.

    Your vision of BizDevOps in your organization.

    Activities

    1.1 Define BizDevOps.

    1.2 Understand your key stakeholders.

    1.3 Define your objectives.

    Outputs

    Your BizDevOps definition

    List of BizDevOps stakeholders

    BizDevOps vision and objectives

    2 Set the Context

    The Purpose

    Understand the various methods to initiate the structuring of facilitated collaboration.

    Share a common way of thinking and behaving with a set of principles.

    Focus BizDevOps adoption on key areas of software product delivery.

    Key Benefits Achieved

    A chosen collaboration method (Scrum, Kanban, Scrumban) to facilitate collaboration

    A mutually understanding and beneficial set of guiding principles

    Areas where BizDevOps will see the most benefit

    Activities

    2.1 Select your foundation method.

    2.2 Define your guiding principles.

    2.3 Focus on the areas that matter.

    Outputs

    Chosen collaboration model

    List of guiding principles

    High-level assessment of delivery practices and its fit for BizDevOps

    3 Tailor Your BizDevOps Playbook

    The Purpose

    Review the good practices within Info-Tech’s BizDevOps Playbook.

    Tailor your playbook to reflect your circumstances.

    Key Benefits Achieved

    Understanding of the key plays involved in product delivery

    Product delivery plays that reflect the challenges and opportunities of your organization and support your BizDevOps vision

    Activities

    3.1 Review and tailor the plays in your playbook

    Outputs

    High-level discussion of key product delivery plays and its optimization to support BizDevOps

    Select a Marketing Management Suite

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    • member rating average days saved: 50 Average Days Saved
    • Parent Category Name: Customer Relationship Management
    • Parent Category Link: /customer-relationship-management
    • Time, money, and effort are wasted on channels and campaigns that are not resonating with your customer base.
    • Email marketing, social marketing, and/or lead management alone are often not enough to meet more sophisticated marketing needs.
    • 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.
    • For IT managers or marketing professionals, the task to incorporate MMS technology into the organization requires not only receiving the buy-in for the MMS investment but also determining the vendor and solution that best fit the organization’s particular marketing management needs.

    Our Advice

    Critical Insight

    • An MMS enables complex campaigns across many channels, product lines, customer segments, and marketing groups throughout the enterprise.
    • Selecting an MMS has become increasingly difficult because the number of players in the marketplace has ballooned. Moreover, picking the wrong marketing solution has a direct impact on revenue.
    • Determine whether the investment in an MMS is worthwhile or the funds are better allocated elsewhere. For organizations with a large audience or varied product offerings, an MMS enables complex campaigns across many channels, product lines, customer segments, and marketing groups throughout the enterprise.

    Impact and Result

    • Maximize your success and credibility with a proposal that emphasizes the areas relevant to your situation.
    • Perform more effective customer targeting and campaign management. Having an MMS equips marketers with the tools they need to make informed decisions around campaign execution, resulting in better targeting, acquisition, and customer retention. This means more revenue.
    • Maximize marketing impact with analytics-based decision making. Understanding users’/customers’ behaviors and preferences will allow you to run effective marketing initiatives.

    Select a Marketing Management Suite Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how to approach selecting an MMS, 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 MMS project and collect requirements

    Assess the organization’s fit for MMS technology and structure the MMS selection project.

    • Select a Marketing Management Suite – Phase 1: Launch the MMS Project and Collect Requirements
    • MMS Readiness Assessment Checklist

    2. Shortlist marketing management suites

    Produce a vendor shortlist for your MMS.

    • Select a Marketing Management Suite – Phase 2: Shortlist Marketing Management Suites

    3. Select vendor and communicate decision to stakeholders

    Evaluate RFPs, conduct vendor demonstrations, and select an MMS.

    • Select a Marketing Management Suite – Phase 3: Select Vendor and Communicate Decision to Stakeholders
    • MMS Requirements Picklist Tool
    • MMS Request for Proposal Template
    • MMS Vendor Demo Script
    • MMS Selection Executive Presentation Template
    [infographic]

    Workshop: Select a Marketing Management Suite

    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 Launch the MMS Project and Collect Requirements

    The Purpose

    Determine a “right-size” approach to marketing enablement applications.

    Key Benefits Achieved

    Confirmation of the goals, objectives, and direction of the organization is marketing application strategy.

    Activities

    1.1 Assess the value and identify the organization’s fit for MMS technology.

    1.2 Understand the art of the possible.

    1.3 Understand CXM strategy and identify your fit for MMS technology.

    1.4 Build procurement team and project customer experience management (CXM) strategy.

    1.5 Identify your MMS requirements.

    Outputs

    Project team list.

    Preliminary requirements list.

    2 Shortlist Marketing Management Suites

    The Purpose

    Enumerate relevant marketing management suites and point solutions.

    Key Benefits Achieved

    List of marketing enablement applications based on requirements articulated in the preliminary requirements list strategy.

    Activities

    2.1 Identify relevant use cases.

    2.2 Discuss the vendor landscape.

    Outputs

    Vendor shortlist.

    3 Select Vendor and Communicate Decision to Stakeholders

    The Purpose

    Develop a rationale for selecting a specific MMS vendor.

    Key Benefits Achieved

    MMS Vendor decision.

    A template to communicate the decision to executives.

    Activities

    3.1 Create a procurement strategy.

    3.2 Discuss the executive presentation.

    3.3 Plan the procurement process.

    Outputs

    Executive/stakeholder PowerPoint presentation.

    Selection of an MMS.

    Further reading

    Select a Marketing Management Suite

    A best-fit solution balances needs, cost, and capability.

    Table of contents

    1. Project Rationale
    2. Execute the Project/DIY Guide
    3. Appendices

    ANALYST PERSPECTIVE

    Navigate the complexity of a vast ecosystem by taking a structured approach to marketing management suite (MMS) selection.

    Marketing applications are in high demand, but it is difficult to select a suite that is right for your organization. Market offerings have grown from 50 vendors to over 800 in the past five years. Much of the process of identifying an appropriate vendor is not about the vendor at all, but rather about having a comprehensive understanding of internal needs. There are instances where a smaller-point solution is necessary to satisfy requirements and a full marketing management suite is an overinvestment.

    Likewise, a partner with differentiating features such as AI-driven workflows and a mobile software development kit can act as a powerful extension of an overall customer experience management strategy. It is crucial to make the right decision; missing the mark on an MMS selection will have a direct impact on the business’ bottom line.

    Ben Dickie
    Research Director, Enterprise Applications
    Info-Tech Research Group

    Phase milestones

    Launch the MMS Project and Collect Requirements — Phase 1

    • Understand the MMS market space.
    • Assess organizational and project readiness for MMS selection.
    • Structure your MMS selection and implementation project by refining your MMS roadmap.
    • Align organizational use-case fit with market use cases.
    • Collect, prioritize, and document MMS requirements.

    Shortlist MMS Tool — Phase 2

    • Review MMS market leaders and players within your aligned use case.
    • Review MMS vendor profiles and capabilities.
    • Shortlist MMS vendors based on organizational fit.

    Select an MMS — Phase 3

    • Submit request for proposal (RFP) to shortlisted vendors.
    • Evaluate vendor responses and develop vendor demonstration scripts.
    • Score vendor demonstrations and select the final product.

    Stop! Are you ready for this project?

    This Research Is Designed For:
    • IT applications directors and business analysts supporting their marketing teams in selecting and implementing a robust marketing solution.
    • Any organization looking to procure an MMS tool that will allow it to automate its marketing processes or learn more about the MMS vendor landscape.
    This Research Will Help You:
    • Understand today’s MMS market, specific to marketing automation, marketing intelligence, and social marketing use-case scenarios.
    • Understand MMS functionality as well as marketing terminology.
    • Follow best practices to prepare for and execute on selection, including requirements gathering and vendor evaluation.
    This Research Will Also Assist:
    • Marketing managers, brand managers, and any marketing professional looking to build a cohesive marketing platform.
    • MMS project teams or working groups tasked with managing an RFP process for vendor selection.
    This Research Will Help Them
    • Assess organizational and project readiness for embarking on MMS selection.
    • Draft an RFP, manage the vendor and product review process, and select a vendor.

    Executive summary

    Situation

    The MMS market is a landscape of vendors offering campaign management, multichannel support, analytics, and publishing tools. Many vendors specialize in some of these areas but not all. Sometimes multiple products are necessary – but determining which feature sets the organization truly needs can be a challenging task. The right technology stack is critical in order to bring automation to marketing initiatives.

    Complication

    • The first challenge is deciding whether to implement a full marketing suite or a point solution.
    • The number of marketing suites and point solutions has increased from 50 to more than 800 just in the past five years.
    • IT is receiving a growing number of marketing analytics requests and must be prepared to speak intelligently about marketing management vendor selection.

    Resolution

    • Leverage Info-Tech’s comprehensive three-phase approach to MMS selection projects: assess your organization’s preparedness to go into the selection stage, move through technology selection, and present decisions to stakeholders.
    • Conduct an MMS project preparedness assessment to ensure you maximize the value of your time, effort, and spend.
    • Determine whether your organization’s needs will best be met by a marketing management suite or a point solution.
    • Determine which use case your organization fits into and review the relevant vendor landscape, common capability, and areas of product differentiation. Consult Info-Tech’s market analysis to shortlist vendors for your RFP process.
    • Take advantage of traceable and auditable selection tools to run an effective evaluation and selection process. Be prepared to answer the retroactive question “Why this MMS?” with documentation of your selection process and outputs.

    Info-Tech Insight

    1. The new MMS market. Selecting a marketing management solution has become increasingly difficult, with the number of players in the marketplace ballooning to meet buyer demand.
    2. Direct translation to revenue. Picking the wrong marketing solution has a direct impact on the bottom line. However, the right MMS can lead to a 7.3x greater year-over-year increase in annual revenue.
    3. Don’t buy best-of-breed; buy best-for-you. Base your vendor selection on your requirements and use case, not on the vendor’s overall performance.

    MMS is a key piece of the CRM puzzle

    In order to optimize cross-sell opportunities and marketing effectiveness, there needs to be a master customer database, which belongs in the customer relationship management (CRM) suite.

    When it comes to marketing automation capabilities, using CRM is like building a car from a kit. All the parts are there, but you need the time and skill to put it all together. Using marketing automation is like buying the car you want or need, with all the features you want already installed and some gas in the tank, ready to drive. In either case, you still need to know how to drive and where you want to go.” (Mac McIntosh, Marketo Inc.) 'CRM' surrounded by its components with 'MMS' highlighted. A master database – the central place where all up-to-the-minute data on a customer profile is stored – is essential for MMS success. This is particularly true for real-time capability effectiveness and to minimize customer fatigue.

    Understand what an MMS can do for you

    Take time to learn the capabilities of modern marketing applications. Understanding the “art of the possible” will help you to get the most out of your MMS.

    MMS helps marketers in two primary ways:
    1. It allows them to efficiently execute and manage campaigns across dozens of channels and products.
    2. It allows them to analyze the outcomes of campaigns.
    Marketing suites accomplish these tasks by:
    • Leveraging workflow automation to reduce the amount of time spent creating marketing campaigns
    • Using internal or third-party data to increase conversion effectiveness from customer databases across the organization
    A strong MMS provides marketers with the data they need for actionable insights about their customers.
    A marketing automation solution delivers essentially all the benefits of an email marketing solution along with integrated capabilities that would otherwise need to be cobbled together using various standalone technologies.” (Marketo Inc.)

    Review Info-Tech’s vendor profiles of the MMS market to identify vendors that meet your requirements

    Logos of multiple vendors including 'Hubspot', 'IBM', 'Salesforce marketing cloud', etc.

    Use Info-Tech’s MMS implementation methodology as a starting point for your organization’s MMS selection

    Info-Tech’s implementation methodology is not a step-by-step approach to vendor selection, but rather it highlights the pertinent considerations for MMS selection at each of the five steps outlined below.

    1

    2

    3

    4

    5

    Establish Resources Gather Requirements Write and Assemble RFP Exercise Due Diligence Evaluate Candidate Solutions
    • Determine work initiative dependencies and project milestones.
    • Establish the project timeline.
    • Designate project resources.
    • Prioritize rollout of functionality.
    • Link business goals with the MMS selection project.
    • Determine user roles and profiles.
    • Conduct stakeholder interviews.
    • Build communication and change management plan.
    • Draft an RFP.
    • Make a plan for soliciting feedback and publishing the RFP.
    • Customize a vendor demo script and scorecard.
    • Conduct vendor demos.
    • Speak with vendor references.
    • Evaluate nonfunctional requirements.
    • Understand upgrade schedules.
    • Define a vendor evaluation framework.
    • Prepare the final evaluation.
    • Prepare a presentation for management.

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

    Professional services provider engages Info-Tech to guide it through its MMS selection journey

    CASE STUDY

    Industry: Professional Services | Source: Info-Tech Consulting

    Challenge

    A large professional services firm specializing in knowledge development was looking to modernize an outdated marketing services stack.

    Previous investments in marketing tools ranging from email automation to marketing analytics led to system fragmentation. As a result, there was no 360-degree overview of marketing operations and no way to run campaigns at scale.

    To satisfy the organization’s aspirations, a comprehensive marketing management suite had to be selected that met needs for the foreseeable future.

    Solution

    The Info-Tech consulting team was brought in to assist in the MMS selection process.

    After meeting with several stakeholders, MMS requirements were developed and weighted. An RFP was then created from these requirements.

    Following a market scan, four vendors were selected to complete the organization’s RFP. Demonstration scripts were then developed as the RFPs were completed by vendors.

    Shortlisted vendors progressed to the demonstration phase.

    Results

    Vendor scorecards were utilized during the two-day demonstrations with the core project team to score each vendor.

    During the scoring process the team also identified the need to replace the organization’s core customer repository (a legacy CRM).

    The decision was made to select a CRM before finalizing the MMS selection. Doing so ensured uniform system architecture and strong interoperability between the firm’s MMS and its CRM.

    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

    Select a Marketing Management Suite – project overview

    1. Launch the MMS Project and Collect Requirements 2. Shortlist Marketing Management Suites 3. Select Vendor and Communicate Decision to Stakeholders
    Supporting Tool icon

    Best-Practice Toolkit

    1.1 Assess the value and identify your organization’s fit for MMS technology.

    1.2 Build your procurement team and project customer experience management (CXM) strategy.

    1.3 Identify your MMS requirements.

    2.1 Produce your shortlist

    3.1 Select your MMS

    3.2 Present selection

    Guided Implementations

    • Understand CXM strategy and identify your fit for MMS technology.
    • Identify staffing needs.
    • Plan requirements gathering steps.
    • Discuss use-case fit assessment results.
    • Discuss vendor landscape.
    • Create a procurement strategy.
    • Discuss executive presentation.
    • Conduct a proposal review.
    Associated Activity icon

    Onsite Workshop

    Module 1:
    Launch Your MMS Selection Project
    Module 2:
    Analyze MMS Requirements and Shortlist Vendors
    Module 3:
    Plan Your Procurement Process
    Phase 1 Outcome:
    • Launch of MMS selection project
    Phase 2 Outcome:
    • Shortlist of vendors
    Phase 3 Outcome:
    • Selection of MMS

    Use these icons to help direct you as you navigate this research

    Use these icons to help guide you through each step of the blueprint and direct you to content related to the recommended activities.

    A small monochrome icon of a wrench and screwdriver creating an X.

    This icon denotes a slide where a supporting Info-Tech tool or template will help you perform the activity or step associated with the slide. Refer to the supporting tool or template to get the best results and proceed to the next step of the project.

    A small monochrome icon depicting a person in front of a blank slide.

    This icon denotes a slide with an associated activity. The activity can be performed either as part of your project or with the support of Info-Tech team members who will come onsite to facilitate a workshop for your organization.

    A small monochrome icon depicting a descending bar graph.

    This icon denotes a slide that pertains directly to the Info-Tech vendor profiles on marketing management technology. Use these slides to support and guide your evaluation of the MMS vendors included in the research.

    Select a Marketing Management Suite

    PHASE 1

    Launch the MMS Project and Collect Requirements

    Phase 1 outline

    Associated Activity icon 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 Your MMS Project and Collect Requirements

    Proposed Time to Completion: 3 weeks
    Step 1.2: Structure the Project Step 1.3: Gather Requirements
    Start with an analyst kick-off call:
    • Review readiness requirements for an MMS project.
    • Understand the work initiatives involved in MMS selection.
    Review findings with analyst:
    • Determine use case based on your organizational alignment.
    • Discuss core MMS requirements.
    Then complete these activities…
    • Conduct an organizational MMS readiness assessment.
    Then complete these activities…
    • Identify best-fit use case.
    • Elicit, capture, and prioritize requirements.
    With these tools & templates:
    • MMS Readiness Assessment Checklist
    With these tools & templates:
    • MMS Requirements Picklist Tool
    Phase 1 Results:
    • Completed readiness assessment.
    • Refined project plan to incorporate selection and implementation.

    Phase 1 milestones

    Launch the MMS Project and Collect Requirements — Phase 1

    • Understand the MMS market space.
    • Assess organizational and project readiness for MMS selection.
    • Structure your MMS selection and implementation project by refining your MMS roadmap.
    • Align organizational use-case fit with market use cases.
    • Collect, prioritize, and document MMS requirements.

    Shortlist MMS Tool — Phase 2

    • Review MMS market leaders and players within your aligned use case.
    • Review MMS vendor profiles and capabilities.
    • Shortlist MMS vendors based on organizational fit.

    Select an MMS — Phase 3

    • Submit request for proposal (RFP) to shortlisted vendors.
    • Evaluate vendor responses and develop vendor demonstration scripts.
    • Score vendor demonstrations and select the final product.

    Step 1.1: Understand the MMS market

    1.1

    1.2

    1.3

    Understand the MMS Market Structure the Project Gather MMS Requirements

    This step will walk you through the following activities:

    • MMS market overview

    This step involves the following participants:

    • Project team
    • Project manager
    • Project sponsor

    Outcomes of this step

    • An understanding of the evolution of the MMS market space and how it helps today’s organizations.
    • An evaluation of new and upcoming trends sought by MMS clients.
    • Verification of whether an MMS is a fit with your organization.

    Speak the same language as the marketing department to deliver the most business value

    Marketing Management Suite Glossary

    Analytics The practice of measuring marketing performance to improve return on investment (ROI). It is often carried out through the visualization of meaningful patterns in data as a result of marketing initiatives.
    Channels The different places where marketers can reach customers (e.g. social media, print mail, television).
    Click-through rate The percentage of individuals who proceed (click-through) from one part of a marketing campaign to the next.
    Content management Curating, creating, editing, and keeping track of content and client-facing assets.
    Customer relationship management (CRM) A core enterprise application that provides a broad feature set for supporting customer interaction processes. The CRM frequently serves as a core customer data repository.
    Customer experience management (CXM) The holistic management of customer interaction processes across marketing, sales, and customer service to create valuable, mutually beneficial customer experiences.
    Engagement rate A social media metric used to describe the amount of likes, comments, shares, etc., that a piece of content receives.
    Lead An individual or organization who has shown interest in the product or service being marketed.
    Omnichannel The portfolio of interaction channels you use.

    MMS is a key piece of the customer experience ecosystem

    Within the broader CXM ecosystem, an MMS typically lives within the CRM platform. Interfacing with the CRM’s master customer database allows an MMS to optimize cross-sell opportunities and marketing effectiveness.

    A master database – the central place where all up-to-the-minute data on a customer profile is stored – is essential for MMS success. This is particularly true for real-time capability effectiveness and to minimize customer fatigue.

    If you have customer records in multiple places, you risk missing customer opportunities and potentially upsetting clients. For example, if a client has communicated preferences or disinterest through one channel, and this is not effectively recorded throughout the organization, another representative is likely to contact them in the same method again – possibly alienating the customer for good.

    A master database requires automatic synchronization with all point solutions, POS, billing systems, agencies, etc. If you don’t have up-to-the-minute information, you can’t score prospects effectively and you lose out on the benefits of the MMS.

    'CRM' surrounded by its components with 'MMS' highlighted.
    Focus on the fundamentals before proceeding. Secure organizational readiness to reduce project risk using Info-Tech’s Build a Strong Technology Foundation for CXM and Select and Implement a CRM Platform blueprints.

    Understanding the “art of the possible”

    The world of marketing technology changes rapidly! Understand how modern marketing management suites are used in most organizations.

    An MMS helps marketers in two primary ways:

    1. It allows them to efficiently execute and manage campaigns across dozens of channels and products.
    2. It allows them to analyze the outcomes of campaigns.

    Marketing suites accomplish these tasks by:

    • Leveraging workflow automation to reduce the amount of time spent creating marketing campaigns.
    • Using internal or third-party data to increase conversion effectiveness from customer databases across the organization.

    A strong MMS provides marketers with the data they need for actionable insights about their customers.

    A marketing automation solution delivers essentially all the benefits of an email marketing solution along with integrated capabilities that would otherwise need to be cobbled together using various standalone technologies.” (Marketo Inc.)

    Inform your way of thinking by understanding the capabilities of modern marketing applications.

    A tree with icons related to knowledge.

    Expect the marketing department to drive suite adoption, but don’t count out the benefits MMS will also provide to IT

    MMS adoption is driven by the need for better campaign execution and marketing intelligence. MMS technologies are adopted to create faster, easier, more intelligent, and more measurable campaigns and make managing complex channels easy and repeatable.

    Top Drivers for Adopting Marketing Management Technologies

    Bar chart of top drivers for adopting marketing management technology. The first four bars are highlighted and the largest, they are labelled 'Campaign Measurement & Effectiveness', 'Execute Multi-channel Campaigns', 'Shorten Marketing Campaign Cycle', and 'Reduce Manual Campaign Creation'.
    (Source: Info-Tech Research Group; N=23)

    The key drivers for MMS are business-related, not IT-related. However, this does not mean that there are no benefits to IT. In fact, the IT department will see numerous benefits, including time and resource savings. Further, not having an MMS creates more work for your IT department. IT must serve as a valued partner for selection and implementation.

    Additional benefits to IT driven by MMS

    Marketing management suites are ideal for large organizations with multiple product lines in complex marketing environments. IT is often more centralized than its counterparts in the business, making it uniquely positioned to encourage greater coordination by helping the business units understand the shared goals and the benefits of working together to roll out suites for marketing workflow management, intelligence, and channel management.

    Cross-Segmentation Additional Revenue Generation Real-Time Capabilities Lead Growth/ Conversion Rate
    Business Value
    • Share resources between brands and product lines.
    • Increase database size with populated client data.
    • Track customer lifetime value.
    • Increase average deal size.
    • Decrease time to execute campaigns.
    • Decrease lead acquisition costs while collecting higher quality leads.
    • Improve retention rates.
    • Reduce cost to serve.
    • Increase customer retention due to effective service.
    • Higher campaign and response rates.
    • Track, measure, and prove the value of marketing activities.
    • Broaden reach through social channels.
    IT Value
    • Reduce reliance on IT for routine tasks such as list creation and data cleansing.
    • Free up IT resources for the sectors of the business where the ROI is greatest.
    • Reduce need for IT to cleanse, modify, or merge data lists because most suites include CRM connectors.
    • Reduce need for constant customization on status reports on lead value and campaign success.

    Info-Tech Insight

    Don’t forget that MMS technologies deliver on the overarching suite value proposition: a robust solution within one integrated offering. Without an MMS in play, organizations in need of this functionality are forced to piece together point solutions (or ad hoc management). This not only increases costs but also is an integration nightmare for IT.

    Step 1.2: Structure the project

    1.1

    1.2

    1.3

    Understand the MMS MarketStructure the ProjectGather MMS Requirements

    This step will walk you through the following activities:

    • Determine if you are ready to kick off the MMS selection project.
    • Align project goals with CXM strategy and business goals.

    This step involves the following participants:

    • Core project team
    • Project manager
    • Project sponsor

    Outcomes of this step

    • Assurance that you have completed adequate preparation, obtained stakeholder and sponsor buy-in, secured sufficient resources, and completed strategy and planning activities to move forward with selection.
    • An approach to remedy organizational readiness to prepare for MMS selection.
    • An understanding of stakeholder goals.

    Identify the scope and purpose of your MMS selection process

    Vendor Profiles icon

    Sample Project Overview

    [Organization] plans to select and implement a marketing management suite in order to introduce better campaign management to the business’ processes. This procurement and implementation of an MMS tool will enable the business to improve the efficiency and effectiveness of marketing campaign execution.

    This project will oversee the assessment and shortlisting of MMS vendors, selection of an MMS tool, the configuration of the solution, and the implementation of the technology into the business environment.

    Rationale Behind the Project

    Consider the business drivers behind the interest in MMS technology.

    Be specific to business units impacted and identify key considerations (both opportunities and risks).

    Business Drivers

    • Organizational productivity
    • Customer satisfaction
    • Marketing management costs
    • Risk management

    Info-Tech Insights

    Creating repeatable and streamlined marketing processes is a common overarching business objective that is driven by multiple factors. To ensure this objective is achieved, confirm that the primary drivers are following the implementation of the first automated marketing channels.

    Activity: Understand your business’ goals for MMS by parsing your formal CXM strategy

    Associated Activity icon 1.2.1 1 hour

    INPUT: Stakeholder user stories

    OUTPUT: Understanding of ideal outcomes from MMS implementation

    MATERIALS: Whiteboard and marker or sticky notes

    PARTICIPANTS: Project sponsor, Project stakeholders, Business analysts, Business unit reps

    Instructions

    1. Outline the purpose of the future MMS tool and the drivers behind this business decision with the project’s key stakeholders.
    2. Document plans to ensure that these drivers are taken into consideration and realized following implementation. Example:
      Improve Reduce/Eliminate KPIs
      Multichannel marketing Duplication of effort Number of customer interaction channels supported
      Social integration Process inefficiencies Number of social signals received (likes, shares, etc.)

    If you do not have a well-defined CXM strategy, leverage Info-Tech’s research to Build a Strong Technology Foundation for Customer Experience Management.

    Understanding marketing suites

    Vendor Profiles icon

    This blueprint focuses on complete, integrated marketing management suites

    An integrated suite is a single product that is designed to assist with multiple marketing processes. Information from these suites is deeply connected to the core CRM. Changing a piece of information for one process will update all affected.

    'MMS' surrounded by its integrated processes, including 'Marketing Operations Management', 'Breadth of Channel Support', 'Marketing Asset Management', etc.

    Understanding marketing point solutions

    Vendor Profiles icon

    A point solution typically interfaces with a single customer interaction channel with minimal CRM integration.

    Why use a marketing point solution?

    1. A marketing point solution is a standalone application used to manage a unique process.
    2. Point solutions can be implemented and updated relatively quickly.
    3. They cost less than full-feature, integrated marketing suites.
    4. Some point solutions integrate with CRM platforms or MMS platforms.

    Refer to Phase 2 for a bird’s-eye view of the point solution marketplace.

    Marketing Point Solutions

    • Twitter Analytics
    • Search Engine Optimization
    • Customer Portals
    • Livechat
    • Marketing Attribution
    • Demand Side Platform

    Determine if MMS is right for your organization

    Vendor Profiles icon

    Adopt an MMS if:

    1. Your organization is actively pursuing a multichannel marketing strategy, particularly if its marketing campaigns are complex and multifaceted, involving consumer-specific conditional messaging.
    2. Your enterprise serves a high volume of customers and marketing needs extend to formally managing budgets and resources, lead generation and segmentation, and measuring channel effectiveness.
    3. Your organizations has multiple product lines and is interested in increasing cross-sale opportunities.

    Bypass an MMS if:

    • Your organization does not participate in multichannel campaigns and is primarily using email or web channels to generate leads. You may find the advanced features and capabilities of an MMS to be overkill and should consider lead marketing automation (LMA) or email marketing services first.
    • You are a small to midsize business (SMB) with a limited budget or fewer than five marketing professionals. Don’t buy what you don’t need; organizations with fewer than five people in the marketing department are unlikely to need an MMS.
    • Sales generation is not a priority for the business or a primary goal for the marketing department.

    Info-Tech Insight

    Using an MMS is ideal for organizations with multiple brands and product portfolios (e.g. consumer packaged goods). Ad hoc management and email marketing services are best for small organizations with a client base that requires only bare bones engagement.

    Determine if you are ready to kick off your MMS selection and implementation project

    Supporting Tool icon 1.2.2 MMS Readiness Assessment Checklist
    Use Info-Tech’s MMS Readiness Assessment Checklist to determine if your organization has sufficient process and campaign maturity to warrant the investment in a consolidated marketing management suite.

    Sections of the Tool:

    1. Goals & Objectives
    2. Project Team
    3. Current State Understanding
    4. Future State Vision
    5. Business Process Improvement
    6. Project Metrics
    7. Executive Sponsorship
    8. Stakeholder Buy-In & Change Management
    9. Risk Management
    10. Cost & Budget

    INFO-TECH DELIVERABLE

    Sample of Info-Tech's MMS Readiness Assessment Checklist.

    Complete the MMS Readiness Assessment Checklist by following the instructions in Activity 1.2.3.

    Activity: Determine if you are ready to kick off your MMS selection project

    Associated Activity icon 1.2.3 30 minutes

    INPUT: MMS foundation, MMS strategy

    OUTPUT: Readiness remediation approach, Validation of MMS project readiness

    MATERIALS: Info-Tech’s MMS Readiness Assessment Checklist

    PARTICIPANTS: Project sponsor, Core project team

    Instructions

    1. Download the MMS Readiness Assessment Checklist.
    2. Review Section 1 of the checklist with the core project team and/or project sponsor, item by item. For completed items, tick the relative checkbox.
    3. Once the whole checklist has been reviewed, document all incomplete items in the table under Section 1 in the first table column (“Incomplete Readiness Item”).
    4. For each incomplete item, use your discretion to determine whether its completion is critical in preparation for MMS selection and implementation. This may vary given the complexity of your MMS project. If the item is critical to the project, indicate this with “Y” in the second column (“Criticality (Y/N)”).
    5. For each critical item, reflect on the barriers that have prevented or are preventing its completion. Possible barriers include incomplete task dependencies, low value-to-effort determination, lack of organizational knowledge or resources, pressure of deadlines, etc. Document these barriers in the third column (“Barriers to Completion”).
    6. Based on the barriers determined in Step 5, determine a remediation approach for each item. Document the approach in the fourth column (“Remediation Approach”).
    7. For each remediation activity, designate a due date and remediation owner. Document this in the fifth column (“Due Date & Owner”).
    8. Carry out the remediation of critical tasks and return to this blueprint to kickstart your selection and implementation project.

    Step 1.3: Gather MMS requirements

    1.1

    1.2

    1.3

    Understand the MMS MarketStructure the ProjectGather MMS Requirements

    This step will walk you through the following activities:

    • Understand your MMS use case.
    • Elicit and capture your MMS requirements.
    • Prioritize your solution requirements.

    This step involves the following participants:

    • Core project team
    • Project manager
    • Business analysts
    • Procurement subject-matter experts (SMEs)

    Outcomes of this step

    • Project alignment with MMS market use case.
    • Inventory of categorized and prioritized MMS business requirements.

    Understand the dominant use-case scenarios for MMS across organizations

    Vendor Profiles icon

    USE CASES

    While an organization may be product- or service-centric, most fall into one of the three use cases described on this slide.

    1) Marketing Automation

    Workflow Management

    Managing complex marketing campaigns and building and tracking marketing workflows are the mainstay responsibilities of brand managers and other senior marketing professionals. In this category, we evaluated vendors that provide marketers with comprehensive tools for marketing campaign automation, workflow building and tracking, lead management, and marketing resource planning for campaigns that need to reach a large segment of customers.

    Omnichannel Management

    The proliferation of marketing channels has created significant challenges for many organizations. In this use case, we executed a special evaluation of vendors that are well suited for the intricacies of juggling multiple channels, particularly mobile, social, and email marketing.

    2) Marketing Intelligence

    Sifting through data from a myriad of sources and coming up with actionable intelligence and insights remains a critical activity for marketing departments, particularly for market researchers. In this category, we evaluated solutions that aggregate, analyze, and visualize complex marketing data from multiple sources to allow decision makers to execute informed decisions.

    3) Social Marketing

    The proliferation of social networks, customer data, and use cases has made ad hoc social media management challenging. In this category we evaluated vendors that bring uniformity to an organization’s social media capabilities and contribute to a 360-degree customer view.

    Activity: Understand which type of MMS you need

    Associated Activity icon 1.3.1 30 minutes

    INPUT: Use-case breakdown

    OUTPUT: Project use-case alignments

    Materials: Whiteboard, markers

    Participants: Project manager, Core project team (optional)

    Instructions

    1. Familiarize your team with Info-Tech’s MMS use-case breakdown from the previous slide.
    2. Determine which use case is best aligned with your organization’s MMS project objectives. If you need assistance with this, consider the relevance of the cases studies and statements on the following slides.
    3. If your team agrees with most or all statements under a given use case, this indicates strong alignment towards that use case. It is possible for an organization to align with more than one use case. Your use-case alignment will guide you in creating a vendor shortlist later in this project.

    Use Info-Tech’s vendor research and use-case scenarios to support your organization’s vendor analysis

    The use-case view of vendor and product performance provides multiple opportunities for vendors to fit into your application architecture depending on their product and market performance. The use cases selected are based on market research and client demand.

    Determining your use case is crucial for:

    1. Selecting an application that is the right fit
    2. Establishing a business case for MMS

    The following slides illustrate how the three most common use cases (marketing automation, marketing intelligence, and social marketing) align with business needs. As shown by the case studies, the right MMS can result in great benefits to your organization.

    Use-case alignment and business need

    Vendor Profiles icon

    Marketing Automation

    Marketing Need Manage customer experience across multiple channels Manage multiple campaigns simultaneously Integrate web-enabled devices (IoT) into marketing campaigns Run and track email marketing campaigns
    A line of arrows pointing down.
    Corresponding Feature End-to-end management of email marketing Visual workflow editor Customer journey mapping Business rules engine A/B tracking

    The Portland Trail Blazers utilize an MMS to amplify their message with marketing automation technology

    CASE STUDY

    Industry: Entertainment | Source: Marketo

    Challenge

    The Portland Trail Blazers, an NBA franchise, were looking to expand their appeal beyond the city of Portland and into the greater Pacific Northwest Region.

    The team’s management group also wanted to showcase the full range of events that were hosted in the team’s multipurpose stadium.

    The Trail Blazers were looking to engage fans in a more targeted fashion than their CRM allowed for. Ultimately, they hoped to move from “batch and blast” email campaigns to an automated and targeted approach.

    Solution

    The Trail Blazers implemented an MMS that allowed it to rapidly build different types of campaigns. These campaigns could be executed across a variety of channels and target multiple demographics at various points in the fan journey.

    Contextual ads were implemented using the marketing suite’s automated customer journey mapping feature. Targeted ads were served based on a fan’s location in the journey and interactions with the Trail Blazers’ online collateral.

    Results

    The automated campaigns led to a 75% email open rate, which contributed to a 96% renewal rate for season ticket holders – a franchise record.

    Other benefits resulting from the improved conversion rate included an increased cohesion between the Trail Blazers’ marketing, analytics, and ticket sales operations.

    Use-case alignment and business need

    Vendor Profiles icon

    Marketing Intelligence

    Marketing Need Capture marketing- and customer-related data from multiple sources Analyze large quantities of marketing data Visualize marketing-related data in a manner that is easy for decision makers to consume Perform trend and predictive analysis
    A line of arrows pointing down.
    Corresponding Feature Integrate data across customer segments Analysis through machine learning Assign attributers to unstructured data Displays featuring data from external sources Create complex customer data visualizations

    Chico’s FAS uses marketing intelligence to drive customer loyalty

    CASE STUDY

    Industry: Retail | Source: SAS

    Challenge

    Women’s apparel retailer Chico’s FAS was looking to capitalize on customer data from in-store and online experiences.

    Chico’s hoped to consolidate customer data from multiple online and brick-and-mortar retail channels to get a complete view of the customer.

    Doing so would satisfy Chico’s need to create more highly segmented, cost-effective marketing campaigns

    Solution

    Chico’s selected an MMS with strong marketing intelligence, analysis, and data visualization capability.

    The MMS could consolidate and analyze customer and transactional information. The suite’s functionality enabled Chico’s marketing team to work directly with the data, without help from statisticians or IT staff.

    Results

    The approach to marketing indigence led to customers getting deals on products that were actually relevant to them, increasing sales and brand loyalty.

    Moreover, the time it took to perform data consolidation decreased dramatically, from 17 hours to two hours, allowing the process to be performed daily instead of weekly.

    Use-case alignment and business need

    Vendor Profiles icon

    Social Marketing

    Marketing Need Understand customers' likes and dislikes Manage and analyze social media channels like Facebook and Twitter Foster a conversation around specific products Engage international audiences through regional messaging apps
    A line of arrows pointing down.
    Corresponding Feature Social listening capabilities Tools for curating customer community content Ability to aggregate social data Integration with popular social networks Ability to conduct trend reporting

    Bayer leverages MMS technology to cultivate a social presence

    CASE STUDY

    Industry: Life Sciences | Source: Adobe

    Challenge

    Bayer, a Fortune 500 health and life sciences company, was looking for a new way to communicate its complex medical breakthroughs to the general public.

    The decision was made to share the science behind its products via social channels in order to generate excitement.

    Bayer needed tools to publish content across a variety of social media platforms while fostering conversations that were more focused on the science behind products.

    Solution

    Based on the requirements, Bayer decided that an MMS would be the best fit.

    After conducting a market scan, the company selected an MMS with a comprehensive social media suite.

    The suite included tools for social listening and moderation and tools to guide conversations initiated by both marketers and customers.

    Results

    The MMS provided Bayer with the toolkit to engage its audience.

    Bayer took control of the conversation about its products by serving potential customers with relevant video content on social media.

    Its social strategy coupled with advanced engagement tools resulted in new business opportunities and more than 65,000 views on YouTube and more than 87,000 Facebook views in a single month.

    Leverage Info-Tech’s requirements gathering framework to serve as the basis for capturing your MMS requirements

    An important step in selecting an MMS that will have widespread user adoption is creating archetypal customer personas. This will enable you to talk concretely about them as consumers of the application you select and allow you to build buyer scenarios around them.
    REQUIREMENTS GATHERING
    Info-Tech’s requirements gathering framework is a comprehensive approach to requirements management that can be scaled to any size of project or organization. This framework ensures that the application created will capture the needs of all stakeholders and deliver business value. Develop and right-size a proven standard operating procedure for requirements gathering with Info-Tech’s blueprint Build a Strong Approach to Business Requirements Gathering.
    Stock photo of a Jenga tower with title: Build a Strong Approach to Business Requirements Gathering
    KEY INPUTS TO MMS REQUIREMENTS GATHERING
    Requirements Gathering Methodology

    Sample of Requirements Gathering Blueprint.

    Requirements Gathering Blueprint Slide 25: Understand the best-practice framework for requirements gathering for enterprise applications projects.

    Requirements Gathering SOP

    Sample of Requirements Gathering Blueprint.

    Requirements Gathering Blueprint Activities 1.2.2-1.2.5, 2.1.1, 2.1.2, 3.1.1, 3.2.1, 4.1.1-4.1.3, 4.2.2: Consolidate outputs to right-size a best-practice SOP for your organization.

    Project Level Selection Tool

    Sample of Requirements Gathering Blueprint.

    Requirements Gathering Blueprint Activity 1.2.4: Determine project-level selection guidelines to inform the due diligence required in your MMS requirements gathering.

    Activity: Elicit and capture your MMS requirements

    Associated Activity icon 1.3.2 Varies

    INPUT: MMS tool user expertise, MMS Requirements Picklist Tool

    OUTPUT: A list of needs from the MMS tool user perspective

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: MMS users in the organization, MMS selection committee

    Instructions

    1. Identify stakeholders for the requirements gathering exercise. Consider holding one-on-one sessions or large focus groups with key stakeholders or the project sponsor to gather business requirements for an MMS.
    2. Use the MMS Requirements Picklist Tool as a starting point for conducting the requirements elicitation session(s).
    3. Begin by reading the instructions in the template and then move to the “Requirements” worksheet. Read each defined requirement in the worksheet and indicate in the “Requirement Status” column whether the requirement is a “Must,” “High,” or “Low.” Confirming the status is an important part of the exercise. The status will help filter vendors for final selection later on in the process.
    4. Decide whether additional requirements are necessary by asking the MMS tool users. If so, add the requirements to the bottom of the “Requirements” worksheet and indicate their “Requirement Status.”

    Download the MMS Requirements Picklist Tool to help with completing this activity.

    Show the measurable benefits of MMS with metrics

    The return on investment (ROI) and perceived value of the organization’s marketing solution will be a critical indication of the likelihood of success of the suite’s selection and implementation.

    EXAMPLE
    METRICS

    MMS and Technology Adoption

    Marketing Performance Metrics
    Average revenue gain per campaign Quantity and quality of marketing insights
    Average time to execute a campaign Customer acquisition rates
    Savings from automated processes Marketing cycle times
    User Adoption and Business Feedback Metrics
    User satisfaction feedback User satisfaction survey with the technology
    Business adoption rates Application overhead cost reduction

    Info-Tech Insight

    Even if marketing metrics are difficult to track right now, the implementation of an MMS brings access to valuable customer intelligence from data that was once kept in silos.

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

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst.
    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analyst 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:

    1.2.1

    Sample of activity 1.2.1 'Understand your business' goals for MMS by parsing your formal CXM strategy'. Align the CXM strategy value proposition to MMS capabilities

    Our facilitator will help your team identify the IT CXM strategy and marketing goals. The analyst will then work with the team to map the strategy to technological drivers available in the MMS market.

    1.3.2

    Sample of activity 1.3.2 'Elicit and capture your MMS requirements'. Define the needs of MMS users

    Our facilitator will work with your team to identify user requirements for the MMS Requirements Picklist Tool. The analyst will facilitate a discussion with your team to prioritize identified requirements.

    Select a Marketing Management Suite

    PHASE 2

    Shortlist Marketing Management Suites

    Phase 2 outline

    Associated Activity icon 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: Shortlist Marketing Management Suites

    Proposed Time to Completion: 1-3 months
    Step 2.1: Analyze and Shortlist MMS Vendors
    Start with an analyst kick-off call:
    • Review requirements gathering findings.
    • Review the MMS market space.
    Then complete these activities…
    • Review vendor profiles and analysis.
    • Weigh the evaluation criteria’s importance in product capabilities and vendor characteristics.
    • Shortlist MMS vendors.
    With these tools & templates:
    Phase 2 Results:
    • Shortlist of MMS tools

    Phase 2 milestones

    Launch the MMS Project and Collect Requirements — Phase 1

    • Understand the MMS market space.
    • Assess organizational and project readiness for MMS selection.
    • Structure your MMS selection and implementation project by refining your MMS roadmap.
    • Align organizational use-case fit with market use cases.
    • Collect, prioritize, and document MMS requirements.

    Shortlist MMS Tool — Phase 2

    • Review MMS market leaders and players within your aligned use case.
    • Review MMS vendor profiles and capabilities.
    • Shortlist MMS vendors based on organizational fit.

    Select an MMS — Phase 3

    • Submit request for proposal (RFP) to shortlisted vendors.
    • Evaluate vendor responses and develop vendor demonstration scripts.
    • Score vendor demonstrations and select the final product.

    Step 2.1: Analyze and shortlist MMS vendors

    2.1

    Analyze and Shortlist MMS Vendors

    This step will walk you through the following activities:

    • Review MMS vendor landscape.
    • Take note of relevant point solutions.
    • Shortlist vendors for the RFP process.

    This step involves the following participants:

    • Core project team

    Outcomes of this step

    • Understanding of Info-Tech’s use-case scenarios for MMS: marketing automation, marketing intelligence, and social marketing.
    • Familiarity with the MMS vendor landscape.
    • Shortlist of MMS vendors for RFP process.

    Familiarize yourself with the MMS market: How it got here

    Vendor Profiles icon

    Loosely Tied Together

    Originally the sales and marketing enterprise application space was highly fragmented, with disparate best-of-breed point solutions patched together. Soon after, vendors in the late 1990s started bundling automation technologies into a single suite offering. Marketing capabilities of CRM suites were minimal at best and often restricted to web and email only.

    Limited to Large Enterprises

    Many vendors started to combine all marketing tools into a single, comprehensive marketing suite, but cost and complexity limited them to large enterprises and marketing agencies.

    Best-of-breed solutions targeting new channels and new goals, like closed-loop sales and marketing, continued driving new marketing software genres, like dedicated lead management suites.

    In today’s volatile business environment, judgment built from past experience is increasingly unreliable. With consumer behaviors in flux, once-valid assumptions (e.g. ‘older consumers don’t use Facebook or send text messages’) can quickly become outdated.” (SAS Magazine)

    Info-Tech Insight

    As the market evolves, capabilities that were once cutting edge become default and new functionality becomes differentiating. Some features, like basic CRM integration, have become table stakes capabilities. Focus on advanced analytics features and omnichannel integration capabilities to get the best fit for your requirements.

    Familiarize yourself with the MMS market: Where it’s going

    Vendor Profiles icon

    AI and Machine Learning

    Vendors are beginning to offer AI capabilities across MMS for data-driven customer engagement scoring and social listening insights. Machine learning capability is being leveraged to determine optimal customer journey and suggest next steps to users.

    Marketplace Fragmentation

    The number of players in the marketing application space has grown exponentially. The majority of these new vendors offer point solutions rather than full-blown marketing suites. Fragmentation is leading to tougher choices when looking to augment an existing platform with specific functionality.

    Improving Application Integration

    MMS vendors are fostering deeper integrations between their marketing products and core CRM products, leading to improved data hygiene. At the same time, vendors are improving flexibility in the marketing suite so that new channels can be added easily.

    Greater Self-Service

    Vendors have an increased emphasis on application usability. Their goal is to enable marketers to execute campaigns without relying on specialists.

    There’s a firehose of customer data coming at marketers today, and with more interconnected devices emerging (wearables, smart watches, etc.), cultivating a seamless customer experience is likely to grow even more challenging.

    Building out a data-driven marketing strategy and technology stack that enables you to capture behaviors across channels is key.” (IBM, Ideas for Exceeding Customer Expectations)

    Review Info-Tech’s vendor profiles of the MMS market to identify vendors that meet your requirements

    Vendors & Products Evaluated

    Vendor logos including 'Adobe', 'ORACLE', and 'IBM'.

    VENDOR PROFILES

    Review the MMS Vendor Evaluation

    Large icon of a descending bar graph for vendor profiles title page.

    Table stakes are the minimum standard; without these, a product doesn’t even get reviewed

    Vendor Profiles icon

    TABLE STAKES

    Feature Table Stake Functionality
    Basic Workflow Automation Simple automation of common marketing tasks (e.g. handling inbound leads).
    Basic Channel Integration Integration with minimum two or more marketing channels (e.g. email and direct mail).
    Customizable User Interface A user interface that can be changed and optimized to users’ preferences. This includes customizable dashboards for displaying relevant marketing metrics.
    Basic Mobile UX Accessible from a mobile device in some fashion.
    Cloud Compatibility Able to offer integration within pre-existing or proprietary cloud server. Many vendors only have SaaS products.

    What does this mean?

    The products assessed in these vendor profiles meet, at the very least, the requirements outlined as table stakes.

    Many of the vendors go above and beyond the outlined table stakes; some even do so in multiple categories. This section aims to highlight the products’ capabilities in excess of the criteria listed here.

    Info-Tech Insight

    If table stakes are all you need from your MMS, determine whether your existing CRM platform already satisfies your requirements. Otherwise, dig deeper to find the best price-to-value ratio for your needs.

    Take a holistic approach to vendor and product evaluation

    Almost – or equally – as important as evaluating vendor feature capabilities is the need to evaluate vendor viability and non-functional aspects of the MMS. Include an evaluation of the following criteria in your vendor scoring methodology:

    Vendor Attribute Description
    Vendor Stability and Variability The vendor’s proven ability to execute on constant product improvement, deliberate strategic direction, and overall commitment to research and development efforts in responding to emerging trends.
    Security Model The potential to integrate the application to existing security models and the vendor's approach to handling customer data.
    Deployment Style The choice to deploy a single or multi-tenant SaaS environment via a perpetual license.
    Ease of Customization The relative ease with which a system can be customized to accommodate niche or industry-specific business or functional needs.
    Vendor Support Options The availability of vendor support options, including selection consulting, application development resources, implementation assistance, and ongoing support resources.
    Size of Partner Ecosystem The quantity of enterprise applications and third-party add-ons that can be linked to the MMS, as well as the number of system integrators available.
    Ease of Data Integration The relative ease with which the system can be integrated with an organization’s existing application environment, including legacy systems, point solutions, and other large enterprise applications.

    Info-Tech Insight

    Evaluate vendor capabilities, not just product capabilities. An MMS is typically a long-term commitment; ensure that your organization is teaming up with a vendor or provider that you feel you can work well with and depend on.

    Advanced features are the capabilities that allow for granular differentiation of market players and use-case performance

    Vendor Profiles icon

    Evaluation Methodology

    These product features were assessed as part of the classification of vendors into use cases. In determining use-case leaders and players, select features were considered based on best alignment with the use case.

    Feature Advanced Functionality
    Advanced Campaign Management End-to-end marketing campaign management: customer journey mapping, campaign initiation, monitoring, and dynamic reporting and adjustment.
    Marketing Asset Management Content repository functionality (or tight ECM integration) for marketing assets and campaign collateral (static, multimedia, e-commerce–related, etc.).
    Marketing Analytics
    • Predictive analytics; machine learning; capabilities for data ingestion and visualization across various marketing research/marketing intelligence categories (demographic, psychographic, etc.).
    • Data segmentation; drill-down ability to assign attributes to unstructured data; ability to construct complex customer/competitive data visualizations from segmented data.
    Breadth of Channel Support Ability to support and manage a wide range of marketing channels (e-commerce, SEO/SEM, paid advertising, email, traditional [print, multimedia], etc.).
    Marketing Workflow Management Visual workflow editors and business rules engine creation.

    Advanced features are the capabilities that allow for granular differentiation of market players and use-case performance

    Vendor Profiles icon

    Evaluation Methodology

    These product features were assessed as part of the classification of vendors into use cases. In determining use-case leaders and players, select features were considered based on best alignment with the use case.

    Feature Advanced Functionality
    Community Marketing Management Branded customer communities (e.g. community support forums) and DMB/DSP.
    Email Marketing Automation End-to-end management of email marketing: email templates, email previews, spam testing, A/B tracking, multivariate testing, and email metrics tracking.
    Social Marketing Ability to integrate with popular social media networks and manage social properties and to aggregate and analyze social data for trend reporting.
    Mobile Marketing Ability to manage SMS, push, and mobile application marketing.
    Marketing Operations Management Project management tools for marketers (timelines, performance indicators, budgeting/resourcing tools, etc.).

    Use the information in the MMS vendor profiles to streamline your vendor analysis process

    Vendor Profiles icon This section includes profiles of the vendors evaluated against the previously outlined framework.
    Review the use-case scenarios relevant to your organization’s use case to identify a vendor’s fit to your organization’s MMS needs.
    • L = Use-case leader
    • P = Use-case player
    Three column headers: 'Marketing Automation', 'Marketing Intelligence', and 'Social Media Marketing'.
    Understand your organization’s size and whether it falls within the product’s market focus.
    • Large enterprise: 2,000+ employees and revenue of $250M+
    • Small-medium enterprise: 30-2,000 employees and revenue of $25M-$250M
    Column header 'MARKET FOCUS' with row headers 'Small-Medium' and 'Large Enterprise'.
    Review the differentiating features to identify where the application performs best. A list of features.
    Colors signify a feature’s performance. A key for color-coding: Blue - 'Best of Breed', Green - 'Present: Competitive Strength', Yellow-Green - 'Present: Competitive Parity', Yellow - 'Semi-Present', Grey - 'Absent'.

    Adobe Marketing Cloud

    Vendor Profiles icon
    Logo for Adobe. FUNCTIONAL SPOTLIGHT

    Creative Cloud Integration: To make for a more seamless cross-product experience, projects can be sent between Marketing Cloud and Creative Cloud apps such as Photoshop and After Effects.

    Sensei: Adobe has revamped its machine learning and AI platform in an effort to integrate AI into all of its marketing applications. Sensei includes data from Microsoft in a new partnership program.

    Anomaly Detection: Adobe’s Anomaly Detection contextualizes data and provides a statistical method to determine how a given metric has changed in relation to previous metrics.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    L

    L

    P

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    Adobe’s goal with Marketing Cloud is to help businesses provide customers with cohesive, seamless experiences by surfacing customer profiles in relevant situations quickly. Adobe Marketing Cloud has traditionally been used in the B2C space but has seen an increase in B2C use cases driven by the finance and technology sectors. FEATURES
    Color-coded ranking of each feature for Adobe.
    Employees (2018): 17,000 Presence: Global Founded: 1982 NASDAQ: ADBE

    HubSpot

    Vendor Profiles icon

    Logo for Hubspot.FUNCTIONAL SPOTLIGHT

    Content Optimization System (COS): The fully integrated system stores assets and serves them to their designated channels at relevant times. The COS is integrated into HubSpot's marketing platform.

    Email Automation: HubSpot provides basic email that can be linked to a specific part of an organization’s marketing funnel. These emails can also be added to pre-existing automated workflows.

    Email Deliverability Tool: HubSpot identifies HTML or content that will be flagged by spam filters. It also validates links and minimizes email load times.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    P

    P

    P

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    Hubspot’s primary focus has been on email marketing campaigns. It has put effort into developing solid “click not code” email marketing capabilities. Also, Hubspot has an official integration with Salesforce for expanded operations management and analytics capabilities. FEATURES
    Color-coded ranking of each feature for Hubspot.
    Employees (2018): 1,400 Presence: Global Founded: 2006 NYSE: HUBS

    IBM Marketing Cloud

    Vendor Profiles icon

    Logo for IBM.FUNCTIONAL SPOTLIGHT

    Watson: IBM is leveraging its popular Watson AI brand to generate marketing insights for automated campaigns.

    Weather Effects: Set campaign rules based on connections between weather conditions and customer behavior relative to zip code made by Watson.

    Real-Time Personalization: IBM has made efforts to remove campaign interaction latency and optimize live customer engagement by acting on information about what customers are doing in the current moment.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    L

    L

    P

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    IBM has remained ahead of the curve by incorporating its well-known AI technology throughout Marketing Cloud. The application’s integration with the wide array of IBM products makes it a powerful tool for users already in the IBM ecosystem. FEATURES
    Color-coded ranking of each feature for IBM.
    Employees (2018): 380,000 Presence: Global Founded: 1911 NYSE: IBM

    Marketo

    Vendor Profiles icon

    Logo for Marketo.FUNCTIONAL SPOTLIGHT

    Content AI: Marketo has leveraged its investments in machine learning to intelligently fetch marketing assets and serve them to customers based on their interactions with a campaign.

    Email A/B Testing: To improve lead generation from email campaigns, Marketo features the ability to execute A/B testing for customized campaigns.

    Partnership with Google: Marketo is now hosted on Google’s cloud platform, enabling it to provide support for larger enterprise clients and improve GDPR compliance.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    P

    P

    P

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    Marketo has strong capabilities for lead management but has recently bolstered its analytics capabilities. Marketo is hoping to capture some of the analytics application market share by offering tools with varying complexity and to cater to firms with a wide range of analytics needs. FEATURES
    Color-coded ranking of each feature for Marketo.
    Employees (2018): 1,000 Presence: Global Founded: 2006 Private Corporation

    Oracle Marketing Cloud

    Vendor Profiles icon

    Logo for Oracle.FUNCTIONAL SPOTLIGHT

    Data Visualization: To make for a more seamless cross-product experience, marketing projects can be sent between Marketing Cloud and Creative Cloud apps such as Dreamweaver.

    ID Graph: Use ID Graph to unite disparate data sources to form a singular profile of leads, making the personalization and contextualization of campaigns more efficient.

    Interest-Based Messaging: Pause a campaign to update a segment or content based on aggregated customer activity and interaction data.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    P

    P

    P

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    Oracle Marketing Cloud is known for its balance between campaigns and analytics products. Oracle has taken the lead on expanding its marketing channel mix to include international options such as WeChat. Users already using Oracle’s CRM/CEM products will derive the most value from Marketing Cloud. FEATURES
    Color-coded ranking of each feature for Oracle.
    Employees (2018): 138,000 Presence: Global Founded: 1977 NYSE: ORCL

    Salesforce Marketing Cloud

    Vendor Profiles icon

    Logo for Salesforce Marketing Cloud.FUNCTIONAL SPOTLIGHT

    Einstein: Salesforce is putting effort into integrating AI into all of its applications. The Einstein AI platform provides marketers with predictive analytics and insights into customer behavior.

    Mobile Studio: Salesforce has a robust mobile marketing offering that encompasses SMS/MMS, in-app engagement, and group messaging platforms.

    Journey Builder: Salesforce created Journey Builder, which is a workflow automation tool. Its user-friendly drag-and-drop interface makes it easy to automate responses to customer actions.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    L

    P

    L

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    Salesforce Marketing Cloud is primarily used by organizations in the B2C space. It has strong Sales Cloud CRM integration. Pardot is positioning itself as a tool for sales teams in addition to marketers. FEATURES
    Color-coded ranking of each feature for Salesforce Marketing Cloud.
    Employees (2018): 1,800 Presence: Global Founded: 2000 NYSE: CRM

    Salesforce Pardot

    Vendor Profiles icon

    Logo for Salesforce Pardot.FUNCTIONAL SPOTLIGHT

    Engagement Studio: Salesforce is putting marketing capabilities in the hands of sales reps by giving them access to a team email engagement platform.

    Einstein: Salesforce’s Einstein AI platform helps marketers and sales reps identify the right accounts to target with predictive lead scoring.

    Program Steps: Salesforce developed a distinct own workflow building tool for Pardot. Workflows are made of “Program Steps” that have the functionality to initiate campaigns based on insights from Einstein.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    P

    P

    -

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    Pardot is Salesforce’s B2B marketing solution. Pardot has focused on developing tools that enable sales teams and marketers to work in lockstep in order to achieve lead-generation goals. Pardot has deep integration with Salesforce’s CRM and customer service management products. FEATURES
    Color-coded ranking of each feature for Salesforce Pardot.
    Employees (2018): 1,800 Presence: Global Founded: 2000 NYSE: CRM

    SAP Hybris Marketing

    Vendor Profiles icon

    Logo for SAP.FUNCTIONAL SPOTLIGHT

    CMO Dashboard: The specialized dashboard is aimed at providing overviews for the executive level. It includes the ability to coordinate marketing activities and project budgets, KPIs, and timelines.

    Loyalty Management: SAP features in-app tools to manage campaigns specifically geared toward customer loyalty with digital coupons and iBeacons.

    Customer Segmentation: SAP’s predictive capabilities dynamically suggest relevant customer profiles for new campaigns.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    P

    L

    P

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    SAP Hybris Marketing Cloud optimizes marketing strategies in real time with accurate attribution and measurements. SAP’s operations management capabilities are robust, including the ability to view consolidated data streams from ongoing marketing plans, performance targets, and budgets. FEATURES
    Color-coded ranking of each feature for SAP.
    Employees (2018): 84,000 Presence: Global Founded: 1972 NYSE: SAP

    SAS Marketing Intelligence

    Vendor Profiles icon

    Logo for SAS.FUNCTIONAL SPOTLIGHT

    Activity Map: A user-friendly workflow builder that can be used to execute campaigns. Multiple activities can be simultaneously A/B tested within the Activity Map UI. The outcome of the test can automatically adjust the workflow.

    Spots: A native digital asset manager that can store property that is part of existing and future campaigns.

    Viya: A framework for fully integrating third-party data sources into SAS Marketing Intelligence. Viya assists with pairing on-premises databases with a cloud platform for use with the SAS suite.

    USE-CASE PERFORMANCE
    Marketing
    Automation
    Marketing
    Intelligence
    Social
    Marketing

    P

    L

    MARKET FOCUS
    Small-Medium
    Large Enterprise
    SAS has been a leading BI and analytics provider for more than 35 years. Rooted in statistical analysis of data, SAS products provide forward-looking strategic insights. Organizations that require extensive customer intelligence capabilities and the ability to “slice and dice” segments should have SAS on their shortlist. FEATURES
    Color-coded ranking of each feature for SAS.
    Employees (2018): 14,000 Presence: Global Founded: 1976 Private Corporation

    Consider alternative MMS vendors not included in Info-Tech’s vendor profiles

    Info-Tech evaluated only a portion of vendors in the MMS market. In order for a vendor to be included in this landscape, the company needed to meet three baseline criteria:
    1. Our clients must be talking about the solution.
    2. Our analysts must believe the solution will play well within the evaluation.
    3. The vendor must meet table stakes criteria.
    Below is a list of notable vendors in the space that did not meet all of Info-Tech’s inclusion requirements.

    Additional vendors in the MMS market:

    Logo for act-on. Logo for SharpSpring.

    See the next slides for suggested point solutions.

    Leverage Info-Tech’s WXM and SMMP vendor landscapes to select platforms that fit with your CXM strategy

    Web experience management (WXM) and social media management platforms (SMMP) act in concert with your MMS to execute complex campaigns.

    Social Media Management

    Info-Tech’s SMMP selection guide enables you to find a solution that satisfies your objectives across marketing, sales, public relations, HR, and customer service. Create a unified framework for driving successful implementation and adoption of your SMMP that fully addresses CRM and marketing automation integration, end-user adoption, and social analytics with Info-Tech’s blueprint Select and Implement a Social Media Management Platform.

    Stock image with the title Select and Implement a Social Media Management Platform.
    Web Experience Management

    Info-Tech’s approach to WXM ensures you have the right suite of tools for web content management, experience design, and web analytics. Put your best foot forward by conducting due diligence as the selection project advances. Ensure that your organization will see quick results with Info-Tech’s blueprint Select and Implement a Web Experience Management Solution.

    Stock image with the title Select and Implement a Web Experience Management Solution.

    POINT SOLUTION PROFILES

    Review this cursory list of point solutions by use case

    Consider point solutions if a full suite is not required

    Large icon of a target for point solution profiles title page.

    Consider point solutions if a full suite is not required

    Email Marketing

    Logos of companies for Email Marketing including MailChimp and emma.

    Consider point solutions if a full suite is not required

    Search Engine Optimization (SEO)

    Logos of companies for Search Engine Optimization including SpyFu and SerpStat.

    Consider point solutions if a full suite is not required

    Demand-Side Platform (DSP)

    Logos of companies for Demand-Side Platform including MediaMath and rocketfuel.

    Consider point solutions if a full suite is not required

    Customer Portal Software

    Logos of companies for Customer Portal Software including LifeRay and lithium.

    Select a Marketing Management Suite

    PHASE 3

    Select Vendor and Communicate Decision to Stakeholders

    Phase 3 outline

    Associated Activity icon 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: Plan Your MMS Implementation

    Proposed Time to Completion: 2 weeks
    Step 3.1: Select Your MMS Step 3.2: Communicate the Decision to Stakeholders
    Start with an analyst kick-off call:
    • Review the MMS shortlist.
    • Discuss how to link RFP questions and demo script scenarios to gathered requirements.
    Review findings with analyst:
    • Review the alignment between MMS capability and the business’ CXM strategy.
    • Discuss how to present the decision to stakeholders.
    Then complete these activities…
    • Build a vendor response template.
    • Evaluate RFP responses from vendors.
    • Build demo scripts and set up product demonstrations.
    • Establish evaluation criteria.
    • Select MMS product and vendor.
    Then complete these activities…
    • Present decision rationale to stakeholders.
    With these tools & templates:
    • MMS Request for Proposal Template
    • MMS Vendor Demo Script
    With these tools & templates:
    • MMS Selection Executive Presentation Template
    Phase 3 Results
    • Select an MMS that meets requirements and is approved by stakeholders.

    Phase 3 milestones

    Launch the MMS Project and Collect Requirements — Phase 1

    • Understand the MMS market space.
    • Assess organizational and project readiness for MMS selection.
    • Structure your MMS selection and implementation project by refining your MMS roadmap.
    • Align organizational use-case fit with market use cases.
    • Collect, prioritize, and document MMS requirements.

    Shortlist MMS Tool — Phase 2

    • Review MMS market leaders and players within your aligned use case.
    • Review MMS vendor profiles and capabilities.
    • Shortlist MMS vendors based on organizational fit.

    Select an MMS — Phase 3

    • Submit request for proposal (RFP) to shortlisted vendors.
    • Evaluate vendor responses and develop vendor demonstration scripts.
    • Score vendor demonstrations and select the final product.

    Step 2.1: Analyze and shortlist MMS vendors

    3.1

    3.2

    Select Your MMS Communicate Decision to Stakeholders

    This step will walk you through the following activities:

    • Build a response template to standardize potential vendor responses and streamline your evaluation process.
    • Evaluate the RFPs you receive with a clear scoring process and evaluation framework.
    • Build a demo script to evaluate product demonstrations by vendors.
    • Select your solution.

    This step involves the following participants:

    • Core project team
    • Procurement SMEs
    • Project sponsor

    Outcomes of this step

    • Completed MMS RFP vendor response template
    • Completed MMS demo script(s)
    • Established product and vendor evaluation criteria
    • Final MMS selection

    Activity: Shortlist vendors for the RFP process

    Associated Activity icon 3.1.1 30 minutes

    INPUT: Organizational use-case fit

    OUTPUT: MMS vendor shortlist

    Materials: Info-Tech’s MMS use cases, Info-Tech’s vendor profiles, Whiteboard, markers

    Participants: Core project team

    Instructions

    1. Collectively with the core project team, determine any knock-out criteria for shortlisting MMS vendors. For example, if your team is executing on a strategy that favors mobile deployment, vendors who do not have a mobile offering may be off the table.
    2. Based on the results in Activity 1.3.2, write a longlist of vendors. In most cases, this list will consist of all the vendors that fall into your organization’s use-case scenario. If your organization fits into more than one use case (e.g. your organization has both product-centric and service-centric MMS needs), look for the overlap of vendors between the use cases.
    3. Review the profiles of the vendors that fall into your use-case scenario. Based on your knock-out criteria established in Step 1, eliminate any vendors as applicable.
    4. Finalize and record your shortlist of MMS vendors.

    Use Info-Tech’s MMS Request for Proposal Template to document and communicate your requirements to vendors

    Supporting Tool icon 3.1.2 MMS Request for Proposal Template

    Use the MMS Request for Proposal Template as a step-by-step guide on how to request interested vendors to submit written proposals that meet your set of requirements.

    If interested in bidding for your project, vendors will respond with a description of the techniques they would employ to address your organizational challenges and meet your requirements, along with a plan of work and detailed budget for the project.

    The RFP is an important piece of setting and aligning your expectations with the vendors’ product offerings. Make sure to address the following elements in the RFP:

    Sections of the Tool:

    1. Statement of work
    2. General information
    3. Proposal preparation instructions
    4. Scope of work, specifications, and requirements
    5. Vendor qualifications and references
    6. Budget and estimated pricing
    7. Additional terms and conditions
    8. Vendor certification

    INFO-TECH DELIVERABLE

    Sample of Info-Tech's MMS Request Proposal Template.

    Complete the MMS Request for Proposal Template by following the instructions in Activity 3.1.3.

    Activity: Create an RFP to submit to MMS vendors

    Associated Activity icon 3.1.3 1-2 hours

    INPUT: Business requirements document, Procurement procedures

    OUTPUT: MMS RFP

    Materials: Internal RFP tools or templates (if available), Info-Tech’s MMS Request for Proposal Template (optional)

    Participants: Procurement SMEs, Project manager, Core project team (optional)

    Instructions

    1. Download Info-Tech’s MMS Request for Proposal Template or prepare internal best-practice RFP tools.
    2. Build your RFP:
      1. Complete the statement of work and general information sections to provide organizational context to your longlisted vendors.
      2. Outline the organization’s procurement instructions for vendors, including due diligence, assessment criteria, and dates.
      3. Input the business requirements document as created in Activity 1.3.2.
      4. Create a scenario overview to provide vendors with an opportunity to give an estimate price.
    3. Obtain approval for your RFP. Each organization has a unique procurement process; follow your own organization’s process as you submit your RFPs to vendors. Ensure compliance with your organization’s standards and gain approval for submitting your RFP.

    Establish vendor evaluation criteria

    Vendor demonstrations are an integral part of the selection process. Having clearly defined selection criteria will help with setting up relevant demos as well as inform the vendor scorecards.

    EXAMPLE EVALUATION CRITERIAPie chart indicating the weight of each 'Vendor Evaluation Criteria': 'Functionality, 30%', 'Ease of Use, 25%', 'Cost, 15%', 'Vendor, 15%', and 'Technology, 15%'.
    Functionality (30%)
    • Breadth of capability
    • Tactical capability
    • Operational capability
    Ease of Use (25%)
    • End-user usability
    • Administrative usability
    • UI attractiveness
    • Self-service options
    Cost (15%)
    • Maintenance
    • Support
    • Licensing
    • Implementation (internal and external costs)
    Vendor (15%)
    • Support model
    • Customer base
    • Sustainability
    • Product roadmap
    • Proof of concept
    • Implementation model
    Technology (15%)
    • Configurability options
    • Customization requirements
    • Deployment options
    • Security and authentication
    • Integration environment
    • Ubiquity of access (mobile)

    Info-Tech Insight

    Base your vendor evaluations not on the capabilities of the solutions but instead on how the solutions align with your organization’s process automation requirements and considerations.

    Vendor demonstrations

    Examine how the vendor’s solution performs against your evaluation framework.

    What is the value of a vendor demonstration?

    Vendor demonstrations create a valuable opportunity for your organization to confirm that the vendor’s claims in the RFP are actually true.

    A display of the vendor’s functional capabilities and its execution of the scenarios given in your demo script will help to support your assessment of whether a vendor aligns with your MMS requirements.

    What should be included in a vendor demonstration?

    1. Vendor’s display of its solution for the scenarios provided in the demo script.
    2. Display of functional capabilities of the tool.
    3. Briefing on integration capabilities.

    Activity: Invite top performing vendors for product demonstrations

    Associated Activity icon 3.1.4 1-2 hours

    INPUT: Business requirements document, Logistical considerations, Usage scenarios by functional area

    OUTPUT: MMS demo script

    Materials: Info-Tech’s MMS Vendor Demo Script

    Participants: Procurement SMEs, Core project team

    Instructions

    1. Have your evaluation team (selected at the onset of the project) present to evaluate each vendor’s presentation. In some cases you may choose to bring in a subject matter expert (SME) to evaluate a specific area of the tool.
    2. Outline the logistics of the demonstration in the Introduction section of the template. Be sure to outline the total length of the demo and the amount of time that should be dedicated to the following:
      • Product demonstration in response to the demo script
      • Showcase of unique product elements, not reflective of the demo script
      • Question and answer session
      • Breaks and other potential interruptions
    3. Provide prompts for the vendor to display the capabilities by listing and describing usage scenarios by functional area. For example, when asking a vendor to demo financial and accounting management capabilities, you may break scenarios out by task (e.g. general ledger, accounts payable) or user role (e.g. finance manager, administrator).

    Info-Tech Insight

    Challenge vendor project teams during product demonstrations. Asking the vendor to make adjustments or customizations on the fly will allow you to get an authentic feel of product capability and flexibility, as well as of the degree of adaptability of the vendor project team. Ask the vendor to demonstrate how to do things not listed in your user scenarios, such as change system visualizations or design, change underlying data, add additional datasets, demonstrate analytics capabilities, or channel specific automation.

    Use Info-Tech’s MMS Vendor Demo Script template to set expectations for vendor product demonstration

    Vendor Profiles icon MMS Vendor Demo Script

    Customize and use Info-Tech’s MMS Vendor Demo Script to help identify how a vendor’s solution will fit your organization’s particular business capability needs.

    This tool assists with outlining logistical considerations for the demo itself and the scenarios with which the vendors should script their demonstration.

    Sections of the Tool:

    1. Introduction
    2. Demo scenarios by functional area

    Info-Tech Best Practice

    Avoid providing vendors with a rigid script for product demonstration; instead, provide user scenarios. Part of the value of a vendor demonstration is the opportunity to assess whether or not the vendor project team has a solid understanding of your organization’s MMS challenges and requirements and can work with your team to determine the best solution possible. A rigid script may result in your inability to assess whether the vendor will adjust for and scale with your project and organization as a technology partner.

    INFO-TECH DELIVERABLE

    Sample of Info-Tech's MMS Vendor Demo Script.

    Use the MMS Vendor Demo Script by following the instructions in Activity 3.1.4.

    Leverage Info-Tech’s vendor selection and negotiation models as the basis for a streamlined MMS selection process

    Design a procurement process that is robust, ruthless, and reasonable. Rooting out bias during negotiation is vital to making unbiased vendor selections.

    Vendor Selection

    Info-Tech’s approach to vendor selection gets you to design a procurement process that is robust, ruthless, and reasonable. This approach enables you to take control of vendor communications. Implement formal processes with an engaged team to achieve the right price, the right functionality, and the right fit for the organization with Info-Tech's blueprint Implement a Proactive and Consistent Vendor Selection Process.

    Stock image with the title Implement a Proactive and Consistent Vendor Selection Process.
    Vendor Negotiation

    Info-Tech’s SaaS negotiation strategy focuses on taking control of implementation from the beginning. The strategy allows you to work with your internal stakeholders to make sure they do not team up with the vendor instead of you. Reach an agreement with your vendor that takes into account both parties’ best interests with Info-Tech’s blueprint Negotiate SaaS Agreements That Are Built to Last.

    Stock image with the title Negotiate SaaS Agreements That Are Built to Last.

    Step 3.2: Communicate decision to stakeholders

    3.1

    3.2

    Select Your MMS Communicate Decision to Stakeholders

    This step will walk you through the following activities:

    • Collect project rationale documentation.
    • Create a presentation to communicate your selection decision to stakeholders.

    This step involves the following participants:

    • Core project team
    • Procurement SMEs
    • Project sponsor
    • Business stakeholders
    • Relevant management

    Outcomes of this step

    • Completed MMS Selection Executive Presentation Template
    • Affirmation of MMS selection by stakeholders

    Inform internal stakeholders of the final decision

    Ensure traceability from the selected tool to the needs identified in the first phase. Internal stakeholders must understand the reasoning behind the final selection and see the alignment to their defined requirements and needs.

    Document the selection process to show how the selected tool aligns to stakeholder needs:

    A large arrow labelled 'Application Benefits', underlaid beneath two smaller arrows labelled 'MMS stakeholder needs' and 'MMS technology needs', all pointing to the right.

    Documentation will assist with:

    1. Adopting the selected MMS.
    2. Demonstrating that proper due diligence was performed during the selection process.
    3. Providing direct traceability between the selected applications and internal stakeholder needs.

    Activity: Prepare a presentation deck to communicate the selection process and decision to internal stakeholders

    Associated Activity icon 3.2.1 1 week

    INPUT: MMS tool selection committee expertise

    OUTPUT: Decision to invest or not invest in an MMS tool

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: MMS tool selection committee

    Instructions

    1. Download Info-Tech’s MMS Selection Executive Presentation Template.
    2. Read the instructions on slide 2 of the template. Then, on slide 3, decide if any portion of the selection process should be removed from the communication. Discuss with the team and make adjustments to slide 3 as necessary.
    3. Work with the MMS selection committee to populate the slides that remain after the adjustments. Follow the instructions on each slide to help complete the content.
    4. Refer to the square brackets on each slide (e.g. [X.X]) to identify the activity numbers in this storyboard that correspond to the slide in the MMS Selection Executive Presentation Template. Use the outputs produced from the corresponding activities in this deck and populate each slide in the MMS Selection Executive Presentation Template.
    5. Use the completed template to present to internal stakeholders.

    Info-Tech Insight

    Documenting the process of how the selection decision was made will avoid major headaches down the road. Without a documented process, internal stakeholders and even vendors can challenge and discredit the selection process.

    Vendor participation

    Vendors Who Briefed with Info-Tech Research Group

    Logos of vendors who participated in this blueprint: Salesforce Pardot, SAS, Adobe, Marketo, and Salesforce Marketing Cloud.

    Professionals Who Contributed to Our Evaluation and Research

    • Sara Camden, Digital Change Agent, Equifax
    • Caren Carrasco, Lifecycle Marketing and Automation, Benjamin David Group
    • 10 anonymous contributors participated in the vendor briefings

    Works cited

    Adobe Systems Incorporated. “Bayer builds understanding, socially.” Adobe.com, 2017. Web.

    IBM Corporation, “10 Key Marketing Trends for 2017.” IBM.com, 2017. Web.

    Marketo, Inc. “The Definitive Guide to Marketing Automation.” Marketo.com, 2013. Web.

    Marketo, Inc. “NBA franchise amplifies its message with help from Marketo’s marketing automation technology.” Marketo.com, 2017. Web.

    Salesforce Pardot. “Marketing Automation & Your CRM: The Dynamic Duo.” Pardot.com, 2017. Web.

    SAS Institute Inc. “Marketing Analytics: How, why and what’s next.” SAS Magazine, 2013. Web.

    SAS Institute Inc. “Give shoppers offers they’ll love.” SAS.com, 2017. Web.

    Network Segmentation

    • Buy Link or Shortcode: {j2store}503|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: Network Management
    • Parent Category Link: /network-management
    • Many legacy networks were built for full connectivity and overlooked potential security ramifications.
    • Malware, ransomware, and bad actors are proliferating. It is not a matter of if you will be compromised but how can the damage be minimized.
    • Cyber insurance will detective control, not a preventative one. Prerequisite audits will look for appropriate segmentation.

    Our Advice

    Critical Insight

    • Lateral movement amplifies damage. Contain movement within the network through segmentation.
    • Good segmentation is a balance between security and manageability. If solutions are too complex, they won’t be updated or maintained.
    • Network services and users change over time, so must your segmentation strategy. Networks are not static; your segmentation must maintain pace.

    Impact and Result

    • Create a common understanding of what is to be built, for whom, and why.
    • Define what services will be offered and how they will be governed.
    • Understand which assets that you already have can jump start the project.

    Network Segmentation Research & Tools

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

    1. Network Segmentation Deck – A deck to help you minimize risk by controlling traffic flows within the network.

    Map out appropriate network segmentation to minimize risk in your network.

    • Network Segmentation Storyboard
    [infographic]

    Further reading

    Network Segmentation

    Protect your network by controlling the conversations within it.

    Executive Summary

    Info-Tech Insight

    Lateral movement amplifies damage

    From a security perspective, bad actors often use the tactic of “land and expand.” Once a network is breached, if east/west or lateral movement is not restricted, an attacker can spread quickly within a network from a small compromise.

    Good segmentation is a balance between security and manageability

    The ease of management in a network is usually inversely proportional to the amount of segmentation in that network. Highly segmented networks have a lot of potential complications and management overhead. In practice, this often leads to administrators being confused or implementing shortcuts that circumvent the very security that was intended with the segmentation in the first place.

    Network services and users change over time, so must your segmentation strategy

    Network segmentation projects should not be viewed as singular or “one and done.” Services and users on a network are constantly evolving; the network segmentation strategy must adapt with these changes. Be sure to monitor and audit segmentation deployments and change or update them as required to maintain a proper risk posture.

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    Networks are meant to facilitate communication, and when devices on a network cannot communicate, it is generally seen as an issue. The simplest answer to this is to design flat, permissive networks. With the proliferation of malware, ransomware, and advanced persistent threats (ATPs) a flat or permissive network is an invitation for bad actors to deliver more damage at an increased pace.

    Cyber insurance may be viewed as a simpler mitigation than network reconfiguration or redesign, but this is not a preventative solution, and the audits done before policies are issued will flag flat networks as a concern.

    Network segmentation is not a “bolt on” fix. To properly implement a minimum viable product for segmentation you must, at a minimum:

    • Understand the endpoints and their appropriate traffic flows.
    • Understand the technologies available to implement segmentation.

    Implementing appropriate segmentation often involves elements of (if not a full) network redesign.

    To ensure the best results in a timely fashion, Info-Tech recommends a methodology that consists of:

    • Understand the network (or subset thereof) and prioritizing segmentation based on risk.
    • Align the appropriate segmentation methodology for each surfaced segment to be addressed.
    • Monitor the segmented environment for compliance and design efficacy, adding to and modifying existing as required.

    Info-Tech Insight

    The aim of networking is communication, but unfettered communication can be a liability. Appropriate segmentation in networks, blocking communications where they are not required or desired, restricts lateral movement within the network, allowing for better risk mitigation and management.

    Network segmentation

    Compartmentalization of risk:

    Segmentation is the practice of compartmentalizing network traffic for the purposes of mitigating or reducing risk. Segmentation methodologies can generally be grouped into three broad categories:

    1. Physical Segmentation

    The most common implementation of physical segmentation is to build parallel networks with separate hardware for each network segment. This is sometimes referred to as “air gapping.”

    2. Static Virtual Segmentation

    Static virtual segmentation is the configuration practice of using technologies such as virtual LANs (VLANs) to assign ports or connections statically to a network segment.

    3. Dynamic Virtual Segmentation

    Dynamic virtual segmentation assigns a connection to a network segment based on the device or user of the connection. This can be done through such means as software defined networking (SDN), 802.1x, or traffic inspection and profiling.

    Common triggers for network segmentation projects

    1. Remediate Audit Findings

    Many security audits (potentially required for or affecting premiums of cyber insurance) will highlight the potential issues of non-segmented networks.

    2. Protect Vulnerable Technology Assets

    Whether separating IT and OT or segmenting off IoT/IIoT devices, keeping vulnerable assets separated from potential attack vectors is good practice.

    3. Minimize Potential for Lateral Movement

    Any organization that has experienced a cyber attack will realize the value in segmenting the network to slow a bad actor’s movement through technology assets.

    How do you execute on network segmentation?

    The image contains a screenshot of the network segmentation process. The process includes: identify risk, design segmentation, and operate and optimize.

    Identify risks by understanding access across the network

    Gain visibility

    Create policy

    Prioritize change

    "Security, after all, is a risk business. As companies don't secure everything, everywhere, security resilience allows them to focus their security resources on the pieces of the business that add the most value to an organization, and ensure that value is protected."

    – Helen Patton,

    CISO, Cisco Security Business Group, qtd. In PR News, 2022

    Discover the data flows within the network. This should include all users on the network and the environments they are required to access as well as access across environments.

    Examine the discovered flows and define how they should be treated.

    Change takes time. Use a risk assessment to prioritize changes within the network architecture.

    Understand the network space

    A space is made up of both services and users.

    Before starting to consider segmentation solutions, define whether this exercise is aimed at addressing segmentation globally or at a local level. Not all use cases are global and many can be addressed locally.

    When examining a network space for potential segmentation we must include:

    • Services offered on the network
    • Users of the network

    To keep the space a consumable size, both of these areas should be approached in the abstract. To abstract, users and services should be logically grouped and generalized.

    Groupings in the users and services categories may be different across organizations, but the common thread will be to contain the amount of groupings to a manageable size.

    Service Groupings

    • Are the applications all components of a larger service or environment?
    • Do the applications serve data of a similar sensitivity?
    • Are there services that feed data and don’t interact with users (IoT, OT, sensors)?

    User Groupings

    • Do users have similar security profiles?
    • Do users use a similar set of applications?
    • Are users in the same area of your organization chart?
    • Have you considered access by external parties?

    Info-Tech Insight

    The more granular you are in the definition of the network space, the more granular you can be in your segmentation. The unfortunate corollary to this is that the difficulty of managing your end solution grows with the granularity of your segmentation.

    Create appropriate policy

    Understand which assets to protect and how.

    Context is key in your ability to create appropriate policy. Building on the definition of the network space that has been created, context in the form of the appropriateness of communications across the space and the vulnerabilities of items within the space can be layered on.

    To decide where and how segmentation might be appropriate, we must first examine the needs of communication on the network and their associated risk. Once defined, we can assess how permissive or restrictive we should be with that communication.

    The minimum viable product for this exercise is to define the communication channel possibilities, then designate each possibility as one of the following:

    • Permissive – we should freely allow this traffic
    • Restricted – we should allow some of the traffic and/or control it
    • Rejected – we should not allow this traffic

    Appropriate Communications

    • Should a particular group of users have access to a given service?
    • Are there external users involved in any grouping?

    Potential Vulnerabilities

    • Are the systems in question continually patched/updated?
    • Are the services exposed designed with the appropriate security?

    Prioritize the potential segmentation

    Use risk as a guide to prioritize segmentation.

    For most organizations, the primary reason for network segmentation is to improve security posture. It follows that the prioritization of initiatives and/or projects to implement segmentation should be based on risk.

    When examining risk, an organization needs to consider both:

    • Impact and likelihood of visibility risk in respect to any given asset, data, or user
    • The organization’s level of risk tolerance

    The assets or users that are associated with risk levels higher than the tolerance of the organization should be prioritized to be addressed.

    Service Risks

    • If this service was affected by an adverse event, what would the impact on the organization be?

    User Risks

    • Are the users in question FTEs as opposed to contractors or outsourced resources?
    • Is a particular user group more susceptible to compromise than others?

    Info-Tech Insight

    Be sure to keep this exercise relative so that a clear ranking occurs. If it turns out that everything is a priority, then nothing is a priority. When ranking things relative to others in the exercise, we ensure clear “winners” and “losers.”

    Assess risk and prioritize action

    1-3 hours

    1. Define a list of users and services that define the network space to be addressed. If the lists are too long, use an exercise like affinity diagramming to appropriately group them into a smaller subset.
    2. Create a matrix from the lists (put users and services along the rows and columns). In the intersecting points, label how the traffic should be treated (e.g. Permissive, Restricted, Rejected).
    3. Examine the matrix and assess the intersections for risk using the lens of impact and likelihood of an adverse event. Label the intersections for risk level with one of green (low impact/likelihood), yellow (medium impact/likelihood), or red (high impact/likelihood).
    4. Find commonalities within the medium/high areas and list the users or services as priorities to be addressed.
    Input Output
    • Network, application, and security documentation
    • A prioritized list of areas to address with segmentation
    Materials Participants
    • Whiteboard/Flip Charts

    OR

    • Excel spreadsheet
    • Network Team
    • Application Team
    • Security Team
    • Data Team

    Design segmentation

    Segmentation comes in many flavors; decide which is right for the specific circumstance.

    Methodology

    Access control

    "Learning to choose is hard. Learning to choose well is harder. And learning to choose well in a world of unlimited possibilities is harder still, perhaps too hard."

    ― Barry Schwartz, The Paradox of Choice: Why More Is Less

    What is the best method to segment the particular user group, service, or environment in question?

    How can data or user access move safely and securely between network segments?

    Decide on which methods work for your circumstances

    You always have options…

    There are multiple lenses to look through when making the decision of what the correct segmentation method might be for any given user group or service. A potential subset could include:

    • Effort to deploy
    • Cost of the solution
    • Skills required to operate
    • Granularity of the segmentation
    • Adaptability of the solution
    • Level of automation in the solution

    Info-Tech Insight

    Network segmentation within an organization is rarely a one-size-fits-all proposition. Be sure to look at each situation that has been identified to need segmentation and align it with an appropriate solution. The overall number of solutions deployed has to maintain a balance between that appropriateness and the effort to manage multiple environments.

    Framework to examine segmentation methods

    To assess we need to understand.

    To assess when technologies or methodologies are appropriate for a segmentation use case, we need to understand what those options are. We will be examining potential segmentation methods and concepts within the following framework:

    WHAT

    A description of the segmentation technology, method, or concept.

    WHY

    Why would this be used over other choices and/or in what circumstances?

    HOW

    A high-level overview of how this option could or would be deployed.

    Notional assessments will be displayed in a sidebar to give an idea of Effort, Cost, Skills, Granularity, Adaptability, and Automation.

    Implement

    Notional level of effort to implement on a standard network

    Cost

    Relative cost of implementing this segmentation strategy

    Maintain

    Notional level of time and skills needed to maintain

    Granularity

    How granular this type of segmentation is in general

    Adaptability

    The ability of the solution to be easily modified or changed

    Automation

    The level of automation inherent in the solution

    Air gap

    … And never the twain shall meet.

    – Rudyard Kipling, “The Ballad of East and West.”

    WHAT

    Air gapping is a strategy to protect portions of a network by segmenting those portions and running them on completely separate hardware from the primary network. In an air gap scenario, the segmented network cannot have connectivity to outside networks. This difference makes air gapping a very specific implementation of parallel networks (which are still segmented and run on separate hardware but can be connected through a control point).

    WHY

    Air gap is a traditional choice when environments need to be very secure. Examples where air gaps exist(ed) are:

    • Operational technology (OT) networks
    • Military networks
    • Critical infrastructure

    HOW

    Most networks are not overprovisioned to a level that physical segmentation can be done without purchasing new equipment. The major steps required for constructing an air gap include:

    • Design segmentation
    • Purchase and install new hardware
    • Cable to new hardware

    The image contains a screenshot that demonstrates pie graphs with the notional assessments: Effort, Cost, Skills, Granularity, and Automation.

    Info-Tech Insight

    An air gapped network is the ultimate in segmentation and security … as long as the network does not require connectivity. It is unfortunately rare in today’s world that a network will stand on its own without any need for external connectivity.

    VLAN

    Do what you can, with what you’ve got…

    – Theodore Roosevelt

    WHAT

    Virtual local area networks (VLANs) are a standard feature on today’s firewalls, routers, and manageable switches. This configuration option allows for network traffic to be segmented into separate virtual networks (broadcast domains) on existing hardware. This segmentation is done at layer 2 of the OSI model. All traffic will share the same hardware but be partitioned based on “tags” that the local device applies to the traffic. Because of these tags, traffic is handled separately at layer 2 of the OSI model, but traffic can pass between segments at layer 3 (e.g. IP layer).

    WHY

    VLANs are commonly used because most existing deployments already have the technology available without extra licensing. VLANs are also potentially used as foundational components in more complex segmentation strategies such as static or dynamic overlays.

    HOW

    VLANs allow for segmentation of a device at the port level. VLAN strategies are generally on a location level (e.g. most VLAN deployments are local to a site, though the same structure may be used among sites). To deploy VLANs you must:

    • Define VLAN segments
    • Assign ports appropriately

    The image contains a screenshot that demonstrates pie graphs with the notional assessments: Effort, Cost, Skills, Granularity, and Automation.

    Info-Tech Insight

    VLANs are tried and true segmentation workhorses. The fact that they are already included in modern manageable solutions means that there is very little reason to not have some level of segmentation within a network.

    Micro-segmentation

    Everyone is against micromanaging, but macro managing means you’re working on the big picture but don’t understand the details.

    – Henry Mintzberg

    WHAT

    Micro-segmentation is used to secure and control network traffic between workloads. This is a foundational technology when implementing zero trust or least-privileged access network designs. Segmentation is done at or directly adjacent to the workload (on the system or its direct network connectivity) through firewall or similar policy controls. The controls are set to only allow the network communication required to execute the workload and is limited to appropriate endpoints. This restrictive design restricts all traffic (including east-west) and reduces the attack surface.

    WHY

    Micro-segmentation is primarily used:

    • In server-to-server communication.
    • When lateral movement by bad actors is identified as a concern.

    HOW

    Micro-segmentation can be deployed at different places within the connectivity depending on the technologies used:

    • Workload/server (e.g. server firewall)
    • VM network overlay (e.g. VMware NSX)
    • Network port (e.g. ACL, firewall, ACI)
    • Cloud native (e.g. Azure Firewall)

    Info-Tech Insight

    Micro-segmentation is necessary in the data center to limit lateral movement. Just be sure to be thorough in defining required communication as this technology works on allowlists, not traditional blocklists.

    Static overlay

    Adaptability is key.

    – Marc Andreessen

    WHAT

    Static overlays are a form of virtual segmentation that allows multiple network segments to exist on the same device. Most of these solutions will also allow for these segments to expand across multiple devices or sites, creating overlay virtual networks on top of the existing physical networks. The static nature of the solution is because the ports that participate in the overlays are statically assigned and configured. Connectivity between devices and sites is done through encapsulation and may have a dynamic component of the control plane handled through routing protocols.

    WHY

    Static overlays are commonly deployed when the need is to segment different use cases or areas of the organization consistently across sites while allowing easy access within the segments between sites. This could be representative of segmenting a department like Finance or extending a layer 2 segment across data centers.

    HOW

    Static overlays are can segment and potentially extend a layer 2 or layer 3 network. These solutions could be executed with technologies such as:

    • VXLAN (Virtual eXtensible LAN)
    • MPLS (Multi Protocol Label Switching)
    • VRF (Virtual Routing & Forwarding)

    The image contains a screenshot that demonstrates pie graphs with the notional assessments: Effort, Cost, Skills, Granularity, and Automation.

    Info-Tech Insight

    Static overlays are commonly deployed by telecommunications providers when building out their service offerings due to the multitenancy requirements of the network.

    Dynamic overlay

    Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity.

    – George S. Patton

    WHAT

    A dynamic overlay segmentation solution has the ability to make security or traffic decisions based on policy. Rather than designing and hardcoding the network architecture, the policy is architected and the network makes decisions based on that policy. Differing levels of control exist in this space, but the underlying commonality is that the segmentation would be considered “software defined” (SDN).

    WHY

    Dynamic overlay solutions provide the most flexibility of the presented solutions. Some use cases such as BYOD or IoT devices may not be easily identified or controlled through static means. As a general rule of thumb, the less static the network is, the more dynamic your segmentation solution must be.

    HOW

    Policy is generally applied at the network ingress. When applying policy, which policy to be applied can be identified through different methodologies such as:

    • Authentication (e.g. 802.1x)
    • Device agents
    • Device profiling

    The image contains a screenshot that demonstrates pie graphs with the notional assessments: Effort, Cost, Skills, Granularity, and Automation.

    Info-Tech Insight

    Dynamic overlays allow for more flexibility through its policy-based configurations. These solutions can provide the highest value when positioned where we have less control of the points within a network (e.g. BYOD scenarios).

    Define how your segments will communicate

    No segment is an island…

    Network segmentation allows for protection of devices, users, or data through the act of separating the physical or virtual networks they are on. Counter to this protective stance, especially in today’s networks, these devices, users, or data tend to need to interact with each other outside of the neat lines we draw for them. Proper network segmentation has to allow for the transfer of assets between networks in a safe and secure manner.

    Info-Tech Insight

    The solutions used to facilitate the controlled communication between segments has to consider the friction to the users. If too much friction is introduced, people will try to find a way around the controls, potentially negating the security that is intended with the solution.

    Potential access methods

    A ship in harbor is safe, but that is not what ships are built for.

    – John A. Shedd

    Firewall

    Two-way controlled communication

    Firewalls are tried and true control points used to join networks. This solution will allow, at minimum, port-level control with some potential for deeper inspection and control beyond that.

    • Traditionally firewalls are sized to handle internet-bound (North-South) traffic. When being used between segments, (East-West) loads are usually much higher, necessitating a more powerful device.

    Jump Box

    A place between worlds

    Also sometimes referred to as a “Bastion Host,” a jump box is a special-purpose computer/server that has been hardened and resides on multiple segments of a network. Administrators or users can log into this box and use it to securely use the tools installed to act on other segments of the network.

    • Jump box security is of utmost importance. Special care should be taken in hardening, configuration, and application installed to ensure that users cannot use the box to tunnel or traverse between the segments outside of well-defined and controlled circumstances.

    Protocol Gateway

    Command-level control

    A protocol gateway is a specific and special subset of a firewall. Whereas a firewall is a security generalist, a protocol gateway is designed to understand and have rule-level control over the commands passing through it within defined protocols. This granularity, for example, allows for control and filtering to only allow defined OT commands to be passed to a secure SCADA network.

    • Protocol gateways are generally specific feature sets of a firewall and traditionally target OT network security as their core use case.

    Network Pump

    One-way data extraction

    A network pump is a concept designed to allow data to be transferred from a secure network to a less secure network while still protecting against covert channels such as using the ACK within a transfer to transmit data. A network pump will consist of trusted processes and schedulers that allow for data to pass but control channels to be sufficiently modified so as to not allow security concerns.

    • Network pumps would generally be deployed in the most security demanding of environments and are generally not “off the shelf” products.

    Operate and optimize

    Security is not static. Monitor and iterate on policies within the environment.

    Monitor

    Iterate

    Two in three businesses (68%) allow more employee data access than necessary.

    GetApp's 2022 Data Security Survey Report

    Are the segmentation efforts resulting in the expected traffic changes? Are there any anomalies that need investigation?

    Using the output from the monitoring stage, refine and optimize the design by iterating on the process.

    Monitor for efficacy, compliance, and the unknown

    Monitor to ensure your intended results and to identify new potential risks.

    Monitoring network segments

    A combination of passive and active monitoring is required to ensure that:

    • The rules that have been deployed are working as expected.
    • Appropriate proof of compliance is in place for auditing and insurance purposes.
    • Environments are being monitored for unexpected traffic.

    Active monitoring goes beyond the traditional gathering of information for alerts and dashboards and moves into the space of synthetic users and anomaly detection. Using these strategies helps to ensure that security is enforced appropriately and responses to issues are timely.

    "We discovered in our research that insider threats are not viewed as seriously as external threats, like a cyberattack. But when companies had an insider threat, in general, they were much more costly than external incidents. This was largely because the insider that is smart has the skills to hide the crime, for months, for years, sometimes forever."

    – Dr. Larry Ponemon, Chairman Ponemon Institute, at SecureWorld Boston

    Info-Tech Insight

    Using solutions like network detection and response (NDR) will allow for monitoring to take advantage of advanced analytical techniques like artificial intelligence (AI) and machine learning (ML). These technologies can help identify anomalies that a human might miss.

    Monitoring options

    It’s not what you look at that matters, it’s what you see.

    – Henry David Thoreau

    Traditional

    Monitor cumulative change in a variable

    Traditional network monitoring is a minimum viable product. With this solution variables can be monitored to give some level of validation that the segmentation solution is operating as expected. Potential areas to monitor include traffic volumes, access-list (ACL) matches, and firewall packet drops.

    • This is expected baseline monitoring. Without at least this level of visibility, it is hard to validate the solutions in place

    Rules Based

    Inspect traffic to find a match against a library of signatures

    Rules-based systems will monitor traffic against a library of signatures and alert on any matches. These solutions are good at identifying the “known” issues on the network. Examples of these systems include security incident and event management (SIEM) and intrusion detection/prevention systems (IDS/IPS).

    • These solutions are optimally used when there are known signatures to validate traffic against.
    • They can identify known attacks and breaches.

    Anomaly Detection

    Use computer intelligence to compare against baseline

    Anomaly detection systems are designed to baseline the network traffic then compare current traffic against that to find anomalies using technologies like Bayesian regression analysis or artificial intelligence and machine learning (AI/ML). This strategy can be useful in analyzing large volumes of traffic and identifying the “unknown unknowns.”

    • Computers can analyze large volumes of data much faster than a human. This allows these solutions to validate traffic in (near) real-time and alert on things that are out of the ordinary and would not be easily visible to a human.

    Synthetic Data

    Mimic potential traffic flows to monitor network reaction

    Rather than wait for a bad actor to find a hole in the defenses, synthetic data can be used to mimic real-world traffic to validate configuration and segmentation. This often takes the form of real user monitoring tools, penetration testing, or red teaming.

    • Active monitoring or testing allows a proactive stance as opposed to a reactive one.

    Gather feedback, assess the situation, and iterate

    Take input from operating the environment and use that to optimize the process and the outcome.

    Optimize through iteration

    Output from monitoring must be fed back into the process of maintaining and optimizing segmentation. Network segmentation should be viewed as an ongoing process as opposed to a singular structured project.

    Monitoring can and will highlight where and when the segmentation design is successful and when new traffic flows arise. If these inputs are not fed back through the process, designs will become stagnant and admins or users will attempt to find ways to circumvent solutions for ease of use.

    "I think it's very important to have a feedback loop, where you're constantly thinking about what you've done and how you could be doing it better. I think that's the single best piece of advice: constantly think about how you could be doing things better and questioning yourself."

    – Elon Musk, qtd. in Mashable, 2012

    Info-Tech Insight

    The network environment will not stay static; flows will change as often as required for the business to succeed. Take insights from monitoring the environment and integrate them into an iterative process that will maintain relevance and usability in your segmentation.

    Bibliography

    Andreessen, Marc. “Adaptability is key.” BrainyQuote, n.d.
    Barry Schwartz. The Paradox of Choice: Why More Is Less. Harper Perennial, 18 Jan. 2005.
    Capers, Zach. “GetApp’s 2022 Data Security Report—Seven Startling Statistics.” GetApp,
    19 Sept. 2022.
    Cisco Systems, Inc. “Cybersecurity resilience emerges as top priority as 62 percent of companies say security incidents impacted business operations.” PR Newswire, 6 Dec. 2022.
    “Dynamic Network Segmentation: A Must-Have for Digital Businesses in the Age of Zero Trust.” Forescout Whitepaper, 2021. Accessed Nov. 2022.
    Eaves, Johnothan. “Segmentation Strategy - An ISE Prescriptive Guide.” Cisco Community,
    26 Oct. 2020. Accessed Nov. 2022.
    Kambic, Dan, and Jason Fricke. “Network Segmentation: Concepts and Practices.” Carnegie Mellon University SEI Blog, 19 Oct. 2020. Accessed Nov. 2022.
    Kang, Myong H., et al. “A Network Pump.” IEEE Transactions on Software Engineering, vol. 22 no. 5, May 1996.
    Kipling, Rudyard. “The Ballad of East and West.” Ballads and Barrack-Room Ballads, 1892.
    Mintzberg, Henry. “Everyone is against micro managing but macro managing means you're working at the big picture but don't know the details.” AZ Quotes, n.d.
    Murphy, Greg. “A Reimagined Purdue Model For Industrial Security Is Possible.” Forbes Magazine, 18 Jan. 2022. Accessed Oct. 2022.
    Patton, George S. “Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity.” BrainyQuote, n.d.
    Ponemon, Larry. “We discovered in our research […].” SecureWorld Boston, n.d.
    Roosevelt, Theodore. “Do what you can, with what you've got, where you are.” Theodore Roosevelt Center, n.d.
    Sahoo, Narendra. “How Does Implementing Network Segmentation Benefit Businesses?” Vista Infosec Blog. April 2021. Accessed Nov. 2022.
    “Security Outcomes Report Volume 3.” Cisco Secure, Dec 2022.
    Shedd, John A. “A ship in harbor is safe, but that is not what ships are built for.” Salt from My Attic, 1928, via Quote Investigator, 9 Dec. 2023.
    Singleton, Camille, et al. “X-Force Threat Intelligence Index 2022” IBM, 17 Feb. 2022.
    Accessed Nov. 2022.
    Stone, Mark. “What is network segmentation? NS best practices, requirements explained.” AT&T Cyber Security, March 2021. Accessed Nov. 2022.
    “The State of Breach and Attack Simulation and the Need for Continuous Security Validation: A Study of US and UK Organizations.” Ponemon Institute, Nov. 2020. Accessed Nov. 2022.
    Thoreau, Henry David. “It’s not what you look at that matters, it’s what you see.” BrainyQuote, n.d.
    Ulanoff, Lance. “Elon Musk: Secrets of a Highly Effective Entrepreneur.” Mashable, 13 April 2012.
    “What Is Microsegmenation?” Palo Alto, Accessed Nov. 2022.
    “What is Network Segmentation? Introduction to Network Segmentation.” Sunny Valley Networks, n.d.

    Create a Buyer Persona and Journey

    • Buy Link or Shortcode: {j2store}558|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
    • Contacts fail to convert to leads because messaging fails to resonate with buyers.
    • Products fail to reach targets given shallow understanding of buyer needs.
    • Sellers' emails go unopened and attempts at discovery fail due to no understanding of buyer challenges, pain points, and needs.

    Our Advice

    Critical Insight

    • Marketing leaders in possession of well-researched and up-to-date buyer personas and journeys dramatically improve product market fit, lead gen, and sales results.
    • Success starts with product, marketing, and sales alignment on targeted personas.
    • Speed to deploy is enabled via initial buyer persona attribute discovery internally.
    • However, ultimate success requires buyer interviews, especially for the buyer journey.
    • Leading marketers update journey maps every six months as disruptive events such as COVID-19 and new media and tech platform advancements require continual innovation.

    Impact and Result

    • Reduce time and treasure wasted chasing the wrong prospects.
    • Improve product-market fit.
    • Increase open and click-through rates in your lead gen engine.
    • Perform more effective sales discovery and increase eventual win rates.

    Create a Buyer Persona and Journey Research & Tools

    Start here – read the Executive Brief

    Our Executive Brief summarizes the challenges faced when buyer persona and journeys are ill-defined. It describes the attributes of, and the benefits that accrue from, a well-defined persona and journey and the key steps to take to achieve success.

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

    1. Drive an aligned initial draft of buyer persona

    Define and align your team on target persona, outline steps to capture and document a robust buyer persona and journey, and capture current team buyer knowledge.

    • Buyer Persona Creation Template
    • Buyer Persona and Journey Interview Guide and Data Capture Tool

    2. Interview buyers and validate persona and journey

    Hold initial buyer interviews, test initial results, and continue with interviews.

    3. Prepare communications and educate stakeholders

    Consolidate interview findings, present to product, marketing, and sales teams. Work with them to apply to product design, marketing launch/campaigning, and sales and customer success enablement.

    • Buyer Persona and Journey Summary Template
    [infographic]

    Workshop: Create a Buyer Persona and Journey

    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 Align Team, Identify Persona, and Document Current Knowledge

    The Purpose

    Organize, drive alignment on target persona, and capture initial views.

    Key Benefits Achieved

    Steering committee and project team roles and responsibilities clarified.

    Product, marketing, and sales aligned on target persona.

    Build initial team understanding of persona.

    Activities

    1.1 Outline a vision for buyer persona and journey creation and identify stakeholders.

    1.2 Identify buyer persona choices and settle on an initial target.

    1.3 Document team knowledge about buyer persona (and journey where possible).

    Outputs

    Documented steering committee and working team

    Executive Brief on personas and journey

    Personas and initial targets

    Documented team knowledge

    2 Validate Initial Work and Identify Buyer Interviewees

    The Purpose

    Build list of buyer interviewees, finalize interview guide, and validate current findings with analyst input.

    Key Benefits Achieved

    Interview efficiently using 75-question interview guide.

    Gain analyst help in persona validation, reducing workload.

    Activities

    2.1 Share initial insights with covering industry analyst.

    2.2 Hear from industry analyst their perspectives on the buyer persona attributes.

    2.3 Reconcile differences; update “current understanding.”

    2.4 Identify interviewee types by segment, region, etc.

    Outputs

    Analyst-validated initial findings

    Target interviewee types

    3 Schedule and Hold Buyer Interviews

    The Purpose

    Validate current persona hypothesis and flush out those attributes only derived from interviews.

    Key Benefits Achieved

    Get to a critical mass of persona and journey understanding quickly.

    Activities

    3.1 Identify actual list of 15-20 interviewees.

    3.2 Hold interviews and use interview guides over the course of weeks.

    3.3 Hold review session after initial 3-4 interviews to make adjustments.

    3.4 Complete interviews.

    Outputs

    List of interviewees; calls scheduled

    Initial review – “are you going in the right direction?”

    Completed interviews

    4 Summarize Findings and Provide Actionable Guidance to Colleagues

    The Purpose

    Summarize persona and journey attributes and provide activation guidance to team.

    Key Benefits Achieved

    Understanding of product market fit requirements, messaging, and marketing, and sales asset content.

    Activities

    4.1 Summarize findings.

    4.2 Create action items for supporting team, e.g. messaging, touch points, media spend, assets.

    4.3 Convene steering committee/executives and working team for final review.

    4.4 Schedule meetings with colleagues to action results.

    Outputs

    Complete findings

    Action items for team members

    Plan for activation

    5 Measure Impact and Results

    The Purpose

    Measure results, adjust, and improve.

    Key Benefits Achieved

    Activation of outcomes; measured results.

    Activities

    5.1 Review final copy, assets, launch/campaign plans, etc.

    5.2 Develop/review implementation plan.

    5.3 Reconvene team to review results.

    Outputs

    Activation review

    List of suggested next steps

    Further reading

    Create a Buyer Persona and Journey

    Make it easier to market, sell, and achieve product-market fit with deeper buyer understanding.

    EXECUTIVE BRIEF

    Executive Summary

    Your Challenge

    B2B marketers without documented personas and journeys often experience the following:

    • Contacts fail to convert to leads because messaging fails to resonate with buyers.
    • Products fail to reach targets given shallow understanding of buyer needs.
    • Sellers’ emails go unopened, and attempts at discovery fail due to no understanding of buyer challenges, pain points, and needs.

    Without a deeper understanding of buyer needs and how they buy, B2B marketers will waste time and precious resources targeting the incorrect personas.

    Common Obstacles

    Despite being critical elements, organizations struggle to build personas due to:

    • A lack of alignment and collaboration among marketing, product, and sales.
    • An internal focus; or a lack of true customer centricity.
    • A lack of tools and techniques for building personas and buyer journeys.

    In today’s Agile development environment, combined with the pressure to generate revenues quickly, high tech marketers often skip the steps necessary to go deeper to build buyer understanding.

    SoftwareReviews’ Approach

    With a common framework and target output, clients will:

    • Align marketing, sales, and product, and collaborate together to share current knowledge on buyer personas and journeys.
    • Target 12-15 customers and prospects to interview and validate insights. Share that with customer-facing staff.
    • Activate the insights for more customer-centric lead generation, product development, and selling.

    Clients who activate findings from buyer personas and journeys will see a 50% results improvement.

    SoftwareReviews Insight:
    Buyer personas and buyer journeys are essential ingredients in go-to-market success, as they inform for product, marketing, sales, and customer success who we are targeting and how to engage with them successfully.

    Buyer personas and journeys: A go-to-market critical success factor

    Marketers – large and small – will fail to optimize product-market fit, lead generation, and sales effectiveness without well-defined buyer personas and a buyer journey.

    Critical Success Factors of a Successful G2M Strategy:

    • Opportunity size and business case
    • Buyer personas and journey
    • Competitively differentiated product hypothesis
    • Buyer-validated commercial concept
    • Sales revenue plan and program cost budget
    • Consolidated communications to steering committee

    Jeff Golterman, Managing Director, SoftwareReviews Advisory

    “44% of B2B marketers have already discovered the power of Personas.”
    – Hasse Jansen, Boardview.io!, 2016

    Documenting buyer personas enables success beyond marketing

    Documenting buyer personas has several essential benefits to marketing, sales, and product teams:

    • Achieve a better understanding of your target buyer – by building a detailed buyer persona for each type of buyer and keeping it fresh, you take a giant step toward becoming a customer-centric organization.
    • Team alignment on a common definition – will happen when you build buyer personas collaboratively and among those teams that touch the customer.
    • Improved lead generation – increases dramatically when messaging and marketing assets across your lead generation engine better resonate with buyers because you have taken the time to understand them deeply.
    • More effective selling – is possible when sellers apply persona development output to their interactions with prospects and customers.
    • Better product-market fit – increases when product teams more deeply understand for whom they are designing products. Documenting buyer challenges, pain points, and unmet needs gives product teams what they need to optimize product adoption.

    “It’s easier buying gifts for your best friend or partner than it is for a stranger, right? You know their likes and dislikes, you know the kind of gifts they’ll have use for, or the kinds of gifts they’ll get a kick out of. Customer personas work the same way, by knowing what your customer wants and needs, you can present them with content targeted specifically to their wants and needs.”
    – Emma Bilardi, Product Marketing Alliance, 2020

    Buyer understanding activates just about everything

    Without the deep buyer insights that persona and journey capture enables, marketers are suboptimized.

    Buyer Persona and Journey

    • Product design
    • Customer targeting
    • Personalization
    • Messaging
    • Content marketing
    • Lead gen & scoring
    • Sales Effectiveness
    • Customer retention

    “Marketing eutopia is striking the all-critical sweet spot that adds real value and makes customers feel recognized and appreciated, while not going so far as to appear ‘big brother’. To do this, you need a deep understanding of your audience coming from a range of different data sets and the capability to extract meaning.”
    – Plexure, 2020

    Does your organization need buyer persona and journey updating?

    “Yes,” if experiencing one or more key challenges:

    • Sales time is wasted on unqualified leads
    • Website abandon rates are high
    • Lead gen engine click-through rates are low
    • Ideal customer profile is ill defined
    • Marketing asset downloads are low
    • Seller discovery with prospects is ineffective
    • Sales win/loss rates drop due to poor product-market fit
    • Higher than desired customer churn

    SoftwareReviews Advisory Insight:
    Marketers developing buyer personas and journeys that lack agreement among Marketing, Sales, and Product of personas to target will squander precious time and resources throughout the customer targeting and acquisition process.

    Outcomes and benefits

    Building your buyer persona and journey using our methodology will enable:

    • Greater stakeholder alignment – when marketing, product, and sales agree on personas, less time is wasted on targeting alternate personas.
    • Improved product-market fit – when buyers see both pain-relieving features and value-based pricing, “because you asked vs. guessed,” win rates increase.
    • Greater open and click-through rates – because you understood buyer pain points and motivations for solution seeking, you’ll see higher visits and engagement with your lead gen engine, and because you asked “what asset types do you find most helpful” your CTAs become ”lead-gen magnets” because you’ve offered the right asset types in your content marketing strategy.
    • More qualified leads – because you defined a more accurate ideal customer profile (ICP) and your lead scoring algorithm has improved, sellers see more qualified leads.
    • Increased sales cycle velocity – since you learned from personas their content and engagement preferences and what collateral types they need during the down-funnel sales discussions, sales calls are more productive and sales cycles shrink.

    Our methodology for buyer persona and journey creation

    1. Document Team Knowledge of Buyer Persona and Drive Alignment 2. Interview Target Buyer Prospects and Customers 3. Create Outputs and Apply to Marketing, Sales, and Product
    Phase Steps
    1. Outline a vision for buyer persona and journey creation and identify stakeholders.
    2. Pull stakeholders together, identify initial buyer persona, and begin to document team knowledge about buyer persona (and journey where possible).
    3. Validate with industry and marketing analyst’s initial buyer persona, and identify list of buyer interviewees.
    1. Hold interviews and document and share findings.
    2. Validate initial drafts of buyer persona and create initial documented buyer journey. Review findings among key stakeholders, steering committee, and supporting analysts.
    3. Complete remaining interviews.
    1. Summarize findings.
    2. Convene steering committee/exec. and working team for final review.
    3. Communicate to key stakeholders in product, marketing, sales, and customer success for activation.
    Phase Outcomes
    1. Steering committee and team selection
    2. Team insights about buyer persona documented
    3. Buyer persona validation with industry and marketing analysts
    4. Sales, marketing, and product alignment
    1. Interview guide
    2. Target interviewee list
    3. Buyer-validated buyer persona
    4. Buyer journey documented with asset types, channels, and “how buyers buy” fully documented
    1. Education deck on buyer persona and journey ready for use with all stakeholders: product, field marketing, sales, executives, customer success, partners
    2. Activation will update product-market fit, optimize lead gen, and improve sales effectiveness

    Our approach provides interview guides and templates to help rebuild buyer persona

    Our methodology will enable you to align your team on why it’s important to capture the most important attributes of buyer persona including:

    • Functional – helps you find and locate your target personas
    • Emotive – deepens team understanding of buyer initiatives, motivations for seeking alternatives, challenges they face, pain points for your offerings to address, and terminology that describes the “space”
    • Solution – enables greater product market fit
    • Behavioral – clarifies how to communicate with personas and understand their content preferences
    Functional – “to find them”
    Job Role Title Org. Chart Dynamics Buying Center Firmographics
    Emotive – “what they do and jobs to be done”
    Initiatives: What programs/projects the persona is tasked with and their feelings and aspirations about these initiatives. Motivations? Build credibility? Get promoted? Challenges: Identify the business issues, problems, and pain points that impede attainment of objectives. What are their fears, uncertainties, and doubts about these challenges? Buyer Need: They may have multiple needs; which need is most likely met with the offering? Terminology: What are the keywords/phrases they organically use to discuss the buyer need or business issue?
    Decision Criteria – “how they decide”
    Buyer Role: List decision-making criteria and power level. The five common buyer roles are champion, influencer, decision maker, user, and ratifier (purchaser/negotiator). Evaluation and Decision Criteria: Which lens – strategic, financial, or operational – does the persona evaluate the impact of purchase through?
    Solution Attributes – “what does the ideal solution look like”
    Steps in “Jobs to Be Done” Elements of the “Ideal Solution” Business outcomes from ideal solution Opportunity scope; other potential users Acceptable price for value delivered Alternatives that see consideration Solution sourcing: channel, where to buy
    Behavioral Attributes – “how to approach them successfully”
    Content Preferences: List the persona’s content preferences – blog, infographic, demo, video – vs. long-form assets (e.g. white paper, presentation, analyst report). Interaction Preferences: Which are preferred among in-person meetings, phone calls, emails, videoconferencing, conducting research via Web, mobile, and social? Watering Holes: Which physical or virtual places do they go to network or exchange info with peers (e.g. LinkedIn)?

    Buyer journeys are constantly shifting

    If you didn’t remap buyer journeys in 2021, you may be losing to competitors that did. Leaders remap buyer journey frequently.

    • The multi-channel buyer journey is constantly changing. Today’s B2B buyer uses industry research sites, vendor content marketing assets, software reviews sites, contacts with vendor salespeople, events participation, peer networking, consultants, emails, social media sites, and electronic media to research purchasing decisions.
    • COVID-19 has dramatically decreased face-to-face interaction. We estimate a B2B buyer spent 20-25% more time online in 2021 than pre-COVID-19 researching software buying decisions. This has diminished the importance of face-to-face selling and given dramatic rise to digital selling and outbound marketing.
    • Content marketing has exploded, but without mapping the buyer journey and knowing where – by channel –and when – by buyer journey step – to offer content marketing assets, we will fail to convert prospects into buyers.

    “~2/3 of [B2B] buyers prefer remote human interactions or digital self-service.” And during Aug. ‘20 to Feb. ‘21, use of digital self-service to interact with sales reps leapt by more than 10% for both researching and evaluating new suppliers.”
    – Liz Harrison, Dennis Spillecke, Jennifer Stanley, and Jenny Tsai McKinsey & Company, 2021

    SoftwareReviews Advisory Insight:
    Marketers are advised to update their buyer journey annually and with greater frequency when the human vs. digital mix is affected due to events such as COVID-19 and as emerging media such as AR shifts asset-type usage and engagement options.

    Our approach helps you define the buyer journey

    Because marketing leaders need to reach buyers through the right channel with the right message at the right time during their decision cycle, you’ll benefit by using questionnaires that enable you to build the below easily and quickly.

    You’ll be more successful by following our overall guidance

    Overarching insight

    Buyer personas and buyer journeys are essential ingredients in go-to-market success, as they inform for product, marketing, sales, and customer success who we are targeting and how to engage with them successfully.

    Align Your Team

    Marketers developing buyer personas and journeys that lack agreement among Marketing, Sales, and Product of personas to target will squander precious time and resources throughout the customer targeting and acquisition process.

    Jump-Start Persona Development

    Marketing leaders leverage the buyer persona knowledge not only from in-house experts in areas such as sales and executives but from analysts that speak with their buyers each and every day.

    Buyer Interviews Are a Must

    While leaders will get a fast start by interviewing sellers, executives, and analysts, you will fail to craft the right messages, build the right marketing assets, and design the best buyer journey if you skip buyer interviews.

    Watch for Disruption

    Leaders will update their buyer journey annually and with greater frequency when the human vs. digital mix is effected due to events such as COVID-19 and as emerging media such as AR and VR shifts the way buyers engage.

    Advanced Buyer Journey Discovery

    Digital marketers that ramp up lead gen engine capabilities to capture “wins” and measure engagement back through the lead gen and nurturing engines will build a more data-driven view of the buyer journey. Target to build this advanced capability in your initial design.

    Tools and templates to speed your success

    This blueprint is accompanied by supporting deliverables to help you gather team insights, interview customers and prospects, and summarize results for ease in communications.

    To support your buyer persona and journey creation, we’ve created the enclosed tools

    Buyer Persona Creation Template

    A PowerPoint template to aid the capture and summarizing of your team’s insights on the buyer persona.

    Buyer Persona and Journey Interview Guide and Data Capture Tool

    For interviewing customers and prospects, this tool is designed to help you interview personas and summarize results for up to 15 interviewees.

    Buyer Persona and Journey Summary Template

    A PowerPoint template into which you can drop your buyer persona and journey interviewees list and summary findings.

    SoftwareReviews offers two 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."

    The "do-it-yourself" step-by-step instructions begin with Phase 1.

    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."

    A Guided Implementation is a series of analysts inquiries with you and your team.

    Diagnostics and consistent frameworks are used throughout each option.

    Guided Implementation

    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.

    What does our GI on buyer persona and journey mapping look like?

    Drive an Aligned Initial Draft of Buyer Persona

    • Call #1: Collaborate on vision for buyer persona and the buyer journey. Review templates and sample outputs. Identify your team.
    • Call #2: Review work in progress on capturing working team knowledge of buyer persona elements.
    • Call #3: (Optional) Review Info-Tech’s research-sourced persona insights.
    • Call #4: Validate the persona WIP with Info-Tech analysts. Review buyer interview approach and target list.

    Interview Buyers and Validate Persona and Journey

    • Call #5: Revise/review interview guide and final interviewee list; schedule interviews.
    • Call #6: Review interim interview finds; adjust interview guide.
    • Call #7: Use interview findings to validate/update persona and build journey map.
    • Call #8: Add supporting analysts to final stakeholder review.

    Prepare Communications and Educate Stakeholders

    • Call #9: Review output templates completed with final persona and journey findings.
    • Call #10: Add supporting analysts to stakeholder education meetings for support and help with addressing questions/issues.

    Workshop overview

    Contact your account representative for more information. workshops@infotech.com 1-888-670-8889

    Day1 Day 2 Day 3 Day 4 Day 5
    Align Team, Identify Persona, and Document Current Knowledge Validate Initial Work and Identify Buyer Interviewees Schedule and Hold Buyer interviews Summarize Findings and Provide Actionable Guidance to Colleagues Measure Impact and Results
    Activities

    1.1 Outline a vision for buyer persona and journey creation and identify stakeholders.

    1.2 Identify buyer persona choices and settle on an initial target.

    1.3 Document team knowledge about buyer persona (and journey where possible).

    2.1 Share initial insights with covering industry analyst.

    2.2 Hear from industry analyst their perspectives on the buyer persona attributes.

    2.3 Reconcile differences; update “current understanding.”

    2.4 Identify interviewee types by segment, region, etc.

    3.1 Identify actual list of 15-20 interviewees.

    A gap of up to a week for scheduling of interviews.

    3.2 Hold interviews and use interview guides (over the course of weeks).

    3.3 Hold review session after initial 3-4 interviews to make adjustments.

    3.4 Complete interviews.

    4.1 Summarize findings.

    4.2 Create action items for supporting team, e.g. messaging, touch points, media spend, assets.

    4.3 Convene steering committee/exec. and working team for final review.

    4.4 Schedule meetings with colleagues to action results.

    5.1 Review final copy, assets, launch/campaign plans, etc.

    5.2 Develop/review implementation plan.

    A period of weeks will likely intervene to execute and gather results.

    5.3 Reconvene team to review results.

    Deliverables
    1. Documented steering committee and working team
    2. Executive Brief on personas and journey
    3. Personas and initial targets
    4. Documented team knowledge
    1. Analyst-validated initial findings
    2. Target interviewee types
    1. List of interviewees; calls scheduled
    2. Initial review – “are we going in the right direction?”
    3. Completed interviews
    1. Complete findings
    2. Action items for team members
    3. Plan for activation
    1. Activation review
    2. List of suggested next steps

    Phase 1
    Drive an Aligned Initial Draft of Buyer Persona

    This Phase walks you through the following activities:

    • Develop an understanding of what comprises a buyer persona and journey, including their importance to overall go-to-market strategy and execution.
    • Sample outputs.

    This Phase involves the following stakeholders:

    • Program leadership
    • Product Marketing
    • Product Management
    • Representative(s) from Sales
    • Executive Leadership

    1.1 Establish the team and align on shared vision

    Input

    • Typically a joint recognition that buyer personas have not been fully documented.
    • Identify working team members/participants (see below), and an executive sponsor.

    Output

    • Communication of team members involved and the make-up of steering committee and working team
    • Alignment of team members on a shared vision of “Why Build Buyer Personas and Journey” and what key attributes define both.

    Materials

    • N/A

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • CMO/Sponsoring Executive Working Team – typically representatives in Product Marketing, Product Management, and Sales
    • SoftwareReviews marketing analyst

    60 minutes

    1. Schedule inquiry with working team members and walk the team through the Buyer Persona and Journey Executive Brief PowerPoint presentation.
    2. Optional: Have the (SoftwareReviews Advisory) SRA analyst walk the team through the Buyer Persona and Journey Executive Brief PowerPoint presentation as part of your session.

    Review the Create a Buyer Persona Executive Brief (Slides 3-14)

    1.2 Document team knowledge of buyer persona

    Input

    • Working team member knowledge

    Output

    • Initial draft of your buyer persona

    Materials

    • Buyer Persona Creation Template

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • CMO/Sponsoring Executive (optional)
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales

    2-3 sessions of 60 minutes each

    1. Schedule meeting with working team members and, using the Buyer Persona Template, lead the team in a discussion that documents current team knowledge of the target buyer persona.
    2. Lead the team to prioritize an initial, single, most important persona and to collaborate to complete the template (and later, the buyer journey). Once the team learns the process for working on the initial persona, the development of additional personas will become more efficient.
    3. Place the PowerPoint template in a shared drive for team collaboration. Expect to schedule several 60-minute meets. Quicken collaboration by encouraging team to “do their homework” by sharing persona knowledge within the shared drive version of the template. Your goal is to get to an initial agreed upon version that can be shared for additional validation with industry analyst(s) in the next step.

    Download the Buyer Persona Creation Template

    1.3 Validate with industry analysts

    Input

    • Identify gaps in persona from previous steps

    Output

    • Further validated buyer persona

    Materials

    • Bring your Buyer Persona Creation Template to the meeting to share with analysts

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • CMO/Sponsoring Executive (Optional)
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales
    • Info-Tech analyst covering your product category and SoftwareReviews marketing analyst

    30 minutes

    1. Schedule meeting with working team members and discuss which persona areas require further validation from an Info-Tech analyst who has worked closely with those buyers within your persona.

    60 minutes

    1. Schedule an inquiry with the appropriate Info-Tech analyst and SoftwareReviews Advisory analyst to share current findings and see:
      1. Info-Tech analyst provide content feedback given what they know about your target persona and product category.
      2. SoftwareReviews Advisory analyst provide feedback on persona approach and to coach any gaps or important omissions.
    2. Tabulate results and update your persona summary. At this point you will likely require additional validation through interviews with customers and prospects.

    1.4 Identify interviewees and prepare for interviews

    Input

    • Identify segments within which you require persona knowledge
    • Understand your persona insight gaps

    Output

    • List of interviewees

    Materials

    • Interviewee recording template on following slide
    • Interview guide questions found within the Buyer Persona and Journey Interview Guide and data Capture Tool

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales

    1-2 weeks

    1. Identify the types of customers and prospects that will best represent your target persona. Choose interviewees that when interviewed will inform key differences among key segments (geographies, company size, mix of customers and prospects, etc.).
    2. Recruit interviewees and schedule interviews for 45 minutes.
    3. Keep track of Interviewees using the slide following this one.
    4. In preparation for interviews, review the Buyer Persona and Journey Interview Guide and Data Capture Tool. Review the two sets of questions:
      1. Buyer Persona-Related – use to validate areas where you still have gaps in your persona, OR if you are starting with a blank persona and wish to build your personas entirely based on customer and prospect interviews.
      2. Buyer-Journey Related, which we will focus on in the next phase.

    Download the Buyer Persona and Journey Interview Guide and Data Capture Tool

    The image shows a table titled ‘Interviewee List.’ A note next to the title indicates: Here you will document your interviewee list and outreach plan. A note in the Segment column indicates: Ensure you are interviewing personas across segments that will give you the insights you need, e.g. by size, by region, mix of customers and prospects. A note in the Title column reads: Vary your title types up or down in the “buying center” if you are seeking to strengthen buying center dynamics understanding. A note in the Roles column reads: Vary your role types according to decision-making roles (decision maker, influencer, ratifier, coach, user) if you are seeking to strengthen decision-making dynamics understanding.

    Phase 2
    Interview Buyers and Validate Persona and Journey

    This Phase walks you through the following activities:

    • Developing final interview guide.
    • Interviewing buyers and customers.
    • Adjusting approach.
    • Validating buyer persona.
    • Crafting buyer journey
    • Gaining analyst feedback.

    This Phase involves the following stakeholders:

    • Program leadership
    • Product Marketing
    • Representative(s) from Sales

    2.1 Hold interviews

    Input

    • List of interviewees
    • Final list of questions

    Output

    • Buyer perspectives on their personas and buyer journeys

    Materials

    • Buyer Persona and Journey Interview Guide and data Capture Tool

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales

    1-2 weeks

    1. Hold interviews and adjust your interviewing approach as you go along. Uncover where you are not getting the right answers, check with working team and analysts, and adjust.

    Download the Buyer Persona and Journey Interview Guide and Data Capture Tool

    2.2 Use interview findings to validate what’s needed for activation

    Input

    • List of interviewees
    • Final list of questions

    Output

    • Buyer perspectives on their personas and buyer journeys
    • Stakeholder feedback that actionable insights are resulting from interviews

    Materials

    • Buyer Persona Creation Template
    • Buyer Persona and Journey Interview Guide and Data Capture Tool

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales
    • SoftwareReviews marketing analyst

    2 hours

    1. Convene your team, with marketing analysts, and test early findings: It’s wise to test initial interview results to check that you are getting the right insights to understand and validate key challenges, pain points, needs, and other vital areas pertaining to the buyer persona. Are the answers you are getting enabling you to complete the Summary slides for later communications and training for Sales?
    2. Check when doing buyer journey interviews that you are getting actionable answers that drive messaging, what asset types are needed, what the marketing channel mix is, and other vital insights to activate the results. Are the answers you are getting adequate to give guidance to campaigners, content marketers, and sales enablement?
    3. See the following slides for detailed questions that need to be answered satisfactorily by your team members that need to “activate” the results.

    Download the Buyer Persona and Journey Interview Guide and Data Capture Tool

    2.2.1 Are you getting what you need from interviews to inform the buyer persona?

    Test that you are on the right track:

    1. Are you getting the functional answers so you can guide sellers to the right roles? Can you guide marketers/campaigners to the right “Ideal Customer Profile” for lead scoring?
    2. Are you capturing the right emotive areas that will support message crafting? Solutioning? SEM/SEO?
    3. Are you capturing insights into “how they decide” so sellers are well informed on the decision-making dynamics?
    4. Are you getting a strong understanding of content, interaction preferences, and news and information sources so sellers can outreach more effectively, you can pinpoint media spend, and content marketing can create the right assets?
    Functional – “to find them”
    Job Role Title Org. Chart Dynamics Buying Center Firmographics
    Emotive – “what they do and jobs to be done”
    Initiatives: What programs/projects the persona is tasked with and their feelings and aspirations about these initiatives. Motivations? Build credibility? Get promoted? Challenges: Identify the business issues, problems, and pain points that impede attainment of objectives. What are their fears, uncertainties, and doubts about these challenges? Buyer Need: They may have multiple needs; which need is most likely met with the offering? Terminology: What are the keywords/phrases they organically use to discuss the buyer need or business issue?
    Decision Criteria – “how they decide”
    Buyer Role: List decision-making criteria and power level. The five common buyer roles are champion, influencer, decision maker, user, and ratifier (purchaser/negotiator). Evaluation and Decision Criteria: Which lens – strategic, financial, or operational – does the persona evaluate the impact of purchase through?
    Solution Attributes – “what does the ideal solution look like”
    Steps in “Jobs to Be Done” Elements of the “Ideal Solution” Business outcomes from ideal solution Opportunity scope; other potential users Acceptable price for value delivered Alternatives that see consideration Solution sourcing: channel, where to buy
    Behavioral Attributes – “how to approach them successfully”
    Content Preferences: List the persona’s content preferences – blog, infographic, demo, video – vs. long-form assets (e.g. white paper, presentation, analyst report). Interaction Preferences: Which are preferred among in-person meetings, phone calls, emails, videoconferencing, conducting research via Web, mobile, and social? Watering Holes: Which physical or virtual places do they go to network or exchange info with peers (e.g. LinkedIn)?

    2.2.2 Are you getting what you need from interviews to support the buyer journey?

    Our approach helps you define the buyer journey

    Because marketing leaders need to reach buyers through the right channel with the right message at the right time during their decision cycle, you’ll benefit by using questionnaires that enable you to build the below easily and quickly.

    2.3 Continue interviews

    Input

    • Final adjustments to list of interview questions

    Output

    • Final buyer perspectives on their personas and buyer journeys

    Materials

    • Buyer Persona Creation Template
    • Buyer Persona and Journey Interview Guide and data Capture Tool

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales

    1-2 weeks

    1. Continue customer and prospect interviews.
    2. Ensure you are gaining the segment perspectives needed.
    3. Complete the “Summary” columns within the Buyer Persona and Journey Interview Guide and Data Capture Tool.

    Download the Buyer Persona and Journey Interview Guide and Data Capture Tool

    Phase 3
    Prepare Communications and Educate Stakeholders

    This Phase walks you through the following activities:

    • Creating outputs for key stakeholders
    • Communicating final findings and supporting marketing, sales, and product activation.

    This Phase involves the following stakeholders:

    • Program leadership
    • Product Marketing
    • Product Management
    • Sales
    • Field Marketing/Campaign Management
    • Executive Leadership

    3.1 Summarize interview results and convene full working team and steering committee for final review

    Input

    • Buyer persona and journey interviews detail

    Output

    • Buyer perspectives on their personas and buyer journeys

    Materials

    • Buyer Persona and Journey Interview Guide and Data Capture Tool
    • Buyer Persona and Journey Summary Template

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • CMO/Sponsoring Executive (Optional)
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales
    • SoftwareReviews marketing analyst

    1-2 hours

    1. Summarize interview results within the Buyer Persona and Journey Summary Template.

    Download the Buyer Persona and Journey Interview Guide and Data Capture Tool

    Download the Buyer Persona and Journey Summary Template

    3.2 Convene executive steering committee and working team to review results

    Input

    • Buyer persona and journey interviews summary

    Output

    • Buyer perspectives on their personas and buyer journeys

    Materials

    • Buyer Persona and Journey Summary Template

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales

    1-2 hours

    1. Present final persona and journey results to the steering committee/executives and to working group using the summary slides interview results within the Buyer Persona and Journey Summary Template to finalize results.

    Download the Buyer Persona and Journey Summary Template

    3.3 Convene stakeholder meetings to activate results

    Input

    • Buyer persona and journey interviews summary

    Output

    Activation of key learnings to drive:

    • Better product –market fit
    • Lead gen
    • Sales effectiveness
    • Awareness

    Materials

    • Buyer Persona and Journey Summary Template

    Participants

    • Initiative Manager – individual leading the buyer persona and journey initiative
    • Working Team – typically representatives in Product Marketing, Product Management, and Sales
    • Stakeholder team members (see left)

    4-5 hours

    Present final persona and journey results to each stakeholder team. Key presentations include:

    1. Product team to validate product market fit.
    2. Content marketing to provide messaging direction for the creation of awareness and lead gen assets.
    3. Campaigners/Field Marketing for campaign-related messaging and to identify asset types required to be designed and delivered to support the buyer journey.
    4. Social media strategists for social post copy, and PR for other awareness-building copy.
    5. Sales enablement/training to enable updating of sales collateral, proposals, and sales training materials. Sellers to help with their targeting, prospecting, and crafting of outbound messaging and talk tracks.

    Download the Buyer Persona and Journey Summary Template

    Summary of Accomplishment

    Problem Solved

    With the help of this blueprint, you have deepened your and your colleagues’ buyer understanding at both the persona “who they are” level and the buyer journey “how do they buy” level. You are among the minority of marketing leaders that have fully documented a buyer persona and journey – congratulations!

    The benefits of having led your team through the process are significant and include the following:

    • Better alignment of customer/buyer-facing teams such as in product, marketing, sales, and customer success.
    • Messaging that can be used by marketing, sales, and social teams that will resonate with buyer initiatives, pain points, sought-after “pain relief,” and value.
    • Places in the digital and physical universe where your prospects “hang out” so you can optimize your media spend.
    • More effective use of marketing assets and sales collateral that align with the way your prospect needs to consume information throughout their buyer journey to make a decision in your solution area.

    And by capturing and documenting your buyer persona and journey even for a single buyer type, you have started to build the “institutional strength” to apply the process to other roles in the decision-making process or for when you go after new and different buyer types for new products. And finally, by bringing your team along with you in this process, you have also led your team in becoming a more customer-focused organization – a strategic shift that all organizations should pursue.

    If you would like additional support, contact us and we’ll make sure you get the professional expertise you need.

    Contact your account representative for more information.

    info@softwarereviews.com

    1-888-670-8889

    Related Software Reviews Research

    Optimize Lead Generation With Lead Scoring

    • Save time and money and improve your sales win rates when you apply our methodology to score contacts with your lead gen engine more accurately and pass better qualified leads over to your sellers.
    • Our methodology teaches marketers to develop your own lead scoring approach based upon lead/contact profile vs. your Ideal Customer Profile (ICP) and scores contact engagement. Applying the methodology to arrive at your own approach to scoring will mean reduced lead gen costs, higher conversion rates, and increased marketing-influenced wins.

    Bibliography

    Bilardi, Emma. “How to Create Buyer Personas.” Product Marketing Alliance, July 2020. Accessed Dec. 2021.

    Harrison, Liz, Dennis Spillecke, Jennifer Stanley, and Jenny Tsai. “Omnichannel in B2B sales: The new normal in a year that has been anything but.” McKinsey & Company, 15 March 2021. Accessed Dec. 2021.

    Jansen, Hasse. “Buyer Personas – 33 Mind Blowing Stats.” Boardview.io!, 19 Feb. 2016. Accessed Jan. 2022.

    Raynor, Lilah. “Understanding The Changing B2B Buyer Journey.” Forbes Agency Council, 18 July 2021. Accessed Dec. 2021.

    Simpson, Jon. “Finding Your Audience: The Importance of Developing a Buyer Persona.” Forbes Agency Council, 16 May 2017. Accessed Dec. 2021.

    “Successfully Executing Personalized Marketing Campaigns at Scale.” Plexure, 6 Jan. 2020. Accessed Dec 2020.

    Ulwick, Anthony W. JOBS TO BE DONE: Theory to Practice. E-book, Strategyn, 1 Jan. 2017. Accessed Jan. 2022.

    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.

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    • Identify your organization’s biggest Agile pain points.
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    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

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    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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    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).

    Build a Strategic Infrastructure Roadmap

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    Getting a seat at the table is your first objective in building a strategic roadmap. Knowing what the business wants to do and understanding what it will need in the future is a challenge for most IT departments.

    This could be a challenge such as:

    • Understanding the business vision
    • Clear communications on business planning
    • Insight into what the future state should look like
    • Understanding what the IT team is spending its time on day to day

    Our Advice

    Critical Insight

    • Having a clear vision of what the future state is and knowing that creating an IT Infrastructure roadmap is never finished will give your IT team an understanding of priorities, goals, business vision, and risks associated with not planning.
    • Understand what you are currently paying for and why.

    Impact and Result

    • Understanding of the business priorities, and vision of the future
    • Know what your budget is spent on: running the business, growth, or innovation
    • Increased communication with the right stakeholders
    • Better planning based on analysis of time study, priorities, and business goals

    Build a Strategic Infrastructure Roadmap Research & Tools

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

    1. Build a Strategic Infrastructure Roadmap Storyboard – Improve and align goals and strategy.

    In this section you will develop a vision and mission statement and set goals that align with the business vision and goals. The outcome will deliver your guiding principles and a list of goals that will determine your initiatives and their priorities.

    • Build Your Infrastructure Roadmap Storyboard
    • Strategic Infrastructure Roadmap Tool

    2. Financial Spend Analysis Template – Envision future and analyze constraints.

    Consider your future state by looking at technology that will help the business in the future. Complete an analysis of your past spending to determine your future spend. Complete a SWOT analysis to determine suitability.

    • Financial Spend Analysis Template

    3. Strategic Roadmap Initiative Template – Align and build the roadmap.

    Develop a risk framework that may slow or hinder your strategic initiatives from progressing and evaluate your technical debt. What is the current state of your infrastructure? Generate and prioritize your initiatives, and set dates for completion.

    • Strategic Roadmap Initiative Template

    4. Infrastructure and Strategy Executive Brief Template – Communicate and improve the process.

    After creating your roadmap, communicate it to your audience. Identify who needs to be informed and create an executive brief with the template download. Finally, create KPIs to measure what success looks like.

    • Infrastructure Strategy and Roadmap Executive Presentation Template
    • Infrastructure Strategy and Roadmap Report Template

    Infographic

    Further reading

    Build a Strategic Infrastructure Roadmap

    Align infrastructure investment to business-driven goals.

    Analysts' Perspectives

    Infrastructure roadmaps are an absolute necessity for all organizations. An organization's size often dictates the degree of complexity of the roadmap, but they all strive to paint the future picture of the organization's IT infrastructure.

    Infrastructure roadmaps typically start with the current state of infrastructure and work on how to improve. That thinking must change! Start with the future vision, an unimpeded vision, as if there were no constraints. Now you can see where you want to be.

    Look at your past to determine how you have been spending your infrastructure budget. If your past shows a trend of increased operational expenditures, that trend will likely continue. The same is true for capital spending and staffing numbers.

    Now that you know where you want to go, and how you ended up where you are, look at the constraints you must deal with and make a plan. It's not as difficult as it may seem, and even the longest journey begins with one step.

    Speaking of that first step, it should be to understand the business goals and align your roadmap with those same goals. Now you have a solid plan to develop a strategic infrastructure roadmap; enjoy the journey!

    There are many reasons why you need to build a strategic IT infrastructure roadmap, but your primary objectives are to set the long-term direction, build a framework for decision making, create a foundation for operational planning, and be able to explain to the business what you are planning. It is a basis for accountability and sets out goals and priorities for the future.

    Other than knowing where you are going there are four key benefits to building the roadmap.

    1. It allows you to be strategic and transformative rather than tactical and reactive.
    2. It gives you the ability to prioritize your tasks and projects in order to get them going.
    3. It gives you the ability to align your projects to business outcomes.
    4. Additionally, you can leverage your roadmap to justify your budget for resources and infrastructure.

    When complete, you will be able to communicate to your fellow IT teams what you are doing and get an understanding of possible business- or IT-related roadblocks, but overall executing on your roadmap will demonstrate to the business your competencies and ability to succeed.

    PJ Ryan

    PJ Ryan
    Research Director
    Infrastructure & Operations Practice
    Info-Tech Research Group

    John Donovan

    John Donovan
    Principal Research Director
    Infrastructure & Operations Practice
    Info-Tech Research Group

    Build a Strategic Infrastructure Roadmap

    Align infrastructure investment to business-driven goals.

    EXECUTIVE BRIEF

    Executive Summary

    Your Challenge

    When it comes to building a strategic roadmap, getting a seat at the table is your first objective. Knowing what the business wants to do and understanding its future needs is a challenge for most IT organizations.

    Challenges such as:

    • Understanding the business vision
    • Clear communications on business planning
    • Insight into what the future state should look like

    Common Obstacles

    Fighting fires, keeping the lights on, patching, and overseeing legacy debt maintenance – these activities prevent your IT team from thinking strategically and looking beyond day-to-day operations. Issues include:

    • Managing time well
    • Building the right teams
    • Setting priorities

    Procrastinating when it comes to thinking about your future state will get you nowhere in a hurry.

    Info-Tech's Approach

    Look into your past IT spend and resources that are being utilized.

    • Analyze all aspects of the operation, and resources required.
    • Be realistic with your timelines.
    • Work from the future state backward.

    Build your roadmap by setting priorities, understanding risk and gaps both in finance and resources. Overall, your roadmap is never done, so don't worry if you get it wrong on the first pass.

    Info-Tech Insight

    Have a clear vision of what the future state is, and know that when creating an IT infrastructure roadmap, it is never done. This will give your IT team an understanding of priorities, goals, business vision, and risks associated with not planning. Understand what you are currently paying for and why.

    Insight Summary

    "Planning is bringing the future into the present so that you can do something about it now."
    Source: Alan Lakein, Libquotes

    Your strategic objectives are key to building a roadmap

    Many organizations' day-to-day IT operations are tactical and reactive. This needs to change; the IT team needs to become strategic and proactive in its planning and execution. Forward thinking bridges the gap from your current state, to what the organization is, to what it wants to achieve. Your strategic objectives need to align to the business vision and goals and keep it running.

    Your future state will determine your roadmap priorities

    Identify what the business needs to meet its goals; this should be reflected in your roadmap priorities. Then identify the tasks and projects that can get you there. Business alignment is key, as these projects require prioritization. Strategic initiatives that align to business outcomes will be your foundation for planning on those priorities. If you do not align your initiatives, you will end up spinning your wheels. A good strategic roadmap will have all the elements of forward thinking and planning to execute with the right resources, right priorities, and right funding to make it happen.

    Understand what you have been paying for the last few years

    Measure the cost of "keeping the lights on" as a baseline for your budget that is earmarked and already spent. Determine if your current spend is holding back innovation due to:

    1. The high cost of maintenance
    2. Resources in operations doing low-value work due to the effort required to do tasks related to break/fix on aging hardware and software

    A successful strategic roadmap will be determined when you have a good handle on your current spending patterns and planning for future needs that include resources, budget, and know-how. Without a plan and roadmap, that plan will not get business buy-in or funding.

    Top challenges reported by Info-Tech members

    Lack of strategic direction

    • Infrastructure leadership must discover the business goals.

    Time seepage

    • Project time is constantly being tracked incorrectly.

    Technical debt

    • Aging equipment is not proactively cycled out with newer enabling technologies.

    Case Study

    The strategic IT roadmap allows Dura to stay at the forefront of automotive manufacturing.

    INDUSTRY: Manufacturing
    SOURCE: Performance Improvement Partners

    Challenge

    Following the acquisition of Dura, MiddleGround aimed to position Dura as a leader in the automotive industry, leveraging the company's established success spanning over a century.

    However, prior limited investments in technology necessitated significant improvements for Dura to optimize its processes and take advantage of digital advancements.

    Solution

    MiddleGround joined forces with PIP to assess technology risks, expenses, and prospects, and develop a practical IT plan with solutions that fit MiddleGround's value-creation timeline.

    By selecting the top 15 most important IT projects, the companies put together a feasible technology roadmap aimed at advancing Dura in the manufacturing sector.

    Results

    Armed with due diligence reports and a well-defined IT plan, MiddleGround and Dura have a strategic approach to maximizing value creation.

    By focusing on key areas such as analysis, applications, infrastructure and the IT organization, Dura is effectively transforming its operations and shaping the future of the automotive manufacturing industry.

    How well do you know your business strategy?

    A mere 25% of managers
    can list three of the company's
    top five priorities.

    Based on a study from MIT Sloan, shared understanding of strategic directives barely exists beyond the top tiers of leadership.

    An image of a bar graph showing the percentage of leaders able to correctly list a majority of their strategic priorities.

    Take your time back

    Unplanned incident response is a leading cause of the infrastructure time crunch, but so too are nonstandard service requests and service requests that should be projects.

    29%

    Less than one-third of all IT projects finish on time.

    200%

    85% of IT projects average cost overruns of 200% and time overruns of 70%.

    70%

    70% of IT workers feel as though they have too much work and not enough time to do it.

    Source: MIT Sloan

    Inventory Assessment

    Lifecycle

    Refresh strategies are still based on truisms (every three years for servers, every seven years for LAN, etc.) more than risk-based approaches.

    Opportunity Cost

    Assets that were suitable to enable business goals need to be re-evaluated as those goals change.

    See Info-Tech's Manage Your Technical Debt blueprint

    an image of info-tech's Manage your technical debt.

    Key IT strategy initiatives can be categorized in three ways

    IT key initiative plan

    Initiatives collectively support the business goals and corporate initiatives, and improve the delivery of IT services.

    1. Business support
      • Support major business initiatives
      • Each corporate initiative is supported by a major IT project and each project has unique IT challenges that require IT support.
    2. IT excellence
      • Reduce risk and improve IT operational excellence
      • These projects will increase IT process maturity and will systematically improve IT.
    3. Innovation
      • Drive technology innovation
      • These projects will improve future innovation capabilities and decrease risk by increasing technology maturity.

    Info-Tech Insight

    A CIO has three roles: enable business productivity, run an effective IT shop, and drive technology innovation. Your key initiative plan must reflect these three mandates and how IT strives to fulfill them.

    IT must accomplish many things

    Manage
    the lifecycle of aging equipment against current capacity and capability demands.

    Curate
    a portfolio of enabling technologies to meet future capacity and capability demands.

    Initiate
    a realistic schedule of initiatives that supports a diverse range of business goals.

    Adapt
    to executive feedback and changing business goals.

    an image of Info-Tech's Build your strategic roadmap

    Primary and secondary infrastructure drivers

    • Primary driver – The infrastructure component that is directly responsible for enabling change in the business metric.
    • Secondary driver – The infrastructure component(s) that primary drivers rely on.

    (Source: BMC)

    Sample primary and secondary drivers

    Business metric Source(s) Primary infrastructure drivers Secondary infrastructure drivers

    Sales revenue

    Online store

    Website/Server (for digital businesses)

    • Network
    • Data center facilities

    # of new customers

    Call center

    Physical plant cabling in the call center

    • PBX/VOIP server
    • Network
    • Data center facilities

    Info-Tech Insight

    You may not be able to directly influence the primary drivers of the business, but your infrastructure can have a major impact as a secondary driver.

    Info-Tech's approach

    1. Align strategy and goals
    • Establish the scope of your IT strategy by defining IT's mission and vision statements and guiding principles.
  • Envision future and analyze constraints
    • Envision and define your future infrastructure and analyze what is holding you back.
  • Align and build the roadmap
    • Establish a risk framework, identify initiatives, and build your strategic infrastructure roadmap.
  • Communicate and improve the process
    • Communicate the results of your hard work to the right people and establish the groundwork for continual improvement of the process.
  • Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Mission and Vision Statement
    Goal Alignment (Slide 28)

    Construct your vision and mission aligned to the business.

    Mission and Vision Statement

    Strategic Infrastructure Roadmap tool

    Build initiatives and prioritize them. Build the roadmap.

    Strategic Infrastructure Roadmap tool

    Infrastructure Domain Study

    What is stealing your time from getting projects done?

    Infrastructure Domain Study

    Initiative Templates Process Maps & Strategy

    Build templates for initiates, build process map, and develop strategies.

    Initiative Templates Process Maps & Strategy

    Key Deliverable

    it infrastructure roadmap template

    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

    Info-Tech's methodology for an infrastructure strategy and roadmap

    1. Align Strategy and Goals

    2. Envision Future and Analyze Constraints

    3. Align and Build the Roadmap

    4. Communicate and Improve the Process

    Phase steps

    1.1 Develop the infrastructure strategy

    1.2 Define the goals

    2.1 Define the future state

    2.2 Analyze constraints

    3.1 Align the roadmap

    3.2 Build the roadmap

    4.1 Identify the audience

    4.2 Improve the process

    Phase Outcomes

    • Vision statement
    • Mission statement
    • Guiding principles
    • List of goals
    • Financial spend analysis
    • Domain time study
    • Prioritized list of roadblocks
    • Future-state vision document
    • IT and business risk frameworks
    • Technical debt assessment
    • New technology analysis
    • Initiative templates
    • Initiative candidates
    • Roadmap visualization
    • Process schedule
    • Communications strategy
    • process map
    • Infrastructure roadmap report

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 0 Phase 1 Phase 2 Phase 3 Phase 4

    Call #1: Scope requirements, objectives, and your specific challenges.

    Call #2: Define mission and vision statements and guiding principles to discuss strategy scope.
    Call #3: Brainstorm goals and definition.

    Call #4: Conduct a spend analysis and a time resource study.
    Call #5: Identify roadblocks.

    Call #6: Develop a risk framework and address technical debt.
    Call #7: Identify new initiatives and SWOT analysis.
    Call #8: Visualize and identify initiatives.
    Call #9: Complete shadow IT and initiative finalization.

    Call #10: Identify your audience and communicate.
    Call #11: Improve the process.

    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

    Session 0 (Pre-workshop)

    Session 1

    Session 2

    Session 3

    Session 4

    Session 5 (Post-workshop)

    Elicit business context Align Strategy and Goals Envision Future and Analyze Constraints Align and Build the Roadmap Communicate and Improve the Process Wrap-up (offsite)

    0.1 Complete recommended diagnostic programs.
    0.2 Interview key business stakeholders, as needed, to identify business context: business goals, initiatives, and the organization's mission and vision.
    0.3 (Optional) CIO to compile and prioritize IT success stories.

    1.1 Infrastructure strategy.
    1.1.1 Review/validate the business context.
    1.1.2 Construct your mission and vision statements.
    1.1.3 Elicit your guiding principles and finalize IT strategy scope.

    1.2 Business goal alignment
    1.2.1 Intake identification and analysis.
    1.2.2 Survey results analysis.
    1.2.3 Brainstorm goals.
    1.2.4 Perform goal association and analysis.

    2.1 Define the future state.
    2.1.1 Conduct an emerging technology discussion.
    2.1.2 Document desired future state.
    2.1.3 Develop a new technology identification process.
    2.1.4 Compete SWOT analysis.

    2.2 Analyze your constraints
    2.2.1 Perform a historical spend analysis.
    2.2.2 Conduct a time study.
    2.2.3 Identify roadblocks.
    .

    3.1 Align the roadmap
    3.1.1 Develop a risk framework.
    3.1.2 Evaluate technical debt.

    3.2 Build the roadmap.
    3.2.1 Build effective initiative templates.
    3.2.2 Visualize.
    3.2.3 Generate new initiatives.
    3.2.4 Repatriate shadow IT initiatives.
    3.2.5 Finalize initiative candidates.

    4.2 Identify the audience
    4.1.1 Identify required authors and target audiences.
    4.1.2 Plan the process.
    4.1.2 Identify supporters and blockers.

    4.2 Improve the process
    4.2.1 Evaluate the value of each process output.
    4.2.2 Brainstorm improvements.
    4.2.3 Set realistic measures.

    5.1 Complete in-progress deliverables from previous four days.
    5.2 Set up time to review workshop deliverables and discuss next steps.

    1. SWOT analysis of current state
    2. Goals cascade
    3. Persona analysis
    1. Vision statement, mission statement, and guiding principles
    2. List of goals
    1. Spend analysis document
    2. Domain time study
    3. Prioritized list of roadblocks
    4. Future state vision document
    1. IT and business risk frameworks
    2. Technical debt assessment
    3. New technology analysis
    4. Initiative templates
    5. Initiative candidates
    1. Roadmap visualization
    2. Process schedule
    3. Communications strategy
    4. Process map
    1. Strategic Infrastructure Roadmap Report

    Phase 1

    Align Strategy and Goals

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Infrastructure strategy

    1.2 Goal alignment

    2.1 Define your future

    2.2 Conduct constraints analysis

    3.1 Drive business alignment

    3.2. Build the roadmap

    4.1 Identify the audience

    4.2 Process improvement

    and measurements

    This phase will walk you through the following activities:

    • How to build IT mission and vision statements
    • How to elicit IT guiding principles
    • How to finalize and communicate your IT strategy scope

    This phase involves the following participants:

    • CIO
    • Senior IT Team

    Step 1.1

    Develop the Infrastructure Strategy

    Activities

    1.1.1 Review/validate the business context

    1.1.2 Construct your mission and vision statements

    1.1.3 Elicit your guiding principles and finalize IT strategy scope

    This step requires the following inputs:

    • Business Mission Statement
    • Business Vision Statement
    • Business Goals

    This step involves the following participants:

    • Roadmap team

    Outcomes of this step

    • IT mission statement
    • IT vision statement
    • Guiding principles

    To complete this phase, you will need:

    Infrastructure Strategy and Roadmap Report Template

    Infrastructure Strategy and Roadmap Report Template

    Use the IT Infrastructure Strategy and Roadmap Report Template to document the results from the following activities:

    • Mission and Vision Statements
    • Business impact
    • Roadmap

    IT must aim to support the organization's mission and vision

    A mission statement

    • Focuses on today and what an organization does to achieve the mission.
    • Drives the company.
    • Answers: What do we do? Who do we serve? How do we service them?

    "A mission statement focuses on the purpose of the brand; the vision statement looks to the fulfillment of that purpose."

    A vision statement

    • Focuses on tomorrow and what an organization ultimately wants to become.
    • Gives the company direction.
    • Answers: What problems are we solving? Who and what are we changing?

    "A vision statement provides a concrete way for stakeholders, especially employees, to understand the meaning and purpose of your business. However, unlike a mission statement – which describes the who, what, and why of your business – a vision statement describes the desired long-term results of your company's efforts."
    Source: Business News Daily, 2020

    Characteristics of mission and vision statements

    A strong mission statement has the following characteristics:

    • Articulates the IT function's purpose and reason for existence.
    • Describes what the IT function does to achieve its vision.
    • Defines the customers of the IT function.
    • Is:
      • Compelling
      • Easy to grasp
      • Sharply focused
      • Concise

    A strong vision statement has the following characteristics:

    • Describes a desired future achievement.
    • Focuses on ends, not means.
    • Communicates promise.
    • Is:
      • Concise; no unnecessary words
      • Compelling
      • Achievable
      • Measurable

    Derive the IT mission and vision statements from the business

    Begin the process by identifying and locating the business mission and vision statements.

    • Corporate websites
    • Business strategy documents
    • Business executives

    Ensure there is alignment between the business and IT statements.

    Note: Mission statements may remain the same unless the IT department's mandate is changing.

    an image showing Business mission, IT mission, Business Vision, and IT Vison.

    1.1.2 Construct mission and vision statements

    1 hour

    Objective: Help teams define their purpose (why they exist) to build a mission statement (if one doesn't already exist).

    Step 1:

    1. Gather the IT strategy creation team and revisit your business context inputs, specifically the corporate mission statement.
    2. Begin by asking the participants:
        1. What is our job as a team?
        2. What's our goal? How do we align IT to our corporate mission?
        3. What benefit are we bringing to the company and the world?
      1. Ask them to share general thoughts in a check-in.

    Step 2:

    1. Share some examples of IT mission statements.
    2. Example: IT provides innovative product solutions and leadership that drives growth and
      success.
    3. Provide each participant with some time to write their own version of an IT mission statement.

    Download the ITRG IT Infrastructure Strategy and Roadmap Report Template and document your mission and vision statements in Section 1.

    Input

    • Business vision statement
    • Business mission statement

    Output

    • IT mission statement
    • IT vision statement

    Materials

    • Sticky notes
    • Markers
    • Whiteboard
    • Paper
    • Collaboration/brain-storming tool (whiteboard, flip chart, digital equivalent)

    Participants

    • CIO
    • Senior IT Team

    1.1.2 Construct mission and vision statements (cont'd)

    1 hour

    Objective: Help teams define their purpose (why they exist) to build a mission statement (if one doesn't already exist).

    Step 3:

    This step involves reviewing individual mission statements, combining them, and building one collective mission statement for the team.

    1. Consider the following approach to build a unified mission statement:

    Use the 20x20 rule for group decision-making. Give the group no more than 20 minutes to craft a collective team purpose with no more than 20 words.

    1. As a facilitator, provide guidelines on how to write for the intended audience. Business stakeholders need business language.
    2. Refer to the corporate mission statement periodically and ensure there is alignment.
    3. Document your final mission statement in your ITRG Infrastructure Strategy and Roadmap Report Template.

    Download the ITRG IT Infrastructure Strategy and Roadmap Report Template and document your mission and vision statements in Section 1.

    Input

    • Business vision statement
    • Business mission statement

    Output

    • IT mission statement
    • IT vision statement

    Materials

    • Sticky notes
    • Markers
    • Whiteboard
    • Paper
    • Collaboration/brain-storming tool (whiteboard, flip chart, digital equivalent)

    Participants

    • CIO
    • Senior IT Team

    1.1.2 Construct mission and vision statements (cont'd)

    1 hour

    Objective: Help teams define their purpose (why they exist) to build a mission statement (if one doesn't already exist).

    Step 4:

    1. Gather the IT strategy creation team and revisit your business context inputs, specifically the corporate vision statement.
    2. Share one or more examples of vision statements.
    3. Provide participants with sticky notes and writing materials and ask them to work individually for this step.
    4. Ask participants to brainstorm:
      1. What is the desired future state of the IT organization?
      2. How should we work to attain the desired state?
      3. How do we want IT to be perceived in the desired state?
    5. Provide participants with guidelines to build descriptive, compelling, and achievable statements regarding their desired future state.
    6. Regroup as a team and review participant answers.

    Download the ITRG IT Infrastructure Strategy and Roadmap Report Template and document your mission and vision statements in Section 1.

    Input

    • Business vision statement
    • Business mission statement

    Output

    • IT mission statement
    • IT vision statement

    Materials

    • Sticky notes
    • Markers
    • Whiteboard
    • Paper
    • Collaboration/brain-storming tool (whiteboard, flip chart, digital equivalent)

    Participants

    • CIO
    • Senior IT Team

    1.1.2 Construct mission and vision statements (cont'd)

    1 hour

    Objective: Help teams define their purpose (why they exist) to build a mission statement (if one doesn't already exist).

    Step 5:

    1. Ask the team to post their notes on the wall.
    2. Have the team group the words that have a similar meaning or feeling behind them; this will create themes.
    3. When the group is done categorizing the statements into themes, ask if there's anything missing. Did they ensure alignment to the corporate vision statement? Are there any elements missing when considering alignment back to the corporate vision statement?

    Step 6:

    1. Consider each category as a component of your vision statement.
    2. Review each category with participants; define what the behavior looks like when it is being met and what it looks like when it isn't.
    3. As a facilitator, provide guidelines on word-smithing and finessing the language.
    4. Refer to the corporate vision statement periodically and ensure there is alignment.
    5. Document your final mission statement in your IT Strategy Presentation Template.

    Download the ITRG IT Infrastructure Strategy and Roadmap Report Template and document your mission and vision statements in Section 1.

    Input

    • Business vision statement
    • Business mission statement

    Output

    • IT mission statement
    • IT vision statement

    Materials

    • Sticky notes
    • Markers
    • Whiteboard
    • Paper
    • Collaboration/brain-storming tool (whiteboard, flip chart, digital equivalent)

    Participants

    • CIO
    • Senior IT Team

    1.1.2 Construct mission and vision statements (cont'd)

    Tips for online facilitation:

    • Pick an online whiteboard tool that allows participants to use a large, zoomable canvas.
    • Set up each topic at a different area of the board; spread them out just like you would do on the walls of a room.
    • Invite participants to zoom in and visit each section and add their ideas as sticky notes once you reach that section of the exercise.
    • If you're not using an online whiteboard, we'd recommend using a collaboration tool such as Google Docs or Teams Whiteboard to collect the information for each step under a separate heading. Invite everyone into the document but be very clear regarding editing rights.
    • Pre-create your screen deck and screen share this with your participants through your videoconferencing software. We'd also recommend sharing this so participants can go through the deck again during the reflection steps.
    • When facilitating group discussion, we'd recommend that participants use non-verbal means to indicate they'd like to speak. You can use tools like Teams' hand-raising tool, a reaction emoji, or have people put their hands up. The facilitator can then invite that person to talk.

    Source: Hyper Island

    Input

    • Business vision statement
    • Business mission statement

    Output

    • IT mission statement
    • IT vision statement

    Materials

    • Sticky notes
    • Markers
    • Whiteboard
    • Paper
    • Collaboration/brainstorming tool (whiteboard, flip chart, digital equivalent)

    Participants

    • CIO
    • Senior IT Team

    IT mission statements demonstrate IT's purpose

    The IT mission statement specifies the function's purpose or reason for being. The mission should guide each day's activities and decisions. The mission statements use simple and concise terminology and speak loudly and clearly, generating enthusiasm for the organization.

    Strong IT mission statements have the following characteristics:

    • Articulate the IT function's purpose and reason for existence
    • Describe what the IT function does to achieve its vision
    • Define the customers of the IT function
    • Are:
      • Compelling
      • Easy to grasp
      • Sharply focused
      • Inspirational
      • Memorable
      • Concise

    Sample IT Mission Statements:

    • To provide infrastructure, support, and innovation in the delivery of secure, enterprise-grade information technology products and services that enable and empower the workforce at [Company Name].
    • To help fulfill organizational goals, the IT department is committed to empowering business stakeholders with technology and services that facilitate effective processes, collaboration, and communication.
    • The mission of the information technology (IT) department is to build a solid, comprehensive technology infrastructure; to maintain an efficient, effective operations environment; and to deliver high-quality, timely services that support the business goals and objectives of ABC Inc.
    • The IT department has operational, strategic, and fiscal responsibility for the innovation, implementation, and advancement of technology at ABC Inc. in three main areas: network administration and end-user support, instructional services, and information systems. The IT department provides leadership in long-range planning, implementation, and maintenance of information technology across the organization.
    • The IT group is customer-centered and driven by its commitment to management and staff. It oversees services in computing, telecommunications, networking, administrative computing, and technology training.

    Sample mission statements (cont'd)

    • To collaborate and empower our stakeholders through an engaged team and operational agility and deliver innovative technology and services.
    • To empower our stakeholders with innovative technology and services, through collaboration and agility.
    • To collaborate and empower our stakeholder, by delivering innovative technology and services, with an engaged team and operational agility.
    • To partner with departments and be technology leaders that will deliver innovative, secure, efficient, and cost-effective services for our citizens.
    • As a client-centric strategic partner, provide excellence in IM and IT services through flexible business solutions for achieving positive user experience and satisfaction.
    • Develop a high-performing global team that will plan and build a scalable, stable operating environment.
    • Through communication and collaboration, empower stakeholders with innovative technology and services.
    • Build a robust portfolio of technology services and solutions, enabling science-lead and business-driven success.
    • Guided by value-driven decision making, high-performing teams and trusted partners deliver and continually improve secure, reliable, scalable, and reusable services that exceed customer expectations.
    • Engage the business to grow capabilities and securely deliver efficient services to our users and clients.
    • Engage the business to securely deliver efficient services and grow capabilities for our users and clients.

    IT vision statements demonstrate what the IT organization aspires to be

    The IT vision statement communicates a desired future state of the IT organization. The statement is expressed in the present tense. It seeks to articulate the desired role of IT and how IT will be perceived.

    Strong IT vision statements have the following characteristics:

    • Describe a desired future
    • Focus on ends, not means
    • Communicate promise
    • Are:
      • Concise; no unnecessary words
      • Compelling
      • Achievable
      • Inspirational
      • Memorable

    Sample IT vision statements:

    • To be a trusted advisor and partner in enabling business innovation and growth through an engaged IT workforce.
    • The IT organization will strive to become a world-class value center that is a catalyst for innovation.
    • IT is a cohesive, proactive, and disciplined team that delivers innovative technology solutions while demonstrating a strong customer-oriented mindset.
    • Develop and maintain IT and an IT support environment that is secure, stable, and reliable within a dynamic environment.

    Sample vision statements (cont'd)

    • Alignment: To ensure that the IT organizational model and all related operational services and duties are properly aligned with all underlying business goals and objectives. Alignment reflects an IT operation "that makes sense," considering the business served, its interests and its operational imperatives.
    • Engagement: To ensure that all IT vision stakeholders are fully engaged in technology-related planning and the operational parameters of the IT service portfolio. IT stakeholders include the IT performing organization (IT Department), company executives and end-users.
    • Best Practices: To ensure that IT operates in a standardized fashion, relying on practical management standards and strategies properly sized to technology needs and organizational capabilities.
    • Commitment to Customer Service: To ensure that IT services are provided in a timely, high-quality manner, designed to fill the operational needs of the front-line end-users, working within the boundaries established by business interests and technology best practices.

    Quoted From ITtoolkit, 2020

    Case Study

    Acme Corp. was able to construct its IT mission and vison statements by aligning to its corporate mission and vision.

    INDUSTRY: Professional Services
    COMPANY: This case study is based on a real company but was anonymized for use in this research.

    Business

    IT

    Mission

    Vision

    Mission

    Vision

    We help IT leaders achieve measurable results by systematically improving core IT processes, governance, and critical technology projects.

    Acme Corp. will grow to become the largest research firm across the industry by providing unprecedented value to our clients.

    IT provides innovative product solutions and leadership that drives growth and success.

    We will relentlessly drive value to our customers through unprecedented innovation.

    IT guiding principles set the boundaries for your strategy

    Strategic guiding principles advise the IT organization on the boundaries of the strategy.

    Guiding principles are a priori decisions that limit the scope of strategic thinking to what is acceptable organizationally, from budgetary, people, and partnership standpoints. Guiding principles can cover other dimensions, as well.

    Organizational stakeholders are more likely to follow IT principles when a rationale is provided.

    After defining the set of IT principles, ensure that they are all expanded upon with a rationale. The rationale ensures principles are more likely to be followed because they communicate why the principles are important and how they are to be used. Develop the rationale for each IT principle your organization has chosen.

    IT guiding principles = IT strategy boundaries

    Consider these four components when brainstorming guiding principles

    Breadth

    of the IT strategy can span across the eight perspectives: people, process, technology, data, process, sourcing, location, and timing.

    Defining which of the eight perspectives is in scope for the IT strategy is crucial to ensuring the IT strategy will be comprehensive, relevant, and actionable.

    Depth

    of coverage refers to the level of detail the IT strategy will go into for each perspective. Info-Tech recommends that depth should go to the initiative level (i.e. individual projects).

    Organizational coverage

    will determine which part of the organization the IT strategy will cover.

    Planning horizon

    of the IT strategy will dictate when the target state should be reached and the length of the roadmap.

    Consider these criteria when brainstorming guiding principle statements

    Approach focused IT principles are focused on the approach, i.e. how the organization is built, transformed, and operated, as opposed to what needs to be built, which is defined by both functional and non-functional requirements.
    Business relevant Create IT principles that are specific to the organization. Tie IT principles to the organization's priorities and strategic aspirations.
    Long lasting Build IT principles that will withstand the test of time.
    Prescriptive Inform and direct decision-making with IT 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 IT principles must be clearly understood by everyone in IT and by business stakeholders. IT principles aren't a secret manuscript of the IT team. IT principles should be succinct; wordy principles are hard to understand and remember.
    Followed

    Successful IT principles represent a collection of beliefs shared among enterprise stakeholders. IT principles must be continuously reinforced to all stakeholders to achieve and maintain buy-in.

    In organizations where formal policy enforcement works well, IT principles should be enforced through appropriate governance processes.

    Review ten universal IT principles to determine if your organization wishes to adopt them

    IT principle name

    IT principle statement

    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.

    1.1.3 Elicit guiding principles

    1 hour

    Objective: Generate ideas for guiding principle statements with silent sticky note writing.

    1. Gather the IT strategy creation team and revisit your mission and vision statements.
    2. Ask the group to brainstorm answers individually, silently writing their ideas on separate sticky notes. Provide the brainstorming criteria from the previous slide to all team members. Allow the team to put items on separate notes that can later be shuffled and sorted as distinct thoughts.
    3. After a set amount of time, ask the members of the group to stick their notes to the whiteboard and quickly present them. Categorize all ideas into four major buckets: breadth, depth, organizational coverage, and planning horizon. Ideally, you want one guiding principle to describe each of the four components.
    4. If there are missing guiding principles in any category or anyone's items inspire others to write more, they can stick those up on the wall too, after everyone has presented.
    5. Discuss and finalize your IT guiding principles.
    6. Document your guiding principles in the IT Strategy Presentation Template in Section 1.

    Source: Hyper Island

    Download the ITRG IT Infrastructure Strategy and Roadmap Report Template and document your mission and vision statements in Section 1.

    Input

    • Four components for eliciting guiding principles
    • Mission and vision statements

    Output

    • IT guiding principles
    • IT strategy scope

    Materials

    • Sticky notes
    • Whiteboard
    • Paper
    • Collaboration/brain-storming tool (whiteboard, flip chart, digital equivalent)

    Participants

    • CIO
    • Senior IT Team

    Guiding principle examples

    • Alignment: Our IT decisions will align with [our organization's] strategic plan.
    • Resources: We will allocate cyber-infrastructure resources based on providing the greatest value and benefit for [the community].
    • User Focus: User needs will be a key component in all IT decisions.
    • Collaboration: We will work within and across organizational structures to meet strategic goals and identify opportunities for innovation and improvement.
    • Transparency: We will be transparent in our decision making and resource use.
    • Innovation: We will value innovative and creative thinking.
    • Data Stewardship: We will provide a secure but accessible data environment.
    • IT Knowledge and Skills: We will value technology skills development for the IT community.
    • Drive reduced costs and improved services
    • Deploy packaged apps – do not develop – retain business process knowledge expertise – reduce apps portfolio
    • Standardize/Consolidate infrastructure with key partners
    • Use what we sell, and help sell
    • Drive high-availability goals: No blunders
    • Ensure hardened security and disaster recovery
    • Broaden skills (hard and soft) across the workforce
    • Improve business alignment and IT governance

    Quoted From: Office of Information Technology, 2014; Future of CIO, 2013

    Case Study

    Acme Corp. elicited guiding principles that set the scope of its IT strategy for FY21.

    INDUSTRY: Professional Services
    COMPANY: Acme Corp.

    The following guiding principles define the values that drive IT's strategy in FY23 and provide the criteria for our 12-month planning horizon.

    • We will focus on big-ticket items during the next 12 months.
    • We will keep the budget within 5%+/- YOY.
    • We will insource over outsource.
    • We will develop a cloud-first technology stack.

    Finalize your IT strategy scope

    Your mission and vision statements and your guiding principles should be the first things you communicate on your IT strategy document.

    Why is this important?

    • Communicating these elements shows how IT supports the corporate direction.
    • The vision and mission statements will clearly articulate IT's aspirations and purpose.
    • The guiding principles will clearly articulate how IT plans to support the business strategically.
    • These elements set expectations with stakeholders for the rest of your strategy.

    Input information into the IT Strategy Presentation Template.

    an image showing the IT Strategy Scope.

    Summary of Accomplishment

    Established the scope of your IT strategy

    • Constructed the IT mission statement to communicate the IT organization's reason for being.
    • Constructed the IT vision statement to communicate the desired future state of the IT organization.
    • Elicited IT's guiding principles to communicate the overall scope and time horizon for the strategy.

    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

    Step 1.2

    Business Goal Alignment

    Activities

    1.2.1 Intake identification and analysis

    1.2.2 Survey results analysis

    1.2.3 Goal brainstorming

    1.2.4 Goal association and analysis

    This step requires the following inputs:

    • Last year's accomplished project list
    • Business unit input source list
    • Goal list
    • In-flight initiatives list

    This step involves the following participants:

    • Business leadership
    • Project Management Office
    • Service Desk
    • Business Relationship Management
    • Solution or Enterprise Architecture
    • Roadmap team

    Outcomes of this step

    • Intake analysis
    • Goal list
    • Initiative-to-goal map

    Identify who is expecting what from the infrastructure

    "Typically, IT thinks in an IT first, business second, way: 'I have a list of problems and if I solve them, the business will benefit.' This is the wrong way of thinking. The business needs to be thought of first, then IT."

    – Fred Chagnon, Infrastructure Director,
    Info-Tech Research Group

    Info-Tech Insight

    If you're not soliciting input from or delivering on the needs of the various departments in your company, then who is? Be explicit and track how you communicate with each individual unit within your company.

    Mature project portfolio management and enterprise architecture practices are no substitute for understanding your business clientele.

    It may not be a democracy, but listening to everyone's voice is an essential step toward generating a useful roadmap.

    Building good infrastructure requires an understanding of how it will be used. Explicit consultation with stakeholders maximizes a roadmap's usefulness and holds the enterprise accountable in future roadmap iterations as goals change.

    Who are the customers for infrastructure?

    Internal customer examples:

    • Network Operations manager
    • IT Systems manager
    • Webmaster
    • Security manager

    External customer examples:

    • Director of Sales
    • Operations manager
    • Applications manager
    • Clients
    • Partners and consultants
    • Regulators/government

    1.2.1 Intake identification and analysis

    1 hour

    The humble checklist is the single most effective tool to ensure we don't forget someone or something:

    1. Have everyone write down their top five completed projects from last year – one project per sticky note.
    2. Organize everyone's sticky notes on a whiteboard according to input source – did these projects come from the PMO? Directly from a BRM? Service request? VP or LoB management?
    3. Make a MECE list of these sources on the left-hand side of a whiteboard.
    4. On the right-hand side list all the departments or functional business units within the company.
    5. Draw lines from right to left indicating which business units use which input source to request work.
    6. Optional: Rate the efficacy of each input channel – what is the success rate of projects per channel in terms of time, budget, and functionality?

    Discussion:

    1. How clearly do projects and initiatives arrive at infrastructure to be acted on? Do they follow the predictable formal process with all the needed information or is it more ad hoc?
    2. Can we validate that business units are using the correct input channel to request the appropriate work? Does infrastructure have to spend more time validating the requests of any one channel?
    3. Can we identify business units that are underserved? How about overserved? Infrastructure initiatives tend to be near universal in effect – are we forgetting anyone?
    4. Are all these methods passive (order taking), or is there a process for infrastructure to suggest an initiative or project?

    Input

    • Last year's accomplished project list

    Output

    • Work requested workflow and map

    Materials

    • Sticky notes
    • Whiteboard & markers

    Participants

    • Roadmap team

    Case Study

    Building IT governance and digital infrastructure for tech-enabled student experiences

    INDUSTRY: Education
    COMPANY: Collegis Education

    Challenge

    In 2019, Saint Francis University decided to expand its online program offering to reach students outside of its market.

    It had to first transform its operations to deliver a high-quality, technology-enabled student experience on and off campus. The remote location of the campus posed power outages, Wi-Fi issues, and challenges in attracting and retaining the right staff to help the university achieve its goals.

    It began working with an IT consulting firm to build a long-term strategic roadmap.

    Solution

    The consultant designed a strategic multi-year roadmap for digital transformation that would prioritize developing infrastructure to immediately improve the student experience and ultimately enable the university to scale its online programs. The consultant worked with school leadership to establish a virtual CIO to oversee the IT department's strategy and operations. The virtual CIO quickly became a key advisor to the president and board, identifying gaps between technology initiatives and enrollment and revenue targets. St. Francis staff also transitioned to the consultant's technology team, allowing the university to alleviate its talent acquisition and retention challenges.

    Results

    • $200,000 in funds reallocated to help with upgrades due to streamlined technology infrastructure
    • Updated card access system for campus staff and students
    • Active directory implementation for a secure and strong authentication technology
    • An uninterruptible power supply (UPS) backup is installed to ensure power continues in the event of a power outage
    • Upgrade to a reliable, campus-wide Wi-Fi network
    • Behind-the-scenes upgrades like state-of-the-art data centers to stabilize aging technology for greater reliability

    Track your annual activity by business unit – not by input source

    A simple graph showing the breakdown of projects by business unit is an excellent visualization of who is getting the most from infrastructure services.

    Show everyone in the organization that the best way to get anything done is by availing themselves of the roadmap process.

    An image of two bar graphs, # of initiatives requested
by customer; # of initiatives proposed to customer.

    Enable technology staff to engage in business storytelling by documenting known goals in a framework

    Without a goal framework

    Technology-focused IT staff are notoriously disconnected from the business process and are therefore often unable to explain the outcomes of their projects in terms that are meaningful to the business.

    With a goal framework

    When business, IT, and infrastructure goals are aligned, the business story writes itself as you follow the path of cascading goals upward.

    Info-Tech Best Practice

    So many organizations we speak with don't have goals written down. This rarely means that the goals aren't known, rather that they're not clearly communicated.

    When goals aren't clear, personal agendas can take precedence. This is what often leads to the disconnect between what the business wants and what IT is delivering.

    1.2.2 Survey and results analysis

    1 hour

    Infrastructure succeeds by effectively scaling shared resources for the common good. Sometimes that is a matter of aggregating similarities, sometimes by recognizing where specialization is required.

    1. Have every business unit provide their top three to five current goals or objectives for their department. Emphasize that you are requesting their operational objectives, not just the ones they think IT may be able to help them with.
    2. Put each goal on a sticky note (optional: use a unique sticky note or marker color for each department) and place them on a whiteboard.
    3. Group the sticky notes according to common themes.
    4. Rank each grouping according to number of occurrences.

    Discussion:

    1. This is very democratic. Do certain departments' goals carry more weight more than others?
    2. What is the current business prioritization process? Do the results of our activity match with the current published output of this process?
    3. Consider each business goal in the context of infrastructure activity or technology feature or capability. As infrastructure is a lift function existing only to serve the business, it is important to understand our world in context.

    Examples: The VP of Operations is looking to reduce office rental costs over the next three years. The VP of Sales is focused on increasing the number of face-to-face customer interactions. Both can potentially be served by IT activities and technologies that increase mobility.

    Input

    • Business unit input source list

    Output

    • Prioritized list of business goals

    Materials

    • Sticky notes
    • Whiteboard & markers

    Participants

    • Roadmap team

    1.2.3 Goal brainstorming – Affinity diagramming exercise

    1 hour

    Clarify how well you understand what the business wants.

    1. Ask each participant to consider: "What are the top three priorities of the company [this period]?" They should consider not what they think the priorities should be, but their understanding of what business leadership's priorities actually are.
    2. Have each participant write down their three priorities on sticky notes – one per note.
    3. Select a moderator from the group – not the infrastructure leader or the CIO. The moderator will begin by placing (and explaining) their sticky notes on the whiteboard.
    4. Have each participant place and explain their sticky notes on the whiteboard.
    5. The moderator will assist each participant in grouping sticky notes together based on theme.
    6. Groups that become overly large may be broken into smaller, more precise themes.
    7. Once everyone has placed their sticky notes, and the groups have been arranged and rearranged, you should have a visual representation of infrastructure's understanding of the business' priorities.
    8. Let the infrastructure leader and/or CIO place their sticky notes last.

    Discussion:

    Is there a lot of agreement within the group? What does it mean if there are 10 or 15 groups with equal numbers of sticky notes? What does it mean if there are a few top groups and dozens of small outliers?

    How does the group's understanding compare with that of the Director and/or CIO?

    What mechanisms are in place for the business to communicate their goals to infrastructure? Are they effective? Does the team take the time to reimagine those goals and internalize them?

    What does it mean if infrastructure's understanding differs from the business?

    Input

    • Business unit input source list

    Output

    • Prioritized list of business goals

    Materials

    • Sticky notes
    • Whiteboard & markers

    Participants

    • Roadmap team

    Additional Activity

    Now that infrastructure has a consensus on what it thinks the business' goals are, suggest a meeting with leadership to validate this understanding. Once the first picture is drawn, a 30-minute meeting can help clear up any misconceptions.

    Build your own framework or start with these three root value drivers

    With a framework of cascading goals in place, a roadmap is a Rosetta Stone. Being able to map activities back to governance objectives allows you to demonstrate value regardless of the audience you are addressing.

    An image of the framework for developing a roadmap using three root value drivers.

    (Info-Tech, Build a Business-Aligned IT Strategy 2022)

    1.2.4 Goal association exercise and analysis

    1 hour

    Wherever possible use the language of your customers to avoid confusion, but at least ensure that everyone in infrastructure is using a common language.

    1. Take your business strategy or IT strategy or survey response (Activity 1.2.3) or Info-Tech's fundamental goals list (strategic agility, improved cash flow, innovate product, safety, standardize end-user experience) and write them across the top of a whiteboard.
    2. Have everyone write, on a sticky note, their current in-flight initiatives – one per sticky note.
    3. Have each participant then place each of their sticky notes on the whiteboard and draw a line from the initiative to the goal it supports.
    4. The rest of the group should challenge any relationships that seem unsupported or questionable.

    Discussion:

    1. How many goals are you supporting? Are there too many? Are you doing enough to support the right goals?
    2. Is there a shared understanding of the business goals among the infrastructure staff? Or, do questions about meaning keep coming up?
    3. Do you have initiatives that are difficult to express in terms of business goals? Do you have a lot of them or just a few?

    Input

    • Goal list
    • In-flight initiatives list

    Output

    • Initiatives-to-goals map

    Materials

    • Whiteboard & markers

    Participants

    • Roadmap team

    Summary of Accomplishment

    Review performance from last fiscal year.

    • Analyzed and communicated the benefits and value realized from IT's strategic initiatives in the past fiscal year.
    • Analyzed and prioritized diagnostic data insights to communicate IT success stories.
    • Elicited important retrospective information such as KPIs, financials, etc. to build IT's credibility as a strategic business partner.

    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

    Phase 2

    Envision Future and Analyze Constraints

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Infrastructure strategy

    1.2 Goal alignment

    2.1 Define your future

    2.2 Conduct constraints analysis

    3.1 Drive business alignment

    3.2. Build the roadmap

    4.1 Identify the audience

    4.2 Process improvement

    and measurements

    This phase will walk you through the following activities:

    • Determine from a greenfield perspective what the future state looks like.
    • Do SWOT analysis on technology you may plan to use in the future.
    • Complete a time study.

    This phase involves the following participants:

    • Roadmap team

    Step 2.1

    Define the future state

    Activities

    2.1.1 Define your future infrastructure vision

    2.1.2 Document desired future state

    2.1.3 Develop a new technology identification process

    2.1.4 Conduct a SWOT analysis

    This step requires the following inputs:

    • Emerging technology interest

    This step involves the following participants:

    • Roadmap team
    • External SMEs

    Outcomes of this step

    • Technology discovery process
    • Technology assessment process
    • Future state vision document

    Future state discussion

    "Very few of us are lucky enough to be one of the first few employees in a new organization. Those of you who get to plan the infrastructure with a blank slate and can focus all of your efforts on doing things right the first time."

    BMC, 2018

    "A company's future state is ultimately defined as the greater vision for the business. It's where you want to be, your long-term goal in terms of the ever-changing state of technology and how that applies to your present-day business."
    "Without a definitive future state, a company will often find themselves lacking direction, making it harder to make pivotal decisions, causing misalignment amongst executives, and ultimately hindering the progression and growth of a company's mission."
    Source: Third Stage Consulting

    "When working with digital technologies, it is imperative to consider how such technologies can enhance the solution. The future state should communicate the vision of how digital technologies will enhance the solutions, deliver value, and enable further development toward even greater value creation."
    Source: F. Milani

    Info-Tech Insight

    Define your infrastructure roadmap as if you had a blank slate – no constraints, no technical debt, and no financial limitations. Imagine your future infrastructure and let that vision drive your roadmap.

    Expertise is not innate; it requires effort and research

    Evaluating new enterprise technology is a process of defining it, analyzing it, and sourcing it.

    • Understand what a technology is in order to have a common frame of reference for discussion. Just as important, understand what it is not.
    • Conduct an internal and external analysis of the technology including an adoption case study.
    • Provide an overview of the vendor landscape, identifying the leading players in the market and how they differentiate their offerings.

    This is not intended to be a thesis grade research project, nor an onerous duty. Most infrastructure practitioners came to the field because of an innate excitement about technology! Harness that excitement and give them four to eight hours to indulge themselves.

    An output of approximately four slides per technology candidate should be sufficient to decided if moving to PoC or pilot is warranted.

    Including this material in the roadmap helps you control the technology conversation with your audience.

    Info-Tech Best Practices

    Don't start from scratch. Recall the original sources from your technology watchlist. Leverage vendors and analyst firms (such as Info-Tech) to give the broad context, letting you focus instead on the specifics relevant to your business.

    Channel emerging technologies to ensure the rising tide floats all boats rather than capsizing your business

    Adopting the wrong new technology can be even more dangerous than failing to adopt any new technology.

    Implementing every new promising technology would cost prodigious amounts of money and time. Know the costs before choosing what to invest in.

    The risk of a new technology failing is acceptable. The risk of that failure disrupting adjacent core functions is unacceptable. Vet potential technologies to ensure they can be safely integrated.

    Best practices for new technologies are nonexistent, standards are in flux, and use cases are fuzzy. Be aware of the unforeseen that will negatively affect your chances of a successful implementation.

    "Like early pioneers crossing the American plains, first movers have to create their own wagon trails, but later movers can follow in the ruts."
    Harper Business, 2014

    Info-Tech Insight

    The right technology for someone else can easily be the wrong technology for your business.

    Even with a mature Enterprise Architecture practice, wrong technology bets can happen. Minimize the chance of this occurrence by making selection an infrastructure-wide activity. Leverage the practical knowledge of the day-to-day operators.

    First Mover

    47% failure rate

    Fast Follower

    8% failure rate

    2.1.1 Create your future infrastructure vision

    1 hour

    Objective: Help teams define their future infrastructure state (assuming zero constraints or limitations).

    1. Ask each participant to ponder the question: "How would the infrastructure look if there were no limitations?" They should consider all aspects of their infrastructure but keep in mind the infrastructure vision and mission statements from phase one, as well as the business goals.
    2. Have each participant write down their ideas on sticky notes – one per note.
    3. Select a moderator and a scribe from the group – not the infrastructure leader or the CIO. The moderator will begin by placing (and explaining) their sticky notes on the whiteboard. The scribe will summarize the results in short statements at the end.
    4. Have each participant place and explain their sticky notes on the whiteboard.
    5. The moderator will assist each participant in grouping sticky notes together based on theme.
    6. Once everyone has placed their sticky notes and groups have been arranged and rearranged, you should have a visual representation of infrastructure's understanding of the business' priorities.
    7. Let the infrastructure leader and/or CIO place their sticky notes last.

    Discussion:

    1. Assume a blank slate as a starting point. No technical debt or financial constraints; nothing holding you back.
    2. Can SaaS, PaaS, or other cloud-based offerings play a role in this future utopia?
    3. Do vendors play a larger or smaller role in your future infrastructure vision?

    Download the IT Infrastructure Strategy and Roadmap Report Template and document your mission and vision statements in Section 1.

    Input

    • Thoughts and ideas about how the future infrastructure should look.

    Output

    • Future state vision

    Materials

    • Sticky notes
    • Whiteboard & markers

    Participants

    • Roadmap team

    2.1.1 Document your future state vision (cont'd)

    Objective: Help teams define their future infrastructure state (assuming zero constraints or limitations).

    1 hour

    Steps:

    1. The scribe will take the groups of suggestions and summarize them in a statement or two, briefly describing the infrastructure in that group.
    2. The statements should be recorded on Tab 2 of the Infrastructure Strategy and Roadmap Tool.

    Discussion:

    • Should the points be listed in any specific order?
    • Include all suggestions in the summary. Remember this is a blank slate with no constraints, and no idea is higher or lower in weight at this stage.
    Infrastructure Future State Vision
    Item Focus Area Future Vision
    1 Email Residing on Microsoft 365
    2 Servers Hosted in cloud - nothing on prem.
    3 Endpoints virtual desktops on Microsoft Azure
    4 Endpoint hardware Chromebooks
    5 Network internet only
    6 Backups cloud based but stored in multiple cloud services
    7

    Download Info-Tech's Infrastructure Strategy and Roadmap Tool and document your future state vision in the Infrastructure Future State tab.

    Input

    • Thoughts and ideas about how the future infrastructure should look.

    Output

    • Future state vision

    Materials

    • Sticky notes
    • Whiteboard & markers

    Participants

    • Roadmap team

    2.1.2 Identification and association exercise

    1 hour

    Formalize what is likely an ad hoc process.

    1. Brainstorm with the group a list of external sources they are currently using to stay abreast of the market.
    2. Organize this list on the left-hand side of a whiteboard, in vendor and vendor-neutral groups.
      1. For each item in the list ask a series of questions:
      2. Is this a push or pull source?
      3. Is this source suited to individual or group consumption?
      4. What is the frequency of this source?
    3. What is the cost of this source to the company?
    4. On the right-hand side of the whiteboard brainstorm a list of internal mechanisms for sharing new technology information. Ask about the audience, distribution mode, and frequency for each of those mechanisms.
    5. Map which of the external sources make it over to internal distribution.

    Discussion:

    1. Are we getting the most value out of our high-cost conferences? Does that information make it from the attendees to the rest of the team?
    2. Do we share information only within our domains? Or across the whole infrastructure practice?
    3. Do we have sufficient diversity of sources? Are we in danger of believing one vendor's particular market interpretation?
    4. How do we select new technologies to explore further? Make it fun – upvotes, for example.

    Input

    • Team knowledge
    • Conference notes
    • Expense reports

    Output

    • Internal socialization process
    • Tech briefings & repository

    Materials

    • Whiteboard & markers

    Participants

    • Roadmap team

    Info-Tech Best Practices

    It is impractical for everyone to present their tech briefing at the monthly meeting. But you want to avoid a one-to-many exercise. Keep the presenter a secret until called on. Those who do not present live can still contribute their material to the technology watchlist database.

    Analyze new technologies for your future state

    Four to eight hours of research per technology can uncover a wealth of relevant information and prepare the infrastructure team for a robust discussion. Key research elements include:

    • Précis: A single page or slide that describes the technology, outlines some of the vendors, and explores the value proposition.
    • SWOT Analysis:
      • Strengths and weaknesses: What does the technology inherently do well (e.g. lots of features) and what does it do poorly (e.g. steep learning curve)?
      • Opportunities and threats: What capabilities can the technology enable (e.g. build PCs faster, remote sensing)? Why would we not want to exploit this technology (e.g. market volatility, M&As)

    a series of four screenshots from the IT Infrastructure Strategy and Roadmap Report Template

    Download the IT Infrastructure Strategy and Roadmap Report Template slides 21, 22, 23 for sample output.

    Position infrastructure as the go-to source for information about new technology

    One way or another, tech always seems to finds its way into infrastructure's lap. Better to stay in front and act as stewards rather than cleanup crew.

    Beware airline magazine syndrome!

    Symptoms

    Pathology
    • Leadership speaking in tech buzzwords
    • Urgent meetings to discuss vaguely defined topics
    • Fervent exclamations of "I don't care how – just get it done!"
    • Management showing up on at your doorstep needing help with their new toy

    Outbreaks tend to occur in close proximity to

    • Industry trade shows
    • Excessive executive travel
    • Vendor BRM luncheons or retreats with leadership
    • Executive golf outings with old college roommates

    Effective treatment options

    1. Targeted regular communication with a technology portfolio analysis customized to the specific goals of the business.
    2. Ongoing PoC and piloting efforts with detailed results reporting.

    While no permanent cure exists, regular treatment makes this chronic syndrome manageable.

    Keep your roadmap horizon in mind

    Technology doesn't have to be bleeding edge. New-to-you can have plenty of value.

    You want to present a curated landscape of technologies, demonstrating that you are actively maintaining expertise in your chosen field.

    Most enterprise IT shops buy rather than develop their technology, which means they want to focus effort on what is market available. The outcome is that infrastructure sponsors and delivers new technologies whose capabilities and features will help the business achieve its goals on this roadmap.

    If you want to think more like a business disruptor or innovator, we suggest working through the blueprint Exploit Disruptive Infrastructure Technology.
    Explore technology five to ten years into the future!

    a quadrant analysis comparing innovation and transformation, as well as two images from Exploit Disruptive Infrastructure Technology.

    Info-Tech Insight

    The ROI of any individual effort is difficult to justify – in aggregate, however, the enterprise always wins!
    Money spent on Google Glass in 2013 seemed like vanity. Certainly, this wasn't enterprise-ready technology. But those early experiences positioned some visionary firms to quickly take advantage of augmented reality in 2018. Creative research tends to pay off in unexpected and unpredictable ways.
    .

    2.1.3 Working session, presentation, and feedback

    1 hour

    Complete a SWOT analysis with future state technology.

    The best research hasn't been done in isolation since the days of da Vinci.

    1. Divide the participants into small groups of at least four people.
    2. Further split those groups into two teams – the red team and the white team.
    3. Assign a technology candidate from the last exercise to each group. Ideally the group should have some initial familiarity with the technology and/or space.
    4. The red team from each group will focus on the weaknesses and threats of the technology. The white team will focus on the strengths and opportunities of the technology.
    5. Set a timer and spend the next 30-40 minutes completing the SWOT analysis.
    6. Have each group present their analysis to the larger team. Encourage conversation and debate. Capture and refine the understanding of the analysis.
    7. Reset with the next technology candidate. Have the participants switch teams within their groups.
    8. Continue until you've exhausted your technology candidates.

    Discussion:

    1. Does working in a group make for better research? Why?
    2. Do you need specific expertise in order to evaluate a technology? Is an outsider (non-expert) view sometimes valuable?
    3. Is it easier to think of the positive or the negative qualities of a technology? What about the internal or external implications?

    Input

    • Technology candidates

    Output

    • Technology analysis including SWOT

    Materials

    • Projector
    • Templates
    • Laptops & internet

    Participants

    • Roadmap team

    Step 2.2

    Constraints analysis

    Activities

    2.2.1 Historical spend analysis

    2.2.2 Conduct a time study

    2.2.3 Identify roadblocks

    This step requires the following inputs:

    • Historical spend and staff numbers
    • Organizational design identification and thought experiment
    • Time study
    • Roadblock brainstorming session
    • Prioritization exercise

    This step involves the following participants:

    • Financial leader
    • HR Leader
    • Roadmap team

    Outcomes of this step

    • OpEx, CapEx, and staffing trends
    • Domain time study
    • Prioritized roadblock list

    2.2.1 Historical spend analysis

    "A Budget is telling your money where to go, instead of wondering where it went."
    -David Ramsay

    "Don't tell me where your priorities are. Show me where you spend your money and I'll tell you what they are"
    -James Frick, Due.com

    Annual IT budgeting aligns with business goals
    a circle showing 68%, broken down into 50% and 18%

    50% of businesses surveyed see that improvements are necessary for IT budgets to align to business goals, while 18% feel they require significant improvements to align to business goals
    Source: ITRG Diagnostics 2022

    Challenges in IT spend visibility

    68%

    Visibility of all spend data for on-prem, SaaS and cloud environments
    Source: Flexera

    The challenges that keep IT leaders up at night

    47%

    Lack of visibility in resource usage and cost
    Source: BMC, 2021

    2.2.1 Build a picture of your financial spending and staffing trends

    Follow the steps below to generate a visualization so you can start the conversation:

    1 hour

    1. Open the Info-Tech Infrastructure Roadmap Financial Spend Analysis Tool.
    2. The Instructions tab will provide guidance, or you can follow the instructions below.
    3. Insert values into the appropriate uncolored blocks in the first 4 rows of the Spend Record Entry tab to reflect the amount spent on IT OpEx, IT CapEx, or staff numbers for the present year (budgeted) as well as the previous five years.
    4. Data input populates cells in subsequent rows to quickly reveal spending ratios.

    an image of the timeline table from the Infrastructure Roadmap Financial Analysis Tool

    Download the Infrastructure Roadmap Financial Analysis Tool
    ( additional Deep Dive available if required)

    Input

    • Historical spend and staff numbers

    Output

    • OpEx, CapEx, and staffing trends for your organization

    Materials

    • Info-Tech's Infrastructure Roadmap Financial Spend Analysis Tool

    Participants

    • Infrastructure leader
    • Financial leader
    • HR leader

    2.2.1 Build a picture of your financial spending and staffing trends (cont'd)

    Continue with the steps below to generate a visualization so you can start the conversation.

    1 hour

    1. Select tab 3 (Results) to reveal a graphical analysis of your data.
    2. Trends are shown in graphs for OpEx, CapEx, and staffing levels as well as comparative graphs to show broader trends between multiple spend and staffing areas.
    3. Some observations worth noting may include the following:
      • Is OpEx spending increasing over time or decreasing?
      • Is CapEx increasing or decreasing?
      • Are OpEx and CapEx moving in the same directions?
      • Are IT staff to total staff ratios increasing or decreasing?
      • Trends will continue in the same direction unless changes are made.

    Download the Infrastructure Roadmap Financial Analysis Tool
    ( additional Deep Dive available if required)

    Input

    • Historical spend and staff numbers

    Output

    • OpEx, CapEx, and staffing trends for your organization

    Materials

    • Info-Tech's Infrastructure Roadmap Financial Spend Analysis Tool

    Participants

    • Infrastructure leader
    • Financial leader
    • HR leader

    Consider perceptions held by the enterprise when dividing infrastructure into domains

    2.2.2 Conduct a time study

    Internal divisions that seem important to infrastructure may have little or even negative value when it comes to users accessing their services.

    Domains are the logical divisions of work within an infrastructure practice. Historically, the organization was based around physical assets: servers, storage, networking, and end-user devices. Staff had skills they applied according to specific best practices using physical objects that provided functionality (computing power, persistence, connectivity, and interface).

    Modern enterprises may find it more effective to divide according to activity (analytics, programming, operations, and security) or function (customer relations, learning platform, content management, and core IT). As a rule, look to your organizational chart; managers responsible for buying, building, deploying, or supporting technologies should each be responsible for their own domain.

    Regardless of structure, poor organization leads to silos of marginally interoperable efforts working against each other, without focus on a common goal. Clearly defined domains ensure responsibility and allow for rapid, accurate, and confident decision making.

    • Server
    • Network
    • Storage
    • End User
    • DevOps
    • Analytics
    • Core IT
    • Security

    Info-Tech Insight

    The medium is the message. Do stakeholders talk about switches or storage or services? Organizing infrastructure to match its external perception can increase communication effectiveness and improve alignment.

    Case Study

    IT infrastructure that makes employees happier

    INDUSTRY: Services
    SOURCE: Network Doctor

    Challenge

    Atlas Electric's IT infrastructure was very old and urgently needed to be refreshed. Its existing server hardware was about nine years old and was becoming unstable. The server was running Windows 2008 R2 server operating systems that was no longer supported by Microsoft; security updates and patches were no longer available. They also experienced slowdowns on many older PCs.

    Recommendations for an upgrade were not approved due to budgetary constraints. Recommendations for upgrading to virtual servers were approved following a harmful phishing attack.

    Solution

    The following improvements to their infrastructure were implemented.

    • Installing a new physical host server running VMWare ESXi virtualization software and hosting four virtual servers.
    • Migration of data and applications to new virtual servers.
    • Upgrading networking equipment and deploying new relays, switches, battery backups, and network management.
    • New server racks to host new hardware.

    Results

    Virtualization, consolidating servers, and desktops have made assets more flexible and simpler to manage.

    Improved levels of efficiency, reliability, and productivity.

    Enhanced security level.

    An upgraded backup and disaster recovery system has improved risk management.

    Optimize where you spend your time by doing a time study

    Infrastructure activity is limited generally by only two variables: money and time. Money is in the hands of the CFO, which leaves us a single variable to optimize.

    Not all time is spent equally, nor is it equally valuable. Analysis lets us communicate with others and gives us a shared framework to decide where our priorities lie.

    There are lots of frameworks to help categorize our activities. Stephen Covey (Seven Habits of Highly Effective People) describes a four-quadrant system along the axes of importance and urgency. Gene Kim, through his character Erik in The Phoenix Project,speaks instead of business projects, internal IT projects, changes, and unplanned work.

    We propose a similar four-category system.

    Project Maintenance

    Administrative

    Reactive

    Planned activity spent pursuing a business objective

    Planned activity spent on the upkeep of existing IT systems

    Planned activity required as a condition of employment

    Unplanned activity requiring immediate response

    This is why we are valuable to our company

    We have it in our power to work to reduce these three in order to maximize our time available for projects

    Survey and analysis

    Perform a quick time study.

    Verifiable data sources are always preferred but large groups can hold each other's inherent biases in check to get a reasonable estimate.

    1 hour

    1. Organize the participants into the domain groups established earlier.
    2. On an index card have each participant independently write down the percentage of time they think their entire domain (not themselves personally) spends during the average month, quarter, or year on:
      1. Admin
      2. Reactive work
      3. Maintenance
    3. Draw a matrix on the whiteboard; collect the index cards and transcribe the results from participants into the matrix.
    4. Add up the three reported time estimates and subtract from 100 – the result is the percentage of time available for/spent on project work.

    Discussion

    1. Certain domains should have higher percentages of reactive work (think Service Desk and Network Operations Center) – can we shift work around to optimize resources?
    2. Why is reactive work the least desirable type? Could we reduce our reactive work by increasing our maintenance work?
    3. From a planning perspective, what are the implications of only having x% of time available for project work?
    4. Does it feel like backing into the project work from adding the other three together provides a reasonable assessment?

    Input

    • Domain groups

    Output

    • Time study

    Materials

    • Whiteboard & markers
    • Index cards

    Participants

    • Roadmap team

    Quickly and easily evaluate all your infrastructure

    Strategic Infrastructure Roadmap Tool, Tab 2, Capacity Analysis

    In order to quickly and easily build some visualizations for the eventual final report, Info-Tech has developed the Strategic Infrastructure Roadmap Tool.

    • Up to five infrastructure domains are supported.
      • For practices that cannot be reasonably collapsed into five domains, multiple copies of the tool can be used and manually stitched together.
    • The tool can be used in either an absolute (total number) or relative mode (percentage of available).
    • By design we specifically don't ask for a project work figure but rather calculate it based on other values.
    • For everything but miscellaneous duties, hard data sources can (and where appropriate should) be leveraged.
      • Reactive work – service desk tool
      • Project work – project management tool
      • Maintenance work – logs or ITSM tool
    • Individual domains' values are calculated, as well as the overall breakdown for the infrastructure practice.
    • Even these rough estimates will be useful during the planning steps throughout the rest of the roadmap process.

    an image of the source capacity analysis page from tab 2 of the Strategic Infrastructure Roadmap Tool

    Please note that this tool requires Microsoft's Power Pivot add-in to be installed if you are using Excel 2010 or 2013. The scatter plot labels on tabs 5 and 8 may not function correctly in Excel 2010.

    Build your roadmap from both the top and the bottom for best results

    Strong IT strategy favors top-down: activities enabling clearly dictated goals. The bottom-up approach aggregates ongoing activities into goals.

    Systematic approach

    External stakeholders prioritize a list of goals requiring IT initiatives to achieve.

    Roadblocks:

    • Multitudes of goals easily overwhelm scant IT resources.
    • Unglamorous yet vital maintenance activities get overlooked.
    • Goals are set without awareness of IT capacity or capabilities.

    Organic approach

    Practitioners aggregate initiatives into logical groups and seek to align them to one or more business goals.

    Roadblocks:

    • Pet initiatives can be perpetuated based on cult of personality rather than alignment to business goals.
    • Funding requests can fall flat when competing against other business units for executive support.

    A successful roadmap respects both approaches.

    an image of two arrows, intersecting with the words Infrastructure Roadmap with the top arrow labeled Systematic, and the bottom arrow being labeled Organic.

    Info-Tech Insight

    Perfection is anathema to practicality. Draw the first picture and not only expect but welcome conflicting feedback! Socialize it and drive the conversation forward to a consensus.

    2.2.3 Brainstorming – Affinity diagramming

    Identify the systemic roadblocks to executing infrastructure projects

    1 hour

    Affinity diagramming is a form of structured brainstorming that works well with larger groups and provokes discussion.

    1. Have each participant write down their top five impediments to executing their projects from last year – one roadblock per sticky note.
    2. Once everyone has written their top five, select a moderator from the group. The moderator will begin by placing (and explaining) their five sticky notes on the whiteboard.
    3. Have each participant then place and explain their sticky notes on the whiteboard.
    4. The moderator will assist participants in grouping sticky notes together based on theme.
    5. Groups that have become overly large may be broken into smaller, more precise themes.
    6. Once everyone has placed their sticky notes, you should be able to visually identify the greatest or most common roadblocks the group perceives.

    Discussion

    Categorize each roadblock identified as either internal or external to infrastructure's control.

    Attempt to understand the root cause of each roadblock. What would you need to ask for in order to remove the roadblock?

    Additional Research

    Also called the KJ Method (after its inventor, Jiro Kawakita, a 1960s Japanese anthropologist), this activity helps organize large amounts of data into groupings based on natural relationships while reducing many social biases.

    Input

    • Last years initiatives and their roadblocks

    Output

    • List of refined Roadblocks

    Materials

    • Sticky notes
    • Whiteboard & markers

    Participants

    • Roadmap team

    2.2.4 Prioritization exercise – Card sorting

    Choose your priorities wisely.

    Which roadblocks do you need to work on? How do you establish a group sense of these priorities? This exercise helps establish priorities while reducing individual bias.

    1 hour

    1. Distribute index cards that have been prepopulated with the roadblocks identified in the previous activity – one full set of cards to each participant.
    2. Have each participant sort their set-in order of perceived priority, highest on top.
    3. Where n=number of cards in the stack, take the n-3 lowest priority cards and put a tick mark in the upper-right-hand corner. Pass these cards to the person on the left, who should incorporate them into their pile (if you start with eight cards you're ticking and passing five cards). Variation: On the first pass, allow everyone to take the most important and least important cards, write "0th" and "NIL" on them, respectively, and set them aside.
    4. Repeat steps 2 and 3 for a total of n times. Treat duplicates as a single card in your hand.
    5. After the final pass, ask each participant to write the priority in the upper-left-hand corner of their top three cards.
    6. Collect all the cards, group by roadblock, count the number of ticks, and take note of the final priority.

    Discussion

    Total the number of passes (ticks) for each roadblock. A large number indicates a notionally low priority. No passes indicates a high priority.

    Are the internal or external roadblocks of highest priority? Were there similarities among participants' 0th and NILs compared to each other or to the final results?

    Input

    • Roadblock list

    Output

    • Prioritized roadblocks

    Materials

    • Index cards

    Participants

    • Roadmap team

    Summary of Accomplishment

    Review performance from last fiscal year

    • Analyzed and communicated the benefits and value realized from IT's strategic initiatives in the past fiscal year.
    • Analyzed and prioritized diagnostic data insights to communicate IT success stories.
    • Elicited important retrospective information such as KPIs, financials, etc. to build IT's credibility as a strategic business partner.

    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

    Phase 3

    Align and Build the Roadmap

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Infrastructure strategy

    1.2 Goal alignment

    2.1 Define your future

    2.2 Conduct constraints analysis

    3.1 Drive business alignment

    3.2. Build the roadmap

    4.1 Identify the audience

    4.2 Process improvement

    and measurements

    This phase will walk you through the following activities:

    • Elicit business context from the CIO & IT team
    • Identify key initiatives that support the business
    • Identify key initiatives that enable IT excellence
    • Identify initiatives that drive technology innovation
    • Build initiative profiles
    • Construct your strategy roadmap

    This phase involves the following participants:

    • Roadmap Team

    Step 3.1

    Drive business alignment

    Activities

    3.1.1 Develop a risk framework

    3.1.2 Evaluate technical debt

    This step requires the following inputs:

    • Intake identification and analysis
    • Survey results analysis
    • Goal brainstorming
    • Goal association and analysis

    This step involves the following participants:

    • Business leadership
    • Project Management Office
    • Service Desk
    • Business Relationship Management
    • Solution or Enterprise Architecture
    • Roadmap team

    Outcomes of this step

    • Intake analysis
    • Goal list
    • Initiative-to-goal map

    Speak for those with no voice – regularly review your existing portfolio of IT assets and services

    A chain is only as strong as its weakest link; while you'll receive no accolades for keeping the lights on, you'll certainly hear about it if you don't!

    Time has been a traditional method for assessing the fitness of infrastructure assets – servers are replaced every five years, core switches every seven, laptops and desktops every three. While quick, this framework of assessment is overly simplistic for most modern organizations.

    Building one that is instead based on the likelihood of asset failure plotted against the business impact of that failure is not overly burdensome and yields more practical results. Infrastructure focuses on its strength (assessing IT risk) and validates an understanding with the business regarding the criticality of the service(s) enabled by any given asset.

    Rather than fight on every asset individually, agree on a framework with the business that enables data-driven decision making.

    IT Risk Factors
    Age, Reliability, Serviceability, Conformity, Skill Set

    Business Risk Factors
    Suitability, Capacity, Safety, Criticality

    Info-Tech Insight

    Infrastructure in a cloud-enabled world: As infrastructure operations evolve it is important to keep current with the definition of an asset. Software platforms such as hypervisors and server OS are just as much an asset under the care and control of infrastructure as are cloud services, managed services from third-party providers, and traditional racks and switches.

    3.1.1 Develop a risk framework – Classification exercise

    While it's not necessary for each infrastructure domain to view IT risk identically, any differences should be intensely scrutinized.

    1 hour

    1. Divide the whiteboard along the axes of IT Risk and
      Business Risk (criticality) into quadrants:
      1. High IT Risk & High Biz Risk (upper right)
      2. Low IT Risk & Low Biz Risk (bottom left)
      3. Low IT Risk & High Biz Risk (bottom right)
      4. High IT Risk & Low Biz Risk (upper left)
    2. Have each participant write the names of two or three infrastructure assets or services they are responsible or accountable for – one name per sticky note.
    3. Have each participant come one-at-a-time and place their sticky notes in one quadrant.
    4. As each additional sticky note is placed, verify with the group that the relative positioning of the others is still accurate.

    Discussion:

    1. Most assets should end up in the lower-right quadrant, indicating that IT has lowered the risk of failure commensurate to the business consequences of a failure. What does this imply about assets in the other three quadrants?
    2. Infrastructure is foundational; do we properly document and communicate all dependencies for business-critical services?
    3. What actions can infrastructure take to adjust the risk profile of any given asset?

    Input

    • List of infrastructure assets

    Output

    • Notional risk analysis

    Materials

    • Whiteboard & markers
    • Sticky notes

    Participants

    • Roadmap team

    3.1.2 Brainstorming and prioritization exercise

    Identify the key elements that make up risk in order to refine your framework.

    A shared notional understanding is good, but in order to bring the business onside a documented defensible framework is better.

    1 hour

    1. Brainstorm (possibly using the affinity diagramming technique) the component elements of IT risk.
    2. Ensure you have a non-overlapping set of risk elements. Ensure that all the participants are comfortable with the definitions of each element. Write them on a whiteboard.
    3. Give each participant an equal number (three to five) of voting dots.
    4. As a group have the participants go the whiteboard and use their dots to cast their votes for what they consider to be the most important risk element(s). Participants are free to place any number of their dots on a single element.
    5. Based on the votes cast select a reasonable number of elements with which to proceed.
    6. For each element selected, brainstorm up to six tiers of the risk scale. You can use numbers or words, whichever is most compelling.
      • E.g. Reliability: no failures, >1 incident per year, >1 incident per quarter, >1 incident per month, frequent issues, unreliable.
    7. Repeat the above except with the components of business risk. Alternately, rely on existing business risk documentation, possibly from a disaster recovery or business continuity plan.

    Discussion
    How difficult was it to agree on the definitions of the IT risk elements? What about selecting the scale? What was the voting distribution like? Were there tiers of popular elements or did most of the dots end up on a limited number of elements? What are the implications of having more elements in the analysis?

    Input

    • Notional risk analysis

    Output

    • Risk elements
    • Scale dimensions

    Materials

    • Whiteboard & markers
    • Voting dots

    Participants

    • Roadmap team

    3.1.3 Forced ranking exercise

    Alternate: Identify the key elements that make up risk in order to refine your framework

    A shared notional understanding is good, but in order to bring the business onside a documented defensible framework is better.

    1 hour

    1. Brainstorm (possibly using the affinity diagramming technique) the component elements of IT risk.
    2. Ensure you have a non-overlapping set of risk elements. Ensure that all the participants are comfortable with the definitions of each element. Write them on a whiteboard.
    3. Distribute index cards (one per participant) with the risk elements written down one side.
    4. Ask the participants to rank the elements in order of importance, with 1 being the most important.
    5. Collect the cards and write the ranking results on the whiteboard.
    6. Look for elements with high variability. Also look for the distribution of 1, 2, and 3 ranks.
    7. Based on the results select a reasonable number of elements with which to proceed.
    8. Follow the rest of the procedure from the previous activity.

    Discussion:

    What was the total number of elements required in order to contain the full set of every participant's first-, second-, and third-ranked risks? Does this seem a reasonable number?

    Why did some elements contain both the lowest and highest rankings? Was one (or more) participant thinking consistently different from the rest of the group? Are they seeing something the rest of the group is overlooking?

    This technique automatically puts the focus on a smaller number of elements – is this effective? Or is it overly simplistic and reductionist?

    Input

    • Notional risk analysis

    Output

    • Risk elements

    Materials

    • Whiteboard & markers
    • Index cards

    Participants

    • Roadmap team

    3.1.4 Consensus weighting

    Use your previous notional assessment to inform your risk weightings:

    1 hour

    1. Distribute index cards that have been prepopulated with the risk elements from the previous activity.
    2. Have the participants independently assign a weighting to each element. The assigned weights must add up to 100.
    3. Collect the cards and transcribe the results into a matrix on the whiteboard.
    4. Look for elements with high variability in the responses.
    5. Discuss and come to a consensus figure for each element's weighting.
    6. Select a variety of assets and services from the notional assessment exercise. Ensure that you have representation from all four quadrants.
    7. Using your newly defined risk elements and associated scales, evaluate as a group the values you'd suggest for each asset. Aim for a plurality of opinion rather than full consensus.
    8. Use Info-Tech's Strategic Infrastructure Roadmap Tool to document the elements, weightings, scales, and asset analysis.
    9. Compare the output generated by the tool (Tab 4) with the initial notional assessment.

    Discussion:

    How much framework is too much? Complexity and granularity do not guarantee accuracy. What is the right balance between effort and result?

    Does your granular assessment match your notional assessment? Why or why not? Do you need to go back and change weightings? Or reduce complexity?

    Is this a more reasonable and valuable way of periodically evaluating your infrastructure?

    Input

    • Notional risk analysis

    Output

    • Weighted risk framework

    Materials

    • Whiteboard & markers
    • Index cards
    • Strategic Infrastructure Roadmap Tool

    Participants

    • Roadmap team

    3.1.5 Platform assessment set-up

    Hard work up front allows for year-over-year comparisons

    The value of a risk framework is that once the heavy lifting work of building it is done, the analysis and assessment can proceed very quickly. Once built, the framework can be tweaked as necessary, rather than recreated every year.

    • Open Info-Tech's Strategic Infrastructure Roadmap Tool, Tab 3.
    • Up to eight elements each of IT and business risk can be captured.
      • IT risk elements of end-of-life and dependencies are mandatory and do not count against the eight customizable elements.
    • Every element can have up to six scale descriptors. Populate them from left to right in increasing magnitude of risk.
      • Scale descriptors must be input as string values and not numeric.
    • Each element's scale can be customized from linear to a risk-adverse or risk-seeking curve. We recommend linear.

    an image of the Platform Assessment Setup Page from Info-Tech's Strategic Infrastructure Roadmap Tool,

    IT platform assessment

    Quickly and easily evaluate all your infrastructure.

    Once configured, individual domain teams can spend surprisingly little time answering reasonably simple questions to assess their assets. The common framework lets results be compared between teams and produces a valuable visualization to communication with the business.

    • Open the Strategic Infrastructure Roadmap Tool, Tab 4.
    • The tool has been tested successfully with up to 2,000 asset items. Don't necessarily list every asset; rather, think of the logical groups of assets you'd cycle in or out of your environment.
    • Each asset must be associated with one and only one infrastructure domain and have a defined End of Service Life date.
    • With extreme numbers of assets an additional filter can be useful – the Grouping field allows you to set any number of additional tags to make sorting and filtering easier.
    • Drop-down menus for each risk element are prepopulated with the scale descriptors from Tab 3. Unused elements are greyed out.
    • Each asset can be deemed dependent on up to four additional assets or services. Use this to highlight obscure or undervalued relationships between assets. It is generally not useful to be reminded that everything relies on Cat 6 cabling.

    A series of screenshots from the IT Platform Assessment.

    Prioritized upgrades

    Validate and tweak your framework with the business

    Once the grunt work of inputting all the assets and the associated risk data has been completed, you can tweak the risk profile and sort the data to whatever the business may require.

    • Open Info-Tech's Strategic Infrastructure Roadmap Tool, Tab 5.
    • IT platforms in the upper-right quadrant have an abundance of IT risk and are critical to the business.
    • The visualization can be sorted by selecting the slicers on the left. Sort by:
      • Infrastructure domain
      • Customized grouping tag
      • Top overall risk platforms
    • With extreme numbers of assets an additional filter can be useful. The Grouping field allows you to set any number of additional tags to make sorting and filtering easier.
    • Risk weightings can be individually adjusted to reflect changing business priorities or shared infrastructure understanding of predictive power.
      • In order to make year-over-year comparisons valuable it is recommended that changing IT risk elements should be avoided unless absolutely necessary.

    An image of a scatter plot graph titled Prioritized Upgrades.

    Step 3.2

    Build the roadmap

    Activities

    3.2.1 Build templates and visualize

    3.2.2 Generate new initiatives

    3.2.3 Repatriate shadow IT initiatives

    3.2.4 Finalize initiative candidates

    This step requires the following inputs:

    • Develop an initiative template
    • Restate the existing initiatives with the template
    • Visualize the existing initiatives
    • Brainstorm new initiatives
    • Initiative ranking
    • Solicit, evaluate, and refine shadow IT initiatives
    • Resource estimation

    This step involves the following participants:

    • Roadmap team

    Outcomes of this step

    • Initiative communication template
    • Roadmap visualization diagram

    Tell them what they really need to know

    Templates transform many disparate sources of data into easy-to-produce, easy-to-consume, business-ready documents.

    Develop a high-level document that travels with the initiative from inception through executive inquiry and project management, and finally to execution. Understand an initiative's key elements that both IT and the business need defined and that are relatively static over its lifecycle.

    Initiatives are the waypoints along a roadmap leading to the eventual destination, each bringing you one step closer. Like steps, initiatives need to be discrete: able to be conceptualized and discussed as a single largely independent item. Each initiative must have two characteristics:

    • Specific outcome: Describe an explicit change in the people, processes, or technology of the enterprise.
    • Target end date: When the described outcome will be in effect.

    "Learn a new skill"– not an effective initiative statement.

    "Be proficient in the new skill by the end of the year" – better.

    "Use the new skill to complete a project and present it at a conference by Dec 15" – best!

    Info-Tech Insight

    Bundle your initiatives for clarity and manageability.
    Ruthlessly evaluate if an initiative should stand alone or can be rolled up with another. Fewer initiatives increases focus and alignment, allowing for better communication.

    3.2.1 Develop impactful templates to sell your initiative upstream

    Step 1: Open Info-Tech's Strategic Roadmap Initiative Template. Determine and describe the goals that the initiative is enabling or supporting.
    Step 2: State the current pain points from the end-user or business perspective. Do not list IT-specific pain points here, such as management complexity.
    Step 3: List both the tangible (quantitative) and ancillary (qualitative) benefits of executing the project. These can be pain relievers derived from the pain points, or any IT-specific benefit not captured in Step 1.
    Step 4: List any enabled capability that will come as an output of the project. Avoid technical capabilities like "Application-aware network monitoring." Instead, shoot for business outcomes like "Ability to filter network traffic based on application type."

    An image of the Move to Office 365, with the numbers 1-4 superimposed over the image.  These correspond to steps 1-4 above.

    Info-Tech Insight

    Sell the project to the mailroom clerk! You need to be able to explain the outcome of the project in terms that non-IT workers can appreciate. This is done by walking as far up the goals cascade as you have defined, which gets to the underlying business outcome that the initiative supports.

    Develop impactful templates to sell your initiative upstream (cont'd)

    Strategic Roadmap Initiative Template, p. 2

    Step 5: State the risks to the business for not executing the project (and avoid restating the pain points).
    Step 6: List any known or anticipated roadblocks that may come before, during, or after executing the project. Consider all aspects of people, process, and technology.
    Step 7: List any measurable objectives that can be used to gauge the success of the projects. Avoid technical metrics like "number of IOPS." Instead think of business metrics such as "increased orders per hour."
    Step 8: The abstract is a short 50-word project description. Best to leave it as the final step after all the other aspects of the project (risks and rewards) have been fully fleshed out. The abstract acts as an executive summary – written last, read first.

    An image of the Move to Office 365, with the numbers 5-8 superimposed over the image.  These correspond to steps 5-8 above.

    Info-Tech Insight

    Every piece of information that is not directly relevant to the interests of the audience is a distraction from the value proposition.

    Working session, presentation, and feedback

    Rewrite your in-flight initiatives to ensure you're capturing all the required information:

    1 hour

    1. Have each participant select an initiative they are responsible or accountable for.
    2. Introduce the template and discuss any immediate questions they might have.
    3. Take 15-20 minutes and have each participant attempt to fill out the template for their initiative.
    4. Have each participant present their initiative to the group.
    5. The group should imagine themselves business leaders and push back with questions or clarification when IT jargon is used.
    6. Look to IT leadership in the room for cues as to what hot button items they've encountered from the business executives.
    7. Debate the merits of each section in the template. Adjust and customize as appropriate.

    Discussion:
    Did everyone use the goal framework adopted earlier? Why not?
    Are there recurring topics or issues that business leaders always seem concerned about?
    Of all the information available, what consistently seems to be the talking points when discussing an initiative?

    Input

    • In-flight initiatives

    Output

    • Completed initiatives templates

    Materials

    • Templates
    • Laptops & internet

    Participants

    • Roadmap team

    3.2.2 Visual representations are more compelling than text alone

    Being able to quickly sort and filter data allows you to customize the visualization and focus on what matters to your audience. Any data that is not immediately relevant to them risks becoming a distraction.

    1. Open the Strategic Infrastructure Roadmap Tool, Tabs 6 and 7.
    2. Up to ten goals can be supported. Input the goals into column F of the tool. Be explicit but brief.
    3. Initiatives and Obstacles can be independently defined, and the tool supports up to five subdivisions of each. Initiative by origin source makes for an interesting analysis but initially we recommend simplicity.
    4. Every Initiative and Obstacle must be given a unique name in column H. Context-sensitive drop-downs let you define the subtype and responsible infrastructure domain.
    5. Three pieces of data are captured for each initiative: Business Impact is the qualitative value to the business; Risk is the qualitative likelihood of failure – entirely or partially (e.g. significantly over budget or delayed); and Effort is a relative measure of magnitude ($ or time). Only the value for Effort must be specified.
    6. Every initiative can claim to support one or many goals by placing an "x" in the appropriate column(s).
    7. On Tab 7 you must select the initiative end date (go-live date). You can also document start date, owner, and manager if required. Remember, though, that the tool does not replace proper project management tools.

    A series of screenshots of tables, labeled A-F

    Decoding your visualization

    Strategic Infrastructure Roadmap Tool, Tab 8, "Roadmap"

    Visuals aren't always as clear as we assume them to be.

    An example of a roadmap visualization found in the Strategic Infrastructure Roadmap Tool

    If you could suggest one thing, what would it be?

    The roadmap is likely the best and most direct way to showcase our ideas to business leadership – take advantage of it.

    We've spent an awful lot of time setting the stage, deciding on frameworks so we agree on what is important. We know how to have an effective conversation – now what do we want to say?

    an image of a roadmap, including inputs passing through infrastructure & Operations; to the Move to Office 365 images found earlier in this blueprint.

    Creative thinking, presentation, and feedback

    Since we're so smart – how could we do it better?

    1 hour

    1. Introduce the Roadmap Initiative Template and discuss any immediate questions the participants might have.
    2. Take 15-20 minutes and have each participant attempt to fill out the template for their initiative candidate.
    3. Have each author present their initiative to the group.
    4. The group should imagine themselves business leaders and push back with questions or clarification when IT jargon is used.
    5. Look to IT leadership in the room for cues as to what hot button items they've encountered from the business executives
    6. Debate the merits of each section in the template. Adjust and customize as appropriate.

    Discussion:
    Did everyone use the goal framework adopted earlier? Why not?
    Do we think we can find business buy-in or sponsorship? Why or why not?
    Are our initiatives at odds with or complementary to the ones proposed through the normal channels?

    Input

    • Everything we know

    Output

    • Initiative candidates

    Materials

    • Info-Tech's Infrastructure Roadmap Initiatives Template
    • Laptops & internet

    Participants

    • Roadmap team

    Forced Ranking Exercise

    Showcase only your best and brightest ideas:

    1 hour

    1. Write the initiative titles from the previous exercise across the top of a whiteboard.
    2. Distribute index cards (one per participant) with the initiative titles written down one side.
    3. Ask each participant to rank the initiatives in order of importance, with 1 being the most important.
    4. Collect the cards and write the ranking results on the whiteboard.
    5. Look at the results with an eye toward high variability. Also look for the distribution of 1, 2, and 3 ranks.
    6. Based on the results, select (through democratic vote or authoritarian fiat – Director or CIO) a reasonable number of initiatives.
    7. Refine the selected initiative templates for inclusion in the roadmap.

    Discussion:
    Do participants tend to think their idea is the best and rank it accordingly?
    If so, then is it better to look at the second, third, and fourth rankings for consensus instead?
    What is a reasonable number of initiatives to suggest? How do we limit ourselves?

    Input

    • Infrastructure initiative candidates

    Output

    • Infrastructure initiatives

    Materials

    • Index cards

    Participants

    • Roadmap team

    Who else might be using technology to solve business problems?

    Shadow IT operates outside of the governance and control structure of Enterprise IT and so is, by definition, a problem. an opportunity!

    Except for that one thing they do wrong, that one small technicality, they may well do everything else right.

    Consider:

    1. Shadow IT evolves to solve a problem or enable an activity for a specific group of users.
    2. This infers that because stakeholders spend their own resources resolving a problem or enabling an action, it is a priority.
    3. The technology choices they've made have been based solely on functionality for value, unrestrained by any legacy of previous decisions.
    4. Staffing demands and procedural issues must be modest or nonexistent.
    5. The users must be engaged, receptive to change, and tolerant of stutter steps toward a goal.

    In short, shadow IT can provide fully vetted infrastructure initiatives that with a little effort can be turned into easy wins on the roadmap.

    Info-Tech Insight

    Shadow IT can include business-ready initiatives, needing only minor tweaking to align with infrastructure's best practices.

    3.2.3 Survey and hack-a-thon

    Negotiate amnesty with shadow IT by evaluating their "hacks" for inclusion on the roadmap.

    1 hour

    1. Put out an open call for submissions across the enterprise. Ask "How do you think technology could help you solve one of your pain points?" Be specific.
    2. Gather the responses into a presentable format and assemble the roadmap team.
    3. Use voting dots (three per person) to filter out a shortlist.
    4. Invite the original author to come in and work with a roadmap team member to complete the template.
    5. Reassemble the roadmap team and use the forced ranking exercise to select initiatives to move forward.

    Discussion:
    Did you learn anything from working directly with in-the-trenches staff? Can those learnings be used elsewhere in infrastructure? Or in larger IT?

    Input

    • End-user ideas

    Output

    • Roadmap initiatives

    Materials

    • Whiteboard & markers
    • Voting dots
    • Index cards
    • Templates

    Participants

    • Enthusiastic end users
    • Roadmap team
    • Infrastructure leader

    3.2.4 Consensus estimation

    Exploit the wisdom of groups to develop reasonable estimates.

    1 hour

    Also called scrum poker (in Agile software circles), this method reduces anchoring bias by requiring all participants to formulate and submit their estimates independently and simultaneously.

    Equipment: A typical scrum deck shows the Fibonacci sequence of numbers, or similar progression, with the added values of ∞ (project too big and needs to be subdivided), and a coffee cup (need a break). Use of the (mostly) Fibonacci sequence helps capture the notional uncertainty in estimating larger values.

    1. The infrastructure leader, who will not play, moderates the activity. A "currency" of estimation is selected. This could be person, days, or weeks, or a dollar value in the thousands or tens of thousands – whatever the group feels they can speak to authoritatively.
    2. The author of each initiative gives a short overview, and the participants are given the chance to ask questions and clarify assumptions and risks.
    3. Participants lay a card representing their estimate face down on the table. Estimates are revealed simultaneously.
    4. Participants with the highest and lowest estimates are given a soapbox to offer justification. The author is expected to provide clarifications. The moderator drives the conversation.
    5. The process is repeated until consensus is reached (decided by the moderator).
    6. To structure discussion, the moderator can impose time limits between rounds.

    Discussion:

    How often was the story unclear? How often did participants have to ask for additional information to make their estimate? How many rounds were required to reach consensus?
    Does number of person, days, or weeks, make more sense than dollars? Should we estimate both independently?
    Source: Scrum Poker

    Input

    • Initiative candidates from previous activity

    Output

    • Resourcing estimates

    Materials

    • Scrum poker deck

    Participants

    • Roadmap team

    Hard work up front allows for year-over-year comparisons

    Open the Strategic Infrastructure Roadmap Tool, Tab 6, "Initiatives & Goals" and Tab 7, "Timeline"

    Add your ideas to the visualization.

    • An initiative subtype can be useful here to differentiate infrastructure-sponsored initiatives from traditional ones.
    • Goal alignment is as important as always – ideally you want your sponsored initiatives to fill gaps or support the highest-priority business goals.
    • The longer-term roadmap is an excellent parking lot for ideas, especially ones the business didn't even know they wanted. Make sure to pull those ideas forward, though, as you repeat the process periodically.

    An image containing three screenshots of timeline tables from the Strategic Infrastructure Roadmap Tool

    Pulling it all together – the published report

    We started with eight simple questions. Logically, the answers suggest sections for a published report. Developing those answers in didactic method is effective and popular among technologists as answers build upon each other. Business leaders and journalists, however, know never to bury the lead.

    Report Section Title Roadmap Activity or Step
    Sunshine diagram Visualization
    Priorities Understand business goals
    Who we help Evaluate intake process
    How we can help Create initiatives
    What we're working on Review initiatives
    How you can help us Assess roadblocks
    What is new Assess new technology
    How we spend our day Conduct a time study
    What we have Assess IT platform
    We can do better! Identify process optimizations

    Summary of Accomplishment

    Review performance from last fiscal year

    • Analyzed and communicated the benefits and value realized from IT's strategic initiatives in the past fiscal year.
    • Analyzed and prioritized diagnostic data insights to communicate IT success stories.
    • Elicited important retrospective information such as KPIs, financials, etc. to build IT's credibility as a strategic business partner.

    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

    Phase 4

    Communicate and Improve the Process

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Infrastructure strategy

    1.2 Goal alignment

    2.1 Define your future

    2.2 Conduct constraints analysis

    3.1 Drive business alignment

    3.2. Build the roadmap

    4.1 Identify the audience

    4.2 Process improvement

    and measurements

    This phase will walk you through the following activities:

    • Identify authors and target audiences
    • Understand the planning process
    • Identify if the process outputs have value
    • Set up realistic KPIs

    This phase involves the following participants:

    • CIO
    • Roadmap team

    Step 4.1

    Identify the audience

    Activities

    4.1.1 Identify required authors and target audiences

    4.1.2 Planning the process

    4.1.3 Identifying supporters and blockers

    This step requires the following inputs:

    • Identify required authors and target audiences
    • Plan the process
    • Identify supporters and blockers

    This step involves the following participants:

    • CIO
    • Roadmap team

    Outcomes of this step

    • Process schedule
    • Communication strategy

    Again! Again!

    And you thought we were done. The roadmap is a process. Set a schedule and pattern to the individual steps.

    Publishing an infrastructure roadmap once a year as a lead into budget discussion is common practice. But this is just the last in a long series of steps and activities. Balance the effort of each activity against its results to decide on a frequency. Ensure that the frequency is sufficient to allow you to act on the results if required. Work backwards from publication to develop the schedule.

    an image of a circle of questions around the Infrastructure roadmap.

    A lot of work has gone into creating this final document. Does a single audience make sense? Who else may be interested in your promises to the business? Look back at the people you've asked for input. They probably want to know what this has all been about. Publish your roadmap broadly to ensure greater participation in subsequent years.

    4.1.1 Identify required authors and target audiences

    1 hour

    Identification and association

    Who needs to hear (and more importantly believe) your message? Who do you need to hear from? Build a communications plan to get the most from your roadmap effort.

    1. Write your eight roadmap section titles in the middle of a whiteboard.
    2. Make a list of everyone who answered your questions during the creation of this roadmap. Write these names on a single color of sticky notes and place them on the left side.
    3. Make a list of everyone who would be (or should be) interested in what you have to say. Write these names on a different single color of sticky notes and place them on the right side.
    4. Draw lines between the stickies and the relevant section of the roadmap. Solid lines indicate a must have communication while dashed lines indicate a nice-to-have communication.
    5. Come to a consensus.

    Discussion:

    How many people appear in both lists? What are the implications of that?

    Input

    • Roadmap sections

    Output

    • Roadmap audience and contributors list

    Materials

    • Whiteboard & markers
    • Sticky notes

    Participants

    • Roadmap team

    4.1.2 Planning the process and scheduling

    The right conversation at the right time

    Due Date (t) Freq Mode Participants Infrastructure Owner
    Update & Publish

    Start of Budget Planning

    Once

    Report

    IT Steering Committee

    Infrastructure Leader or CIO

    Evaluate Intakes

    (t) - 2 months

    (t) - 8 months

    Biannually

    Review

    PMO

    Service Desk

    Domain Heads

    Assess Roadblocks

    (t) - 2 months

    (t) - 5 months

    (t) - 8 months

    (t) - 11 months

    Quarterly

    Brainstorming & Consensus

    Domain Heads

    Infrastructure Leader

    Time Study

    (t) - 1 month

    (t) - 4 months

    (t) - 7 months

    (t) - 10 months

    Quarterly

    Assessment

    Domain Staff

    Domain Heads

    Inventory Assessment

    (t) - 2 months

    Annually

    Assessment

    Domain Staff

    Domain Heads

    Business Goals

    (t) - 1 month

    Annually

    Survey

    Line of Business Managers

    Infrastructure Leader or CIO

    New Technology Assessment

    monthly

    (t) - 2 months

    Monthly/Annually

    Process

    Domain Staff

    Infrastructure Leader

    Initiative Review

    (t) - 1 month

    (t) - 4 months

    (t) - 7 months

    (t) - 10 months

    Quarterly

    Review

    PMO

    Domain Heads

    Infrastructure Leader

    Initiative Creation

    (t) - 1 month

    Annually

    Brainstorming & Consensus

    Roadmap Team

    Infrastructure Leader

    The roadmap report is just a point-in-time snapshot, but to be most valuable it needs to come at the end of a full process cycle. Know your due date, work backwards, and assign responsibility.

    Discussion:

    1. Do each of the steps make sense? Is the outcome clear and does it flow naturally to where it will be useful?
    2. Is the effort required for each step commensurate with its value? Are we doing to much for not enough return?
    3. Are we acting on the information we're gathering? Is it informing or changing decisions throughout the year or period?

    Input

    • Roadmap sections

    Output

    • Roadmap process milestones

    Materials

    • Whiteboard & markers
    • Template

    Participants

    • Roadmap team

    Tailor your messaging to secure stakeholders' involvement and support

    If your stakeholders aren't on board, you're in serious trouble.

    Certain stakeholders will not only be highly involved and accountable in the process but may also be responsible for approving the roadmap and budget, so it's essential that you get their buy-in upfront.

    an image of a quadrant analysis, comparing levels of influence and support.

    an image of a quadrant analysis, comparing levels of influence and support.

    4.1.3 Identifying supporters and blockers

    Classification and Strategy

    1 hour

    You may want to restrict participation to senior members of the roadmap team only.

    This activity requires a considerable degree of candor in order to be effective. It is effectively a political conversation and as such can be sensitive.

    Steps:

    1. Review your sticky notes from the earlier activity (list of input and output names).
    2. Place each name in the corresponding quadrant of a 2x2 matrix like the one on the right.
    3. Come to a consensus on the placement of each sticky note.

    Input

    • Roadmap audience and contributors list

    Output

    • Communications strategy & plan

    Materials

    • Whiteboard & markers
    • Sticky notes

    Participants

    • Senior roadmap team

    Step 4.2

    Process improvement

    Activities

    4.2.1 Evaluating the value of each process output

    4.2.2 Brainstorming improvements

    4.2.3 Setting realistic measures

    This step requires the following inputs:

    • Evaluating the efficacy of each process output
    • Brainstorming improvements
    • Setting realistic measures

    This step involves the following participants:

    • Roadmap team

    Outcomes of this step

    • Process map
    • Process improvement plan

    Continual improvement

    Not just for the DevOps hipsters!

    You started with a desire – greater satisfaction with infrastructure from the business. All of the inputs, processes, and outputs exist only, and are designed solely, to serve the attainment of that outcome.

    The process outlined is not dogma; no element is sacrosanct. Ruthlessly evaluate the effectiveness of your efforts so you can do better next time.

    You would do no less after a server migration, network upgrade, or EUC rollout.

    Consider these four factors to help make your infrastructure roadmap effort more successful.

    Leadership
    If infrastructure leaders aren't committed, then this will quickly become an exercise of box-checking rather than candid communication.

    Data
    Quantitative or qualitative – always try to go where the data leads. Reduce unconscious bias and be surprised by the insight uncovered.

    Metrics
    Measurement allows management but if you measure the wrong thing you can game the system, cheating yourself out of the ultimate prize.

    Focus
    Less is sometimes more.

    4.2.1 Evaluating the value of each process output

    Understanding why and how individual steps are effective (or not) is how we improve the outcome of any process.

    1 hour

    1. List each of the nine roadmap steps on the left-hand side of a whiteboard.
    2. Ask the participants "Why was this step included? Did it accomplish its objective?" Consider using a reduced scale affinity diagramming exercise for this step.
    3. Consider the priority characteristics of each step; try to be as universal as possible (every characteristic will ideally apply to each step).
    4. Include two columns at the far right: "Improvement" and "Expected Change."
    5. Populate the table. If this is your first time, brainstorm reasonable objectives for your left-hand columns. Otherwise, document the reality of last year and focus on brainstorming the right-hand columns.
    6. Optional: Conduct a thought experiment and brainstorm tension metrics to establish whether the process is driving the outcomes we desire.
    7. Optional: Consider Info-Tech's assertion about the four things a roadmap can do. Brainstorm KPIs that you can measure yearly. What else would you want the roadmap to be able to do?

    Discussion:

    Did the group agree on the intended outcome of each step? Did the group think the step was effective? Was the outcome clear and did it flow naturally to where it was useful?
    Is the effort required for each step commensurate with its value? Are we doing too much for not enough return?
    Are we acting on the information we're gathering? Is it informing or changing decisions throughout the year or period?

    Input

    • Roadmap process steps

    Output

    • Process map
    • Improvement targets & metrics

    Materials

    • Whiteboard & markers
    • Sticky notes
    • Process Map Template (see next slide)

    Participants

    • Roadmap team

    Process map template

    Replace the included example text with your inputs.

    Freq.MethodMeasuresSuccess criteria

    Areas for improvement

    Expected change

    Evaluate intakesBiannuallyPMO Intake & Service RequestsProjects or Initiatives% of departments engaged

    Actively reach out to underrepresented depts.

    +10% engagement

    Assess roadblocksQuarterlyIT All-Staff MeetingRoadblocks% of identified that have been resolved

    Define expected outcomes of removing roadblock

    Measurable improvements

    Time studyQuarterly IT All-Staff MeetingTimeConfidence value of data

    Real data sources (time sheets, tools, etc.)

    85% of sources defensible

    Legacy asset assessmentAnnuallyDomain effortAsset Inventory Completeness of Inventory
    • Compare against Asset Management database
    • Track business activity by enabling asset(s)
    • > 95% accuracy/
      completeness
    • Easier business risk framework conversations
    Understand business goalsAnnuallyRoadmap MeetingGoal listGoal specificity

    Survey or interview leadership directly

    66% directly attributable participation

    New technology assessmentMonthly/AnnuallyTeam/Roadmap MeetingTechnologies Reviewed IT staff participation/# SWOTs

    Increase participation from junior members

    50% presentations from junior members

    Initiative review

    Quarterly

    IT All-Staff Meeting

    • Status Review
    • Template usage
    • Action taken upon review
    • Template uptake
    • Identify predictive factors
    • Improve template
    • 25% of yellow lights to green
    • -50% requests for additional info

    Initiative creation

    Annually Roadmap MeetingInitiatives# of initiatives proposedBusiness uptake+25% sponsorship in 6 months (biz)

    Update and publish

    AnnuallyPDF reportRoadmap Final ReportLeadership engagement Improve audience reach+15% of LoB managers have read the report

    Establish baseline metrics

    Baseline metrics will improve through:

    1. Increased communication. More information being shared to more people who need it.
    2. Better planning. More accurate information being shared.
    3. Reduced lead times. Less due diligence or discovery work required as part of project implementations.
    4. Faster delivery times. Less less-valuable work, freeing up more time to project work.
    Metric description Current metric Future goal
    # of critical incidents resulting from equipment failure per month
    # of service provisioning delays due to resource (non-labor) shortages
    # of projects that involve standing up untested (no prior infrastructure PoC) technologies
    # of PoCs conducted each year
    # of initiatives proposed by infrastructure
    # of initiatives proposed that find business sponsorship in >1yr
    % of long-term projects reviewed as per goal framework
    # of initiatives proposed that are the only ones supporting a business goal
    # of technologies deployed being used by more than the original business sponsor
    # of PMO delays due to resource contention

    Insight Summary

    Insight 1

    Draw the first picture.

    Highly engaged and effective team members are proactive rather than reactive. Instead of waiting for clear inputs from the higher ups, take what you do know, make some educated guesses about the rest, and present that to leadership. Where thinking diverges will be crystal clear and the necessary adjustments will be obvious.

    Insight 2

    Infrastructure must position itself as the broker for new technologies.

    No man is an island; no technology is a silo. Infrastructure's must ensure that everyone in the company benefits from what can be shared, ensure those benefits are delivered securely and reliably, and prevent the uninitiated from making costly technological mistakes. It is easier to lead from the front, so infrastructure must stay on top of available technology.

    Insight 3

    The roadmap is a process that is business driven and not a document.

    In an ever-changing world the process of change itself changes. We know the value of any specific roadmap output diminishes quickly over time, but don't forget to challenge the process itself from time to time. Striving for perfection is a fool's game; embrace constant updates and incremental improvement.

    Insight 4

    Focus on the framework, not the output.

    There usually is no one right answer. Instead make sure both the business and infrastructure are considering common relevant elements and are working from a shared set of priorities. Data then, rather than hierarchical positioning or a d20 Charisma roll, becomes the most compelling factor in making a decision. But since your audience is in hierarchical ascendency over you, make the effort to become familiar with their language.

    4.2.3 Track metrics throughout the project to keep stakeholders informed

    An effective strategic infrastructure roadmap should help to:

    1. Initiate a schedule of infrastructure projects to achieve business goals.
    2. Adapt to feedback from executives on changing business priorities.
    3. Curate a portfolio of enabling technologies that align to the business whether growing or stabilizing.
    4. Manage the lifecycle of aging equipment in order to meet capacity demands.
    Metric description

    Metric goal

    Checkpoint 1

    Checkpoint 2

    Checkpoint 3

    # of critical incidents resulting from equipment failure per month >1
    # of service provisioning delays due to resource (non-labor) shortages >5
    # of projects that involve standing up untested (no prior infrastructure PoC) technologies >10%
    # of PoCs conducted each year 4
    # of initiatives proposed by infrastructure 4
    # of initiatives proposed that find business sponsorship in >1 year 1
    # of initiatives proposed that are the only ones supporting a business goal 1
    % of long-term projects reviewed as per goal framework 100%

    Summary of Accomplishment

    Review performance from last fiscal year

    • Analyzed and communicated the benefits and value realized from IT's strategic initiatives in the past fiscal year.
    • Analyzed and prioritized diagnostic data insights to communicate IT success stories.
    • Elicited important retrospective information such as KPIs, financials, etc. to build IT's credibility as a strategic business partner.

    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

    Related Info-Tech Research

    Build a Business-Aligned IT Strategy
    Success depends on IT initiatives clearly aligned to business goals, IT excellence, and driving technology innovation.

    Document your Cloud Strategy
    A cloud strategy might seem like a big project, but it's just a series of smaller conversations. The methodology presented here is designed to facilitate those conversations using a curated list of topics, prompts, participant lists, and sample outcomes. We have divided the strategy into four key areas.

    Develop an IT Asset Management Strategy
    ITAM is a foundational IT service that provides accurate, accessible, actionable data on IT assets. But there's no value in data for data's sake. Enable collaboration between IT asset managers, business leaders, and IT leaders to develop an ITAM strategy that maximizes the value they can deliver as service provider.

    Infrastructure & Operations Research Center
    Practical insights, tools, and methodologies to systematically improve IT Infrastructure & Operations.

    Summary of Accomplishment

    Knowledge gained

    • Deeper understanding of business goals and priorities
    • Key data the business requires for any given initiative
    • Quantification of risk
    • Leading criteria for successful technology adoption

    Processes optimized

    • Infrastructure roadmap
    • Initiative creation, estimation, evaluation, and prioritization
    • Inventory assessment for legacy infrastructure debt
    • Technology adoption

    Deliverables completed

    • Domain time study
    • Initiative intake analysis
    • Prioritized roadblock list
    • Goal listing
    • IT and business risk frameworks
    • Infrastructure inventory assessment
    • New technology analyzes
    • Initiative templates
    • Initiative candidates
    • Roadmap visualization
    • Process schedule
    • Communications strategy
    • Process map
    • Roadmap report

    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

    Bibliography

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    Renovate the Data Center

    • Buy Link or Shortcode: {j2store}497|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: Data Center & Facilities Optimization
    • Parent Category Link: /data-center-and-facilities-optimization
    • 33% of enterprises will be undertaking facility upgrades or refreshes in 2010 aimed at extending the life of their existing data centers.
    • Every upgrade or refresh targeting specific components in the facility to address short-term pain will have significant impact on the data center environment as a whole. Planning upfront and establishing a clear project scope will minimize expensive changes in later years.
    • This solution set will provide you with step-by-step design, planning, and selection tools to define a Data Center renovation plan to reduce cost and risk while supporting cost-effective long-term growth for power, cooling, standby power, and fire protection renovations.

    Our Advice

    Critical Insight

    • 88% of organizations cited they would spend more time and effort on documenting and identifying facility requirements for initial project scoping. Organizations can prevent scope creep by conducting the necessary project planning up front and identify requirements and the effect that the renovation project will have in all areas of the data center facility.
    • Data Center facilities renovations must include the specific requirements related to power provisioning, stand-by power, cooling, and fire protection - not just the immediate short-term pain.
    • 39% of organizations cited they would put more emphasis on monitoring contractor management and performance to improve the outcome of the data center renovation project.

    Impact and Result

    • Early internal efforts to create a budget and facility requirements yields better cost and project outcomes when construction begins. Each data center renovation project is unique and should have its own detailed budget.
    • Upfront planning and detailed project scoping can prevent a cascading impact on data center renovation projects to other areas of the data center that can increase project size, scope and spend.
    • Contractor selection is one of the most important first steps in a complex data center renovation. Organizations must ensure the contractor selected has experience specifically in data center renovation.

    Renovate the Data Center Research & Tools

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

    1. Identify and understand the renovation project.

    • Storyboard: Renovate the Data Center
    • None
    • Data Center Annual Review Checklist

    2. Renovate power in the data center.

    • Data Center Power Requirements Calculator

    3. Renovate cooling in the data center.

    • Data Center Cooling Requirements Calculator

    4. Renovate standby power in the data center.

    • Data Center Standby Power Requirements Calculator

    5. Define current and future fire protection requirements.

    • Fire Protection & Suppression Engineer Selection Criteria Checklist
    • None

    6. Assess the opportunities and establish a clear project scope.

    • Data Center Renovation Project Charter
    • Data Center Renovation Project Planning & Monitoring Tool

    7. Establish a budget for the data center renovation project.

    • Data Center Renovation Budget Tool

    8. Select a general contractor to execute the project.

    • None
    • Data Center Renovation Contractor Scripted Interview
    • Data Center Renovation Contractor Scripted Interview Scorecard
    • Data Center Renovation Contractor Reference Checklist
    [infographic]

    Customer Relationship Management Platform Selection Guide

    • Buy Link or Shortcode: {j2store}529|cart{/j2store}
    • member rating overall impact: 9.2/10 Overall Impact
    • member rating average dollars saved: $14,719 Average $ Saved
    • member rating average days saved: 32 Average Days Saved
    • 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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    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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    User-experience insight that reveals the intangibles of working with a vendor.

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    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.

    Implement Software Asset Management

    • Buy Link or Shortcode: {j2store}313|cart{/j2store}
    • member rating overall impact: 9.3/10 Overall Impact
    • member rating average dollars saved: $107,154 Average $ Saved
    • member rating average days saved: 39 Average Days Saved
    • Parent Category Name: Asset Management
    • Parent Category Link: /asset-management
    • Organizations are aware of the savings that result from implementing software asset management (SAM), but are unsure of where to start the process.
    • Poor data capture procedures and lack of a centralized repository produce an incomplete picture of software assets and licenses, preventing accurate forecasting and license optimization.
    • Audit protocols are ad hoc, resulting in sloppy reporting and time-consuming work and lack of preparedness for external software audits.

    Our Advice

    Critical Insight

    • A strong SAM program will benefit all aspects of the business. Data and reports gained through SAM will enable data-driven decision making for all areas of the business.
    • Don’t just track licenses; manage them to create value from data. Gathering and monitoring license data is just the beginning. What you do with that data is the real test.
    • Win the audit battle without fighting. Conduct internal audits to minimize surprises when external audits are requested.

    Impact and Result

    • Conduct a current state assessment of existing SAM processes to form an appropriate plan for implementing or improving your SAM program.
    • Define standard policies, processes, and procedures for each stage of the software asset lifecycle, from procurement through to retirement.
    • Develop an internal audit policy to mitigate the risk of costly external audits.

    Implement Software Asset Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement software 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. Assess & plan

    Assess current state and plan the scope of the SAM program, team, and budget.

    • Implement Software Asset Management – Phase 1: Assess & Plan
    • SAM Maturity Assessment
    • SAM Standard Operating Procedures
    • SAM Budget Workbook

    2. Procure, receive & deploy

    Define processes for software requests, procurement, receiving, and deployment.

    • Implement Software Asset Management – Phase 2: Procure, Receive & Deploy
    • SAM Process Workflows (Visio)
    • SAM Process Workflows (PDF)

    3. Manage, redeploy & retire

    Define processes for software inventory, maintenance, harvest and redeployment, and retirement.

    • Implement Software Asset Management – Phase 3: Manage, Redeploy & Retire
    • Patch Management Policy

    4. Build supporting processes

    Build processes for audits and plan the implementation.

    • Implement Software Asset Management – Phase 4: Build Supporting Processes & Tools
    • Software Audit Scoping Email Template
    • Software Audit Launch Email Template
    • SAM Communication Plan
    • SAM FAQ Template
    • Software Asset Management Policy
    [infographic]

    Workshop: Implement Software 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 Assess & Plan

    The Purpose

    Assess current state and plan the scope of the SAM program, team, and budget.

    Key Benefits Achieved

    Current state assessment

    Defined roles and responsibilities

    SAM budget plan

    Activities

    1.1 Outline SAM challenges and objectives.

    1.2 Assess current state.

    1.3 Identify roles and responsibilities for SAM team.

    1.4 Identify metrics and reports.

    1.5 Identify SAM functions to centralize vs. decentralize.

    1.6 Plan SAM budget process.

    Outputs

    Current State Assessment

    RACI Chart

    Defined metrics and reports

    SAM Budget Workbook

    2 Procure, Receive & Deploy

    The Purpose

    Define processes for software requests, procurement, receiving, and deployment.

    Key Benefits Achieved

    Defined standards for software procurement

    Documented processes for software receiving and deployment

    Activities

    2.1 Determine software standards.

    2.2 Define procurement process for new contracts.

    2.3 Define process for contract renewals and additional procurement scenarios.

    2.4 Design process for receiving software.

    2.5 Design deployment workflow.

    2.6 Define process for non-standard software requests.

    Outputs

    Software standards

    Standard Operating Procedures

    SAM Process Workflows

    3 Manage, Redeploy & Retire

    The Purpose

    Define processes for software inventory, maintenance, harvest and redeployment, and retirement.

    Key Benefits Achieved

    Defined process for conducting software inventory

    Maintenance and patch policy

    Documented workflows for software harvest and redeployment as well as retirement

    Activities

    3.1 Define process for conducting software inventory.

    3.2 Define policies for software maintenance and patches.

    3.3 Map software license harvest and reallocation process.

    3.4 Define policy for retiring software.

    Outputs

    Standard Operating Procedures

    Patch management policy

    SAM Process Workflows

    4 Build Supporting Processes & Tools

    The Purpose

    Build processes for audits, identify tool requirements, and plan the implementation.

    Key Benefits Achieved

    Defined process for internal and external audits

    Tool requirements

    Communication and implementation plan

    Activities

    4.1 Define and document the internal audit process.

    4.2 Define and document the external audit process.

    4.3 Document tool requirements.

    4.4 Develop a communication plan.

    4.5 Prepare an FAQ list.

    4.6 Identify SAM policies.

    4.7 Develop a SAM roadmap to plan your implementation.

    Outputs

    Audit response templates

    Tool requirements

    Communication plan

    End-user FAQ list

    Software Asset Management Policy

    Implementation roadmap

    Further reading

    Implement Software Asset Management

    Go beyond tracking licenses to proactively managing software throughout its lifecycle.

    Table of contents

    1. Title
    2. Executive Brief
    3. Execute the Project/DIY Guide
    4. Next Steps
    5. Appendix

    Analyst Perspective

    “Organizations often conflate software asset management (SAM) with license tracking. SAM is not merely knowing how many licenses you require to be in compliance; it’s asking the deeper budgetary questions to right-size your software spend.

    Software audits are a growing concern for businesses, but proactive reporting and decision making supported by quality data will mitigate audit risks. Value is left on the table through underused or poor-quality data, so active data management must be in play. A dedicated ITAM tool can assist with extracting value from your license data.

    Achieving an optimized SAM program is a transformative effort, but the people, processes, and technology need to be in place before that can happen.” (Sandi Conrad, Senior Director, Infrastructure & Operations Practice, Info-Tech Research Group)

    Software license complexity and audit frequency are increasing: are you prepared to manage the risk?

    This Research Is Designed For:

    • CIOs that want to improve IT’s reputation with the business.
    • CIOs that want to eliminate the threat of a software audit.
    • Organizations that want proactive reporting that benefits the entire business.
    • IT managers who want visibility into their software usage.

    This Research Will Help You:

    • Establish a standardized software management process.
    • Track and manage software throughout its lifecycle, from procurement through to retirement or redeployment.
    • Rationalize your software license estate.
    • Improve your negotiations with software vendors.
    • Improve the quality of your SAM data gathering and reporting.

    Executive summary

    Situation

    • Organizations are aware of the savings that result from implementing software asset management (SAM), but are unsure of where to start the process. With no formal standards in place for managing licenses, organizations are constantly at risk for costly software audits and poorly executed software spends.

    Complication

    • Poor data-capture procedures produce an incomplete picture of software lifecycles.
    • No centralized repository exists, resulting in fragmented reporting.
    • Audit protocols are ad hoc, resulting in sloppy reporting and time-consuming work.

    Resolution

    • Conduct a current state assessment of existing SAM processes to form an appropriate plan for implementing or improving your SAM program.
    • Build and involve a SAM team in the process from the beginning to help embed the change.
    • Define standard policies, processes, and procedures for each stage of the software asset lifecycle, from procurement through to retirement. Pace yourself; a staged implementation will make your ITAM program a success.
    • Develop an internal audit program to mitigate the risk of costly audits.
    • Once a standardized SAM program and data are in place, you will be able to use the data to optimize and rationalize your software licenses.

    Info-Tech Insight

    A strong SAM program will benefit all aspects of the business.
    Data and reports gained through SAM will enable data-driven decision making for all areas of the business.

    Don’t just track licenses; manage them to create value from data.
    Gathering and monitoring license data is just the beginning. What you do with that data is the real test.

    Win the audit battle without fighting.
    Conduct internal audits to minimize surprises when external audits are requested.

    Build the business case for SAM on cost and risk avoidance

    You can estimate the return even without tools or data.

    Benefit Calculate the return
    Compliance

    How many audits did you have in the past three years?

    How much time did you spend in audit response?

    Suppose you had two audits each year for the last three years, each with an average $250,000 in settlements.

    A team of four with an average salary of $75,000 each took six months to respond each year, allocating 20% of their work time to the audit.

    You could argue annual audits cost on average $530,000. Increasing ITAM maturity stands to reduce that cost significantly.

    Efficiency

    How much do you spend on software and maintenance by supplier?

    Suppose you spent $1M on software last year. What if you could reduce the spend by just 10% through better practices?

    SAM can help reduce the annual spend by simplifying support, renegotiating contracts based on asset data, reducing redundancy, and reducing spend.

    The Business Benefits of SAM

    • Compliance: Managing audits and meeting legal, contractual, and regulatory obligations.
    • Efficiency: Reducing costs and making the best use of assets while maintaining service.
    • Agility: Anticipate requirements using asset data for business intelligence and analytics.

    Poor software asset management practices increase costs and risks

    Failure to implement SAM can lead to:

    High cost of undiscovered IT assets
    • Needless procurement of software for new hires can be costly.
    Licensing, liability, and legal violations
    • Legal actions and penalties that result from ineffective SAM processes and license incompliance can severely impact an organization’s financial performance and corporate brand image.
    Compromised security
    • Not knowing what assets you have, who is using them and how, can compromise the security of sensitive information.
    Increased management costs
    • Not having up-to-date software license information impacts decision making, with many management teams failing to respond quickly and efficiently to operational demands.
    Increased disruptions
    • Vendors seek out organizations who don’t manage their software assets effectively; it is likely that you could be subject to major operational disruptions as a result of an audit.
    Poor supplier/vendor relationship
    • Most organizations fear communicating with vendors and are anxious about negotiating new licenses.

    54% — A study by 1E found that only 54% of organizations believe they can identify all unused software in their organization.

    28% — On average, 28% of deployed software is unused, with a wasted cost of $224 per PC on unused software (1E, 2014).

    53% — Express Metrix found that 53% of organizations had been audited within the past two years. Of those, 72% had been audited within the last 12 months.

    SAM delivers cost savings beyond the procurement stage

    SAM delivers cost savings in several ways:

    • Improved negotiating position
      • Certainty around software needs and licensing terms can put the organization in a better negotiating position for new contracts or contract renewals.
    • Improved purchasing position
      • Centralized procurement can allow for improved purchasing agreements with better pricing.
    • More accurate forecasting and spend
      • With accurate data on what software is installed vs. used, more accurate decisions can be made around software purchasing needs and budgeting.
    • Prevention of over deployment
      • Deploy software only where it is needed based on what end users actively use.
    • Software rationalization
      • SAM data may reveal multiple applications performing similar functions that can be rationalized into a single standard software that is used across the enterprise.
    • License harvesting
      • Identify unused licenses that can be harvested and redeployed to other users rather than purchasing new licenses.

    SAM delivers many benefits beyond cost savings

    Manage risk. If licensing terms are not properly observed, the organization is at risk of legal and financial exposure, including illegal software installation, loss of proof of licenses purchased, or breached terms and conditions.

    Control and predict spend. Unexpected problems related to software assets and licenses can significantly impact cash flow.

    Less operational interruptions. Poor software asset management processes could lead to failed deployments, software update interruptions, viruses, or a shutdown of unlicensed applications.

    Avoid security breaches. If data is not secure through software patches and security, confidential information may be disclosed.

    More informed decisions. More accurate data on software assets improves transparency and informs decision making.

    Improved contract management. Automated tools can alert you to when contracts are up for renewal to allow time to plan and negotiate, then purchase the right amount of licenses.

    Avoid penalties. Conduct internal audits and track compliance to avoid fees or penalties if an external audit occurs.

    Reduced IT support. Employees should require less support from the service desk with proper, up to date, licensed software, freeing up time for IT Operations to focus on other work.

    Enhanced productivity. By rationalizing and standardizing software offerings, more staff should be using the same software with the same versioning, allowing for better communication and collaboration.

    Asset management is especially correlated with the following processes

    Being highly effective at asset management means that you are more likely to be highly effective at almost all IT processes, especially:

    Icon for process 'BAI10 Configuration Management'. Configuration Management
    76% more effective
    Icon for process 'ITRG03 Manage Service Catalogs'. Service Catalog
    74% more effective
    Icon for process 'APO11 Quality Management'. Quality Management
    63% more effective
    Icon for process 'ITRG08 Data Quality'. Data Quality
    62% more effective
    Icon for process 'MEA01 Performance Measurement'. Performance Measurement
    61% more effective
    Icon for process 'BAI05 Organizational Change Management'. Organizational Change Management
    60% more effective
    Icon for process 'APO05 Portfolio Management'. Portfolio Management
    59% more effective
    Icon for process 'APO03 Enterprise Architecture'. Enterprise Architecture
    58% more effective

    Why? Good SAM processes are integral to both service management and configuration management

    (Source: Info-Tech Research Group, IT Management and Governance Diagnostic; N=972 organizations) (High asset management effectiveness was defined as those organizations with an effectiveness score of 8 or above.)

    To accelerate progress, Info-Tech Research Group parses software asset management into its essential processes

    Focus on software asset management essentials

    Software Procurement:

    • Define procurement standards for software and related warranties and support options.
    • Develop processes and workflows for purchasing and work out financial implications to inform budgeting later.

    Software Deployment and Maintenance:

    • Define policies, processes, and workflows for software receiving, deployment, and maintenance practices.
    • Develop processes and workflows for managing imaging, harvests and redeployments, service requests, and large-scale rollouts.

    Software Harvest and Retirement:

    • Manage the employee termination and software harvest cycle.
    • Develop processes, policies, and workflows for software security and retirement.

    Software Contract and Audit Management:

    • Develop processes for data collection and validation to prepare for an audit.
    • Define metrics and reporting processes to keep asset management processes on track.
    A diagram that looks like a tier circle with 'Implement SAM' at the center. The second ring has 'Request & Procure', 'Receive & Deploy', 'Manage & Maintain', and 'Harvest & Retire'. The third ring seems to be a cycle beginning with 'Plan', 'Request', 'Procure', 'Deploy', 'Manage', 'Retire', and back to 'Plan'.

    Asset management is a key piece of Info-Tech’s COBIT-based IT Management and Governance Framework

    The Info-Tech / COBIT5 IT Management & Governance Framework, a number of IT process icons arranged like a periodic table. A magnifying glass highlights process 'BAI09 Asset Management' in the 'Infrastructure & Operations' category.

    Follow Info-Tech's methodology to build a plan to implement software asset management

    Phase 1
    Assess & Plan
    Phase 2
    Procure, Receive & Deploy
    Phase 3
    Manage, Redeploy & Retire
    Phase 4
    Build supporting processes

    1.1

    Assess current state

    2.1

    Request & procure

    3.1

    Manage & maintain contracts

    4.1

    Compliance & audits

    1.2

    Build team and define metrics

    2.2

    Receive & deploy

    3.2

    Harvest or retire

    4.2

    Communicate & build roadmap

    1.3

    Plan & budget
    Deliverables
    Standard Operating Procedures (SOP)
    SAM maturity assessment Process workflows Process workflows Audit response templates
    RACI chart Software standards Patch management policy Communication plan & FAQ template
    SAM metrics SAM policies
    SAM budget workbook

    Thanks to SAM, Visa saved $200 million in three years

    Logo for VISA.

    Case Study

    Industry: Financial Services
    Source: International Business Software Managers Association

    Visa, Inc.

    Visa, Inc. is the largest payment processing company in the world, with a network that can handle over 40,000 transactions every minute.

    Software Asset Management Program

    In 2006, Visa launched a formal IT asset management program, but it was not until 2011 that it initiated a focus on SAM. Joe Birdsong, the SAM director, first addressed four major enterprise license agreements (ELAs) and compliance issues. The SAM team implemented a few dedicated SAM tools in conjunction with an aggressive approach to training.

    Results

    The proactive approach taken by Visa used a three-pronged strategy: people, process, and tools. The process included ELA negotiations, audit responses, and software license rationalization exercises.

    According to Birdsong, “In the past three years, SAM has been credited with saving Visa over $200 million.”

    An timeline arrow with benchmarks, in order: 'Tool purchases', 'ELA negotiations', 'License rationalization', 'Audit responses', '$200 million in savings in just three years thanks to optimized SAM processes'.

    Info-Tech delivers: Use our tools and templates to accelerate your project to completion

    Thumbnail of Info-Tech's 'SAM Standard Operating Procedures (SOP)'.
    SAM Standard Operating Procedures (SOP)
    Thumbnail of Info-Tech's 'SAM Maturity Assessment'.
    SAM Maturity Assessment
    Thumbnail of Info-Tech's 'SAM Visio Process Workflows'.
    SAM Visio Process Workflows
    Thumbnail of Info-Tech's 'SAM Budget Workbook'.
    SAM Budget Workbook
    Thumbnail of Info-Tech's 'Additional SAM Policy Templates'.
    Additional SAM Policy Templates
    Thumbnail of Info-Tech's 'Software Asset Management Policy'.
    Software Asset Management Policy
    Thumbnail of Info-Tech's 'SAM Communication Plan'.
    SAM Communication Plan
    Thumbnail of Info-Tech's 'SAM FAQ Template'.
    SAM FAQ Template

    Use these insights to help guide your understanding of the project

    • SAM provides value to other processes in IT.
      Data, reports, and savings gained through SAM will enable data-driven decision making for all areas of the business.
    • Don’t just track licenses; manage them to create value from data.
      Gathering and monitoring license data is just the beginning. What you do with that data is the real test.
    • SAM isn’t about managing costs; it’s about understanding your environment to make better decisions.
      Capital tied up in software can impact the progress of other projects.
    • Managing licenses can impact the entire organization.
      Gain project buy-in from stakeholders by articulating the impact that managing licenses can have on other projects and the prevalence of shadow IT.

    Measure the value of a guided implementation (GI)

    Engaging in GIs doesn’t just offer valuable project advice, it also results in significant cost savings.

    GI Measured Value (Assuming 260 workdays in a year)
    Phase 1: Assess & Plan
    • Time, value, and resources saved by using Info-Tech’s methodology to assess current state and create a defined SAM team with actionable metrics
    • For example, 2 FTEs * 5 days * $80,000/year = $6,400
    Phase 2: Procure, Receive & Deploy
    • Time, value, and resources saved by using Info-Tech’s methodology to streamline request, procurement, receiving, and deployment processes for software assets.
    • For example, 2 FTEs * 5 days * $80,000/year = $6,400
    Phase 3: Manage, Redeploy & Retire
    • Time, value, and resources saved by using Info-Tech’s methodology to streamline the maintenance, inventory, license redeployment, and software retiring processes.
    • For example, 2 FTEs * 5 days * $80,000/year = $6,400
    Phase 4: Build Supporting Processes and Tools
    • Time, resources, and potential audit fines saved by using Info-Tech’s methodology to improve audit defense processes ($298,325 average audit penalty (Based on the results of Cherwell Software’s 2013 Software Audit Industry Report)) and design a communication and implementation plan.
    • For example, 2 FTEs * 5days * $80,000/year = $6,400 + $298,325 = $304,725
    Total savings $330,325

    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

    Implement Software Asset Management – project overview

    Phase 1: Assess & plan Phase 2: Procure, receive & deploy Phase 3: Manage, redeploy & retire Phase 4: Build supporting processes
    Supporting Tool icon Best-Practice Toolkit

    Step 1.1: Assess current state

    Step 1.2: Build team and define metrics

    Step 1.3: Plan and budget

    Step 2.1: Request and procure

    Step 2.2: Receive and deploy

    Step 3.1: Manage and maintain contracts

    Step 3.2: Harvest, redeploy, or retire

    Step 4.1: Compliance and audits

    Step 4.2: Communicate and build roadmap

    Guided Implementations
    • Assess current state and challenges.
    • Define roles and responsibilities as well as metrics.
    • Discuss SAM budgeting.
    • Define software standards and procurement process.
    • Build processes for receiving software and deploying software.
    • Define process for conducting software inventory and maintenance and patches.
    • Build software harvest and redeployment processes and retirement.
    • Define process for internal and external audits.
    • Develop communication and implementation plan.
    Associated Activity icon Onsite Workshop Module 1:
    Assess & Plan
    Module 2:
    Map Core Processes: Procure, Receive & Deploy
    Module 3:
    Map Core Processes: Manage, Redeploy & Retire
    Module 4:
    Prepare for audit, build roadmap and communications

    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
    Assess & Plan

    1.1 Outline SAM challenges and objectives

    1.2 Assess current state

    1.3 Identify roles and responsibilities for SAM team

    1.4 Identify metrics and reports

    1.5 Identify SAM functions to centralize vs. decentralize

    1.6 Plan SAM budget process

    Map Core Processes: Procure, Receive & Deploy

    2.1 Determine software standards

    2.2 Define procurement process for new contracts

    2.3 Define process for contract renewals and additional procurement scenarios

    2.4 Design process for receiving software

    2.5 Design deployment workflow

    2.6 Define process for non-standard software requests

    Map Core Processes: Manage, Redeploy & Retire

    3.1 Define process for conducting software inventory

    3.2 Define policies for software maintenance and patches

    3.3 Map software license harvest and reallocation process

    3.4 Define policy for retiring software

    Build Supporting Processes

    4.1 Define and document the internal audit process

    4.2 Define and document the external audit process

    4.3 Develop a communication plan

    4.4 Prepare an FAQ list

    4.5 Identify SAM policies

    4.6 Develop a SAM roadmap to plan your implementation

    Deliverables
    • SAM maturity assessment
    • RACI chart
    • Defined metrics and reports
    • Budget workbook
    • Process workflows
    • Software standards
    • Process workflows
    • Patch management policy
    • Standard operating procedures
    • Audit response templates
    • Communication plan
    • FAQ template
    • Additional policy templates
    • Roadmap of initiatives

    Use these icons to help direct you as you navigate this research

    Use these icons to help guide you through each step of the blueprint and direct you to content related to the recommended activities.

    A small monochrome icon of a wrench and screwdriver creating an X.

    This icon denotes a slide where a supporting Info-Tech tool or template will help you perform the activity or step associated with the slide. Refer to the supporting tool or template to get the best results and proceed to the next step of the project.

    A small monochrome icon depicting a person in front of a blank slide.

    This icon denotes a slide with an associated activity. The activity can be performed either as part of your project or with the support of Info-Tech team members, who will come onsite to facilitate a workshop for your organization.

    Phase 1: Assess Current State

    VISA fought fire with fire to combat costly software audits

    Logo for VISA.

    Case Study

    Industry: Financial Services
    Source: SAM Summit 2014

    Challenge

    Visa implemented an IT asset management program in 2006. After years of software audit teams from large firms visiting and leaving expensive software compliance bills, the world’s leading payment processing company decided it was time for a change.

    Upper management recognized that it needed to combat audits. It had the infrastructure in place and the budget to purchase SAM tools that could run discovery and tracking functions, but it was lacking the people and processes necessary for a mature SAM program.

    Solution

    Visa decided to fight fire with fire. It initially contracted the same third-party audit teams to help build out its SAM processes. Eventually, Visa formed a new SAM team that was led by a group of former auditors.

    The former auditors recognized that their role was not technology based, so a group of technical individuals were hired to help roll out various SAM tools.

    The team rolled out tools like BDNA Discover and Normalize, Flexera FlexNet Manager, and Microsoft SCCM.

    Results

    To establish an effective SAM team, diverse talent is key. Visa focused on employees that were consultative but also technical. Their team needed to build relationships with teams within the organization and externally with vendors.

    Most importantly, the leaders of the team needed to think like auditors to better prepare for audits. According to Joe Birdsong, SAM Director at Visa, “we want to be viewed as a team that can go in and help right-size their environment and better understand licensing to help teams make better decisions.”

    The SAM team was only the beginning.

    Step 1.1 Assess current state and plan scope

    Phase 1:
    Assess & Plan
    This step will walk you through the following activities:This step involves the following participants:

    1.1

    Assess current state
    • 1.1.1 Outline the organization’s SAM challenges
    • 1.1.2 Identify objectives of SAM program
    • 1.1.3 Determine the maturity of your SAM program
    • Project Sponsor
    • IT Director, CIO
    • IT Managers and SAM Manager

    1.2

    Build team and define metrics

    1.3

    Plan & budget

    Step Outcomes

    • An outline of the challenges related to SAM
    • A clear direction for the program based on drivers, anticipated benefits, and goals
    • A completed maturity assessment of current SAM processes

    Sketch out challenges related to software asset management to shape the direction of the project

    Common SAM challenges

    • Audits are disruptive, time-consuming, and costly
    • No audit strategy and response in place
    • Software non-compliance risk is too high
    • Lacking data to forecast software needs
    • No central repository of software licenses
    • Untracked or unused software licenses results in wasted spend
    • Software license and maintenance costs account for a large percentage of the budget
    • Lacking data to know what software is purchased and deployed across the organization
    • Lack of software standards make it difficult to collect consistent information about software products
    • New software licenses are purchased when existing licenses remain on the shelf or multiple similar software products are purchased
    • Employees or departments make ad hoc purchases, resulting in overspending and reduced purchasing power
    • License renewal dates come up unexpectedly without time for adequate decision making
    • No communication between departments to coordinate software purchasing
    • Difficult to stay up to date with software licensing rule changes to remain in compliance
    • Processes and policies are unstandardized and undocumented

    Outline the organization’s SAM challenges

    Associated Activity icon 1.1.1 Brainstorm SAM challenges

    Participants: CIO/CFO, IT Director, Asset Manager, Purchasing, Service Desk Manager, Security (optional), Operations (optional)

    1. Distribute sticky notes to participants. Have everyone start by identifying challenges they face as a result of poor software asset management.
    2. As group, discuss and outline the software asset management challenges facing the organization. These may be challenges caused by poor SAM processes or simply by a lack of process. Group the challenges into key pain points to inform the current state discussion and assessment to follow.

    To be effective with software asset management, understand the drivers and potential impact to the organization

    Drivers of effective SAM Results of effective SAM
    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 software for new contracts, renewals, and audit requests.
    Increased need to meet compliance requires a formal approach to tracking and managing assets. Encryption, 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 software spend through data for better forecasting, planning, and licensing rationalization and harvesting.
    Audits are time consuming, disruptive to project timelines and productivity, and costly. Respond to audits with a formalized process, accurate data, and minimal disruption using always-available reporting.

    Determine goals to focus the direction of your SAM program

    Associated Activity icon 1.1.2 Identify objectives of the SAM program

    Participants: CIO/CFO, IT Director, Asset Manager, Service Manager (optional)

    Document: Document in the Standard Operating Procedures.

    1. Identify the drivers behind the software asset management implementation or improvement project. List on a whiteboard or flip chart.
    2. Using the project drivers as input, brainstorm the goals of the SAM project. Discuss the goals as a group and finalize into a list of objectives for the SAM program.
    3. Record the objectives in the SOP and keep them in mind as you work through the rest of the project.

    Sample Objectives:

    1. A single data repository to efficiently manage assets for their entire lifecycle.
    2. Formalizing a methodology for documenting assets to make data retrieval easy and accurate.
    3. Defining and documenting processes to determine where improvements can be made.
    4. Improving customer experience in accessing, using, and maintaining assets.
    5. Centralizing contract information.
    6. Providing access to information for all technical teams as needed.

    Implementing SAM processes will support other IT functions

    By improving how you manage your licenses and audit requests, you will not only provide benefits through a mature SAM program, you will also improve your service desk and disaster recovery functions.

    Service Desk Disaster Recovery
    • Effective service desk tickets require a certain degree of technical detail for completion that a SAM program often provides.
    • Many tools are available that can handle both ITSM and ITAM functions. Your SAM data can be integrated into many of your service desk functions.
    • For example, if a particular application is causing a high number of tickets, SAM data could show the application’s license is almost expired and its usage has decreased due to end-user frustrations. The SAM team could review the application and decide to purchase software that better meets end-user needs.
    • If you don’t know what you have, you don’t know what needs to be back online first.
    • The ability to restore system functionality is heavily dependent on the ability to locate or reproduce master media documentation and system configuration information.
    • If systems/software are permanently lost, the ability to recover software licensing information is crucial to preserving compliance.
    • License agreement and software are needed to demonstrate software ownership. Unless the proof of ownership is present, there is no proof of compliance.
    Short description of Info-Tech blueprint 'Standardize the Service Desk'. Short description of Info-Tech blueprint 'Create a Right-Sized Disaster Recovery Plan'.

    Each level of SAM maturity comes with its own unique challenges

    Maturity People & Policies Processes Technology
    Chaos
    • No dedicated staff
    • No policies published
    • Procedures not documented or standardized
    • Licenses purchased randomly
    • Help desk images machines, but users can buy and install software
    • Minimal tracking tools in place
    Reactive
    • Semi-focused SAM manager
    • No policies published
    • Reliance on suppliers to provide reports for software purchases
    • Buy licenses as needed
    • Software installations limited to help desk
    • Discovery tools and spreadsheets used to manage software
    Controlled
    • Full-time SAM manager
    • End-user policies published and requiring sign-off
    • License reviews with maintenance and support renewals
    • SAM manager involved in budgeting and planning sessions
    • Discovery and inventory tools used to manage software
    • Compliance reports run as needed
    Proactive
    • Extended SAM team, including help desk and purchasing
    • Corporate anti-piracy statement in place and enforced
    • Quarterly license reviews
    • Centralized view into software licenses
    • Software requests through service catalog with defined standard and non-standard software
    • Product usage reports and alerts in place to harvest and reuse licenses
    • Compliance and usage reports used to negotiate software contracts
    Optimized
    • SAM manager trained and certified
    • Working with HR, Legal, Finance, and IT to enforce policies
    • Full support and maintenance analysis for all license reviews
    • Quarterly meetings with SAM team to review policies, procedures, upcoming contracts, and rollouts
    • Software deployed automatically through service catalog/apps store
    • Detailed savings reports provided to executive team annually
    • Automated policy enforcement and process workflows

    Determine the maturity of your SAM program

    Supporting Tool icon 1.1.3 Use the SAM Maturity Assessment Tool
    1. Download the SAM Maturity Assessment Tool and go to tab 2.
    2. Complete the self-assessment in all seven categories:
      1. Control Environment
      2. Roles & Responsibilities
      3. Policies & Procedures
      4. Competence
      5. Planning & Implementation Process
      6. Monitoring & Review
      7. Inventory Processes
    3. Go to tab 3 and examine the graphs produced. Identify the areas in your SAM program that require the most attention and which are already relatively mature.
    4. Use the results of this maturity assessment to focus the efforts of the project moving forward. Return to the assessment after a pre-determined time (e.g. one year later) to track improvement in maturity over time.
    Screenshot of the results page from the SAM Maturity Assessment Tool. Screenshot of the processes page from the SAM Maturity Assessment Tool.

    Step 1.2 Build team and define metrics

    Phase 1:
    Assess & Plan
    This step will walk you through the following activities:This step involves the following participants:

    1.1

    Assess current state
    • 1.2.1 Identify roles and responsibilities for SAM team
    • 1.2.2 Identify metrics and KPIs to track the success of your SAM program
    • 1.2.3 Define SAM reports to track metrics
    • CIO/CFO
    • IT Director
    • SAM Manager
    • SAM Team
    • Service Desk Manager

    1.2

    Build team and define metrics

    1.3

    Plan & budget

    Step Outcomes

    • A description of the roles and responsibilities of IT staff involved in SAM
    • A list of metrics and reports to track to measure the success of the software asset management program

    Define roles and responsibilities for the SAM program

    Roles and responsibilities should be adapted to fit specific organizational requirements based on its size, structure, and distribution and the scope of the program. Not all roles are necessary and in small organizations, one or two people may fulfill multiple roles.

    Senior Management Sponsor – Ensures visibility and support for the program.

    IT Asset Manager – Responsible for management of all assets and maintaining asset database.

    Software Asset Manager – Responsible for management of all software assets (a subset of the overall responsibility of the IT Asset Manager).

    SAM Process Owner – Responsible for overall effectiveness and efficiency of SAM processes.

    Asset Analyst – Maintains up-to-date records of all IT assets, including software version control.

    Additional roles that interact with SAM:

    • Security Manager
    • Auditors
    • Procurement Manager
    • Legal Council
    • Change Manager
    • Configuration Manager
    • Release and Deployment Manager
    • Service Desk Manager

    Form a software asset management team to drive project success

    Many organizations simply do not have a large enough staff to hire a full-time software asset manager. The role will need to be championed by an internal employee.

    Avoid filling this position with a temporary contract; one of the most difficult operational factors in SAM implementation and continuity is constant turnover and organizational shifts. Hiring a software asset manager on contract might get the project going faster, but without the knowledge gained by doing the processes, the program won’t have enough momentum to sustain itself.

    Software Asset Manager Duties

    • Gather proof of license.
    • Record and track all assets within the SAM repository.
    • Produce compliance reports.
    • Preparation of budget requests.
    • Administration of software renewal process.
    • Contract and support analysis.
    • Document procedures.
    • Ensure project is on track.

    SAM Team Member Duties

    • Record license and contract data in SAM tool.
    • Assist in production of SAM reports.
    • Data analysis.
    • Match tickets to SAM data.
    • Assist in documentation.
    • Assist in compliance reports.
    • Gather feedback from end users.

    Info-Tech Best Practice

    Make sure your SAM team is diverse. The SAM team will need to be skilled at achieving compliance, but there is also a need for technically skilled individuals to maximize the function of the SAM tool(s) at your organization.

    Identify roles and responsibilities for SAM

    Associated Activity icon 1.2.1 Complete a RACI chart for your organization

    Participants: CIO/CFO, IT Director, SAM Manager, SAM Team, Service Desk Manager

    Document: Document in the Standard Operating Procedures.

    Determine the roles and responsibilities for your SAM program. Record the results in a RACI (responsible, accountable, consulted, informed) chart such as the example below.

    SAM Processes and Tasks CIO CFO SAM Manager IT Director Service Management Team IT Ops Security Finance Legal Project Manager
    Policies/Governance A C R R I I C I R I
    Strategy A C R R I I I I C
    Risk Management/Asset Security A C R R C R C C C
    Data Entry/Quality I I A R R
    Compliance Auditing R C A R I I I I
    Education & Training R I A C I I
    Contract Lifecycle Management R R A R C C C C R C
    Workflows R C A R I I I R I C/I
    Budgeting R R R A C R
    Software Acquisition R I A R I C R C C
    Controls/Reporting R I A R I I C I
    Optimize License Harvesting I I A R I C C

    Identify metrics to form the framework of the project

    Trying to achieve goals without metrics is like trying to cook without measuring your ingredients. You might succeed, but you’ll have no idea how to replicate it.

    SAM metrics should measure one of five categories:

    • Quantity → How many do we have? How many do we want?
    • Compliance → What is the level of compliance in a specific area?
    • Duration → How long does it take to achieve the desired result?
    • Financial → What is the cost/value? What is our comparative spend?
    • Quality → How good was the end result? E.g. Completeness, accuracy, timeliness

    The metrics you track depend on your maturity level. As your organization shifts in maturity, the metrics you prioritize for tracking will shift to reflect that change. Example:

    Metric category Low maturity metric High maturity metric
    Compliance % of software installed that is unauthorized % of vendors in effective licensing position (ELP) report
    Quantity % of licenses documented in ITAM tool % of requests made through unauthorized channels

    Associate KPIs and metrics with SAM goals

    • Identify the critical success factors (CSFs) for your software asset management program based on strategic goals.
    • For each success factor, identify the key performance indicators (KPIs) to measure success, as well as specific metrics that will be tracked and reported on.
    • Sample metrics are below:

    CSF = Goal, or what success looks like

    KPI = How achievement of goal will be defined

    Metric = Numerical measure to determine if KPI has been achieved

    CSF/Goal KPI Metrics
    Improve accuracy of software budget and forecasting
    • Reduce software spend by 5%
    • Total software asset spending
    • Budgeted software spend vs. actual software spend
    Avoid over purchasing software licenses and optimize use of existing licenses
    • Reduce number of unused and underused licenses by 10%
    • Number of unused licenses
    • Money saved from harvesting licenses instead of purchasing new ones
    Improve accuracy of data
    • Data in SAM tool matches what is deployed with 95% accuracy
    • Percentage of entitlements recorded in SAM tool
    • Percentage of software titles recognized by SAM tool
    Improved service delivery
    • Reduce time to deploy new software by 10%
    • Mean time to purchase new software
    • Mean time to fulfill new software requests

    Identify metrics and KPIs to track the success of your SAM program

    Associated Activity icon 1.2.2 Brainstorm metrics and KPIs

    Participants: CIO, IT Director, SAM Manager, SAM Team

    Document: Document in the Standard Operating Procedures.

    1. Discuss the goals and objectives of implementing or improving software asset management, based on challenges identified earlier.
    2. From the goals, identify the critical success factors for the SAM program.
    3. For each CSF, identify one to three key performance indicators (KPIs) 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.

    Use the table below as an example.

    Goal/CSF KPI Metric
    Improve license visibility Increase accuracy and completeness of SAM data
    • % of total titles included in ITAM tool
    • % of licenses documented in ITAM tool
    Reduce software costs Reduce number of unused software licenses by 20%
    • % of licenses assigned to ex-employees
    • % of deployed licenses that have not been used in the past six months
    Reduce shadow IT Reduce number of unauthorized software purchases and installations by 10%
    • % of software requests made through unauthorized channels
    • % of software installed that is unauthorized

    Tailor metrics and reports to specific stakeholders

    Asset Managers

    Asset managers require data to manage how licenses are distributed throughout the organization. Are there multiple versions of the same application deployed? What proportion of licenses deployed are assigned to employees who are no longer at the organization? What are the usage patterns for applications?

    Service Desk Technicians

    Service desk technicians need real-time data on licenses currently available to deploy to machines that need to be imaged/updated, otherwise there is a risk of breaching a vendor agreement.

    Business Managers and Executives

    Business managers and executives need reports to make strategic decisions. The reports created for business stakeholders need to help them align business projects or business processes with SAM metrics. To determine which reports will provide the most value, start by looking at business goals and determining the tactical data that will help inform and support these goals and their progress.

    Additional reporting guidelines:

    • Dashboards should provide quick-glance information for daily maintenance.
    • Alerts should be set for all contract renewals to provide enough advanced notice (e.g. 90 days).
    • Reports should be automated to provide actionable information to appropriate stakeholders as needed.

    Define SAM reports to track metrics

    Associated Activity icon 1.2.3 Identify reports and metrics to track regularly

    Participants: CIO, IT Director, SAM Manager, SAM Team

    Document: Document in the Standard Operating Procedures.

    1. Identify key stakeholders requiring SAM reports. For each audience, identify their goals and requirements from reporting.
    2. Using the list of metrics identified previously, sort metrics into reports for each audience based on their requirements and goals. Add any additional metrics required.
    3. Identify a reporting frequency for each report.

    Example:

    Stakeholder Purpose Report Frequency
    Asset Manager
    • Manage budget
    • Manage contracts and cash flow
    • Ensure processes are being followed
    Operational budget spent to date Monthly
    Capital budget spent to date Monthly
    Contracts coming due for renewal Quarterly
    Software harvested for redeployment Quarterly
    Number of single applications being managed Annually
    CFO
    • Manage budget
    • Manage cash flow
    Software purchased, operational & capital Monthly
    Software accrued for future purchases Monthly
    Contracts coming due for renewal
    • Include dollar value, savings/spend
    Quarterly
    CIO
    • Resource planning
    • Progress reporting
    Software deployments and redeployments Monthly
    Software rollouts planned Quarterly
    % of applications patched Quarterly
    Money saved Annually
    Number of contracts & apps managed Quarterly

    Step 1.3 Plan the SAM program and budget

    Phase 1:
    Assess & Plan
    This step will walk you through the following activities:This step involves the following participants:

    1.1

    Assess current state
    • 1.3.1 Identify SAM functions to centralize vs. decentralize
    • 1.3.2 Complete the SAM budget tool
    • Project Sponsor
    • IT Director, CIO
    • IT Managers and SAM Manager
    • CFO

    1.2

    Build team and define metrics

    1.3

    Plan & budget

    Step Outcomes

    • Defined scope for the SAM program in terms of the degree of centralization of core functions and contracts
    • A clearer picture of software spend through the use of a SAM budgeting tool.

    Asset managers need to be involved in infrastructure projects at the decision-making stage

    Ensure that your software asset manager is at the table when making key IT decisions.

    Many infrastructure managers and business managers are unaware of how software licensing can impact projects. For example, changes in core infrastructure configuration can have big impacts from a software licensing perspective.

    Mini Case Study

    • When a large healthcare organization’s core infrastructure team decided to make changes to their environment, they failed to involve their asset manager in the decision-making process.
    • When the healthcare organization decided to make changes to their servers, they were running Oracle software on their servers, but the licenses were not being tracked.
    • When the change was being made to the servers, the business contacted Oracle to notify them of the change. What began as a tech services call quickly devolved into a licensing error; the vendor determined that the licenses deployed in the server environment were unauthorized.
    • For breaching the licensing agreement, Oracle fined the healthcare organization $250,000.
    • Had the asset manager been involved in the process, they would have understood the implications that altering the hardware configuration would have on the licensing agreement and a very expensive mistake could have been avoided.

    Decide on the degree of centralization for core SAM functions

    • Larger organizations with multiple divisions or business units will need to decide which SAM functions will be centralized and which, if any, will be decentralized as they plan the scope of their SAM program. Generally, certain core functions should be centralized for the SAM program to deliver the greatest benefits.
    • The degree of centralization may also be broken down by contract, with some contracts centralized and some decentralized.
    • A centralized SAM database gives needed visibility into software assets and licenses across the organization, but operation of the database may also be done locally.

    Centralization

    • Allows for more strategic planning
    • Visibility into software licenses across the organization promotes rationalization and cost savings
    • Ensure common products are used
    • More strategic sourcing of vendors and resellers
    • Centrally negotiate pricing for better deals
    • Easier to manage risk and prepare for audits
    • Greater coordination of resources

    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

    Identify SAM functions to centralize vs. decentralize

    Associated Activity icon 1.3.1 Identify functions for centralization

    Participants: CIO, IT Director, SAM Manager, SAM Team

    Document: Document in the Standard Operating Procedures.

    1. If applicable, identify SAM functions that will need to be centralized and evaluate the implications of centralization to ensure it is feasible.
    2. If applicable, identify SAM functions that will be decentralized, if resources are available to manage those functions locally.

    Example:

    Centralized Functions
    • Operation of SAM database
    • SAM budget
    • Vendor selection
    • Contract negotiation and purchasing
    • Data analysis
    • Software receiving and inventory
    • Audits and risk management
    Decentralized functions
    • Procurement
    • Deployment and installation

    Software comprises the largest part of the infrastructure and operations budget

    After employee salaries (38%), the four next largest spend buckets have historically been infrastructure related. Adding salaries and external services, the average annual infrastructure and operations spend is over 50% of all IT spend.

    The largest portion of that spend is on software license and maintenance. As of 2016, software accounted for the roughly the same budget total as voice communications, data communications, and hardware combined. Managing software contracts is a crucial part of any mature budgeting process.

    Graph showing the percentage of all IT spend used for 'Ongoing software license and maintenance' annually. In 2010 it was 17%; in 2018 it was 21%. Graph showing the percentage of all IT spend used for 'Hardware maintenance / upgrades' annually. In 2010 it was 7%; in 2018 it was 8%. Graph showing the percentage of all IT spend used for 'Data communications' annually. In 2010 it was 7%; in 2018 it was 7%. Graph showing the percentage of all IT spend used for 'Voice communications' annually. In 2010 it was 5%; in 2018 it was 7%.

    Gain control of the budget to increase the success of SAM

    A sophisticated software asset management program will be able to uncover hidden costs, identify opportunities for rationalization, save money through reharvesting unused licenses, and improve forecasting of software usage to help control IT spending.

    While some asset managers may not have experience managing budgets, there are several advantages to the ITAM function owning the budget:

    • Be more involved in negotiating pricing with vendors.
    • Build better relationships with stakeholders across the business.
    • Gain greater purchasing power and have a greater influence on purchasing decisions.
    • Forecast software requirements more accurately.
    • Inform benchmarks and metrics with more data.
    • Directly impact the reduction in IT spend.
    • Manage the asset database more easily and have a greater understanding of software needs.
    • Identify opportunities for cost savings through rationalization.

    Examine your budget from a SAM perspective to optimize software spend

    How does examining your budget from a SAM perspective benefit the business?

    • It provides a chance to examine vendor contracts as they break down contracts by projects and services, which gives a clearer picture of where software fits into the budget.
    • It also gives organizations a chance to review vendor agreements and identify any redundancies present in software supporting services.

    Review the budget:

    • When reviewing your budget, implement a contingency fund to mitigate risk from a possible breach of compliance.
    • If your organization incurs compliance issues that relate to specific services, these fines may be relayed back to the departments that own those services, affecting how much money each department has.
    • The more sure you are of your compliance position, the less likely you are to need a contingency fund, and vice versa.

    Info-Tech Best Practice

    Finance needs to be involved. Their questions may cover:

    • Where are the monthly expenditures? Where are our financial obligations? Do we have different spending amounts based on what time of year it is?

    Use the SAM Budget Workbook to uncover insights about your software spend

    Supporting Tool icon 1.3.2 Complete the SAM budget tool

    The SAM Budget Workbook is designed to assist in developing and justifying the budget for software assets for the upcoming year.

    Instructions

    1. Work through tabs 2-6, following the instructions as you go.
    2. Tab 2 involves selecting software vendors and services provided by software.
    3. Tab 3 involves classifying services by vendor and assigning a cost to them. Tab 3 also allows you to classify the contract status.
    4. Tab 4 is a cost variance tracking sheet for software contracts.
    5. Tabs 5 and 6 are monthly budget sheets that break down software costs by vendor and service, respectively.
    6. Tab 7 provides graphs to analyze the data generated by the tool.
    7. Use the results found on tab 7 to analyze your budget: are you spending too much with one service? Is there vendor overlap based on what project or service that software is reporting?
    Screenshots of the 'Budget of Services Supported by Software Vendors' and 'Software Expense cashflow reports by Vendor' pages from the SAM Budget Workbook. Screenshot of the 'Analysis of Data' page from the SAM Budget Workbook.

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

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst.
    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analyst 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

    Sample of activity 1.1.3 'Determine the maturity of your SAM program'. Determine the maturity of your SAM program

    Using the SAM Maturity Assessment Tool, fill out a series of questions in a survey to assess the maturity of your current SAM program. The survey assesses seven categories that will allow you to align your strategy to your results.

    1.2.3

    Sample of activity 1.2.3 'Define SAM reports to track metrics'. Define SAM reports to track metrics

    Identify key stakeholders with reporting needs, metrics to track to fulfill reporting requirements, and a frequency for producing reports.

    Phase 1 outline

    Associated Activity icon 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: Assess and Plan

    Proposed Time to Completion (in weeks): 4
    Step 1.1: Assess current state Step 1.2: Build team and define metrics Step 1.3: Plan and budget
    Start with an analyst kick-off call:
    • Outline SAM challenges
    • Overview of the project
    • Assess current maturity level
    Review findings with analyst:
    • Define roles and responsibilities of SAM staff
    • Identify metrics and reports to track
    Review findings with analyst:
    • Plan centralization of SAM program
    • Discuss SAM budgeting
    Then complete these activities…
    • Identify challenges
    • Identify objectives of SAM program
    • Assess maturity of current state
    Then complete these activities…
    • Define roles and responsibilities
    • Identify metrics and KPIs
    • Plan reporting
    Then complete these activities…
    • Identify SAM functions to centralize
    • Complete the SAM budgeting tool
    With these tools & templates:
    • SAM Maturity Assessment
    • Standard Operating Procedures
    With these tools & templates:
    • Standard Operating Procedures
    With these tools & templates:
    • SAM Budget Workbook

    Phase 2: Procure, Receive, and Deploy

    VISA used high-quality SAM data to optimize its software licensing

    Logo for VISA.

    Case Study

    Industry: Financial Services
    Source: SAM Summit 2014

    Challenge

    Visa formed a SAM team in 2011 to combat costly software audits.

    The team’s first task was to use the available SAM data and reconcile licenses deployed throughout the organization.

    Organizations as large as Visa constantly run into issues where they are grossly over or under licensed, causing huge financial risk.

    Solution

    Data collection and analysis were used as part of the license rationalization process. Using a variety of tools combined with a strong team allowed Visa to perform the necessary steps to gather license data and analyze usage.

    One of the key exercises was uniting procurement and deployment data and the teams responsible for each.

    End-to-end visibility allowed the data to be uniform. As a result, better decisions about license rationalization can be made.

    Results

    By improving its measurement of SAM data, Visa was able to dedicate more time to analyze and reconcile its licenses. This led to improved license management and negotiations that reflected actual usage.

    By improving license usage through rationalization, Visa reduced the cost of supporting additional titles.

    The SAM team also performed license reclamation to harvest and redistribute licenses to further improve usage. The team’s final task was to optimize audit responses.

    Step 2.1 Request and procure software

    Phase 2:
    Procure, Receive & Deploy
    This step will walk you through the following activities:This step involves the following participants:

    2.1

    Request & Procure
    • 2.1.1 Determine which software contracts should be centralized vs. localized
    • 2.1.2 Determine your software standards
    • 2.1.3 Define procurement policy
    • 2.1.4 Identify approvals and requests for authorization thresholds
    • 2.1.5 Build software procurement workflow for new contracts
    • 2.1.6 Define process for contract renewals and additional procurement scenarios
    • IT Director, CIO
    • IT Managers and SAM Manager
    • SAM Team

    2.2

    Receive & Deploy

    Step Outcomes

    • Defined standards for software requests
    • A documented policy for software procurement including authorization thresholds
    • Documented process workflows for new contracts and contract renewals

    Procurement and SAM teams must work together to optimize purchasing

    Procurement and SAM must collaborate on software purchases to ensure software purchases meet business requirements and take into account all data on existing software and licenses to optimize the purchase and contract. Failure to work together can lead to unnecessary software purchases, overspending on purchases, and undesirable contract terms.

    SAM managers must collaborate with Procurement when purchasing software.

    SAM managers should:

    • Receive requests for software licenses
    • Ensure a duplicate license isn’t already purchased before going through with purchase
    • Ensure the correct license is purchased for the correct individuals
    • Ensure the purchasing information is tracked in the ITAM/SAM tool
    • Report on software usage to inform purchases
    Two cartoon people in work attire each holding a piece of a puzzle that fits with the other. Procurement must commit to be involved in the asset management process.

    Procurement should:

    • Review requests and ensure all necessary approvals have been received before purchasing
    • Negotiate optimal contract terms
    • Track and manage purchasing information and invoices and handle financial aspects
    • Use data from SAM team on software usage to decide on contract terms and optimize value

    Centralize procurement to decrease the likelihood of overspending

    Centralized negotiation and purchasing of software can ensure that the SAM team has visibility and control over the procurement process to help prevent overspending and uncontrolled agreements.

    Benefits of centralized procurement

    • Ability to easily manage software demand.
    • Provides capability to effectively manage your relationships with suppliers.
    • Allows for decreased contract processing times.
    • Provides easy access to data with a single consolidated system for tracking assets at an early stage.
    • Reduces number of rogue purchases by individual departments.
    • Efficiency through automation and coordinated effort to examine organization’s compliance and license position.
    • Higher degree of visibility and transparency into asset usage in the organization.

    Info-Tech Insights

    It may be necessary to procure some software locally if organizations have multiple locations, but try to centrally procure and manage the biggest contracts from vendors that are likely to audit the organization. Even with a decentralized model, ensure all teams communicate and that contracts remain visible centrally even if managed locally.

    Standards for software procurement help prevent overspending

    Software procurement is often more difficult for organizations than hardware procurement because:

    • Key departments that need to be involved in the purchasing process do not communicate or interact enough.
    • A fear of software auditing causes organizations to overspend to mitigate risk.
    • Standards are often not in place, with most purchases being made outside of the gold imaging standard.
    • A lack of discovery results in gross overspending on software licenses that are already present and underused.

    Info-Tech Insight

    One of the major challenges involved in implementing SAM is uniting multiple datasets and data sources across the enterprise. A conversation with each major business unit will help with the creation of software procurement standards that are acceptable to all.

    Determine which software contracts should be centralized vs. localized (optional)

    Associated Activity icon 2.1.1 Identify central standard enterprise offerings

    Participants: CIO, IT Director, SAM Manager, SAM Team

    Document: Document in the Standard Operating Procedures.

    1. As a group, list as many software contracts that are in place across the organization as can easily be identified, focusing on top vendors.
    2. Identify which existing software contracts are standard enterprise offerings that are procured and managed centrally and which are non-standard or localized applications.
    3. Looking at the list of non-standard software, identify if any can or should be rationalized or replaced with a standard offering.
    Standard enterprise offerings
    • Microsoft
    • IBM
    • Adobe
    • Dell
    • Cisco
    • VMware
    • Barracuda
    Localized or non-standard software

    Classify your approved software into tiers to improve workflow efficiency

    Not all titles are created equal; classifying your pre-approved and approved software titles into a tiered system will provide numerous benefits for your SAM program.

    The more prestigious the asset tier, the higher the degree of data capture, support, and maintenance required.

    • Mission-critical, high-priority applications are classified as gold standard.
    • Secondary applications or high priority are silver standard.
    • Low-usage applications or normal priority are bronze standard.

    E.g. An enterprise application that needs to be available 24/7, such as a learning management system, should be classified as a gold tier to ensure it has 24/7 support.

    Creating tiers assists stakeholders in justifying the following set of decision points:

    • Which assets will require added maintenance (e.g. software assurance for Microsoft)
    • Technical support requirements to meet business requirements
    • Lifecycle and upgrade cycle of the software assets.
    • Monitoring usage to determine whether licenses can be harvested
    • Authorizations required for purchase requests

    Determine your software standards

    Associated Activity icon 2.1.2 Identify standard software images for your organization

    Participants: Asset Manager, Purchasing, Service Desk Manager, Operations (optional)

    Document: Document in the Standard Operating Procedures.

    1. As a group, discuss and identify the relevant software asset tiers and number of tiers.
    2. For each tier, define:
      • Support requirements (hours and payments)
      • Maintenance requirements (mandatory or optional)
      • Lifecycle (when to upgrade, when to patch)
      • Financial requirements (CapEx/OpEx expenses)
      • Request authorizations (requestors and approvers)
    3. Sort the software contracts identified in the previous category into tiers, for example:
      • Mission-critical software (gold tier)
      • High-priority software (silver tier)
      • Normal-priority software (bronze tier)
    4. Use the SOP as an example.

    Determine which licensing options and methodologies fit into future IT strategy

    Not everyone is ready to embrace the cloud for all solutions; make sure to align cloud strategy to business requirements. Work closely with IT executives to determine appropriate contract terms, licensing options, and tracking processes.

    Vendors make changes to bundles and online services terms on a regular basis. Ensure you document your agreed upon terms to save your required functionality as vendor standard offerings change.

    • Any contracts getting moved to the cloud will need to undergo a contract comparison first.
    • The contract you signed last month could be completely different this month. Many cloud contracts are dynamic in nature.
    • Keep a copy of the electronic contract that you signed in a secure, accessible location.
    • Consider reaching a separate agreement with the vendor that they will ensure you maintain the results of the original agreement to prevent scope creep.

    Not all on-premises to cloud options transition linearly:

    • Features of perpetual licenses may not map to subscriptions
    • Product terms may differ from online services terms
    • Licensing may change from per device to per user
    • Vendor migrations may be more complex than anticipated

    Download the Own the Cloud: Strategy and Action Plan blueprint for more guidance

    Understand the three primary models of software usage agreements

    Licensed Open Source Shareware
    License Structure A software supplier is paid for the permission to use their software. The software is provided free of charge, but is still licensed. The software is provided free of charge, but is still licensed. Usage may be on a trial basis, with full usage granted after purchase.
    Source Code The source code is still owned by the supplier. Source code is provided, allowing users to change and share the software to suit their needs. Source code is property of the original developer/supplier.
    Technical Support Technical support is included in the price of the contract. Technical support may be provided, often in a community-based format from other developers of the open-source software in question. Support may be limited during trial of software, but upgraded once a purchase is made.

    Info-Tech Insight

    Open-source software should be managed in the same manner as commercial software to understand licensing requirements and be aware of any changes to these agreements, such as commercialization of such products, as well as any rules surrounding source code.

    Coordinate with purchasing department to define software procurement policy

    Associated Activity icon 2.1.3 Define procurement policy

    Participants: Asset Manager, Purchasing, Service Desk Manager, Operations (optional)

    Document: Document in the Standard Operating Procedures.

    Define and document policies that will apply to IT software purchases, including policies around:

    • Software purchase approvals
    • Licenses for short-term contractors
    • On-premises vs. SaaS purchases
    • Shareware and freeware fees
    • Open-source software

    Use the example below as guidance and document in the SOP.

    • Software will not be acquired through user corporate credit cards, office supply, petty cash, or personal expense budgets. Purchases made outside of the acceptable processes will not be reimbursed and will be removed from company computers.
    • Contractors who are short term and paid through vendor contracts and invoices will supply their own licenses.
    • Software may be purchased as on-premises or as-a-service solutions as IT deems appropriate for the solution.
    • Shareware and freeware authors will be paid the fee they specify for use of their products.
    • Open-source software will be managed in the same manner as commercial software to understand licensing requirements and be aware of any changes to these agreements, such as commercialization of such products.

    Identify approvals and requests for authorization thresholds

    Associated Activity icon 2.1.4 Identify financial thresholds for approvals and requests

    Participants: Asset Manager, Purchasing, CIO, CFO, IT Director

    Document: Document in the Standard Operating Procedures.

    Identify and classify financial thresholds for contracts requiring approval. For each category of contract value, identify who needs to authorize the request. Discuss and document any other approvals necessary. An example is provided below.

    Example:
    Requests for authorization will need to be directed based on the following financial thresholds:

    Contract value Authorization
    <$50,000 IT Director
    $50,000 to $250,000 CIO
    $250,000 to $500,000 CIO and CFO
    >$500,000 Legal review

    Develop a defined process for software procurement

    A poorly defined software procurement workflow can result in overspending on unnecessary software licensing throughout the year. This can impact budgeting and any potential software refreshes, as businesses will often rely on purchasing what they can afford, not what they need.

    Benefits of a defined workflow

    • Standardized understanding of the authorization processes results in reduced susceptibility to errors and quicker processing times.
    • Compliance with legal regulations.
    • Protection from compliance violations.
    • Transparency with the end user by communicating the process of software procurement to the business.

    Elements to include in procurement workflows:

    • RFP
    • Authorizations and approvals
    • Contract review
    • Internal references to numbers, cost centers, locations, POs, etc.

    Four types of procurement workflows:

    1. New contract – Purchasing brand new software
    2. Add to contract – Adding new POs or line items to an existing contract
    3. Contract renewal – Renewing an existing contract
    4. No contract required – Smaller purchases that don’t require a signed contract

    Outline the procurement process for new contracts

    The procurement workflow may involve the Service Desk, procurement team, and asset manager.

    The following elements should be accounted for:

    • Assignee
    • Requestor
    • Category
    • Type
    • Model or version
    • Requisition number
    • Purchase order number
    • Unit price
    A flowchart outlining the procurement process for new contracts. There are three levels, at the top is 'Tier 2 or Tier 3', the middle is 'IT Procurement', the bottom is 'Asset Manager'. It begins in 'Tier 2 or Tier 3' with 'Approved request received', and if it is not declined it moves on to 'Purchasing request forwarded to Procurement' on the 'IT Procurement' level. If an RFP is required, it eventually moves to 'Receives contract' on the 'Asset Manager' level and ends with 'Document license requirements, notify IT Product Owner'.

    Build software procurement workflow for new contracts

    Associated Activity icon 2.1.5 Build new contract procurement workflow

    Participants: Asset Manager, Purchasing, Service Desk Manager, Operations (optional)

    Document: Document in the Standard Operating Procedures.

    1. As a team, outline each of the tasks in the process of procuring a new software asset using cue cards, sticky notes, or a whiteboard.
    2. Use the sample procurement workflow on the previous slide as an example if needed.
    3. Ensure the following elements required for the asset procurement process have been accounted for:
      • Assignee
      • Requestor
      • Category
      • Type
      • Model or version
      • Requisition number
      • Purchase order number
      • Unit price
    4. Review the workflow and make any adjustments necessary to improve the process. Document using Visio and add to the SOP.

    Review vendor contracts to right-size licensing procurement

    Many of your applications come from the same vendor, and a view into the business services provided by each software vendor contract will prove beneficial to the business.

    • You may uncover overlaps in services provided by software across departments.
    • The same service may be purchased from different vendors simply because two departments never compared notes!
    • This leaves a lot of money on the table from a lack of volume discounts.
    A graphic depicting a Venn diagram in which the 'Software' and 'Services' circles overlap, both of which stem from a 'Vendor Contract'.
    • Be cautious about approaching license budgeting strictly from a cost perspective. SAM is designed to right-size your licenses to properly support your organization.
    • One trap organizations often fall into is bundling discounts. Vendors will offer steep discounts if clients purchase multiple titles. On the surface, this might seem like a great offer.
    • However, what often happens is that organizations will bundle titles to get a steep discount on their prize title of the group.
    • The other titles become shelfware, and when the time comes to renew the contract, the maintenance fees on the shelfware titles will often make the contract more expensive than if only the prize title was purchased.

    Additionally, information regarding what licenses are being used for certain services may yield insight into potential redundancies. For example, two separate departments may have each have a different application deployed that supports the same service. This presents an opportunity for savings based on bulk licensing agreements, not to mention a simplified support environment by reducing the number of titles deployed in your environment.

    Define a procedure for tracking and negotiating contract renewals

    Participants: IT Director/CIO, Asset Manager, Purchasing, Service Desk Manager, Operations (optional)

    Document: Document in the Standard Operating Procedures.

    Discuss and document a policy for tracking and negotiating contract renewals. Answer the following questions as guides:

    • How will renewal dates be tracked and monitored?
    • How soon should contracts be reviewed prior to renewal to determine appropriateness for use and compliance?
    • What criteria will be used to determine if the product should be renewed?
    • Who will be consulted for contract renewal decisions for major contracts?
    • How will licensing and support decisions be made?

    Optional contract review:

    1. Take a sample contract to renew. Create a list of services that are supported by the software. Look for overlaps, redundancies, shelfware, and potential bundling opportunities. Recall the issues outlined when purchasing bundled software.
    2. Create a list of action items to bring into the next round of contract negotiations with that vendor and identify a start date to begin reviewing these items.

    Define process for contract renewals and additional procurement scenarios

    Associated Activity icon 2.1.6 Build additional procurement workflows

    Participants: Asset Manager, Purchasing, Service Desk Manager, Operations (optional)

    Document: Document in the Standard Operating Procedures.

    Build procurement workflows and define policies and procedures for additional purchasing scenarios beyond new contracts.

    This may include:

    1. Contract renewals
    2. Single purchase, non-contract procurement
    3. Adding to contracts

    Use the sample workflows in the Standard Operating Procedures as a guide.

    A flowchart outlining the procurement process for 'Software Contract Renewal'.

    A flowchart outlining the procurement process for 'Software single purchase, non-contract'.

    Negotiate for value to ensure quality license agreements

    Approach negotiating from a value-first, price-second perspective.

    Contract negotiations too often come down to a question of price. While you want to avoid overpaying for licenses, a worse offense is getting a steep discount for a bundle of applications where the majority will go unused.

    Vendors will try to sell a full stack of software at a steep discount to give the illusion of value. Often organizations bite off more than they can chew. When auditors come knocking, the business may be in compliance, but being over-licensed is a dangerous state to be in. Organizations end up over-licensed and in possession of numerous “shelfware” apps that sit on the proverbial shelf collecting dust while drawing expensive maintenance and licensing fees from the business.
    • Pressure from the business is also an issue. Negotiations can be rushed in an effort to fulfill an immediate need.
    • Make sure you clearly outline the level of compliance expected from the vendor.
    • Negotiate reduced-fee software support services. Your Service Desk can already handle the bulk of requests, and investing in a mature Service Desk will provide more lasting value than paying for expensive maintenance and support services that largely go unused.

    Learn to negotiate effectively to optimize contract renewals

    Leverage Info-Tech’s research, Master Contract Review and Negotiation for Software Agreements, to review your software contracts to leverage your unique position during negotiations and find substantial cost savings.

    This blueprint includes the following tools and templates:

    • RASCI Chart
    • Vendor Communication Management Plan
    • Software Business Use Case Template
    • SaaS TCO Calculator
    • Software Terms & Conditions Evaluation Tool
    • Software Buyer’s Checklist
    • Controlled Vendor Communications Letter
    • Key Vendor Fiscal Year End Calendar
    • Contract Negotiation Tactics Playbook

    Step 2.2 Receive and deploy software

    Phase 2:
    Procure, Receive & Deploy
    This step will walk you through the following activities:This step involves the following participants:

    2.1

    Request & Procure
    • 2.2.1 Identify storage locations for software information and media
    • 2.2.2 Design the workflow for receiving software
    • 2.2.3 Design and document the deployment workflow(s)
    • 2.2.4 Create a list of pre-approved, approved, and unapproved software titles
    • 2.2.5 Document the request and deployment process for non-standard software requests
    • IT Director, CIO
    • IT Managers and SAM Manager
    • SAM Team
    • Purchasing (optional)
    • Service Desk Manager (optional)
    • Operations (optional)
    • Release & Deployment manager (optional)

    2.2

    Receive & Deploy

    Step Outcomes

    • A strategy for storing software information and media in the ITAM database and DML
    • A documented workflow for the software receiving process
    • Documented process workflows for software requests and deployment, including for large quantities of software
    • A list of pre-approved, approved, and unapproved software titles for deployment
    • A process for responding to non-standard software requests

    Verify product and information upon receipt

    Upon receipt of procured software:

    • Verify that the product is correct
    • Reconcile with purchase record to ensure the order has been completed
    • Verify that the invoice is correct
    • Update financial information such as budget and accounting records
    • Update ITAM database to show status as received
    • Record/attach license keys and software codes in ITAM database
    • Attach relevant documents to record in the ITAM database (license reports, invoices, end-user agreement, etc.)
    • Download and store any installation files, DVDs, and CDs
    • Once software has been installed, verify license is matched to discovered installed software within the ITAM database

    Info-Tech Best Practice

    While most software will be received through email and download, in some cases physical software may be received through courier or mail. Ensure processes and procedures are defined for both cases.

    Establish a secure repository for licenses and documentation

    All licenses, documentation, and digital media for authorized and supported software should be collected and stored in a central, secure location to minimize risk of theft, loss, or unauthorized installation or duplication of software.

    Where to store software data?

    The ITAM database should contain an up-to-date record of all software assets, including their associated:

    • Serial numbers
    • License keys and codes
    • Contracts and agreements

    The database allows you to view software that is installed and associated licenses.

    A definitive media library (DML) is a single logical storage area, which may consist of one or more locations in which definitive authorized versions of all software configuration items are securely stored and protected.

    The DML consists of file storage as well as physical storage of CDs and DVDs and must be continually updated to contain the latest information about each configuration item.

    The DML is used to organize content and link to automated deployment to easily install software.

    Use a definitive media library (DML) to assist in storage of software packages for deployment

    The DML will usually contain the most up-to-date versions to minimize errors created by having unauthorized, old, or problematic software releases being deployed into the live IT environment. The DML can be used for both full-packed product (FPP) software and in-house developed software, providing formalized data around releases of in-house software.

    The DML should consist of two main storage areas:

    1. Secure file storage
    2. Secure physical storage for any master CD/DVDs

    Additional Recommendations:

    • The process of building, testing, adapting, and final pre-production testing should provide your IT department with a solid final deployment package, but the archive will enable you to quickly pull in a previous version if necessary.
    • When upgrading software packages to include new patches or configurations, use the DML to ensure you're referencing a problem-free version.
    • Include the DML in your disaster recovery plan (DRP) and include testing of the DML as part of your DRP testing. If you need to rebuild servers from these files, offsite, you'll want to know your backup DML is sound.

    Ensure you have a strategy to create and update your DML

    Your DML should have a way to separate archived, new, and current software to allow for optimal organization of files and code, to ensure the correct software is installed, and to prepare for automated deployment through the service catalog.

    New software hasn’t been tested yet. Make it available for testing, but not widely available.

    Keep a record for archived software, but do not make it available for install.

    Current software is regularly used and should be available for install.

    Deployment

    • Are you using tools to integrate with the DML for deployment?
    • Store files that are ready for automated deployment in a separate location.

    Identify storage locations for software information and media

    Associated Activity icon 2.2.1 Identify software storage locations

    Participants: Asset Manager, IT Director

    Document: Document in the Standard Operating Procedures.

    1. Identify storage locations for asset data that is received (i.e. ITAM database, DML).
    2. Identify information that should be stored with each asset (i.e. license, serial number, invoice, end-user license agreement) and where this information should be stored.
    3. Identify fields that should be populated in the DML for each record:
      • Product name
      • Version
      • Description
      • Authorized by
      • Received by/date
      • Configuration item on which asset is installed
      • Media
      • Physical and backup locations
      • Verified by/date

    Define the standard process for receiving software

    Define the following in your receiving process:

    • Process for software received by email/download
    • Process for physical material received at Service Desk
    • Information to be recorded and where
    • Process following discrepancy of received software
    A flowchart outlining the standard process for receiving software. There are two levels, at the top is 'Desktop Support Team' and the bottom is 'Procurement'. It begins in 'Desktop Support Team' with 'Received at Service Desk' or 'Receive by email/download'. If the reconciliation is correct it eventually moves on to 'Fulfill service request, deliver and close ticket'. If the reconciliation is not correct it moves to 'Contact vendor with discrepancy details' in 'Procurement'. If a return is required 'Repackage and ship', or if not 'Notify Desktop Support Team of resolution'.

    Design the workflow for receiving software

    Associated Activity icon 2.2.2 Design the workflow for receiving software

    Participants: Asset Manager, Purchasing, Service Desk Manager, Operations (optional)

    Document: Document in the Standard Operating Procedures.

    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.

    Build release management into your software deployment process

    A sound software deployment process is tied to sound release management practices.

    Releases: A collection of authorized changes to an IT service. Releases are divided into:

    • Major software releases/upgrades: Normally containing large areas of new functionality, some of which may make intervening fixes to redundant problems.
    • Minor software releases/upgrades: Normally containing small enhancements and fixes, some of which may have already been issued as emergency fixes.
    • Emergency software fixes: Contain the corrections to a small number of known problems.

    Ensure that release management processes work with SAM processes:

    • If a release will impact licensing, the SAM manager must be made aware to make any necessary adjustments.
    • Deployment models should be in line with SAM strategy (i.e. is software rolled out to everyone or individually when upgrades are needed?).
    • How will user requests for upgrades be managed?
    • Users should be on the same software version to ensure file compatibility and smooth patch management.
    • Ideally, software should be no more than two versions back.

    Document the process workflow for software deployment

    Define the process for deploying software to users.

    Include the following in your workflow:

    • All necessary approvals
    • Source of software
    • Process for standard vs. non-standard software requests
    • Update ITAM database once software has been installed with license data and install information
    A flowchart outlining the process workflow for software deployment. There are four levels, at the top is 'Business', then 'Desktop Support Team', 'Procurement', and the bottom is 'Asset Manager'. It begins in 'Business' with 'Request for software', and if it is approved by the manager it moves to 'Check DB: Can a volume serial # be used?' in 'Desktop Support Team'. If yes, it eventually moves on to 'Close ticket' on the same level, if not it eventually moves to 'Initiate procurement process' in 'Procurement', 'Initiate receiving process' in 'Asset Manager', and finally to 'Run quarterly license review to purchase volume licenses'.

    Large-scale software rollouts should be run as projects

    Rollouts or upgrades of large quantities of software 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.

    A flowchart outlining large-scale software rollouts. There are three levels, at the top is 'IT Procurement', then 'Asset Manager', and the bottom is 'Software Packager'. It begins in 'IT Procurement' with 'Project plan approved', and if a bid is not required it skips to 'Sign contract/Create purchase order'. This eventually moves to 'Receive access to eLicense site/receive access to new product' in 'Asset Manager', and either to 'Approve invoice for payment, forward to accounting' on the same level or to 'Download software, license keys' in 'Software Packager' then eventually to 'Deploy'.

    Design and document the deployment workflow(s)

    Associated Activity icon 2.2.3 Document deployment workflows for desktop and large-scale deployment

    Participants: Asset Manager, Service Desk Manager, Release & Deployment Manager

    Document: Document in the Standard Operating Procedures.

    1. Outline each step in the process of software deployment using notecards or on a whiteboard. Be as granular as possible. On each card, describe the step and the individual responsible for each step.
      • Be sure to identify the type of release for standard software releases and patches.
      • Additionally, identify how additional software outside the scope of the base image will be addressed.
    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 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, considering people, processes, and available technology.
    4. Document separately the process for large-scale software deployment if required.

    Develop standards to streamline your software estate

    Software should be approved and deployed based on approved standards to minimize over-deployed software and manage costs appropriately. A list of standard software improves the efficiency of the software approval process.

    • Pre-approved titles include basic platforms like Office or Adobe Reader that are often available in enterprise-wide license packages.
    • Approved titles include popular titles with license numbers that need to be managed on a role-by-role basis. For example, if most of your marketing team uses the Adobe Creative Suite, a user still needs to get approval before they can get a license.
    • Unapproved titles are managed on a case-by-case basis and are up to the discretion of the asset manager and other involved parties.

    Additionally, create a list of unauthorized software including titles not to be installed under any circumstances. This list should be designed with feedback from your end users and technical support staff. Front-line knowledge is crucial to identifying which titles are causing major problems.

    Create a list of pre-approved, approved, and unapproved software titles

    Associated Activity icon 2.2.4 Determine software categories for deployment

    Participants: IT Director, Asset Manager, Purchasing (optional), Service Desk Manager (optional), Release & Deployment Manager (optional)

    Document: Document in the Standard Operating Procedures.

    1. Define software categories that will be used to build software standards.
    2. Include definitions of each category.
    3. Add examples of software to each category to begin building list of approved software titles for deployment.

    Use the following example as a guide.

    Category Definition Software titles
    Pre-approved/standard
    • Supported and approved for install for all end users
    • Included on most, if not all devices
    • Typically installed as a base image
    • Microsoft Office (Outlook, Word, Excel, PowerPoint)
    • Adobe Reader
    • Windows
    Approved by role
    • Supported and approved for install, but only for certain groups of end users
    • Popular titles with license numbers that need to be managed on a role-by-role basis
    • Pre-approved for purchase with business manager’s approval
    • Adobe Creative Cloud Suite
    • Adobe Acrobat Pro
    • Microsoft Visio
    Unapproved/requires review
    • Not previously approved or installed by IT
    • Special permission required for installation based on demonstrable business need
    • Managed on a case-by-case basis
    • Up to the discretion of the asset manager and other involved parties
    • Dynamics
    • Zoom Text
    • Adaptive Insights
    Unauthorized
    • Not to be installed under any circumstances
    • Privately owned software
    • Pirated copies of any software titles
    • Internet downloads

    Define the review and approval process for non-standard software

    Software requiring review will need to be managed on a case-by-case basis, with approval dependent on software evaluation and business need.

    The evaluation and approval process may require input from several parties, including business analysts, Security, technical team, Finance, Procurement, and the manager of the requestor’s department.

    A flowchart outlining the review and approval process for non-standard software. There are five levels, at the top is 'Business Analyst/Project Manager', then 'Security Team', 'Technical Team', 'Financial & Contract Review' and the bottom is 'Procurement'. It begins in 'Business Analyst/Project Manager' with 'Request for non-standard software', and if the approved product is available it moves to 'Evaluate tool for security, data, and privacy compliance' in 'Security Team'. If more evaluation is necessary it moves to 'Evaluate tool for infrastructure and integration requirements' in 'Technical Team', and then 'Evaluate terms and conditions' in 'Financial & Contract Review'. At any point in the evaluation process it can move back to the 'Business Analyst/Project Manager' level for 'Assemble requirements details', and finally down to the 'Procurement' level for 'Execute purchase'.

    Document the request and deployment process for non-standard software

    Associated Activity icon 2.2.5 Document process for non-standard software requests

    Participants: Asset Manager, Service Desk Manager, Release & Deployment Manager

    Document: Document in the Standard Operating Procedures.

    Define the review and approval process for non-standard software requests.

    Use the workflow on the previous slide as a guide to map your own workflow process and document the steps in the Standard Operating Procedures.

    The following assessments may need to be included in the process:

    • Functionality and use requirements: May include suggestion back to the business before proceeding any further to see if similar, already approved software could be used in its place.
    • Technical specifications: Cloud, data center, hardware, backups, integrations (Active Directory, others), file, and program compatibility.
    • Security: Security team may need to assess to ensure nothing will install that will compromise data or systems security.
    • Privacy policy: Security and compliance team may need to evaluate the solution to ensure data will be secured and accessed only by authorized users.
    • Terms and conditions: The contracts team may evaluate terms and conditions to ensure contracts and end-user agreements do not violate existing standards.
    • Accessibility and compliance: Software may be required to meet accessibility requirements in accordance with company policies.

    BMW deployed a global data centralization program to achieve 100% license visibility

    Logo for BMW.

    Case Study

    Industry: Financial Services
    Source: SAM Summit 2014

    Challenge

    BMW is a large German automotive manufacturer that employs over 100,000 people. It has over 7,000 software products deployed across 106,000 clients and servers in over 150 countries.

    When the global recession hit in 2008, the threat of costly audits increased, so BMW decided to boost its SAM program to cut licensing costs. It sought to centralize inventory data from operations across the globe.

    Solution

    A new SAM office was established in 2009 in Germany. The SAM team at BMW began by processing all the accumulated license and installation data from operations in Germany, Austria, and the UK. Within six months, the team had full visibility of all licenses and software assets.

    Compliance was also a priority. The team successfully identified where they could make substantial reductions in support and maintenance costs as well as remove surplus costs associated with duplicate licensing.

    Results

    BMW overcame a massive data centralization project to achieve 100% visibility of its global licensing estate, an incredible achievement given the scope of the operation.

    BMW experienced efficiency gains due to transparency and centralized management of licenses through the new SAM office.

    Additionally, internal investment in training and technical knowledge has helped BMW continuously improve the program. This has resulted in ongoing cost reductions for the manufacturer.

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

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst.
    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analyst 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:

    2.1.5

    Sample of activity 2.1.5 'Build software procurement workflow for new contracts'. Build software procurement workflow for new contracts

    Use the sample workflow to document your own process for procurement of new software contracts.

    2.2.4

    Sample of activity 2.2.4 'Create a list of pre-approved, approved, and unapproved software titles'. Create a list of pre-approved, approved, and unapproved software titles

    Build definitions of software categories to inform software standards and brainstorm examples of each category.

    Phase 2 outline

    Associated Activity icon 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: Procure, receive, and deploy

    Proposed Time to Completion (in weeks): 6
    Step 2.1: Request and procureStep 2.2: Receive and deploy
    Start with an analyst kick-off call:
    • Define standards for software requests
    • Build procurement policy
    • Define procurement processes
    Review findings with analyst:
    • Build processes for software receiving
    • Build processes for software requests and deployment
    • Define process for non-standard requests
    Then complete these activities…
    • Determine software standards
    • Define procurement policy
    • Identify authorization thresholds
    • Build procurement workflows for new contracts and renewals
    Then complete these activities…
    • Identify storage locations for software information
    • Design workflow for receiving software
    • Design workflow for software deployment
    • Create a list of approved and non-standard requests
    • Define process for non-standard requests
    With these tools & templates:
    • Standard Operating Procedures
    With these tools & templates:
    • Standard Operating Procedures

    Phase 3: Manage, Redeploy, and Retire

    Step 3.1 Manage and maintain software contracts

    Phase 3:
    Manage, Redeploy & Retire
    This step will walk you through the following activities:This step involves the following participants:

    3.1

    Manage & Maintain Software
    • 3.1.1 Define process for conducting software inventory
    • 3.1.2 Define policies for software maintenance and patches
    • 3.1.3 Document your patch management policy
    • IT Director, CIO
    • IT Managers and SAM Manager
    • SAM Team
    • Release Manager (optional)
    • Security (optional)

    3.2

    Harvest, Redeploy, or Retire

    Step Outcomes

    • A process for conducting regular software inventory checks and analyzing the data to continually manage software assets and license compliance.
    • An understanding of software maintenance requirements
    • A policy for conducting regular software maintenance and patching
    • A documented patch management policy

    Manage your software licenses to decrease your risk of overspending

    Many organizations fail to track their software inventory effectively; the focus often remains on hardware due to its more tangible nature. However, annual software purchases often account for a higher IT spend than annual hardware purchases, so it’s important to track both.

    Benefits of managing software licenses

    • Better control of the IT footprint. Many companies already employ hardware asset management, but when they employ SAM, there is potential to save millions of dollars through optimal use of all technology assets.
    • Better purchasing decisions and negotiating leverage. Enhanced visibility into actual software needs means not only can companies procure and deploy the right increments of software in the right areas, but they can also do so more cost-effectively through tools such as volume purchase agreements or bundled services.
    • No refund policy combined with shelfware (software that sits unused “on the shelf”) is where software companies make their money.
    • Managing licenses will help prevent costly audit penalties. Special attention should be paid to software purchased from large vendors such as Microsoft, Oracle, Adobe, SAP, or IBM.

    Maintain a comprehensive, up-to-date software inventory to manage licenses effectively

    A clearly defined process for inventory management will reduce the risk of over buying licenses and falling out of compliance.

    • A detailed software inventory and tracking system should act as a single point of contact for all your license data.
    • Maintain a comprehensive inventory of installed software through complete and accurate records of all licenses, certifications, and software purchase transactions, storing these in a secure repository.
    • Periodically review installed software and accompanying licenses to ensure only legal and supported software is in use and to ensure ongoing compliance with the software management policy.

    Info-Tech Best Practice

    Have and maintain a list of supported software to guide what new software will be approved for purchase and what current software should be retained on the desktops, servers, and other processing devices.

    Conduct a baseline inventory of deployed software to know what you have

    You have to know what you have before you can manage it.

    A baseline inventory tells you exactly what software you have deployed and where it is being used. This can help to determine how to best optimize software and license usage.

    A software inventory will allow you to:

    • Identify all software residing on computers.
    • Compare existing software to the list of supported software.
    • Identify and delete illegal or unsupported software.
    • Identify and stop software use that violates license agreements, copyright law, or organizational policies.

    Two methods for conducting a software inventory:

    1. If you have several computers to analyze, use automated tools to conduct inventory for greater accuracy and efficiency. Software inventory or discovery tools scan installed software and generate inventory reports, while asset management tools will help you manage that data.
    2. Manual inventory may be possible if your organization has few computers.

    How to conduct a manual software inventory:

    1. Record serial number of device being analyzed.
    2. Record department and employee to whom the computer is assigned.
    3. Inspect contents of hard drive and/or server to identify software as well as hidden files and directories.
    4. Record licensing information for software found on workstation and server.
    5. Compare findings with list of supported software and licenses stored in repository.

    Keep the momentum going through regular inventory and licensing checks

    Take preventive action to avoid unauthorized software usage through regular software inventory and license management:

    • Regularly update the list of supported software and authorized use.
    • Monitor and optimize software license usage.
    • Continually communicate with and train employees around software needs and policies.
    • Maintain a regular inventory schedule to keep data up to date and remain compliant with licensing requirements – your specific schedule will depend on the size of the company and procurement schedule.
    • Conduct random spot inventories – even if you are using a tool, periodic spot checks should still be performed to ensure accuracy of inventory.
    • Periodically review software procurement records and ensure procurement process is being followed.
    • Continuously monitor software installations on networked computers through automated tools.
    • Ensure software licensing documentation and data is secure.

    Define process for conducting software inventory

    Associated Activity icon 3.1.1 Define process for regular software inventory

    Participants: IT Director, Asset Manager

    Document: Document in the Standard Operating Procedures.

    1. If a baseline software inventory has not been conducted, discuss and document a plan for completing the inventory.
      • Will the inventory be conducted manually or through automated tools?
      • If manually, what information will be collected and recorded? Which devices will be analyzed? Where will data be stored?
      • If automatically, which tools will be used? Will any additional information need to be collected? Who will have access to the inventory?
      • When will the inventory be conducted and by whom?
        • Monthly inventory may be required if there is a lot of change and movement, otherwise quarterly is usually sufficient.
    2. Document how inventory data will be analyzed.
      • How will data be compared against supported software?
      • How will software violations be addressed?
    3. Develop a plan for continual inventory spot checks and maintenance.
      • How often will inventory be conducted and/or analyzed?
      • How often will spot checks be performed?

    Don’t forget that software requires maintenance

    While maintenance efforts are typically focused around hardware, software maintenance – including upgrades and patches – must be built into the software asset management process to ensure software remains compliant with security and regulatory requirements.

    Software maintenance guidelines:

    • Maintenance agreements should be stored in the ITAM database.
    • Software should be kept as current as possible. It is recommended that software remain no more than two versions off.
    • Unsupported software should be uninstalled or upgraded as required.
    • Upgrades should be tested, especially for high-priority or critical applications or if integrated with other applications.
    • Change and release management best practices should be applied for all software upgrades and patches.
    • A process should be defined for how often patches will be applied to end-user devices.

    Integrate patch management with your SAM practice to improve security and reduce downtime

    The integration between patch management and asset management is incredibly valuable from a technology point of view. IT asset management (ITAM) tools create reports on the characteristics of deployed software. By combining these reports with a generalized software updater, you can automate most simple patches to save your team’s efforts for more-critical incidents. Usage reports can also help determine which applications should be reviewed and removed from the environment.

    • In recent years, patch management has grown in popularity due to widespread security threats, the resultant downtime, and expenses associated with them.
    • The main objective of patch management is to create a consistently configured environment that is secure against known vulnerabilities in operating systems and application software.

    Assessing new patches should include questions such as:

    • What’s the risk of releasing the patch? What is the criticality of the system? What end users will be affected?
    • How will we manage business disruption during an incident caused by a failed patch deployment?
    • In the event of service outage as a result of a failed patch deployment, how will we recover services effectively in business priority order?
    • What’s the risk of expediting the patch? Of not releasing the patch at all?

    Define policies for software maintenance and patches

    Associated Activity icon 3.1.2 Define software maintenance and patching policies

    Participants: IT Director, Asset Manager, Release Manager (optional), Security (optional)

    Document: Document in the Standard Operating Procedures.

    Software maintenance:

    Review the software maintenance guidelines in this section and in the SOP template. Discuss each policy and revise and document in accordance with your policies.

    Patch management:

    Discuss and document patch management policies:

    1. How often will end-user devices receive patches?
    2. How often will servers be patched?
    3. How will patches be prioritized? See example below.
      • Critical patches will be applied within two days of release, with testing prioritized to meet this schedule.
      • High-priority patches will be applied within 30 days of release, with testing scheduled to meet this requirement.
      • Normal-priority patches will be evaluated for appropriateness and will be installed as needed.

    Document your patch management policy

    Supporting Tool icon 3.1.3 Use the Patch Management Policy template to document your policy

    The patch management policy helps to ensure company computers are properly patched with the latest appropriate updates to reduce system vulnerability and to enhance repair application functionality. The policy aids in establishing procedures for the identification of vulnerabilities and potential areas of functionality enhancements, as well as the safe and timely installation of patches. The patch management policy is key to identifying and mitigating any system vulnerabilities and establishing standard patch management practices.

    Use Info-Tech’s Patch Management Policy template to get started.

    Sample of the 'Patch Management Policy' template.

    Step 3.2 Harvest, Redeploy, or Retire Software

    Phase 3:
    Manage, Redeploy & Retire
    This step will walk you through the following activities:This step involves the following participants:

    3.1

    Manage & Maintain Software
    • 3.2.1 Map your software license harvest and reallocation process
    • 3.2.2 Define the policy for retiring software
    • IT Director, CIO
    • IT Managers and SAM Manager
    • SAM Team

    3.2

    Harvest, Redeploy, or Retire

    Step Outcomes

    • A defined process for harvesting and reallocating unused software licenses
    • A defined policy for how and when to retire unused or outdated software

    Harvest and reallocate software to optimize license usage

    Using a defined process for harvesting licenses will yield a crop of savings throughout the organization.

    Unused software licenses are present in nearly every organization and result in wasted resources and software spend. Recycling and reharvesting licenses is a critical process within software asset management to save your organization money.

    Licensing Recycling

    When computers are no longer in use and retired, the software licenses installed on the machines may be able to be reused.

    License recycling involves reusing these licenses on machines that are still in use or for new employees.

    License Harvesting

    License harvesting involves more actively identifying machines with licenses that are either not in use or under utilized, and recovering them to be used elsewhere, thus reducing overall software spend on new licenses.

    Use software monitoring data to identify licenses for reallocation in alignment with policies and agreements

    1. Monitor software usage
      Monitor and track software license usage to gain a clear picture of where and how existing software licenses are being used and identify any unused or underused licenses.
    2. Identify licenses for reharvesting
      Identify software licenses that can be reharvested and reallocated according to your policy.
    3. Uninstall software
      Notify user, schedule a removal time if approved, uninstall software, and confirm it has been removed.
    4. Reallocate license when needed

    Sources of surplus licenses for harvest:

    • Projects that required a license during a particular time period, but now do not require a license (i.e. the free version of the software will suffice)
    • Licenses assigned to users no longer with the organization
    • Software installed on decommissioned hardware
    • Installed software that hasn’t been used by the user in the last 90 days (or other defined period)
    • Over-purchased software due to poorly controlled software request, approval, or provisioning processes

    Info-Tech Insight

    Know the stipulations of your end-user license agreement (EULA) before harvesting and reallocating licenses. There may be restrictions on how often a license can be recycled in your agreement.

    Create a defined process for software license harvesting

    Define a standard reharvest timeline. For example, every 90 days, your SAM team can perform an internal audit using your SAM tool to gather data on software usage. If a user has not used a title in that time period, your team can remove that title from that user’s machine. Depending on the terms and conditions of the contract, the license can either be retired or harvested and reallocated.

    Ensure you have exception rules built in for software that’s cyclical in its usage. For example, Finance may only use tax software during tax season, so there’s no reason to lump it under the same process as other titles.

    It’s important to note that in addition to this process, you will need a software usage policy that supports your license harvest process.

    The value of license harvesting

    • Let’s say you paid for 1,000 licenses of a software title at a price of $200 per license.
    • Of this total, 950 have been deployed, and of that total, 800 are currently being used.
    • This means that 16% of deployed licenses are not in use – at a cost of $30,000.
    • With a defined license harvest process, this situation would have been prevented.

    Build a workflow to document the software harvest process

    Include the following in your process:

    • How will unused software be identified?
    • How often will usage reports be reviewed?
    • How will the user be notified of software to be removed?
    • How will the software be removed?
    A flowchart documenting the software harvest process. There are two levels, at the top is 'IT Asset Manager', and the bottom is 'Desktop Support Team'. It begins in 'IT Asset Manager' with 'Create/Review Usage Report', and if the client agrees to removal it moves to 'License deactivation required?' in 'Desktop Support Team'. Eventually you 'Close ticket' and it moves back up to 'Discovery tool will register change automatically' in 'IT Asset Manager'.

    Map your software license harvest and reallocation process

    Associated Activity icon 3.2.1 Build license harvest and reallocation workflow

    Participants: IT Director, Asset Manager, Service Desk Manager

    Document: Document in the Standard Operating Procedures.

    1. Outline each step in the process of software harvest and reallocation using notecards or a whiteboard. Be as granular as possible. On each card, describe the step and 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 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, considering people, processes, and available technology.
    4. Use the sample workflow on the previous slide as a guide if needed.

    The same flowchart documenting the software harvest process from the previous section.

    Improve your software retirement process to drive savings for the whole business

    Business Drivers for Software Disposal

    • Cost Reduction
      • Application retirement allows the application and the supporting hardware stack to be decommissioned.
      • This eliminates recurring costs such as licensing, maintenance, and application administration costs, representing potentially significant savings
    • Consolidation
      • Many legacy applications are redundant systems. For example, many companies have ten or more legacy financial systems from mergers/acquisitions.
      • Systems can be siloed, running incompatible software. Moving data to a common accessible repository streamlines research, audits, and reporting.
    • Compliance
      • An increased focus on regulations places renewed emphasis on e-discovery policies. Keeping legacy applications active just to retain data is an expensive proposition.
      • During application retirement, data is classified, assigned retention policies, and disposed of according to data/governance initiatives.
    • Risk Mitigation
      • Relying on IT to manage legacy systems is problematic. The lack of IT staff familiar with the application increases the potential risk of delayed responses to audits and e-discovery.
      • Retiring application data to a common platform lets you leverage skills you have current investments in. This enables you to be responsive to audit or litigation results.

    Retire your outdated software to decrease IT spend on redundant applications

    Benefits of software retirement:

    1. Assists the service desk in not having to support every release, version, or edition of software that your company might have used in the past.
    2. Stay current with product releases so your company is better placed to take advantage of improvements built-in to such products, rather than being limited by the lack of a newly introduced function.
    3. Removing software that is no longer of commercial benefit can offer a residual value through assets.

    Consequences of continuing to support outdated software:

    • Budgets are tied up to support existing applications and infrastructure, which leaves little room to invest in new technologies that would otherwise help grow business.
    • Much of this software includes legacy systems that were acquired or replaced when new applications were deployed. The value of these outdated systems decreases with every passing year, yet organizations often continue to support these applications.
      • Fear of compliance and data access are the most common reasons.
    • Unfortunately, the cost of doing so can consume over 50% of an overall IT budget.

    The solution to this situation is to retire outdated software.

    “Time and time again, I keep hearing stories from schools on how IT budgets are constantly being squeezed, but when I dig a little deeper, little or no effort is being made on accounting for software that might be on the kit we are taking away.” (Phil Goldsmith, Managing Director – ScrumpyMacs)

    Define the policy for retiring software

    Associated Activity icon 3.2.2 Document process for software retirement

    Participants: IT Director, Asset Manager, Operations

    Document: Document in the Standard Operating Procedures.

    1. Discuss and document the process for retiring software that has been deemed redundant due to changing business needs or an improvement in competitive options.
    2. Consider the following:
      • What criteria will determine when software is suited for retirement?
      • The contract should always be reviewed before making a decision to ensure proper notice is given to the vendor.
      • Notice should be provided as soon as possible to ensure no additional billing arrives for renewals.
      • How will software be removed from all devices? How soon must the software be replaced, if applicable?
      • How long will records be archived in the ITAM database?
    3. Document decisions in the Standard Operating Procedures.

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

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst.
    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analyst 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:

    3.1.2

    Sample of activity 3.1.2 'Define policies for software maintenance and patches'. Define policies for software maintenance and patches

    Discuss best practices and define policies for conducting regular software maintenance and patching.

    3.2.1

    Sample of activity 3.3.1 'Assess the maturity of audit management processes and policies'. Map your software license harvest and reallocation process

    Build a process workflow for harvesting and reallocating unused software licenses.

    Phase 3 outline

    Associated Activity icon 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: Manage, redeploy, and retire

    Proposed Time to Completion (in weeks): 4
    Step 3.1: Manage and maintain softwareStep 3.2: Harvest, redeploy, or retire
    Start with an analyst kick-off call:
    • Define a process for conducting software inventory
    • Define a policy for software maintenance
    • Build a patch management policy
    Review findings with analyst:
    • Build a process for harvesting and reallocating software licenses
    • Define a software retirement policy
    Then complete these activities…
    • Define process for conducting software inventory
    • Define policies for software maintenance
    • Document patch management policy
    Then complete these activities…
    • Map software harvest and reallocation process
    • Define software retirement policy
    With these tools & templates:
    • Standard Operating Procedures
    • Patch Management Policy
    With these tools & templates:
    • Standard Operating Procedures

    Phase 4: Build Supporting Processes & Tools

    Visa used an internal SAM strategy to win the audit battle

    Logo for VISA.

    Case Study

    Industry: Financial Services
    Source: SAM Summit 2014

    Challenge

    The overarching goal of any SAM program is compliance to prevent costly audit fines. The SAM team at Visa was made up of many individuals who were former auditors.

    To deal with audit requests from vendors, “understand how auditors do things and understand their approach,” states Joe Birdsong, SAM Director at Visa.

    Vendors are always on the lookout for telltale signs of a lucrative audit. For Visa, the key was to understand these processes and learn how to prepare for them.

    Solution

    Vendors typically look for the following when evaluating an organization for audit:

    1. A recent decrease in customer spend
    2. How easy the licensed software is to audit
    3. Organizational health

    Ultimately, an audit is an attack on the relationship between the vendor and organization. According to Birdsong: “Maybe they haven’t really touched base with your teams and had good contact and relationship with them, and they don’t really know what’s going on in your enterprise.”

    Results

    By understanding the motivations behind potential audits, Visa was able to form a strategy to increase transparency with the vendor.

    Regular data collection, almost real-time reporting, and open, quick communication with the vendor surrounding audits made Visa a low-risk client for vendors.

    Buy-in from management is also important, and the creation of an official SAM strategy helps maintain support. Thanks to its proactive SAM program, Visa saved $200 million in just three years.

    Step 4.1 Ensure compliance for audits

    Phase 4:
    Build supporting processes & tools
    This step will walk you through the following activities:This step involves the following participants:

    4.1

    Compliance & audits
    • 4.1.1 Define and document the internal audit process
    • 4.1.2 Define and document the external audit process
    • 4.1.3 Prepare an audit scoping email template
    • 4.1.4 Prepare an audit launch email template
    • IT Director, CIO
    • IT Managers and SAM Manager
    • SAM Team

    4.2

    Communicate & build roadmap

    Step Outcomes

    • An understanding of the audit process and importance of audit preparation
    • A defined process for conducting regular internal audits to prepare for and defend against external audits
    • A strategy and documented process for responding to external audit requests

    Take a lifecycle approach to your software compliance process

    Internal audits are an effective way for organizations to regularly assess their licensing position in preparation for an audit.

    1. Gather License Data
      Use your SAM tool to run a discovery check to determine the current state of your software estate.
    2. Improve Data Quality
      Scan the data for red flags. Improve its completeness, consistency, and quality.
    3. Identify Audit Risks
      Using corrected license data, examine your reports and identify areas of risk within the organization.
    4. Identify priority titles
      Determine which titles need attention first by using the output of the license rationalization step.
    5. Reconcile to eliminate gaps
      Ensure that the correct number of licenses are deployed for each title.
    6. Draft Vendor Response
      Prepare response to vendor for when an audit has been requested.

    Improve audit response maturity by leveraging technology and contract data

    By improving your software asset management program’s maturity, you will drive savings for the business that go beyond the negotiating table.

    Recognize the classic signs of each stage of audit response maturity to identify where your organization currently stands and where it can go.

    • Optimized: Automated tools generate compliance, usage, and savings reports. Product usage reports and alerts in place to harvest and reuse licenses. Detailed savings reports provided to executive team.
    • Proactive: Best practices enforced. Compliance positions are checked quarterly, and compliance reports are used to negotiate software contracts.
    • Reactive: Best practices identified but unused. Manual tools still primarily in use. Compliance reports are time-consuming and often inaccurate.
    • Chaotic: Purchases are ad hoc and transaction based. Minimal tracking in place, leading to time-consuming manual processes.

    Implement a proactive internal audit strategy to defend against external audits

    Audits – particularly those related to software – have been on the rise as vendors attempt to recapture revenue.

    Being prepared for an audit is critical. Internal preparation will not only help your organization reduce the risk associated with an audit but will also improve daily operations through focusing on diligent documentation and data collection.

    Conducting routine internal audits will help prepare your organization for the real deal and may even prevent the audit from happening altogether. Hundreds of thousands of dollars can be saved through a proactive audit strategy with routine documentation in place.

    In addition to the fines incurred from a failed audit, numerous other negative consequences can arise:

    • Multiple audits: Failing an audit makes the organization more likely to be audited again.
    • Poor perception of IT: Unless non-compliance was previously disclosed to the business, IT can be deemed responsible.
    • Punitive injunctions: If a settlement is not reached, vendors will apply for an injunction, inhibiting use of their software.
    • Inability to justify purchases: IT can have difficulty justifying the purchase of additional resources after a failed audit.
    • Disruption to business: Precious time and resources will be spent dealing with the results of the audit.

    Perform routine internal compliance reports to decrease audit risk

    The intent of an internal audit is to stop the battle from happening before it starts. Waiting for a knock at the door from a vendor can be stressful, and it can do harm beyond a costly fine.

    • Internal audits help to ensure you’re keeping track of any software changes to keep your data and licensing up to date and avoid costly surprises if an external audit is requested.
    • Identify areas where processes are breaking down and address them before there’s a potential negative impact.
    • Identify control points in processes ahead of time to more easily identify access points where information should be verified.

    “You want to get [the] environment to a level where you’re comfortable sharing information with [a] vendor. Inviting them in to have a chat and exposing numbers means there’s no relationship there where they’re coming to audit you. They only come to audit you when they know there’s a gain to be had, otherwise what’s the point of auditing?
    I want customers to get comfortable with licensing and what they’re spending, and then there’s no problem exposing that to vendors. Vendors actually appreciate that.”
    (Ben Brand, SAM Practice Manager, Insight)

    Info-Tech Insight

    “The supreme art of war is to subdue the enemy without fighting.” – Sun Tzu

    Performing routine checks on your license compliance will drastically reduce the risk that your organization gets hit with a costly fine. Maintaining transparency and demonstrating compliance will fend off audit-hungry vendors.

    Define and document the internal audit process

    Associated Activity icon 4.1.1 Document process and procedures for internal audits

    Participants: CIO and/or IT Director, Asset Manager, IT Managers

    Document: Document in the Standard Operating Procedures.

    Define and document a process for conducting internal software audits.
    Include the following:

    1. How often will audits be completed for each software published?
    2. When will audits be conducted?
    3. Who will conduct the audit? Who will be consulted?
    4. What will be included in the scope of the audit?

    Example:

    • Annual audits will be completed for each software publisher, scheduled as part of the license or maintenance agreement renewals.
    • Where annual purchases are not required, vendor audits for compliance will be conducted annually, with a date predetermined based on minimizing scheduling conflicts with larger audits.
    • Audit will be completed with input from product managers.
    • Audit will include:
      • Software compliance review: Licenses owned compared to product installed.
      • Version review: Determine if installed versions match company standards. If there is a need for upgrades, does the license permit upgrading?
      • Maintenance review: Does the maintenance match requirements for the next year’s plans and licenses in use?
      • Support review: Is the support contract appropriate for use?
      • Budget: Has budget been allocated; is there an adjustment required due to increases?

    Identify organizational warning signs to decrease audit risk

    Being prepared for an audit is critical. Internal preparation will not only help your organization reduce the risk associated with an audit but will also improve daily operations through focusing on diligent documentation and data collection.

    Certain triggers exist that indicate a higher risk of an audit occurring. It is important to recognize these warning signs so you can prepare accordingly.

    Health of organization
    If your organization is putting out fires and a vendor can sense it, they’ll see an audit as a highly lucrative exercise.

    Decrease in customer spend
    A decrease in spend means that an organization has a high chance of being under-licensed.

    License complexity
    The more complex the license, the harder it is to remain in compliance. Some vendors are infamous for their complex licensing agreements.

    Audit Strategy

    • Audits should neither be feared nor embraced.
    • An audit is an attack on your relationship with your vendor; your vendor needs to defend its best interests, but it would also rather maintain a satisfied relationship with its client.
    • A proactive approach to audits through routine reporting and transparency with vendors will alleviate all fear surrounding the audit process. It provides your vendor with compliance assurance and communicates that an audit won’t net the vendor enough revenue to justify the effort.

    Focus on three key tactics for success before responding to an audit

    Taking these due diligence steps will pay dividends downstream, reducing the risk of negative results such as release of confidential information.

    Form an Audit Team

    • Once an audit letter is received from a vendor or third party, a virtual team needs to be formed.
    • The team should be cross-functional, representing various core areas of the business.
    • Don’t forget legal counsel: they will assist in the review of audit provision(s) to determine your contractual rights and obligations with respect to the audit.

    Sign an NDA

    • An NDA should be signed by all parties, the organization, the vendor, and the auditor.
    • Don’t wait on a vendor to provide its NDA. The organization should have its own and provide it to both parties.
    • If the auditor is a third party, negotiate a three-way NDA. This will prevent data being shared with other third parties.

    Examine Contract History

    • Vendors will attempt to alter terms of contracts when new products are purchased.
    • Maintain your current agreement if they are more favorable by “grandfathering” your original agreement.
    • Oracle master level agreements are an example: master level agreements offer more favorable terms than more recent versions.

    Info-Tech Insight

    Even if you cannot get a third-party NDA signed, the negotiation process should delay the overall audit process by at least a month, buying your organization valuable time to gather license data.

    Be prepared for external audit requests with a defined process for responding

    1. Vendor-initiated audit request received and brought to attention of IT Asset Manager and CIO.
    2. Acknowledge receipt of audit notice.
    3. Negotiate timing and scope of the audit (including software titles, geographic locations, entities, and completion date).
    4. Notify staff not to remove or acquire licenses for software under audit.
    5. Gather documentation and create report of all licensed software within audit scope.
      • Include original contract, most recent contract, and any addendums, purchase receipts, or reseller invoices, and publisher documentation such as manuals or electronic media.
    6. Compare documentation to installed software according to ITAM database.
    7. Validate any unusual or non-compliant software.
    8. Complete documentation requested by auditor and review results.

    Define and document the external audit process

    Associated Activity icon 4.1.2 Define external audit process

    Participants: CIO and/or IT Director, Asset Manager, IT Managers

    Document: Document in the Standard Operating Procedures.

    Define and document a process for responding to external software audit requests.
    Include the following:

    1. Who must be notified of the audit request when it is received?
    2. When must acknowledgement of the notice be sent and by whom?
    3. What must be defined under the scope of the audit (e.g. software titles, geographic locations, entities, completion date)?
    4. What communications must be sent to IT staff and end users to ensure compliance?
    5. What documentation should be gathered to review?
    6. How will documentation be verified against data?
    7. How will unusual or non-compliant software be identified and validated?
    8. Who needs to be informed of the results?

    Control audit scope with an audit response template

    Supporting Tool icon 4.1.3 Prepare an audit scoping email template

    Use the Software Audit Scoping Email Template to create an email directed at your external (or internal) auditors. Send the audit scoping email several weeks before an audit to determine the audit’s scope and objectives. The email should include:

    • Detailed questions about audit scope and objectives.
    • Critical background information on your organization/program.

    The email will help focus your preparation efforts and initiate your relationship with the auditors.

    Control scope by addressing the following:

    • Products covered by a properly executed agreement
    • Geographic regions
    • User groups
    • Time periods
    • Specific locations
    • A subset of users’ computers
    Sample of the 'Software Audit Scoping Email Template'.

    Keep leadership informed with an audit launch email

    Supporting Tool icon 4.1.4 Prepare an audit launch email template

    Approximately a week before the audit, you should email the internal leadership to communicate information about the start of the audit. Use the Software Audit Launch Email Template to create this email, including:

    • Staffing
    • Functional requirements
    • Audit contact person information
    • Scheduling details
    • Audit report estimated delivery time

    For more guidance on preparing for a software audit, see Info-Tech’s blueprint: Prepare and Defend Against a Software Audit.

    Sample of the 'Software Audit Launch Email Template'.

    A large bank employed proactive, internal audits to experience big savings

    Case Study

    Industry: Banking
    Source: Pomeroy

    Challenge

    A large American financial institution with 1,300 banking centers in 12 states, 28,000 end users, and 108,000 assets needed to improve its asset management program.

    The bank had employed numerous ITAM tools, but IT staff identified that its asset data was still fragmented. There was still incomplete insight into what assets the banked owned, the precise value of those assets, their location, and what they’re being used for.

    The bank decided to establish an asset management program that involved internal audits to gather more-complete data sets.

    Solution

    With the help of a vendor, the bank implemented cradle-to-grave asset tracking and lifecycle management, which provided discovery of almost $80 million in assets.

    The bank also assembled an ITAM team and a dedicated ITAM manager to ensure that routine internal audits were performed.

    The team was instrumental in establishing standardization of IT policies, hardware configuration, and service requirements.

    Results

    • The bank identified and now tracks over 108,000 assets.
    • The previous level of 80% accuracy in inventory tracking was raised to 96%.
    • Nearly $500,000 was saved through asset recovery and repurposing of 600 idle assets.
    • There are hundreds of thousands of dollars in estimated savings as the result of avoiding costly penalties from failed audits thanks to proactive internal audits.

    Step 4.2 Build communication plan and roadmap

    Phase 4:
    Build supporting processes & tools
    This step will walk you through the following activities:This step involves the following participants:

    4.1

    Compliance & audits
    • 4.2.1 Develop a communication plan to convey the right messages
    • 4.2.2 Anticipate end-user questions by preparing an FAQ list
    • 4.2.3 Build a software asset management policy
    • 4.2.4 Build additional SAM policies
    • 4.2.5 Develop a SAM roadmap to plan your implementation
    • IT Director, CIO
    • IT Managers and SAM Manager
    • SAM Team

    4.2

    Communicate & build roadmap

    Step Outcomes

    • A documented communications plan for relevant stakeholders to understand the benefits and changes the SAM program will bring
    • A list of anticipated end-user questions with responses
    • Documented software asset management policies
    • An implementation roadmap

    Communicate SAM processes to gain acceptance and support

    Communication is crucial to the integration and overall implementation of your SAM program. If staff and users do not understand the purpose of processes and policies, they will fail to provide the desired value.

    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.

    Communicate the following:

    1. Advertise successes

      • Regularly demonstrate the value of the SAM program with descriptive statistics focused on key financial benefits.
      • Share data with the appropriate personnel; promote success to obtain further support from senior management.
    2. 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 budgeting, and detect unauthorized software.
    3. Communicate the value of SAM

      • Educate management and end users about how they fit into the bigger picture.
      • Individuals need to know which behaviors may put the organization at risk or adversely affect data quality.

    Educate staff and end users through SAM training to increase program success

    As part of your communication plan and overall SAM implementation, training should be provided to both staff and end users within the organization.

    • ITAM solutions are complex by nature with both business process and technical knowledge required to use them correctly.
    • All facets of the business, from management to new hires, should be provided with training to help them understand their role in the program’s success.
    • 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.
    • Even after the SAM program has been fully implemented, keep employees up to date with policies and processes through ongoing training sessions for both new hires and existing employees:
      • New hires: Provide new hires with all relevant SAM policies and ensure they understand the importance of software asset management.
      • Existing employees: Continually remind them of how SAM is involved in their daily operations and inform them of any changes to policies.

    Create your communications plan to anticipate challenges, remove obstacles, and ensure buy-in

    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?
    Three circular arrows each linking t the next in a downward daisy chain. The type arrow has 'IT Staff' in the middle, the second 'Management', and the third 'End Users' 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?

    Develop a communication plan to convey the right messages

    Associated Activity icon 4.2.1 Develop a communication plan to convey the right messages

    Participants: CIO, IT Director, Asset Manager, Service Desk Manager

    Document: Document in the SAM Communication Plan.

    1. Identify the groups that will be affected by the SAM program.
    2. For each group requiring a communication plan, identify the following:
    3. Benefits of SAM for that group of individuals (e.g. more efficient software requests).
    4. The impact the change will have on them (e.g. change in the way a certain process will work).
    5. Communication method (i.e. how you will communicate).
    6. Timeframe (i.e. when and how often you will communicate the changes).
    7. Complete this information in a table like the one below and document in the Communication Plan.
    Group Benefits Impact Method Timeline
    Executives
    • Improved audit compliance
    • Improved budgeting and forecasting
    • Review and sign off on policies
    End Users
    • Streamlined software request process
    • Follow software installation and security policies
    IT
    • Faster access to data and one source of truth
    • Modified processes
    • Ensure audits are completed regularly

    Anticipate end-user questions by preparing an FAQ list

    Associated Activity icon 4.2.2 Prepare an FAQ list

    Document: Document FAQ questions and answers in the SAM FAQ Template.

    ITAM imposes changes to end users throughout the business and it’s normal to expect questions about the new program. Prepare your team ahead of time by creating a list of FAQs.

    Some common questions include:

    • Why are you changing from the old processes?
    • Why now?
    • What are you going to ask me to do differently?
    • Will I lose any of my software?

    The benefits of preparing a list of answers to FAQs include:

    • A reduction in time spent creating answers to questions. If you focus on the most common questions, you will make efficient use of your team’s time.
    • Consistency in your team’s responses. By socializing the answers to FAQs, you ensure that no one on your team is out of the loop and the message remains consistent across the board.

    Include policy design and enforcement in your communication plan

    • Software asset management policies should define the actions to be taken to support software asset management processes and ensure the effective and efficient management of IT software assets across the asset lifecycle.
    • 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 SAM are achieved.
    • Designing, approving, documenting, and adopting one set of standard SAM policies for each department to follow will ensure the processes are enforced equally across the organization.

    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.

    Build a software asset management policy

    Supporting Tool icon 4.2.3 Document a SAM policy

    Use Info-Tech’s Software Asset Management Policy template to define and document the purpose, scope, objectives, and roles and responsibilities for your organization's software asset management program.

    The template allows you to customize policy requirements for:

    • Procurement
    • Installation and Removal
    • Maintenance
    • Mergers and Acquisitions
    • Company Divestitures
    • Audits

    …as well as consequences for non-compliance.

    Sample of the 'Software Asset Management Policy' template.

    Use Info-Tech’s policy templates to build additional policies

    Supporting Tool icon 4.2.4 Build additional SAM policies

    Asset Security Policy
    The IT asset security policy will describe your organization's approach to ensuring the physical and digital security of your IT assets throughout their entire lifecycle.

    End-User Devices Acceptable Use Policy
    This policy should describe how business tools provided to employees are to be used in a responsible, ethical, and compliant manner, as well as the consequences of non-compliance.

    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.

    Release Management Policy
    Use this policy template to define and document the purpose, scope, objectives, and roles and responsibilities for your organization's release management program.

    Internet Acceptable Use Policy
    Use this template to help keep the internet use policy up to date. This policy template includes descriptions of acceptable and unacceptable use, security provisions, and disclaimers on the right of the organization to monitor usage and liability.

    Samples of additional SAM policies, listed to the left.

    Implement SAM in a phased, constructive approach

    One of the most difficult decisions to make when implementing a SAM program is: “where do we start?”

    It’s not necessary to deploy a comprehensive SAM program to start. Build on the essentials to become more mature as you grow.

    SAM Program Maturity (highest to lowest)

    • Audits and reporting
      Gather and analyze data about software assets to ensure compliance for audits and to continually improve the business.
    • Contracts and budget
      Analyze contracts and licenses for software across the enterprise and optimize planning to enable cost reduction.
    • Lifecycle standardization
      Define standards and processes for all asset lifecycle phases from request and procurement through to retirement and redistribution.
    • Inventory and tracking
      Define assets you will procure, distribute, and track. Know what you have, where it is deployed, and keep track of contracts and all relevant data.

    Integrate your SAM program with the organization to assist its implementation

    SAM cannot perform on its own – it must be integrated with other functional areas of the organization to maintain its stability and support.

    • Effective SAM is supported by a comprehensive set of processes as part of its implementation.
    • For example, integration with the procurement team’s processes and tools is required to track software purchases to mitigate software license compliance risk.
    • Integration with Finance is required to support internal cost allocations and chargebacks.
    • Integration with the service desk is required to track and deploy software requests.

    Info-Tech Best Practice

    To integrate SAM effectively, a clear implementation roadmap needs to be designed. Prioritize “quick wins” to demonstrate success to the business early and to gain buy-in from your team. Short-term gains should be designed to support long-term goals of your SAM program.

    Sample short-term goals
    • Identify inventory classification and tool
    • Create basic SAM policies and processes
    • Implement SAM auto-discovery tools
    Sample long-term goals
    • Software contract data integration
    • Continual improvement through review and revision
    • Software compliance reports, internal audits

    Develop a SAM roadmap to plan your implementation

    Associated Activity icon 4.2.5 Build a project roadmap
    1. Identify and review all initiatives that will be taken to implement or improve the software asset management program. These may fall under people, process, or technology-related tasks.
    2. Assign a priority level to each task (Quick Win, Low, Medium, High).
    3. Use the priority to sort tasks into start dates, breaking down by:
      1. Short, medium, or long-term
      2. 1 month, 3 months, 6 months, 12+ months
      3. Q1, Q2, Q3, Q4
    4. Review tasks and adjust start dates for some, if needed to set realistic and achievable timelines.
    5. Transfer tasks to a project plan or Gantt chart to formalize.
    Examples:
    Q1 Q2 Q3 Q4
    • Hire software asset manager
    • Document SOP
    • Define policies
    • Select a SAM tool
    • Create list of approved services and software
    • Define metrics
    • Inventory existing software and contracts
    • Build a patch policy
    • Build a service catalog
    • Contract renewal alignment
    • Run internal audit
    • Security review

    Review and maintain the SAM program to reach optimal maturity

    • SAM is a dynamic process. It must adapt to keep pace with the direction of the organization. New applications, different licensing needs, and a constant stream of new end users all contribute to complicating the licensing process.
    • As part of your organization’s journey to an optimized SAM program, put in place continual improvement practices to maintain momentum.

    A suggested cycle of review and maintenance for your SAM: 'Plan', 'Do', 'Check', 'Act'.

    Info-Tech Insight

    Advertising the increased revenue that is gained from good SAM practices is a powerful way to gain project buy-in.

    Keep the momentum going:

    • Clearly define ongoing responsibilities for each role.
    • Develop a training and awareness program for new employees to be introduced to SAM processes and policies.
    • Continually review and revise existing processes as necessary.
    • Measure the success of the program to identify areas for improvement and demonstrate successes.
    • Measure adherence to process and policies and enforce as needed.

    Reflect on the outcomes of implementing SAM to target areas for improvement and share knowledge gained within and beyond the SAM team. Some questions to consider include:

    1. How did the data compare to our expectations? Was the project a success?
    2. What obstacles were present that impacted the project?
    3. How can we apply lessons learned through this project to others in the future?

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

    Book a workshop with our Info-Tech analysts:

    Photo of an Info-Tech analyst.
    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analyst 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:

    4.2.1

    Sample of activity 4.2.1 'Develop a communication plan to convey the right messages'. Develop a communication plan to convey the right messages

    Identify stakeholders requiring communication and formulate a message and delivery method for each.

    4.2.5

    Sample of activity 4.2.5 'Develop a SAM roadmap to plan your implementation'. Develop a SAM roadmap to plan your implementation

    Outline the tasks necessary for the implementation of this project and prioritize to build a project roadmap.

    Phase 4 outline

    Associated Activity icon 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 supporting processes & tools

    Proposed Time to Completion (in weeks): 4
    Step 4.1: Compliance & audits Step 4.2: Communicate & build roadmap
    Start with an analyst kick-off call:
    • Discuss audit process
    • Define a process for internal audits
    • Define a process for external audit response
    Review findings with analyst:
    • Build communication plan
    • Discuss policy needs
    • Build a roadmap
    Then complete these activities…
    • Document internal audit process
    • Document external audit process
    • Prepare audit templates
    Then complete these activities…
    • Develop communication plan
    • Prepare an FAQ list for end users
    • Build SAM policies
    • Develop a roadmap
    With these tools & templates:
    • Standard Operating Procedures
    • Software Audit Scoping Email Template
    • Software Audit Launch Email Template
    With these tools & templates:
    • SAM Communication Plan
    • Software Asset Management FAQ Template
    • Software Asset Management Policy
    • Additional Policy Templates

    Bibliography

    2013 Software Audit Industry Report.” Express Metrix, 2013. Web.

    7 Vital Trends Disrupting Today’s Workplace: Results and Data from 2013 TINYpulse Employee Engagement Survey.” TINYpulse, 2013. Web.

    Beaupoil, Christof. “How to measure data quality and protect against software audits.” Network World, 6 June 2011.

    Begg, Daniel. “Effective Licence Position (ELP) – What is it really worth?” LinkedIn, 19 January 2016.

    Boehler, Bernhard. “Advanced License Optimization: Go Beyond Compliance for Maximum Cost Savings.” The ITAM Review, 24 November 2014.

    Bruce, Warren. “SAM Baseline – process & best practice.” Microsoft. 2013 Australia Partner Conference.

    Case Study Top 20 U.S. Bank Tackles Asset Management.” Pomeroy, 2012. Web.

    Cherwell Software Software Audit Industry Report.” Cherwell Software, 2015. Web.

    Conrad, Sandi. “SAM starter kit: everything you need to get started with software asset management. Conrad & Associates, 2010.

    Corstens, Jan, and Diederik Van der Sijpe. “Contract risk & compliance software asset management (SAM).” Deloitte, 2012.

    Deas, A., T. Markowitzm and E. Black. “Software asset management: high risk, high reward.” Deloitte, 2014.

    Doig, Chris. “Why you should always estimate ROI before buying enterprise software” CIO, 13 August 2015.

    Fried, Chuck. “America Needs An Education On Software Asset Management (SAM).” LinkedIn. 16 June 2015.

    Lyons, Gwen. “Understanding the Drivers Behind Application Rationalization Critical to Success.” Flexera Software Blog, 31 October 2012.

    Bibliography

    Metrics to Measure SAM Success: eight ways to prove your SAM program is delivering business benefits.” Snow Software White Paper, 2015.

    Microsoft. “The SAM Optimization Model.” Microsoft Corporation White Paper, 2010.

    Miller, D. and M. Oliver. “Engaging Stakeholders for Project Success.” Project Management Institute White Paper, 2015.

    Morrison, Dan. “5 Common Misconceptions of Software Asset Management.” SoftwareOne. 12 May 2015.

    O’Neill, Leslie T. “Visa Case Study: SAM in the 21st Century.” International Business Software Managers Association (IBSMA), 30 July 2014.

    Reducing Hidden Operating Costs Through IT Asset Discovery.” NetSupport Inc., 2011.

    SAM Summit 2014, 23-25 June 2014, University of Chicago Gleacher Center Conference Facilities, Chicago, MI.

    Saxby, Heather. “20 Things Every CIO Needs to Know about Software Asset Management.” Crayon Software Experts, 13 May 2015.

    The 2016 State of IT: Managing the money monsters for the coming year.” Spiceworks, 2016.

    The Hidden Cost of Unused Software.” A 1E Report, 1E.com: 2014. Web.

    What does it take to achieve software license optimization?” Flexera White Paper, 2013.

    Research contributors and experts

    Photo of Michael Dean, Director, User Support Services, Des Moines University Michael Dean
    Director, User Support Services
    Des Moines University
    Simon Leuty
    Co-Founder
    Livingstone Tech
    Photo of Simon Leuty, Co-Founder, Livingstone Tech
    Photo of Clare Walsh, PR Consultant, Adesso Tech Ltd. Clare Walsh
    PR Consultant
    Adesso Tech Ltd.
    Alex Monaghan
    Director, Presales EMEA
    Product Support Solutions
    Photo of Alex Monaghan, Director, Presales EMEA, Product Support Solutions

    Research contributors and experts

    Photo of Ben Brand, SAM Practice Manager, Insight Ben Brand
    SAM Practice Manager
    Insight
    Michael Swanson
    President
    ISAM
    Photo of Michael Swanson, President, ISAM
    Photo of Bruce Aboudara, SVP, Marketing & Business Development, Scalable Software Bruce Aboudara
    SVP, Marketing & Business Development
    Scalable Software
    Will Degener
    Senior Solutions Consultant
    Scalable Software
    Photo of Will Degener, Senior Solutions Consultant, Scalable Software

    Research contributors and experts

    Photo of Peter Gregorowicz, Associate Director, Network & Client Services, Vancouver Community College Peter Gregorowicz
    Associate Director, Network & Client Services
    Vancouver Community College
    Peter Schnitzler
    Operations Team Lead
    Toyota Canada
    Photo of Peter Schnitzler, Operations Team Lead, Toyota Canada
    Photo of David Maughan, Head of Service Transition, Mott MacDonald Ltd. David Maughan
    Head of Service Transition
    Mott MacDonald Ltd.
    Brian Bernard
    Infrastructure & Operations Manager
    Lee County Clerk of Court
    Photo of Brian Bernard, Infrastructure & Operations Manager, Lee County Clerk of Court

    Research contributors and experts

    Photo of Leticia Sobrado, IT Data Governance & Compliance Manager, Intercept Pharmaceuticals Leticia Sobrado
    IT Data Governance & Compliance Manager
    Intercept Pharmaceuticals

    Vendor Management

    • Buy Link or Shortcode: {j2store}15|cart{/j2store}
    • Related Products: {j2store}15|crosssells{/j2store}
    • member rating overall impact: 9.3/10
    • member rating average dollars saved: $9,627
    • member rating average days saved: 10
    • Parent Category Name: Financial Management
    • Parent Category Link: /financial-management
    That does not mean strong-arming. It means maximizing the vendor relationship value.

    Assess Your Readiness to Implement UCaaS

    • Buy Link or Shortcode: {j2store}305|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: Voice & Video Management
    • Parent Category Link: /voice-video-management
    • Employees no longer work in the office all the time and have adopted a hybrid or remote policy.
    • Security is on your mind when it comes to the risks associated with data and voice across the internet.
    • You are unaware of the technology used by other departments, such as sales and marketing.

    Our Advice

    Critical Insight

    • The importance of doing your due diligence and building out requirements is paramount to deciding on what UCaaS solution works for you. Even if you decide not to pursue this cloud-based service, at least you have done your homework.
    • There are five reasons you should migrate to UCaaS: flexibility & scalability, productivity, enhanced security, business continuity, and cost savings. Challenge your selection with these criteria at your foundation and you cannot go wrong.

    Impact and Result

    With features such as messaging, collaboration tools, and video conferencing, UCaaS enables users to be more effective regardless of location and device. This can lead to quicker decision making and reduce communication delays.

    Assess Your Readiness to Implement UCaaS Research & Tools

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

    1. Assess Your Readiness to Implement UCaaS Storyboard – Research that reviews the business drivers to move to a UCaaS solution.

    In addition to examining the benefits of UCaaS, this deck covers how to drive toward an RFP and convince the C-suite to champion your UCaaS strategy.

    • Assess Your Readiness to Implement UCaaS Storyboard

    2. UCaaS Readiness Questionnaire – Three sets of questions to help determine your organization's readiness to move to a UCaaS platform.

    This questionnaire is a starting point. Sections include: 1) Current State Questionnaire, 2) IT Infrastructure Readiness Questionnaire, and 3) UCaaS Vendor Questionnaire. These questions can also be added to an RFP for UCaaS vendors you may want to work with.

    • UCaaS Readiness Questionnaire
    [infographic]

    Further reading

    Assess Your Readiness to Implement UCaaS

    Unified communication as a service (UCaaS) is already here. Find the right solution for your organization, whether it is Teams Phone or another solution.

    Analyst Perspective

    UCaaS is the solution to the hybrid and remote working world

    Hybrid/remote work is a reality and there is little evidence to prove otherwise despite efforts to return employees to the office. A 2023 survey from Zippia says 74% of US companies are planning to or have implemented hybrid work policies. Given the reality of the new ways people work, there’s a genuine need for a UCaaS solution.

    The days of on-premises private branch exchange (PBX) and legacy voice over internet protocol (VoIP) solutions are numbered, and organizations are examining alternative solutions to redundant desk phones. The stalwarts of voice solutions, Cisco and Avaya, have seen the writing on the wall for some time: the new norm must be a cloud-based solution that integrates via API with content resource management (CRM), email, chat, and collaboration tools.

    Besides remaining agile when accommodating different work locations, it’s advantageous to be able to quickly scale and meet the needs of organizations and their employees. New technology is moving at such a pace that utilizing a UCaaS service is truly beneficial, especially given its AI, analytics, and mobile capabilities. Being held back by an on-premises solution that is capitalized over several years is not a wise option.

    Photo of John Donovan
    John Donovan
    Principle Research Director, I&O Practice
    Info-Tech Research Group

    Insight Summary

    Improved integration and communication in a hybrid world
    Unified communication as a service (UCaaS) integrates several tools into one platform to provide seamless voice, video, chat, collaboration, sharing and much more. The ability to work from anywhere and the ability to use application programming interfaces (APIs) to integrate content resource management (CRM) and other productivity tools into a unified environment is a key component of employee productivity, whether at the office or remote, or even on mobile devices.

    Simplify your maintenance, management, and support
    Communication and voice using a cloud provisioner has many benefits and makes life easier for your IT staff. No more ongoing maintenance, upgrades, patching and managing servers or private branch exchanges (PBXs). UCaaS is easy to deploy, and due to its scalability and flexibility, users can easily be added or removed. Now businesses can retire their legacy technical debt of voice hardware and old desk phones that clutter the office.

    Oversight on security
    The utilization of a software as a service (SaaS) platform in UCaaS form does by design risk data breaches, phishing, and third-party malware. Fortunately, you can safeguard your organization’s security by ensuring the vendor you choose features SOC2 certification, taking care of encryption, firewalls, two-factor authentication and security incident handling, and disaster recovery. The big players in the UCaaS world have these features.

    Executive Summary

    Your Challenge

    So, your legacy PBX is ready to be replaced. It has no support or maintenance contract, and you face a critical decision. You could face these challenges:

    • Employees no longer work in the office all the time and have adopted a hybrid or remote policy
    • Security risks associated with data and voice across the internet
    • Limited awareness of the technology used by some departments, such as sales and marketing

    Common Obstacles

    Businesses may worry about several obstacles when it’s time to choose a voice and collaboration solution. For example:

    • Concern over internet connectivity or disruptions
    • Uncertainty integrating systems with the platform
    • Unsure whether employees will embrace new tools/workflows that completely change how they work, collaborate, and communicate
    • Failure to perform due diligence when trying to choose the right solution for an organization

    Info-Tech’s Approach

    It’s critically important to perform due diligence and build out requirements when deciding what UCaaS solution works for you. Even if you decide not to pursue this cloud-based service, at least you will:

    • Determine your business case
    • Evaluate your roadmap for unified communication
    • Ask all the right questions to determine suitability

    In this advisory deck, you will see a set of questions you must ask including whether Teams is suitable for your business.

    Info-Tech Insight

    Determine your communication and collaboration needs. Evaluate your current use of voice, video, chat, collaboration, sharing, and mobility whether for the office or remote work. Evaluate your security and regulatory requirements and needs. Determine the integration requirements when evaluating top vendors.

    The evolution of unified communication

    How we moved from fax machines and desk phones to an integrated set of tools on one platform in the cloud

    A diagram that shows the evolution of unified communication from 1980s to 2020s.

    Business drivers for moving to UCaaS

    What organizations look to gain or save by moving to UCaaS solutions

    Flexibility and scalability
    Ability to add/remove users and services as appropriate for changing business needs, allowing for quick adaptation to changing markets.

    Productivity
    Offering features like messaging, collaboration tools, and video conferencing enables users to be more effective regardless of location and device. May lead to quicker decision making and reduced communication delays.

    Cost savings
    Eliminating the need for on-premises hardware and software, reducing maintenance and support costs. Predictable monthly billing.

    Business continuity
    Reducing risks of disruption or disaster. Allowing users to work from anywhere when the physical office is unavailable. Additional features can include disaster recovery and backup services.

    Enhanced security
    UCaaS providers usually offer advanced security and compliance features including encryption, firewall, intrusion detection, and certifications like HIPAA and SOC 2.

    KPIs to demonstrate success

    What key metrics should businesses measure to demonstrate a successful UCaaS project?
    What improvements are needed?
    What can be optimized?

    KPI Measurement
    User adoption rate
    • % of employees utilizing UCaaS solutions
    • # of users who completed UCaaS training/onboarding
    • # of calls or messages sent per user
    Call quality and reliability
    • % of calls with good to excellent quality
    • # of dropped calls or call disruption
    • Mean opinion score (MOS) for video and voice quality
    Cost savings
    • TCO for UCaaS compared to previous solution
    • Cost per month for UCaaS
    • Reduced hardware/maintenance and communication costs
    Improved productivity
    • Time saved with streamlined comms workflows
    • # of successful collaborative projects or meetings
    • Improved speed and quality for customer service or support
    Customer satisfaction
    • Net promoter score or CSAT
    • Positive customer reviews
    • Time-to-resolution of customer issues
    Scalability
    • Ability to add/remove/change user features as needed
    • Time to deploy new UCaaS features
    • Scalability of network to support increased UCaaS usage

    What are the surveys telling us?

    Different organizations adopt UCaaS solutions for different reasons

    95%

    Collaboration: No Jitter’s study on team collaboration found that 95% of survey respondents think collaborative communication apps are a necessary component of a successful communications strategy.
    Source: No Jitter, 2018.

    95%

    Security: When deploying remote communication solutions, 95% of businesses say they want to use VPN connections to keep data private.
    Source: Mitel, 2018.

    31%

    Flexibility: While there are numerous advantages to cloud-based communications, 31% of companies intend to use UCaaS to eliminate technical debt from legacy systems and processes.
    Source: Freshworks, 2019.

    UCaaS adoption

    While many organizations are widely adopting UCaaS, they still have data security concerns

    UCaaS deployments are growing

    UCaaS is growing at a rate that shows the market for UC is moving toward cloud-based voice and collaboration solutions at a rate of 29% year over year.

    Source: Synergy Research Group, 2017.

    Security is still a big concern

    While it’s increasingly popular to adopt cloud-based unified communication solutions, 70% of those companies are still concerned about their data security.

    Source: Masergy, 2022.


    Concerns around security range from encrypting conversations to controlling who has access to what data in the organization’s network to how video is managed on emerging video communications platforms.

    Info-Tech Insight

    Ensure you maintain a robust security posture with your data regardless of where it is being stored. Security breaches can happen at any location.

    UCaaS vs. on-premises UC

    A diagram that shows UCaaS benefits

    Main benefits of UCaaS

    • Rapid deployment: Cloud hosting provides the ability to deploy quickly.
    • Ease of management: It’s no longer necessary for companies to manage communications across multiple platforms and devices.
    • Better connection: The communication flow across teams and with customers is faster and easier with phone, messaging, audio and video conferencing available in one place.
    • Scalability: Since UCaaS is an on-demand service, companies can scale their communication needs to what’s immediately required at an affordable price.

    Info-Tech Insight

    There are five reasons you should migrate to UCaaS. They are advanced technology, easily scalable, cost efficiencies, highly available, and security. There are always outliers, but these five criteria are a reliable foundation when assessing a vendor/product.

    UCaaS architecture

    The 6 primary elements of UCaaS

    Unified communications as a service (UCaaS) is a cloud-based subscription service primarily for communication tools such as voice, video, messaging, collaboration, content sharing, and other cloud services over the internet. It uses VoIP to process calls.

    The popularity of UCaaS is increasing with the recent trend of users working remotely full or part-time and requiring collaboration tools for their work.

    • The main benefit to businesses is the ability to remove on-premises hardware and reduce technical debt.
    • Additionally, it removes the need for expensive up-front capital costs and reduces communications costs.
    • From a productivity perspective, delivering these services under one platform/service increases effective collaboration and allows instant communication regardless of device or location.

    A diagram that shows protocols

    Features available to UCaaS/UC

    Must-haves vs. nice-to-haves

    A diagram that shows Must-haves vs. nice-to-haves UC features

    Info-Tech Insight

    Decide what matters most to the organization when choosing the UC platform and applications. Divide criteria into must-have vs. nice-to-have categories.

    Security and UCaaS

    • Maintain company integrity
    • Enhance data security
    • Regulatory compliance
    • Reduce risk of fraud
    • Protect data for multiple devices

    What are the concerns? What is at risk?

    • DDoS attacks: Enterprise transactions are paralyzed by flooding of data across the network preventing access
    • Phishing: Users are tricked into clicking a URL and sharing an organization’s sensitive data
    • Ransomware: Malicious attack preventing the business from accessing data and demanding a ransom for access
    • Third-party malware: Software infected with a virus, trojan horse, worms, spyware, or even ransomware with malicious intent

    Security solutions in UCaaS

    End-to-end encryption is critical

    SRTP

    • Secure real-time protocol is a cryptographic protocol used to secure voice & video calls over IP networks
    • SRTP provides encryption, message authentication, and integrity protection for voice and data packets. Using advanced encryption standard (AES) reduces chance of DDoS attacks

    TLS

    • Transport layer security (TLS) is a cryptographic protocol that secures data in transit over the internet, protecting from interception and tampering

    VPNs and firewalls

    • Virtual private networks (VPNs) are used to secure and encrypt connections between remote devices and the network. UCaaS providers can use VPN to secure access from remote locations
    • Firewalls are your primary line of defense against unauthorized traffic entering or leaving the network

    SIP

    • Session initiated protocol (SIP) over TLS is used to initiate and terminate video and voice calls over the internet. UCaaS providers often use SIP over TLS to encrypt and secure SIP messages

    SSH

    • Secure shell (SSH) is a cryptographic network protocol used to secure remote access and communications over the network. SSH is often used by UCaaS providers to secure remote management and configuration of systems

    Info-Tech Insight

    Encryption is a must for securing data and voice packets across the internet. These packets can be vulnerable to eavesdropping techniques and local area network (LAN) breaches. This risk must be mitigated from end to end.

    UCaaS

    Seven vendors competing with Microsoft’s integrated suite of collaboration tools

    Zoom

    A logo of Zoom
    Best for large meetings and webinars

    Key features:

    • Virtual meetings up to 300 users, up to 1,000 with enterprise version
    • Team chat
    • Digital whiteboard
    • Phone

    RingCentral

    A logo of RingCentral
    Best for project management collaboration tools

    Key features:

    • Video conferencing up to 200 users
    • Chat
    • Voice calls
    • Video polls and captioning
    • Digital whiteboard

    Nextiva

    A logo of Nextiva
    Best for CRM support, best-in-class functionality and features

    Key features:

    • Single dashboard
    • Chat
    • Cospace collaboration tool
    • Templates
    • Voice and call pop

    GoTo Connect

    A logo of GoTo Connect
    Best for integration with other business apps

    Key features:

    • Video conferencing up to 250 participants
    • Meeting transcripts
    • Dial plan

    Dialpad

    A logo of Dialpad
    Best for small companies under 15 users

    Key features:

    • Video meetings up to 15 participants
    • AI transcripts with call summary
    • Call controls share screen, switch between devices
    • Channel conversations with calendar app

    WebEx

    A logo of WebEx
    Only vendor offering real-time translation & closed captioning

    Key features:

    • Video meetings up to 200 participants
    • Calling features with noise removal, call recording, and transcripts
    • Live polling and Q&A

    Google Workspace

    A logo of Google Workspace
    Best for whole team collaboration for docs and slides

    Key features:

    • Google meet video
    • Collaboration on docs, sheets, and slides
    • Google chat and spaces
    • Calendars with sync updates with Gmail and auto-reminders

    Avaya and Cisco

    The major players in the VoIP on-premises PBX world have moved to a cloud experience to compete with Microsoft and other UCaaS players

    Avaya offers the OneCloud UC platform. It is one of the last UC vendors to offer on-premises solutions. In a market which is moving to the cloud at a serious pace, Avaya retains a 14% share. It made a strategic partnership with RingCentral in 2019 and in February 2021 they formed a joint venture which is now called Avaya Cloud Office, a UCaaS solution that integrates Avaya’s communication and collaboration solution with the RingCentral cloud platform.

    With around 33% of the UC market, Cisco also has a selection of UC products and services for on-premises deployment and the cloud, including WebEx Calling, Jabber, Unity Connections for voice messaging, and Single Number Reach for extensive telephony features.

    Both vendors support on-premises and cloud-based solutions for UC.

    Services provided by Avaya and Cisco in the UCaaS space

    A logo of Avaya Cloud Office
    Avaya Cloud Office

    • Voice calling: Cloud-based phone system over the internet with call forwarding, call transfer, voice mail, and more
    • Video conferencing: Virtual meetings for real-time collaboration, screen sharing, virtual backgrounds, video layout, meeting recording, whiteboarding and annotation, and virtual waiting room
    • Messaging: A feature that allows users to send and receive instant messages and SMS text messaging on the same platform
    • Collaboration: Work together on documents and projects in real time. File sharing and task management
    • Contact center: Manage customer interactions across voice, email, chat, and social media
    • Mobile app: Allows users to access communication and collaboration features on smartphones and tablets

    A logo of Cisco WebEx
    Cisco WebEx

    • Voice calling: Cisco WebEx calling provides cloud-based phone system over the internet including call forwarding, transfer, and voice mail
    • Video conferencing: Features include virtual meeting and real-time collaboration, screen sharing, and virtual backgrounds and layouts, highly scalable to large audiences
    • Messaging: Features include chat and SMS
    • Collaboration: Allows users to work together on docs and projects in real time, including file sharing and task management
    • Contact center: Multiple contact center solutions offered for small, medium, and large enterprises
    • Mobile app: Software clients for Jabber on cellphones
    • Artificial intelligence: Business insights, automatic transcripts, notes, and highlights to capture the meeting

    Service desk and contact center cloud options

    INDUSTRY: All industries
    SOURCE: Software reviews

    What vendors offer and what they don’t

    RingCentral integrates with some popular contact centers such as Five 9, Talkdesk and Sharpen. They also have a built-in contact center solution that can be integrated with their messaging and video conferencing tools.

    GoToConnect integrates with several leading customer service providers including Zendesk and Salesforce Service Cloud They also offer a built-in contact center solution with advanced call routing and management features.

    WebEx integrates with a variety of contact center and customer service platforms including Five9, Genesys, and ServiceNow.

    Dialpad integrates with contact center platforms such as Talkdesk and ServiceNow as well as CRM tools such as Salesforce and HubSpot.

    Google Workspace integrates with third-party contact center platforms through their Google Cloud Contact Center AI offering.

    SoftwareReviews

    A diagram that shows some top cloud options in Software reviews

    UCaaS comparison table

    A diagram of a UCaaS comparison table
    * Some reported issues around sound and voice quality may be due to network
    **Limited to certain plans

    Differences between UCaaS and CPaaS

    UCaaS

    CPaaS

    Defined

    Unified communication as a service – a cloud-based platform providing a suite of tools like voice, video messaging, file sharing & contact center.

    Communication platform as a service – a cloud-based platform allowing developers to use APIs to integrate real-time communications into their own applications.

    Functionality

    Designed for end users accessing a suite of tools for communication and collaboration through a unified platform.

    Designed for developers to create and integrate comms features into their own applications.

    Use cases

    Replace aging on-premises PBX systems with consolidated voice and collaboration services.

    Embedded communications capabilities into existing applications through SDKs, Java, and .NET libraries.

    Cost

    Often has a higher cost depending on services provided which can be quite comprehensive.

    Can be more cost effective than UCaaS if the business only requires a few communication features Integrated into their apps.

    Customization

    Offers less customization as it provides a predefined suite of tools that are rarely customized.

    Highly flexible and customizable so developers can build and integrate to fit unique use cases.

    Vendors

    Zoom, MS Teams, Cisco WebEx, RingCentral 8x8, GoTo Meeting, Slack, Avaya & many more.

    Twilio, Vonage, Pivo, MessageBird, Nexmo, SignalWire, CloudTalk, Avaya OneCloud, Telnyx, Voximplant, and others.

    Microsoft Teams Phone

    UCaaS for Microsoft 365

    Consider your approach to the telephony question. Microsoft incorporates telephony functionality with their broader collaboration suite. Other providers do the opposite.

    Microsoft’s voice solution

    These options allow you to plan for an all-cloud solution, connect to your own carrier, or use a combination of all cloud with a third-party carrier. Caveat: Calling plans must be available in your country or region.

    How do you connect with the public switched telephone network (PSTN)?

    Microsoft has three options for connecting the phone system to the PSTN:

    Calling Plan

    • Uses Microsoft's phone system and adds a domestic and international calling plan, which enables worldwide calling but depends on your chosen license
    • Since PSTN Calling Plan operates out of Microsoft 365, you are not required to deploy/maintain on-premises hardware
    • Customers can connect a supported session border controller (SBC) via direct routing if it’s necessary to operate with third-party PBX analog devices or other voice solutions supported by the SBC
    • You can assign your phone numbers directly in the Teams Admin Center

    This plan will work for you if:

    • There is a calling plan available in your region
    • You don’t need to maintain your PSTN carrier
    • You want to use Microsoft's managed PSTN
    • No SBC is necessary in your organization
    • Teams provides all the features your business needs

    Operator Connect

    • Leverage existing contracts or find a new operator from a selection of participating operators
    • Operator-managed infrastructure, your operator manages PSTN calling services and SBC
    • Faster, easier deployment, quickly connect to your operator and assign phone numbers directly from Teams Admin Center
    • Enhanced support and reliability, operators provide technical support and shared service level agreements
    • Customers can connect a supported SBC via Direct Routing for interoperability with third-party PBXs, analog devices, and other third-party voice solution equipment supported by SBC

    This plan will work for you if:

    • There is no calling plan available in your region
    • Your preferred carrier participates in the Microsoft operator connect plan
    • You are looking to get a new operator that enables calling in Teams

    Direct Routing

    • Connect your own supported SBC to Microsoft Phone System directly without needing additional on-premises software
    • Use virtually any voice solution carrier with Microsoft Phone System
    • Can be configured and managed by customers or by your carrier or partner (ask if your carrier or partner provides this option)
    • Configure interoperability between your voice solution equipment (e.g., a third-party PBX and analog devices) and Microsoft Phone System
    • Assign phone numbers directly from Teams Admin Center

    This plan will work for you if:

    • You want to use Teams with Phone System
    • You need to retain your current PSTN carrier
    • You want to mix routing – some calls are going via Calling Plans, some via your carrier
    • You need to interoperate with third-party PBXs and/or equipment such as overhead pagers, analog devices
    • Teams has all the features that your organization requires


    For more information, go to Microsoft Teams call flows.

    Teams phone architecture

    Microsoft offers three options that can be deployed based on several factors and questions you must answer.

    Microsoft Teams phone considerations when connecting to a PSTN

    • Do you want to move on-premises users to the cloud?
    • Is Microsoft's PSTN Calling Plan available in your region?
    • Is your preferred operator a participant in the Microsoft Operator Connect Program?
    • Do you want or need to keep your current voice carrier (e.g., does an existing contract require you to do so)?
    • Do you have an existing on-premises legacy PBX that you want or need to keep?
    • Does your current legacy PBX offer unique business-critical features?
    • Do all/any of your users require features not currently offered in Phone System?

    1. Phone System with Calling Plan

    All in the cloud for Teams users
    A diagram that shows Phone System with Calling Plan.

    Infrastructure requirements:

    Requires uninterrupted connection with Microsoft 365 Yes
    Available worldwide* No
    Requires deploying and maintaining a supported session border controller (SBC) No
    Requires contract with third-party carrier No

    *List of countries where calling plans are available: aka.ms/callingplans

    2. Phone System with own carrier via operator connect

    Phone system in the cloud; connectivity to on-premises voice network for Teams users
    A diagram that shows Phone System with own carrier via operator connect

    Infrastructure requirements:

    Requires uninterrupted connection with Microsoft 365 Yes
    Available worldwide* No
    Requires deploying and maintaining a supported session border controller (SBC) No
    Requires contract with third-party carrier Yes

    *List of countries where Operator Connect is available: aka.ms/operatorconnect

    3. Phone System with own carrier via Direct Routing

    Phone system in the cloud; connectivity to on-premises voice network for Teams users
    A diagram that shows Phone System with own carrier via Direct Routing

    Infrastructure requirements:

    Requires uninterrupted connection with Microsoft 365 Yes
    Available worldwide Yes
    Requires deploying and maintaining a supported session border controller (SBC) Yes
    Requires contract with third-party carrier* Yes

    *Unless deployed as an option to provide connection to third-party PBX, analog devices, or other voice equipment for users who are on Phone System with Calling Plans


    A Metrigy study found that 70% of organizations adopting MS Teams are using direct routing to connect to the PSTN
    Note: Complex organizations with varying needs can adopt all three options simultaneously.

    Avoid overpurchasing Microsoft telephony

    Microsoft telephony products on a page

    A diagram that shows Microsoft telephony products

    Pros:

    • The complete package: sole-sourcing your environment for simpler management
    • Users familiar with Microsoft will only have one place to go for telephony
    • You can bring your own provider and manage your own routing, giving you more choice
    • This can keep costs down as you do not have to pay for calling plan services
    • You can choose your own third-party solution while still taking advantage of the integrations that make Microsoft so attractive as a vendor

    Cons:

    • The most expensive option of the three
    • Less control and limited features compared to other pure-play telephony vendors
    • This service requires expertise in managing telephony infrastructure
    • Avoiding the cloud may introduce technical debt in the long term
    • You will have to manage integrations and deal with limited feature functionality (e.g. you may be able to receive inbound calls but not make outbound calls)

    Why does it matter?

    Phone System is Microsoft’s answer to the premises-based private branch exchange (PBX) functionality that has traditionally required a large capital expenditure. The cloud-based Phone System, offered with Microsoft’s highest tier of Microsoft/Office 365 licensing, allows Skype/Teams customers access to the following features (among others):

    • PSTN telephony (inbound and outbound)
    • Auto attendants (a menu system for callers to navigate your company directory)
    • Call forwarding, voice mail, and transferring
    • Caller ID
    • Shared lines
    • Common area phones

    Phone System, especially the Teams version, is a fully-featured telephony solution that integrates natively with a popular productivity solution. Phone System is worth exploring because many organizations already have Teams licenses.

    Key insights

    1. Don’t pay twice for the same service (unless you must). If you already have M/O365 E5 customer, Teams telephony can be a great way to save money and streamline your environment.
    2. Consider your approach to the telephony question. Microsoft incorporates telephony functionality into a broader collaboration suite. Other providers do the opposite. This reflects their relative strengths.
    3. Teams is a platform. You can use it as a front end for other telephone services. This might make sense if you have a preferred cloud PBX provider.

    Sources

    “Plan your Teams voice solution,” Microsoft, 2022.

    “Microsoft Calling Plans for Teams,” Microsoft, 2023.

    “Plan Direct Routing,” Microsoft, 2023.

    “Cisco vs. Microsoft Cloud Calling—Discussing the Options,” UC Today, 2022.

    “Microsoft Teams Phone Systems: 5 Deployment Options in 2020,” AeroCom, 2020.

    Contact Center and Teams integration

    Three Teams integration options

    If you want to use a certified and direct routing solution for Teams Phone, use the Connect model.

    If you want to use Azure bots and the Microsoft Graph Communication APIs that enable solution providers to create the Teams app, use the Extend model.

    If you want to use the SDK that enables solution providers to embed native Teams experiences in their App, use the Power model (under development).

    The Connect model features

    The Extend model features

    The Power model features (TBD)

    Office 365 authN for agents to connect to their MS tenant from their integrated CCaaS client

    Team graph APIs and Cloud Communication APIs for integration with Teams

    Goal: One app, one screen contact center experience

    Use Teams to see when agents are available

    Teams-based app for agent experience Chat and collaboration experience integrated with the Teams Client

    Goal: Adapt using software development kits (SDKs)

    Transfers and groups call support for Teams

    Teams as the primary calling endpoint for the agent

    Goal: One dashboard experience

    Teams Graph APIs and Cloud communication APIs for integration with Teams

    Teams' client calling for the all the call controls. Preserve performance & quality of Teams client experience

    Multi-tenant SIP trunking to support several customers on solution provider’s SBC

    Agent experience apps for both Teams web and mobile client

    Solution providers to use Microsoft certified session border controller (SBC)

    Analytics workflow management role-based experience for agents in the CaaS app in Teams

    Teams phone network assessment

    Useful tools for Microsoft network testing and Microsoft Teams site assessment

    Plan network basics

    • Does your network infrastructure have enough capacity? Consider switch ports, wireless access points, and other coverage.
    • If you use VLANs and DHCP, are your scopes sized accordingly?
    • Evaluate and test network paths from where devices are deployed to Microsoft 365.
    • Open the required firewall ports and URLs for Microsoft 365 as per guidance.
    • Review and test E911 requirements and configuration for location accuracy and compliance.
    • Avoid using a proxy server and optimize media paths for reliability and quality.

    What internet speed do I need for Teams calls?

    • Microsoft Teams uses about 1.2 Mbps for HD video calling (720p), 1.5 Mbps for 1080p, 500 kbps for standard quality video (360p). Group video requires about 1 Mbps, HD group video uses about 2 Mbps.

    Key physical considerations

    • Power: Do you have enough electrical outlets? If the device needs an external power source, how close can you position it to an outlet?
    • Device placement: Where will your device be located? Review desk stands, wall mounts, and other accessories from the original equipment manufacturer (OEM).
    • Security: Does your device need to be locked in certain spaces?
    • Accessibility: Does the device meet the accessibility requirements of its primary user? Consider where it's placed, wire length, and handset or headset usability.

    Prepare your organization's network for Microsoft Teams

    Plan your Teams voice solution

    Check your internet connection for Teams Phone System

    Teams Phone Mobile

    UCaaS Activity

    Questions that must be addressed by your business and the vendor. Site surveys and questionnaires for your assessment

    Activity: Questionnaire

    Input: Evaluate your current state, Network readiness
    Output: Decisions on readiness, Gaps in infrastructure readiness, Develop a project plan
    Materials: UCaaS Readiness Questionnaire
    Participants: Infrastructure Manager, Project Manager, Network Engineer, Voice Engineer

    As a group, read through the questions on Tabs 1 and 2 of the UCaaS Readiness Questionnaire workbook. The answers to the questions will determine if you have gaps to fill when determining your readiness to move forward on a UCaaS solution.

    You may produce additional questions during the session that pertain to your specific business and situation. Please add them to the questionnaire as needed.

    Record your answers to determine next steps and readiness.

    When assessing potential vendors, use Tab 3 to determine suitability for your organization and requirements. This section may be left to a later date when building a request for proposal (RFP).

    Call #1: Review client advisory deck and next steps.

    Call #2: Assess readiness from answers to the Tab 1 questions.

    Download the UCaaS Readiness Questionnaire here

    Critical Path – Teams with Phone System Deployment

    A diagram that shows Critical Path – Teams with Phone System Deployment

    Example Ltd.’s Communications Guide

    A diagram that shows Example Ltd.’s Communications Guide

    [Insert Organization Name]’s Communications Guide

    A diagram that shows [Insert Organization Name]’s Communications Guide

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    Learn the strategies that will allow you to develop an effective interactive voice response (IVR) framework that supports self-service and improves the customer experience.

    Bibliography

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    “2022 UCaaS & CCaaS market trends snapshot.” Masergy, 2022. Web.

    “All-in-one cloud communications.” Avaya, 2023. Accessed April 2023. Web.

    Carter, Rebekah. “UC Case Study in Focus: Microsoft Teams and GroupM.” UC Today, 9 May 2022. Accessed Feb. 2023.

    “Cisco Unified Communications Manager Cloud (Cisco UCM Cloud) Data Sheet.” Cisco, 15 Sept. 2021. Accessed Jan. 2023.

    “Cloud Adoption as Viewed by European Companies: Assessing the Impact on Public, Hybrid and Private Cloud Communications.” Mitel, 2018. Web.

    De Guzman, Marianne. “Unified Communications Security: The Importance of UCaaS Encryption.” Fit Small Business, 13 Dec. 2022. Accessed March 2023.

    “Evolution of Unified Communications.” TrueConf, n.d. Accessed March 2023. Web.

    Froehlich, Andrew. “Choose between Microsoft Teams vs. Zoom for conference needs.” TechTarget, 7 May 2021. Accessed March 2023.

    Gerwig, Kate. “UCaaS explained: Guide to unified communications as a service.” TechTarget, 29 March 2022. Accessed Jan. 2023.

    Irei, Alissa. “Emerging UCaaS trends include workflow integrations and AI.” TechTarget, 21 Feb 2020. Accessed Feb. 2023.

    Kuch, Mike. “What Is Unified Communications as a Service (UCaaS)?” Avaya, 27 Dec. 2022. Accessed Jan. 2023.

    Lazar, Irwin. “UC vendors extend mobile telephony capabilities.” TechTarget, 10 Feb. 2023. Accessed Mar 2023.

    McCain, Abby. "30 Essential Hybrid Work Statistics [2023]: The Future of Work." Zippia, 20 Feb. 2023. Accessed Mar 2023.

    “Meet the modern CIO: What CEOs expect from their IT leaders.” Freshworks, 2019. Web.

    “A New Era of Workplace Communications: Will You Lead or Be Left Behind.” No Jitter, 2018. Web.

    Plumley, Mike, et al. “Microsoft Teams IT architecture and voice solutions posters.’” Microsoft Teams, Microsoft, 14 Feb. 2023. Accessed March 2023.

    Rowe, Carolyn, et al. “Plan your Teams voice solution” Microsoft Learn, Microsoft, 1 Oct. 2022.

    Rowe, Carolyn, et al. “Microsoft Calling Plans for Teams.” Microsoft Learn, Microsoft, 23 May 2023.

    Rowe, Carolyn, et al. “Plan Direct Routing.” Microsoft Learn, Microsoft, 20 Feb. 2023.

    Scott, Rob. “Cisco vs. Microsoft Cloud Calling—Discussing the Options,” UC Today, 21 April 2022.

    Smith, Mike. “Microsoft Teams Phone Systems: 5 Deployment Options in 2020.” YouTube, uploaded by AeroCom Inc, 23 Oct. 2020.

    “UCaaS - Getting Started With Unified Communications As A Service.” Cloudscape, 10 Nov. 2022. Accessed March 2023.

    “UCaaS Market Accelerating 29% per year; RingCentral, 8x8, Mitel, BroadSoft and Vonage Lead.” Synergy Research Group, 16 Oct. 2017. Web.

    “UCaaS Statistics – The Future of Remote Work.” UC Today, 21 April 2022. Accessed Feb. 2023.

    “Workplace Collaboration: 2021-22.” Metrigy, 27 Jan. 2021. Web.

    Endpoint Management Selection Guide

    • Buy Link or Shortcode: {j2store}65|cart{/j2store}
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    • Parent Category Name: End-User Computing Applications
    • Parent Category Link: /end-user-computing-applications

    Endpoint management solutions are becoming an essential solution: Deploying the right devices and applications to the right user and the need for zero-touch provisioning are indispensable parts of a holistic strategy for improving customer experience. However, selecting the right-sized platform that aligns with your requirements is a big challenge.

    Following improvements in end-user computation strategies, selection of the right endpoint management solution is a crucial next step in delivering a concrete business value.

    Our Advice

    Critical Insight

    Investigate vendors’ roadmaps to figure out which of the candidate platforms can fulfill your long-term requirements, without any unnecessary investment in features that are not currently useful for you. Make sure you don’t purchase capabilities that you will never use.

    Impact and Result

    • Determine what you require from an endpoint management solution.
    • Review the market space and product offerings, and compare capabilities of key players.
    • Create a use case and use top-level requirements to determine use cases and shortlist vendors.
    • Conduct a formal process for interviewing vendors using Info-Tech’s templates to select the best platform for your requirements.

    Endpoint Management Selection Guide Research & Tools

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

    1. Endpoint Management Selection Guide Storyboard – A structured guide to walk you through the endpoint management market.

    This storyboard will help you understand endpoint management solution core capabilities and prepare you to select an appropriate tool.

    • Endpoint Management Selection Guide Storyboard

    2. UEM Requirements Workbook – A template to help you build your first draft of requirements for UEM selection.

    Use this spreadsheet to brainstorm use cases and features to satisfy your requirements. This document will be help you score solutions and narrow down the field to a list of candidates who can meet your requirements.

    • UEM Requirements Workbook
    [infographic]

    Further reading

    Endpoint Management Selection Guide

    Streamline your organizational approach to selecting a right-sized endpoint management platform.

    Endpoint Management Selection Guide

    Streamline your organizational approach toward the selection of a right-sized endpoint management platform.

    EXECUTIVE BRIEF

    Analyst Perspective

    Revolutionize your endpoint management with a proper tool selection approach

    The endpoint management market has an ever-expanding and highly competitive landscape. The market has undergone tremendous evolution in past years, from device management to application deployments and security management. The COVID-19 pandemic forced organizations to service employees and end users remotely while making sure corporate data is safe and user satisfaction doesn't get negatively affected. In the meantime, vendors were forced to leverage technology enhancements to satisfy such requirements.

    That being said, endpoint management solutions have become more complex, with many options to manage operating systems and run applications for relevant user groups. With the work-from-anywhere model, customer support is even more important than before, as a remote workforce may face more issues than before, or enterprises may want to ensure more compliance with policies.

    Moreover, the market has become more complex, with lots of added capabilities. Some features may not be beneficial to corporations, and with a poor market validation, businesses may end up paying for some capabilities that are not useful.

    In this blueprint, we help you quickly define your requirements for endpoint management and narrow down a list to find the solutions that fulfill your use cases.

    An image of Mahmoud Ramin, PhD

    Mahmoud Ramin, PhD
    Senior Research Analyst, Infrastructure and Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Endpoint management solutions are becoming increasingly essential – deploying the right devices and applications to the right users and zero-touch provisioning are indispensable parts of a holistic strategy for improving customers' experience. However, selecting the right-sized platform that aligns with your requirements is a big challenge.

    Following improvements in end-user computation strategies, selection of the right endpoint management solution is a crucial next step in delivering concrete business value.

    Common Obstacles

    Despite the importance of selecting the right endpoint management 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. There are many options available, which can cause business and IT leaders to feel lost.

    The endpoint management market is evolving quickly, making the selection process tedious. On top of that, IT has a hard time defining their needs and aligning solution features with their requirements.

    Info-Tech's Approach

    Determine what you require from an endpoint management solution.

    Review the market space and product offerings, and compare the capabilities of key players.

    Create a use case – use top-level requirements to determine use cases and short-list vendors.

    Conduct a formal process for interviewing vendors, using Info-Tech's templates to select the best platform for your requirements.

    Info-Tech Insight

    Investigate vendors' roadmaps to figure out which of the candidate platforms can fulfill your long-term requirements without any unnecessary investment in features that are not currently useful for you. Make sure you don't purchase capabilities that you will never use.

    What are endpoint management platforms?

    Our definition: Endpoint management solutions are platforms that enable IT with appropriate provisioning, security, monitoring, and updating endpoints to ensure that they are in good health. Typical examples of endpoints are laptops, computers, wearable devices, tablets, smart phones, servers, and the Internet of Things (IoT).

    First, understand differences between mobile management solutions

    • Endpoint management solutions monitor and control the status of endpoints. They help IT manage and control their environment and provide top-notch customer service.
    • These solutions ensure a seamless and efficient problem management, software updates and remediations in a secure environment.
    • Endpoint management solutions have evolved very quickly to satisfy IT and user needs:
    • Mobile Device Management (MDM) helps with controlling features of a device.
    • Enterprise Mobile Management (EMM) controls everything in a device.
    • Unified Endpoint Management (UEM) manages all endpoints.

    Endpoint management includes:

    • Device management
    • Device configuration
    • Device monitoring
    • Device security

    Info-Tech Insight

    As endpoint management encompasses a broad range of solution categories including MDM, EMM, and UEM, look for your real requirements. Don't pay for something that you won't end up using.

    As UEM covers all of MDM and EMM capabilities, we overview market trends of UEM in this blueprint to give you an overall view of market in this space.

    Your challenge: Endpoint management has evolved significantly over the past few years, which makes software selection overwhelming

    An mage showing endpoint management visualzed as positions on an iceberg. at the top is UEM, at the midpoint above the waterline is Enterprise Mobile Management, and below the water is Mobile Device Management.

    Additional challenges occur in securing endpoints

    A rise in the number of attacks on cloud services creates a need to leverage endpoint management solutions

    MarketsandMarkets predicted that global cloud infrastructure services would increase from US$73 billion in 2019 to US$166.6 billion in 2024 (2019).

    A study by the Ponemon Institute showed that 68% of respondents believe that security attacks increased over the past 12 months (2020).

    The study reveals that over half of IT security professionals who participated in the survey believe that organizations are not very efficient in securing their endpoints, mainly because they're not efficient in detecting attacks.

    IT professionals would like to link endpoint management and security platforms to unify visibility and control, to determine potential risks to endpoints, and to manage them in a single solution.

    Businesses will continue to be compromised by the vulnerabilities of cloud services, which pose a challenge to organizations trying to maintain control of their data.

    Trends in endpoint management have been undergoing a tremendous change

    In 2020, about 5.2 million users subscribed to mobile services, and smartphones accounted for 65% of connections. This will increase to 80% by 2025.
    Source: Fortune Business Insights, 2021

    Info-Tech's methodology for selecting a right-sized endpoint management platform

    1. Understand Core Features and Build Your Use Case

    2. Discover the Endpoint Management Market Space and Select the Right Vendor

    Phase Steps

    1. Define endpoint management platforms
    2. Explore endpoint management trends
    3. Classify table stakes & differentiating capabilities
    4. Streamline the requirements elicitation process for a new endpoint management platform
    1. Discover key players across the vendor landscape
    2. Engage the shortlist and select finalists
    3. Prepare for implementation

    Phase Outcomes

    1. Consensus on scope of endpoint management and key endpoint management platform capabilities
    2. Top-level use cases and requirements
    1. Overview of shortlisted vendors
    2. Prioritized list of UEM features

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2

    Call #1: Understand what an endpoint management platform is and learn how it evolved. Discuss core capabilities and key trends.
    Call #2: Build a use case and define features to fulfill the use case.

    Call #3: Define your core endpoint management platform requirements.
    Call #4: Evaluate the endpoint management platform vendor landscape and shortlist viable options.
    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 endpoint management purchase process should be broken into segments:

    1. Endpoint management vendor shortlisting with this buyer's guide
    2. Structured approach to selection
    3. Contract review

    Info-Tech's approach

    The Info-Tech difference:
    Analyze needs

    Evaluate solutions

    Determine where you need to improve the tools and processes used to support the company.

    Determine the best fit for your needs by scoring against features.

    Assess existing solution

    Features

    Determine if your solution can be upgraded or easily updated to meet your needs.

    Determine which features will be key to your success

    Create a business case for change

    Use Cases

    A two-part business case will focus on a need to change and use cases and requirements to bring stakeholders onboard.

    Create use cases to ensure your needs are met as you evaluate features

    Improve existing

    High-Level Requirements

    Work with Info-Tech's analysts to determine next steps to improve your process and make better use of the features you have available.

    Use the high-level requirements to determine use cases and shortlist vendors

    Complementary research:

    Create a quick business case and requirements document to align stakeholders to your vision with Info-Tech's Rapid Application Selection Framework.
    See what your peers are saying about these vendors at SoftwareReviews.com.

    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

    Understand core features and build your business case

    Phase 1

    Phase 2

    Define endpoint management platforms

    Explore endpoint management trends

    Classify table stakes & differentiating capabilities

    Streamline the requirements elicitation process for a new endpoint management platform

    Discover key players across the vendor landscape

    Engage the shortlist and select finalist

    Prepare for implementation

    This phase will walk you through the following activity:

    Define use cases and core features for meeting business and technical goals

    This phase involves the following participants:

    • CIO
    • IT manager
    • Infrastructure & Applications directors
    Mobile Device Management

    Enterprise Mobile Management

    MDM applies security over corporate-owned devices.

    What is MDM and what can you do with it?

    1. MDM helps manage and control corporate owned devices.
    2. You can enforce company policies, track, monitor, and lock device remotely by an MDM.
    3. MDM helps with remote wiping of the device when it is lost or stolen.
    4. You can avoid unsecure Wi-Fi connections via MDM.

    EMM solutions solve the restrictions arose with BYOD (Bring Your Own Device) and COPE (Corporate Owned, Personally Enabled) provisioning models.

    • IT needs to secure corporate-owned data without compromising personal and private data. MDM cannot fulfill this requirement. This led to the development of EMM solutions.
    • EMM tools allow you to manage multiple device platforms through MDM protocols. These tools enforce security settings, allow you to push apps to managed devices, and monitor patch compliance through reporting.

    MDM solutions function at the level of corporate devices. Something else was needed to enable personal device management.

    Major components of EMM solutions

    Mobile Application Management (MAM)

    Allows organizations to control individual applications and their associated data. It restricts malicious apps and enables in-depth application management, configuration, and removal.

    Containerization

    Enables separation of work-related data from private data. It provides encrypted containers on personal devices to separate the data, providing security on personal devices while maintaining users' personal data.

    Mobile Content Management (MCM)

    Helps remote distribution, control, management, and access to corporate data.

    Mobile Security Management (MSM)

    Provides application and data security on devices. It enables application analysis and auditing. IT can use MSM to provide strong passwords to applications, restrict unwanted applications, and protect devices from unsecure websites by blacklisting them.

    Mobile Expense Management (MEM)

    Enables mobile data communication expenses auditing. It can also set data limits and restrict network connections on devices.

    Identity Management

    Sets role-based access to corporate data. It also controls how different roles can use data, improving application and data security. Multifactor authentication can be enforced through the identity management featured of an EMM solution.

    Unified endpoint management: Control all endpoints in a single pane of glass

    IT admins used to provide customer service such as installation, upgrades, patches, and account administration via desktop support. IT support is not on physical assistance over end users' desktops anymore.

    The rise of BYOD enhanced the need to be able to control sensitive data outside corporate network connection on all endpoints, which was beyond the capability of MDM and EMM solutions.

    • It's now almost impossible for IT to be everywhere to support customers.
    • This created a need to conduct tasks simultaneously from one single place.
    • UEM enables IT to run, manage, and control endpoints from one place, while ensuring that device health and security remain uncompromised.
    • UEM combines features of MDM and EMM while extending EMM's capabilities to all endpoints, including computers, laptops, tablets, phones, printers, wearables, and IoT.

    Info-Tech Insight

    Organizations once needed to worry about company connectivity assets such as computers and laptops. To manage them, traditional client management tools like Microsoft Configuration Manager would be enough.

    With the increase in the work-from-anywhere model, it is very hard to control, manage, and monitor devices that are not connected to a VPN. UEM solutions enable IT to tackle this challenge and have full visibility into and management of any device.

    UEM platforms help with saving costs and increasing efficiency

    UEM helps corporates save on their investments as it consolidates use-case management in a single console. Businesses don't need to invest in different device and application management solutions.

    From the employee perspective, UEM enables them to work on their own devices while enforcing security on their personal data.

    • Security and privacy are very important criteria for organizations. With the rapid growth of the work-from-anywhere model, corporate security is a huge concern for companies.
    • Working from home has forced companies to invest a lot in data security, which has led to high UEM demand. UEM solutions streamline security management by consolidating device management in a single platform.
    • With the fourth-generation industrial revolution, we're experiencing a significant rise in the use of IoT devices. UEM solutions are very critical for managing, configuring, and securing these devices.
    • There will be a huge increase in cyber threats due to automation, IoT, and cloud services. The pandemic has sped up the adoption of such services, forcing businesses to rethink their enterprise mobility strategies. They are now more cautious about security risks and remediations. Businesses need UEM to simplify device management on multiple endpoints.
    • With UEM, IT environment management gets more granular, while giving IT better visibility on devices and applications.

    UEM streamlines mundane admin tasks and simplifies user issues.

    Even with a COPE or COBO provisioning model, without any IT intervention, users can decide on when to install relevant updates. It also may lead to shadow IT.

    Endpoint management, and UEM more specifically, enables IT to enforce administration over user devices, whether they are corporate or personally owned. This is enabled without interfering with private/personal data.

    Where it's going: The future state of UEM

    Despite the fast evolution of the UEM market, many organizations do not move as fast as technological capabilities. Although over half of all organizations have at least one UEM solution, they may not have a good strategy or policies to maximize the value of technology (Tech Orchard, 2022). As opposed to such organizations, there are others that use UEM to transform their endpoint management strategy and move service management to the next level. That integration between endpoint management and service management is a developing trend (Ivanti, 2021).

    • SaaS tools like Office 365 are built to be used on multiple devices, including multiple computers. Further, the pandemic saw 47% of organizations significantly increase their use of BYOD (Cybersecurity Insiders, 2021).
    • Over 2022, 78% of people worked remotely for at least some amount of time during the week (Tech Orchard, 2022).
    • 84% of organizations believe that cybersecurity threat alarms are becoming very overwhelming, and almost half of companies believe that the best way to tackle this is through consolidating platforms so that everything will be visible and manageable through a single pane of glass (Cybersecurity Insiders, 2022).
    • The UEM market was worth $3.39 billion in 2020. It is expected to reach $53.65 billion by 2030, with an annual growth rate of 31.7% (Datamation, 2022). This demonstrates how dependent IT is becoming on endpoint management solutions.

    An image of a donut chart showing the current state of UEM Strategy.

    Only 27% of organizations have "fully deployed" UEM "with easy management across all endpoints"
    Source: IT Pro Today, 2018.

    Endpoint Management Key Trends

    • Commoditization of endpoint management features. Although their focus is the same, some UEM solutions have unique features.
    • New endpoint management paradigms have emerged. Endpoint management has evolved from client management tools (CMT) and MDM into UEM, also known as "modern management" (Ivanti, 2022).
    • One pane of glass for the entire end-user experience. Endpoint management vendors are integrating their solution into their ITSM, ITOM, digital workspace, and security products.
    • AI-powered insights. UEM tools collect data on endpoints and user behavior. Vendors are using their data to differentiate themselves: Products offer threat reports, automated compliance workflows, and user experience insights. The UEM market is ultimately working toward autonomous endpoint management (Microsoft, 2022).
    • Web apps and cloud storage are the new normal. Less data is stored locally. Fewer apps need to be patched on the device. Apps can be accessed on different devices more easily. However, data can more easily be accessed on BYOD and on new operating systems like Chrome OS.
    • Lighter device provisioning tools. Instead of managing thick images, UEM tools use lighter provisioning packages. Once set up, Autopilot and UEM device enrollment should take less time to manage than thick images.
    • UEM controls built around SaaS. Web apps and the cloud allow access from any device, even unmanaged BYOD. UEM tools allow IT to apply the right level of control for the situation – mobile application management, mobile content management, or mobile device management.
    • Work-from-anywhere and 5G result in more devices outside of your firewalls. Cloud-based management tools are not limited by your VPN connection and can scale up more easily than traditional, on-prem tools.

    Understand endpoint management table stakes features

    Determine high-level use cases to help you narrow down to specific features

    Support the organization's operating systems:
    Many UEM vendors support the most dominant operating systems, Windows and Mac; however, they are usually stronger in one particular OS than the other. For instance, Intune supports both Windows and Mac, although there are some drawbacks with MacOS management by Intune. Conversely, Jamf is mainly for MacOS and iOS management. Enterprises look to satisfy their end users' needs. The more UEM vendors support different systems, the more likely enterprises will pick them. Although, as mentioned, in some instances, enterprises may need to select more than one option, depending on their requirements.

    Support BYOD and remote environments:
    With the impact of the pandemic on work model, 60-70% of workforce would like to have more flexibility for working remotely (Ivanti, 2022). BYOD is becoming the default, and SaaS tools like Office 365 are built to be used on multiple devices, including multiple computers. As BYOD can boost productivity (Samsung Insights, 2016), you may be interested in how your prospective UEM solution will enable this capability with remote wipe (corporate wipe capability vs. wiping the whole device), data and device tracking, and user activity auditing.

    Understand endpoint management table stakes features

    Determine high-level use cases to help you narrow down to specific features

    Integration with the enterprise's IT products:
    To get everything in a single platform and to generate better metrics and dashboards, vendors provide integrations with ticketing and monitoring solutions. Many large vendors have strong integrations with multiple ITSM and ITAM platforms to streamline incident management, request management, asset management, and patch management.

    Support security and compliance policies:
    With the significant boost in work-from-anywhere, companies would like to enable endpoint security more than ever. This includes device threat detection, malware detection, anti-phishing, and more. All UEMs provide these, although the big difference between them is how well they enable security and compliance, and how flexible they are when it comes to giving conditional access to certain data.

    Provide a fully automated vs manual deployment:
    Employees want to get their devices faster, IT wants to deploy devices faster, and businesses want to enable employees faster to get them onboard sooner. UEMs have the capability to provide automated and manual deployment. However, the choice of solution depends on enterprise's infrastructure and policies. Full automation of deployment is very applicable for corporate devices, while it may not be a good option for personally owned devices. Define your user groups and provisioning models, and make sure your candidate vendors satisfy requirements.

    Plan a proper UEM selection according to your requirements

    1. Identify IT governance, policy, and process maturity
      Tools cannot compensate for your bad processes. You should improve deploying and provisioning processes before rolling out a UEM. Automation of a bad process only wraps the process in a nicer package – it does not fix the problem.
      Refer to InfoTech's Modernize and Transform Your End-User Computing Strategy for more information on improving endpoint management procedures.
    2. Consider supported operating systems, cloud services, and network infrastructure in your organization
      Most UEMs support all dominant operating systems, but some solutions have stronger capability for managing a certain OS over the other.
    3. Define enterprise security requirements
      Investigate security levels, policies, and requirements to align with the security features you're expecting in a UEM.
    4. Selection and implementation of a UEM depends on use case. Select a vendor that supports your use cases
      Identify use cases specific to your industry.
      For example, UEM use cases in Healthcare:
      • Secure EMR
      • Enforce HIPAA compliance
      • Secure communications
      • Enable shared device deployment

    Activity: Define use cases and core features for meeting business and technical goals

    1-2 hours

    1. Brainstorm with your colleagues to discuss your challenges with endpoint management.
    2. Identify how these challenges are impacting your ability to meet your goals for managing and controlling endpoints.
    3. Define high-level goals you wish to achieve in the first year and in the longer term.
    4. Identify the use cases that will support your overall goals.
    5. Document use cases in the UEM Requirements Workbook.

    Input

    • List of challenges and goals

    Output

    • Use cases to be used for determining requirements

    Materials

    • Whiteboard/flip charts
    • Laptop to record output

    Participants

    • CIO
    • IT manager
    • Infrastructure & Applications directors

    Download the UEM Requirements Workbook

    Phase 2

    Discover the endpoint management market space and select the right vendor

    Phase 1

    Phase 2

    Define endpoint management platforms

    Explore endpoint management trends

    Classify table stakes & differentiating capabilities

    Streamline the requirements elicitation process for a new endpoint management platform

    Discover key players across the vendor landscape

    Engage the shortlist and select finalist

    Prepare for implementation

    This phase will walk you through the following activity:
    Define top-level features for meeting business and technical goals
    This phase involves the following participants:

    • CIO
    • IT manager
    • Infrastructure & Applications directors
    • Project managers

    Elicit and prioritize granular requirements for your endpoint management platform

    Understanding business needs through requirements gathering is the key to defining everything about what is
    being purchased. However, it is an area where people often make critical mistakes.

    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 confusing and inconsistent detail in the requirements.
    • Drill down all the way 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."

    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.

    Review Info-Tech's blueprint Improve Requirements Gathering to improve your requirements gathering process.

    Consider the perspective of each stakeholder to ensure functionality needs are met

    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 of implementation and all use cases of:
      • Buying an all-in-one solution.
      • Integration of multiple best-of-breed solutions.
      • 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 endpoint management solutions.

    Pros and Cons

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    Evaluate software category leaders through vendor rankings and awards

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    • 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.
    • 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

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    • 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.

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    With the insight of our expert analysts, our members receive unparalleled support in their buying journey.

    Get to Know the Key Players in the Endpoint Management Landscape

    The following slides provide a top-level overview of the popular players you will encounter in the endpoint management shortlisting process in alphabetical order.

    A screenshot showing a series of logos for the companies addressed later in this blueprint. It includes: Ciso; Meraki; Citrix; IBM MaaS360; Ivanti; Jamf|Pro; ManageEngine Endpoint Central; Microsoft Endpoint Manager, and VMWARE.

    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF, and NPS scores are pulled from live data as of January 2023.

    Secure business units and enhance connection by simplifying the digital workplace

    A good option for enterprises that want a single-pane-of-glass UEM that is easy to use, with a modern-looking dashboard, high threat-management capability, and high-quality customer support.

    CISCO Meraki

    Est. 1984 | CA, USA | NASDAQ: CSCO

    8.8

    9.1

    +92

    91%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    This is a Screenshot of CISCO Meraki's dashboard.

    Screenshot of CISCO Meraki's dashboard. Source: Cisco

    Strengths:

    Areas to improve:

    • Cisco Meraki offers granular control over what users can and cannot use.
    • The system is user friendly and intuitive, with a variety of features.
    • The anti-malware capability enhances security.
    • Users are very satisfied with being able to control everything in a single platform.
    • System configuration is easy.
    • Vendor relationship is very high with a rate of 96%.
    • System setup is easy, and users don't need much experience for initial configuration of devices.
    • Users are also mostly satisfied with the platform design.
    • Monitoring within the tool is easy.
    • According to SoftwareReviews' survey report, the primary reason for leaving Cisco Meraki and switching over to another vendor is functionality.
    • Regardless of the top-notch offerings and high-quality features, the product is relatively expensive. The quality and price factors make the solution a better fit for large enterprises. However, SoftwareReviews' scorecard for Cisco Meraki shows that small organizations are the most satisfied compared to the medium and large enterprises, with a net promoter score of 81%.

    Transform work experience and support every endpoint with a unified view to ensure users are productive

    A tool that enables you to access corporate resources on personal devices. It is adaptable to your budget. SoftwareReviews reports that 75% of organizations have received a discount at initial purchase or renewal, which makes it a good candidate if looking for a negotiable option.

    Citrix Endpoint Management

    Est. 1989 | TX, USA | Private

    7.9

    8.0

    8.0

    83%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of Citrix Endpoint Management's dashboard.

    Screenshot of Citrix Endpoint Management's dashboard. Source: Citrix

    Strengths:

    Areas to improve:

    • Citrix Endpoint Management is a cloud-centric, easy-to-use UEM with an upgradable interface.
    • The solution simplifies endpoint management and provides real-time visibility and notifications.
    • Citrix allows deployments on different operating systems to meet organizations' infrastructure requirements.
    • The vendor offers different licenses and pricing models, allowing businesses of different sizes to use the tool based on their budgets and requirements.
    • Some users believe that integration with external applications should be improved.
    • Deployment is not very intuitive, making implementation process challenging.
    • User may experience some lagging while opening applications on Citrix. Application is even a bit slower when using a mobile device.

    Scale remote users, enable BYOD, and drive a zero-trust strategy with IBM's modern UEM solution

    A perfect option to boost cybersecurity. Remote administration and installation are made very easy and intuitive on the platform. It is very user friendly, making implementation straightforward. It comes with four licensing options: Essential, Deluxe, Premier, and Enterprise. Check IBM's website for information on pricing and offerings.

    IBM MaaS360

    Est. 1911 | NY, USA | NYSE: IBM

    7.7

    8.4

    +86

    76%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of IBM MaaS360's dashboard.

    Screenshot of IBM MaaS360's dashboard. Source: IBM

    Strengths:

    Areas to improve:

    • IBM MaaS360 is easy to install and implement.
    • It has different pricing models to fit enterprises' needs.
    • MaaS360 is compatible with different operating systems.
    • Security management is one of the strongest features, making the tool perfect for organizations that want to improve cybersecurity.
    • Vendor support is very effective, and users find knowledge articles very helpful.
    • It has a very intuitive dashboard.
    • The tool can control organizational data, allowing you to apply BYOD policy.
    • AI Advisor with Watson provides AI-driven reporting and insights.
    • Working with iOS may not be as intuitive as other operating systems.
    • Adding or removing users in a user group is not very straightforward.
    • Some capabilities are limited to particular Android or iOS devices.
    • Deploying application packages may be a bit difficult.
    • Hardware deployment may need some manual work and is not fully automated.

    Get complete device visibility from asset discovery to lifecycle management and remediation

    A powerful tool for patch management with a great user interface. You can automate patching and improve cybersecurity, while having complete visibility into devices. According to SoftwareReviews, 100% of survey participants plan to renew their contract with Ivanti.

    Ivanti Neurons

    Est. 1985 | CA, USA | Private

    8.0

    8.0

    +81

    83%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of Ivanti Neurons UEM's dashboard.

    Screenshot of Ivanti Neurons UEM's dashboard. Source: Ivanti

    Strengths:

    Areas to improve:

    • The tool is intuitive and user friendly.
    • It's a powerful security management platform, supporting multiple operating systems.
    • Ivanti Neurons is very strong in patch management and inventory management. It helps a seamless application deployment.
    • Users can install their applications via Ivanti's portal.
    • The user interface is very powerful and easy to use.
    • AI-augmented process management automates protocols, streamlining device management and application updates.
    • Vendor is very efficient in training and provides free webinars.
    • Data integration is very easy. According to SoftwareReviews, it had a satisfaction score for ease of data integration of 86%, which makes Ivanti the top solution for this capability.
    • Data analytics is powerful but complicated.
    • Setup is easy for some teams but not as easy for others, which may cause delays for implementation.
    • Software monitoring is not as good as other competitors.

    Improve your end-user productivity and transform enterprise Apple devices

    An Apple-focused UEM with a great interface. Jamf can manage and control macOS and iOS, and it is one of the best options for Apple products, according to users' sentiments. However, it may not be a one-stop solution if you want to manage non-Apple products as well. In this case, you can use Jamf in addition to another UEM. Jamf has some integrations with Microsoft, but it may not be sufficient if you want to fully manage Windows endpoints.

    Jamf PRO

    Est. 2002 | MN, USA | NASDAQ: JAMF

    8.8

    8.7

    +87

    95%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of Jamf PRO's dashboard.

    Screenshot of Jamf PRO's dashboard. Source: Jamf

    Strengths:

    Areas to improve:

    • Jamf Pro is a unique product with an easy implementation that enables IT with minimum admin intervention.
    • It can create smart groups (based on MDM profile and user group) to automatically assign users to their pertinent apps and updates.
    • It's a very user-friendly tool, conducting device management in fewer steps than other competitors.
    • Reports are totally customizable and dynamic.
    • Notifications are easy to navigate and monitor.
    • Self-service feature enables end users to download their predefined categories of applications in the App Store.
    • It can apply single sign-on integrations to streamline user access to applications.
    • Businesses can personalize the tool with corporate logos.
    • Vendor does great for customer service when problems arise.
    • It is a costly tool relative to other competitors, pushing prospects to consider other products.
    • The learning process may be long and not easy, especially if admins do not script, or it's their first time using a UEM.

    Apply automation of traditional desktop management, software deployment, endpoint security, and patch management

    A strong choice for patch management, software deployment, asset management, and security management. There is a free version of the tool available to try get an understanding of the platform before purchasing a higher tier of the product.

    ManageEngine Endpoint Central

    Est. 1996 | India | Private

    8.3

    8.3

    +81

    88%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of ME Endpoint Central's dashboard.

    Screenshot of ME Endpoint Central's dashboard. Source: ManageEngine

    Strengths:

    Areas to improve:

    • It supports several operating systems including Windows, Mac, Linux, Android, and iOS.
    • Endpoint Central provides end-to-end monitoring, asset management, and security in a single platform.
    • Setup is simple and intuitive, and it's easy to learn and configure.
    • The reporting feature is very useful and gives you clear visibility into dashboard.
    • Combined with ME Service Desk Plus, we can call Endpoint Central an all-in-one solution.
    • The tool provides a real-time report on devices and tracks their health status.
    • It has multiple integrations with third-party solutions.
    • Tool does not automate updates, making application updates time-consuming.
    • Sometimes, patches and software deployments fail, and the tool doesn't provide any information on the reason for the failure.
    • There is no single point of contact/account manager for the clients when they have trouble with the tool.
    • Remote connection to Android devices can sometimes get a little tedious.

    Get device management and security in a single platform with a combination of Microsoft Intune and Configuration Manager

    A solution that combines Intune and ConfigMgr's capabilities into a single endpoint management suite for enrolling, managing, monitoring, and securing endpoints. It's a very cost-effective solution for enterprises in the Microsoft ecosystem, but it also supports other operating systems.

    Microsoft Endpoint Manager

    Est. 1975 | NM, USA | NASDAQ: MSFT

    8.0

    8.5

    +83

    85%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of MS Endpoint Manager's dashboard.

    Screenshot of MS Endpoint Manager's dashboard. Source: Microsoft

    Strengths:

    Areas to improve:

    • Licensing for the enterprises that use Windows as their primary operating system is more efficient and cost effective.
    • Endpoint Manager is very customizable, with the ability to assign personas to device groups.
    • Besides Windows, it manages other operating systems, such as Linux, Android, and iOS.
    • It creates endpoint security and compliance policies for BitLocker that streamlines data protection and security. It also provides SSO.
    • It provides very strong documentation and knowledgebase.
    • User interface is not as good as competitors. It's a bit clunky and complex to use.
    • The process of changing configurations on devices can be time consuming.
    • Sometimes there are service outages such as Autopilot failure, which push IT to deploy manually.
    • Location tracking is not very accurate.

    Simplify and consolidate endpoint management into a single solution and secure all devices with real-time, "over-the-air" modern management across all use cases

    A strong tool for managing and controlling mobile devices. It can access all profiles through Google and Apple, and it integrates with various IT management solutions.

    VMware Workspace ONE

    Est. 1998 | CA, USA | NYSE: VMW

    7.5

    7.4

    +71

    75%

    COMPOSITE SCORE

    CX SCORE

    EMOTIONAL FOOTPRINT

    LIKELINESS TO RECOMMEND

    DOWNLOAD REPORT

    Screenshot of Workspace ONE's dashboard.

    Screenshot of Workspace ONE's dashboard. Source: VMware

    Strengths:

    Areas to improve:

    • Workspace ONE provides lots of information about devices.
    • It provides a large list of integrations.
    • The solution supports various operating systems.
    • The platform has many out-of-the-box features and helps with security management, asset management, and application management.
    • The vendor has a community forum which users find helpful for resolving issues or asking questions about the solution.
    • It is very simple to use and provides SSO capability.
    • Implementation is relatively easy and straightforward.
    • Customization may be tricky and require expertise.
    • The solution can be more user friendly with a better UI.
    • Because of intensive processing, updates to applications take a long time.
    • The tool may sometimes be very sensitive and lock devices.
    • Analytics and reporting may need improvement.

    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!

    Activity: Define high-level features for meeting business and technical goals

    Input

    • List of endpoint management use cases
    • List of prioritized features

    Output

    • Vendor evaluation
    • Final list of candidate vendors

    Materials

    • Whiteboard/flip charts
    • Laptop
    • UEM Requirements Workbook

    Participants

    • CIO
    • IT manager
    • Infrastructure & Applications directors
    • Project managers

    Activity: Define top-level features for meeting business and technical goals

    As there are many solutions in the market that share capabilities, it is imperative to closely evaluate how well they fulfill your endpoint management requirements.
    Use the UEM Requirements Workbook to identify your desired endpoint solution features and compare vendor solution functionality based on your desired features.

    1. Refer to the output of the previous activity, the identified use cases in the spreadsheet.
    2. List the features you want in an endpoint solution for your devices that will fulfill these use cases. Record those features in the second column ("Detailed Feature").
    3. Prioritize each feature (must have, should have, nice to have, not required).
    4. Send this list to candidate vendors.
    5. When you finish your investigation, review the spreadsheet to compare the various offerings and pros and cons of each solution.

    Info-Tech Insight

    The output of this activity can be used for a detailed evaluation of UEM vendors. The next steps will be vendor briefing and having further discussion on technical capabilities and conducting demos of solutions. Info-Tech's blueprint, The Rapid Application Selection Framework, takes you to these next steps.

    This is a screenshot showing the high value use cases table from The Rapid Application Selection Framework.

    Download the UEM Requirements Workbook

    Leverage Info-Tech's research to plan and execute your endpoint management selection and implementation

    Use Info-Tech Research Group's blueprints for selection and implementation processes to guide your own planning.

    • Assess
    • Prepare
    • Govern & Course Correct

    This is a screenshot of the title pages from INfo-tech's Governance and management of enterprise Software Implementaton; and The Rapid Applicaton Selection Framework.

    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 because communication can break down more easily. 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.

    Implementation with a partner typically results in higher satisfaction

    Align your implementation plans with both the complexity of the solution and internal skill levels

    Be clear and realistic in your requirements to the vendor about the level of involvement you need to be successful.

    Primary reasons to use a vendor:

    • Lack of skilled resources: For solutions with little configuration change happening after the initial installation, the ramp-up time for an individual to build skills for a single event is not practical.
    • Complexity of solution: Multiple integrations, configurations, modules, and even acquisitions that haven't been fully integrated in the solution you choose can make it difficult to complete the installation and rollout on time and on budget. Troubleshooting becomes even more complex if multiple vendors are involved.
    • Data migration: Decide what information will be valuable to transfer to the new solution and which will not benefit your organization. Data structure and residency can both be factors in the complexity of this exercise.

    This is an image of a bar graph showing the Satisfaction Net Promotor Score by Implementation type and Organization Size.

    Source: SoftwareReviews, January 2020 to January 2023, N= 20,024 unique reviews

    To ensure your SOW is mutually beneficial, download the blueprint Improve Your Statements of Work to Hold Your Vendors Accountable.

    Consider running a proof of concept if concerns are expressed about the feasibility of the chosen solution

    Proofs of concept (PoCs) can be time consuming, so make good choices on where to spend the effort

    Create a PoC charter that will enable a quick evaluation of the defined use cases and functions. These key dimensions should form the PoC.

    1. Objective – Giving an overview of the planned PoC will help to focus and clarify the rest of this section. What must the PoC achieve? Objectives should be specific, measurable, attainable, relevant, and time bound. Outline and track key performance indicators.
    2. Key Success Factors – These are conditions that will positively impact the PoC's success.
    3. Scope – High-level statement of scope. More specifically, state what is in scope and what is out of scope.
    4. Project Team – Identify the team's structure, e.g. sponsors, subject matter experts.
    5. Resource Estimation – Identify what resources (time, materials, space, tools, expertise, etc.) will be needed to build and socialize your prototype. How will they be secured?

    An image of two screenshots from Info-Tech Research Group showing documentaton used to generate effective proof of concepts.

    To create a full proof of concept plan, download the Proof of Concept Template and see the instructions in Phase 3 of the blueprint Exploit Disruptive Infrastructure Technology.

    Selecting a right-sized endpoint management platform

    This selection guide allows organizations to execute a structured methodology for picking a UEM platform that aligns with their needs. This includes:

    • Identifying and prioritizing key business and technology drivers for an endpoint management selection business case.
    • Defining key use cases and requirements for a right-sized UEM platform.
    • Reviewing a comprehensive market scan of key players in the UEM marketspace.

    This formal UEM selection initiative will map out requirements and identify technology capabilities to fill the gap for better endpoint management. It also allows a formal roll-out of a UEM 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 endpoint management is
    • Historical origins and evolution of endpoint management platforms
    • Current trends and future state of endpoint management platforms

    Processes Optimized

    • Identifying use cases
    • Gathering requirements
    • Reviewing market key players and their capabilities
    • Selecting a UEM tool that fulfills your requirements

    UEM Solutions Analyzed

    • CISCO Meraki
    • Citrix Endpoint Management
    • IBM MaaS360
    • Ivanti Neurons UEM
    • Jamf Pro
    • ManageEngine Endpoint Central
    • Microsoft Endpoint Manager
    • VMware Workspace ONE

    Related Info-Tech Research

    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 | 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.

    The Rapid Application Selection Framework

    This blueprint walks you through a process for a fast and efficient selection of your prospective application. You will be enabled to use a data-driven approach to select the right application vendor for your needs, shatter stakeholder expectations with truly rapid application selections, boost collaboration and crush the broken telephone with concise and effective stakeholder meetings, and lock in hard savings.

    Bibliography

    "BYOD Security Report." Cybersecurity Insiders, 2021. Accessed January 2023.
    "Cloud Infrastructure Services Market." MarketsAnd Markets, 2019. Accessed December 2022.
    Evans, Alma. "Mastering Mobility Management: MDM Vs. EMM Vs. UEM." Hexnode, 2019. Accessed November 2022.
    "Evercore-ISI Quarterly Enterprise Technology Spending Survey." Evercore-ISI, 2022. Accessed January 2023.
    "5G Service Revenue to Reach $315 Billion Globally in 2023." Jupiter Research, 2022. Accessed January 2023.
    Hein, Daniel. "5 Common Unified Endpoint Management Use Cases You Need to Know." Solutions Review, 2020. Accessed January 2023.
    "Mobile Device Management Market Size, Share & COVID-19 Impact Analysis." Fortune Business Insights, 2021. Accessed December 2022.
    Ot, Anina. "The Unified Endpoint Management (UEM) Market." Datamation, 14 Apr. 2022. Accessed Jan. 2023.
    Poje, Phil. "CEO Corner: 4 Trends in Unified Endpoint Management for 2023." Tech Orchard, 2022. Accessed January 2023.
    "The Future of UEM November 2021 Webinar." Ivanti, 2021. Accessed January 2023.
    "The Third Annual Study on the State of Endpoint Security Risk." Ponemon Institute, 2020. Accessed December 2022.
    "The Ultimate Guide to Unified Endpoint Management (UEM)." MobileIron. Accessed January 2023.
    "Trends in Unified Endpoint Management." It Pro Today, 2018. Accessed January 2023.
    Turek, Melanie. "Employees Say Smartphones Boost Productivity by 34 Percent: Frost & Sullivan Research." Samsung Insights, 3 Aug. 2016.
    "2023 State of Security Report." Cybersecurity Insiders, 2022. Accessed January 2023.
    Violino, Bob. "Enterprise Mobility 2022: UEM Adds User Experience, AI, Automation." Computerworld, 2022. Accessed January 2023.
    Violino, Bob. "How to Choose the Right UEM Platform." Computerworld, 2021. Accessed January 2023.
    Violino, Bob. "UEM Vendor Comparison Chart 2022." Computerworld, 2022. Accessed January 2023.
    Wallent, Michael. "5 Endpoint Management Predictions for 2023." Microsoft, 2022. Accessed January 2023.
    "What Is the Difference Between MDM, EMM, and UEM?" 42Gears, 2017. Accessed November 2022.

    Maximize the Benefits from Enterprise Applications with a Center of Excellence

    • Buy Link or Shortcode: {j2store}367|cart{/j2store}
    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: $129,465 Average $ Saved
    • member rating average days saved: 12 Average Days Saved
    • Parent Category Name: Optimization
    • Parent Category Link: /optimization
    • Processes pertaining to managing the application are inconsistent and do not drive excellence.
    • There is a lack of interdepartmental collaboration between different teams pertaining to the application.
    • There are no formalized roles and responsibilities for governance and support around enterprise applications.

    Our Advice

    Critical Insight

    • Scale the Center of Excellence (CoE) based on business needs. There is flexibility in how extensively the CoE methodology is applied and rigidity in how consistently it should be used.
    • The CoE is a refinery. It takes raw inputs from the business and produces an enhanced product, removing waste and isolating it from re-entering day-to-day operations.
    • Excellence is about people as much as it is about process. Documented best practices should include competencies, key resources, and identified champions to advocate the CoE practice.

    Impact and Result

    • Formalize roles and responsibilities for all application initiatives.
    • Develop a standard process of governance and oversight surrounding the application.
    • Develop a comprehensive support network that consists of IT, the business, and external stakeholders to address issues and problem areas surrounding the application.

    Maximize the Benefits from Enterprise Applications with a Center of Excellence Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should establish a Center of Excellence for your enterprise application, 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. Create a vision for the CoE

    Understand the importance of developing an enterprise application CoE, define its scope, and identify key stakeholders.

    • Maximize the Benefits from Enterprise Applications with a Center of Excellence – Phase 1: Create a Vision for the Center of Excellence
    • Enterprise Application Center of Excellence Project Charter

    2. Design the CoE future state

    Gather high-level requirements to determine the ideal future state.

    • Maximize the Benefits from Enterprise Applications with a Center of Excellence – Phase 2: Design the Center of Excellence Future State
    • Center of Excellence Refinery Model Template

    3. Develop a CoE roadmap

    Assess the required capabilities to reach the ideal state CoE.

    • Maximize the Benefits from Enterprise Applications with a Center of Excellence – Phase 3: Develop a Center of Excellence Roadmap
    • Center of Excellence Exceptions Report
    • Track and Measure Benefits Tool
    • Enterprise Application Center of Excellence Stakeholder Presentation Template
    [infographic]

    Workshop: Maximize the Benefits from Enterprise Applications with a 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 Create a Vision for the CoE

    The Purpose

    Understand the importance of developing a CoE for enterprise applications.

    Determine how to best align the CoE mandate with business objectives.

    Complete a CoE project charter to gain buy-in, build a project team, and track project success. 

    Key Benefits Achieved

    Key stakeholders identified.

    Project team created with defined roles and responsibilities.

    Project charter finalized to gain buy-in.

    Activities

    1.1 Evaluate business needs and priorities.

    1.2 Identify key stakeholders and the project team.

    1.3 Align CoE with business priorities.

    1.4 Map current state CoE.

    Outputs

    Project vision

    Defined roles and responsibilities

    Strategic alignment of CoE and the business

    CoE current state schematic

    2 Design the CoE Future State

    The Purpose

    Gain a thorough understanding of pains related to the lack of application governance.

    Identify and recycle existing CoE practices.

    Visualize the CoE enhancement process.

    Visualize your ideal state CoE. 

    Key Benefits Achieved

    Requirements to strengthen the case for the enterprise application CoE.

    CoE value-add refinery.

    Future potential of the CoE.

    Activities

    2.1 Gather requirements.

    2.2 Map the CoE enhancement process.

    2.3 Sketch future state CoE.

    Outputs

    Classified pains, opportunities, and existing practices

    CoE refinery model

    Future state CoE sketch

    3 Develop a CoE Roadmap

    The Purpose

    Assess required capabilities and resourcing.

    List and prioritize CoE initiatives.

    Track and monitor CoE performance. 

    Key Benefits Achieved

    Next steps for the enterprise application CoE.

    CoE resourcing plan.

    CoE benefits realization tracking.

    Activities

    3.1 Build CoE capabilities.

    3.2 Identify risks and mitigation efforts.

    3.3 Prioritize and track CoE initiatives.

    3.4 Finalize stakeholder presentation.

    Outputs

    CoE potential capabilities

    Risk management plan

    CoE initiatives roadmap

    CoE stakeholder presentation

    Enterprise Network Design Considerations

    • Buy Link or Shortcode: {j2store}502|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: Network Management
    • Parent Category Link: /network-management

    Security, risk, and trust models play into how networks are designed and deployed. If these models are not considered during network design, band-aids and workarounds will be deployed to achieve the needed goals, potentially bypassing network controls.

    Our Advice

    Critical Insight

    The cloud “gold rush” has made it attractive for many enterprises to migrate services off the traditional network and into the cloud. These services are now outside of the traditional network and associated controls. This shifts the split of east-west vs. north-south traffic patterns, as well as extending the network to encompass services outside of enterprise IT’s locus of control.

    Impact and Result

    Where users access enterprise data or services and from which devices dictate the connectivity needed. With the increasing shift of work that the business is completing remotely, not all devices and data paths will be under the control of IT. This shift does not allow IT to abdicate from the responsibility to provide a secure network.

    Enterprise Network Design Considerations Research & Tools

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

    1. Enterprise Network Design Considerations Deck – A brief deck that outlines key trusts and archetypes when considering enterprise network designs.

    This blueprint will help you:

    • Enterprise Network Design Considerations Storyboard

    2. Enterprise Network Roadmap Technology Assessment Tool – Build an infrastructure assessment in an hour.

    Dispense with detailed analysis and customizations to present a quick snapshot of the road ahead.

    • Enterprise Network Roadmap Technology Assessment Tool
    [infographic]

    Further reading

    Enterprise Network Design Considerations

    It is not just about connectivity.

    Executive Summary

    Info-Tech Insight

    Connectivity and security are tightly coupled

    Security, risk, and trust models play into how networks are designed and deployed. If these models are not considered during network design, band-aids and workarounds will be deployed to achieve the needed goals, potentially bypassing network controls.

    Many services are no longer within the network

    The cloud “gold rush” has made it attractive for many enterprises to migrate services off the traditional network and into the cloud. These services are now outside of the traditional network and associated controls. This shifts the split of east-west vs. north-south traffic patterns, as well as extending the network to encompass services outside of enterprise IT’s locus of control.

    Users are demanding an anywhere, any device access model

    Where users access enterprise data or services and from which devices dictate the connectivity needed. With the increasing shift of work that the business is completing remotely, not all devices and data paths will be under the control of IT. This shift does not allow IT to abdicate from the responsibility to provide a secure network.

    Enterprise networks are changing

    The new network reality

    The enterprise network of 2020 and beyond is changing:

    • Services are becoming more distributed.
    • The number of services provided “off network” is growing.
    • Users are more often remote.
    • Security threats are rapidly escalating.

    The above statements are all accurate for enterprise networks, though each potentially to differing levels depending on the business being supported by the network. Depending on how affected the network in question currently is and will be in the near future, there are different common network archetypes that are best able to address these concerns while delivering business value at an appropriate price point.

    High-Level Design Considerations

    1. Understand Business Needs
    2. Understand what the business needs are and where users and resources are located.

    3. Define Your Trust Model
    4. Trust is a spectrum and tied tightly to security.

    5. Align With an Archetype
    6. How will the network be deployed?

    7. Understand Available Tooling
    8. What tools are in the market to help achieve design principles?

    Understand business needs

    Mission

    Never ignore the basics. Start with revisiting the mission and vision of the business to address relevant needs.

    Users

    Identify where users will be accessing services from. Remote vs. “on net” is a design consideration now more than ever.

    Resources

    Identify required resources and their locations, on net vs. cloud.

    Controls

    Identify required controls in order to define control points and solutions.

    Define a trust model

    Trust is a spectrum

    • There is a spectrum of trust, from fully trusted to not trusted at all. Each organization must decide for their network (or each area thereof) the appropriate level of trust to assign.
    • The ease of network design and deployment is directly proportional to the trust spectrum.
    • When resources and users are outside of direct IT control, the level of appropriate trust should be examined closely.

    Implicit

    Trust everything within the network. Security is perimeter based and designed to stop external actors from entering the large trusted zone.

    Controlled

    Multiple zones of trust within the network. Segmentation is a standard practice to separate areas of higher and lower trust.

    Zero

    Verify trust. The network is set up to recognize and support the principle of least privilege where only required access is supported.

    Align with an archetype

    Archetypes are a good guide

    • Using a defined archetype as a guiding principle in network design can help clarify appropriate tools or network structures.
    • Different aspects of a network can have different archetypes where appropriate (e.g. IT vs. OT [operational technology] networks).

    Traditional

    Services are provided from within the traditional network boundaries and security is provided at the network edge.

    Hybrid

    Services are provided both externally and from within the traditional network boundaries, and security is primarily at the network edge.

    Inverted

    Services are provided primarily externally, and security is cloud centric.

    Traditional networks

    Resources within network boundaries

    Moat and castle security perimeter

    Abstract

    A traditional network is one in which there are clear boundaries defined by a security perimeter. Trust can be applied within the network boundaries as appropriate, and traffic is generally routed through internally deployed control points that may be centralized. Traditional networks commonly include large firewalls and other “big iron” security and control devices.

    Network Design Tenets

    • The full network path from resource to user is designed, deployed, and controlled by IT.
    • Users external to the network must first connect to the network to gain access to resources.
    • Security, risk, and trust controls will be implemented by internal enterprise hardware/software devices.

    Control

    In the traditional network, it is assumed that all required control points can be adequately deployed across hardware/software that is “on prem” and under the control of central IT.

    Info-Tech Insight

    With increased cloud services provided to end users, this network is now more commonly used in data centers or OT networks.

    Traditional networks

    The image contains an example of what traditional networks look like, as described in the text below.

    Defining Characteristics

    • Traffic flows in a defined path under the control of IT to and from central IT resources.
    • Due to visibility into, and the control of, the traffic between the end user and resources, IT can relatively simply implement the required security controls on owned hardware.

    Common Components

    • Traditional offices
    • Remote users/road warriors
    • Private data center/colocation space

    Hybrid networks

    Resources internal and external to network

    Network security perimeter combined with cloud protection

    Abstract

    A hybrid network is one that combines elements of a traditional network with cloud resources. As some of these resources are not fully under the control of IT and may be completely “offnet” or loosely coupled to the on-premises network, the security boundaries and control points are less likely to be centralized. Hybrid networks allow the flexibility and speed of cloud deployment without leaving behind traditional network constructs. This generally makes them expensive to secure and maintain.

    Network Design Tenets

    • The network path from resource to user may not be in IT’s locus of control.
    • Users external to the network must first connect to the network to gain access to internal resources but may directly access publicly hosted ones.
    • Security, risk, and trust controls may potentially be implemented by a mixture of internal enterprise hardware/software devices and external control points.

    Control

    The hallmark of a hybrid network is the blending of public and private resources. This blending tends to necessitate both public and private points of control that may not be homogenous.

    Info-Tech Insight

    With multiple control points to address, take care in simplifying designs while addressing all concerns to ease operational load.

    Hybrid networks

    The image contains an example of what hybrid networks look like, as described in the text below.

    Defining Characteristics

    • Traffic flows to central resources across a defined path under the control of IT.
    • Traffic to cloud assets may be partially under the control of IT.
    • For central resources, the traffic to and from the end user can have the required security controls relatively simply implemented on owned hardware.
    • For public cloud assets, IT may or may not have some control over part of the path.

    Common Components

    • Traditional offices
    • Remote users/road warriors
    • Private data center/colocation space
    • Public cloud assets (IaaS/PaaS/SaaS)

    Inverted perimeter

    Resources primarily external to the network

    Security control points are cloud centric

    Abstract

    An inverted perimeter network is one in which security and control points cover the entire workflow, on or off net, from the consumer of services through to the services themselves with zero trust. Since the control plane is designed to encompass the workflow in a secure manner, much of the underlying connectivity can be abstracted. In an extreme version of this deployment, IT would abstract end-user access, and any cloud-based or on-premises resources would be securely published through the control plane with context-aware precision access.

    Network Design Tenets

    • The network path from resource to user is abstracted and controlled by IT through services like secure access service edge (SASE).
    • Users only need internet access and appropriate credentials to gain access to resources.
    • Security, risk, and trust controls will be implemented through external cloud based services.

    Control

    An inverted network abstracts the lower-layer connectivity away and focuses on implementing a cloud-based zero trust control plane.

    Info-Tech Insight

    This model is extremely attractive for organizations that consume primarily cloud services and have a large remote work force.

    Inverted networks

    The image contains an example of what inverted networks look like, as described in the text below.

    Defining Characteristics

    • The end user does not have to be in a defined location.
    • All central resources that are to be accessed are hosted on cloud resources.
    • IT has little to no control of the path between the end user and central resources.

    Common Components

    • Traditional offices
    • Regent offices/shared workspaces
    • Remote users/road warriors
    • Public cloud assets (IaaS/PaaS/SaaS)

    Understand available tooling

    Don’t buy a hammer and go looking for nails

    • A network archetype must be defined in order to understand what tools (hardware or software) are appropriate for consideration in a network build or refresh.
    • Tools are purpose built and generally designed to solve specific problems if implemented and operated correctly. Choose the tools to align with the challenges that you are solving as opposed to choosing tools and then trying to use those purchases to overcome challenges.
    • The purchase of a tool does not allow for abdication of proper design. Tools must be chosen appropriately and integrated properly to orchestrate the best solutions. Purchasing a tool and expecting the tool to solve all your issues rarely succeeds.

    “It is essential to have good tools, but it is also essential that the tools should be used in the right way.” — Wallace D. Wattles

    Software-defined WAN (SD-WAN)

    Simplified branch office connectivity

    Archetype Value: Traditional Networks

    What It Is Not

    SD-WAN is generally not a way to slash spending by lowering WAN circuit costs. Though it is traditionally deployed across lower cost access, to minimize risk and realize the most benefits from the platform many organizations install multiple circuits with greater bandwidths at each endpoint when replacing the more costly traditional circuits. Though this maximizes the value of the technology investment, it will result in the end cost being similar to the traditional cost plus or minus a small percentage.

    What It Is

    SD-WAN is a subset of software-defined networking (SDN) designed specifically to deploy a secure, centrally managed, connectivity agnostic, overlay network connecting multiple office locations. This technology can be used to replace, work in concert with, or augment more traditional costly connectivity such as MPLS or private point to point (PtP) circuits. In addition to the secure overlay, SD-WAN usually also enables policy-based, intelligent controls, based on traffic and circuit intelligence.

    Why Use It

    You have multiple endpoint locations connected by expensive lower bandwidth traditional circuits. Your target is to increase visibility and control while controlling costs if and where possible. Ease of centralized management and the ability to more rapidly turn up new locations are attractive.

    Cloud access security broker (CASB)

    Inline policy enforcement placed between users and cloud services

    Archetype Value: Hybrid Networks

    What It Is Not

    CASBs do not provide network protection; they are designed to provide compliance and enforcement of rules. Though CASBs are designed to give visibility and control into cloud traffic, they have limits to the data that they generally ingest and utilize. A CASB does not gather or report on cloud usage details, licencing information, financial costing, or whether the cloud resource usage is aligned with the deployment purpose.

    What It Is

    A CASB is designed to establish security controls beyond a company’s environment. It is commonly deployed to augment traditional solutions to extend visibility and control into the cloud. To protect assets in the cloud, CASBs are designed to provide central policy control and apply services primarily in the areas of visibility, data security, threat protection, and compliance.

    Why Use It

    You a mixture of on-premises and cloud assets. In moving assets out to the cloud, you have lost the traditional controls that were implemented in the data center. You now need to have visibility and apply controls to the usage of these cloud assets.

    Secure access service edge (SASE)

    Convergence of security and service access in the cloud

    Archetype Value: Inverted Networks

    What It Is Not

    Though the service will consist of many service offerings, SASE is not multiple services strung together. To present the value proposed by this platform, all functionality proposed must be provided by a single platform under a “single pane of glass.” SASE is not a mature and well-established service. The market is still solidifying, and the full-service definition remains somewhat fluid.

    What It Is

    SASE exists at the intersection of network-as-a-service and network-security-as-a-service. It is a superset of many network and security cloud offerings such as CASB, secure web gateway, SD-WAN, and WAN optimization. Any services offered by a SASE provider will be cloud hosted, presented in a single stack, and controlled through a single pane of glass.

    Why Use It

    Your network is inverting, and services are provided primarily as cloud assets. In a full realization of this deployment’s value, you would abstract how and where users gain initial network access yet remain in control of the communications and data flow.

    Activity

    Understand your enterprise network options

    Activity: Network assessment in an hour

    • Learn about the Enterprise Network Roadmap Technology Assessment Tool
    • Complete the Enterprise Network Roadmap Technology Assessment Tool

    This activity involves the following participants:

    • IT strategic direction decision makers.
    • IT managers responsible for network.
    • Organizations evaluating platforms for mission critical applications.

    Outcomes of this step:

    • Completed Enterprise Network Roadmap Technology Assessment Tool

    Info-Tech Insight

    Review your design options with security and compliance in mind. Infrastructure is no longer a standalone entity and now tightly integrates with software-defined networks and security solutions.

    Build an assessment in an hour

    Learn about the Enterprise Network Roadmap Technology Assessment Tool.

    This workbook provides a high-level analysis of a technology’s readiness for adoption based on your organization’s needs.

    • The workbook then places the technology on a graph that measures both the readiness and fit for your organization. In addition, it provides warnings for specific issues and lets you know if you have considerable uncertainty in your answers.
    • At a glance you can now communicate what you are doing to help the company:
      • Grow
      • Save money
      • Reduce risk
    • Regardless of your specific audience, these are important stories to be able to tell.
    The image contains three screenshots from the Enterprise Network Roadmap Technology Assessment Tool.

    Build an assessment in an hour

    Complete the Enterprise Network Roadmap Technology Assessment Tool.

    Dispense with detailed analysis and customizations to present a quick snapshot of the road ahead.

    1. Weightings: Adjust the Weighting tab to meet organizational needs. The provided weightings for the overall solution areas are based on a generic firm; individual firms will have different needs.
    2. Data Entry: For each category, answer the questions for the technology you are considering. When you have completed the questionnaire, go to the next tab for the results.
    3. Results: The Enterprise Network Roadmap Technology Assessment Tool provides a value versus readiness assessment of your chosen technology customized to your organization.

    The image contains three screenshots from the Enterprise Network Roadmap Technology Assessment Tool. It has a screenshot for each step as described in the text above.

    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.

    Drive Successful Sourcing Outcomes With a Robust RFP Process

    Leverage your vendor sourcing process to get better results.

    Research Authors

    The image contains a photo of 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.

    The image contains a photo of Troy Cheeseman.

    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.

    Bibliography

    Ahlgren, Bengt. “Design considerations for a network of information.” ACM Digital Library, 21 Dec. 2008.

    Cox Business. “Digital transformation is here. Is your business ready to upgrade your mobile work equation?” BizJournals, 1 April 2022. Accessed April 2022.

    Elmore, Ed. “Benefits of integrating security and networking with SASE.” Tech Radar, 1 April 2022. Web.

    Greenfield, Dave. “From SD-WAN to SASE: How the WAN Evolution is Progressing.” Cato Networks, 19 May 2020. Web

    Korolov, Maria. “What is SASE? A cloud service that marries SD-WAN with security.” Network World, 7 Sept. 2020. Web.

    Korzeniowski, Paul, “CASB tools evolve to meet broader set of cloud security needs.” TechTarget, 26 July 2019. Accessed March 2022.

    The Rapid Application Selection Framework

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    • Parent Category Name: Selection & Implementation
    • Parent Category Link: /selection-and-implementation
    • Selection takes forever. Traditional software selection drags on for years, sometimes in perpetuity.
    • IT is viewed as a bottleneck and the business has taken control of software selection.
    • “Gut feel” decisions rule the day. Intuition, not hard data, guides selection, leading to poor outcomes.
    • Negotiations are a losing battle. Money is left on the table by inexperienced negotiators.
    • Overall: Poor selection processes lead to wasted time, wasted effort, and applications that continually disappoint.

    Our Advice

    Critical Insight

    • Adopt a formal methodology to accelerate and improve software selection results.
    • Improve business satisfaction by including the right stakeholders and delivering new applications on a truly timely basis.
    • Kill the “sacred cow” requirements that only exist because “it’s how we’ve always done it.”
    • Forget about “RFP” overload and hone in on the features that matter to your organization.
    • Skip the guesswork and validate decisions with real data.
    • Take control of vendor “dog and pony shows” with single-day, high-value, low-effort, rapid-fire investigative interviews.
    • Master vendor negotiations and never leave money on the table.

    Impact and Result

    Improving software selection is a critical project that will deliver huge value.

    • Hit a home run with your business stakeholders: use a data-driven approach to select the right application vendor for their needs – fast.
    • Shatter stakeholder expectations with truly rapid application selections.
    • Boost collaboration and crush the broken telephone with concise and effective stakeholder meetings.
    • Lock in hard savings and do not pay list price by using data-driven tactics.

    The Rapid Application Selection Framework Research & Tools

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

    1. The Rapid Application Selection Framework

    • The Rapid Application Selection Framework Deck

    2. The Guide to Software Selection: A Business Stakeholder Manual

    • The Guide to Software Selection: A Business Stakeholder Manual

    3. The Software Selection Workbook

    • The Software Selection Workbook

    4. The Vendor Evaluation Workbook

    • The Vendor Evaluation Workbook
    [infographic]

    2021 Q3 Research Highlights

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    • Parent Category Name: The Briefs
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    Our research team is a prolific bunch! Every quarter we produce lots of research to help you get the most value out of your organization. This PDF contains a selection of our most compelling research from the third quarter of 2021.

    Map Technical Skills for a Changing Infrastructure & Operations Organization

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    • Parent Category Name: Strategy and Organizational Design
    • Parent Category Link: /strategy-and-organizational-design
    • Infrastructure & Operations is changing rapidly. It’s a constant challenge to find the right skills to support the next new technology while at the same time maintaining the skills in house that allow you to support your existing platforms.
    • A lack of clarity around required skills makes finding the right skills difficult, and it’s not clear whether you should train, hire, contract, or outsource to address gaps.
    • You need to keep up with changes and new strategy while continuing to support your existing environment.

    Our Advice

    Critical Insight

    • Take a strategic approach to acquiring skills – looking only as far as the needs of the next project will lead to a constant skills shortage with no plan for it to be addressed.
    • Begin by identifying your future state. Identify needed skills in the organization to support planned projects and initiatives, and to mitigate skills-related risks.

    Impact and Result

    • Leverage your infrastructure roadmap and cloud strategy to identify needed skills in your future state environment.
    • Decide how you’ll acquire needed skills based on the characteristics of need for each skill.
    • Communicate the change and create a plan of action for the skills transformation.

    Map Technical Skills for a Changing Infrastructure & Operations Organization Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should map technical skills for a changing Infrastructure & Operations organization, 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. Identify skills needs for the future state environment

    Identify what skills are needed based on where the organization is going.

    • Map Technical Skills for a Changing Infrastructure & Operations Organization – Phase 1: Identify Skills Needs for Your Future State Environment
    • Future State Playbook
    • IT/Cloud Solutions Architect
    • IT/Cloud Engineer
    • IT/Cloud Administrator
    • IT/Cloud Demand Billing & Accounting Analyst

    2. Acquire needed skills

    Ground skills acquisition decisions in the characteristics of need.

    • Map Technical Skills for a Changing Infrastructure & Operations Organization – Phase 2: Acquire Needed Skills
    • Technical Skills Map

    3. Maximize the value of the skills map

    Get stakeholder buy-in; leverage the skills map in other processes.

    • Map Technical Skills for a Changing Infrastructure & Operations Organization – Phase 3: Maximize the Value of Your Skills Map
    • Technical Skills Map Communication Deck Template
    [infographic]

    Workshop: Map Technical Skills for a Changing Infrastructure & Operations Organization

    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 Review Initiatives and Skills-Related Risks

    The Purpose

    Identify process and skills changes required by the future state of your environment.

    Key Benefits Achieved

    Set foundation for alignment between strategy-defined technology initiatives and needed skills.

    Activities

    1.1 Review the list of initiatives and projects with the group.

    1.2 Identify how key support, operational, and deployment processes will change through planned initiatives.

    1.3 Identify skills-related risks and pain points.

    Outputs

    Future State Playbook

    2 Identify Needed Skills and Roles

    The Purpose

    Identify process and skills changes required by the future state of your environment.

    Key Benefits Achieved

    Set foundation for alignment between strategy-defined technology initiatives and needed skills.

    Activities

    2.1 Identify skills required to support the new environment.

    2.2 Map required skills to roles.

    Outputs

    IT/Cloud Architect Role Description

    IT/Cloud Engineer Role Description

    IT/Cloud Administrator Role Description

    3 Create a Plan to Acquire Needed Skills

    The Purpose

    Create a skills acquisition strategy based on the characteristics of need.

    Key Benefits Achieved

    Optimal skills acquisition strategy defined.

    Activities

    3.1 Modify impact scoring scale for key skills decision factors.

    3.2 Apply impact scoring scales to needed skills

    3.3 Decide whether to train, hire, contract, or outsource to acquire needed skills.

    Outputs

    Technical Skills Map

    4 Develop a Communication Plan

    The Purpose

    Create an effective communication plan for different stakeholders across the organization.

    Identify opportunities to leverage the skills map elsewhere.

    Key Benefits Achieved

    Create a concise, clear, consistent, and relevant change message for stakeholders across the organization.

    Activities

    4.1 Review skills decisions and decide how you will acquire skills in each role.

    4.2 Update roles descriptions.

    4.3 Create a change message.

    4.4 Identify opportunities to leverage the skills map in other processes.

    Outputs

    Technical Skills Map Communication Deck

    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

    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

    Related Info-Tech Research

    Build an Information Security Strategy
    This blueprint will walk you through the steps of tailoring best practices to effectively manage information security.

    Build a Security Metrics Program to Drive Maturity
    This blueprint will assist you in identifying security metrics that can tie to your organizational goals and build those metrics to achieve your desired maturity level.

    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

    Sprint Toward Data-Driven Culture Using DataOps

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    • Parent Category Name: Enterprise Integration
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    • Data teams do not have a mechanism to integrate with operations teams and operate in a silo.
    • Significant delays in the operationalization of analytical/algorithms due to lack of standards and a clear path to production.
    • Raw data is shared with end users and data scientists due to poor management of data, resulting in more time spent on integration and less on insight generation and analytics.

    Our Advice

    Critical Insight

    • Data and analytics teams need a clear mechanism to separate data exploratory work and repetitive data insights generation. Lack of such separation is the main cause of significant delays, inefficiencies, and frustration for data initiatives.
    • Access to data and exploratory data analytics is critical. However, the organization must learn to share insights and reuse analytics.
    • Once analytics finds wider use in the organization, they need to adopt a disciplined approach to ensure its quality and continuous integration in the production environment.

    Impact and Result

    • Use a metrics-driven approach and common framework across silos to enable the rapid development of data initiatives using Agile principles.
    • Implement an approach that allows business, data, and operation teams to collaboratively work together to provide a better customer experience.
    • Align DataOps to an overall data management and governance program that promotes collaboration, transparency, and empathy across teams, establishes the appropriate roles and responsibilities, and ensures alignment to a common set of goals.
    • Assess the current maturity of the data operations teams and implement a roadmap that considers the necessary competencies and capabilities and their dependencies in moving towards the desired DataOps target state.

    Sprint Toward Data-Driven Culture Using DataOps Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand the operational challenges associated with productizing the organization's data-related initiative. Review Info-Tech’s methodology for enabling the improved practice to operationalize data analytics and how we will support you in creating an agile data environment.

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

    1. Discover benefits of DataOps

    Understand the benefits of DataOps and why organizations are looking to establish agile principles in their data practice, the challenges associated with doing so, and what the new DataOps strategy needs to be successful.

    • Sprint Toward Data-Driven Culture Using DataOps – Phase 1: Discover Benefits of DataOps

    2. Assess your data practice for DataOps

    Analyze DataOps using Info-Tech’s DataOps use case framework, to help you identify the gaps in your data practices that need to be matured to truly realize DataOps benefits including data integration, data security, data quality, data engineering, and data science.

    • Sprint Toward Data-Driven Culture Using DataOps – Phase 2: Assess Your Data Practice for DataOps
    • DataOps Roadmap Tool

    3. Mature your DataOps practice

    Mature your data practice by putting in the right people in the right roles and establishing DataOps metrics, communication plan, DataOps best practices, and data principles.

    • Sprint Toward Data-Driven Culture Using DataOps – Phase 3: Mature Your DataOps Practice
    [infographic]

    Workshop: Sprint Toward Data-Driven Culture Using DataOps

    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 the Drivers of the Business for DataOps

    The Purpose

    Understand the DataOps approach and value proposition.

    Key Benefits Achieved

    A clear understanding of organization data priorities and metrics along with a simplified view of data using Info-Tech’s Onion framework.

    Activities

    1.1 Explain DataOps approach and value proposition.

    1.2 Review the common business drivers and how the organization is driving a need for DataOps.

    1.3 Understand Info-Tech’s DataOps Framework.

    Outputs

    Organization's data priorities and metrics

    Data Onion framework

    2 Assess DataOps Maturity in Your Organization

    The Purpose

    Assess the DataOps maturity of the organization.

    Key Benefits Achieved

    Define clear understanding of organization’s DataOps capabilities.

    Activities

    2.1 Assess current state.

    2.2 Develop target state summary.

    2.3 Define DataOps improvement initiatives.

    Outputs

    Current state summary

    Target state summary

    3 Develop Action Items and Roadmap to Establish DataOps

    The Purpose

    Establish clear action items and roadmap.

    Key Benefits Achieved

    Define clear and measurable roadmap to mature DataOps within the organization.

    Activities

    3.1 Continue DataOps improvement initiatives.

    3.2 Document the improvement initiatives.

    3.3 Develop a roadmap for DataOps practice.

    Outputs

    DataOps initiatives roadmap

    4 Plan for Continuous Improvement

    The Purpose

    Define a plan for continuous improvements.

    Key Benefits Achieved

    Continue to improve DataOps practice.

    Activities

    4.1 Create target cross-functional team structures.

    4.2 Define DataOps metrics for continuous monitoring.

    4.3 Create a communication plan.

    Outputs

    DataOps cross-functional team structure

    DataOps metrics

    Contact Tymans Group

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    Continue reading

    Explore the Secrets of Oracle Cloud Licensing

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    • Parent Category Name: Licensing
    • Parent Category Link: /licensing
    • Organizations are considering moving workloads to the cloud; however, they often struggle to understand Oracle's licensing and services models.
    • Complexity of licensing and high price tags can make the renewal process an overwhelming experience.
    • Oracle’s SaaS applications are the most mature, but Oracle’s on-premises E-Business Suite still has functionality gaps in comparison to Oracle’s cloud apps.

    Our Advice

    Critical Insight

    • Understand the Oracle agenda. Oracle has established a unique approach to their cloud offerings – they want all of your workloads on the Red Stack.
    • Communicate effectively. Be aware that Oracle will reach out to members at your organization at various levels. Having your executives on the same page is critical to successfully managing Oracle.
    • Negotiate hard. Oracle needs the deal more than the customer. Oracle's top leaders are heavily incentivized to drive massive cloud adoption and increase Oracle's share price. Use this to your advantage.

    Impact and Result

    • Conducting business with Oracle is not typical compared to other vendors. To emerge successfully from a commercial transaction with Oracle, customers must learn the “Oracle way” of conducting business, which includes a best-in-class sales structure, highly unique contracts, and license use policies coupled with a hyper-aggressive compliance function.
    • Leverage cloud spend to retire support on shelf-ware licenses, or gain virtualization rights for an on-premises environment.
    • Map out the process of how to negotiate from a position of strength, examining terms and conditions, discount percentages, and agreement pitfalls.
    • Carefully review key clauses in the Oracle Cloud Services Agreement to avoid additional spend and compliance risks.

    Explore the Secrets of Oracle Cloud Licensing Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should explore the secrets of Oracle Cloud licensing, 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. Evaluate licensing requirements

    Review current licensing options and models to determine which cloud products will most appropriately fit the organization's environment.

    • Oracle Cloud Services Agreement Terms and Conditions Evaluation Tool
    [infographic]

    Select a Sourcing Partner for Your Development Team

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    • Parent Category Name: Application Development
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    • You have identified that a change to your sourcing strategy is required, based on market and company factors.
    • You are ready to select a new sourcing partner to drive innovation, time to market, increased quality, and improved financial performance.
    • Taking on a new partner is a significant investment and risk, and you must get it right the first time.
    • You need to make a change now to prevent losing clients and falling further behind your performance targets and your market.

    Our Advice

    Critical Insight

    Selecting a sourcing partner is a function of matching complex factors to your own firm. It is not a simple RFP exercise; it requires significant introspection, proactive planning, and in-depth investigation of potential partners to choose the right fit.

    Impact and Result

    Choosing the right sourcing partner is a four-step process:

    1. Assess your companies' skills and processes in the key areas of risk to sourcing initiatives.
    2. Based on the current situation, define a profile for the matching sourcing partner.
    3. Seek matching partners from the market, either in terms of vendor partners or in terms of sourcing locations.
    4. Based on the choice of partner, build a plan to implement the partnership, define metrics to measure success, and a process to monitor.

    Select a Sourcing Partner for Your Development Team Research & Tools

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

    1. Select a Sourcing Partner for Your Development Team Storyboard – Use this presentation to select a partner to best fit your sourcing needs and deliver long-term value.

    This project helps select a partner for sourcing of your development team so that you can realize the benefits from changing your sourcing strategy.

    • Select a Sourcing Partner for Your Development Team Storyboard

    2. Select a Sourcing Partner for Your Development Team Presentation Template – Use this template to build a presentation to detail your decision on a sourcing partner for your development team.

    This presentation template is designed to capture the results from the exercises within the storyboard and allow users to build a presentation to leadership showing how selection was done.

    • Select a Sourcing Partner for Your Development Team Presentation Template

    3. Select a Sourcing Partner for Your Development Team Presentation Example – Use this as a completed example of the template.

    This presentation template portrays what the completed template looks like by showing sample data in all tables. It allows members to see how each exercise leads to the final selection of a partner.

    • Select a Sourcing Partner for Your Development Team Example Template
    [infographic]

    Further reading

    Select a Sourcing Partner for Your Application Development Team

    Choose the right partner to enable your firm to maximize the value realized from your sourcing strategy.

    Analyst Perspective

    Selecting the right partner for your sourcing needs is no longer a cost-based exercise. Driving long-term value comes from selecting the partner who best matches your firm on a wide swath of factors and fits your needs like a glove.

    Sourcing in the past dealt with a different kind of conversation involving two key questions:

    Where will the work be done?

    How much will it cost?

    How people think about sourcing has changed significantly. People are focused on gaining a partner, and not just a vendor to execute a single transaction. They will add skills your team lacks, and an ability to adapt to your changing needs, all while ensuring you operate within any constraints based on your business.

    Selecting a sourcing partner is a matching exercise that requires you to look deep into yourself, understand key factors about your firm, and then seek the partner who best meets your profile.

    The image contains a picture of Dr. Suneel Ghei.

    Dr. Suneel Ghei
    Principal Research Director, Application Development
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • You have identified that a change to your sourcing strategy is required based on market and company factors.
    • You are ready to select a new sourcing partner to drive innovation, time to market, increased quality, and improve financial performance.
    • Taking on a new partner is a significant investment and risk, and you must get it right the first time.
    • You need to make a change now to avoid falling further behind your performance targets and your market, and losing clients.

    Almost half of all sourcing initiatives do not realize the projected savings, and the biggest reason is the choice of partner.

    The market for Application Development partners has become more diverse, increasing choice and the risk of making a costly mistake by choosing the wrong partner.

    Firms struggle with how best to support the sourcing partner and allocate resources with the right skills to maximize success, increasing the cost and time to implement, and limiting benefits.

    Making the wrong choice means inferior products, and higher costs and losing both clients and reputation.

    • Choosing the right sourcing partner is a four-step process:
    1. Assess your company's skills and processes in the key areas of risk to sourcing initiatives.
    2. Based on the current situation, define a profile for the matching sourcing partner.
    3. Seek matching partners from the market, either in terms of vendor partners or in terms of sourcing locations.
    4. Based on your choice of partner, build a plan to implement the partnership, and define metrics to measure success and a process to monitor.

    Info-Tech Insight

    Successfully selecting a sourcing partner is not a simple RFP exercise to choose the lowest cost. It is a complex process of introspection, detailed examination of partners and locations, and matching the fit. It requires you to seek a partner that is the Yin to your Yang, and failure is not an option.

    You need a new source for development resources

    You are facing immediate challenges that require a new approach to development resourcing.

    • Your firm is under fire; you are facing pressures financially from clients and your competitors.
    • Your pace of innovation and talent sourcing is too slow and too limiting.
    • Your competition is moving faster and your clients are considering their options.
    • Revenues and costs of development are trending in the wrong direction.
    • You need to act now to avoid spiraling further.

    Given how critical our applications are to the business and our clients, there is no room for error in choosing our partner.

    A study of 121 firms outsourcing various processes found that 50% of those surveyed saw no gains from the outsourcing arrangement, so it is critical to make the right choice the first time.

    Source: Zhang et al

    Big challenges await you on the journey

    The road to improving sourcing has many potholes.

    • In a study of 121 firms who moved development offshore, almost 50% of all outsourcing and offshoring initiatives do not achieve the desired results.
    • In another study focused on large corporations, it was shown that 70% of respondents saw negative outcomes from offshoring development.
    • Globalization of IT Services and the ability to work from anywhere have contributed to a significant increase in the number of development firms to choose from.
    • Choosing and implementing a new partner is costly, and the cost of choosing the wrong partner and then trying to correct your course is significant in dollars and reputation:
      • Costs to find a new partner and transition
      • Lost revenue due to product issues
      • Loss of brand and reputation due to poor choice
    • The wrong choice can also cost you in terms of your own resources, increasing the risk of losing more knowledge and skills.

    A survey of 25 large corporate firms that outsourced development offshore found that 70% of them had negative outcomes.

    (Source: University of Oregon Applied Information Management, 2019)

    Info-Tech’s approach

    Selecting the right partner is a matching exercise.

    Selecting the right partner is a complex exercise with many factors

    1. Look inward. Assess your culture, your skills, and your needs.
    • Market
    • People
    • Culture
    • Technical aspects
  • Create a profile for the perfect partner to fit your firm.
    • Sourcing Strategy
    • Priorities
    • Profile
  • Find the partner that best fits your needs
    • Define RFx
    • Target Partners
    • Evaluate
  • Implement the partner and put in metrics and process to manage.
    • Contract Partner
    • Develop Goals
    • Create Process and Metrics

    The Info-Tech difference:

    1. Assess your own organization’s characteristics and capabilities in four key areas.
    2. Based on these characteristics and the sourcing strategy you are seeking to implement, build a profile for your perfect partner.
    3. Define an RFx and assessment matrix to survey the market and select the best partner.
    4. Implement the partner with process and controls to manage the relationship, built collaboratively and in place day 1.

    Insight summary

    Overarching insight

    Successfully selecting a sourcing partner is not a simple RFP exercise to choose the lowest cost. It is a complex process of introspection, detailed examination of partners and locations, and matching the fit. It requires you to seek a partner that is the Yin to your Yang, and failure is not an option.

    Phase 1 insight

    Fitting each of these pieces to the right partner is key to building a long-term relationship of value.

    Selecting a partner requires you to look at your firm in depth from a business, technical, and organizational culture perspective.

    Phase 2 insight

    The factors we have defined serve to build us a profile for the ideal partner to engage in sourcing our development team. This profile will lead us to be able to define our RFP / RFI and assess respondents.

    Phase 3/4 insight

    Implement the relationship the same way you want it to work, as one team. Work together on contract mechanism, shared goals, metrics, and performance measurement. By making this transparent you hasten the development of a joint team, which will lead to long-term success.

    Tactical insight

    Ensure you assess not just where you are but where you are going, in choosing a partner. For example, you must consider future markets you might enter when choosing the right sourcing, or outsourcing location to maintain compliance.

    Tactical insight

    Sourcing is not a replacement for your full team. Skills must be maintained in house as well, so the partner must be willing to work with the in-house team to share knowledge and collaborate on deliverables.

    Addressing the myth – Single country offshoring or outsourcing

    Research shows that a multi-country approach has a higher chance of success.

    • Research shows that firms trying their own captive development centers fail 20% of the time. ( Journal of Information Technology, 2008)
    • Further, the overall cost of ownership for an offshore center has shown to be significantly higher than the cost of outsourcing, as the offshore center requires more internal management and leadership.
    • Research shows that offshoring requires the offshore location to also house business team members to allow key relationships to be built and ensure more access to expertise. (Arxiv, 2021)
    • Given the specificity of employment laws, cultural differences, and leadership needs, it is very beneficial to have a Corporate HR presence in countries where an offshore center is being set up. (Arxiv, 2021)
    • Lastly, given the changing climate on security, geopolitical changes, and economic factors, our research with service providers and corporate clients shows a need to have more diversity in provider location than a single center can provide.

    Info-Tech Insight

    Long-term success of sourcing requires more than a development center. It requires a location that houses business and HR staff to enable the new development team to learn and succeed.

    Addressing the myth – Outsourcing is a simple RFP for skills and lowest cost

    Success in outsourcing is an exercise in finding a match based on complex factors.

    • In the past, outsourcing was a simple RFP exercise to find the cheapest country with the skills.
    • Our research shows this is no longer true; the decision is now more complex.
    • Competition has driven costs higher, while time business integration and security constraints have served to limit the markets available.
    • Company culture fit is key to the ability to work as one team, which research shows is a key element in delivery of long-term value. (University of Oregon, 2019).
    • These are some of the many factors that need to be considered as you choose your outsourcing partner.
    • The right decision is to find the vendor that best matches the current state of your culture, meets your market constraints, and will allow for best integration to your team – it's not about cheapest or pure skills. (IEEE Access, 2020)

    Info-Tech Insight

    Finding the right outsourcing vendor is an exercise in knowing yourself and then finding the best match to align with your key traits. It's not just costs and skills, but the partner who best matches with your ability to mitigate the risks of outsourcing.

    Phase 1

    Look inward to gain insight on key factors

    Introspection

    1.1 Assess your market factors

    1.2 Determine your people factors

    1.3 Review your current culture

    1.4 Document your technical factors

    Profiling

    2.1 Recall your sourcing strategy

    2.2 Prioritize your company factors

    2.3 Create target profile

    Partner selection

    3.1 Review your RFx

    3.2 Identify target vendors

    3.3 Evaluate vendor

    responses

    Implementation

    4.1 Engage partner to choose contract mechanism

    4.2 Engage partner team to define goals

    4.3 Choose your success

    metrics

    This phase will walk you through assessing and documenting the key driving factors about your firm and the current situation.

    By defining these factors, you will be able to apply this information in the matching process to select the best fit in a partner.

    This phase involves the following participants:

    Line of Business leaders

    Technology leaders

    Key criteria to assess your firm

    Research shows firms must assess themselves in different areas.

    Market factors

    • Who are your clients and your competitors, and what legal constraints do you face?

    People / Process factors

    • What employee skills are you seeking, what is your maturity in product management and stakeholder engagement, and what languages are spoken most predominantly?

    Cultural factors

    • What is your culture around communications, collaboration, change management, and conflict resolution?

    Technical factors

    • What is your current / future technical platform, and what is the maturity of your applications?

    Info-Tech Best Practice

    When assessing these areas, consider where you are today and where you want to go tomorrow, as choosing a partner is a long-term endeavor.

    Step 1.1

    Assess your market factors

    Activities

    1.1.1 Review your client list and future projections to determine your market factors.

    1.1.2 Review your competitive analysis to determine your competitive factors

    This step involves the following participants:

    Business leaders

    Product Owners

    Technology leaders

    Outcomes of this step

    Details of key market factors that will drive the selection of the right partner.

    Market factors

    The Market has a lot to say about the best match for your application development partner.

    Research in the space has defined key market-based factors that are critical when selecting a partner.

    1. Market sectors you service or plan to service – This is critical, as many market sectors have constraints on where their data can be accessed or stored. These restrictions also change over time, so they must be consistently reviewed.
    • E.g. Canadian government data must be stored and only accessed in Canada.
    • E.g. US Government contracts require service providers to avoid certain countries.
  • Your competitors – Your competitors can often seize on differences and turn them to differentiators; for example, offshoring to certain countries can be played up as a risk by a competitor who does all their work in a particular country.
  • Your clients – Research shows that clients can have very distinct views on services being performed in certain countries due to perceived risk, culture, and geopolitical factors. Understanding the views of major clients on globalization of services is a key factor in maintaining client satisfaction.
  • Info-Tech Insight

    Understanding your current and future market factors ensure that your business can not only be successful with the chosen partner today, but also in the future.

    1.1.1 Assess your market factors

    30 min

    Market factors

    1. Group your current client list into three categories:
      1. Those that have no restrictions on data security, privacy or location.
      2. Those that ask for assurances on data security, privacy and location.
      3. Those clients who have compliance restrictions related to data security, privacy, and location.
    2. Categorize future markets into the same three categories.
    3. Based on revenue projections, estimate the revenue from each category as a percentage of your total revenue.

    Download the Select a Sourcing Partner Presentation Template

    Input Output
    • Current client list
    • Future market plans
    • Competitive analysis
    • Completion of the Market Factors chart in the Select a Sourcing Partner for Your Development Team template
    Materials Participants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Product owners
    • Line of business leaders
    • Finance leaders

    Assess your market factors

    Market and sector

    Market share and constraints

    Market category

    Sector – Public, private or both

    Market share of category

    Key areas of concern

    Not constrained by data privacy, security or location

    Private

    50%

    Require assurances on data security, privacy or location

    Public

    45%

    Data access

    Have constraints that preclude choices related to data security, privacy and location

    Public

    5%

    Data residency

    1.1.2 Review your competitive factors

    30 min

    Competitive factors

    1. List your largest competitors.
    2. Document their sourcing strategies for their development team – are they all onshore or nearshore? Do they outsource?
    3. Based on this, identify competitive threats based on changing sourcing strategies.

    Download the Select a Sourcing Partner Presentation Template

    Input Output
    • Current client list
    • Future market plans
    • Competitive analysis
    • Completion of the Market Factors chart in the Select a Sourcing Partner for Your Development Team template
    Materials Participants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Product owners
    • Line of business leaders
    • Finance leaders

    Review your competitive factors

    Competitors

    Competitor sourcing strategy

    Competitive threats

    Competitor

    Where is the market?

    Is this onshore / near shore / offshore?

    Data residency

    How could competitors take advantage of a change in our sourcing strategy?

    Competitor X

    Canada / US

    All work done in house and onshore

    Kept in Canada / US

    If we source offshore, we will face a Made in Canada / US threat

    Step 1.2

    Consider your people-related factors

    Activities

    1.2.1 Define your people factors

    1.2.2 Assess your process factors

    This step involves the following participants:

    Technical leaders

    Outcomes of this step

    Details of key people factors that will drive the selection of the right partner.

    People / process factors

    People and process have a large hand in the success or failure of a partner relationship.

    • Alignment of people and process are critical to the success of the partner relationship over the long term.
    • In research on outsourcing / offshoring, Rahman et al identified ten factors that directly impact success or failure in offshoring or outsourcing of development.
    • Key among them are the following:
      • Employee skills
      • Project management
      • Maturity of process concerning product and client management
      • Language barrier

    Info-Tech Insight

    People are a critical resource in any sourcing strategy. Making sure the people and the processes will mesh seamlessly is how to ensure success.

    1.2.1 Define your people factors

    30 min

    Skills Inventory

    1. List skills needed in the development team to service current needs.
    2. Based on future innovation and product direction, add skills you foresee needing in the next 12-24 months. Where do you see a new technology platform (e.g. move from .NET to Java) or innovation (addition of Mobile)?
    3. List current skills present in the team.
    4. Identify skills gaps.

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Product plans for current and future products
    • Technology platform plans for current products
    • Future innovation plans
    • People- and process-related factors that influence sourcing decisions
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Product owners
    • Solution architects

    Assess your people - Skills inventory

    Skills required

    Strategic value

    Skills present

    Skill you are seeking

    Required today or in the future

    Rate the skill level required in this area

    Is this a strategic focus for the firm for future targets?

    Is this skill present in the team today?

    Rate current skill level (H/M/L)

    Java Development

    Future

    High

    Yes

    No

    Low

    .Net Development

    Today

    Med

    No

    Yes

    High

    1.2.2 Assess your process factors

    30 min

    Process factors

    1. Do you have a defined product ownership practice?
    2. How mature is the product ownership for the product you are seeking to change sourcing for (H/M/L)?
    3. Do you have project management principles and governance in place for software releases?
    4. What is the relative maturity / skill in the areas you are seeking sourcing for (H/M/L)?

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Product plans for current and future products
    • Technology platform plans for current products
    • Future innovation plans
    • People- and process-related factors that influence sourcing decisions
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Product owners
    • Solution architects

    Assess your process factors

    Product ownership

    Project management

    Product where sourcing is being changed

    Product ownership in place?

    Skills / maturity rating (H/M/L)

    Project management / governance in place for software releases

    Rate current maturity / skill level (H/M/L)

    ABC

    Yes

    High

    Yes

    High

    SQW

    No

    Low

    Yes

    High

    Step 1.3

    Review your current culture

    Activities

    1.3.1 Assess your communications factors

    1.3.2 Assess your conflict resolution factors

    This step involves the following participants:

    Technical leaders

    Product owners

    Project managers

    Outcomes of this step

    Details of key culture factors that will drive the selection of the right partner.

    Cultural factors

    Organization culture fit is a driver of collaboration between the teams, which drives success.

    • In their study of country attractiveness for sourcing development, Kotlarsky and Oshri point to the ability of the client and their sourcing partner to work as one team as a key to success.
    • This requires synergies in many cultural factors to avoid costly miscommunications and misinterpretations that damage collaboration.
    • Key factors in achieving this are:
      • Communications methodology and frequency; managing and communicating to the teams as one team vs two, and communicating at all levels, vs top down.
      • Managing the team as one integrated team, with collaboration enabled between all resources, rather than the more adversarial client vs partner approach.
      • Conflict resolution strategies must align so all members of the extended team work together to resolve conflict vs the traditional “Blame the Contractors”.
      • Strong change management is required to keep all team members aligned.

    Info-Tech Insight

    Synergy of culture is what enables a good partner selection to become a long-term relationship of value.

    1.3.1 Assess your communications factors

    30 min

    1. List all the methods you use to communicate with your development team – face to face, email, conference call, written.
    2. For each form of communication confirm frequency, medium, and audience (team vs one-on-one)
    3. Confirm if these communications take into account External vs Internal resources and different time zones, languages, and cultures.
    4. Is your development team broken up into teams by function, by location, by skill, etc., or do you operate as one team?

    Download the Select a Sourcing Partner Presentation Template

    Input Output
    • Communication process with existing development team
    • Examples of how external staff have been integrated into the process
    • Examples of conflicts and how they were resolved
    • Documentation of key cultural characteristics that need to be part of provider profiling
    Materials Participants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Product owners
    • Project managers

    Assess your communications strategy

    Communications

    Type

    Frequency

    Audience

    One communication or one per audience?

    Level of two-way dialogue

    Face-to-face team meetings

    Weekly

    All developers

    One

    High

    Daily standup

    Daily

    Per team

    One per audience

    Low

    1.3.2 Assess your conflict resolution factors

    30 min

    1. How does your organization handle the following types of conflict? Rate from 1-5, with 1 being hierarchical and 5 being openly collaborative.
      1. Developers on a team disagree.
      2. Development team disagrees with manager.
      3. Development team disagrees with product owner.
      4. Development team disagrees with line of business.
    2. Rate each conflict resolution strategy based on effectiveness.
    3. Confirm if this type of strategy is used for internal and external resources, or internal only.

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Communication process with existing development team
    • Examples of how external staff have been integrated into the process
    • Examples of conflicts and how they were resolved
    • Documentation of key cultural characteristics that need to be part of provider profiling
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Product owners
    • Project managers

    Assess your conflict resolution strategy

    Conflict

    Resolution strategy

    Effectiveness

    Audience

    Conflict type

    Rate the resolution strategy from hierarchical to collaborative (1-5)

    How effective is this method of resolution from 1-5?

    Is this strategy used for external parties as well as internal?

    Developer to product owner

    44

    Yes

    Developer to manager

    12

    Yes

    Step 1.4

    Document your technical factors

    Activities

    1.4.1 Document your product / platform factors

    1.4.2 Document your environment details

    This step involves the following participants:

    Technical leaders

    Product owners

    Outcomes of this step

    Details of key technical factors that will drive the selection of the right partner.

    Technical factors

    Technical factors are still the foundation for a Development sourcing relationship.

    • While there are many organizational factors to consider, the matching of technological factors is still the root on which the sourcing relationship is built; the end goal is to build better software.
    • Key technical Items that need to be aligned based on the research are:
      • Technical infrastructure
      • Development environments
      • Development methodology and tools
      • Deployment methodology and tools
      • Lack of/poor-quality technical documentation
    • Most RFPs focus purely on skills, but without alignment on the above items, work becomes impossible to move forward quickly, limiting the chances of success.

    Info-Tech Insight

    Technical factors are the glue that enables teams to function together. Ensuring that they are fully integrated is what enables team integration; seams in that integration represent failure points.

    1.4.1 Document your product / platform factors

    30 mins

    1. How many environments does each software release go through from the start of development through release to production?
    2. What is the infrastructure and development platform?

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Development process
    • Deployment process
    • Operations process
    • IT security policies
    • Documentation of key technical characteristics that need to be part of provider profiling
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Development leaders
    • Deployment team leaders
    • Infrastructure leaders
    • IT operations leaders
    • Product owners
    • Project managers

    Document your product / platform

    Product / Platform

    Product you are seeking a sourcing solution for

    What is the current infrastructure platform?

    How many environments does the product pass through?

    What is the current development toolset?

    ABC

    Windows

    Dev – QA – Preprod - Prod

    .Net / Visual Studio

    1.4.2 Document your environment details

    30 min

    For each environment detail the following:

    1. Environment on premises or in cloud
    2. Access allowed to external parties
    3. Production data present and unmasked
    4. Deployment process: automated or manual
    5. Tools used for automated deployment
    6. Can the environment be restored to last known state automatically?
    7. Does documentation exist on the environment, processes and procedures?

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Development process
    • Deployment process
    • Operations process
    • IT security policies
    • Documentation of key technical characteristics that need to be part of provider profiling
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Development leaders
    • Deployment team leaders
    • Infrastructure leaders
    • IT operations leaders
    • Product owners
    • Project managers

    Document Your Environment Details

    Environment

    Location

    Access

    Deployment

    Data

    Name of Environment

    Is the environment on premises or in the cloud (which cloud)?

    Is external access allowed?

    Is deployment automated or manual?

    Tool used for deployment

    Is reset automated?

    Does the environment contain unmasked production data?

    Dev

    Cloud

    Yes

    Automated

    Azure DevOps

    Yes

    No

    QA

    Cloud

    Yes

    Automated

    Azure DevOps

    Yes

    No

    Preprod

    On Premises

    No

    Manual

    N/A

    No

    Yes

    Phase 2

    Introspection

    1.1 Assess your market factors

    1.2 Determine your people factors

    1.3 Review your current culture

    1.4 Document your technical factors

    Profiling

    2.1 Recall your sourcing strategy

    2.2 Prioritize your company factors

    2.3 Create target profile

    Partner selection

    3.1 Review your RFx

    3.2 Identify target vendors

    3.3 Evaluate vendor

    responses

    Implementation

    4.1 Engage partner to choose contract mechanism

    4.2 Engage partner team to define goals

    4.3 Choose your success

    metrics

    This phase will help you to build a profile of the partner you should target in your search for a sourcing partner.

    This phase involves the following participants:

    Technology leaders

    Procurement leaders

    Product owners

    Project managers

    Build a profile for the right partner

    • Finding the perfect partner is a puzzle to solve, an exercise between the firm and the partners.
    • It is necessary to be able to prioritize and to identify opportunities where you can adapt to create a fit.
    • You must also bring forward the sourcing model you are seeking and prioritize factors based on that; for example, if you are seeking a nearshore partner, language may be less of a factor.

    Review factors based on sourcing choice

    Different factors are more important depending on whether you are insourcing or outsourcing.

    Key risks for insourcing

    • Alignment on communication strategy and method
    • Ability to align culturally
    • Need for face-to-face relationship building
    • Need for coaching skills

    Key risks for outsourcing

    • Giving control to the vendor
    • Legal and regulatory issues
    • Lack of knowledge at the vendor
    • Language and cultural fit

    Assessing your firm's position

    • The model you derived from the Sourcing Strategy research will inform the prioritization of factors for matching partners.

    Info-Tech Insight

    To find the best location for insourcing, or the best vendor for outsourcing, you need to identify your firm's positions on key risk areas.

    Step 2.1

    Recall your sourcing strategy

    Activities

    2.1.1 Define the key factors in your sourcing strategy

    This step involves the following participants:

    Technology Leaders

    Outcomes of this step

    Documentation of the Sourcing Strategy you arrived at in the Define a Sourcing Strategy exercises

    Choosing the right model

    The image contains a screenshot of the legend that will be used down below. The legend contains circles, from the left there is a empty circle, a one quarter filled circle, half filled circle, three-quarter filled circle , and a fully filled in circle.

    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?

    The image contains a screenshot of the filled in whole circle to demonstrate high. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the half filled circle to demonstrate medium. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the empty circle to demonstrate low.

    Absorptive capacity

    How successful has the organization been at bringing outside knowledge back into the firm?

    The image contains a screenshot of the empty circle to demonstrate low. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the half filled circle to demonstrate medium. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the filled in whole circle to demonstrate high.

    Integration complexity

    How many integrations are required for the product to function – fewer than 5, 5-10, or more than 10?

    The image contains a screenshot of the filled in whole circle to demonstrate high. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the half filled circle to demonstrate medium. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the empty circle to demonstrate low.

    Product ownership

    Do you have full-time product owners in place for the products? Do product owners have control of their roadmaps?

    The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the half filled circle to demonstrate medium. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the half filled circle to demonstrate medium. The image contains a screenshot of the filled in whole circle to demonstrate high. The image contains a screenshot of the filled in whole circle to demonstrate high.

    Organization culture fit

    What are your organization’s communication and conflict resolution strategies? Is your organization geographically dispersed?

    The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the filled in whole circle to demonstrate high.

    Vendor mgmt skills

    What is your skill level in vendor management? How old are your longest-standing vendor relationships?

    The image contains a screenshot of the empty circle to demonstrate low. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the one-quarter filled circle to demonstrate medium low. The image contains a screenshot of the half filled circle to demonstrate medium. The image contains a screenshot of the three-quarter filled circle to demonstrate medium high. The image contains a screenshot of the filled in whole circle to demonstrate high.

    2.1.1 Define the key factors in your sourcing strategy

    30 min

    For each product you are seeking a sourcing strategy for, document the following:

    1. Product or team name.
    2. Sourcing strategy based on Define a Sourcing Strategy.
    3. The primary drivers that led to this selection – Business Dependence, Absorptive Capacity, Integration Complexity, Product Ownership, Culture or Vendor Management.
    4. The reasoning for the selection based on that factor – e.g. we chose nearshoring based on high business dependence by our development team.

    Download the Select a Sourcing Partner Presentation Template

    Input Output
    • Sourcing Strategy from Define a Sourcing Strategy for your Development Team
    • Reasoning that drove the sourcing strategy selection
    Materials Participants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leadership

    Define sourcing strategy factors

    Sourcing strategy

    Factors that led to selection

    Product you are seeking a sourcing solution for

    Strategy defined

    Key factors that led to that choice

    Reasoning

    ABC

    Outsourcing - Offshore

    • Product ownership
    • Business integration
    • Product maturity
    • Technical environment

    Mature product ownership and low requirement for direct business involvement.

    Mature product with lower environments in cloud.

    Step 2.2

    Prioritize your company factors

    Activities

    2.2.1 Prioritize the factors from your sourcing strategy and confirm if mitigation or adaptation are possible.

    This step involves the following participants:

    IT Leadership team

    Outcomes of this step

    Prioritized list of key factors

    2.2.1 Prioritize your sourcing strategy factors

    30 min

    1. For each of the factors listed in exercise 2.1, prioritize them by importance to the firm.
    2. For each factor, please confirm if there is room to drive change internally to overcome the lack of a match – for example, if the culture being changed in language and conflict resolution is an option, then say Yes for that factor.

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Sourcing Strategy factors from 2.1
    • Prioritized list of sourcing strategy factors
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders

    Sourcing strategy factors and priority

    Sourcing strategy

    Factors that led to selection

    Priority of factor in decision

    Change possible

    Product you are seeking a sourcing solution for

    Strategy defined

    Key factors that led to your choice

    Reasoning

    Priority of factor 1-x

    Is there an opportunity to adapt this factor to a partner?

    ABC

    Outsourcing - offshore

    • Product ownership
    • Business integration
    • Product maturity
    • Technical environment

    Mature product ownership

    Low requirement for direct business involvement

    Mature product with lower environments in cloud

    2

    1

    3

    N

    N

    Y

    Step 2.3

    Create target profile

    Activities

    2.3.1 Profile your best fit

    This step involves the following participants:

    IT Leadership team

    Outcomes of this step

    Profile of the target partner

    Profiling your best fit

    Creating a target profile will help you determine which partners should be included in the process.

    Given the complexity of all the factors and trying to find the best fit from a multitude of partners, Info-Tech recommends forming a target profile for your best fit of partner.

    This profile provides a detailed assessment matrix to use to review potential partners.

    Profile should be created based on priority; "must haves" are high priority, while properties that have mitigation opportunities are optional or lower priority.

    Criteria

    Priority

    Some US Govt contracts – data and staff in NATO

    1

    Windows environment – Azure DEVOPS

    2

    Clients in FS

    3

    Agile SDLC

    4

    Collaborative communication and conflict resolution

    5

    Mature product management

    6

    Languages English and Spanish

    7

    Partner Profile

    • Teams in NATO and non-NATO countries
    • Windows skills with Azure
    • Financial Services experience
    • Utilize Agile and willing to plug into our teams
    • Used to collaborating with clients in one team environment
    • One centre in Latin / South America

    Info-Tech Insight

    The factors we have defined serve to build us a profile for the ideal partner to engage in sourcing our development team. This profile will lead us to be able to define our RFP / RFI and assess respondents.

    Case study: Cognizant is partnering with clients on product development

    INDUSTRY: Technology Services

    SOURCE: Interview with Jay MacIsaac, Cognizant

    Cognizant is driving quality solutions for clients

    • Strives to be primarily an industry-aligned organization that delivers multiple service lines in multiple geographies.
    • Seeks to carefully consider client culture to create one team.
    • Value proposition is a consultative approach bringing thought leadership and mutually adding value to the relationship vs the more traditional order taker development partner
    • Wants to share in solution development to facilitate shared successes. Geographic alignment drives knowledge of the client and their challenges, not just about time zone and supportability.
    • Offers one of the largest offshore capabilities in the world, supported by local and nearshore resources to drive local knowledge.
    • Realizes today’s clients don’t typically want a black box, they are sophisticated and want transparency around the process and solution, to have a partner.
    • Understands that clients do want to know where the work is being delivered from and how it's being delivered, and want to help manage expectations and overall risk.

    Synergy with Info-Tech’s approach

    • Best relationship comes when teams operate as one.
    • Clients are seeking value, not a development black box.
    • Clients want to have a partner they can engage with, not just an order taker.
    • Goal is a one-team culture with shared goals and delivering business value.
    • Ideal is a partner that will add to their thinking, not echo it.

    Results of this approach

    • Cognizant is continuing to deliver double-digit growth and continues to strive for top quartile performance.
    • Growth in the client base has seen the company grow to over 340,000 associates worldwide.

    Case study: Cabot Technology Solutions uses industry knowledge to drive successful partnerships

    INDUSTRY: Technology Services

    SOURCE: Interview with Shibu Basheer, Cabot Technology Solutions

    Cabot Technology Solutions findings

    • Cabot Technology Solutions looks to partner with clients and deliver expertise and value, not just application development.
      • Focus on building deep knowledge in their chosen vertical, Healthcare.
      • Focus on partnering with clients in this space who are seeking a partner to provide industry knowledge and use this to propel them forward.
      • Look to work with clients seeking a one team philosophy.
      • Avoid clients looking for a cheap provider.
    • Recognizing the initial apprehension to India as a location, they have built a practice in Ontario that serves as a bridge for their offshore team.
    • Cabot overcame initial views and built trust, while integrating the India team in parallel.

    Synergy with Info-Tech approach

    • Preference is partners, not a client/vendor relationship.
    • Single country model is set aside in favor of mix of near and offshore.
    • Culture is a one team approach, not the more adversarial order-taker approach.
    • Goal is to build long-term relationships of value, not task management.

    Results of this approach

    • Cabot is a recognized as a top software development company in many markets across the USA.
    • Cabot continues to drive growth and build referenceable client relationships across North America.

    2.3.1 Profile your best fit

    30 min

    1. Document the list of skills you are seeking from the People Factors – Skills Inventory in Section 1.2 – these represent the skills you are seeking in a partner.
    2. Document the culture you are looking for in a partner with respect to communications and conflict resolution in the culture section of the requirements – this comes from Section 1.3.
    3. Confirm the type of partner you are seeking – nearshore, offshore, or outsourcing based on the sourcing strategy priorities in Section 2.2.
    4. Confirm constraints that the partner must work under based on constraints from your market and competitor factors in Section 1.1.
    5. Confirm your technical requirements in terms of environments, tools, and processes that the vendor must align to from Section 1.4.

    Download the Select a Sourcing Partner Presentation Template

    Input Output

    All exercises done in Steps 11-1.4 and 2.1-2.2

    Profile of a target partner to drive the RFx Criteria

    Materials Participants

    Select a Sourcing Partner for Your Development Team Presentation template

    Development leaders

    Deployment team leaders

    Infrastructure leaders

    IT operations leaders

    Product owners

    Project managers

    RFP skills requirement

    People skills required

    Product ownership

    Project management

    Skill

    Skill level required

    Tools / platform requirement

    Details of product management methodology and skills

    Details of firm's project management methodology

    .NET

    Medium

    Windows

    Highly mature, high skill

    Highly mature, high skill

    Java

    High

    Windows

    Low

    High

    RFx cultural characteristics

    Communication strategy

    Conflict resolution

    Organization / management

    Communication mediums supported

    Frequency of meetings expected

    Conflict resolutions strategies used at the firm

    Management methodology

    Face to face

    Weekly

    Collaborative

    Online

    Daily

    Hierarchical with manager

    Hierarchical

    RFx market constraints

    Constraints

    Partner proposal

    Constraint type

    Restrictions

    Market size required for

    Reasoning

    Data residency

    Data must stay in Canada for Canadian Gov't clients

    5% Canada public sector

    Competitive

    Offshoring dev means competition can take advantage

    95% Clients

    Need strategy to show data and leadership in NA, but delivering more innovation at lower cost by going offshore

    RFx technical requirements

    Technical environments

    Infrastructure

    Alignment of SDLC

    Tools required for development team

    Access control software required

    Infrastructure location

    Number of environments from development to production

    .Net Visual Studio

    Microsoft

    Azure

    4

    RFx scope of services

    Work being sourced

    Team sizing

    Work being sourced

    Skill level required

    Average size of release

    Releases per year

    Java development of new product

    High

    3-month development

    6

    .NET staff augmentation

    Medium

    ½-month development

    12

    Phase 3

    Choose the partner that will best enable you to move forward as one integrated team.

    Introspection

    1.1 Assess your market factors

    1.2 Determine your people factors

    1.3 Review your current culture

    1.4 Document your technical factors

    Profiling

    2.1 Recall your sourcing strategy

    2.2 Prioritize your company factors

    2.3 Create target profile

    Partner selection

    3.1 Review your RFx

    3.2 Identify target vendors

    3.3 Evaluate vendor

    responses

    Implementation

    4.1 Engage partner to choose contract mechanism

    4.2 Engage partner team to define goals

    4.3 Choose your success

    metrics

    For more details on Partner Selection, please refer to our research blueprint entitled Select an ERP Partner

    This phase will help you define your RFx for your provider search

    This phase involves the following participants:

    Vendor Management Team

    IT Leadership

    Finance Team

    Finding the right fit should always come before rates to determine value

    The right fit

    Determined in previous activities

    Negotiating will eventually bring the two together

    Value

    Rates

    Determined by skill and location

    Statement of Work (SOW) quality

    A quality SOW is the result of a quality RFI/RFP (RFx).

    The process up to now has been gathering the materials needed to build a quality RFx. Take this opportunity to review the outputs of the preceding activities to ensure that:

    • All the right stake holders have been engaged.
    • The requirements are complete.

    Info-Tech’s RFP Review as a Service looks for key items to ensure your RFx will generate quality responses and SOWs.

    • Is it well-structured with a consistent use of fonts and bullets?
    • Is it laid out in sections that are easily identifiable and progress from high-level to more detailed information?
    • Can a vendor quickly identify the ten (or fewer) things that are most important to you?

    The image contains a screenshot of the Request for Proposal Review as a Service.

    Step 3.1

    Review your RFx

    Activities

    3.1.1 Select your RFx template

    3.1.2 Finalize your RFx

    3.1.3 Weight each evaluation criteria

    This step involves the following participants:

    • Project team
    • Evaluation team
    • Vendor management team
    • CIO

    Outcomes of this step

    • Completed RFx

    Info-Tech’s RFI/RFP process

    Info-Tech has well-established vendor management templates and practices

    • Identify Need
    • Define Business Requirements
    • Gain Business Authorization
    • Perform RFI/RFP
    • Negotiate Agreement
    • Purchase Goods and Services
    • Assess and Measure Performance

    Info-Tech Best Practice

    You’ll want to customize templates for your organization, but we strongly suggest that you take whatever you feel best meets your needs from both the long- and short-form RFPs presented in this blueprint.

    The secret to managing an RFP is to make it manageable. And the secret to making an RFP manageable is to treat it like any other aspect of business – by developing a 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.

    Your RFP process should be tailored to fit the needs and specifics of your organization and IT.

    Info-Tech Insight

    Create a better RFP process using Info-Tech’s well-established templates and methodology.

    Create a Better RFP Process

    In a hurry? Consider an enhanced RFI instead of an RFP.

    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. An enhanced RFI (ERFI) 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.

    Stage 1:

    Create an RFI with all the customary components. Next, add a few additional RFP-like requirements (e.g. operational and technical 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 the vendors. Finally, notify the vendors that you will not be doing an RFP – this is it!

    Stage 2:

    Review the vendors’ proposals and select the best two. Negotiate with both vendors and then make your decision.

    The ERFI 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.

    RFI Template

    The image contains a screenshot of the RFI Template.

    Use this template to create your RFI baseline template. Be sure to modify and configure the template to your organization’s specifications.

    Request for Information Template

    Long-Form RFP Template

    Configure Info-Tech’s Long-Form RFP Template for major initiatives

    The image contains a screenshot of the long-form RFP Template.

    A long-form or major RFP is an excellent tool for more complex and complicated requirements. This example 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, 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.

    Source: Info-Tech’s The Art of Creating a Quality RFP

    Short-Form RFP Template

    Configure Info-Tech’s Short-Form RFP Template for minor or smaller initiatives

    The image contains a screenshot of the Short-Form RFP Template.

    This example is for 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 time for both your team and the vendors. Of course, the short-form RFP contains fewer 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 require significant vendor's risk assessment.

    Source: The Art of Creating a Quality RFP

    3.1.1 Select your RFx template

    1-3 hours

    1. As a group, download the RFx templates from the previous three slides.
    2. Review your RFx process as a group. Be sure to include the vendor management team.
    3. Be sure to consider organization-specific procurement guidelines. These can be included. The objective here is to find the template that is the best fit. We will finalize the template in the next activity.
    4. Determine the best template for this project.
    Input Output
    • RFx templates
    • The RFx template that will be used for this project
    Materials Participants
    • Info-Tech’s Enhanced RFI Template, Long-Form RFP Template, and Short-Form RFP Template
    • Vendor management team
    • Project team
    • Project manager

    Finalize your RFx

    Key insights

    Leverage the power of the RFP

    • Too often RFPs fail to achieve their intended purposes, and your organization feels the effects of a poorly created RFP for many years.
    • If you are faced with a single source vendor, you can perform an RFP to one to create the competitive leverage.

    Make the response and evaluation process easier

    • Being strategic in your wording and formatting makes it easier on both parties – easier for the vendors to submit meaningful proposals, and easier for customer teams to evaluate.
    • Create a level playing field to encourage competition. Without multiple proposals, your options are limited and your chances for a successful project plummet.

    Maximize the competition

    • Leverage a pre-proposal conference to resolve vendor questions and to ensure all vendors receive the same answers to all questions. No vendor should have an information advantage.

    Do’s

    • Leverage your team’s knowledge.
    • Document and explain your RFP process to stakeholders and vendors.
    • Include contract terms in your RFP.
    • Measure and manage performance after contract award.
    • Seek feedback from the RFP team on your process and improve it as necessary.

    Don'ts

    • 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.

    3.1.2 Finalize your RFx

    1-3 hours

    1. As a group, review the selected RFI or RFP template.
    2. This is YOUR document. Modify it to suit the needs of the organization and even add sections from the other RFP templates that are relevant to your project.
    3. Use the Supplementary RFx Material as a guide.
    4. Add the content created in Steps 1 and 2.
    5. Add any organization-specific clauses or requirements.
    6. Have the project team review and comment on the RFP.
    7. Optional: Use Info-Tech’s RFP Review Concierge Service.

    Download the RFx Vendor Evaluation Tool

    Download the Supplementary RFx Material

    InputOutput
    • RFx template
    • Organizational specific guidelines
    • Materials from Steps 1 and 2
    • Supplementary RFx Material
    • Finalized RFx
    MaterialsParticipants
    • Electronic RFP document for editing
    • Vendor management team
    • Project team
    • Project manager

    3.1.2 Bring it all together

    Supplementary RFx Material

    The image contains a screenshot of Supplementary RFx Material.

    Review the sample content to get a feel for how to incorporate the results of the activities you have worked through into the RFx template.

    RFx Templates

    Use one of our templates to build a ready-for-distribution implementation partner RFx tailored to the unique success factors of your implementation.

    Exercises in Steps 1 and 2

    The image contains a screenshot of Exercises in Steps 1 and 2

    Use the material gathered during each activity to inform and populate the implementation partner requirements that are specific for your organization and project.

    The image contains a screenshot of the Long Form RFx template.The image contains a screenshot of the Short Form RFx template.

    3.1.3 Weight each evaluation criteria

    1-3 hours

    1. As a group, review the selected RFI or RFP template.
    2. This is your document. Modify it to suit the needs of the organization and even add sections from the other RFP templates that are relevant to your project.
    3. Use the Supplementary RFx Material as a guide.
    4. Utilize the content defined in Steps 1 and 2.
    5. Add any organization-specific clauses or requirements.
    6. Have the project team review and comment on the RFP.
    7. Optional: Use Info-Tech’s RFP Review Concierge Service.

    Download the Supplementary RFx Material

    InputOutput

    RFx Vendor Evaluation Tool

    Exercises from Steps 1 and 2

    • Weighted scoring tool to evaluate responses
    MaterialsParticipants
    • RFx Vendor Evaluation Tool
    • Supplementary RFx Material
    • Vendor management team
    • Project team
    • Project manager

    3.1.3 Apply weight to each evaluation criteria

    Use this tool to weight each critical success factor based on results of the activities within the vendor selection workbook for later scoring results.

    The image contains a screenshot of the RFx Vendor Evaluation Tool.

    Download the RFx Vendor Evaluation Tool

    Step 3.2

    Identify target vendors

    Activities

    3.2.1 Identify target vendors

    3.2.2 Define your RFx timeline

    This step involves the following participants:

    • Project team
    • Vendor management team

    Outcomes of this step

    • Targeted vendor list
    • Initial RFx timeline

    3.2.1 Identify target vendors

    1-3 hours

    1. Based on the profile defined in Step 2.3, research potential partners that fit the profile, starting with those you may have used in the past. From this, build your initial list of vendors to target with your RFx.
    2. Break into smaller groups (or continue as a single group if it is already small) and review each shortlisted vendor to see if they will likely respond to the RFx.
    Input Output
    • Websites
    • Peers
    • Advisory groups
    • A shortlist of vendors to target with your RFx
    Materials Participants
    • RFx Vendor Evaluation Tool
    • CIO
    • Vendor management team
    • Project team
    • Evaluation team

    Download the RFx Vendor Evaluation Tool

    Define your RFx timeline

    Provider RFx timelines need to be clearly defined to keep the project and participants on track. These projects and processes can be long. Set yourself up for success by identifying the time frames clearly and communicating them to participants.

    1. Current
    • Concurrent ERP product selection
    • RFx preparation
    • Release of RFX
  • Near-term
    • Responses received
    • Scoring responses
    • Shortlisting providers
    • Provider interviews
    • Provider selection
    • Provider contract negotiations
    • Contract with provider
  • Future
    • Initiation of knowledge transfer
    • Joint development period
    • Cutover to provider team

    89% of roadmap views have at least some representation of time. (Roadmunk, n.d.)

    Info-Tech Insight

    The true value of time horizons is in dividing your timeline and applying different standards and rules, which allows you to speak to different audiences and achieve different communication objectives.

    3.2.2 Define your RFx timeline

    1-3 hours

    1. As a group identify an appropriate timeline for your RFP process. Info-Tech recommends no less than three months from RFx release to contract signing.

      Keep in mind that you need to allow for time to engage the team and perform some level of knowledge transfer, and to seed the team with internal resources for the initial period.
    2. Leave enough time for vendor responses, interviews, and reference checks.
    3. Once the timeline is finalized, document it and communicate it to the organization.

    Download the RFx Vendor Evaluation Tool

    Input Output
    • RFx template
    • Provider RFx timeline
    Materials Participants
    • RFx Vendor Evaluation Tool
    • Vendor management team
    • Project team
    • Project manager

    Define your RFx timeline

    The image contains a screenshot of an example of an RFx timeline.

    Step 3.3

    Evaluate vendor responses

    Activities

    3.3.1 Evaluate responses

    This step involves the following participants:

    • Evaluation team

    Outcomes of this step

    • Vendor submission scores

    3.3.1 Evaluate responses

    1-3 hours

    1. Use the RFx Vendor Evaluation Tool to collect and record the evaluation team's scores for each vendor's response to your RFx.
    2. Then record and compare each team member's scores to rank the vendors' responses.
    3. The higher the score, the closer the fit.

    Download the RFx Vendor Evaluation Tool

    InputOutput
    • Vendor responses
    • Vendor presentations
    • Vendor scores
    MaterialsParticipants
    • RFx Vendor Evaluation Tool
    • Evaluation team

    3.3.1 Score vendor results

    Use the RFx Vendor Evaluation Tool to score the vendors' responses to your RFx using the weighted scale from Activity 3.1.3.

    The image contains a screenshot of the RFx Vendor Evaluation Tool.

    Download the RFx Vendor Evaluation Tool

    Phase 4

    Measuring the new relationship

    Introspection

    1.1 Assess your market factors

    1.2 Determine your people factors

    1.3 Review your current culture

    1.4 Document your technical factors

    Profiling

    2.1 Recall your sourcing strategy

    2.2 Prioritize your company factors

    2.3 Create target profile

    Partner selection

    3.1 Review your RFx

    3.2 Identify target vendors

    3.3 Evaluate vendor

    responses

    Implementation

    4.1 Engage partner to choose contract mechanism

    4.2 Engage partner team to define goals

    4.3 Choose your success

    metrics

    This phase will allow you to define the relationship with your newly chosen partner, including choosing the right contract mechanism, defining shared goals for the relationship, and selecting the metrics and processes to measure performance.

    This phase involves the following participants:

    IT leadership

    Procurement team

    Product owners

    Project managers

    Implementing the Partner

    Implementing the new partner is an exercise in collaboration

    • Successfully implementing your new partner is an exercise in working together
    1. Define a contract mechanism that is appropriate for the relationship, but is not meant as punitive, contract-based management – this sets you up for failure.
    2. Engage with your team and your partner as one team to build shared, measurable goals
    3. Work with the team to define the metrics and processes by which progress against these goals will be measured
  • Goals, metrics and process should be transparent to the team so all can see how their performance ties to success
  • Make sure to take time to celebrate successes with the whole team as one
  • Info-Tech Insight

    Implement the relationship the same way you want it to work: as one team. Work together on contract mechanism, shared goals, metrics, and performance measurement. This transparency and collaboration will build a one team view, leading to long-term success.

    Step 4.1

    Engage partner to choose contract mechanism

    Activities

    4.1.1 Confirm your contract mechanism

    This step involves the following participants:

    IT leadership

    Procurement team

    Vendor team

    Outcomes of this step

    Contract between the vendor and the firm for the services

    Negotiate agreement

    Evaluate your RFP responses to see if they are complete and if the vendor followed your instructions.

    Then:

    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.

    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

    Be certain to include any commitments made in the RFP, presentations, and proposals in the agreement, as the standard for an underperforming vendor.

    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.

    Leverage ITRG's negotiation process research for additional information

    For more details on this process please see our research Drive Successful Sourcing Outcomes with a Robust RFP Process

    4.1.1 Confirm your contract mechanism

    30 min

    1. Does the firm have prior experience with this type of sourcing arrangement?
    2. Does the firm have an existing services agreement with the selected partner?
    3. What contract mechanisms have been used in the past for these types of arrangements?
    4. What mechanism was proposed by the partner in their RFP response?

    Download the Select a Sourcing Partner Presentation Template

    Input Output
    • Past sourcing agreements from Procurement
    • Proposed agreement from partner
    • Agreed upon contract mechanism
    Materials Participants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Vendor management group
    • Partner leaders

    Choose the appropriate contract method

    Work being sourced

    Partner proposal

    Agreed-upon mechanism

    Work being sourced

    Vendor management experience with type

    Partner proposed contract method

    Agreed-upon contract method

    Java development team to build new product

    Similar work done with fixed price with another vendor

    Time and materials per scrum team

    Time and materials per scrum team to avoid vendor conflicts inherent in fixed price which limit innovation

    Step 4.2

    Engage partner team to define shared goals

    Activities

    4.2.1 Define your shared goals

    This step involves the following participants:

    IT leadership

    Vendor leadership

    Outcomes of this step

    Shared goals for the team

    Define success and shared goals

    Work together to define how you will measure yourselves.

    One team

    • Treating the new center and the existing team as one team is critical to long-term success.
    • Having a plan that allows for teams to meet frequently face-to-face "get to know you" and "stay connected" sessions will help the team gel.

    Shared goals

    • New group must share common goals and measurements.

    Common understanding

    • New team must have a common understanding and culture on key facets such as:
      • Measurement of quality
      • Openness to feedback and knowledge sharing
      • Culture of collaboration
      • Issue and Risk Management

    4.2.1 Define your shared goals

    30 min

    1. List each item in the scope of work for the sourcing arrangement – e.g. development of product XXX.
    2. For each scope item, detail the benefit expected by the firm – e.g. development cost expected to drop by 10% per year, or customer satisfaction improvement.
    3. For each benefit define how you will measure success – e.g. track cost of development for the development team assigned, or track Customer Satisfaction Survey results.
    4. For each measure, define a target for this year – e.g. 10% decrease over last year's cost, or customer satisfaction improvement from 6 to 7.

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Services being procured from RFx
    • Benefits expected from the sourcing strategy
    • Baseline scores for measurements
    • Shared goals agreed upon between team and partner
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Technology leaders
    • Partner leaders

    Define goals collaboratively

    Role and benefit

    Goals and objectives

    Role / work being sourced

    Benefit expected

    Measure of success

    Year over year targets

    Java development team to build new product

    New product to replace aging legacy

    Launch of new product

    Agree on launch schedule and MVP for each release / roadmap

    Step 4.3

    Choose your success metrics

    Activities

    4,3.1 Define metrics and process to monitor

    This step involves the following participants:

    IT leadership

    Product owners

    Project managers

    Vendor leaders

    Outcomes of this step

    Metrics and process to measure performance

    4.3.1 Define metrics and process to monitor

    30 min

    1. For each goal defined and measure of success, break down the measure into quantifiable, measurable factors – e.g. Development cost is defined as all the costs tracked to the project including development, deployment, project management, etc.
    2. For each factor choose the metric that can be reported on – e.g. project actuals.
    3. For each metric define the report and reporting frequency – e.g. monthly project actuals from project manager.

    Download the Select a Sourcing Partner Presentation Template

    InputOutput
    • Development process
    • Deployment process
    • Operations process
    • IT Security policies
    • Documentation of key technical characteristics that need to be part of provider profiling
    MaterialsParticipants
    • Select a Sourcing Partner for Your Development Team Presentation template
    • Development leaders
    • Deployment team leaders
    • Infrastructure leaders
    • IT operations leaders
    • Product owners
    • Project managers

    Agreed-upon metrics

    Goal

    Metrics and process

    Agreed-upon goal

    Year 1 target

    Metric to measure success

    Measurement mechanism

    Deliver roadmap of releases

    3 releases – MVP in roadmap

    Features and stories delivered

    Measure delivery of stories from Jira

    Research Contributor

    The image contains a picture of Alaisdar Graham.

    Alaisdar Graham

    Executive Counsellor

    Info-Tech Research Group

    During Alaisdar’s 35-year career in information and operational technology, Alaisdar has been CIO for public sector organizations and private sector companies. He has been an entrepreneur with his own consultancy and a founder or business advisor with four cyber-security start-ups, Alaisdar has developed experience across a broad range of industries within a number of different countries and become known for his ability to drive business benefits and improvements through the use of technology.

    Alaisdar has worked with CXO-level executives across different businesses. Whether undertaking a digital transformation, building and improving IT functions across your span of control, or helping you create and execute an integrated technology strategy, Alaisdar can provide insight while introducing you to Info-Tech Research Group’s experts. Alaisdar’s experience with organizational turn- around, governance, project, program and portfolio management, change management, risk and security will support your organization’s success.

    Research Contributor

    The image contains a picture of Richard Nachazel.

    Richard Nachazel

    Executive Counsellor

    Info-Tech Research Group

    • Richard has more than 40 years working in various Fortune 500 organizations. His specialties are collaborating with business and IT executives and senior stakeholders to define strategic goals and transform operational protocols, standards, and methodologies. He has established a reputation at multiple large companies for taking charge of critical, high-profile enterprise projects in jeopardy of failure and turning them around. Colleagues and peers recognize his ability to organize enterprise efforts, build, develop, and motivate teams, and deliver outstanding outcomes.
    • Richard has worked as a Global CISO & Head of IT Governance for a Swiss Insurance company, Richard developed and led a comprehensive Cyber-Security Framework that provided leadership and oversight of the cyber-security program. Additionally, he was responsible for their IT Governance Risk & Compliance Operation and the information data security compliance in a complex global environment. Richard’s experience with organizational turn around, governance, risk, and controls, and security supports technology delivery integration with business success. Richard’s ability to engage executive and senior management decision makers and champion vision will prove beneficial to your organization.

    Research Contributor

    The image contains a picture of Craig Broussard.

    Craig Broussard

    Executive Counsellor

    Info-Tech Research Group

    • Craig has over 35 years of IT experience including software development, enterprise system management, infrastructure, and cyber security operations. Over the last 20 years, his focus has been on infrastructure and security along with IT service management. He’s been an accomplished speaker and panelist at industry trade events over the past decade.
    • Craig has served as Global Infrastructure Director for NCH Corporation, VP of Information Technology at ATOS, and earlier in his career as the Global Head of Data Center Services at Nokia Siemens Networks. Craig also worked for MicroSolutions (a Mark Cuban Company). Additionally, Craig received formal consulting training while working for IBM Global Services.
    • Craig’s deep experience across many aspects of IT from Governance through Delivery makes him an ideal partner for Info-Tech members.

    Bibliography

    Offshore, Onshore or Hybrid–Choosing the Best IT Outsourcing Model. (n.d.).
    Offshore Dedicated Development Team – A Compelling Hiring Guide. (n.d.).
    The Three Non-Negotiables Of IT Offshoring. (n.d.). Forbes.
    Top Ten Countries For Offshoring. Forbes, 2004.
    Nearshoring in Europe: Choose the Best Country for IT Outsourcing - The World Financial Review. (n.d.).
    Select an Offshore Jurisdiction. The Best Countries for Business in 2021-2022! | InternationalWealth.info. (n.d.).
    How to Find the Best Country to Set Up an Offshore Company. (n.d.). biz30.
    Akbar, M. A., Alsanad, A., Mahmood, S., & Alothaim, A. (2021). Prioritization-based taxonomy of global software development challenges: A FAHP based analysis. IEEE Access, 9, 37961–37974
    Ali, S. (2018). Practices in Software Outsourcing Partnership: Systematic Literature Review Protocol with Analysis. Journal of Computers, (February), 839–861
    Baird Georgia, A. (2007). MISQ Research Curation on Health Information Technology 2. Progression of Health IT Research in MIS Quarterly. MIS Quarterly, 2007(June), 1–14.
    Akbar, M. A., Alsanad, A., Mahmood, S., & Alothaim, A. (2021). Prioritization-based taxonomy of global software development challenges: A FAHP based analysis. IEEE Access, 9, 37961–37974
    Ali, S. (2018). Practices in Software Outsourcing Partnership: Systematic Literature Review Protocol with Analysis. Journal of Computers, (February), 839–861
    Baird Georgia, A. (2007). MISQ Research Curation on Health Information Technology 2. Progression of Health IT Research in MIS Quarterly. MIS Quarterly, 2007(June), 1–14.
    Carmel, E., & Abbott, P. (2006). Configurations of global software development: offshore versus nearshore. … on Global Software Development for the Practitioner, 3–7.
    Hanafizadeh, P., & Zare Ravasan, A. (2018). A model for selecting IT outsourcing strategy: the case of e-banking channels. Journal of Global Information Technology Management, 21(2), 111–138.
    Ishizaka, A., Bhattacharya, A., Gunasekaran, A., Dekkers, R., & Pereira, V. (2019). Outsourcing and offshoring decision making. International Journal of Production Research, 57(13), 4187–4193.
    Jeong, J. J. (2021). Success in IT offshoring: Does it depend on the location or the company? Arxiv.
    Joanna Minkiewicz, J. E. (2009). Deakin Research Online Online. 2007, Interrelationships between Innovation and Market Orientation in SMEs, Management Research News, Vol. 30, No. 12, Pp. 878-891., 30(12), 878–891.

    Bibliography

    King, W. R., & Torkzadeh, G. (2016). Special Issue Information Systems Offshoring : Research Status and Issues. MIS Quarterly, 32(2), 205–225.
    Kotlarsky, J., & Oshri, I. (2008). Country attractiveness for offshoring and offshore outsourcing: Additional considerations. Journal of Information Technology, 23(4), 228–231.
    Lehdonvirta, V., Kässi, O., Hjorth, I., Barnard, H., & Graham, M. (2019). The Global Platform Economy: A New Offshoring Institution Enabling Emerging-Economy Microproviders. Journal of Management, 45(2), 567–599.
    Mahajan, A. (2018). Risks and Benefits of Using Single Supplier in Software Development. Oulu University of Applied Sciences. Retrieved from
    Murberg, D. (2019). IT Offshore Outsourcing: Best Practices for U.S.-Based Companies. University of Oregon Applied Information Management, 1277(800), 824–2714.
    Nassimbeni, G., Sartor, M., & Dus, D. (2012). Security risks in service offshoring and outsourcing. Industrial Management and Data Systems, 112(3), 405–440.
    Olson, G. M., & Olson, J. S. (2000). Distance matters. Human-Computer Interaction, 15(2–3), 139–178.
    Pilkova, A., & Holienka, M. (2018). Home-Based Business in Visegrad Countries: Gem Perspective. Innovation Management, Entrepreneurship and Sustainability 2018 Proceedings of the 6th International Conference.
    Rahman, H. U., Raza, M., Afsar, P., Alharbi, A., Ahmad, S., & Alyami, H. (2021). Multi-criteria decision making model for application maintenance offshoring using analytic hierarchy process. Applied Sciences (Switzerland), 11(18).
    Rahman, H. U., Raza, M., Afsar, P., Khan, H. U., & Nazir, S. (2020). Analyzing factors that influence offshore outsourcing decision of application maintenance. IEEE Access, 8, 183913–183926.
    Roadmunk. What is a product roadmap? Roadmunk, n.d. Accessed 12 Oct. 2021.
    Rottman, J. W., & Lacity, M. C. (2006). Proven practices for effectively offshoring IT work. MIT Sloan Management Review.
    Smite, D., Moe, N. B., Krekling, T., & Stray, V. (2019). Offshore Outsourcing Costs: Known or Still Hidden? Proceedings - 2019 ACM/IEEE 14th International Conference on Global Software Engineering, ICGSE 2019, 40–47.
    Welsum, D. Van, & Reif, X. (2005). Potential Offshoring: Evidence from Selected OECD Countries. Brookings Trade Forum, 2005(1), 165–194.
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    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.

    The Accessibility Business Case for IT

    • Buy Link or Shortcode: {j2store}519|cart{/j2store}
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    • Parent Category Name: Lead
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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.
    • 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.

    Fix Your IT Culture

    • Go beyond value statements to create a culture that enables the departmental strategy.
    • There is confusion about how to translate culture from an abstract concept to something that is measurable, actionable, and process driven.
    • 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.

    Don't try this at home

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    Brilliant little and very amusing way to deal with a scammer.

    But do not copy this method as it will actually reveal quite a bit and confirm that your email is valid and active.

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    Build an Application Integration Strategy

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    • Parent Category Name: Enterprise Integration
    • Parent Category Link: /enterprise-integration
    • Even though organizations are now planning for Application Integration (AI) in their projects, very few have developed a holistic approach to their integration problems resulting in each project deploying different tactical solutions.
    • Point-to-point and ad hoc integration solutions won’t cut it anymore: the cloud, big data, mobile, social, and new regulations require more sophisticated integration tooling.
    • Loosely defined AI strategies result in point solutions, overlaps in technology capabilities, and increased maintenance costs; the correlation between business drivers and technical solutions is lost.

    Our Advice

    Critical Insight

    • Involving the business in strategy development will keep them engaged and align business drivers with technical initiatives.
    • An architectural approach to AI strategy is critical to making appropriate technology decisions and promoting consistency across AI solutions through the use of common patterns.
    • Get control of your AI environment with an appropriate architecture, including policies and procedures, before end users start adding bring-your-own-integration (BYOI) capabilities to the office.

    Impact and Result

    • Engage in a formal AI strategy and involve the business when aligning business goals with AI value; each double the AI success rate.
    • Benefits from a formal AI strategy largely depend on how gaps will be filled.
    • Create an Integration Center of Competency for maintaining architectural standards and guidelines.
    • AI strategies are continuously updated as new business drivers emerge from changing business environments and/or essential technologies.

    Build an Application Integration Strategy Research & Tools

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

    1. Make the Case for AI Strategy

    Obtain organizational buy-in and build a standardized and formal AI blueprint.

    • Storyboard: Build an Application Integration Strategy

    2. Assess the organization's readiness for AI

    Assess your people, process, and technology for AI readiness and realize areas for improvement.

    • Application Integration Readiness Assessment Tool

    3. Develop a Vision

    Fill the required AI-related roles to meet business requirements

    • Application Integration Architect
    • Application Integration Specialist

    4. Perform a Gap Analysis

    Assess the appropriateness of AI in your organization and identify gaps in people, processes, and technology as it relates to AI.

    • Application Integration Appropriateness Assessment Tool

    5. Build an AI Roadmap

    Compile the important information and artifacts to include in the AI blueprint.

    • Application Integration Strategy Template

    6. Build the Integration Blueprint

    Keep a record of services and interfaces to reduce waste.

    • Integration Service Catalog Template

    Infographic

    Workshop: Build an Application Integration 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 Make the Case for AI Strategy

    The Purpose

    Uncover current and future AI business drivers, and assess current capabilities.

    Key Benefits Achieved

    Perform a current state assessment and create a future vision.

    Activities

    1.1 Identify Current and Future Business Drivers

    1.2 AI Readiness Assessment

    1.3 Integration Service Catalog Template

    Outputs

    High-level groupings of AI strategy business drivers.

    Determine the organization’s readiness for AI, and identify areas for improvement.

    Create a record of services and interfaces to reduce waste.

    2 Know Current Environment

    The Purpose

    Identify building blocks, common patterns, and decompose them.

    Key Benefits Achieved

    Develop an AI Architecture.

    Activities

    2.1 Integration Principles

    2.2 High-level Patterns

    2.3 Pattern decomposition and recomposition

    Outputs

    Set general AI architecture principles.

    Categorize future and existing interactions by pattern to establish your integration framework.

    Identification of common functional components across patterns.

    3 Perform a Gap Analysis

    The Purpose

    Analyze the gaps between the current and future environment in people, process, and technology.

    Key Benefits Achieved

    Uncover gaps between current and future capabilities and determine if your ideal environment is feasible.

    Activities

    3.1 Gap Analysis

    Outputs

    Identify gaps between the current environment and future AI vision.

    4 Build a Roadmap for Application Integration

    The Purpose

    Define strategic initiatives, know your resource constraints, and use a timeline for planning AI.

    Key Benefits Achieved

    Create a plan of strategic initiatives required to close gaps.

    Activities

    4.1 Identify and prioritize strategic initiatives

    4.2 Distribute initiatives on a timeline

    Outputs

    Use strategic initiatives to build the AI strategy roadmap.

    Establish when initiatives are going to take place.

    Knowledge Management

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    • Parent Category Name: People and Resources
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    Mitigate Key IT Employee Knowledge Loss

    Diagnose Brand Health to Improve Business Growth

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    • 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.

    Business Process Controls and Internal Audit

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    • Parent Category Name: Security and Risk
    • Parent Category Link: security-and-risk
    Establish an Effective System of Internal IT Controls to Mitigate Risks.

    Select and Implement an IT PPM Solution

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    • Parent Category Name: Portfolio Management
    • Parent Category Link: /portfolio-management
    • The number of IT project resources and the quantity of IT projects and tasks can no longer be recorded, prioritized, and tracked using non-commercial project portfolio management (PPM) solutions.
    • Your organization has attained a moderate level of PPM maturity.
    • You have sufficient financial and technical resources to purchase a commercial PPM solution.
    • There is a wide variety of commercial PPM solutions; different kinds of PPM solutions are more appropriate for organizations of a certain size and a certain PPM maturity level than others.

    Our Advice

    Critical Insight

    • Implementations of PPM solutions are often unsuccessful resulting in wasted time and resources; failing to achieve sustainable adoption of the tool is a widespread pain point.
    • The costs of PPM solutions do not end after the implementation and subscription invoices are paid. Have realistic expectations about the time required to use and maintain PPM solutions to ensure success.
    • PPM solutions help PMOs serve the organization’s core decision makers. Success depends on improved service to these stakeholders.

    Impact and Result

    • Using Info-Tech’s Vendor Landscape and PPM solution use cases, you will be able to make sense of the diversity of PPM solutions available in today’s market and choose the most appropriate solution for your organization’s size and level of PPM maturity.
    • Info-Tech’s blueprint for a PPM solution selection and implementation project will provide you with a variety of tools and templates.
    • A carefully planned out and executed selection and implementation process will help ensure your organization can maximize the value of your project portfolio and will allow the PMO to improve portfolio stakeholder satisfaction.

    Select and Implement an IT PPM Solution Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement a commercial 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. Launch the PPM solution project and collect requirements

    Create a PPM solution selection and implementation project charter and gather your organizations business and technical requirements.

    • Select and Implement a PPM Solution – Phase 1: Launch the PPM Solution Project and Collect Requirements
    • PPM Solution Project Charter Template
    • PPM Implementation Work Breakdown Structure
    • PPM Solution Requirements Gathering Tool
    • PPM Solution Cost-of-Use Estimation Tool
    • PPM Solution RFP Template
    • PPM Solution Success Metrics Workbook
    • PPM Solution Use-Case Fit Assessment Tool

    2. Select a PPM solution

    Select the most appropriate PPM solution for your organization by using Info-Tech’s PPM solution Vendor Landscape and use cases to help you create a vendor shortlist, produce an RFP, and establish evaluation criteria for ranking your shortlisted solutions.

    • Select and Implement a PPM Solution – Phase 2: Select a PPM Solution
    • PPM Vendor Shortlist & Detailed Feature Analysis Tool
    • PPM Solution Vendor Response Template
    • PPM Solution Evaluation & RFP Scoring Tool
    • PPM Solution Vendor Demo Script

    3. Plan the PPM solution implementation

    Plan a PPM solution implementation that will result in long-term sustainable adoption of the tool and that will allow the PMO to meet the needs of core project portfolio stakeholders.

    • Select and Implement a PPM Solution – Phase 3: Plan the PPM Solution Implementation
    [infographic]

    Workshop: Select and Implement an IT 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 Launch the PPM Solution Project and Gather Requirements

    The Purpose

    Create a PPM solution selection and implementation project charter.

    Gather the business and technical requirements for the PPM solution.

    Establish clear and measurable success criteria for your PPM solution project.

    Key Benefits Achieved

    Comprehensive project plan

    Comprehensive and organized record of the various PPM solution requirements

    A record of PPM solution project goals and criteria that can be used in the future to establish the success of the project

    Activities

    1.1 Brainstorm, refine, and prioritize your PPM solution needs

    1.2 Stakeholder identification exercise

    1.3 Project charter work session

    1.4 Requirements gathering work session

    1.5 PPM solution success metrics workbook session

    Outputs

    High-level outline of PPM solution requirements

    Stakeholder consultation plan

    A draft project charter and action plan to fill in project charter gaps

    A draft requirements workbook and action plan to fill in requirement gathering gaps

    A PPM project success metrics workbook that can be used during and after the project

    2 Select a PPM Solution

    The Purpose

    Identify the PPM solutions that are most appropriate for your organization’s size and level of PPM maturity.

    Create a PPM solution and vendor shortlist.

    Create a request for proposal (RFP).

    Create a PPM solution scoring and evaluation tool.

    Key Benefits Achieved

    Knowledge of the PPM solution market and the various features available

    An informed shortlist of PPM vendors

    An organized and focused method for evaluating the often long and complex responses to the RFP that vendors provide

    The groundwork for an informed and defensible selection of a PPM solution for your organization

    Activities

    2.1 Assess the size of your organization and the level of PPM maturity to select the most appropriate use case

    2.2 PPM solution requirements and criteria ranking activity

    2.3 An RFP working session

    2.4 Build an RFP evaluation tool

    Outputs

    Identification of the most appropriate use case in Info-Tech’s Vendor Landscape

    A refined and organized list of the core features that will be included in the RFP

    A draft RFP with an action plan to fill in any RFP gaps

    An Excel tool that can be used to compare and evaluate vendors’ responses to the RFP

    3 Prepare for the PPM Solution Implementation

    The Purpose

    To think ahead to the eventual implementation of the solution that will occur once the selection phase is completed

    Key Benefits Achieved

    An understanding of key insights and steps that will help avoid mistakes resulting in poor adoption or PPM solutions that end up producing little tangible value

    Activities

    3.1 Outline high-level implementation stages

    3.2 Organizational change management strategy session

    3.3 A PPM project success metrics planning session

    Outputs

    High-level implementation tasks and milestones

    A RACI chart for core implementation tasks

    A high-level PPM solution implementation organizational change management strategy

    A RACI chart for core organizational change management tasks related to the PPM solution implementation

    A PPM project success metrics schedule and plan

    Reduce Risk With Rock-Solid Service-Level Agreements

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    • Parent Category Name: Vendor Management
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    Organizations can struggle to understand what service-level agreements (SLAs) are required and how they can differ depending on the service type. In addition, these other challenges can also cloud an organization’s knowledge of SLAs:

    • No standardized SLAs documents, service levels, or metrics
    • Dealing with lost productivity and revenue due to persistent downtime
    • Not understanding SLAs components and what service levels are required for a particular service
    • How to manage the SLA and hold the vendor accountable

    Our Advice

    Critical Insight

    SLAs need to have clear, easy-to-measure objectives, to meet expectations and service level requirements, including meaningful reporting and remedies to hold the provider accountable to its obligations.

    Impact and Result

    This project will provide several benefits and learnings for almost all IT workers:

    • Better understanding of an SLA framework and required SLA elements
    • Standardized service levels and metrics aligned to the organization’s requirements
    • Reduced time in reviewing, evaluating, and managing service provider SLAs

    Reduce Risk With Rock-Solid Service-Level Agreements Research & Tools

    Start here – Read our Executive Brief

    Understand how to resolve your challenges with SLAs and their components and ensuring adequate metrics. Learn how to create meaningful SLAs that meet your requirements and manage them effectively.

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

    1. Understand SLA elements – Understand the elements of SLAs, service types, service levels, metrics/KPIs, monitoring, and reporting

    • SLA Checklist
    • SLA Evaluation Tool

    2. Create requirements – Create your own SLA criteria and templates that meet your organization’s requirements

    • SLA Template & Metrics Reference Guide

    3. Manage obligations – Learn the SLA Management Framework to track providers’ performance and adherence to their commitments.

    • SLO Tracker & Trending Tool

    Infographic

    Workshop: Reduce Risk With Rock-Solid Service-Level Agreements

    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 the Elements of SLAs

    The Purpose

    Understand key components and elements of an SLA.

    Key Benefits Achieved

    Properly evaluate an SLA for required elements.

    Activities

    1.1 SLA overview, objectives, SLA types, service levels

    1.2 SLA elements and objectives

    1.3 SLA components: monitoring, reporting, and remedies

    1.4 SLA checklist review

    Outputs

    SLA Checklist 

    Evaluation Process

    SLA Checklist

    Evaluation Process

    SLA Checklist

    Evaluation Process

    SLA Checklist

    Evaluation Process

    2 Create SLA Criteria and Management Framework

    The Purpose

    Apply knowledge of SLA elements to create internal SLA requirements.

    Key Benefits Achieved

    Templated SLAs that meet requirements.

    Framework to manage SLOs.

    Activities

    2.1 Creating SLA criteria and requirements

    2.2 SLA templates and policy

    2.3 SLA evaluation activity

    2.4 SLA Management Framework

    2.5 SLA monitoring, tracking, and remedy reconciliation

    Outputs

    Internal SLA Management Framework

    Evaluation of current SLAs

    SLA tracking and trending

    Internal SLA Management Framework

    Evaluation of current SLAs

    SLA tracking and trending

    Internal SLA Management Framework

    Evaluation of current SLAs

    SLA tracking and trending

    Internal SLA Management Framework

    Evaluation of current SLAs

    SLA tracking and trending

    Internal SLA Management Framework

    Evaluation of current SLAs

    SLA tracking and trending

    Further reading

    Reduce Risk With Rock-Solid Service-Level Agreements

    Hold Service Providers more accountable to their contractual obligations with meaningful SLA components & remedies

    EXECUTIVE BRIEF

    Analyst Perspective

    Reduce Risk With Rock-Solid Service-Level Agreements

    Every year organizations outsource more and more IT infrastructure to the cloud, and IT operations to managed service providers. This increase in outsourcing presents an increase in risk to the CIO to save on IT spend through outsourcing while maintaining required and expected service levels to internal customers and the organization. Ensuring that the service provider constantly meets their obligations so that the CIO can meet their obligation to the organization can be a constant challenge. This brings forth the importance of the Service Level Agreement.

    Research clearly indicates that there is a general lack of knowledge when comes to understanding the key elements of a Service Level Agreement (SLA). Even less understanding of the importance of the components of Service Levels and the Service Level Objectives (SLO) that service provider needs to meet so that the outsourced service consistently meets requirements of the organization. Most service providers are very good at providing the contracted service and they all are very good at presenting SLOs that are easy to meet with very few or no ramifications if they don’t meet their objectives. IT leaders need to be more resolute in only accepting SLOs that are meaningful to their requirements and have meaningful, proactive reporting and associated remedies to hold service providers accountable to their obligations.

    Ted Walker

    Principal Research Director, Vendor Practice

    Info-Tech Research Group

    Executive Brief

    Vendors provide service level commitments to customers in contracts to show a level of trust, performance, availability, security, and responsiveness in an effort create a sense of confidence that their service or platform will meet your organization’s requirements and expectations. Sifting through these promises can be challenging for many IT Leaders. Customers struggle to understand and evaluate what’s in the SLA – are they meaningful and protect your investment? Not understanding the details of SLAs applicable to various types of Service (SaaS, MSP, Service Desk, DR, ISP) can lead to financial and compliance risk for the organization as well as poor customer satisfaction.

    This project will provide IT leadership the knowledge & tools that will allow them to:

    • Understand what SLAs are and why they need them.
    • Develop standard SLAs that meet the organization’s requirements.
    • Negotiate meaningful remedies aligned to Service Levels metrics or KPIs.
    • Create SLA monitoring & reporting and remedies requirements to hold the provider accountable.

    This research:

    1. Is designed for:
    • The CIO or CFO who needs to better understand their provider’s SLAs.
    • The CIO or BU that could benefit from improved service levels.
    • Vendor management who needs to standardize SLAs for the organization IT leadership that needs consistent service levels to the business
    • The contract manager who needs a better understanding of contact SLAs
  • Will help you:
    • Understand what a Service Level Agreement is and what it’s for
    • Learn what the components are of an SLA and why you need them
    • Create a checklist of required SLA elements for your organization
    • Develop standard SLA template requirements for various service types
    • Learn the importance of SLA management to hold providers accountable
  • Will also assist:
    • Vendor management
    • Procurement and sourcing
    • Organizations that need to understand SLAs within contract language
    • With creating standardized monitoring & reporting requirements
    • Organizations get better position remedies & credits to hold vendors accountable to their commitments
  • Reduce Risk With Rock-Solid Service-Level Agreements (SLAs)

    Hold service providers more accountable to their contractual obligations with meaningful SLA components and remedies

    The Problem

    IT Leadership doesn't know how to evaluate an SLA.

    Misunderstanding of obligations given the type of service provided (SAAS, IAAS, DR/BCP, Service Desk)

    Expectations not being met, leading to poor service from the provider.

    No way to hold provider accountable.

    Why it matters

    SLAS are designed to ensure that outsourced IT services meet the requirements and expectations of the organization. Well-written SLAs with all the required elements, metrics, and remedies will allow IT departments to provide the service levels to their customer and avoid financial and contractual risk to the organization.

    The Solution

    1. Understand the key service elements within an SLA
    • Develop a solid understanding of the key elements within an SLA and why they're important.
  • Establish requirements to create SLA criteria
    • Prioritize contractual services and establish concise SLA checklists and performance metrics.
  • Manage SLA obligations to ensure commitments are met
    • Review the five steps for effective SLA management to track provider performance and deal with chronic issues.
  • Service types

    • Availability/Uptime
    • Response Times
    • Resolution Time
    • Accuracy
    • First-Call Resolution

    Agreement Types

    • SaaS/IaaS
    • Service Desk
    • MSP
    • Co-Location
    • DR/BCP
    • Security Ops

    Performance Metrics

    • Reporting
    • Remedies & Credits
    • Monitoring
    • Exclusion

    Example SaaS Provider

    • Response Times ✓
    • Availability/Uptime ✓
    • Resolution Time ✓
    • Update Times ✓
    • Coverage Time ✓
    • Monitoring ✓
    • Reporting ✓
    • Remedies/Credits ✓

    SLA Management Framework

    1. SLO Monitoring
    • SLOs must be monitored by the provider, otherwise they can't be measured.
  • Concise Reporting
    • This is the key element for the provider to validate their performance.
  • Attainment Tracking
    • Capturing SLO metric attainment provides performance trending for each provider.
  • Score carding
    • Tracking details provide input into overall vendor performance ratings.
  • Remedy Reconciliation
    • From SLO tracking, missed SLOs and associated credits needs to be actioned and consumed.
  • Executive Summary

    Your Challenge

    To understand which SLAs are required for your organization and how they can differ depending on the service type. In addition, these other challenges can also cloud your knowledge of SLAs

    • No standardized SLA documents, Service levels, or metrics
    • Dealing with lost productivity & revenue due to persistent downtime
    • Understanding SLA components and what service levels are requires for a particular service
    • How to manage the SLA and hold the vendor accountable

    Common Obstacles

    There are several unknowns that SLA can present to different departments within the organization:

    • Little knowledge of what service levels are required
    • Not knowing SLO standards for a service type
    • Lack of resources to manage vendor obligations
    • Negotiating required metrics/KPIs with the provider
    • Low understanding of the risk that poor SLAs can present to the organization

    Info-Tech's Approach

    Info-Tech has a three-step approach to effective SLAs

    • Understand the elements of an SLA
    • Create Requirements for your organization
    • Manage the SLA obligations

    There are some basic components that every SLA should have – most don’t have half of what is required

    Info-Tech Insight

    SLAs need to have clear, easy to measure objectives to meet your expectations and service level requirements, including meaningful reporting and remedies to hold the provider accountable to their obligations.

    Your challenge

    This research is designed to help organizations gain a better understanding of what an SLA is, understand the importance of SLAs in IT contracts, and ensure organizations are provided with rock-solid SLAs that meet their requirements and not just what the vendor wants to provide.

    • Vendors can make SLAs weak and difficult to understand; sometimes the metrics are meaningless. Not fully understanding what makes up a good SLA can bring unknown risks to the organization.
    • Managing vendor SLA obligations effectively is important. Are adequate resources available? Does the vendor provide manual vs. automated processes and which do you need? Is the process proactive from the vendor or reactive from the customer?

    SLAs come in many variations and for many service types. Understanding what needs to be in them is one of the keys to reducing risk to your organization.

    “One of the biggest mistakes an IT leader can make is ignoring the ‘A’ in SLA,” adds Wendy M. Pfeiffer, CIO at Nutanix. “

    An agreement isn’t a one-sided declaration of IT capabilities, nor is it a one-sided demand of business requirements,” she says. “An agreement involves creating a shared understanding of desired service delivery and quality, calculating costs related to expectations, and then agreeing to outcomes in exchange for investment.” (15 SLA mistakes IT leaders still make | CIO)

    Common obstacles

    There are typically a lot of unknowns when it comes to SLAs and how to manage them.

    Most organizations don’t have a full understanding of what SLAs they require and how to ensure they are met by the vendor. Other obstacles that SLAs can present are:

    • Inadequate resources to create and manage SLAs
    • Poor awareness of standard or required SLA metrics/KPIs
    • Lack of knowledge about each provider’s commitment as well as your obligations
    • Low vendor willingness to provide or negotiate meaningful SLAs and credits
    • The know-how or resources to effectively monitor and manage the SLA’s performance

    SLAs need to address your requirements

    55% of businesses do not find all of their service desk metrics useful or valuable (Freshservice.com)

    27% of businesses spend four to seven hours a month collating metric reports (Freshservice.com)

    Executive Summary

    Info-Tech’s Approach

    • Understand the elements of an SLA
      • Availability
      • Monitoring
      • Response Times
      • SLO Calculation
      • Resolution Time
      • Reporting
      • Milestones
      • Exclusions
      • Accuracy
      • Remedies & Credits
    • Create standard SLA requirements and criteria
      • SLA Element Checklist
      • Corporate Requirements and Standards
      • SLA Templates and Policy
    • Effectively Manage the SLA Obligations
      • SLA Management Framework
        • SLO Monitoring
        • Concise Reporting
        • Attainment Tracking
        • Score Carding
        • Remedy Reconciliation

    Info-Tech’s three phase approach

    Reduce Risk With Rock-Solid Service-Level Agreements

    Phase 1

    Understand SLA Elements

    Phase Content:

    • 1.1 What are SLAs, types of SLAs, and why are they needed?
    • 1.2 Elements of an SLA
    • 1.3 Obligation management monitoring, Reporting requirements
    • 1.4 Exclusions
    • 1.5 SLAs vs. SLOs vs. SLIs

    Outcome:

    This phase will present you with an understanding of the elements of an SLA: What they are, why you need them, and how to validate them.

    Phase 2

    Create Requirements

    Phase Content:

    • 2.1 Create a list of your SLA criteria
    • 2.2 Develop SLA policy & templates
    • 2.3 Create a negotiation strategy
    • 2.4 SLA Overachieving discussion

    Outcome:

    This phase will leverage knowledge gained in Phase 1 and guide you through the creation of SLA requirements, criteria, and templates to ensure that providers meet the service level obligations needed for various service types to meet your organization’s service expectations.

    Phase 3

    Manage Obligations

    Phase Content:

    • 3.1 SLA Monitoring, Tracking
    • 3.2 Reporting
    • 3.3 Vendor SLA Reviews & Optimizing
    • 3.4 Performance management

    Outcome:

    This phase will provide you with an SLA management framework and the best practices that will allow you to effectively manage service providers and their SLA obligations.

    Insight summary

    Overarching insight

    SLAs need to have clear, easy-to-measure objectives to meet your expectations and service level requirements, including meaningful reporting and remedies to hold the provider accountable to their obligations.

    Phase 1 insight

    Not understanding the required elements of an SLA and not having meaningful remedies to hold service providers accountable to their obligations can present several risk factors to your organization.

    Phase 2 insight

    Creating standard SLA criteria for your organization’s service providers will ensure consistent service levels for your business units and customers.

    Phase 3 insight

    SLAs can have appropriate SLOs and remedies but without effective management processes they could become meaningless.

    Tactical insight

    Be sure to set SLAs that are easily measurable from regularly accessible data and that are straight forward to interpret.

    Tactical insight

    Beware of low, easy to attain service levels and metrics/KPIs. Service levels need to meet your expectations and needs not the vendor’s.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    SLA Tracker & Trending Tool

    Track the provider’s SLO attainment and see how their performance is trending over time

    SLA Evaluation Tool

    Evaluate SLA service levels, metrics, credit values, reporting, and other elements

    SLA Template & Metrics Reference Guide

    Reference guide for typical SLA metrics with a generic SLA Template

    Service-Level Agreement Checklist

    Complete SLA component checklist for core SLA and contractual elements.

    Key deliverable:

    Service-Level Agreement Evaluation Tool

    Evaluate each component of the SLA , including service levels, metrics, credit values, reporting, and processes to meet your requirements

    Blueprint objectives

    Understand the components of an SLA and effectively manage their obligations

    • To provide an understanding of different types of SLAs, their required elements, and what they mean to your organization. How to identify meaningful service levels based on service types. We will break down the elements of the SLA such as service types and define service levels such as response times, availability, accuracy, and associated metrics or KPIs to ensure they are concise and easy to measure.
    • To show how important it is that all metrics have remedies to hold the service provider accountable to their SLA obligations.

    Once you have this knowledge you will be able to create and negotiate SLA requirements to meet your organization’s needs and then manage them effectively throughout the term of the agreement.

    InfoTech Insight:

    Right-size your requirements and create your SLO criteria based on risk mitigation and create measurements that motivate the desired behavior from the SLA.

    Blueprint benefits

    IT Benefits

    • An understanding of standard SLA service levels and metrics
    • Reduced financial risk through clear and concise easy-to-measure metrics and KPIs
    • Improved SLA commitments from the service provider
    • Meaningful reporting and remedies to hold the provider accountable
    • Service levels and metrics that meet your requirements to support your customers

    Business Benefits

    • Better understanding of an SLA framework and required SLA elements
    • Improved vendor performance
    • Standardized service levels and metrics aligned to your organization’s requirements
    • Reduced time in reviewing and comprehending vendor SLAs
    • Consistent performance from your service providers

    Measure the value of this blueprint

    1. Dollars Saved
    • Improved performance from your service provider
    • Reduced financial risk through meaningful service levels & remedies
    • Dollars gained through:
      • Reconciled credits from obligation tracking and management
      • Savings due to automated processes
  • Time Saved
    • Reduced time in creating effective SLAs through requirement templates
    • Time spent tracking and managing SLA obligations
    • Reduced negotiation time
    • Time spent tracking and reconciling credits
  • Knowledge Gained
    • Understanding of SLA elements, service levels, service types, reporting, and remedies
    • Standard metrics and KPIs required for various service types and levels
    • How to effectively manage the service provider obligations
    • Tactics to negotiate appropriate service levels to meet your requirements
  • 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 wound 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 a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is between three to six calls over the course of two to three months.

    Phase 1 - Understand

    • Call #1: Scope requirements, objectives, and your specific SLA challenges

    Phase 2 - Create Requirements

    • Call #2: Review key SLA and how to identify them
    • Call #3: Deep dive into SLA elements and why you need them
    • Call #4: Review your service types and SLA criteria
    • Call #5: Create internal SLA requirements and templates

    Phase 3 - Management

    • Call #6: Review SLA Management Framework
    • Call #7: Review and create SLA Reporting and Tracking

    Workshop Overview

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    Day 1 Day 2
    Understanding SLAs SLA Templating & Management
    Activities

    1.1 SLA overview, objectives, SLA types, service levels

    1.2 SLA elements and objectives

    1.3 SLA components – monitoring, reporting, remedies

    1.4 SLA Checklist review

    2.1 Creating SLA criteria and requirements

    2.2 SLA policy & template

    2.3 SLA evaluation activity

    2.4 SLA management framework

    2.5 SLA monitoring, tracking, remedy reconciliation

    Deliverables
    1. SLA Checklist
    2. SLA policy & template creation
    3. SLA management gap analysis
    1. Evaluation of current SLAs
    2. SLA tracking and trending
    3. Create internal SLA management framework

    Reduce Risk With Rock-Solid Service-Level Agreements

    Phase 1

    Phase 1

    Understand SLA Elements

    Phase Steps

    • 1.1 What are SLAs, the types of SLAs, and why are they needed?
    • 1.2 Elements of an SLA
    • 1.3 Obligation management monitoring, Reporting requirements
    • 1.4 Exclusions and exceptions
    • 1.5 SLAs vs. SLOs vs. SLIs

    Create Requirements

    Manage Obligations

    1.1 What are SLAs, the types of SLAs, and why are they needed?

    SLA Overview

    What is a Service Level Agreement?

    An SLA is an overarching contractual agreement between a service provider and a customer (can be external or internal) that describes the services that will be delivered by the provider. It describes the service levels and associated performance metrics and expectations, how the provider will show it has attained the SLAs, and defines any remedies or credits that would apply if the provider fails to meet its commitments. Some SLAs also include a change or revision process.

    SLAs come in a few forms. Some are unique, separate, standalone documents that define the service types and levels in more detail and is customized to your needs. Some are separate documents that apply to a service and are web posted or linked to an MSA or SSA. The most common is to have them embedded in, or as an appendix to an MSA or SSA. When negotiating an MSA it’s generally more effective to negotiate better service levels and metrics at the same time.

    Objectives of an SLA

    To be effective, SLAs need to have clearly described objectives that define the service type(s) that the service provider will perform, along with commitment to associated measurable metrics or KPIs that are sufficient to meet your expectations. The goal of these service levels and metrics is to ensure that the service provider is committed to providing the service that you require, and to allow you to maintain service levels to your customers whether internal or external.

    1.1 What are SLAs, the types of SLAs, and why are they needed?

    Key Elements of an SLA

    Principle service elements of an SLA

    There are several more common service-related elements of an SLA. These generally include:

    • The Agreement – the document that defines service levels and commitments.
    • The service types – the type of service being provided by the vendor. These can include SaaS, MSP, Service Desk, Telecom/network, PaaS, Co-Lo, BCP, etc.
    • The service levels – these are the measurable performance objectives of the SLA. They include availability (uptime), response times, restore times, priority level, accuracy level, resolution times, event prevention, completion time, etc.
    • Metrics/KPIs – These are the targets or commitments associated to the service level that the service provider is obligated to meet.
    • Other elements – Reporting requirements, monitoring, remedies/credit values and process.

    Contractual Construct Elements

    These are construct components of an SLA that outline their roles and responsibilities, T&Cs, escalation process, etc.

    In addition, there are several contractual-type elements including, but not limited to:

    • A statement regarding the purpose of the SLA.
    • A list of services being supplied (service types).
    • An in-depth description of how services will be provided and when.
    • Vendor and customer requirements.
    • Vendor and customer obligations.
    • Acknowledgment/acceptance of the SLA.
    • They also list each party’s responsibilities and how issues will be escalated and resolved.

    Common types of SLAs explained

    Service-level SLA

    • This service-level agreement construct is the Service-based SLA. This SLA covers an identified service for all customers in general (for example, if an IT service provider offers customer response times for a service to several customers). In a service-based agreement, the response times would be the same and apply to all customers using the service. Any customer using the service would be provided the same SLA – in this case the same defined response time.

    Customer-based SLA

    • A customer-based SLA is a unique agreement with one customer. The entire agreement is defined for one or all service levels provided to a particular customer (for example, you may use several services from one telecom vendor). The SLAs for these services would be covered in one contract between you and the vendor, creating a unique customer-based vendor agreement. Another scenario could be where a vendor offers general SLAs for its services but you negotiate a specific SLA for a particular service that is unique or exclusive to you. This would be a customer-based SLA as well.

    Multi-level SLA

    • This service-level agreement construct is the multi-level SLA. In a multi-level SLA, components are defined to the organizational levels of the customer with cascading coverage to sublevels of the organization. The SLA typically entails all services and is designed to the cover each sub-level or department within the organization. Sometimes the multi-level SLA is known as a master organization SLA as it cascades to several levels of the organization.

    InfoTech Insight: Beware of low, easy to attain Service levels and metrics/KPIs. Service levels need to meet your requirements, expectations, and needs not the vendor’s.

    1.2 Elements of SLA-objectives, service types, and service levels

    Objectives of Service Levels

    The objective of the service levels and service credits are to:

    • Ensure that the services are of a consistently high quality and meet the requirements of the customer
    • Provide a mechanism whereby the customer can attain meaningful recognition of the vendors failure to deliver the level of service for which it was contracted to deliver
    • Incentivize the vendor or service provider to comply with and to expeditiously provide a remedy for any failure to attain the service levels committed to in the SLA
    • To ensure that the service provider fulfills the defined objectives of the outsourced service

    Service types

    There are several service types that can be part of an SLA. Service types are the different nature of services associated with the SLA that the provider is performing and being measured against. These can include:

    Service Desk, SaaS, PaaS, IaaS, ISP/Telecom/Network MSP, DR & BCP, Co-location security ops, SOW.

    Each service type should have standard service level targets or obligations that can vary depending on your requirements and reliance on the service being provided.

    Service levels

    Service levels are measurable targets, metrics, or KPIs that the service provider has committed to for the particular service type. Service levels are the key element of SLAs – they are the performance expectations set between you and the provider. The service performance of the provider is measured against the service level commitments. The ability of the provider to consistently meet these metrics will allow your organization to fully benefit from the objectives of the service and associated SLAs. Most service levels are time related but not all are.

    Common service levels are:

    Response times, resolution times per percent, restore/recovery times, accuracy, availability/uptime, completion/milestones, updating/communication, latency.

    Each service level has standard or minimum metrics for the provider. The metrics, or KPIs, should be relatively easy to measure and report against on a regular basis. Service levels are generally negotiable to meet your requirements.

    1.2.1 Activity SLA Checklist Tool

    1-2 hours

    Input

    • SLA content, Service elements
    • Contract terms & exclusions
    • Service metrices/KPIs

    Output

    • A concise list of SLA components
    • A list of missing SLA elements
    • Evaluation of the SLA

    Materials

    • Comprehensive checklist
    • Service provider SLA
    • Internal templates or policies

    Participants

    • Vendor or contract manager
    • IT or business unit manager
    • Legal
    • Finance

    Using this checklist will help you review a provider’s SLA to ensure it contains adequate service levels and remedies as well as contract-type elements.

    Instructions:

    Use the checklist to identify the principal service level elements as well as the contractual-type elements within the SLA.

    Review the SLA and use the dropdowns in the checklist to verify if the element is in the SLA and whether it is within acceptable parameters as well the page or section for reference.

    The checklist contains a list of service types that can be used for reference of what SLA elements you should expect to see in that service type SLA.

    Download the SLA Checklist Tool

    1.3 Monitoring, reporting requirements, remedies/credit process

    Monitoring & Reporting

    As mentioned, well-defined service levels are key to the success of the SLA. Validating that the metrics/KPIs are being met on a consistent basis requires regular monitoring and reporting. These elements of the SLA are how you hold the provider accountable to the SLA commitments and obligations. To achieve the service level, the service must be monitored to validate that timelines are met and accuracy is achieved.

    • Data or details from monitoring must then be presented in a report and delivered to the customer in an agreed-upon format. These formats can be in a dashboard, portal, spreadsheet, or csv file, and they must have sufficient criteria to validate the service-level metric. Reports should be kept for future review and to create historical trending.
    • Monitoring and reporting should be the responsibility of the service provider. This is the only way that they can validate to the customer that a service level has been achieved.
    • Reporting criteria and delivery timelines should be defined in the SLA and can even have a service level associated with it, such as a scheduled report delivery on the fifth day of the following month.
    • Reports need to be checked and balanced. When defining report criteria, be sure to define data source(s) that can be easily validated by both parties.
    • Report criteria should include compliance requirements, target metric/KPIs, and whether they were attained.
    • The report should identify any attainment shortfall or missed KPIs.

    Too many SLAs do not have these elements as often the provider tries to put the onus on the customer to monitor their performance of the service levels. .

    1.3.1 Monitoring, reporting requirements, remedies/credit process

    Remedies and Credits

    Service-level reports validate the performance of the service provider to the SLA metrics or KPIs. If the metrics are met, then by rights, the service provider is doing its job and performing up to expectations of the SLA and your organization.

    • What if the metrics are not being met either periodically or consistently? Solving this is the goal of remedies. Remedies are typically monetary costs (in some form) to the provider that they must pay for not meeting a service-level commitment. Credits can vary significantly and should be aligned to the severity of the missed service level. Sometimes there no credits offered by the vendor. This is a red flag in an SLA.
    • Typically expressed as a monetary credit, the SLA will have service levels and associated credits if the service-level metric/KPI is not met during the reporting period. Credits can be expressed in a dollar format, often defined as a percentage of a monthly fee or prorated annual fee. Although less common, some SLAs offer non-financial credits. These could include: an extension to service term, additional modules, training credits, access to a higher support level, etc.
    • Regardless of how the credit is presented, this is typically the only way to hold your provider accountable to their commitments and to ensure they perform consistently to expectations. You must do a rough calculation to validate the potential monetary value and if the credit is meaningful enough to the provider.

    Research shows that credit values that equate to just a few dollars, when you are paying the provider tens of thousands of dollars a month for a service or product, the credit is insignificant and therefore doesn’t incent the provider to achieve or maintain a service level.

    1.3.2 Monitoring, reporting requirements, remedies/credit process

    Credit Process

    Along with meaningful credit values, there must be a defined credit calculation method and credit redemption process in the SLA.

    Credit calculation. The credit calculation should be simple and straight forward. Many times, we see providers define complicated methods of calculating the credit value. In some cases complicated service levels require higher effort to monitor and report on, but this shouldn’t mean that the credit for missing the service level needs to require the same effort to calculate. Do a sample credit calculation to validate if the potential credit value is meaningful enough or meets your requirements.

    Credit redemption process. The SLA should define the process of how a credit is provided to the customer. Ideally the process should be fairly automated by the service provider. If the report shows a missed service level, that should trigger a credit calculation and credit value posted to account followed by notification. In many SLAs that we review, the credit process is either poorly defined or not defined at all. When it is defined, the process typically requires the customer to follow an onerous process and submit a credit request that must then be validated by the provider and then, if approved, posted to your account to be applied at year end as long as you are in complete compliance with the agreement and up-to-date on your account etc. This is what we need to avoid in provider-written SLAs. You need a proactive process where the service provider takes responsibility for missing an SLA and automatically assigns an accurate credit to your account with an email notice.

    Secondary level remedies. These are remedies for partial performance. For example, the platform is accessible but some major modules are not working (i.e.: the payroll platform is up and running and accessible but the tax table is not working properly so you can’t complete your payroll run on-time). Consider the requirement of a service level, metric, and remedy for critical components of a service and not just the platform availability.

    Info-Tech Insight SLA’s without adequate remedies to hold the vendor accountable to their commitments make the SLAs essentially meaningless.

    1.4 Exclusions indemnification, force majeure, scheduled maintenance

    Contract-Related Exclusions

    Attaining service-level commitments by the provider within an SLA can depend on other factors that could greatly influence their performance to service levels. Most of these other factors are common and should be defined in the SLA as exclusions or exceptions. Exceptions/exclusions can typically apply to credit calculations as well. Typical exceptions to attaining service levels are:

    • Denial of Service (DoS) attacks
    • Communication/ISP outage
    • Outages of third-party hosting
    • Actions or inactions of the client or third parties
    • Scheduled maintenance but not emergency maintenance
    • Force majeure events which can cover several different scenarios

    Attention should be taken to review the exceptions to ensure they are in fact not within the reasonable control of the provider. Many times the provider will list several exclusions. Often these are not reasonable or can be avoided, and in most cases, they allow the service provider the opportunity to show unjustified service-level achievements. These should be negotiated out of the SLA.

    1.5 Activity SLA Evaluation Tool

    1-2 hours

    Input

    • SLA content
    • SLA elements
    • SLA objectives
    • SLO calculation methods

    Output

    • Rating of the SLA service levels and objectives
    • Overall rating of the SLA content
    • Targeted list of required improvements

    Materials

    • SLA comprehensive checklist
    • Service provider SLA

    Participants

    • Vendor or contract manager
    • IT manager or leadership
    • Application or business unit manager

    The SLA Evaluation Tool will allow you evaluate an SLA for content. Enter details into the tool and evaluate the service levels and SLA elements and components to ensure the agreement contains adequate SLOs to meet your organization’s service requirements.

    Instructions:

    Review and identify SLA elements within the service provider’s SLA.

    Enter service-level details into the tool and rate the SLOs.

    Enter service elements details, validate that all required elements are in the SLA, and rate them accordingly.

    Capture and evaluate service-level SLO calculations.

    Review the overall rating for the SLA and create a targeted list for improvements with the service provider.

    Download the SLA Evaluation Tool

    1.5 Clarification: SLAs vs. SLOs vs. SLIs

    SLA – Service-Level Agreement The promise or commitment

    • This is the formal agreement between you and your service provider that contains their service levels and obligations with measurable metrics/KPIs and associated remedies. SLAs can be a separate or unique document, but are most commonly embedded within an MSA, SOW, SaaS, etc. as an addendum or exhibit.

    SLO – Service-Level Objective The goals or targets

    • This service-level agreement construct is the customer-based SLA. A Customer-based SLA is a unique agreement with one customer. The entire agreement is defined for one or all service levels provided to a particular customer. For example, you may use several services from one telecom vendor. The SLAs for these services would be covered in one contract between you and the Telco vendor, creating a unique customer-based to vendor agreement. Another scenario: a vendor offers general SLAs for its services and you negotiate a specific SLA for a particular service that is unique or exclusive to you. This would be a customer-based SLA as well.

    Other common names are Metrics and Key Performance Indicators (KPIs )

    SLI – Service-Level Indicator How did we do? Did we achieve the objectives?

    • An SLI is the actual metric attained after the measurement period. SLI measures compliance with an SLO (service level objective). So, for example, if your SLA specifies that your systems will be available 99.95% of the time, your SLO is 99.95% uptime and your SLI is the actual measurement of your uptime. Maybe it’s 99.96%. maybe 99.99% or even 99.75% For the vendor to be compliant to the SLA, the SLI(s) must meet or exceed the SLOs within the SLA document.

    Other common names: attainment, results, actual

    Info-Tech Insight:

    Web-posted SLAs that are not embedded within a signed MSA, can present uncertainty and risk as they can change at any time and typically without direct notice to the customer

    Reduce Risk With Rock-Solid Service-Level Agreements

    Phase 2

    Understand SLA Elements

    Phase 2

    Create Requirements

    Phase Steps

    • 2.1 Create a list of your SLA criteria
    • 2.2 Develop SLA policy & templates
    • 2.3 Create a negotiation strategy
    • 2.4 SLA overachieving discussion

    Manage Obligations

    2.1 Create a list of your SLA criteria

    Principle Service Elements

    With your understanding of the types of SLAs and the elements that comprise a well-written agreement

    • The next step is to start to create a set of SLA criteria for service types that your organization outsources or may require in the future.
    • This criteria should define the elements of the SLA with tolerance levels that will require the provider to meet your service expectations.
    • Service levels, metrics/KPIs, associated remedies and reporting criteria. This criteria could be captured into table-like templates that can be referenced or inserted into service provider SLAs.
    • Once you have defined minimum service-level criteria, we recommend that you do a deeper review of the various service provider types that your organization has in place. The goal of the review is to understand the objective of the service type and associated service levels and then compare them to your requirements for the service to meet your expectations. Service levels and KPIs should be no less than if your IT department was providing the service with its own resources and infrastructure.
    • Most IT departments have service levels that they are required to meet with their infrastructure to the business units or organization, whether it’s App delivery, issue or problem resolution, availability etc. When any of these services are outsourced to an external service provider, you need to make all efforts to ensure that the service levels are equal to or better than the previous or existing internal expectations.
    • Additionally, the goal is to identify service levels and metrics that don’t meet your requirements or expectations and/or service levels that are missing.

    2.2 Develop SLA policies and templates

    Contract-type Elements

    After creating templates for minimum-service metrics & KPIs, reporting criteria templates, process, and timing, the next step should be to work on contract-type elements and additional service-level components. These elements should include:

    • Reporting format, criteria, and timelines
    • Monitoring requirements
    • Minimum acceptable remedy or credits process; proactive by provider vs. reactive by customer
    • Roles & responsibilities
    • Acceptable exclusion details
    • Termination language for persistent failure to meet SLOs

    These templates or criteria minimums can be used as guidelines or policy when creating or negotiating SLAs with a service provider.

    Start your initial element templates for your strategic vendors and most common service types: SaaS, IaaS, Service Desk, SecOps, etc. The goal of SLA templates is to create simple minimum guidelines for service levels that will allow you to meet your internal SLAs and expectations. Having SLA templates will show the service provider that you understand your requirements and may put you in a better negotiating position when reviewing with the provider.

    When considering SLO metrics or KPIs consider the SMART guidance:

    Simple: A KPI should be easy to measure. It should not be complicated, and the purpose behind recording it must be documented and communicated.

    Measurable: A KPI that cannot be measured will not help in the decision-making process. The selected KPIs must be measurable, whether qualitatively or quantitatively. The procedure for measuring the KPIs must be consistent and well-defined.

    Actionable: KPIs should contribute to the decision-making process of your organization. A KPI that does not make any such contributions serves no purpose.

    Relevant: KPIs must be related to operations or functions that a security team seeks to assess.

    Time-based: KPIs should be flexible enough to demonstrate changes over time. In a practical sense, an ideal KPI can be grouped together by different time intervals.

    (Guide for Security Operations Metrics)

    2.2.1 Activity: Review SLA Template & Metrics Reference Guide

    1-2 hours

    Input

    • Service level metrics
    • List of who is accountable for PPM decisions

    Output

    • SLO templates for service types
    • SLA criteria that meets your organization’s requirements

    Materials

    • SLA Checklist
    • SLA criteria list with SLO & credit values
    • PPM Decision Review Workbook

    Participants

    • Vendor manager
    • IT leadership
    • Procurement or contract manager
    1. Review the SLA Template and Metrics Reference Guide for common metrics & KPIs for the various service types. Each Service Type tab has SLA elements and SLO metrics typically associated with the type of service.
    2. Some service levels have common or standard credits* that are typically associated with the service level or metric.
    3. Use the SLA Template to enter service levels, metrics, and credits that meet your organization’s criteria or requirements for a given service type.

    Download the SLA Template & Metrics Reference Guide

    *Credit values are not standard values, rather general ranges that our research shows to be the typical ranges that credit values should be for a given missed service level

    2.3 Create a negotiation strategy

    Once you have created service-level element criteria templates for your organization’s requirements, it’s time to document a negotiation position or strategy to use when negotiating with service providers. Not all providers are flexible with their SLA commitments, in fact most are reluctant to change or create “unique” SLOs for individual customers. Particularly cloud vendors providing IaaS, SaaS, or PaaS, SLAs. ISP/Telcom, Co-Lo and DR/BU providers also have standard SLOs that they don’t like to stray far from. On the other hand, security ops (SIEM), service desk, hardware, and SOW/PS providers who are generally contracted to provide variable services are somewhat more flexible with their SLAs and more willing to meet your requirements.

    • Service providers want to avoid being held accountable to SLOs, and their SLAs are typically written to reflect that.

    The goal of creating internal SLA templates and policies is to set a minimum baseline of service levels that your organization is willing to accept, and that will meet their requirements and expectations for the outsourced service. Using these templated SLOs will set the basis for negotiating the entire SLA with the provider. You can set the SLA purpose, objectives, roles, and responsibilities and then achieve these from the service provider with solid SLOs and associated reporting and remedies.

    Info-Tech Insight

    Web-posted SLAs that are not embedded within a signed MSA can present uncertainty and risk as they can change at any time and typically without direct notice to the customer

    2.3.1 Negotiating strategy guidance

    • Be prepared. Create a negotiating plan and put together a team that understands your organization’s requirements for SLA.
    • Stay informed. Request provider’s recent performance data and negotiate SLOs to the provider’s average performance.
    • Know what you need. Corporate SLA templates or policies should be positioned to service providers as baseline minimums.
    • Show some flexibility. Be willing to give up some ground on one SLO in exchange for acceptance of SLOs that may be more important to your organization.
    • Re-group. Have a fallback position or Plan B. What if the provider can’t or won’t meet your key SLOs? Do you walk?
    • Do your homework. Understand what the typical standard SLOs are for the type of service level.

    2.4 SLO overachieving incentive discussion

    Monitoring & Reporting

    • SLO overachieving metrics are seen in some SLAs where there is a high priority for a service provider to meet and or exceed the SLOs within the SLA. These are not common terms but can be used to improve the overall service levels of a provider. In these scenarios the provider is sometimes rewarded for overachieving on the SLOs, either consistently or on a monthly or quarterly basis. In some cases, it can make financial sense to incent the service provider to overachieve on their commitments. Incentives can drive behaviors and improved performance by the provider that can intern improve the benefits to your organization and therefore justify an incent of some type.
    • Example: You could have an SLO for invoice accuracy. If not achieved, it could cost the vendor if they don’t meet the accuracy metric, however if they were to consistently overachieve the metric it could save accounts payable hours of time in validation and therefore you could pass on some of these measurable savings to the provider.
    • Overachieving incentives can add complexity to the SLA so they need to be easily measurable and simple to manage.
    • Overachieving incentives can also be used in provider performance improvement plans, where a provider might have poor trending attainment and you need to have them improve their performance in a short period of time. Incentives typically will motivate provider improvement and generally will cost much less than replacing the provider.
    • There is another school of thought that you shouldn’t have to pay a provider for doing their job; however, others are of the opinion that incentives or bonuses improve the overall performance of individuals or teams and are therefore worth consideration if both parties benefit from the over performance.

    Reduce Risk With Rock-Solid Service-Level Agreements

    Phase 3

    Understand SLA Elements

    Create Requirements

    Phase 3

    Manage Obligations

    Phase Steps

    • 3.1 SLA monitoring and tracking
    • 3.2 Reporting
    • 3.3 Vendor SLA reviews & optimizing
    • 3.4 Performance management

    3.1 SLA monitoring, tracking, and remedy reconciliation

    The next step to effective SLAs is the management component. It could be fruitless if you were to spend your time and efforts negotiating your required service levels and metrics and don’t have some level of managing the SLA. In that situation you would have no way of knowing if the service provider is attaining their SLOs.

    There are several key elements to effective SLA management:

    • SLO monitoring
    • Simple, concise reporting
    • SLO attainment tracking
    • Score carding & trending
    • Remedy reconciliation

    SLA Management framework

    SLA Monitoring → Concise Reporting → Attainment Tracking → Score Carding →Remedy Reconciliation

    “A shift we’re beginning to see is an increased use of data and process discovery tools to measure SLAs,” says Borowski of West Monroe. “While not pervasive yet, these tools represent an opportunity to identify the most meaningful metrics and objectively measure performance (e.g., cycle time, quality, compliance). When provided by the client, it also eliminates the dependency on provider tools as the source-of-truth for performance data.” – Stephanie Overby

    3.1 SLA management framework

    SLA Performance Management

    • SLA monitoring provides data for SLO reports or dashboards. Reports provide attainment data for tacking over time. Attainment data feeds scorecards and allows for trending analysis. Missed attainment data triggers remedies.
    • All service providers monitor their systems, platforms, tickets, agents, sensors etc. to be able to do their jobs. Therefore, monitoring is readily available from your service provider in some form.
    • One of the key purposes of monitoring is to generate data into internal reports or dashboards that capture the performance metrics of the various services. Therefore, service-level and metric reports are readily available for all of the service levels that a service provider is contracted or engaged to provide.
    • Monitoring and reporting are the key elements that validate how your service provider is meeting its SLA obligations and thus are very important elements of an SLA. SLO report data becomes attainment data once the metric or KPI has been captured.
    • As a component of effective SLA management, this attainment data needs to be tracked/recorded in an easy-to-read format or table over a period of time. Attainment data can then be used to generate scorecards and trending reports for your review both internally and with the provider as required.
    • If attainment data shows that the service provider is meeting their SLA obligations, then the SLA is meeting your requirements and expectations. If on the other hand, attainment data shows that obligations are not being met, then actions must be taken to hold the service provider accountable. The most common method is through remedies that are typically in the form of a credit through a defined process (see Sec. 1.3). Any credits due for missed SLOs should also be tracked and reported to stakeholders and accounting for validation, reconciliation, and collection.

    3.2 Reporting

    Monitoring & Reporting

    • Many SLAs are silent on monitoring and reporting elements and require that the customer, if aware or able, to monitor the providers service levels and attainment and create their own KPI and reports. Then if SLOs are not met there is an arduous process that the customer must go through to request their rightful credit. This manual and reactive method creates all kinds of risk and cost to the customer and they should make all attempts to ensure that the service provider proactively provides SLO/KPI attainment reports on a regular basis.
    • Automated monitoring and reporting is a common task for many IT departments. There is no reason that a service provider can’t send reports proactively in a format that can be easily interpreted by the customer. The ideal state would be to capture KPI report data into a customer’s internal service provider scorecard.
    • Automated or automatic credit posting is another key element that service providers tend to ignore, primarily in hopes that the customer won’t request or go through the trouble of the process. This needs to change. Some large cloud vendors already have automated processes that automatically post a credit to your account if they miss an SLO. This proactive credit process should be at the top of your negotiation checklist. Service providers are avoiding thousands of credit dollars every year based on the design of their credit process. As more customers push back and negotiate more efficient credit processes, vendors will soon start to change and may use it as a differentiator with their service.

    3.2.1 Performance tracking and trending

    What gets measured gets done

    SLO Attainment Tracking

    A primary goal of proactive and automated reporting and credit process is to capture the provider’s attainment data into a tracker or vendor scorecard. These tracking scorecards can easily create status reports and performance trending of service providers, to IT leadership as well as feed QBR agenda content.

    Remedy Reconciliation

    Regardless of how a credit is processed it should be tracked and reconciled with internal stakeholders and accounting to ensure credits are duly applied or received from the provider and in a timely manner. Tracking and reconciliation must also align with your payment terms, whether monthly or annually.

    “While the adage, ‘You can't manage what you don't measure,’ continues to be true, the downside for organizations using metrics is that the provider will change their behavior to maximize their scores on performance benchmarks.” – Rob Lemos

    3.2.1 Activity SLA Tracker and Trending Tool

    1-2 hours setup

    Input

    • SLO metrics/KPIs from the SLA
    • Credit values associated with SLO

    Output

    • Monthly SLO attainment data
    • Credit tracking
    • SLO trending graphs

    Materials

    • Service provider SLO reports
    • Service provider SLA
    • SLO Tracker & Trending Tool

    Participants

    • Contract or vendor managers
    • Application or service managers
    • Service provider

    An important activity in the SLA management framework is to track the provider’s SLO attainment on a monthly or quarterly basis. In addition, if an SLO is missed, an associated credit needs to be tracked and captured. This activity allows you to capture the SLOs from the SLA and track them continually and provide data for trending and review at vendor performance meetings and executive updates.

    Instructions: Enter SLOs from the SLA as applicable.

    Each month, from the provider’s reports or dashboards, enter the SLO metric attainment.

    When an SLO is met, the cell will turn green. If the SLO is missed, the cell will turn red and a corresponding cell in the Credit Tracker will turn green, meaning that a credit needs to be reconciled.

    Use the Trending tab to view trending graphs of key service levels and SLOs.

    Download the SLO Tracker and Trending Tool

    3.3 Vendor SLA reviews and optimizing

    Regular reviews should be done with providers

    Collecting attainment data with scorecards or tracking tools provides summary information on the performance of the service provider to their SLA obligations. This information should be used for regular reviews both internally and with the provider.

    Regular attainment reviews should be used for:

    • Performance trending upward or downward
    • Identifying opportunities to revise or improve SLOs
    • Optimizing SLO and processes
    • Creating a Performance Improvement Plan (PIP) for the service provider

    Some organizations choose to review SLA performance with providers at regular QBRs or at specific SLA review meetings

    This should be determined based on the criticality, risk, and strategic importance of the provider’s service. Providers that provide essential services like ERP, payroll, CRM, HRIS, IaaS etc. should be reviewed much more regularly to ensure that any decline in service is identified early and addressed properly in accordance with the service provider. Negative trending performance should also be documented for consideration at renewal time.

    3.4 Performance management

    Dealing with persistent poor performance and termination

    Service providers that consistently miss key service level metrics or KPIs present financial and security risk to the organization. Poor performance of a service provider reflects directly on the IT leadership and will affect many other business aspects of the organization including:

    • Ability to conduct day-to-day business activities
    • Meet internal obligations and expectations
    • Employee productivity and satisfaction
    • Maintain corporate policies or industry compliance
    • Meet security requirements

    Communication is key. Poor performance of a service provider needs to be dealt with in a timely manner in order to avoid more critical impact of the poor performance. Actions taken with the provider can also vary depending again on the criticality, risk, and strategic importance of the provider’s service.

    Performance reviews should provide the actions required with the goal of:

    • Making the performance problems into opportunities
    • Working with the provider to create a PIP with aggressive timelines and ramifications if not attained
    • Non-renewal or termination consideration, if feasible including provider replacement options, risk, costs, etc.
    • SLA renegotiation or revisions
    • Warning notifications to the service provider with concise issues and ramifications

    To avoid the issues and challenges of dealing with chronic poor performance, consider a Persistent or Chronic Failure clause into the SLA contract language. These clauses can define chronic failure, scenarios, ramifications there of, and defined options for the client including increased credit values, non-monetary remedies, and termination options without liability.

    Info-Tech Insight

    It’s difficult to prevent chronic poor performance but you can certainly track it and deal with it in a way that reduces risk and cost to your organization.

    SLA Hall of Shame

    Crazy service provider SLA content collection

    • Excessive list of unreasonable exclusions
    • Subcontractors’ behavior could be excluded
    • Downtime credit, equal to downtime percent x the MRC
    • Controllable FM events (internal labor issues, health events)
    • Difficult downtime or credit calculations that don’t make sense
    • Credits are not valid if agreement is terminated early or not renewed
    • Customer is not current on their account, SLA or credits do not count/apply
    • Total downtime = to prorated credit value (down 3 hrs = 3/720hrs = 0.4% credit)
    • SLOs don’t apply if customer fails to report the issue or request a trouble ticket
    • Downtime during off hours (overnight) do not count towards availability metrics
    • Different availability commitments based on different support-levels packages
    • Extending the agreement term by the length of downtime as a form of a remedy

    SLA Dos and Don’ts

    Dos

    • Do negotiate SLOs to vendor’s average performance
    • Do strive for automated reporting and credit processes
    • Do right-size and create your SLO criteria based on risk mitigation
    • Do review SLA attainment results with strategic service providers on a regular basis
    • Do ensure that all key elements and components of an SLA are present in the document or appendix

    Don'ts

    • Don’t accept the providers response that “we can’t change the SLOs for you because then we’d have to change them for everyone”
    • Don’t leave SLA preparation to the last minute. Give it priority as you negotiate with the provider
    • Don’t create complex SLAs with numerous service levels and SLOs that need to be reported and managed
    • Don’t aim for absolute perfection. Rather, prioritize which service levels are most important to you for the service

    Summary of Accomplishment

    Problem Solved

    Knowledge Gained

    • Understanding of the elements and components of an SLA
    • A list of SLO metrics aligned to service types that meet your organization’s criteria
    • SLA metric/KPI templates
    • SLA Management process for your provider’s service objectives
    • Reporting and tracking process for performance trending

    Deliverables Completed

    • SLA component and contract element checklist
    • Evaluation or service provider SLAs
    • SLA templates for strategic service types
    • SLA tracker for strategic service providers

    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

    Related Info-Tech Research

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    • In essence, the SLA defines the “product” that is being purchased, permitting the provider to rationalize resources to best meet the needs of varied clients, and permits the buyer to ensure that business requirements are being met.

    Ensure Cloud Security in IaaS, PaaS, and SaaS Environments

    • Keep your information security risks manageable when leveraging the benefits of cloud computing.

    Bibliography

    Henderson, George. “3 Most Common Types of Service Level Agreement (SLA).” Master of Project Academy. N.d. Web.

    “Guide to Security Operations Metrics.” Logsign. Oct 5, 2020. Web.

    Lemos, Rob. “4 lessons from SOC metrics: What your SpecOps team needs to know.” TechBeacon. N.d. Web.

    “Measuring and Making the Most of Service Desk Metrics.” Freshworks. N.d. Web.

    Overby, Stephanie. “15 SLA Mistakes IT Leaders Still Make.” CIO. Jan 21, 2021.

    Leverage Web Analytics to Reinforce Your Web Experience Management Strategy

    • Buy Link or Shortcode: {j2store}563|cart{/j2store}
    • member rating overall impact: N/A
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    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions
    • Organizations are unaware of the capabilities of web analytics tools and unsure how to leverage these new technologies to enhance their web experience.
    • Traditional solutions offer only information and data about the activity on the website. It is difficult for organizations to understand the customer motivations and behavioral patterns using the data.
    • In addition, there is an overwhelming number of vendors offering various solutions. Understanding which solution best fits your business needs is crucial to avoid overspending.

    Our Advice

    Critical Insight

    • Understanding organizational goals and business objectives is essential in effectively leveraging web analytics.
    • It is easy to get lost in a sea of expensive web analytical tools. Choosing tools that align with the business objectives will keep the costs of customer acquisition and retention to a minimum.
    • Beyond selection and implementation, leveraging web analytic tools requires commitment from the organization to continuously monitor key KPIs to ensure good customer web experience.

    Impact and Result

    • Understand what web analytic tools are and some key trends in the market space. Learn about top advanced analytic tools that help understand user behavior.
    • Discover top vendors in the market space and some of the top-level features they offer.
    • Understand how to use the metrics to gather critical insights about the website’s use and key initiatives for successful implementation.

    Leverage Web Analytics to Reinforce Your Web Experience Management Strategy Research & Tools

    Leverage Web Analytics to Reinforce Your Web Experience Management Strategy Storyboard – A deck outlining the importance of web analytic tools and how they can be leveraged to meet your business needs.

    This research offers insight into web analytic tools, key trends in the market space, and an introduction to advanced web analytics techniques. Follow our five-step initiative to successfully select and implement web analytics tools and identify which baseline metrics to measure and continuously monitor for best results.

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

    • Leverage Web Analytics to Reinforce Your Web Experience Management Strategy Storyboard
    [infographic]

    Further reading

    Leverage Web Analytics to Reinforce Your Web Experience Management Strategy

    Web analytics tools are the gateway to understanding customer behavior.

    EXECUTIVE BRIEF

    Analyst Perspective

    In today’s world, users want to consume concise content and information quickly. Websites have a limited time to prove their usefulness to a new user. Content needs to be as few clicks away from the user as possible. Analyzing user behavior using advanced analytics techniques can help website designers better understand their audience.

    Organizations need to implement sophisticated analytics tools to track user data from their website. However, simply extracting data is not enough to understand the user motivation. A successful implementation of a web analytics tool will comprise both understanding what a customer does on the website and why the customer does what they do.

    This research will introduce some fundamental and advanced analytics tools and provide insight into some of the vendors in the market space.

    Photo of Sai Krishna Rajaramagopalan, Research Specialist, Applications − Enterprise Applications, Info-Tech Research Group. Sai Krishna Rajaramagopalan
    Research Specialist, Applications − Enterprise Applications
    Info-Tech Research Group

    Executive Summary

    Your Challenge
    • Web analytics solutions have emerged as applications that provide extensive information and data about users visiting your webpage. However, many organizations are unaware of the capabilities of these tools and unsure how to leverage these new technologies to enhance user experience.
    Common Obstacles
    • Traditional solutions offer information and data about customers’ activity on the website but no insight into their motivations and behavioral patterns.
    • In addition, an overwhelming number of vendors are offering various solutions. Understanding which solution best fits your business needs is crucial to avoid overspending.
    Info-Tech’s Approach
    • This research is aimed to help you understand what web analytic tools are and some key trends in the market space. Learn about top advanced analytic tools that help you understand user behavior. Discover top vendors in the market space and some of the high-level features offered.
    • This research also explains techniques and metrics to gather critical insights about your website’s use and will aid in understanding users’ motivations and patterns and better predict their behavior on the website.

    Info-Tech Insight

    It is easy to get lost in a sea of expensive web analytics tools. Choose tools that align with your business objectives to keep the costs of customer acquisition and retention to a minimum.

    Ensure the success of your web analytics programs by following five simple steps

    1. ORGANIZATIONAL GOALS

    The first key step in implementing and succeeding with web analytics tools is to set clearly defined organizational goals, e.g. improving product sales.

    3. KPI METRICS

    Define key performance indicators (KPIs) that help track the organization’s performance, e.g. number of page visits, conversion rates, bounce rates.

    5. REVIEW

    Continuous improvement is essential to succeed in understanding customers. The world is a dynamic place, and you must constantly revise your organizational goals, business objectives, and KPIs to remain competitive.

    Centerpiece representing the five surrounding steps.

    2. BUSINESS OBJECTIVES

    The next step is to lay out business objectives that help to achieve the organization’s goals, e.g. to increase customer leads, increase customer transactions, increase web traffic.

    4. APPLICATION SELECTION

    Understand the web analytics tool space and which combination of tools and vendors best fits the organization’s goals.

    Web Analytics Introduction

    Understand traditional and advanced tools and their capabilities.

    Understanding web analytics

    • Web analytics is the branch of analytics that deals with the collection, reporting, and analysis of data generated by users visiting and interacting with a website.
    • The purpose of web analytics is to measure user behavior, optimize the website’s user experience and flow, and gain insights that help meet business objectives like increasing conversions and sales.
    • Web analytics allows you to see how your website is performing and how people are acting while on your website. What’s important is what you can do with this knowledge.
    • Data collected through web analytics may include traffic sources, referring sites, page views, paths taken, and conversion rates. The compiled data often forms a part of customer relationship management analytics to facilitate and streamline better business decisions.
    • Having strong web analytics is important in understanding customer behavior and fine-tuning marketing and product development approaches accordingly.
    Example of a web analytics dashboard.

    Why you should leverage web analytics

    Leveraging web analytics allows organizations to better understand their customers and achieve their business goals.

    The global web analytics market size is projected to reach US$5,156.3 million by 2026, from US$2,564 million in 2019, at a CAGR of 10.4% during 2021-2026. (Source: 360 Research Reports, 2021) Of the top 1 million websites with the highest traffic, there are over 3 million analytics technologies used. Google Analytics has the highest market share, with 50.3%. (Source: “Top 1 Million Sites,” BuiltWith, 2022)
    Of the 200 million active websites, 57.3% employ some form of web analytics tool. This trend is expected to grow as more sophisticated tools are readily available at a cheaper cost. (Source: “On the Entire Internet,” BuiltWith, 2022; Siteefy, 2022) A three-month study by Contentsquare showed a 6.9% increase in traffic, 11.8% increase in page views, 12.4% increase in transactions, and 3.6% increase in conversion rates through leveraging web analytics. (Source: Mordor Intelligence, 2022)

    Case Study

    Logo for Ryanair.
    INDUSTRY
    Aviation
    SOURCE
    AT Internet
    Web analytics

    Ryanair is a low-fare airline in Europe that receives nearly all of its bookings via its website. Unhappy with its current web analytics platform, which was difficult to understand and use, Ryanair was looking for a solution that could adapt to its requirements and provide continuous support and long-term collaboration.

    Ryanair chose AT Internet for its intuitive user interface that could effectively and easily manage all the online activity. AT was the ideal partner to work closely with the airline to strengthen strategic decision making over the long term, increase conversions in an increasingly competitive market, and increase transactions on the website.

    Results

    By using AT Internet Web Analytics to improve email campaigns and understand the behavior of website visitors, Ryanair was able to triple click-through rates, increase visitor traffic by 16%, and decrease bounce rate by 18%.

    Arrows denoting increases or decreases in certain metrics: '3x increase in click-through rates', '16% increase in visitor traffic', '18% decrease in bounce rate'.

    Use traditional web analytics tools to understand your consumer

    What does the customer do?
    • Traditional web analytics allows organizations to understand what is happening on their website and what customers are doing. These tools deliver hard data to measure the performance of a website. Some of the data measured through traditional web analytics are:
    • Visit count: The number of visits received by a webpage.
    • Bounce rate: The percentage of visitors that leave the website after only viewing the first page compared to total visitors.
    • Referrer: The previous website that sent the user traffic to a specific website.
    • CTA clicks: The number of times a user clicks on a call to action (CTA) button.
    • Conversion rate: Proportion of users that reach the final outcome of the website.
    Example of a traditional web analytics dashboard.

    Use advanced web analytics techniques to understand your consumer

    Why does the customer do what they do?
    • Traditional web analytic tools fail to explain the motivation of users. Advanced analytic techniques help organizations understand user behavior and measure user satisfaction. The techniques help answer questions like: Why did a user come to a webpage? Why did they leave? Did they find what they were looking for? Some of the advanced tools include:
    • Heatmapping: A visual representation of where the users click, scroll, and move on a webpage.
    • Recordings: A recording of the mouse movement and clicks for the entire duration of a user’s visit.
    • Feedback forms and surveys: Voice of the customer tools allowing users to give direct feedback about websites.
    • Funnel exploration: The ability to visualize the steps users take to complete tasks on your site or app.
    Example of an advanced web analytics dashboard.

    Apply industry-leading techniques to leverage web analytics

    Heatmapping
    • Heatmaps are used to visualize where users move their mouse, click, and scroll in a webpage.
    • Website heatmaps use a warm-to-cold color scheme to indicate user activity, with the warmest color indicating the highest visitor engagement and the coolest indicating the lowest visitor engagement.
    • Organizations can use this tool to evaluate the elements of the website that attract users and identify which sections require improvement to increase user engagement.
    • Website designers can make changes and compare the difference in user interaction to measure the effectiveness of the changes.
    • Scrollmaps help designers understand what the most popular scroll-depth of your webpage is – and that’s usually a prime spot for an important call to action.
    Example of a website with heatmapping overlaid.
    (Source: An example of a heatmap layered with a scrollmap from Crazy Egg, 2020)

    Apply industry-leading techniques to leverage web analytics

    Funneling

    • Funnels are graphical representations of a customer’s journey while navigating through the website.
    • Funnels help organizations identify which webpage users land on and where users drop off.
    • Organizations can capture every user step to find the unique challenges between entry and completion. Identifying what friction stands between browsing product grids and completing a transaction allows web designers to then eliminate it.
    • Designers can use A/B testing to experiment with different design philosophies to compare conversion statistics.
    • Funneling can be expanded to cross-channel analytics by incorporating referral data, cookies, and social media analytics.
    Example of a bar chart created through funneling.

    Apply industry-leading techniques to leverage web analytics

    Session recordings

    • Session recordings are playbacks of users’ interaction with the website on a single session. User interaction can vary between mouse clicks, keyboard input, and mouse scroll.
    • Recordings help organizations understand user motivation and help identify why users undertake certain tasks or actions on the webpage.
    • Playbacks can also be used to see if users are confused anywhere between the landing page and final transaction phase. This way, playbacks further help ensure visitors complete the funneling seamlessly.
    Example of a session recording featuring a line created by the mouse's journey.

    Apply industry-leading techniques to leverage web analytics

    Feedback and microsurveys

    • Feedback can be received directly from end users to help organizations improve the website.
    • Receiving feedback from users can be difficult, since not every user is willing to spend time to submit constructive and detailed feedback. Microsurveys are an excellent alternative.
    • Users can submit short feedback forms consisting of a single line or emojis or thumbs up or down.
    • Users can directly highlight sections of the page about which to submit feedback. This allows designers to quickly pinpoint areas for improvement. Additionally, web designers can play back recordings when feedback is submitted to get a clear idea about the challenges users face.
    Example of a website with a microsurvey in the corner.

    Market Overview

    Choose vendors and tools that best match your business needs.

    Top-level traditional features

    Feature Name

    Description

    Visitor Count Tracking Counts the number of visits received by a website or webpage.
    Geographic Analytics Uses location information to enable the organization to provide location-based services for various demographics.
    Conversion Tracking Measures the proportion of users that complete a certain task compared to total number of users.
    Device and Browser Analytics Captures and summarizes device and browser information.
    Bounce and Exit Tracking Calculates exit rate and bounce rate on a webpage.
    CTA Tracking Measures the number of times users click on a call to action (CTA) button.
    Audience Demographics Captures, analyzes, and displays customer demographic/firmographic data from different channels.
    Aggregate Traffic Reporting Works backward from a conversion or other key event to analyze the differences, trends, or patterns in the paths users took to get there.
    Social Media Analytics Captures information on social signals from popular services (Twitter, Facebook, LinkedIn, etc.).

    Top-level advanced features

    Feature Name

    Description

    HeatmappingShows where users have clicked on a page and how far they have scrolled down a page or displays the results of eye-tracking tests through the graphical representation of heatmaps.
    Funnel ExplorationVisualizes the steps users take to complete tasks on your site or app.
    A/B TestingEnables you to test the success of various website features.
    Customer Journey ModellingEffectively models and displays customer behaviors or journeys through multiple channels and touchpoints.
    Audience SegmentationCreates and analyzes discrete customer audience segments based on user-defined criteria or variables.
    Feedback and SurveysEnables users to give feedback and share their satisfaction and experience with website designers.
    Paid Search IntegrationIntegrates with popular search advertising services (i.e. AdWords) and can make predictive recommendations around areas like keywords.
    Search Engine OptimizationProvides targeted recommendations for improving and optimizing a page for organic search rankings (i.e. via A/B testing or multivariate testing).
    Session RecordingRecords playbacks of users scrolling, moving, u-turning, and rage clicking on your site.

    Evaluate software category leaders using SoftwareReviews’ vendor rankings and awards

    Logo for SoftwareReviews.
    Sample of SoftwareReviews' The Data Quadrant. 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' The 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

    Logo for SoftwareReviews.
    Fact-based reviews of business software from IT professionals. 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.

    Product and category reports with state-of-the-art data visualization. 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 insight of our expert analysts, our members receive unparalleled support in their buying journey.

    Top vendors in the web analytics space

    Logo for Google Analytics. Google Analytics provides comprehensive traditional analytics tools, free of charge, to understand the customer journey and improve marketing ROI. Twenty-four percent of all web analytical tools used on the internet are provided by Google analytics.
    Logo for Hotjar. Hotjar is a behavior analytics and product experience insights service that helps you empathize with and understand your users through their feedback via tools like heatmaps, session recordings, and surveys. Hotjar complements the data and insights you get from traditional web analytics tools like Google Analytics.
    Logo for Crazy Egg. Crazy Egg is a website analytics tool that helps you optimize your site to make it more user-friendly, more engaging, and more conversion-oriented. It does this through heatmaps and A/B testing, which allow you to see how people are interacting with your site.
    Logo for Amplitude Analytics. Amplitude Analytics provides intelligent insight into customer behavior. It offers basic functionalities like measuring conversion rate and engagement metrics and also provides more advanced tools like customer journey maps and predictive analytics capabilities through AI.

    Case Study

    Logo for Miller & Smith.
    INDUSTRY
    Real Estate
    SOURCE
    Crazy Egg

    Heatmaps and playback recordings

    Challenge

    Miller & Smith had just redesigned their website, but the organization wanted to make sure it was user-friendly as well as visually appealing. They needed an analytics platform that could provide information about where visitors were coming from and measure the effectiveness of the marketing campaigns.

    Solution

    Miller & Smith turned to Crazy Egg to obtain visual insights and track user behavior. They used heatmaps and playback recordings to see user activity within webpages and pinpoint any issues with user interface. In just a few weeks, Miller & Smith gained valuable data to work with: the session recordings helped them understand how users were navigating the site, and the heatmaps allowed them to see where users were clicking – and what they were skipping.

    Results

    Detailed reports generated by the solution allowed Miller & Smith team to convince key stakeholders and implement the changes easily. They were able to pinpoint what changes needed to be made and why these changes would improve their experience.

    Within few weeks, the bounce rate improved by 7.5% and goal conversion increased by 8.5% over a similar period the previous year.

    Operationalizing Web Analytics Tools

    Execute initiatives for successful implementation.

    Ensure success of your web analytics programs by following five simple steps

    1. ORGANIZATIONAL GOALS

    The first key step in implementing and succeeding with web analytics tools is to set clearly defined organizational goals, e.g. improving product sales.

    3. KPI METRICS

    Define key performance indicators (KPIs) that help track the organization’s performance, e.g. number of page visits, conversion rates, bounce rates.

    5. REVIEW

    Continuous improvement is essential to succeed in understanding customers. The world is a dynamic place, and you must constantly revise your organizational goals, business objectives, and KPIs to remain competitive.

    Centerpiece representing the five surrounding steps.

    2. BUSINESS OBJECTIVES

    The next step is to lay out business objectives that help to achieve the organization’s goals, e.g. to increase customer leads, increase customer transactions, increase web traffic.

    4. APPLICATION SELECTION

    Understand the web analytics tool space and which combination of tools and vendors best fits the organization’s goals.

    1.1 Understand your organization’s goals

    30 minutes

    Output: Organization’s goal list

    Materials: Whiteboard, Markers

    Participants: Core project team

    1. Identify the key organizational goals for both the short term and the long term.
    2. Arrange the goals in descending order of priority.

    Example table of goals ranked by priority and labeled short or long term.

    1.2 Align business objectives with organizational goals

    30 minutes

    Output: Business objectives

    Materials: Whiteboard, Markers

    Participants: Core project team

    1. Identify the key business objectives that help attain organization goals.
    2. Match each business objective with the corresponding organizational goals it helps achieve.
    3. Arrange the objectives in descending order of priority.

    Example table of business objectives ranked by priority and which organization goal they're linked to.

    Establish baseline metrics

    Baseline metrics will be improved through:

    1. Efficiently using website elements and CTA button placement
    2. Reducing friction between the landing page and end point
    3. Leveraging direct feedback from users to continuously improve customer experience

    1.3 Establish baseline metrics that you intend to improve via your web analytics tools

    30 minutes

    Example table with metrics, each with a current state and goal state.

    Accelerate your software selection project

    Vendor selection projects often demand extensive and unnecessary documentation.

    Software Selection Insight

    Balance the effort-to-information ratio required for a business impact assessment to keep stakeholders engaged. Use documentation that captures the key data points and critical requirements without taking days to complete. Stakeholders are more receptive to formal selection processes that are friction free.

    The Software Selection Workbook

    Work through the straightforward templates that tie to each phase of the Rapid Application Selection Framework, from assessing the business impact to requirements gathering.

    Sample of the Software Selection Workbook deliverable.

    The Vendor Evaluation Workbook

    Consolidate the vendor evaluation process into a single document. Easily compare vendors as you narrow the field to finalists.

    Sample of the Vendor Evaluation Workbook deliverable.

    The Guide to Software Selection: A Business Stakeholder Manual

    Quickly explain the Rapid Application Selection Framework to your team while also highlighting its benefits to stakeholders.

    Sample of the Guide to Software Selection: A Business Stakeholder Manual deliverable.

    Revisit the metrics you identified and revise your goals

    Track the post-deployment results, compare the metrics, and set new targets for the next fiscal year.

    Example table of 'Baseline Website Performance Metrics' with the column 'Revised Target' highlighted.

    Related Info-Tech Research

    Stock image of two people going over a contract. Modernize Your Corporate Website to Drive Business Value

    Drive higher user satisfaction and value through UX-driven websites.

    Stock image of a person using the cloud on their smartphone. Select and Implement a Web Experience Management Solution

    Your website is your company’s face to the world: select a best-of-breed platform to ensure you make a rock-star impression with your prospects and customers!

    Stock image of people studying analytics. Create an Effective Web Redesign Strategy

    Ninety percent of web redesign projects, executed without an effective strategy, fail to accomplish their goals.

    Bibliography

    "11 Essential Website Data Factors and What They Mean." CivicPlus, n.d. Accessed 26 July 2022.

    “Analytics Usage Distribution in the Top 1 Million Sites.” BuiltWith, 1 Nov. 2022. Accessed 26 July 2022.

    "Analytics Usage Distribution on the Entire Internet." BuiltWith, 1 Nov. 2022. Accessed 26 July 2022.

    Bell, Erica. “How Miller and Smith Used Crazy Egg to Create an Actionable Plan to Improve Website Usability.” Crazy Egg, n.d. Accessed 26 July 2022.

    Brannon, Jordan. "User Behavior Analytics | Enhance The Customer Journey." Coalition Technologies, 8 Nov 2021. Accessed 26 July 2022.

    Cardona, Mercedes. "7 Consumer Trends That Will Define The Digital Economy In 2021." Adobe Blog, 7 Dec 2020. Accessed 26 July 2022.

    “The Finer Points.“ Analytics Features. Google Marketing Platform, 2022. Accessed 26 July 2022.

    Fitzgerald, Anna. "A Beginner’s Guide to Web Analytics." HubSpot, 21 Sept 2022. Accessed 26 July 2022.

    "Form Abandonment: How to Avoid It and Increase Your Conversion Rates." Fullstory Blog, 7 April 2022. Accessed 26 July 2022.

    Fries, Dan. "Plug Sales Funnel Gaps by Identifying and Tracking Micro-Conversions." Clicky Blog, 9 Dec 2019. Accessed 7 July 2022.

    "Funnel Metrics in Saas: What to Track and How to Improve Them?" Userpilot Blog, 23 May 2022. Accessed 26 July 2022.

    Garg, Neha. "Digital Experimentation: 3 Key Steps to Building a Culture of Testing." Contentsquare, 21 June 2021. Accessed 26 July 2022.

    “Global Web Analytics Market Size, Status and Forecast 2021-2027.” 360 Research Reports, 25 Jan. 2021. Web.

    Hamilton, Stephanie. "5 Components of Successful Web Analytics." The Daily Egg, 2011. Accessed 26 July 2022.

    "Hammond, Patrick. "Step-by-Step Guide to Cohort Analysis & Reducing Churn Rate." Amplitude, 15 July 2022. Accessed 26 July 2022.

    Hawes, Carry. "What Is Session Replay? Discover User Pain Points With Session Recordings." Dynatrace, 20 Dec 2021. Accessed 26 July 2022.

    Huss, Nick. “How Many Websites Are There in the World?” Siteefy, 8 Oct. 2022. Web.

    Nelson, Hunter. "Establish Web Analytics and Conversion Tracking Foundations Using the Google Marketing Platform.” Tortoise & Hare Software, 29 Oct 2022. Accessed 26 July 2022.

    "Product Analytics Vs Product Experience Insights: What’s the Difference?" Hotjar, 14 Sept 2021. Accessed 26 July 2022.

    “Record and watch everything your visitors do." Inspectlet, n.d. Accessed 26 July 2022.

    “Ryanair: Using Web Analytics to Manage the Site’s Performance More Effectively and Improve Profitability." AT Internet, 1 April 2020. Accessed 26 July 2022.

    Sibor, Vojtech. "Introducing Cross-Platform Analytics.” Smartlook Blog, 5 Nov 2022. Accessed 26 July 2022.

    "Visualize Visitor Journeys Through Funnels.” VWO, n.d. Accessed 26 July 2022.

    "Web Analytics Market Share – Growth, Trends, COVID-19 Impact, and Forecasts (2022-2027)." Mordor Intelligence, 2022. Accessed 26 July 2022.

    “What is the Best Heatmap Tool for Real Results?” Crazy Egg, 27 April 2020. Web.

    "What Is Visitor Behavior Analysis?" VWO, 2022. Accessed 26 July 2022.

    Zheng, Jack G., and Svetlana Peltsverger. “Web Analytics Overview.” IGI Global, 2015. Accessed 26 July 2022.

    Build a More Effective Go-to-Market Strategy

    • Buy Link or Shortcode: {j2store}559|cart{/j2store}
    • member rating overall impact: N/A
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    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions
    • A weak or poorly defined Go-to-Market strategy is often the root cause of slow product revenue growth or missed product revenue targets.
    • Many agile-driven product teams rush to release, skipping key GTM steps leaving Sales and Marketing misaligned and not ready to fully monetize precious product investments.
    • Guessing at buyer persona and journey or competitive SWOT analyses – two key deliverables of an effective GTM strategy – cause poor marketing and sales outcomes.
    • Without the sales and product-aligned business case for launch called for in a successful GTM strategy, companies see low buyer adoption, wasted sales and marketing investments, and a failure to claim product and launch campaign success.

    Our Advice

    Critical Insight

    • Having an updated and compelling Go-to-Market strategy is a critical capability – as important as financial strategy, sales operations, and even corporate business development, given its huge impact on the many drivers of sustainable growth.
    • Establishing alignment through the GTM process builds long-term operational strength.
    • With a sound GTM strategy, marketers give themselves a 50% greater chance of product launch success.

    Impact and Result

    • Align stakeholders on a common vision and execution plan prior to the Build and Launch phases.
    • Build a foundation of buyer and competitive understanding to drive a successful product hypothesis, then validate with buyers.
    • Deliver a team-aligned launch plan that enables launch readiness and outlines commercial success.

    Build a More Effective Go-to-Market Strategy Research & Tools

    Build Your Go-to-Market Strategy

    Use this storyboard and its deliverables to build a baseline market, understand your buyer, and gain competitive insights. It will also help you design your initial product and business case, and align stakeholder plans to prep for build.

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

    • Build a More Effective Go-to-Market Strategy – Executive Brief

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      Please enter your email and a few details and you're on your way to an efficient process.

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    • Build a More Effective Go-to-Market Strategy – Phases 1-3
    • Go-to-Market Strategy Presentation Template
    • Go-to-Market Strategy RACI and Launch Checklist Workbook
    • Product Market Opportunity Sizing Workbook
    • Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Infographic

    Workshop: Build a More Effective Go-to-Market 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 Align on GTM Vision & Plan, Craft Initial Strategy

    The Purpose

    Align on GTM vision and plan; craft initial strategy.

    Key Benefits Achieved

    Confidence that market opportunity is sufficient.

    Deeper buyer understanding to drive product design and messaging and launch campaign asset design.

    Steering committee approval for next phase.

    Activities

    1.1 Outline a vision for GTM, roles required, identify Steering Committee lead, workstream leads, and teams.

    1.2 Capture GTM strategy hypothesis by working through initial draft of the Go-to-Market Strategy Presentation and business case.

    1.3 Capture team knowledge on buyer persona and journey and competitive SWOT.

    1.4 Identify info./data gaps, sources, and plan for capturing/gathering including buyer interviews.

    Outputs

    Documented Steering Committee and Working team.

    Aligned on GTM vision and process.

    Documented buyer persona and journey. Competitive SWOT analysis.

    Document team knowledge on initial GTM strategy, buyer personas, and business case.

    2 Identify Initial Business Case, Sales Forecast, and Launch Plan

    The Purpose

    Identify Initial Business Case, Sales Forecast, and Launch Plan.

    Key Benefits Achieved

    Confidence in size of market opportunity.

    Alignment of Sales and Product on product forecast.

    Assessment of marketing tech stack.

    Initial business case.

    Activities

    2.1 Size Product Market Opportunity and initial revenue forecast.

    2.2 Craft initial product hypothesis from buyer interviews including feature priorities, pricing, packaging, competitive differentiation, channel/route to market.

    2.3 Craft initial launch campaign, product release and sales and CX readiness plans.

    2.4 Identify launch budgets across each investment area.

    2.5 Discuss initial product launch business case and key activities.

    Outputs

    Product Serviceable Obtainable Market (SOM), Serviceable Available Market (SAM) and Total Available Market (TAM).

    Definition of product-market fit, uniqueness, and competitive differentiation.

    Preliminary campaign, targets, and readiness plans.

    Incremental budgets for each key stakeholder area.

    Preliminary product launch business case.

    3 Develop Launch Plans (I of II)

    The Purpose

    Develop final Launch plans and budgets in product and marketing.

    Key Benefits Achieved

    Align Product release/launch plans with the marketing campaign for launch.

    Understand incremental budgets from product and marketing for launch.

    Activities

    3.1 Apply product interviews to scope, MVP, roadmap, competitive differentiation, pricing, feature prioritization, routes to market, and sales forecast.

    3.2 Develop a more detailed launch campaign plan complete with asset-types, messaging, digital plan to support buyer journey, media buy plan and campaign metrics.

    Outputs

    Minimally Viable Product defined with feature prioritization. Product competitive differentiation documented Routes to market identified Sales forecast aligned with product team expectations.

    Marketing campaign launch plan Content marketing asset-creation/acquisition plan Campaign targets and metrics.

    4 Develop Launch Plans (II of II)

    The Purpose

    Develop final Launch Plans and budgets for remaining areas.

    Key Benefits Achieved

    Align Product release/launch plans with the marketing campaign for launch.

    Understand incremental budgets from Product and Marketing for launch.

    Activities

    4.1 Develop detailed launch/readiness plans with final budgets for: Sales enablement , Sales training, Tech stack, Customer onboarding & success, Product marketing, AR, PR, Corp Comms/Internal Comms, Customer Events, Employee Events, etc.

    Outputs

    Detailed launch plans, budgets for Product Marketing, Sales, Customer Success, and AR/PR/Corp. Comms.

    5 Present Final Business Case

    The Purpose

    To gain approval to move to Build and Launch phases.

    Key Benefits Achieved

    Align business case with Steering Committee expectations

    Approvals to Build and Launch targeted offering

    Activities

    5.1 Review final launch/readiness plans with final budgets for all key areas.

    5.2 Move all key findings into Steering Committee presentation slides.

    5.3 Present to Steering Committee; receive feedback.

    5.4 Incorporate Steering Committee feedback; update finial business case.

    Outputs

    Combined budgets across all areas. Final launch/readiness plans.

    Final Steering Committee-facing slides.

    Final approvals for Build and Launch.

    Further reading

    Build a More Effective Go-to-Market Strategy

    Maximize GTM success through deeper market and buyer understanding and competitive differentiation and launch team readiness that delivers target revenues.

    Table of Contents

    Section Title
    1 Executive Brief
    • Executive Summary
    • Analyst Perspective
    • Go-to-Market (GTM) strategy critical success factors
    • Key GTM challenges
    • Essential deliverables for GTM success
    • Benefits of a more effective GTM Strategy
    • Our methodology to support your success
    • Insight Summary
    • Blueprint deliverables and guided implementation steps
    2 Build baseline market, buyer, and competitive insights
    • Establish your team
    • Build buyer personas and journeys – develop initial messaging
    • Build initial product hypothesis
    • Size product market opportunity
    • Outline your key tech, app, and digital requirements
    • Develop your competitive differentiation
    • Select routes to market
    3 Design initial product and business case
    • Branding check
    • Formulate packaging and pricing
    • Craft buyer-valid product concept
    • Build campaign plan and targets
    • Develop budgets for creative, content, and media purchases
    • Draft product business case
    • Update GTM Strategy deck
    4 Align stakeholder plans to prep for build
    • Assess tech/tools support for all GTM phases
    • Outline sales enablement and customer success plan
    • Build awareness plan
    • Finalize business case
    • Final GTM plan deck

    Executive Brief

    Analyst Perspective

    Go-to-Market Strategy.

    A successful go-to-market (GTM) strategy aligns marketing, product, sales and customer success, sees decision making based on deep buyer understanding, and tests many basic assumptions often overlooked in today’s agile-driven product development/management environment.

    The disciplines you build using our methodology will not only support your team’s effort building and launching more successful products, but also can be modified for use in other strategic initiatives such as branding, M&A integration, expanding into new markets, and other initiatives that require a cross-functional and multidisciplined process.

    Photo of Jeff Golterman, Managing Director, SoftwareReviews Advisory.

    Jeff Golterman
    Managing Director
    SoftwareReviews Advisory

    Executive Summary

    An ineffective go-to-market strategy is often a root cause of:
    • Failure to attain new product revenue targets.
    • A loss of customer focus and poor new product/feature release buyer adoption.
    • Product releases misaligned with marketing, sales, and customer success readiness.
    • Low win rates compared to key competitors’.
    • Low contact-to-lead conversion rates.
    • Loss of executive/investor support for further new product development and marketing investments.
    Hurdles to go-to-market success include:
    • An unclear product-market opportunity.
    • A lack of well defined and prioritized buyer personas and needs that are well understood.
    • Poor competitive analysis that fails to pinpoint key areas of competitive differentiation.
    • Guessing at buyer journey and buyer-described ideal engagement within your lead gen engine.
    • A business case that calls for levels of customer value delivery (vs. feature MVPs) that can actually deliver wins and targeted revenue goals.
    Apply SoftwareReviews approach for greater GTM success.

    Our blueprint is designed to help you:

    • Align stakeholders on a common vision and execution plan prior to the build and launch phases.
    • Build a foundation of buyer and competitive understanding to drive a successful product hypothesis, then validate with buyers.
    • Deliver a team-aligned launch plan that enables launch readiness and outlines commercial success.

    SoftwareReviews Insight

    Creating a compelling go-to-market strategy, and keeping it current, is a critical software company function – as important as financial strategy, sales operations, and even corporate business development – given its huge impact on the many drivers of sustainable growth.

    Go-to-Market Strategy Critical Success Factors

    Your GTM Strategy is where a multi-disciplined team builds a strong foundation for overall product plan, build, launch, and manage success

    A GTM Strategy is not all art and not all science but requires both. Software leaders will establish a set of core capabilities upon which they will plan, build, launch and manage product success. Executives, when resourcing their GTM strategies, will begin with:
    • Strong Program Leadership – An experienced Program Manager will guide the team through each step of GTM Strategy and test team readiness before advancing to the next step.
    • Few Shortcuts – Successful teams will have navigated the process through all steps together at least once. Then future launches can skip steps where prior decisions still hold.
    • Stakeholder Buy-In – Strong collaboration among Sales, Marketing, and Product wins the day.
    • Strong Team Skills – Success depends on having the right talent, making the right decisions, and delivering the right outcomes enabled with the right set of technologies and integrated to reach the right buyers at the right moment.
    • Discipline and perseverance – Given that GTM Strategy is not easy, it’s not surprising that 75% of marketers cite a significant level of dissatisfaction with the outcomes of their GTM plan, build, and launch phases.
    Diagram titled 'Go-to-Market Phases' with phases 'Manage', 'Launch', 'Build', and highlighted as 'This blueprint focus': 'Plan'.

    SoftwareReviews Advisory Insight:
    Marketers who get GTM Strategy “right” give themselves a 50% greater chance of Build and Launch success.

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram shown later.

    Go-to-Market Success is Challenging

    Getting GTM right is like winning an Olympic first-place crew finish. It takes teamwork, practice, and well-functioning tools and equipment.

    Stock image of a rowing team.

    • The goal of any Go-to-Marketing Strategy is not only to do it right once, but to do it over and over consistently.
    • A lack of GTM consistency often results in decelerating growth, and a weak GTM Strategy is likely the root cause when companies observe any of the following challenges:
      • Product opportunity is unclear and well-defined business cases are lacking
      • Buyer adoption slows of new features and launch revenue targets are missed
      • Sales and marketing are not ready when development releases new features
      • Sales win/loss ratios drop as customers tell us products are not competitively differentiated
      • Loss of executive support for new product investments
    • A company experiencing any one of these symptoms will find a remedy in plugging gaps in the way they Go-to-Market.

    “Figuring out a Go-to-Market approach is no trivial exercise – it separates the companies that will be successful and sustainable from those that won’t.” (Harvard Business Review)

    Slowing growth may be due to missing GTM Strategy essentials

    Marketers – Large and Small – will further test their GTM Strategy strength by asking “Are we missing any of the following?”

    • Product, Marketing, and Sales Alignment
    • Buyer personas and journeys
    • Product market opportunity size
    • Competitively differentiated product hypothesis
    • Buyer validated commercial concept
    • Sales revenue plan and program cost budget
    • Compelling business case for build and launch

    SoftwareReviews Advisory Insight:

    Marketers will go through the GTM Strategy process together across all disciplines at least once in order to establish a consistent process, make key foundational decisions (e.g. tech stack, channel strategy, pricing structure, etc.), and assess strengths and weaknesses to be addressed. Future releases to existing products don’t need to be re-thought but instead check-listed against prior foundational decisions.

    Is Your GTM Strategy Led and Staffed Properly?

    Staffing tree outlining GTM Strategy essentials. At the top are 'Steering Committee: CEO/GM in larger company, CFO/Senior Finance, Key functional leaders'. Next is 'Program Manager: Leads the GTM program. Workstream leads are “dotted line” for the program.' Followed by 'Workstream Leads: (PM) Product Marketing – Program leadership, (PD) Product Mgt. – Aligned with PM, (MO) Marketing Ops – SMB optional, (BR) Branding/Creative – SMB optional, (CI) Competitive Intel. – SMB optional, (DG) Demand Gen./Field Marketing. – crucial, (SE) Sales Enablement – crucial, (PR) PR/AR/Comms – SMB optional, and (CS) Customer Success – SMB optional'. In a 'Large Enterprise' each role is assigned to a separate person, but in a 'Small' Enterprise each person has multiple roles. 'SMB – as employees wear many hats, teams comprise members with requisite skills vs. specific roles/titles.'

    Benefits of a more effective go-to-market strategy

    Our research shows a more effective GTM Strategy delivers key benefits, including:
    • Increased product development ROI – with a finance-aligned business case, a buyer-validated value proposition, and the readiness of marketing and sales to product launch.
    • Launch campaign effectiveness – increases dramatically when messaging resonates with buyers and where they are in their journey.
    • Seller effectiveness – increases with buyer validated value proposition, competitive differentiation, and the ability to articulate to buyers.
    • Executive support – is achieved when an aligned sales, marketing, and product team proves consistent in delivering against release targets over and over again.

    SoftwareReviews Advisory Insight:
    Many marketers experiencing the value of the GTM Steering Committee, extend its use into a “Product and Pricing Council” (PPC) in order to move product-related decision making from ad-hoc to structured, and to reinforce GTM Strategy guardrails and best practices across the company.

    “Go-to-Market Strategies aren’t just for new products or services, they can also be used for:
    • Acquiring other businesses
    • Changing your business’s focus
    • Announcing a new feature
    • Entering a new market
    • Rebranding
    • Positioning or repositioning

    And while each GTM strategy is unique, there are a series of steps that every product marketer should follow.” (Product Marketing Alliance)

    Is your GTM Strategy optimized?

    Large detailed layout of the steps needed to 'Make Your Go-to-Market Strategy More Successful'. 'GTM Planning Success Can Be Elusive'; '75% of high-tech marketers desire a more effective GTM strategy...'. Steps: '1 Your Challenges - Are You Feeling Any of These Pains?', '2 Framework - Stay Aligned', '3 Planning - Check Your GTM Plan Steps', '4 Insight - Deliver Key Output', and '5 Results - Reap Key Benefits'. Source: SoftwareReviews, powered by Info-Tech Research Group.

    Marketers, in order to optimize a go-to-market strategy, will:

    1. Self assess for symptoms of a sub-optimized approach.
    2. Align marketing, sales, product, and customer success with a common vision and execution plan.
    3. Diagnose for missing steps.
    4. Ensure creation of key deliverables.
    5. And then be able to reap the rewards.

    Who benefits from an optimized go-to-market strategy?

    This research is designed for:
    • High-tech marketers who are:
      • Looking to improve any aspect of their go-to-market strategy.
      • Looking for a checklist of roles and responsibilities across the product planning, build, and launch processes.
      • Looking to foster better alignment among key stakeholders such as product marketing, product management, sales, field marketing/campaigners, and customer success.
      • Looking to build a stronger business case for new product development and launch.
    This research will help you:
    • Explain the benefits of a more effective go-to-market strategy to stakeholders.
    • Size the market opportunity for a product/solution.
    • Organize stakeholders for GTM operational success.
    • More easily present the GTM strategy to executives and colleagues.
    • Build and present a solid business case for product build and launch.
    This research will also assist:
    • High-tech marketing and product leaders who are:
      • Looking for a framework of best practices to improve and scale their GTM planning.
      • Looking to align team members from all the key teams that support high-tech product planning, build, launch, and manage.
    This research will help them:
    • Align stakeholders on an overall GTM strategy.
    • Coordinate tasks and activities involved across plan, build, launch, and manage – the product lifecycle.
    • Avoid low market opportunity pursuits.
    • Avoid poorly defined product launch business cases.
    • Build competence in managing cross-functional complex programs.

    SoftwareReviews’ Approach

    1

    Build baseline market, buyer, and competitive insights

    Sizing your opportunity, building deep buyer understanding, competitive differentiation, and routes to market are fundamental first steps.

    2

    Design initial product and business case

    Validate positioning and messaging against brand, develop packaging and pricing, and develop digital approach, launch campaign approach and supporting budgets across all areas.

    3

    Align stakeholder plans to prep for build

    Rationalize product release and concept to sales/financial plan and further develop customer success, PR/AR, MarTech, and analytics/metrics plans.

    Our methodology provides a step-by-step approach to build a more effective go-to-market strategy

    1.Build baseline market, buyer, and competitive insights 2. Design initial product and business case 3. Align stakeholder plans to prep for build
    Phase Steps
    1. Select Steering Committee, GTM team, and outline roles and responsibilities. Build an aligned vision.
    2. Build initial product hypothesis based on sales and buyer “jobs to be done” research.
    3. Size the product market opportunity.
    4. Outline digital and tech requirements to support the full GTM process.
    5. Clarify target buyer personas and the buyer journey.
    6. Identify competitive gaps, parity, and differentiators.
    7. Select the most effective routes to market.
    8. Craft initial GTM Strategy presentation for executive review and status check.
    1. Compare emerging messaging and positioning with existing brand for consistency.
    2. Formulate packaging and pricing.
    3. Build a buyer-validated product concept.
    4. Build an initial campaign plan and targets.
    5. Develop initial budgets across all areas.
    6. Draft an initial product business case.
    7. Update GTM Strategy for executive review and status check.
    1. Assess technology and tools support for GTM strategy as well as future phases of GTM build, launch, and manage.
    2. Outline support for customer onboarding and ongoing engagement.
    3. Build an awareness plan covering media, social media, and industry analysts.
    4. Finalize product business case with collaborative input from product, sales, and marketing.
    5. Develop a final executive presentation for request for approval to proceed to GTM build phase.
    Phase Outcomes
    1. Properly sized market opportunity and a unique buyer value proposition
    2. Buyer persona and journey mapping with buyer needs and competitive SWOT
    3. Tech stack modernization requirements
    4. First draft of business case
    1. Customer-validated value proposition and product-market fit
    2. Initial product business case with sales alignment
    3. Initial launch plans including budgets across all areas
    1. Key stakeholders and their plans are fully aligned
    2. Executive sign-off to move to GTM build phases

    Insight summary

    Your go-to-market strategy ability is a strategic asset

    Having an updated and compelling go-to-market strategy is a critical capability – as important as financial strategy, sales operations, and even corporate business development – given its huge impact on the many drivers of sustainable growth.

    Build the GTM Steering Committee into a strategic decision-making body

    Many marketers experiencing the value of the GTM Steering Committee extend its use into a “Product and Pricing Council” (PPC) in order to move product-related decision making from ad-hoc to structured, and to reinforce GTM Strategy guardrails and best practices across the company.

    A strong MarTech apps and analytics stack differentiates GTM leaders from laggards

    Marketers that collaborate closely with Marketing Ops., Sales Ops., and IT early in the process of a go-to-market strategy will be best able to assess whether current website/digital, marketing applications, CRM/sales automation apps, and tools can support the complete Go-to-Market process effectively.

    Establishing alignment through the GTM process builds long term operational strength

    Marketers will go through the GTM Strategy process together across all disciplines at least once in order to establish a consistent process, make key foundational decisions (e.g. tech stack, channel strategy, pricing structure, etc.), and assess strengths and weaknesses to be addressed.

    Build speed and agility

    Future releases to existing products don’t need be re-thought but instead check-listed against prior foundational decisions.

    GTM Strategy builds launch success

    Marketers who get GTM Strategy “right” give themselves a 50% greater chance of build and launch success.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key deliverable:

    Go-to-Market Strategy Presentation Template

    Capture key findings for your GTM Strategy within the Go-to-Market Strategy Presentation Template.

    Sample of the key deliverable, the Go-to-Market Strategy Presentation Template.

    Go-to-Market Strategy RACI and Launch Checklist Workbook

    Includes a RACI model and launch checklist that helps scope your working team’s roles and responsibilities.

    Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook deliverable.

    Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Capture launch incremental costs that, when weighed against the forecasted revenue, illustrate gross margins as a crucial part of the business case.

    Sample of the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook deliverable.

    Product Market Opportunity Sizing

    While not a deliverable of this blueprint per se, the Product Market Opportunity blueprint is required.

    Sample of the Product Market Opportunity Sizing deliverable. This blueprint calls for downloading the following additional blueprint:

    Buyer Persona and Journey blueprint

    While not a deliverable of this blueprint per se, the Buyer Persona and Journey blueprint is required

    Sample of the Buyer Persona and Journey blueprint deliverable.

    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."
    Included within advisory membership Optional add-ons

    Guided Implementation

    A Guided Implementation (GI) is a 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.

    What does our GI on Build a More Effective Go-to-Market Strategy look like?

    Build baseline market, buyer, and competitive insights

    Design initial product and business case

    Align stakeholder plans to prep for build

    Call #1: Share GTM vision and outline team activities for the GTM Strategy process. Plan next call – 1 week.

    Call #2: Outline product market opportunity approach and steps to complete. Plan next call – 1 week.

    Call #3: Hold a series of inquiries to do a modernization check on tech stack. Plan next call – 2 weeks.

    Call #4: Discuss buyer interview process, persona, and journey steps. Plan next call – 2 weeks.

    Call #5: Outline competitive differentiation analysis, routes to market, and review of to-date business case. Plan next call – 1 week.

    Call #6: Discuss brand strength/weakness, pricing, and packaging approach. Plan next call – 3 weeks.

    Call #7: Outline needs to craft assets with right messaging across campaign launch plan and budget. Outline needs to create plans and budgets across rest of marketing, sales, CX, and product. Plan next call – 1 week.

    Call #8: Review template and approach for initial business case and sales and product alignment. Plan next call – 1 week.

    Call #9: Review initial business case and launch plans across marketing, sales, CX, and product. Plan next call – 1 week.

    Call #10: Discuss plans/needs/budgets for tech stack modernization. Plan next call – 3 days.

    Call #11: Discuss plans/needs/budgets for CX readiness for launch. Plan next call – 3 days.

    Call #12: Discuss plans/needs/budgets for digital readiness for launch. Plan next call – 3 days.

    Call #13: Discuss plans/needs/budgets for marketing and sales readiness for launch. Plan next call – 3 days.

    Call #14: Review final business case and coach on Steering Committee Presentation. Plan next call – 1 week.

    A Go-to-Market Workshop Overview

    Contact your engagement manager for more information.
    Day 1 Day 2 Day 3 Day 4 Day 5
    Align on GTM Vision & Plan, Craft Initial Strategy
    Identify Initial Business Case, Sales Forecast and Launch Plan
    Develop Launch Plans (i of ii)
    Develop Launch Plans (ii of ii)
    Present Final Business Case to Steering Committee
    Activities

    1.1 Outline a vision for GTM and roles required, identify Steering Committee lead, workstream leads, and teams.

    1.2 Capture GTM strategy hypothesis by working through initial draft of GTM Strategy Presentation and business case.

    1.3 Capture team knowledge on buyer persona and journey and competitive SWOT.

    1.4 Identify information/data gaps and sources and plan for capturing/gathering including buyer interviews.

    Plan next day 2-3 weeks after buyer persona/journey interviews.

    2.1 Size product market opportunity and initial revenue forecast.

    2.2 Craft initial product hypothesis from buyer interviews including feature priorities, pricing, packaging, competitive differentiation, and channel/route to market.

    2.3 Craft initial launch campaign, product release, sales, and CX readiness plans.

    2.4 Identify launch budgets across each investment area.

    2.5 Discuss initial product launch business case and key activities.

    Plan next day 2-3 weeks after product hypothesis-validation interviews with customers and prospects.

    3.1 Apply product interviews to scope, MVP, and roadmap competitive differentiation, pricing, feature prioritization, routes to market and sales forecast.

    3.2 Develop more detailed launch campaign plan complete with asset-types, messaging, digital plan to support buyer journey, media buy plan and campaign metrics.

    4.1 Develop detailed launch/readiness plans with final budgets for:

    • Sales enablement
    • Sales training
    • Tech stack
    • Customer onboarding & success
    • Product marketing
    • AR
    • PR
    • Corp comms/Internal comms
    • Customer events
    • Employee events
    • etc.

    5.1 Review final launch/readiness plans with final budgets for all key areas.

    5.2 Move all key findings up into Steering Committee presentation slides.

    5.3 Present to Steering Committee, receive feedback.

    5.4 incorporate Steering Committee feedback; update finial business case.

    Deliverables
    1. Documented Steering Committee and working team, aligned on GTM vision and process.
    2. Document team knowledge on initial GTM strategy, buyer persona and business case.
    1. Definition of product market fit, uniqueness and competitive differentiation.
    2. Preliminary product launch business case, campaign, targets, and readiness plans.
    1. Detailed launch plans, budgets for product and marketing launch.
    1. Detailed launch plans, budgets for product marketing, sales, customer success, and AR/PR/Corp. comms.
    1. Final GTM Strategy, launch plan and business case.
    2. Approvals to move to GTM build and launch phases.

    Build a More Effective Go-to-Market Strategy

    Phase 1

    Build baseline market, buyer, and competitive insights

    Phase 1

    1.1 Select Steering Cmte/team, build aligned vision for GTM

    1.2 Buyer personas, journey, initial messaging

    1.3 Build initial product hypothesis

    1.4 Size market opportunity

    1.5 Outline digital/tech requirements

    1.6 Competitive SWOT

    1.7 Select routes to market

    1.8 Craft GTM Strategy deck

    Phase 2

    2.1 Brand consistency check

    2.2 Formulate packaging and pricing

    2.3 Craft buyer-valid product concept

    2.4 Build campaign plan and targets

    2.5 Develop cost budgets across all areas

    2.6 Draft product business case

    2.7 Update GTM Strategy deck

    Phase 3

    3.1 Assess tech/tools support for all GTM phases

    3.2 Outline sales enablement and Customer Success plan

    3.3 Build awareness plan

    3.4 Finalize business case

    3.5 Final GTM Plan deck

    This phase will walk you through the following activities:

    • Steering Committee and Team formulation
    • A vision for go-to-market strategy
    • Initial product hypothesis
    • Market Opportunity sizing
    • Tech stack/digital requirements
    • Buyer persona and journey
    • Competitive gaps, parity, differentiators
    • Routes to market
    • GTM Strategy deck

    This phase involves the following stakeholders:

    • Steering Committee
    • Working group leaders

    To complete this phase, you will need:

    Go-to-Market Strategy Presentation Template Go-to-Market Strategy RACI and Launch Checklist Workbook Buyer Persona and Journey blueprint Product Market Opportunity Sizing Workbook
    Sample of the Go-to-Market Strategy Presentation Template deliverable. Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook deliverable. Sample of the Buyer Persona and Journey blueprint deliverable. Sample of the Product Market Opportunity Sizing Workbook deliverable.
    Use the Go-to-Market Strategy Presentation Template to document the results from the following activities:
    • Documenting your GTM Strategy stakeholders
    • Documenting your GTM Strategy working team
    Use the Go-to-Market Strategy RACI and Launch Checklist Workbook to:
    • Review the scope of roles and responsibilities required
    • Document the roles and responsibilities of your teams
    Use the Buyer Persona and Journey blueprint to:
    • Interview sales and customers/prospects to inform product concepts, understand persona and later, flush out buyer journey
    Use the Product Market Opportunity Sizing blueprint to:
    • Project Serviceable Obtainable Market (SOM), Serviceable Available Market (SAM), and Total Available Market (TAM) from your current penetrated market

    Step 1.1

    Identify a GTM Program Steering Committee and Team. Build an Aligned Vision for Your Go-to-Market Strategy Approach

    Activities
    • 1.1.1 Identify the Steering Committee of key stakeholders whose support will be critical to success
    • 1.1.2 Select your go-to-market strategy program team
    • 1.1.3 Discuss an overview of the GTM process and program roles and responsibilities with stakeholders and GTM workstream leads
    • 1.1.4 Develop a Go-to-Market launch, tiering, time-line, and overall program plan
    • 1.1.5 Work with each workstream lead on their overall project plan and incremental budget requirements

    This step will walk you through the following activities:

    • Identify stakeholders – your Steering Committee
    • Identify team members
    • Present a vision of GTM Strategy

    This step involves the following participants:

    • Steering Committee
    • Program workstream leads

    Outcomes of this step

    • Steering Committee identified
    • Team members identified
    • All aligned on the GTM process
    • Go-to-market strategy timeline and program plan
    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals
    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    1.1.1 Identify stakeholders critical to success

    1-2 hours

    Input: Steering Committee interviews, Recognition of Steering Committee interest

    Output: List of GTM Strategy stakeholders as Steering Committee members

    Materials: Following slide outlining the key responsibilities required of the Steering Committee members, A high-Level timeline of GTM Strategy phases and key milestone meetings

    Participants: CMO, sponsoring executive, Functional leads - Marketing, Product Marketing, Product Management, Sales, Customer Success

    1. The GTM Strategy initiative manager should meet with the CMO to determine who will comprise the Steering Committee for your GTM Strategy.
    2. Finalize selection of steering committee members.
    3. Meet with members to outline their roles and responsibilities and ensure their willingness to participate.
    4. Document the steering committee members and the milestone/presentation expectations for reporting project progress and results.

    SoftwareReviews Advisory Insight:
    Go To Market Steering Committee’s can become an important ongoing body to steer overall product, pricing and other GTM decisions. Some companies have done so by adding the CEO and CFO to this committee and designated it as a permanent body that meets monthly to give go/no decisions to “all things product related” across all products and business units. Leaders that use this tool well, stay aligned, demonstrate consistency across business units and leverage outcomes across business units to drive greater scale.

    Go-to-Market Strategy Stakeholders

    Understand that aligning key stakeholders around the way your company goes to market is an essential company function.

    Title Key Roles Supporting an Effective Go-to-Market Strategy
    Go-to-Market Strategy Sponsor
    • Owns the function at the management/C-suite level
    • Responsible for breaking down barriers and ensuring alignment with organizational strategy
    • CMO, VP of Marketing, and in SMB Providers, the CEO
    Go-to-Market Strategy Program Manager
    • Typically a senior member of the marketing team
    • Responsible for organizing the GTM Strategy process, preparing summary executive-level communications and approval requests
    • Program manages the GTM Strategy process, and in many cases, the continued phases of build and launch.
    • Product Marketing Director, or other marketing director, that has strong program management skills, has run large scale marketing and/or product programs, and is familiar with the stakeholder roles and enabling technologies
    Functional Workstream Leads
    • Works alongside the Go-to-Market Strategy Initiative Manager on a specific product launch, campaign, rebranding, new market development, etc. and ensures their functional workstreams are aligned with the GTM Strategy
    • With typical GTM B2B a representative from each of the following functions will comprise the team:
      • Product Marketing, Product Management, Field Marketing, Creative, Marketing Ops/Digital, PR/Corporate Comms/AR, Social Media Marketing, Sales Operations, Sales Enablement/Training, and Customer Success
    Digital, Marketing/Sales Ops/IT Team
    • Comprised of individuals whose application and tech tools knowledge and skills are crucial to supporting the entire marketing tech stack and its integration with Sales/CRM
    • Responsible for choosing technology that supports the business requirements behind Go-to-Market Strategy, and eventually the build and launch phases as well
    • Digital Platforms, CRM, Marketing Applications and Analytics managers
    Steering Committee
    • Comprised of C-suite/management-level individuals that guide key decisions, approve of requests, and mitigate any functional conflicts
    • Responsible for validating goals and priorities, defining the scope, enabling adequate resourcing, and managing change especially among C-level leaders in Sales & Product
    • CMO, CTO/CPO, CRO, Head of Customer Success

    Download the Go-to-Market Strategy Presentation Template

    Roles vary by company size. Launch success depends on clear responsibilities

    Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook.

    Download the Go-to-Market Strategy RACI and Launch Checklist Workbook

    Success improves when you align & assign
    • Go-to-Market, build, and launch success improves when:
      • Phases and steps are outlined
      • Key activities are documented
      • Roles/functions are described
      • At the intersection of activities and role, whether the role is “Responsible,” “Accountable,” “Consulted,” or “Informed” is established across the team
    • Leaders will hold a workshop to establish RACI that fits with the scope and scale of your organization.
    • Confusion, conflict, and friction can be dramatically reduced/eliminated with RACI adoption and practice.
    • Review the RACI model and launch checklist within the Go-to-Market Strategy RACI and Launch Checklist Workbook in order to identify the full scope of roles and responsibilities needed.

    Go-to-Market Strategy Working Team

    Consider the skills and knowledge required for GTM Strategy as well as build and launch functions when choosing teams.

    Work with functional leaders to select workstream leads

    Workstream leads should be strong in collaboration, coordination of effort among others, knowledgeable about their respective function, and highly organized as they may be managing a team of colleagues within their function to deliver their responsible portion of GTM.

    Required Skills/Knowledge

    • Target Buyer
    • Product Roadmap
    • Brand
    • Competitors
    • Campaigns/Lead Gen
    • Sales Enablement
    • Media/Analysts
    • Customer satisfaction

    Suggested Functions

    • Product Marketing
    • Product Management
    • Creative Director
    • Competitive Intelligence
    • Demand Gen./Field Marketing
    • Sales Ops/Training/Enablement
    • PR/AR/Corporate Comms.
    • Customer Success
    Roles Required in Successful GTM Strategy
    For SMB companies, as employees wear many different hats, assign people that have the requisite skills and knowledge vs. the role title.

    Download the Go-to-Market Strategy RACI and Launch Checklist Workbook

    1.1.2 Select the GTM Strategy working team

    1-2 hours

    Input: Stakeholders and leaders across the various functions outlined to the left

    Output: List of go-to-market strategy team members

    Materials: Go-to-Market Strategy Workbook

    Participants: Initiative Manager, CMO, Sponsoring executive, Departmental Leads – Sales, Marketing, Product Marketing, Product Management (and others), Marketing Applications Director, Senior Digital Business Analyst

    1. The GTM Strategy Initiative Manager should meet with the GTM Strategy Sponsor and functional leaders of workstream areas/functions to determine which team members will serve as Steering Committee members and who will serve as workstream leads.
    2. The working team for your go-to-market strategy should have the following roles represented in the working team:
      • Depending on the initiative and the size of the organization, the team will vary.
      • Key business leaders in key areas – Product Marketing, Field Marketing, Digital Marketing, Inside Sales, Sales, Marketing Ops., Product Management, and IT – should be involved.
    3. Document the members of your go-to-market strategy team in the Go-to-Market Strategy Presentation slide entitled “Our Team.”

    Download the Go-To-Market Strategy RACI and Launch Checklist Workbook

    1.1.3 Develop a timeline for key milestones

    1 hour

    Timeline for Key Milestones with row headers 'Go-to-Market Phases', 'Major Milestones', and 'Key Phase Activities'. The phases (each column) and their associated activities are 'PLAN - Create buyer-validated product concept, size opportunity, and build business case', 'BUILD - Build product and enable readiness across the rest of marketing sales and customer success', 'LAUNCH - Release product, launch campaigns, and measure progress toward objectives', and then post-phase is 'MANAGE'. Notes in the 'Major Milestones' row: 'Outline key dates', 'Update with 'Today's Date' as you make progress', and 'Use GTM Plan major milestones or create your own'.

    GTM Program Managers:

    1. Will establish key program milestones working collaboratively with the Steering Cmte. and workstream leads.
    2. Outline key ”Market-facing” or external deliverables & dates, as well as internal.
    3. More detailed deliverable plans are called for working with workstream leads.
    4. This high-level overview will be used in regular Steering Cmte. and working team meets
    5. Record in the Go-to-Market Strategy Presentation

    Download the Go-to-Market Strategy Presentation Template

    1.1.5 Share your GTM strategy vision with your team

    1-2 hours

    Input: N/A

    Output: Team understanding of an effective go-to-market strategy, team roles and responsibilities and initial product and launch concept.

    Materials: The Build a More Effective Go-to-Market Strategy Executive Brief

    Participants: GTM Program Manager, CMO, Sponsoring executive, Workstream leads

    1. Download the Build a More Effective Go-to-Market Strategy Executive Brief and add the additional slides on Team Composition and Key Milestones you have created in prior steps as appropriate.
    2. Convene the Steering Committee and Working Team and take them through the Build a More Effective Go-to-Market Strategy Executive Brief with your additional slides to:
      1. Communicate team composition, roles and responsibilities, and key GTM Strategy program milestones.
      2. Educate them on what comprises a complete GTM Strategy from the Executive Brief.
    3. Optional: As a SoftwareReviews Advisory client, invite a SoftwareReviews analyst to present the Executive Brief if that is of help to you and your team.

    Go to the Build a More Effective Go-to-Market Strategy Executive Brief

    GTM program managers and workstream leads will collaborate on detailed project plans

    Timeline titled 'Workstreams Status' with a legend of shapes and colors, activities listed as row headers, timeline sections 'EXPLORE', 'DESIGN', 'ALIGN', and 'BUILD', and a column at the end of the timelines for the name of the workstream lead. Notes: 'Change names to actual workstream. Create separate pages for each', 'Overlay colored bars to indicate on/off track', 'Describe major deliverables & due dates', 'Outline major milestones', 'Update with your actual month and week-ending dates', 'Add workstream lead names'.

    Program managers will:

    • Outline an overall more detailed way of tracking GTM program workstreams, key dates and on/off track status

    Program managers & workstream leads will:

    • Call out each key workstream and workstream lead
    • Outline key deliverables and due dates
    • Track weekly for communicating status to Steering Cmte and working team meetings

    Use the Launch Checklist when building out full project plans

    Sample Launch Checklist table with project info above, and table columns 'Component', 'Owner', 'Start Date', 'Finish Date', 'G2M Plan', and 'Build'.

    Download the Go-to-Market Strategy RACI and Launch Checklist Workbook

    Continuous improvement is enabled with a repeatable process
    • With ownership assigned and set-back schedules in place, product marketing and management leaders can take the guesswork out of the GTM plan and build and launch process for the entire team.
    • “Lighter” versions are created for lower-tier releases.
    • Checklists ensure “we haven’t missed anything” and drive clarity among the team.
    • Articulating where we are now and what’s next increases management confidence.
    • Rinse and repeat improves overall quality and drives scale.

    1.1.6 Develop a project plan for each workstream

    Work with your workstream leads to see them develop a detailed project plan that spans all their deliverables for a GTM Strategy
    1. It’s essential that GTM initiative managers can rely upon workstream leads to provide the status of their respective workstreams in a shared environment for easy weekly updating and reporting.
    2. We suggest the following approach:
      1. GTM initiative managers should maintain a copy of the GTM Strategy Presentation in a shared drive so workstream leads can provide updates.
      2. Workstream leads should work with their GTM initiative manager to populate a version of the workstream tracker shown on the previous slide that enables team status reporting.
      3. Additional slides that actually show “work completed” (e.g. images of assets created, training plans, screen caps of software functionality, etc.) should be reviewed each week as well.
      4. GTM initiative leaders/program managers are advised to summarize the to-date work completed across the team into the Go-To-Market Product and Launch Business Case slides to demonstrate progress to the Steering Committee.
    3. The goal is to keep tracking manageable. Because status is most easily shown during Steering Committee and Working Team meetings using PowerPoint, we recommend a simple approach to program management by using PowerPoint.
    Using the Go-to-Market Strategy Presentation:
    3-4 hours Initial, 1-2 hours weekly
    1. Work with your workstream leads to create a slide for each workstream that will contain all the key milestones.
    2. Some teams will choose to use project management software, others a PowerPoint representation, which makes for easy presentation during status meets.
    3. Use the following resources:
      • In the Go-to-Market Strategy RACI and Launch Checklist Workbook, reference the Launch Checklist.
      • In the Go-to-Market Presentation, use the Appendix slides and complete for each workstream.
    4. The GTM initiative manager must be able to track status with workstream leads and present status to the rest of the team during Steering Committee and workstream lead meetings.

    Download the Go-to-Market Strategy Presentation Template

    Download the Go-To-Market Strategy RACI and Launch Checklist Workbook

    Step 1.2

    Hold Interviews With Sales Then Customers and Prospects to Inform Your Initial Product Concept

    Activities
    • 1.2.1 Use the SoftwareReviews Buyer Persona and Journey Interview Guide and Data Capture Tool found within the SoftwareReviews Buyer Persona and Journey blueprint.
    • 1.2.2 Follow the instructions within the above blueprint and hold interviews with Sales and customers and prospects to inform your buyer persona, initial product hypothesis, and buyer journey.
    • 1.2.3 Flush out the initial product and launch concept using the slides found within the Go-to-Market Strategy Presentation Template. You will continually refine the Go-to-Market Strategy Presentation Template such that you turn the Product and Launch descriptions into a business case for product build and launch. We advise you and your team to populate the slides to begin to inform an initial concept, then hold interviews with Sales, customers, and prospects to refine. The best way to capture customer and prospect insights is to use the Buyer Persona and Journey blueprint.

    This step will walk you through the following activities:

    • Schedule time with sales/sales advisory to flush out the product concept
    • Develop your customer and prospect interviewee list
    • Consolidate findings for your GTM Strategy program slide deck

    This step involves the following participants:

    • Sales/sales advisory, product management, initiative leader (product marketing)
    • Customers and prospects

    Outcomes of this step

    • Guidance from sales on product concept
    • Initial guidance from customers and prospective buyers
    • Agreement to proceed further

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Documenting buyer personas enables success beyond marketing

    Documenting buyer personas has several essential benefits to marketing, sales, and product teams:
    • Achieve a better understanding of your target buyer – by building a detailed buyer persona for each type of buyer and keeping it fresh, you take a giant step in becoming a customer-centric organization.
    • Align the team on a common definition – will happen when you build buyer personas collaboratively and among teams that touch the customer.
    • Improved lead generation – increases dramatically when messaging and marketing assets across your lead generation engine better resonate with buyers because you have taken the time to understand them deeply.
    • More effective selling – is possible when sellers apply persona development output to their interactions with prospects and customers.
    • Better product-market fit – increases when product teams more deeply understand for whom they are designing products. Documenting buyer challenges, pain points, and unmet buyer needs gives product teams what they need to optimize product adoption.
    “It’s easier buying gifts for your best friend or partner than it is for a stranger, right? You know their likes and dislikes, you know the kind of gifts they’ll have use for, or the kinds of gifts they’ll get a kick out of. Customer personas work the same way. By knowing what your customer wants and needs, you can present them with content targeted specifically to those wants and needs.” (Emma Bilardi, Product Marketing Alliance, July 8, 2020)

    Buyer persona attributes that need defining

    A well defined buyer persona enables us to:

    • Clarify target org-types, identify buying decision makers and key personas, and determine how they make decisions
    • Align colleagues around a common definition of target buyer(s) to drive improvements in messaging and engagement across marketing, sales, and customer success
    • Identify specific asset-types and tools that, when activated within our lead gen engine and in the hands of sellers, helps a buyer move through a decision process
    Functional – “to find them”
    Job Role Titles Org Chart Dynamics Buying Center Firmographics

    Emotive – “what they do and jobs to be done”
    Initiatives – What programs/projects the persona is tasked with and what are their feelings and aspirations about these initiatives? Motivations? Build credibility? Get promoted? Challenges – Identify the business issues, problems, and pain points, that impede attainment of objectives. What are their fears, uncertainties, and doubts about these challenges? Buyer need – They may have multiple needs; which need is most likely met with the offering? Terminology – What are the keywords/phrases they organically use to discuss the buyer need or business issue?

    Decision Criteria – “how they decide”
    Buyer role – List decision-making criteria and power level. The five common buyer roles are champion, influencer, decision maker, user, and ratifier (purchaser/negotiator). Evaluation and decision criteria – The lens, either strategic, financial, or operational, through which the persona evaluates the impact of purchase.

    Solution Attributes – “what the ideal solution looks like”
    Steps in “Jobs to be Done” Elements of the “Ideal Solution” Business outcomes from ideal solution Opportunity scope – other potential users Acceptable price for value delivered Alternatives that see consideration Solution sourcing – channel, where to buy

    Behavioral Attributes – “how to approach them successfully”
    Content preferences – List the persona’s content preferences, could be blog, infographic, demo, video, or other, vs. long-form assets (e.g. white paper, presentation, analyst report). Interaction preferences – Which among in-person meetings, phone calls, emails, video conferencing, conducting research via web, mobile, and social. Watering holes – Which physical or virtual places do they go to network or exchange info with peers e.g. LinkedIn, etc.

    Buyer journeys are constantly shifting

    If you haven’t re-mapped buyer journeys recently, you may be losing to competitors that have. Leaders re-map buyer journeys frequently.
    • The multi-channel buyer journey is constantly changing – today’s B2B buyer uses industry research sites, vendor content marketing assets, software reviews sites, contacts with vendor salespeople, events participation, peer networking, consultants, emails, social media sites, and electronic media to research purchasing decisions.
    • COVID has dramatically decreased face-to-face – we estimate a B2B buyer spent between 20-25% more time online researching software buying decisions in 2021 than they did pre-COVID. This has diminished the importance of face-to-face selling and has given dramatic rise to digital selling and outbound marketing.
    • Content marketing has exploded – but without mapping the buyer journey and knowing where (by channel) and when (which buyer journey step) to offer content marketing assets, we will fail to convert prospects into buyers.

    SoftwareReviews Advisory Insight:
    Marketers are advised to update their buyer journey annually and with greater frequency when the human vs. digital mix is effected due to events such as COVID, and as emerging media such as Augmented Reality shifts asset-type usage and engagement options.

    “Two out of three B2B buyers today prefer remote human interactions or digital self service.

    And during August 2020-February 2021, use of digital self service leapt by 10%” (McKinsey & Company, 2021.)

    Challenges of not mapping persona and journey

    A lack of buyer persona and journey understanding is frequently the root cause of the following symptoms:
    • Lead generation results are way below expectations.
    • Inconsistent product-market fit.
    • Sellers have low success rates doing discovery with new prospects.
    • Website abandonment rates are really high.

    These challenges are often attributed to messaging and talk tracks that fail to resonate with prospects and products that fail to meet the needs of targeted buyers.

    SoftwareReviews Advisory Insight:
    Marketers developing buyer personas and journeys that lack agreement among Marketing, Sales, and Product of personas to target will squander precious time and resources throughout the customer targeting and acquisition process.

    “Forty-four percent of B2B marketers have already discovered the power of personas.” (Boardview, 2016.)

    1.2.1 Interview Sales and customers/prospects

    12 - 15 Hours, over course of 2-3 weeks

    Input: Insights from Sellers, Insights from customers and prospects

    Output: Completed slides outlining buyer persona, buyer journey, overall product concept, and detailed features and capabilities needed

    Materials: Create a Buyer Persona and Journey blueprint, Go-to-Market Strategy Presentation

    Participants: Product management lead, GTM Program Manager, Select sellers, Workstream leads that wish to participate in interviews

    1. Using the Create a Buyer Journey and Persona Journey blueprint:
      • Follow the instructions to interview a group of Sellers, and most importantly, several customers and prospects
        • For this stage in the GTM Strategy process, the goal is to validate your initial product and launch concept.
        • We urge getting through all the interview questions with interviewees as the answers inform:
          • Product market fit and Minimal Viable Product
          • Competitive differentiation
          • Messaging, positioning, and campaign targeting
          • Launch campaign asset creation.
      • Place summary findings into the Go-to-Market Strategy Presentation, and for reference, place the Buyer Persona and Journey Summaries into the Go-to-Market Strategy Presentation Appendix.

    Download the Go-to-Market Strategy Presentation Template

    Download the Create a Buyer Journey and Persona Journey blueprint

    Step 1.3

    Update Your Product Concept

    Activities
    • 1.3.1 Based on Sales and Customer/Prospect interviews, update:
      • Your product concept slide
      • Detailed prioritization of features and capabilities

    This step calls for the following activities:

    • Update the product concept slide based on interview findings
    • Update/create the stack-ranking of buyer requested feature and capability priorities

    This step involves the following participants:

    • Product management lead
    • GTM initiative leader
    • Select workstream leads who sat in on interview findings

    Outcomes of this step

    • Advanced product concept
    • Prioritized features for development during Build phase
    • Understanding of MVP to deliver customer value and deal “wins”

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    1.3.1 Update Product and Launch concept

    2 Hours

    Input: Insights from Sellers, Insights from customers and prospects

    Output: Completed slides outlining product concept and detailed features and capabilities needed

    Materials: Go-to-Market Strategy Presentation

    Participants: Product management lead, GTM Program Manager, Select sellers, Workstream leads that wish to participate in interviews

    1. Using the Go-to-Market Strategy Presentation:
      • With interview findings, update the Product and Launch Concept, Buyer Journey, and Capture Key Features/Capabilities of High Importance to Buyers slides

    Download the Go-to-Market Strategy Presentation Template

    Product and Launch Concept

    At this early stage, summarize findings from concept interviews to guide further discovery, as well as go-to-market concepts and initial campaign concepts in upcoming steps.

    Job Function Attributes

    Target Persona(s):
    Typical Title:
    Buying Center/functional area/dept.:

    Firmographics:
    Industry specific/All:
    Industry subsegments:
    Sizes (by revenues, # of employees):
    Geographical focus:

    Emotive Attributes

    Initiative descriptions: Buyer description of project/program/initiative. What terms used?

    Business issues: What are the business issues related to this initiative? How is this linked to a CEO-level mission-critical priority?

    Key challenges: What business/process hurdles need to be overcome?

    Pain points: What are the pain points to the business/personally in their role related to the challenges that drove them to seek a solution?

    Success motivations: What motivates our persona to be successful in this area?

    Solution and Opportunity

    Steps to do the job: What are the needed steps to do this job today?

    Key features and capabilities: What are the key solution elements the buyer sees in the ideal solution? (See additional detail slide with prioritized features.)

    Key business outcomes: In business terms, what value (e.g. cost/time/FTE savings, deals won, smarter, etc.) is expected by implementing this solution?

    Other users/opportunities: Are there other users in the role team/company that would benefit from this solution?

    Pricing/Packaging

    What is an acceptable price to pay for this solution? Based on financial benefits and ROI hurdles, what’s a good price to pay? A high price? What are packaging options? Any competitive pricing to compare?

    Alternatives/Competition

    What are alternatives to this solution: How else would you solve this problem? Are there other solutions you’ve investigated?

    Channel Preferences

    Where would it be most convenient to buy?: Direct from provider? Channel partner/reseller? Download from the web?

    Decision Criteria Attributes

    Decision maker – Role, criteria/decision lens:
    User(s) – Role, criteria/decision lens:
    Influencer(s) – Role, criteria/decision lens:
    Ratifier(s) – Role, criteria/decision lens:

    Behavioral Attributes

    Interaction preferences: Best way for us to reach this role? Email? At events? Texting? Video calls?

    Content types: Which content types (specifics; videos, short blog/article, longer whitepapers, etc.) help us stay educated about this initiative area?

    Content sources: What news, data, and insight sources (e.g. specifics) do you use to stay abreast of what’s important for this initiative area?

    Update the Go-to-Market Strategy Presentation with findings from Sales and customer/prospect interviews.

    Capture key features/capabilities of high importance to buyers

    Ask buyers during interviews, as outlined in the Buyer Persona and Journey blueprint, to describe and rate key features by need. You will also review with buyers during the GTM Build phase, so it’s important to establish high priority features now.

    Example bar chart for 'Buyer Feature Importance Ratings' where 'Buyer Need' is rated for each 'Feature'.
    • List key feature areas for buyer importance rating.
    • Establish a rating scheme.
        E.g. a rating of:
      • 4.5 or higher = critical ROI driver
      • 3.5 to 4.5 = must haves
      • 2 to 3.5 = nice to have
      • Less than 2 = low importance
    • Have buyers rate each possible feature 0-5 after explaining the rating scheme. Ask – are we missing any key features?
    • Update this slide, found within the Go-to-Market Strategy Presentation, with customer/prospect interview findings.
    Perform the same buyer interviews for non-feature “capabilities” such as:
    • Ease of use, security, availability of training, service model, etc. – and other “non-feature” areas that you need for your product hypothesis.

    Step 1.4

    Size the Product Market Opportunity

    Activities
    • 1.3.1 Based on the product concept, size, and the product market opportunity and with a focus on your “Obtainable Market”:
      • Clarify the definitions used to size market opportunity.
      • Source data both internally and externally.
      • Calculate the available, obtainable market for your software product.

    This step will walk you through the following activities:

    • Review market sizing definitions and identify required data
    • Identify the target market for your software application
    • Source market and internal data that will support your market sizing
    • Document and validate with team members

    This step involves the following participants:

    • GTM initiative leader
    • CMO, select workstream leads

    Outcomes of this step

    • Definitions on market sizing views
    • Data sourcing established
    • Market sizing and estimated penetration calculations

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Market opportunity sizing definitions

    Your goal is to assess whether or not the opportunity is significantly sized and if you are well positioned to capture it

    1. This exercise is designed to help size the market opportunity for this particular product GTM launch and not the market opportunity for the entire product line or company. First a few market sizes to define:
      1. Penetrated – is your current revenues and can be expressed in your percentage vs. competitors’.
      2. Serviceable Obtainable Market (SOM) – larger than your currently penetrated market, and a percentage of SAM that can realistically be achieved. It accounts for your current limitations to reach and your ability to sell to buyers. It is restricted by your go-to-market ability and reduced by competitive market share. SOM answers: What increased market can we obtain by further penetrating accounts within current geographical coverage and go-to-market abilities and within our ability to finance our growth?
      3. Serviceable Available Market (SAM) – larger than SOM yet smaller than TAM, SAM accounts for current products and current go-to-market capabilities and answers: What if every potential buyer bought the products we have today and via the type of go-to-market (GTM) especially geographical coverage, we have today? SAM calls for applying our current GTM into unpenetrated portions of currently covered customer segments and regions.
      4. Total Available Market (TAM) – larger than SAM, TAM sizes a market assuming we could penetrate other customer segments within currently covered regions without regard for resources, capabilities, or competition. It answers the question: If every potential buyer within our available market – covered regions – bought, how big would the market be?
      5. Total Global Market – estimates market opportunity if all orgs in all segments and regions bought – with full disregard for resources and without the restrictions of our current GTM abilities.
      6. Develop your market opportunity sizing using the Product Market Opportunity Sizing Workbook.

    Download the Product Market Opportunity Sizing Workbook

    SoftwareReviews Advisory Insight:
    Product marketers that size the product market opportunity and account for the limitations posed by competitors, current sales coverage, brand permission, and awareness, provide their organizations with valuable insights into which inhibitors to growth should be addressed.

    Visualization of market opportunity sizes as circles within bigger circles, 'Penetrated Market' being the smallest and 'Global Market' being the largest.

    1.4.1 Size the product market opportunity

    Your goal is two-fold: Determine the target market size, and develop a realistic 12–24 month forecast to support your business case
    1. Open the Product Market Opportunity Sizing Workbook.
    2. Follow the instructions within.
    3. When finished, download the Go-to-Market Strategy Presentation and update the Product Market Opportunity Size slide with your calculated Product Market Opportunity Size.

    Download the Product Market Opportunity Sizing Workbook

    Download the Go-to-Market Strategy Presentation Template

    “Segmentation, targeting and positioning are the three pillars of modern marketing. Great segmentation is the bedrock for GTM success but is overlooked by so many.” (Product Marketing Alliance)

    Step 1.5

    Outline Digital and Tech Requirements

    Activities

    Designing your go-to-market strategy does not require a robust customer experience management (CXM) platform, but implementing your strategy during the next steps of Go-to-Market – Build then Launch – certainly does.

    Review info-Tech’s CXM blueprint to build a more 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 called for during your GTM Strategy design.

    Diagram of 'Customer Relationship Management' surrounded by its components: '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'.

    These steps outlined in the CXM blueprint, will help you:

    • Assess your CRM application(s) and the environment in which they exist. Take a business-first strategy to prioritize optimization efforts.
    • Validate CRM capabilities, user satisfaction, issues around data, vendor management, and costs to build out an optimization strategy
    • Pull this all together to develop a prioritized optimization roadmap.

    This step involves the following participants:

    • Marketing Operations, Digital, IT
    • Project workstream leads as appropriate

    Outcomes of this step

    • After inquiries with appropriate analysts, client will be able to assess what new application and technology support is required to support Go To Market process.

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Step 1.6

    Identify features and capabilities that will drive competitive differentiation

    Activities
    • 1.6.1 Hold a session with key stakeholders including sales, customer success, product, and product marketing to develop a hypothesis of features and capabilities vs. competitors: differentiators, parity areas, and gaps (DPG).
    • Optional for clients with buyer reviews and key competitive reviews within target product category:
      • 1.6.2 Request from SoftwareReviews a 2X2 Matrix Report of Importance vs. Satisfaction for both features and capabilities within your product market/category to identify areas of competitive DPG.
      • 1.6.3 Hold an Inquiry with covering ITRG analysts in your product category to have them validate key areas of competitive DPG.
    • 1.6.4 Document competitive DPG and build out your hypothesis for product build as you ready for customer interviews to validate that hypothesis.

    This step will provide processes to help you:

    • Understand and document competitive differentiation, parity, and gaps

    This step involves the following participants:

    • Project workstream leads in product marketing, competitive intelligence, product management, and customer success

    Outcomes of this step

    • Develop a clear understanding of what differentiated capabilities to promote, which parity items to mention in marketing, and which areas are competitive gaps
    • Develop a hypothesis of what areas need to be developed during the Build phase of the Go-to-Market lifecycle

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Assess current capabilities and competitive differentiation vs. buyer needs

    Taking buyer needs ratings from step 1.3, assess your current and key competitive capabilities against buyer needs for both feature and non-feature capabilities. Incorporate into your initial product hypothesis.

    Example bar chart for 'Competitive Differentiation, Parity and Gaps – Features' comparing ratings of 'Buyer Need', 'Our Current Capabilities', and 'Competitive Capabilities' for each 'Feature'.

    • Rank features in order of buyer need from step 1.3.
    • Prioritize development needs where current capabilities are rated low. Spot areas for competitive differentiation especially in high buyer-need areas.
    Perform the analysis for non-feature capabilities such as:
    • ease of use
    • security
    • availability of training
    • service model

    Optional: Validate feature and capability importance with buyer reviews

    Request from your SoftwareReviews Engagement Manager the “Importance vs. Satisfaction” analysis for your product(s) feature and non-feature capabilities under consideration for your GTM Strategy

    Satisfaction
    Fix Promote
    Importance

    Low Satisfaction
    High Importance

    These features are important to their market and will highlight any differentiators to avoid market comparison.

    High Satisfaction
    High Importance

    These are real strengths for the organization and should be promoted as broadly as possible.

    Low Satisfaction
    Low Importance

    These features are not important for the market and are unlikely to drive sales if marketing material focuses on them. Rationalize investment in these areas.

    High Satisfaction
    Low Importance

    Features are relatively strong, so highlight that these features can meet customer needs
    Review Maintain

    Overall Category Product Feature Satisfaction Importance

    • Importance is based on how strongly satisfaction for a feature of a software suite correlates to the overall Likeliness to Recommend
    • Importance is relative – low scores do not necessarily indicate the product is not important, just that it’s not as important as other features

    (Optional for clients with buyer reviews and key competitive reviews within target product category.)

    Optional: Feature importance vs. satisfaction

    Example: ERP “Vendor A” ratings and recommended key actions. Incorporate this analysis into your product concept if updating an existing solution. Have versions of the below run for specific competitors.

    Importance vs. Satisfaction map for Features, as shown on the previous slide, but with examples mapped onto it using a legend, purple squares are 'Enterprise Resource Planning' and green triangles are 'Vendor A'.

    Features in the “Fix” quadrant should be addressed in this GTM Strategy cycle.

    Features in the “Review” quadrant are low in both buyer satisfaction and importance, so vendors are wise to hold on further investments and instead focus on “Fix.”

    Features in the “Promote” quadrant are high in buyer importance and satisfaction, and should be called out in marketing and selling.

    Features in the “Maintain” quadrant are high in buyer satisfaction, but lower in importance than other features – maintain investments here.

    (Optional for clients with buyer reviews and key competitive reviews within target product category.)

    Optional: Capabilities importance vs. satisfaction

    Example: ERP “Vendor A” capabilities ratings and recommended key actions. Incorporate this analysis into your product concept for non-feature areas if updating an existing solution. Have versions of the below run for specific competitors.

    Importance vs. Satisfaction map for Capabilities with examples mapped onto it using a legend, purple squares are 'Enterprise Resource Planning' and green triangles are 'Vendor A'.

    Capabilities in the “Fix” quadrant should be addressed in this GTM Strategy cycle.

    Capabilities in the “Review” quadrant are low in both buyer satisfaction and importance, so vendors are wise to hold on further investments and instead focus on “Fix.”

    Capabilities in the “Promote” quadrant are high in buyer importance and satisfaction, and should be called out in marketing and selling.

    Capabilities in the “Maintain” quadrant are high in buyer satisfaction, but lower in importance than other features – maintain investments here.

    (Optional for clients with buyer reviews and key competitive reviews within target product category.)

    Develop a competitively differentiated value proposition

    Combining internal competitive knowledge with insights from buyer interviews and buyer reviews; establish which key features that will competitively differentiate your product when delivered

    Example bar chart for 'Competitive Differentiation, Parity and Gaps – Features and Capabilities' comparing ratings of 'Your Product' and 'Competitor A' with high buyer importance at the top, low at the bottom, and rankings of each 'Differentiator', 'Parity', and 'Gap'.

    • Identify what buyers need that will differentiate your product features and company capabilities from key competitors.
    • Determine which features and company capabilities, ideally lower in buyer importance, can achieve/maintain competitive parity.
    • Determine which features and company capabilities, ideally much lower in buyer importance, that can exist in a state of competitive gap.

    Step 1.7

    Select the Most Effective Routes to Market

    Activities
    • 1.7.1 Understand a framework for deciding how to approach evaluating each available channel including freemium/ecommerce, inside sales, field sales, and channel partner.
    • 1.7.2 Gather data that will inform option consideration.
    • 1.7.3 Apply to decision framework and present to key stakeholders for a decision.

    This step will provide processes to help you:

    • Understand the areas to consider when choosing a sales channel
    • Support your decision by making a specific channel recommendation

    This step involves the following participants:

    • Project workstream leads in Sales, Sales Operations, Product Marketing, and Customer Success

    Outcomes of this step

    • Clarity around channel choice for this specific go-to-market strategy cycle
    • Pros and cons of choices with rationale for selected channel

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Your “route-to-market” – channel strategy

    Capture buyer channel preferences in Step 1.3, and research alternatives using the following framework

    Inside vs. Field Sales – Selling software during COVID has taught us that you can successfully sell software using virtual conferencing tools, social media, the telephone, and even texting and webchat – so is the traditional model of field/territory-based sellers being replaced with inside/virtual sellers who can either work at home, or is there a benefit to being in the office with colleagues?

    Solutions vs. Individual Products – Do your buyers prefer to buy a complete solution from a channel partner or a solutions integrator that puts all the pieces together, and can handle training and servicing, for a more complete buyer solution?

    Channel Partner vs. Build Sales Force – Are there channel partners that, given your product is targeting a new buyer with whom you have no relationship, can leverage their existing relationships, quicken adoption of your products, and lower your cost of sales?

    Fully Digital – Is your application one where users can get started for free then upgrade with more advanced features without the use of a field or inside sales person? Do you possess the e-commerce platform to support this?

    While there are other considerations beyond the above to consider, decide which channel approach will work best for this GTM Strategy.

    Flowchart on how to capture 'Buyer Channel Preferences' with five possible outcomes: 'Freemium/e-commerce', 'Use specified channel partner', 'Establish channel partner', 'Use Inside Sales', and 'Use Field Sales'.

    Channel Partnerships are Expanding

    “One estimate is that for every dollar a firm spends on its SaaS platform, it spends four times that amount with systems integrators and other channel partners.

    And as technologies are embedded inside other products, services, and solutions, effective selling requires more partners.

    Salesforce, for example, is recruiting thousands of new partners, while Microsoft is reportedly adding over 7,000 partners each month.” (HBR, 2021)

    Step 1.8

    Craft an Initial GTM Strategy Presentation for Executive Review and Status Check

    Activities
    • 1.8.1 Finalize the set of slides within the Go-to-Market Strategy Presentation that best illustrates the many key findings and recommended decisions that have been made during the Explore phase of the GTM Strategy.
      • Test whether all key deliverables have been created, especially those that must be in place in order to support future phases and steps.
      • Schedule a Steering Committee meeting and present your findings with the goal to gain support to proceed to the Design phase of GTM Strategy.

    This step will provide processes to help you:

    • Work with your colleagues to consolidate the findings from Phase 1 of the GTM Strategy
    • Create a slide deck with your colleagues for presentation to the Steering Committee to gain approvals to proceed to Phase 2

    This step involves the following participants:

    • Project workstream leads in Sales, Sales Operations, Product Marketing, and Customer Success
    • Steering Committee

    Outcomes of this step

    • Slide deck to present to the Steering Committee
    • Approvals to move to Phase 2 of the GTM Strategy

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    1.8.1 Build your GTM Strategy deck for Steering Committee approval

    1. As you near completion of the Go-to-Market Strategy Phase, Explore Step, an important test to pass before proceeding to the Design step of GTM Strategy, is to answer several key questions:
      1. Have you properly sized the market opportunity for the focus of this GTM cycle?
      2. Have you defined a unique value proposition of what buyers are looking for?
      3. And have you aligned stakeholders on the target customer persona and flushed out an accurate buyer journey?
    2. If the answer is “no” you need to return to these steps and ensure completion.
    3. Pull together a summary review deck, schedule a meeting with the Steering Committee, present to-date findings for approval to move on to Phase 2.

    Download the Go-to-Market Strategy Presentation Template

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram with 'GTM Explore Review' circled in red.

    The presentation you create contains:

    • Team composition and roles and responsibilities
    • Steps in overall process
    • Goals and objectives
    • Timelines and work plan
    • Initial product and launch concept
    • Buyer persona and journey
    • Competitive differentiation
    • Channel strategy

    Build a More Effective Go-to-Market Strategy

    Phase 2

    Design your initial product and business case

    Phase 1

    1.1 Select Steering Cmte/team, build aligned vision for GTM

    1.2 Buyer personas, journey, initial messaging

    1.3 Build initial product hypothesis

    1.4 Size market opportunity

    1.5 Outline digital/tech requirements

    1.6 Competitive SWOT

    1.7 Select routes to market

    1.8 Craft GTM Strategy deck

    Phase 2

    2.1 Brand consistency check

    2.2 Formulate packaging and pricing

    2.3 Craft buyer-valid product concept

    2.4 Build campaign plan and targets

    2.5 Develop cost budgets across all areas

    2.6 Draft product business case

    2.7 Update GTM Strategy deck

    Phase 3

    3.1 Assess tech/tools support for all GTM phases

    3.2 Outline sales enablement and Customer Success plan

    3.3 Build awareness plan

    3.4 Finalize business case

    3.5 Final GTM Plan deck

    This phase will walk you through the following activities:

    • Branding consistency check
    • Formulate packaging and pricing
    • Craft buyer-validated product concept
    • Build initial campaign plan and targets
    • Develop budgets for creative, content, and media purchases
    • Draft product business case
    • Update GTM Strategy deck

    This phase involves the following stakeholders:

    • Steering Committee
    • Working group leaders

    To complete this phase, you will need:

    Go-to-Market Strategy Presentation TemplateGo-to-Market Strategy RACI and Launch Checklist WorkbookBuyer Persona and Journey blueprintGo-to-Market Strategy Cost Budget and Revenue Forecast Workbook
    Sample of the Go-to-Market Strategy Presentation Template deliverable.Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook deliverable.Sample of the Buyer Persona and Journey blueprint deliverable.Sample of the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook deliverable.
    Use the Go-to-Market Strategy Presentation Template to document the results from the following activities:
    • Documenting your GTM strategy stakeholders
    • Documenting your GTM strategy working team
    Use the Go-to-Market Strategy RACI and Launch Checklist Workbook to:
    • Review the scope of roles and responsibilities required
    • Document the roles and responsibilities of your teams
    Use the Buyer Persona and Journey blueprint to:
    • Interview sales and customers/prospects to inform product concepts, understand persona and later, flesh out buyer journeys
    Use the Go-to-Market Cost Budget and Revenue Forecast Workbook to:
    • Tally budgets from across key functions involved in GTM Strategy
    • Compare with forecasted revenues to assess gross margins

    Step 2.1

    Compare Emerging Messaging and Positioning With Existing Brand for Consistency

    Activities

    Share messaging documented with the buyer journey with branding/creative and/or Marketing VP/CMO to ensure consistency with overall corporate messaging. Use the “Brand Diagnostic” on the following slide as a quick check.

    For those marketers that see the need for a re-brand, please:
    Download the Go-to-Market Strategy Presentation Template

    Later during the Build phase of GTM, marketing assets, digital platforms, sales enablement, and sales training will be created where actual messaging can be written with brand guidelines aligned.

    This step is to assess whether you we need to budget extra funds for any rebranding.

    This step will walk you through the following activities:

    • After completing the buyer journey and identifying messaging, test with branding/CMO that new messaging aligns with current:
      • Company positioning
      • Messaging
      • Brand imagery

    This step involves the following participants:

    • Project lead
    • Product marketing
    • Branding/creative
    • CMO

    Outcomes of this step

    • Check – Y/N on brand alignment
    • Adjustments made to current branding or new product messaging to gain alignment

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    Brand identity

    Re-think tossing a new product into the same old marketing engine. Ask if your branding today and on this new offering needs help.

    If you answer “no” to any of the following questions, you may need to re-think your brand. Does your brand:

    • recognize buyer pain points and convey clear pain-relief?
    • convey unique value that is clearly distanced from key competitors?
    • resonate with how target personas see themselves (e.g. rebellious, intelligent, playful, wise, etc.) and convey the “feeling” (e.g. relief, security, confidence, inspiration, etc.) buyers seek?
    • offer proof points via customer testimonials (vs. claimed value)?
    • tell a truly customer-centric story that is all about them (vs. what you want them to know about you)?
    • use words (e.g. quality, speed, great service, etc.) that equate to how buyers actually see you? Is your tone of voice going to resonate with your target buyer?
    • present in a clean, simple, and truly unique way? And will your brand identity stand the test of time?
    • represent feedback gleaned from prospects as well as customers?

    “Nailing an impactful brand identity is a critical part of Growth Marketing.

    Without a well-crafted and maintained brand identity, your marketing will always feel flat and one-dimensional.” (Lean Labs, 2021)

    Step 2.2

    Formulate Packaging and Pricing

    Activities
    • 2.2.1 Leverage what was learned in Phase 1 from buyer interviews to create an initial packaging and initial pricing approach.
      • Packaging success is driven by knowing what the buyer values are, how newly proposed functionality may work with other applications, and how well the buyer(s) work in teams.
      • Develop pricing using cost-plus, value/ROI, and competitive/market pricing comparisons.

    This step will walk you through the following activities:

    • Approaches to establishing price points for software products
    • Checking if pricing supports emerging product revenue plan

    This step involves the following participants:

    • Project lead
    • Product Marketing
    • Product Management
    • Pricing (if a function)

    Outcomes of this step

    • Pricing that is validated through buyer interviews and consistent with overall company pricing guardrails
    • Packaging that can be delivered

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.2.1 Formulate packaging and pricing

    Goal: Incorporate buyer benefits into your MVP that delivers the buyer value that compels them to purchase and drives the business case

    1. Leverage findings from buyer interviews and feature prioritization found in Step 1.3 to arrive at initial feature inclusion.
    2. Leverage feedback from customer interviews and competitive pricing analysis to arrive at an initial target price offer.
    3. Go to the Go-to-Market Strategy Presentation and use the slides labeled “Go-to-Market Strategy, Overall Project Plan.”

    Download the Go-to-Market Strategy Presentation Template

    Refer to the findings from buyer persona interviews

    Sample of the Buyer Persona and Journey blueprint deliverable.

    Step 2.3

    Build a Buyer-Validated Product Concept

    Activities
    • 2.2.1 Add to your initial product concept from Phase 1, the pricing and packaging approach.
      • Take the concept out to buyers to get their feedback – not on UX design, that will come later, but to ensure the value is clear to the buyers, and to raise confidence in the product concept.
      • As with previous customer and prospect interviews, use the Buyer Persona and Journey blueprint with its accompanying interview guide and focus on the product related questions.
      • Generate your slides to present and discuss with buyers, capture feedback, and refine the product concept.

    This step will walk you through the following activities:

    • Hold buyer interviews to review the product design
    • Validate concept and commercial variables – not UX design, that comes later

    This step involves the following participants:

    • Project lead
    • Product Marketing
    • Product Management

    Outcomes of this step

    • Customer validated product concept that meets the business plan

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.3.1 The best new product hypothesis doesn’t always come from your best customers

    Goal: Validate your product concept and business case

    1. Key areas to validate during product concept feedback:
      1. Feature/capability-build priorities – Which set of features and capabilities (i.e. service model, etc.) must be delivered in a minimum viable product (MVP) that delivers unique and competitively differentiating buyer value so we have win rates that support the business case?
      2. Packaging/Pricing – Are their features/capabilities that are not in base offering but offered as add-ons or not at all? Are their different packaging options that must be delivered given different customer segments and appropriate price points? (E.g. a small- to-medium sized business (SMB) version, Freemium, or Basic vs. Premium offerings?
      3. Routes to Market/Channel – Ensure you validate your channel strategy as work/effort will be needed to arrive at channel sales and marketing enablement.

    Download the Go-to-Market Strategy Presentation Template

    “Innovation opportunities almost always come from understanding a company’s worst customers or customers it doesn’t serve” (Harvard Business School Press, 1997)

    2.3.2 How your prospects buy will inform upcoming campaign design

    Goal: During product validation interviews, further validate the buyer journey to identify asset types to be created/sourced for launch campaign design

    1. Leverage findings from buyer interviews with a focus on buyer journey questions/answers found in Step 1.3 and further validated during product concept feedback in step 2.3.
    2. Your goal is to uncover the following key areas (see next slide for illustration):
      1. Validate the steps buyers take throughout the buyer journey – when you validate buyer steps and what the buyer is doing and thinking as they make a buying decision determines if you are supporting the right process.
      2. Validate the human vs. non-human/digital interaction type for each step – this determines whether your lead gen engine or your salesforce (or channel partner) will deliver the marketing assets and sales collateral.
      3. Describe the asset-types most valued by buyers during each step – this will provide the guidance your demand gen/field marketers need to either work with product marketing and creative to design and build, or source the right marketing asset and sales collateral for your lead gen engine and to support sales enablement.
      4. Identify which channels – this will give your digital team the guidance they need to design the “where” to place the assets within your lead gen engine. Feedback from customer interviews and competitive pricing analysis to arrive at an initial target price for offering is shown on the next slide.
    3. Use the Go-to-Market Strategy Presentation to complete the buyer journey slide with key findings.

    Download the Go-to-Market Strategy Presentation Template

    Refer to the findings from buyer persona interviews

    Sample of the Buyer Persona and Journey blueprint deliverable.

    Answers you need to map buyer journey

    Your buyer interviews – whether during earlier steps or here during product concept validation – will give specific answers to all areas in green text below. Understanding channels, asset-types, and crafting your key messaging are essential for next steps.

    Table outlining an example buyer's journey with fields in green text that are to be to replaced with answers from your buyer interviews.

    Step 2.4

    Build Your Initial Campaign Plan and Targets

    Activities
    • 2.4.1. While product management and marketing is working on the business case, the campaign team is designing their launch campaign.
    • Expand from the product concept and build out the entire launch campaign identifying dates, CTA’s, channels, and asset types needed that will be built during the Build phase.

    This step will walk you through the following activities:

    • Outline deployment plan of activities and outcomes
    • Draw up specs for needed assets, web-page changes, emails, target segments, and targets for leads generated

    This step involves the following participants:

    • Project lead
    • Field Marketing
    • Product Marketing

    Outcomes of this step

    • The initial draft of the campaign plan that outlines multichannel activities, dates, and assets that need to be sourced and/or created

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.4.1 Document your campaign plan

    2 hours

    On the following Awareness and Lead Gen Engine 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 weigh them for go-to-market strategy.
    2. Use the template to see what makes up a typical lead gen and awareness building engine to see what you may be missing, as well as to record your current engine “parts.”
      • Note: The “Goal” image in upper right is meant as a reminder that marketers should establish a goal for Sales Qualified Leads (SQL’s) delivered to field sales for each campaign.

    On the Product and Launch Concept slides:

    1. Update the slides with findings from 2.3 and 2.4.

    Download the Go-to-Market Strategy Presentation Template

    “Only 32% of marketers – and 29% of B2B marketers – said the process of planning campaigns went very well. Just over half were sure they had selected the right business goal for a given marketing project and only 42% were confident they identified the right audience – which is, of course, a critical determinant for achieving success.” (MIT Sloan Management Review)

    Launch campaign

    Our Goal for [Campaign name] is to generate X SQL’s

    Flowchart of the steps to take when a campaign is launched, from 'Organic Website Visits' and 'Go Live' to future 'Sales Opportunities'. A key is present to decipher various icons.

    Awareness

    PR/EXTERNAL COMMS:

    Promote release in line with company story

    • [Executive Name] interview with [Publication Y] on [Launch Topic X] – Mo./Day
    • Press Release on new enhancements – Mo./Day
    • [Executive Name] interview with [Publication Z] on [Launch Topic X] – Mo./Day
    ANALYST RELATIONS:

    Receive analyst feedback pre-launch and brief with final releases messaging/positioning

    • Inquiry with [Key Analysts] on [Launch Topic X] – Mo./Day, pre launch
    • Press Release shared on new enhancements – Launch day minus two days
    • Analyst briefing with [Key Analysts] on [Launch Topic X] – Launch day minus two days

    Download the Go-to-Market Strategy Presentation Template

    2.4.2 Campaign targets

    Goal: Establish a Marketing-Influenced Win target that will be achieved for this launch

    We advise setting a target for the launch campaign. Here is a suggested approach:
    1. Understand what % of all sales wins are touched by marketing either through first or last touch attribution. This is the % of Marketing-Influenced Wins (MIWs).
    2. Determine what sales wins are needed to attain product revenue targets for this launch.
    3. Apply the actual company MIW % to the number of deals that must be closed to achieve target product launch revenues. This becomes the MIW target for this launch campaign.
    4. Then, using your average marketing funnel conversion rates working backwards from MIWs to Opportunities, Sales Accepted Leads (SALs), Sales Qualified Leads (SQLs), Marketing Qualified Leads (MQLs), up to website visits.
    5. Update the slides with findings from 2.3 and 2.4.

    Download the Go-to-Market Strategy Presentation Template

    “Marketing should quantify its contribution to the business. One metric many clients have found valuable is Marketing Influenced Wins (MIW). Measured by what % of sales wins had a last-touch marketing attribution, marketers in the 30% – 40% MIW range are performing well.” (SoftwareReviews Advisory Research)

    Step 2.5

    Develop Initial Budgets Across All Areas

    Activities
    • 2.5.1 Use the Go-to-Market Budget Workbook and work with your workstream leads.
      • Capture the costs associated with this GTM Strategy and Launch.
      • Summarize your GTM budget in the Go-to-Market Strategy Presentation, including the details behind the gross margin calculation for your GTM Strategy/campaign if required.

    This step will walk you through the following activities:

    • Field marketing, product marketing, creative, others to identify the specific budget elements needed for this campaign/launch

    This step involves the following participants:

    • Project lead
    • Field Marketing
    • Product Marketing
    • Branding/creative

    Outcomes of this step

    • The initial marketing budget for this campaign/launch

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    2.5.1 Develop your GTM Strategy/product launch campaign budget

    Goal: Work with your workstream leads to identify all incremental costs associated with this GTM strategy and product launch

    1. Use the Go-to-Market Budget Workbook and adjust to include the areas that are identified by your workstream leads as being applicable to this GTM Strategy and Launch.
      • These should be incremental costs to normal operating and capital budgets and those areas that are fully approved for inclusion by your Steering Committee/Sponsoring Executive.
    2. Begin to Catalog all applicable costs to include all key areas such as:
      • Technology costs for internal use (typically from Marketing Ops), and “core” to product technology costs working with the product team
      • Channel marketing programs, agency (e.g. branding, naming, web design, SEO, content marketing, etc.), T&E, paid media, events, marketing assets, etc.
    3. Note that in the Align Step – Step 3, you will see your workstream leads each develop their individual contributions to both the launch plan as well a budget.

    4. Summarize your initial GTM budget findings in the Go-to-Market Strategy Presentation, including the details behind the gross margin calculation for your GTM Strategy/campaign if required. Again, you will flush out the final costs within each workstream areas in Phase 3, ”Align.”

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 2.6

    Draft Initial Product Business Case

    Activities
    • 2.6.1 Here’s where you begin to pull together all the essential elements of your final business case.
      • For many organizations that require a view of return on investment, you will begin here to shape the key elements that your organization requires for a complete business case to go ahead with the needed investments.
      • The goal is to compare estimated costs to estimated revenues to ensure acceptable margins will be delivered for this GTM strategy/product launch.
      • The culmination of work to get to this calculation will continue through Phase 3; however, the following slide illustrates the kind of visualization that will be possible with our approach.

    This step will walk you through the following activities:

    • A product revenue forecast is created, alignment with sales/sales targets is created for a minimum viable product (MVP) that meets the buyer’s needs at the price point established/validated

    This step involves the following participants:

    • Project lead
    • Product management
    • Product marketing
    • Sales leadership

    Outcomes of this step

    • The important measures of:
      • Product revenue forecast
      • Supported MVP features

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    Gross Margin Estimates – part of a complete product business case

    Your goal: Earn more than you spend! This projection of estimated gross margins should be part of your product launch business case. The GTM initiative lead and workstream leads are charged with estimating incremental costs, and product and sales must work together on the revenue forecast.

    Net Return

    We estimate our 12 month gross profit to be ….

    Quarterly Revenues

    Based on sales forecast, our quarterly/monthly revenues are ….

    Estimated Expenses

    Incremental up-front costs are expected to be ….

    Example 'P&L waterfall for Product X Launch' with notes. Green bars are 'Increase', red bars are 'Decrease', and blue bars are 'Total'. Red bar note: 'Your estimated incremental up-front costs', Green bar note: 'Your estimated net incremental revenues vs. costs', Blue bar note: 'Your estimated net gross profit for this product launch and campaign', 'END' note: 'Extend for suitable period'.

    2.6.1 Develop your initial product business case

    Goal: Focused on the Product Concept areas related to product Market Fit, Buyer Needs and Market Opportunity, Product Managers will summarize in order to gain approval for Build

    1. Using the Go-to-Market Strategy Presentation, product managers should ensure the product concept slide(s) support the rationale to move to Build phase. Key areas include:
      1. Adequate market opportunity size – that is worth the incremental investment
      2. Acceptable costs/investment to pursue the opportunity – design, creative services for branding, web design, product naming, asset creation, copywriting, translation services not available in-house
      3. Well-defined product market fit – review buyer interviews that identify buyer pain points and ideas that will deliver needed business value
      4. Buyer-validated commercials – buyer-validated pricing and packaging
      5. Product development budget and staffing support to build viable MVP & beyond roadmap – development budget and staffing is in place/budgeted to deliver MVP by target date and continue to ensure attainment of product revenue targets
      6. Unique product value proposition that is competitively differentiated – to drive acceptable win rates
      7. Product Sales Forecast – that when compared to costs meets company investment hurdle rates
      8. Sales Leadership support for achieving sales forecast and supported sales/channel resourcing plan – sales leadership has taken on forecasted revenues as an incremental sales quota and has budget for additional hiring, enablement, and training for attainment.
    2. Go to the Go-to-Market Strategy Presentation and complete the slides summarizing these key areas that support the business case for the next phases of Build and Launch.

    Product Business Case Checklist:

    • Acceptably large enough product market opportunity
    • Well-defined competitive differentiation
    • Buyer-validated product-market fit
    • Buyer-validated and competitive commercials (i.e. pricing, packaging)
    • An MVP with roadmap that aligns to buyer needs and buyer-validated price points
    • A 24–36 month sales forecast with CRO sign-up and support for attainment
    • Costs of launch vs. forecasted revenues to gauge gross margins

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 2.7

    Update the GTM Strategy Presentation Deck for Executive Review and Sign-off

    Activities
    • 2.7.1 Update the deck with Phase 2 findings culminating in the business case.

    This step will walk you through the following activities:

    • Drop into the GTM Strategy deck the summary findings from the team’s work
    • Write an executive summary that garners executive support for needed funds, signed-up-for sales targets, agreed upon launch timing
    • Steering Committee alignment on above and next steps

    This step involves the following participants:

    • Project lead
    • Steering Committee
    • Workstream leads

    Outcomes of this step

    • Executive support for the GTM Strategy plan and approval to proceed to Phase 3

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.7.1 Update your GTM Strategy deck for Design Steering Committee approval

    1. As you near completion of the Go-to-Market Strategy Phase – Design Step, while your emerging business case is important, it will be finalized in the Align Step.
    2. An important test to pass before proceeding to the Align step of the GTM Strategy, is to answer several key questions:
      1. Have you validated the product value proposition with buyers?
      2. Is the competitive differentiation clear for this offering?
      3. Did Sales support the business case by signing up for the incremental quota?
      4. Has product defined an MVP that aligns with the buyer value needed to drive purchases?
      • If the answer is “no” you need to return to these steps and ensure completion
    3. Pull together a summary review deck, schedule a meeting with the Steering Committee, and present to-date findings for approval to move onto Phase 3.

    Download the Go-to-Market Strategy Presentation Template

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram with 'GTM Design Review' circled in red.

    The presentation you create contains:

    • Timelines and a work plan
    • Expanded product concept to include your packaging and pricing approach
    • Feedback from buyers on validated product concept especially commercial elements
    • Expanded campaign plan and marketing budget
    • Initial product business case

    Build a More Effective Go-to-Market Strategy

    Phase 3

    Align stakeholder plans to prep for build

    Phase 1

    1.1 Select Steering Cmte/team, build aligned vision for GTM

    1.2 Buyer personas, journey, initial messaging

    1.3 Build initial product hypothesis

    1.4 Size market opportunity

    1.5 Outline digital/tech requirements

    1.6 Competitive SWOT

    1.7 Select routes to market

    1.8 Craft GTM Strategy deck

    Phase 2

    2.1 Brand consistency check

    2.2 Formulate packaging and pricing

    2.3 Craft buyer-valid product concept

    2.4 Build campaign plan and targets

    2.5 Develop cost budgets across all areas

    2.6 Draft product business case

    2.7 Update GTM Strategy deck

    Phase 3

    3.1 Assess tech/tools support for all GTM phases

    3.2 Outline sales enablement and Customer Success plan

    3.3 Build awareness plan

    3.4 Finalize business case

    3.5 Final GTM Plan deck

    This phase will walk you through the following activities:

    1. Assess tech/tools support for all GTM phases
    2. Map lead generation plan
    3. Outline Customer Success plan
    4. Build awareness plan (PR/AR, etc.)
    5. Finalize product business case
    6. Final GTM planning deck and Steering Committee review

    This phase involves the following stakeholders:

    • Steering Committee
    • Working group leaders

    To complete this phase, you will need:

    Go-to-Market Strategy Presentation Template Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook
    Sample of the Go-to-Market Strategy Presentation Template deliverable. Sample of the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook deliverable.
    Use the Go-to-Market Strategy Presentation Template to document the results from the following activities:
    • Documenting your GTM Strategy Stakeholders
    • Documenting your GTM Strategy Working Team
    Use the Go-to-Market Cost Budget and Revenue Forecast Workbook to:
    • Tally budgets from across key functions involved in the GTM Strategy
    • Compare with forecasted revenues to assess gross margins

    Step 3.1

    Assess Technology and Tools Support for Your GTM Strategy as Well as Future Phases of GTM

    Activities
    • 3.1.1 Have Marketing Operations document what tech stack improvements are required in order to get the team to a successful launch. Understand costs and implementation timelines and work it into the Go-to-Market Budget Workbook.

    This step will walk you through the following activities:

    • After completing your initial survey in Step 1, complete requirements building for needed technology and tools acquisition/upgrade in campaign management, sales opportunity management, and analytics.

    This step involves the following participants:

    • Project lead
    • Marketing operations/digital
    • IT

    Outcomes of this step

    • Build a business requirement against which to evaluate new/upgraded vendor tools to support the entire GTM process

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.1.1 Technology plan and investments

    Goal: Outline the results of our analysis and Info-Tech analyst guidance regarding supporting systems, tools, and technologies to support our go-to-market strategy

    1. Plans, timings, and incremental costs related to, but not limited to, the following apps/tools/technologies:
      1. Lead management/Marketing automation
      2. Marketing analytics
      3. Sales Opportunity Management System (OMS) and Configure, Price, and Quote (CPQ) applications
      4. Sales engagement
      5. Sales analytics
      6. Customer service and support/Customer interaction hub
      7. Customer data management and analytics
      8. Customer experience platforms
      9. Marketing content management
      10. Creative tools
      11. Share of voice and social platform management
      12. Etc.
    2. Go to the Go-to-Market Budget Workbook and complete by adding costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record in the Go-to-Market Strategy Presentation completing the areas within the slides related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 3.2

    Outline Sales Enablement and Support for Customer Success to Include Onboarding and Ongoing Engagement

    Activities
    • 3.3.1 Sales Enablement – develop the sales enablement and training plan for Launch to include activities, responsible parties, dates for delivery, etc.

    This step will walk you through the following activities:

    • Finalize the customer success training and support plan
    • Onboarding scripts
    • Changes to help screens in application
    • Timing to plan for Quality Acceptance

    This step involves the following participants:

    • Project lead
    • Customer Success lead
    • Product management
    • Product marketing

    Outcomes of this step

    • Plan for creation of copy, assets, and rollout pan to support clients and client segments for Launch

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.2.1 Outline sales enablement

    Goal: Outline sales collateral, updates to sales proposals, CPQ, Opportunity Management Systems, and sales training

    1. Describe the requirements for sales enablement to include elements such as:
      1. Sales collateral
      2. Client-facing presentations
      3. Sales proposal updates
      4. Updates to Configure, Price, and Quote (CPQ) applications
      5. Updates to Opportunity Management System (OMS) applications
      6. Sales demo versions of the new product
      7. Sales communication plans
      8. Sales training and certification programs
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record as well in the Go-to-Market Strategy Presentation completing the areas within the slides related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    3.2.2 Outline customer success

    Goal: Outline customer support/success requirements and plan

    1. Plans, timings, and incremental costs for the following:
      1. Onboarding scripts for the new solution
      2. Updates to retention lifecycle
      3. FAQ answers
      4. Updates to online help/support system
      5. “How-to” videos
      6. Live chat updates
      7. Updates to “provide feedback” system
      8. Updates to Quarterly Business Review slides
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record in the Go-to-Market Strategy Presentation and complete the areas within the slides related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 3.3

    Build an Awareness Plan Covering Media, Social Media, and Industry Analysts

    Activities
    • 3.4.1 Corp Comms/PR/AR – develop the overall awareness plans for executive interviews, articles placed, social drops, analyst briefing dates, and internal associate comms if required.

    This step will walk you through the following activities:

    • Outline outbound communications plans including press releases, social posts, etc.
    • Describe dates for AR outreach to covering analysts
    • Develop the internal communications plan

    This step involves the following participants:

    • Project lead
    • Corporate Comms lead
    • Creative
    • Analyst relations
    • Social media marketing lead

    Outcomes of this step

    • Plan for creation of copy, assets, and rollout pan to support awareness building, external communications, and internal communications if required

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.3.1 Internal communications plan

    Goal: Outline complete internal communications plan. For large-scale changes (i.e. rebranding, M&A, etc.) HR may drive significant volume of employee communications working with Corporate Comms

    1. Plans, timings, and incremental costs for the following:
      1. Complete a comms plan with dates, messages, and channels
      2. Team member roles and responsibilities
      3. Intranet article and posting schedules
      4. Creation of new office signage, merchandise, etc. for employee kits
      5. Pre-launch announcements schedule
      6. Launch day communications, events, and activities
      7. Post launch update schedule and messages for launch success
      8. Incremental staffing and resources/budget requirements
    2. Go to the Go-to-Market Budget Workbook and add costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record as well in the Go-to-Market Strategy Presentation completing the areas related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    3.3.2 PR and External Communications Plan

    Goal: Outline complete internal communications plan. For large scale changes (i.e. rebranding, M&A, etc.) HR may drive significant volume of employee communications working with Corporate Comms

    1. Plans, timings, and incremental costs for the following:
      1. List of Tier 1 and Tier 2 media authors covering the [product/initiative] market area
      2. Schedule of launch briefings, with any non-analyst influencers
      3. Timing of press releases
      4. Required supporting executives and stakeholders for each of the above meetings
      5. Slide deck/media kit for the above and planned questions to support needed feedback
      6. Media Site materials especially to support media questions and requests for briefings
      7. Social postings calendar of activities and key messages plan
      8. Publish data of [product/initiative] relevant articles with set-back schedules
      9. Cultivation of reference customers and client testimonials for media outreach
      10. Requirements for additional staffing to cover product/initiative new market and analysts
      11. Internal and external events calendar to invite media
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in the above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record in the Go-to-Market Strategy Presentation by completing the areas related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    3.3.3 Analyst relations plan

    Goal: Outline incremental costs in analyst communications, engagement, and access to research

    1. Plans, timings, and incremental costs for the following:
      1. List of Tier 1 and Tier 2 analysts for the [product/initiative] market area
      2. Schedule of inquiries, pre-launch briefings, launch briefings, and post-launch feedback
      3. Required supporting executives and stakeholders for each of the above meetings
      4. Analyst deck for each of the above and planned questions to support needed feedback
      5. Analyst Site materials to support 2nd and 3rd Tier analysts’ questions and requests for briefings
      6. Social postings calendar of activities and key messages
      7. Resources to respond to analyst blogs and/or social posts regarding your product/initiative area
      8. Timing of important and relevant analyst document/methodology publishing dates with set-back schedules
      9. Cultivation of reference customers and client testimonials to coincide with analyst outreach for research and for buyer review sites/reviews data gathering
      10. Requirements for additional staffing to cover product/initiative new market and analysts
      11. Events calendar where analysts will be presenting on this product/initiative market
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in the above areas that are specific to this go-to-market strategy, Build and Launch initiative. Record in the Go-to-Market Strategy Presentation by completing the areas related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 3.4

    Finalize Product Business Case With Collaborative Input From Product, Sales, and Marketing

    Activities
    • 3.5.1 Convene the team to align sales, marketing, and product around the business case.

    This step will walk you through the following activities:

    • Refine the product business case initiated in Phase 2
    • Align product revenue forecast with sales revenue forecast
    • Align MVP features to be developed during “GTM – Build” with customer validated product-market fit

    This step involves the following participants:

    • Project lead
    • Product management
    • Product marketing

    Outcomes of this step

    • Product business case

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.4.1 Final product Build and Launch business case

    Goal: Beyond the product business case, factor in costs for technology, campaigning, sales enablement, and customer success in order to gain approval for Build and Launch

    1. Using the Go-to-Market Strategy Presentation, workstream leads and Go-to-Market Initiative leaders will finalize the anticipated incremental costs, and when compared to projected product revenues, present to the Steering Committee including CFO for final approval before moving to Build and Launch.
    2. To present a complete business case, key cost areas include:
      1. All the areas outlined up through Step 3.4 plus:
      2. Technology/MarTech Stack incremental costs
      3. Channel programs, branding/agency, pricing, packaging/product, and T&E incremental costs
      4. Campaign related – creative, content marketing, paid media, events, SEO, lists/data
      5. Sales Enablement, Customer Support/Success incremental costs
      6. Internal communications/events/activities/signage costs
      7. PR/AR/Media incremental costs
    3. Compare to final Sales/Product agreed projected revenues, in order to calculate estimated gross margins

    Go to the Go-to-Market Budget Workbook as outlined in prior steps and document final incremental costs and projected revenues and summarize within the Go-to-Market Strategy Presentation.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Product Build and Launch Business Case Checklist:

    • Acceptably large enough product market opportunity
    • Well-defined competitive differentiation
    • Buyer-validated product-market fit
    • Buyer-validated and competitive commercials (i.e. pricing, packaging)
    • An MVP with roadmap that aligns with buyer needs and buyer validated price points
    • A 24–36 month sales forecast with CRO sign-up and support for attainment
    • Incremental product development, tech, marketing, sales, customer success, AR/PR costs vs. forecasted revenues fall within acceptable margins

    Step 3.5

    Develop Your Final Executive Presentation to Request Approval and Proceed to GTM Build Phase

    Activities
    • 3.6.1 Update the Product, Launch, Journey, and Business Case slides included within the Go-to-Market Strategy Presentation Template with Phase 3 findings culminating in the business case.

    This step will walk you through the following activities:

    • Update the previously created slides with findings from Phase 3
    • Hold a Steering Committee meeting and present findings for approval

    This step involves the following participants:

    • Steering Committee
    • Workstream leads

    Outcomes of this step

    • GTM Strategy approved to move to GTM Build

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.5.1 Update your GTM Strategy deck for Align Steering Committee approval

    1. As you near completion of the Go-to-Market Strategy Phase – Align Step, an important test to pass before proceeding to the Design step of GTM Strategy, is to answer several key questions:
      1. Are Sales, Product, and Marketing all aligned and in agreement on the business case?
      2. Are the gross margin calculations acceptable to the Steering Committee? CFO? CEO?
    2. If the answer is “no” you need to return to prior steps and ensure completion.
    3. Pull together a summary review deck, schedule a meeting with the Steering Committee, present to-date findings for approval to move on to Build Phase.
    4. Once your final business case is accepted, you are ready to move on to the GTM Build and Launch phases. These phases are covered in sperate SoftwareReviews blueprints.

    Download the Go-to-Market Strategy Presentation Template

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram with 'GTM Align Review' circled in red.

    The presentation you create contains:

    • Timelines and work plan updates
    • Tech stack needs/modifications
    • An expanded product concept to include packaging and pricing approach
    • Asset-type concepts for marketing campaigns, sales collateral, website, and social
    • Outline of initial Launch dates
    • Outline of initial customer success, awareness/PR/AR plans, and sales training plans
    • Final business case

    Summary of Accomplishment

    Problem Solved – A More Effective Go-to-Market Strategy

    By guiding your team through the Go-to-Market planning process applied to an actual GTM Strategy, you have built an important set of capabilities that underpins today’s well-managed software companies. By following the step-by-step process outlined in this blueprint, you have delivered a host of benefits that include the following:

    • Alignment of Product, Marketing, Sales, and Customer Success around a deeper understanding of your target buyers and what it takes to build competitive differentiation.
    • You have calculated your product market opportunity and whether it’s worth the investment in the long-term, and for the short term you have estimated gross margins as an important part of the business case.
    • Built executive support and confidence by leading a disparate team in complex decision making that is fact and evidence based to make more effective go/no go decisions related to investing in new products.
    • And finally, because you and your team have demonstrated their ability to align programs toward a common goal and program-manage a complex initiative through to successful completion, you have led your team to develop the “institutional muscle” to take on equally complex initiatives such as acquisition integration, rebranding, launching in a new region, etc.

    Therefore, developing the capabilities to manage a complex go-to-market strategy is akin to building company scalability and is sought after as a professional development opportunity that each executive should have on his/her résumé.

    If you would like additional support, contact us and we’ll make sure you get the professional expertise you need.

    Contact your account representative for more information.

    info@softwarereviews.com 1-888-670-8889

    Bibliography

    Acosta, Danette. “Average Customer Retention Rate by Industry.” Profitwell.com. Accessed Jan. 2022.

    Ashkenas, Ron, and Patrick Finn. “The Go-To-Market Approach Startups Need to Adopt.” Harvard Business Review, June 2016. Accessed Jun. 2021.

    Bilardi, Emma. “ How to Create Buyer Personas.” Product Marketing Alliance, July 2020. Accessed Dec. 2021.

    Cespedes, Frank V. “Defining a Post-Pandemic Channel Strategy.” Harvard Business Review, Apr. 2021. Accessed Jul. 2021.

    Chapman, Lawrence. “A Visual Guide to Product Launches.” Product Marketing Alliance. Accessed Jul. 2021.

    Chapman, Lawrence. “Everything You Need To Know About Go-To-Market Strategies.” Product Marketing Alliance. Accessed Jul. 2021.

    Christiansen, Clayton. “The Innovators Dilemma.” Harvard Business School Press, 1997.

    Drzewicki, Matt. “Digital Marketing Maturity: The Path to Success.” MIT Sloan Management Review. Accessed Dec. 2021.

    “Go-To-Market Refresher,” Product Marketing Alliance. Accessed Jul. 2021

    Harrison, Liz; Dennis Spillecke, Jennifer Stanley, and Jenny Tsai. “Omnichannel in B2B sales: The new normal in a year that has been anything but.” McKinsey & Company, 15 March, 2021. Accessed Dec. 2021.

    Jansen, Hasse. “Buyer Personas – 33 Mind Blowing Stats.” Boardview, 19 Feb. 2016. Accessed Jan. 2022.

    Scott, Ryan. “Creating a Brand Identity: 20 Questions to Consider.” Lean Labs, Jun 2021. Accessed Jul. 2021.

    Smith, Michael L., and James Erwin. “Role and Responsibility Charting (RACI).” DOCSearch. Accessed Jan. 2022. Web.

    “What is the Total Addressable Market (TAM).” Corporate Finance Institute (CFI), n.d. Accessed Jan. 2022.

    Related Software Reviews Research

    Sample of the Create a Buyer Persona and Journey research Create a Buyer Persona and Journey
    • A successful go-to-market strategy depends upon deep buyer understanding. Our Create a Buyer Persona and Journey blueprint will give you a step-by-step process that when followed will provide you and your team with that deep buyer understanding you need.
    • The Create a Buyer Persona and Journey blueprint provides you with an interview containing over 75 questions that, after capturing buyer answers and insights during interviews, will strengthen your value proposition, product market fit, lead gen engine and sales effectiveness.
    Sample of the Optimize Lead Generation With Lead Scoring research Optimize Lead Generation With Lead Scoring
    • Save time and money and improve your sales win rates when you apply our methodology to score contacts with your lead gen engine more accurately and pass better qualified leads over to your sellers.
    • Our methodology teaches marketers to develop your own lead scoring approach based upon lead/contact profile vs. your Ideal Customer Profile (ICP) and scores contact engagement. Applying the methodology to arrive at your own approach to scoring will mean reduced lead gen costs, higher conversion rates, and increased marketing influenced wins.

    Agile Readiness Assessment Survey

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    • Parent Category Name: Development
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    • Today’s realities are driving organizations to digitize faster and become more Agile.
    • Agile transformations are difficult and frequently fail for a variety of reasons.
    • To achieve the benefits of Agile, organizations need to be ready for the significant changes that Agile demands.
    • Challenges to your Agile transformation can come from a variety of sources.

    Our Advice

    Critical Insight

    • Use Info-Tech’s CLAIM+G model to examine potential roadblocks to Agile on six different organizational dimensions.
    • Use survey results to identify and address the issues that are most likely to derail your Agile transformation.

    Impact and Result

    • Better understand where and how your organization needs to change to support your Agile transformation.
    • Focus your attention on your organization’s biggest roadblocks to Agile.
    • Improve your organization’s chances of a successful Agile transformation.

    Agile Readiness Assessment Survey Research & Tools

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

    1. Agile Readiness Assessment Deck – A guide to help your organization survey its Agile readiness.

    Read this deck to see how an Agile Readiness Assessment can help your organization understand its readiness for Agile transformation. The storyboard guides you through how to collect, consolidate, and examine survey responses and create an actionable list of improvements to make your organization more Agile ready.

    • Agile Readiness Assessment Storyboard

    2. Survey Templates (Excel or MS Forms, available in English and French) – Use these templates to create and distribute the survey broadly within your organization.

    The Agile Readiness Assessment template is available in either Excel or Microsoft Forms (both English and French versions are available). Download the Excel templates here or use the links in the above deck to access the online versions of the survey.

    • Agile Readiness Survey – English
    • Agile Readiness Survey – French

    3. Agile Readiness Assessment Consolidated Results Tool – Use this tool to consolidate and analyze survey responses.

    The Agile Readiness Assessment Consolidated Results Tool allows you to consolidate survey responses by team/role and produces your heatmap for analysis.

    • Agile Readiness Assessment Consolidated Results Tool
    [infographic]

    Further reading

    Agile Readiness Assessment

    Understand how ready your organization is for an Agile transformation.

    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.

    Analyst Perspective

    Use the wisdom of crowds to understand how ready you are for Agile transformation.

    Photo of Alex Ciraco, Principal Research Director, Application Delivery and Management, Info-Tech Research Group

    Agile transformations can be difficult and complex to implement. That’s because they require fundamental changes in the way an organization thinks and behaves (and many organizations are not ready for these changes).

    Use Info-Tech’s Agile Readiness Assessment to broadly survey the organization’s readiness for Agile along six dimensions:

    • Culture
    • Learning
    • Automation
    • Integrated teams
    • Metrics
    • Governance

    The survey results will help you to examine and address those areas that are most likely to hinder your move to Agile.

    Alex Ciraco
    Principal Research Director, Application Delivery and Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Your organization wants to shorten delivery time and improve quality by adopting Agile practices.
    • Your organization has not yet used Agile successfully.
    • You know that Agile transformations are complex and difficult to implement.
    • You want to maximize your Agile transformation’s chances of success.

    Common Obstacles

    • Risks to your Agile transformation can come from a variety of sources, including:
      • Organizational culture
      • Learning practices
      • Use of automation
      • Ability to create integrated teams
      • Use of metrics
      • Governance practices

    Info-Tech’s Approach

    • Use Info-Tech’s Agile Readiness Assessment to broadly survey your organization’s readiness for Agile.
    • Examine the consolidated results of this survey to identify challenges that are most likely to hinder Agile success.
    • Discuss and address these challenges to increase your chances of success.

    Info-Tech Insight

    By first understanding the numerous challenges to Agile transformations and then broadly surveying your organization to identify and address the challenges that are at play, you are more likely to have a successful Agile transformation.

    Info-Tech’s methodology

    1. Distribute Survey 2. Consolidate Survey Results 3. Examine Results and Problem Solve
    Phase Steps

    1.1 Identify the teams/roles you will survey.

    1.2 Configure the survey to reflect your teams/roles.

    1.3 Distribute the Agile Readiness Assessment Survey broadly in the organization.

    2.1 Collect survey responses from all participants.

    2.2 Consolidate the results using the template provided.

    3.1 Examine the consolidated results (both OVERALL and DETAILED Heatmaps)

    3.2 Identify key challenge areas (those which are most “red”) and discuss these challenges with participants

    3.3 Brainstorm, select and refine potential solutions to these challenges

    Phase Outcomes An appreciation for the numerous challenges associated with Agile transformations Identified challenges to Agile within your organization (both team-specific and organization-wide challenges) An actionable list of solutions/actions to address your organization’s Agile challenges.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals.

    Agile Readiness Assessment Survey

    Survey the organization to understand your readiness for an Agile transformation on six dimensions.

    Sample of the Agile Readiness Assessment Survey blueprint deliverable.

    Agile Readiness Assessment Consolidated Results

    Examine your readiness for Agile and identify team-specific and organization-wide challenges.

    Sample of the Agile Readiness Assessment Consolidated Results blueprint deliverable.

    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 6 to 8 calls over the course of 1 to 2 months.

    What does a typical GI on this topic look like?

      Phase 1: Distribute Survey

    • Call #1: Scope requirements, objectives, and your specific challenges (identify potential participants).
    • Call #2: First call with participants (introduce Phase 1 and assign survey for completion).
    • Call #3: Gather survey responses (prep for Phase 2 calls).
    • Phase 2: Consolidate Survey Results

    • Call #4: Consolidate all survey responses using the template.
    • Call #5: Conduct initial review of consolidated results (prep for Phase 3 calls).
    • Phase 3: Examine Results and Problem Solve

    • Call #6: Present consolidated results to participants and agree on most pressing challenges.
    • Call #7: Brainstorm, identify, and refine potential solutions to most pressing challenges.
    • Call #8: Conduct closing and communication call.

    Phase 1 — Phase 1 of 3, 'Distribute Survey'.

    Customize and distribute the survey

    Decide which teams/roles will participate in the survey.

    Decide which format and language(s) you will use for your Agile Readiness Assessment Survey.

    Configure the survey templates to reflect your selected teams/roles.

    Distribute the survey for participants to complete.

    • 1.1 The Agile Readiness Assessment Survey will help you to identify both team-specific and organization-wide challenges to your Agile transformation. It is best to distribute the survey broadly across the organization and include several teams and roles. Identify and make note of the teams/roles that will be participating in the survey.
    • 1.2 Select which format of survey you will be using (Excel or online), along with the language(s) you will use (links to the survey templates can be found in the table below). Then configure the survey templates to reflect your list of teams/roles from Step 1.1.
    • Format Language Download Survey Template
      Excel English Agile Readiness Assessment Excel Survey Template – EN and FR
      Excel French
      Online English Agile Readiness Assessment Online Survey Template – EN
      Online French Agile Readiness Assessment Online Survey Template – FR

    • 1.3 Distribute your Agile Readiness Assessment Survey broadly in the organization. Give all participants a deadline date for completion of the survey.

    Phase 2 — Phase 2 of 3, 'Consolidate Results'.

    Consolidate Survey Results

    Collect and consolidate all survey responses using the template provided.

    Review the OVERALL and DETAILED Heatmaps generated by the template.

    • 2.1 Collect the survey responses from all participants. All responses completed using the online form will be anonymous (for responses returned using the Excel form, assign each a unique identifier so that anonymity of responses is maintained).
    • 2.2 Consolidate the survey responses using the template below. Follow the instructions in the template to incorporate all survey responses.
    • Download the Agile Readiness Assessment Consolidated Results Tool

      Sample of the Agile Readiness Assessment Consolidated Results Tool, ranking maturity scores in 'Culture', 'Learning', 'Automation', 'Integrated Teams', 'Metrics', and 'Governance'.

    Phase 3 — Phase 3 of 3, 'Examine Results'.

    Examine Survey Results and Problem Solve

    Review the consolidated survey results as a team.

    Identify the challenges that need the most attention.

    Brainstorm potential solutions. Decide which are most promising and create a plan to implement them.

    • 3.1 Examine the consolidated results (both OVERALL and DETAILED Heatmaps) and look at both team-specific and organization-wide challenge areas.
    • 3.2 Identify which challenge areas need the most attention (typically those that are most red in the heatmap) and discuss these challenges with survey participants.
    • 3.3 As a team, brainstorm potential solutions to these challenges. Select from and refine the solutions that are most promising, then create a plan to implement them.

    3.1 Exercise: Collaborative Problem Solving — Phase 3 of 3, 'Examine Results'.

    60 Mins

    Input: Consolidated survey results

    Output: List of actions to address your most pressing challenges along with a timeline to implement them

    Materials: Agile Readiness Assessment Consolidated Results Tool, Whiteboard and markers

    Participants: Survey participants, Other interested parties

    This exercise will create a plan for addressing your most pressing Agile-related challenges.

    • As a team, agree on which survey challenges are most important to address (typically the most red in the heatmap).
    • Brainstorm potential solutions/actions to address these challenges.
    • Assign solutions/actions to individuals and set a timeline for completion.
    Challenge Proposed Solution Owner Timeline
    Enrichment
    lack of a CoE
    Establish a service-oriented Agile Center of Excellence (CoE) staffed with experienced Agile practitioners who can directly help new-to-Agile teams be successful. Bill W. 6 Months
    Tool Chain
    (lack of Agile tools)
    Select a standard Agile work management tool (e.g. Jira, Rally, ADO) that will be used by all Agile teams. Cindy K. 2 Months

    Related Info-Tech Research

    Sample of an Info-Tech blueprint. Modernize Your SDLC
    • Strategically adopt today’s SDLC good practices to streamline value delivery.
    Sample of an Info-Tech blueprint. Implement Agile Practices That Work
    • Guide your organization through its Agile transformation journey.
    Sample of an Info-Tech blueprint. Implement DevOps Practices That Work
    • Streamline business value delivery through the strategic adoption of DevOps practices.
    Sample of an Info-Tech blueprint. Mentoring for Agile Teams
    • Leverage an experience Agile Mentor to give your in-flight Agile project a helping hand.

    Research Contributors and Experts

    • Columbus Brown, Senior Principal – Practice Lead – Business Alignment, Daugherty Business Solutions
    • Saeed Khan, Founder, Transformation Labs
    • Brenda Peshak, Product Owner/Scrum Master/Program Manager, John Deere/Source Allies/Widget Industries LLC
    • Vincent Mirabelli, Principal, Global Project Synergy Group
    • Len O'Neill, Sr. Vice President and Chief Information Officer, The Suddath Companies
    • Shameka A. Jones, MPM, CSM, Lead Business Management Consultant, Mainspring Business Group, LLC
    • Ryland Leyton, Lead Business Analyst, Aptos Retail
    • Ashish Nangia, Lead Business System Analyst, Ashley Furniture Industries
    • Barbara Carkenord, CBAP, IIBA-AAC, PMI-PBA, PMP, SAFe POPM, President, Carkenord Consulting
    • Danelkis Serra, CBAP, Chapter Operations Manager, Regions & Chapters, IIBA (International Institute of Business Analysis)
    • Lorrie Staples-Ellis, CyberSecurity Integration Strategist, Wealth Management, Truist Bank
    • Ginger Sundberg, Independent Consultant
    • Kham Raven, Project Manager, Fraud Strategy & Execution, Truist Bank
    • Sarah Vollett, PMP, Business Analyst, Operations, College of Physicians and Surgeons of British Columbia
    • Nicole J Coyle, ICP-ACC, CEAC, SPC4, SASM, POPM, CSM, ECM, CCMP, CAPM, Team Agile Coach and Team Facilitator, HCQIS Foundational Components
    • Joe Glower, IT Director, Jet Support Services, Inc. (JSSI)
    • Harsh Daharwal, Senior Director, Application Delivery, J.R. Simplot
    • Hans Eckman, Principal Research Director, Info-Tech Research Group
    • Valence Howden, Principal Research Director, Info-Tech Research Group

    AI Trends 2023

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    • Parent Category Name: Business Intelligence Strategy
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    As AI technologies are constantly evolving, organizations are looking for AI trends and research developments to understand the future applications of AI in their industries.

    Our Advice

    Critical Insight

    • Understanding trends and the focus of current and future AI research helps to define how AI will drive an organization’s new strategic opportunities.
    • Understanding the potential application of AI and its promise can help plan the future investments in AI-powered technologies and systems.

    Impact and Result

    Understanding AI trends and developments enables an organization’s competitive advantage.

    AI Trends 2023 Research & Tools

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

    1. AI Trends 2023 – An overview of trends that will continue to drive AI innovation.

    • AI Trends Report 2023
    [infographic]

    Further reading

    AI Trends Report 2023

    The eight trends:

    1. Design for AI
    2. Event-Based Insights
    3. Synthetic Data
    4. Edge AI
    5. AI in Science and Engineering
    6. AI Reasoning
    7. Digital Twin
    8. Combinatorial Optimization
    Challenges that slowed the adoption of AI

    To overcome the challenges, enterprises adopted different strategies

    Data Readiness

    • Lack of unified systems and unified data
    • Data quality issues
    • Lack of the right data required for machine learning
    • Improve data management capabilities, including data governance and data initiatives
    • Create data catalogs
    • Document data and information architecture
    • Solve data-related problems including data quality, privacy, and ethics

    ML Operations Capabilities

    • Lack of tools, technologies, and methodologies to operationalize models created by data scientists
    • Increase availability of cloud platforms, tools, and capabilities
    • Develop and grow machine learning operations (MLOps) tools, platforms, and methodologies to enable model operationalizing and monitoring in production

    Understanding of AI Role and Its Business Value

    • Lack of understanding of AI use cases – how AI/ML can be applied to solve specific business problems
    • Lack of understanding how to define the business value of AI investments
    • Identify AI C-suite toolkits (for example, Empowering AI Leadership from the World Economic Forum, 2022)
    • Document industry use cases
    • Use frameworks and tools to define business value for AI investments

    Design for AI

    Sustainable AI system design needs to consider several aspects: the business application of the system, data, software and hardware, governance, privacy, and security.

    It is important to define from the beginning how AI will be used by and for the application to clearly articulate business value, manage expectations, and set goals for the implementation.

    Design for AI will change how we store and manage data and how we approach the use of data for development and operation of AI systems.

    An AI system design approach should cover all stages of AI lifecycle, from design to maintenance. It should also support and enable iterative development of an AI system.

    To take advantage of different tools and technologies for AI system development, deployment, and monitoring, the design of an AI system should consider software and hardware needs and design for seamless and efficient integrations of all components of the system and with other existing systems within the enterprise.

    AI in Science and Engineering

    AI helps sequence genomes to identify variants in a person’s DNA that indicate genetic disorders. It allows researchers to model and calculate complicated physics processes, to forecast the genesis of the universe’s structure, and to understand planet ecosystem to help advance the climate research. AI drives advances in drug discovery and can assist with molecule synthesis and molecular property identification.

    AI finds application in all areas of science and engineering. The role of AI in science will grow and allow scientists to innovate faster.

    AI will further contribute to scientific understanding by assisting scientists in deriving new insights, generating new ideas and connections, generalizing scientific concepts, and transferring them between areas of scientific research.

    Using synthetic data and combining physical and machine learning models and other advances of AI/ML – such as graphs, use of unstructured data (language models), and computer vision – will accelerate the use of AI in science and engineering.

    Event- and Scenario-Driven AI

    AI-driven signal-gathering systems analyze a continuous stream of data to generate insights and predictions that enable strategic decision modeling and scenario planning by providing understanding of how and what areas of business might be impacted by certain events.

    AI enables the scenario-based approach to drive insights through pattern identification in addition to familiar pattern recognition, helping to understand how events are related.

    A system with anticipatory capabilities requires an event-driven architecture that enables gathering and analyzing different types of data (text, video, images) across multiple channels (social media, transactional systems, news feeds, etc.) for event-driven and event-sequencing modeling.

    ML simulation-based training of the model using advanced techniques under the umbrella of Reinforcement Learning in conjunction with statistically robust Bayesian probabilistic framework will aid in setting up future trends in AI.

    AI Reasoning

    Most of the applications of machine learning and AI today is about predicting future behaviors based on historical data and past behaviors. We can predict what product the customer would most likely buy or the price of a house when it goes on sale.

    Most of the current algorithms use the correlation between different parameters to make a prediction, for example, the correlation between the event and the outcome can look like “When X occurs, we can predict that Y will occur.” This, however, does not translate into “Y occurred because of X.”

    The development of a causal AI that uses causal inference to reason and identify the root cause and the causal relationships between variables without mistaking correlation and causation is still in its early stages but rapidly evolving.

    Some of the algorithms that the researchers are working with are casual graph models and algorithms that are at the intersection of causal inference with decision making and reinforcement learning (Causal Artificial Intelligence Lab, 2022).

    Synthetic Data

    Synthetic data is artificially generated data that mimics the structure of real-life data. It should also have the same mathematical and statistical properties as the real-world data that it is created to replicate.

    Synthetic data is used to train machine learning models when there is not enough real data or the existing data does not meet specific needs. It allows users to remove contextual bias from data sets containing personal data, prevent privacy concerns, and ensure compliance with privacy laws and regulations.

    Another application of synthetic data is solving data-sharing challenges.

    Researchers learned that quite often synthetic data sets outperform real-world data. Recently, a team of researchers at MIT built a synthetic data set of 150,000 video clips capturing human actions and used that data set to train the model. The researchers found that “the synthetically trained models performed even better than models trained on real data for videos that have fewer background objects” (MIT News Office, 2022).

    Today, synthetic data is used in language systems, in training self-driving cars, in improving fraud detection, and in clinical research, just to name a few examples.

    Synthetic data opens the doors for innovation across all industries and applications of AI by enabling access to data for any scenario and technology and business needs.

    Digital Twins

    Digital twins (DT) are virtual replicas of physical objects, devices, people, places, processes, and systems. In Manufacturing, almost every product and manufacturing process can have a complete digital replica of itself thanks to IoT, streaming data, and cheap cloud storage.

    All this data has allowed for complex simulations of, for example, how a piece of equipment will perform over time to predict future failures before they happen, reducing costly maintenance and extending equipment lifetime.

    In addition to predictive maintenance, DT and AI technologies have enabled organizations to design and digitally test complex equipment such as aircraft engines, trains, offshore oil platforms, and wind turbines before physically manufacturing them. This helps to improve product and process quality, manufacturing efficiency, and costs. DT technology also finds applications in architecture, construction, energy, infrastructure industries, and even retail.

    Digital twins combined with the metaverse provide a collaborative and interactive environment with immersive experience and real-time physics capabilities (as an example, Siemens presented an Immersive Digital Twin of a Plant at the Collision 2022 conference).

    Future trends include enabling autonomous behavior of a DT. An advanced DT can replicate itself as it moves into several devices, hence requiring the autonomous property. Such autonomous behavior of the DT will in turn influence the growth and further advancement of AI.

    Edge AI

    A simple definition for edge AI: A combination of edge computing and artificial intelligence, it enables the deployment of AI applications in devices of the physical world, in the field, where the data is located, such as IoT devices, devices on the manufacturing floor, healthcare devices, or a self-driving car.

    Edge AI integrates AI into edge computing devices for quicker and improved data processing and smart automation.

    The main benefits of edge AI include:

    • Real-time data processing capabilities to reduce latency and enable near real-time analytics and insights.
    • Reduced cost and bandwidth requirements as there is no need to transfer data to the cloud for computing.
    • Increased data security as the data is processed locally, on the device, reducing the risk of loss of sensitive data.
    • Improved automation by training machines to perform automated tasks.

    Edge AI is already used in a variety of applications and use cases including computer vision, geospatial intelligence, object detection, drones, and health monitoring devices.

    Combinatorial Optimization

    “Combinatorial optimization is a subfield of mathematical optimization that consists of finding an optimal object from a finite set of objects” (Wikipedia, retrieved December 2022).

    Applications of combinatorial optimization include:

    • Supply chain optimization
    • Scheduling and logistics, for example, vehicle routing where the trucks are making stops for pickup and deliveries
    • Operations optimization

    Classical combinatorial optimization (CO) techniques were widely used in operations research and played a major role in earlier developments of AI.

    The introduction of deep learning algorithms in recent years allowed researchers to combine neural network and conventional optimization algorithms; for example, incorporating neural combinatorial optimization algorithms in the conventional optimization framework. Researchers confirmed that certain combinations of these frameworks and algorithms can provide significant performance improvements.

    The research in this space continues and we look forward to learning how machine learning and AI (backtracking algorithms, reinforcement learning, deep learning, graph attention networks, and others) will be used for solving challenging combinatorial and decision-making problems.

    References

    “AI Can Power Scenario Planning for Real-Time Strategic Insights.” The Wall Street Journal, CFO Journal, content by Deloitte, 7 June 2021. Accessed 11 Dec. 2022.
    Ali Fdal, Omar. “Synthetic Data: 4 Use Cases in Modern Enterprises.” DATAVERSITY, 5 May 2022. Accessed
    11 Dec. 2022.
    Andrews, Gerard. “What Is Synthetic Data?” NVIDIA, 8 June 2021. Accessed 11 Dec. 2022.
    Bareinboim, Elias. “Causal Reinforcement Learning.” Causal AI, 2020. Accessed 11 Dec. 2022.
    Bengio, Yoshua, Andrea Lodi, and Antoine Prouvost. “Machine learning for combinatorial optimization: A methodological tour d’horizon.” European Journal of Operational Research, vol. 290, no. 2, 2021, pp. 405-421, https://doi.org/10.1016/j.ejor.2020.07.063. Accessed 11 Dec. 2022.
    Benjamins, Richard. “Four design principles for developing sustainable AI applications.” Telefónica S.A., 10 Sept. 2018. Accessed on 11 Dec. 2022.
    Blades, Robin. “AI Generates Hypotheses Human Scientists Have Not Thought Of.” Scientific American, 28 October 2021. Accessed 11 Dec. 2022.
    “Combinatorial Optimization.” Wikipedia article, Accessed 11 Dec. 2022.
    Cronholm, Stefan, and Hannes Göbel. “Design Principles for Human-Centred Artificial Intelligence.” University of Borås, Sweden, 11 Aug. 2022. Accessed on 11 Dec. 2022
    Devaux, Elise. “Types of synthetic data and 4 real-life examples.” Statice, 29 May 2022. Accessed 11 Dec. 2022.
    Emmental, Russell. “A Guide to Causal AI.” ITBriefcase, 30 March 2022. Accessed 11 Dec. 2022.
    “Empowering AI Leadership: AI C-Suite Toolkit.” World Economic Forum, 12 Jan. 2022. Accessed 11 Dec 2022.
    Falk, Dan. “How Artificial Intelligence Is Changing Science.” Quanta Magazine, 11 March 2019. Accessed 11 Dec. 2022.
    Fritschle, Matthew J. “The Principles of Designing AI for Humans.” Aumcore, 17 Aug. 2018. Accessed 8 Dec. 2022.
    Garmendia, Andoni I., et al. Neural Combinatorial Optimization: a New Player in the Field.” IEEE, arXiv:2205.01356v1, 3 May 2022. Accessed 11 Dec. 2022.
    Gülen, Kerem. “AI Is Revolutionizing Every Field and Science is no Exception.” Dataconomy Media GmbH, 9 Nov. 9, 2022. Accessed 11 Dec. 2022
    Krenn, Mario, et al. “On scientific understanding with artificial intelligence.” Nature Reviews Physics, vol. 4, 11 Oct. 2022, pp. 761–769. https://doi.org/10.1038/s42254-022-00518-3. Accessed 11 Dec. 2022.
    Laboratory for Information and Decision Systems. “The real promise of synthetic data.” MIT News, 16 Oct. 2020. Accessed 11 Dec. 2022.
    Lecca, Paola. “Machine Learning for Causal Inference in Biological Networks: Perspectives of This Challenge.” Frontiers, 22 Sept. 2021. Accessed 11 Dec. 2022. Mirabella, Lucia. “Digital Twin x Metaverse: real and virtual made easy.” Siemens presentation at Collision 2022 conference, Toronto, Ontario. Accessed 11 Dec. 2022. Mitchum, Rob, and Louise Lerner. “How AI could change science.” University of Chicago News, 1 Oct. 2019. Accessed 11 Dec. 2022.
    Okeke, Franklin. “The benefits of edge AI.” TechRepublic, 22 Sept. 2022, Accessed 11 Dec. 2022.
    Perlmutter, Nathan. “Machine Learning and Combinatorial Optimization Problems.” Crater Labs, 31 July 31, 2019. Accessed 11 Dec. 2022.
    Sampson, Ovetta. “Design Principles for a New AI World.” UX Magazine, 6 Jan. 2022. Accessed 11 Dec. 2022.
    Sgaier, Sema K., Vincent Huang, and Grace Charles. “The Case for Causal AI.” Stanford Social Innovation Review, Summer 2020. Accessed 11 Dec. 2022.
    “Synthetic Data.” Wikipedia article, Accessed 11 Dec. 2022.
    Take, Marius, et al. “Software Design Patterns for AI-Systems.” EMISA Workshop 2021, CEUR-WS.org, Proceedings 30. Accessed 11 Dec. 2022.
    Toews, Rob. “Synthetic Data Is About To Transform Artificial Intelligence.” Forbes, 12 June 2022. Accessed
    11 Dec. 2022.
    Zewe, Adam. “In machine learning, synthetic data can offer real performance improvements.” MIT News Office, 3 Nov. 2022. Accessed 11 Dec. 2022.
    Zhang, Junzhe, and Elias Bareinboim. “Can Humans Be out of the Loop?” Technical Report, Department of Computer Science, Columbia University, NY, June 2022. Accessed 11 Dec. 2022.

    Contributors

    Irina Sedenko Anu Ganesh Amir Feizpour David Glazer Delina Ivanova

    Irina Sedenko

    Advisory Director

    Info-Tech

    Anu Ganesh

    Technical Counselor

    Info-Tech

    Amir Feizpour

    Co-Founder & CEO

    Aggregate Intellect Inc.

    David Glazer

    VP of Analytics

    Kroll

    Delina Ivanova

    Associate Director, Data & Analytics

    HelloFresh

    Usman Lakhani

    DevOps

    WeCloudData

    Align Projects With the IT Change Lifecycle

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    • Coordinate IT change and project management to successfully push changes to production.
    • Manage representation of project management within the scope of the change lifecycle to gather requirements, properly approve and implement changes, and resolve incidents that arise from failed implementations.
    • Communicate effectively between change management, project management, and the business.

    Our Advice

    Critical Insight

    Improvement can be incremental. You do not have to adopt every recommended improvement right away. Ensure every process change you make will create value and slowly add improvements to ease buy-in.

    Impact and Result

    • Establish pre-set touchpoints between IT change management and project management at strategic points in the change and project lifecycles.
    • Include appropriate project representation at the change advisory board (CAB).
    • Leverage standard change resources such as the change calendar and request for change form (RFC).

    Align Projects With the IT Change Lifecycle Research & Tools

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

    1. Align Projects With the IT Change Lifecycle Deck – A guide to walk through integrating project touchpoints in the IT change management lifecycle.

    Use this storyboard as a guide to align projects with your IT change management lifecycle.

    • Align Projects With the IT Change Lifecycle Storyboard

    2. The Change Management SOP – This template will ensure that organizations have a comprehensive document in place that can act as a point of reference for the program.

    Use this SOP as a template to document and maintain your change management practice.

    • Change Management Standard Operating Procedure
    [infographic]

    Further reading

    Align Projects With the IT Change Lifecycle

    Increase the success of your changes by integrating project touchpoints in the change lifecycle.

    Analyst Perspective

    Focus on frequent and transparent communications between the project team and change management.

    Benedict Chang

    Misalignment between IT change management and project management leads to headaches for both practices. Project managers should aim to be represented in the change advisory board (CAB) to ensure their projects are prioritized and scheduled appropriately. Advanced notice on project progress allows for fewer last-minute accommodations at implementation. Widespread access of the change calendar can also lead project management to effectively schedule projects to give change management advanced notice.

    Moreover, alignment between the two practices at intake allows for requests to be properly sorted, whether they enter change management directly or are governed as a project.

    Lastly, standardizing implementation and post-implementation across everyone involved ensures more successful changes and socialized/documented lessons learned for when implementations do not go well.

    Benedict Chang
    Senior Research Analyst, Infrastructure and Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    To align projects with the change lifecycle, IT leaders must:

    • Coordinate IT change and project management to successfully push changes to production.
    • Manage representation of project management within the scope of the change lifecycle to gather requirements, properly approve and implement changes, and resolve incidents that arise from failed implementations.
    • Communicate effectively between change management, project management, and the business.

    Loose definitions may work for clear-cut examples of changes and projects at intake, but grey-area requests end up falling through the cracks.

    Changes to project scope, when not communicated, often leads to scheduling conflicts at go-live.

    Too few checkpoints between change and project management can lead to conflicts. Too many checkpoints can lead to delays.

    Set up touchpoints between IT change management and project management at strategic points in the change and project lifecycles.

    Include appropriate project representation at the change advisory board (CAB).

    Leverage standard change resources such as the change calendar and request for change form (RFC).

    Info-Tech Insight

    Improvement can be incremental. You do not have to adopt every recommended improvement right away. Ensure every process change you make will create value, and slowly add improvements to ease buy-in.

    Info-Tech’s approach

    Use the change lifecycle to identify touchpoints.

    The image contains a screenshot of Info-Tech's approach.

    The Info-Tech difference:

    1. Start with your change lifecycle to define how change control can align with project management.
    2. Make improvements to project-change alignment to benefit the relationship between the two practices and the practices individually.
    3. Scope the alignment to your organization. Take on the improvements to the left one by one instead of overhauling your current process.

    Use this research to improve your current process

    This deck is intended to align established processes. If you are just starting to build IT change processes, see the related research below.

    Align Projects With the IT Change Lifecycle

    02 Optimize IT Project Intake, Approval, and Prioritization

    01 Optimize IT Change Management

    Increase the success of your changes by integrating project touchpoints in your change lifecycle.

    (You are here)

    Decide which IT projects to approve and when to start them.

    Right-size IT change management to protect the live environment.

    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

    Business Benefits

    • Fewer incidents and outages at project go-live
    • Upfront identification of project and change requirements
    • Higher rate of change and project success
    • Less rework
    • Fewer service desk calls related to failed go-lives
    • 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

    Collaboration

    Consistency

    Confidence

    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.

    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.

    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.

    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.

    1. Alignment at intake

    Define what is a change and what is a project.

    Both changes and projects will end up in change control in the end. Here, we define the intake.

    Changes and projects will both go to change control when ready to go live. However, defining the governance needed at intake is critical.

    A change should be governed by change control from beginning to end. It would typically be less than a week’s worth of work for a SME to build and come in at a nominal cost (e.g. <$20k over operating costs).

    Projects on the other hand, will be governed by project management in terms of scope, scheduling, resourcing, etc. Projects typically take over a week and/or cost more. However, the project, when ready to go live, should still be scheduled through change control to avoid any conflicts at implementation. At triage and intake, a project can be further scoped based on projected scale.

    This initial touchpoint between change control and project management is crucial to ensure tasks and request are executed with the proper governance. To distinguish between changes and projects at intake, list examples of each and determine what resourcing separates changes from projects.

    Need help scoping projects? Download the Project Intake Classification Matrix

    Change

    Project

    • Smaller scale task that typically takes a short time to build and test
    • Generates a single change request
    • Governed by IT Change Management for the entire lifecycle
    • Larger in scope
    • May generate multiple change requests
    • Governed by PMO
    • Longer to build and test

    Info-Tech Insight

    While effort and cost are good indicators of changes and projects, consider evaluating risk and complexity too.

    1 Define what constitutes a change

    1. As a group, brainstorm examples of changes and projects. If you wish, you may choose to also separate out additional request types such as service requests (user), operational tasks (backend), and releases.
    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 determine 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?
  • Record the definitions of requests and results in section 2.3 of the Change Management Standard Operating Procedure (SOP).
  • Change

    Project

    Service Request (Optional)

    Operational Task (Optional)

    Release (Optional)

    Changing Configuration

    New ERP

    Add new user

    Delete temp files

    Software release

    Download the Change Management Standard Operating Procedure (SOP).

    Input Output
    • List of examples of each category of the chart
    • Definitions for each category to be used at change intake
    Materials Participants
    • Whiteboard/flip charts (or shared screen if working remotely)
    • Service catalog (if applicable)
    • Sticky notes
    • Markers/pens
    • Change Management SOP
    • Change Manager
    • Project Managers
    • Members of the Change Advisory Board

    2. Alignment at build and test

    Keep communications open by pre-defining and communicating project milestones.

    CAB touchpoints

    Consistently communicate the plan and timeline for hitting these milestones so CAB can prioritize and plan changes around it. This will give change control advanced notice of altered timelines.

    RFCs

    Projects may have multiple associated RFCs. Keeping CAB appraised of the project RFC or RFCs gives them the ability to further plan changes.

    Change Calendar

    Query and fill the change calendar with project timelines and milestones to compliment the CAB touchpoints.

    Leverage the RFC to record and communicate project details

    The request for change (RFC) form does not have to be a burden to fill out. If designed with value in mind, it can be leveraged to set standards on all changes (from projects and otherwise).

    When looking at the RFC during the Build and Test phase of a project, prioritize the following fields to ensure the implementation will be successful from a technical and user-adoption point of view.

    Filling these fields of the RFC and communicating them to the CAB at go-live approval gives the approvers confidence that the project will be implemented successfully and measures are known for when that implementation is not successful.

    Download the Request for Change Form Template

    Communication Plan

    The project may be successful from a technical point of view, but if users do not know about go-live or how to interact with the project, it will ultimately fail.

    Training Plan

    If necessary, think of how to train different stakeholders on the project go-live. This includes training for end users interacting with the project and technicians supporting the project.

    Implementation Plan

    Write the implementation plan at a high enough level that gives the CAB confidence that the implementation team knows the steps well.

    Rollback Plan

    Having a well-formulated rollback plan gives the CAB the confidence that the impact of the project is well known and the impact to the business is limited even if the implementation does not go well.

    Provide clear definitions of what goes on the change calendar and who’s responsible

    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.

    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.

    Info-Tech Insight

    Make the calendar visible to as many parties as necessary. However, limit the number of personnel who can make active changes to the calendar to limit calendar conflicts.

    3. Alignment at approval

    How can project management effectively contribute to CAB?

    As optional CAB members

    Project SMEs may attend when projects are ready to go live and when invited by the change manager. Optional members provide details on change cross-dependencies, high-level testing, rollback, communication plans, etc. to inform prioritization and scheduling decisions.

    As project management representatives

    Project management should also attend CAB meetings to report in on changes to ongoing projects, implementation timelines, and project milestones. Projects are typically high-priority changes when going live due to their impact. Advanced notice of timeline and milestone changes allow the rest of the CAB to properly manage other changes going into production.

    As core CAB members

    The core responsibilities of CAB must still be fulfilled:

    1. Protect the live environment from poorly assessed, tested, and implemented changes.

    2. Prioritize changes in a way that fairly reflects change impact, urgency, and likelihood.

    3. Schedule deployments in a way the minimizes conflict and disruption.

    If you need to define the authority and responsibilities of the CAB, see Activity 2.1.3 of the Optimize IT Change Management blueprint.

    4. Alignment at implementation

    At this stage, the project or project phase is treated as any other change.

    Verification

    Once the change has been implemented, verify that all requirements are fulfilled.

    Review

    Ensure all affected systems and applications are operating as predicted.

    Update change ticket and change log

    Update RFC status and CMDB as well (if necessary).

    Transition

    Once the change implementation is complete, it’s imperative that the team involved inform and train the operational and support groups.

    If you need to define transitioning changes to production, download Transition Projects to the Service Desk

    5. Alignment at post-implementation

    Tackle the most neglected portion of change management to avoid making the same mistake twice.

    1. Define RFC statuses that need a PIR
    2. Conduct PIRs for failed changes. Successful changes can simply be noted and transitioned to operations.

    3. Conduct a PIR for every failed change
    4. It’s best to perform a PIR once a change-related incident is resolved.

    5. Avoid making the same mistake twice
    6. Include a root-cause analysis, mitigation actions/timeline, and lessons learned in the documentation.

    7. Report to CAB
    8. Socialize the findings of the PIR at the subsequent CAB meeting.

    9. Circle back on previous PIRs
    10. If a similar change is conducted, append the related PIR to avoid the same mistakes.

    Info-Tech Insight

    Include your PIR documentation right in the RFC for easy reference.

    Download the RFC template for more details on post-implementation reviews

    2 Implement your alignments stepwise

    1. As a group, decide on which implementations you need to make to align change management and project management.
    2. For each improvement, list a timeline for implementation.
    3. Update section 3.5 in the Change Management Standard Operating Procedure (SOP). to outline the responsibilities of project management within IT Change Management.

    The image contains a screenshot of the Change Management SOP

    Download the Change Management Standard Operating Procedure (SOP).

    Input Output
    • This deck
    • SOP update
    Materials Participants
    • Whiteboard/flip charts (or shared screen if working remotely)
    • Service catalog (if applicable)
    • Sticky notes
    • Markers/pens
    • Change Management SOP
    • Change Manager
    • Project Managers
    • Members of the Change Advisory Board

    Related Info-Tech Research

    Optimize IT Change Management

    Right-size IT change management to protect the live environment.

    Optimize IT Project Intake, Approval, and Prioritization

    Decide which IT projects to approve and when to start them.

    Maintain an Organized Portfolio

    Align portfolio management practices with COBIT (APO05: Manage Portfolio).

    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

    Microsoft Dynamics 365: Understand the Transition to the Cloud

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    • Your on-premises Dynamics CRM or AX needs updating or replacing, and you’re not sure whether to upgrade or transition to the cloud with the new Microsoft Dynamics 365 platform. You’re also uncertain about what the cost might be or if there are savings to be had with a transition to the cloud for your enterprise resource planning system.
    • The new license model, Apps vs. Plans and Dual Use Rights in the cloud, includes confusing terminology and licensing rules that don’t seem to make sense. This makes it difficult to purchase proper licensing that aligns with your current on-premises setup and to maximize your choices in transition licenses.
    • There are different licensing programs for Dynamics 365 in the cloud. You need to decide on the most cost effective program for your company, for now and for the future.
    • Microsoft is constantly pressuring you to move to the cloud, but you don’t understand the why. You're uncertain if there's real value in such a strategic move right now, or if should you wait awhile.

    Our Advice

    Critical Insight

    • Focus on what’s best for you. Do a thorough current state assessment of your hardware and software needs and consider what will be required in the near future (one to four years).
    • Educate yourself. You should have a good understanding of your options from staying on-premises vs. an interim hybrid model vs. a lift and shift to the cloud.
    • Consider the overall picture. There might not be hard cost savings to be realized in the near term, given the potential increase in licensing costs over a CapEx to OpEx savings.

    Impact and Result

    • Understanding the best time to transition, from a licensing perspective, could save you significant dollars over the next one to four years.
    • Planning and effectively mapping your current licenses to the new cloud user model will maximize your current investment into the cloud and fully leverage all available Microsoft incentives in the process.
    • Gaining the knowledge required to make the most informed transition decision, based on best timing, most appropriate licensing program, and maximized cost savings in the near term.
    • Engaging effectively with Microsoft and a competent Dynamics partner for deployment or licensing needs.

    Microsoft Dynamics 365: Understand the Transition to the Cloud Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should learn about Microsoft Dynamics 365 user-based cloud licensing, 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. Timing

    Review to confirm if you are eligible for Microsoft cloud transition discounts and what is your best time to move to the cloud.

    • Microsoft Dynamics 365: Understand the Transition to the Cloud – Phase 1: Timing
    • Microsoft License Agreement Summary Tool
    • Existing CRM-AX License Summary Worksheet

    2. Licensing

    Begin with a review to understand user-based cloud licensing, then move to mapping your existing licenses to the cloud users and plans.

    • Microsoft Dynamics 365: Understand the Transition to the Cloud – Phase 2: Licensing
    • Microsoft Dynamics 365 On-Premises License Transition Mapping Tool
    • Microsoft Dynamics 365 User License Assignment Tool
    • Microsoft Licensing Programs Brief Overview

    3. Cost review

    Use your cloud mapping activity as well your eligible discounts to estimate your cloud transition licensing costs.

    • Microsoft Dynamics 365: Understand the Transition to the Cloud – Phase 3: Cost Review
    • Microsoft Dynamics 365 Cost Estimator

    4. Analyze and decide

    Start by summarizing your choice license program, decide on the ideal time, then move on to total cost review.

    • Microsoft Dynamics 365: Understand the Transition to the Cloud – Phase 4: Analyze and Decide
    [infographic]

    Workshop: Microsoft Dynamics 365: Understand the Transition to the Cloud

    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 What You Own and What You Can Transition to the Cloud

    The Purpose

    Understand what you own and what you can transition to the cloud.

    Learn which new cloud user licenses to transition.

    Key Benefits Achieved

    All your licenses in one summary.

    Eligible transition discounts.

    Mapping of on-premises to cloud users.

    Activities

    1.1 Validate your discount availability.

    1.2 Summarize agreements.

    1.3 Itemize your current license ownership.

    1.4 Review your timing options.

    1.5 Map your on-premises licenses to the cloud-based, user-based model.

    Outputs

    Current agreement summary

    On-premises to cloud user mapping summary

    Understanding of cloud app and plan features

    2 Transition License Cost Estimate and Additional Costs

    The Purpose

    Estimate cloud license costs and other associated expenses.

    Summarize and decide on the best timing, users, and program.

    Key Benefits Achieved

    Good cost estimate of equivalent cloud user-based licenses.

    Understanding of when and how to move your on-premises licensing to the new Dynamics 365 cloud model.

    Activities

    2.1 Estimate cloud user license costs.

    2.2 Calculate additional costs related to license transitions.

    2.3 Review all activities.

    2.4 Summarize and analyze your decision.

    Outputs

    Cloud user licensing cost modeling

    Summary of total costs

    Validation of costs and transition choices

    An informed decision on your Dyn365 timing, licensing, and costs

    Mature and Scale Product Ownership

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    • Product owners must bridge the gap between the customers, operations, and delivery to ensure products continuously deliver increasing value.
    • Product owners are often assigned to projects or product delivery without proper support, guidance, or alignment.
    • In many organizations, the product owner role is not well-defined, serves as a proxy for stakeholder ownership, and lacks reinforcement of the key skills needed to be successful.

    Our Advice

    Critical Insight

    A product owner is the CEO for their product. Successful product management starts with empowerment and accountability. Product owners own the vision, roadmap, and value realization for their product or family aligned to enterprise goals and priorities.

    • Product and service ownership share the same foundation - underlying capabilities and best practices to own and improve a product or service are identical for both roles. Use the terms that make the most sense for your culture.
    • Product owners represent three primary perspectives: Business (externally facing), Technical (systems and tools), or Operational (manual processes). Although all share the same capabilities, how they approach their responsibilities is influenced by their primary perspective.
    • Product owners are operating under an incomplete understanding of the capabilities needed to succeed. Most product/service owners lack a complete picture of the needed capabilities, skills, and activities to successfully perform their roles.

    Impact and Result

    • Create a culture of product management trust and empowerment with product owners aligned to your operational structure and product needs.
    • Promote and develop true Agile skills among your product owners and family managers.
    • Implement Info-Tech’s product owner capability model to define the role expectations and provide a development path for product owners.

    Mature and Scale Product Ownership Research & Tools

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

    1. Mature and Scale Product Ownership Storyboard – Establish a culture of success for product management and mature product owner capabilities.

    Strengthen the product owner role in your organization by focusing on core capabilities and proper alignment.

  • Establish a foundation for empowerment and success.
  • Assign and align product owners with products and stakeholders.
  • Mature product owner capabilities and skills.
    • Mature and Scale Product Ownership Storyboard

    2. Mature and Scale Product Ownership Readiness Assessment – Determine your readiness for a product-centric culture based on Info-Tech’s CLAIM+G model.

    Using Info-Tech’s CLAIM model, quickly determine your organization’s strengths and weaknesses preparing for a product culture. Use the heat map to identify key areas.

    • Mature and Scale Product Ownership Readiness Assessment

    3. Mature and Scale Product Ownership Playbook – Playbook for product owners and product managers.

    Use the blueprint exercises to build your personal product owner playbook. You can also use the workbook to capture exercise outcomes.

    • Mature and Scale Product Ownership Playbook

    4. Mature and Scale Product Ownership Workbook – Workbook for product owners and product managers.

    Use this workbook to capture exercise outcomes and transfer them to your Mature and Scale Product Ownership Playbook (optional).

    • Mature and Scale Product Ownership Workbook

    5. Mature and Scale Product Ownership Proficiency Assessment – Determine your current proficiency and improvement areas.

    Product owners need to improve their core capabilities and real Agile skills. The assessment radar will help identify current proficiency and growth opportunities.

    • Mature and Scale Product Ownership Proficiency Assessment
    [infographic]

    Workshop: Mature and Scale Product Ownership

    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 Establish the foundation for product ownership

    The Purpose

    Establish the foundation for product ownership.

    Key Benefits Achieved

    Product owner playbook with role clarity and RACI.

    Activities

    1.1 Define enablers and blockers of product management.

    1.2 Define your product management roles and names.

    1.3 Assess your product management readiness.

    1.4 Identify your primary product owner perspective.

    1.5 Define your product owner RACI.

    Outputs

    Enablers and blockers

    Role definitions.

    Product culture readiness

    Product owner perspective mapping

    Product owner RACI

    2 Align product owners to products

    The Purpose

    Align product owners to products.

    Key Benefits Achieved

    Assignment of resources to open products.

    A stakeholder management strategy.

    Activities

    2.1 Assign resources to your products and families.

    2.2 Visualize relationships to identify key influencers.

    2.3 Group stakeholders into categories.

    2.4 Prioritize your stakeholders.

    Outputs

    Product resource assignment

    Stakeholder management strategy

    Stakeholder management strategy

    Stakeholder management strategy

    3 Mature product owner capabilities

    The Purpose

    Mature product owner capabilities.

    Key Benefits Achieved

    Assess your Agile product owner readiness

    Assess and mature product owner capabilities

    Activities

    3.1 Assess your real Agile skill proficiency.

    3.2 Assess your vison capability proficiency.

    3.3 Assess your leadership capability proficiency.

    3.4 Assess your PLM capability proficiency.

    3.5 Assess your value realization capability proficiency.

    3.6 Identify your business value drivers and sources of value.

    Outputs

    Real Agile skill proficiency assessment

    Info-Tech’s product owner capability model proficiency assessment

    Info-Tech’s product owner capability model proficiency assessment

    Info-Tech’s product owner capability model proficiency assessment

    Info-Tech’s product owner capability model proficiency assessment

    Business value drivers and sources of value

    Further reading

    Mature and Scale Product Ownership

    Strengthen the product owner’s role in your organization by focusing on core capabilities and proper alignment.

    Executive Brief

    Analyst Perspective

    Empower product owners throughout your organization.

    Hans Eckman

    Whether you manage a product or service, the fundamentals of good product ownership are the same. Organizations need to focus on three key elements of product ownership in order to be successful.

    • Create an environment of empowerment and service leadership to reinforce product owners and product family managers as the true owners of the vision, improvement, and realized the value of their products.
    • Align product and product family owner roles based on operational alignment and the groups defined when scaling product management.
    • Develop your product owners to improve the quality of roadmaps, alignment to enterprise goals, and profit and loss (P&L) for each product or service.

    By focusing the attention of the teammates serving in product owner or service owner roles, your organization will deliver value sooner and respond to change more effectively.

    Hans Eckman

    Principal Research Director – Application Delivery and Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Product owners must bridge the gap between the customers, operations, and delivery to ensure products continuously deliver increasing value.

    Product owners are often assigned to projects or product delivery without proper support, guidance, or alignment.

    In many organizations the product owner role is not well-defined, serves as a proxy for stakeholder ownership, and lacks reinforcement of the key skills needed to be successful.

    Common Obstacles

    Organizations have poor alignment or missing product owners between lines of business, IT, and operations.

    Product owners are aligned to projects and demand management rather than long-term strategic product ownership.

    Product families are not properly defined, scaled, and supported within organizations.

    Individuals in product owner roles have an incomplete understanding of needed capabilities and lack a development path.

    Info-Tech's Approach

    Create a culture of product management trust and empowerment with product owners aligned to your operational structure and product needs.

    Promote and develop true Agile skills among your product owners and family managers.

    Implement Info-Tech’s product owner capability model to define the role expectations and provide a development path for product owners.

    Extend product management success using Deliver on Your Digital Product Vision and Deliver Digital Products at Scale.

    Info-Tech Insight

    There is no single correct approach to product ownership. Product ownership must be tuned and structured to meet the delivery needs of your organization and the teams it serves.

    Info-Tech’s Approach

    Product owners make the final decision

    • Establish a foundation for empowerment and success
    • Assign product owners and align with products and stakeholders
    • Mature product owner capabilities and skills
    Product Owner capabilities: Vision, Product Lifecycle Management, Leadership, Value Realization

    The Info-Tech difference

    1. Assign product owners where product decisions are needed, not to match org charts or delivery teams. The product owner has the final word on product decisions.
    2. Organize product owners into related teams to ensure product capabilities delivered are aligned to enterprise strategy and goals.
    3. Shared products and services must support the needs of many product owners with conflicting priorities. Shared service product owners must map and prioritize demand to align to enterprise priorities and goals.
    4. All product owners share the same capability model.

    Insight summary

    There is no single correct approach to product ownership

    Successful product management starts with empowerment and accountability. Product owners own the vision, roadmap, and value realization for their product or family aligned to enterprise goals and priorities.

    Phase 1 insight

    Product owners represent three primary perspectives: business (external-facing), technical (systems and tools), or operational (manual processes). Although all share the same capabilities, how they approach their responsibilities is influenced by their primary perspective.

    Phase 2 insight

    Start with your operational grouping of products and families, identifying where an owner is needed. Then, assign people to the products and families. The owner does not define the product or family.

    Phase 3 insight

    Product owners are operating under an incomplete understanding of the capabilities needed to succeed. Most product/service owners lack a complete picture of the needed capabilities, skills, and activities to successfully perform their roles.

    Product and service ownership share the same foundation

    The underlying capabilities and best practices to own and improve a product or service are identical for both roles. Use the terms that make the most sense for your culture.

    Map product owner roles to your existing job titles

    Identify where product management is needed and align expectations with existing roles. Successful product management does not require a dedicated job family.

    Projects can be a mechanism for funding product changes and improvements

    Projects can be a mechanism for funding product changes and improvements. Shows difference of value for project life-cycles, hybrid life-cycles, and product life-cycles.

    Projects within products

    Regardless of whether you recognize yourself as a product-based or project-based shop, the same basic principles should apply.

    You go through a period or periods of project-like development to build a version of an application or product.

    You also have parallel services along with your project development, which encompass the more product-based view. These may range from basic support and maintenance to full-fledged strategy teams or services like sales and marketing.

    Product and services owners share the same foundation and capabilities

    For the purpose of this blueprint, product/service and product owner/service owner are used interchangeably. The term “product” is used for consistency but would apply to services, as well.

    Product = Service

    Common foundations: Focus on continuous improvement, ROI, and value realization. Clear vision, goals, roadmap, and backlog.

    “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 product owner perspectives

    The 3 product owner perspectives. 1. Business: Customer-facing, value-generating. 2. Technical: IT systems and tools. 3. Operations: Keep-the-lights-on processes.

    Product owners represent one of three primary perspectives. Although all share the same capabilities, how they approach their responsibilities is influenced by their primary perspective.

    Info-Tech Insight

    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?).

    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 a management relationship.

    Product portfolio

    Groups of product families within an overall value stream or capability grouping.

    Project 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

    Define the current roles that will perform the product management function or define consistent role names to product owners and managers.

    Align enterprise value through product families

    Product families are operational groups based on capabilities or business functions. Product family managers translate goals, priorities, and constraints so they are actionable at the next level. Product owners prioritize changes to enhance the capabilities that allow you to realize your product family. Enabling capabilities realize value and help reach your goals.

    Understand special circumstances

    In Deliver Digital Products at Scale, products were grouped into families using Info-Tech’s five scaling patterns. Assigning owners to Enterprise Applications and Shared Services requires special consideration.

    Value stream alignment

    • Business architecture
      • Value stream
      • Capability
      • Function
    • Market/customer segment
    • Line of business (LoB)
    • Example: Customer group > value stream > products

    Enterprise applications

    • Enabling capabilities
    • Enterprise platforms
    • Supporting apps
    • Example: HR > Workday/Peoplesoft > Modules Supporting: Job board, healthcare administrator

    Shared Services

    • Organization of related services into service family
    • Direct hierarchy does not necessarily exist within the family
    • Examples: End-user support and ticketing, workflow and collaboration tools

    Technical

    • Domain grouping of IT infrastructure, platforms, apps, skills, or languages
    • Often used in combination with Shared Services grouping or LoB-specific apps
    • Examples: Java, .NET, low-code, database, network

    Organizational alignment

    • Used at higher levels of the organization where products are aligned under divisions
    • Separation of product managers from organizational structure is no longer needed because the management team owns the product management role

    Map sources of demand and influencers

    Use the stakeholder analysis to define the key stakeholders and sources of demand for enterprise applications and shared services. Extend your mapping to include their stakeholders and influencers to uncover additional sources of demand and prioritization.

    Map of key stakeholders for enterprise applications and shared services.

    Info-Tech Insight

    Your product owner map defines the influence landscape your product operates. It is every bit as important as the teams who enhance, support and operate your product directly.

    Combine your product owner map with your stakeholder map to create a comprehensive view of influencers.

    The primary value of the product owner is to fill the backlog with the highest ROI opportunities aligned with enterprise goals.

    Info-Tech Insight

    The product owner owns the direction of the product.

    • Roadmap - Where are we going?
    • Backlog - What changes are needed to get there?
    • Product review - Did we get close enough?

    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.

    Product strategy includes: Vision, Goals, Roadmap, backlog and Release plan.

    Product family owners are more strategic

    When assigning resources, recognize that product family owners will need to be more strategic with their planning and alignment of child families and products.

    Product family owners are more strategic. They require a roadmap that is strategic, goal-based, high-level, and flexible.

    Info-Tech Insight

    Roadmaps for your product family are, by design, less detailed. This does not mean they aren’t actionable! Your product family roadmap should be able to communicate clear intentions around the future delivery of value in both the near and long term.

    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.

    Product family roadmap versus Product Roadmaps.

    Develop a product owner stakeholder strategy

    Stakeholder management, Product lifecycle, Project delivery, Operational support.

    Stakeholders are a critical cornerstone to product ownership. They provide the context, alignment, and constraints that influence or control what a product owner can accomplish.

    Product owners operate within a network of stakeholders who represent different perspectives within the organization.

    First, product owners must identify members of their stakeholder network. Next, they should devise a strategy for managing stakeholders.

    Without a stakeholder strategy, product owners will encounter obstacles, resistance, or unexpected changes.

    Create a stakeholder network map to product roadmaps and prioritization

    Follow the trail of breadcrumbs from your direct stakeholders to their influencers, to uncover hidden stakeholders.

    Stakeholder network map defines the influence landscape your product operates. Connectors determine who may be influencing your direct stakeholders.

    Info-Tech Insight

    Your stakeholder map defines the influence landscape your product operates. It is every bit as important as the teams who enhance, support and operate your product directly.

    Use “connectors” to determine who may be influencing your direct stakeholders. They may not have any formal authority within the organization, but they may have informal yet substantive relationships with your stakeholders.

    Being successful at Agile is more than about just doing Agile

    The following represents the hard skills needed to “Do Agile”:

    Being successful at Agile needs 4 hard skills: 1. Engineering skills, 2. Technician Skills, 3. Framework/Process skills, 4. Tools skills.
    • Engineering skills. These are the skills and competencies required for building brand-new valuable software.
    • Technician skills. These are the skills and competencies required for maintaining and operating the software delivered to stakeholders.
    • Framework/Process skills. These are the specific knowledge skills required to support engineering or technician skills.
    • Tools skills. This represents the software that helps you deliver other software.

    While these are important, they are not the whole story. To effectively deliver software, we believe in the importance of being Agile over simply doing Agile.

    Adapted from: “Doing Agile” Is Only Part of the Software Delivery Pie

    Why focus on core skills?

    They are the foundation to achieve business outcomes

    Skills, actions, output and outcomes

    The right skills development is only possible with proper assessment and alignment against outcomes.

    Focus on these real Agile skills

    Agile skills

    • Accountability
    • Collaboration
    • Comfort with ambiguity
    • Communication
    • Empathy
    • Facilitation
    • Functional decomposition
    • Initiative
    • Process discipline
    • Resilience

    Product capabilities deliver value

    As a product owner, you are responsible for managing these facets through your capabilities and activities.

    The core product and value stream consists of: Funding - Product management and governance, Business functionality - Stakeholder and relationship management, and Technology - Product delivery.

    Info-Tech Best Practice

    It is easy to lose sight of what matters when we look at a product from a single point of view. Despite what "The Agile Manifesto" says, working software is not valuable without the knowledge and support that people need in order to adopt, use, and maintain it. If you build it, they will not come. Product owners must consider the needs of all stakeholders when designing and building products.

    Recognize product owner knowledge gaps

    Pulse survey of product owners

    Pulse survey of product owners. Graph shows large percentage of respondents have alignment to common agile definition of product owners. Yet a significant perception gap in P&L, delivery, and analytics.

    Info-Tech Insight

    1. Less than 15% of respondents identified analytics or financial management as a key component of product ownership.
    2. Assess your product owner’s capabilities and understanding to develop a maturity plan.

    Source: Pulse Survey (N=18)

    Implement the Info-Tech product owner capability model

    Unfortunately, most product owners operate with 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.

    Product Owner capabilities: Vision, Product Lifecycle Management, Leadership, Value Realization

    Vision

    • Market Analysis
    • Business Alignment
    • Product Roadmap

    Leadership

    • Soft Skills
    • Collaboration
    • Decision Making

    Product Lifecycle Management

    • Plan
    • Build
    • Run

    Value Realization

    • KPIs
    • Financial Management
    • Business Model

    Product owner capabilities provide support

    Vision predicts impact of Value realization. Value realization provides input to vision

    Your vision informs and aligns what goals and capabilities are needed to fulfill your product or product family vision and align with enterprise goals and priorities. Each item on your roadmap should have corresponding KPIs or OKRs to know how far you moved the value needle. Value realization measures how well you met your target, as well as the impacts on your business value canvas and cost model.

    Product lifecycle management builds trust with Leadership. Leadership improves quality of Product lifecycle management.

    Your leadership skills improve collaborations and decisions when working with your stakeholders and product delivery teams. This builds trust and improves continued improvements to the entire product lifecycle. A product owner’s focus should always be on finding ways to improve value delivery.

    Product owner capabilities provide support

    Leadership enhances Vision. Vision Guides Product Lifecycle Management. Product Lifecycle Management delivers Value Realization. Leadership enhances Value Realization

    Develop product owner capabilities

    Each capability: Vision, Product lifecycle management, Value realization and Leadership has 3 components needed for successful product ownership.

    Avoid common capability gaps

    Vision

    • Focusing solely on backlog grooming (tactical only)
    • Ignoring or failing to align product roadmap to enterprise goals
    • Operational support and execution
    • Basing decisions on opinion rather than market data
    • Ignoring or missing internal and external threats to your product

    Leadership

    • Failing to include feedback from all teams who interact with your product
    • Using a command-and-control approach
    • Viewing product owner as only a delivery role
    • Acting as a proxy for stakeholder decisions
    • Avoiding tough strategic decisions in favor of easier tactical choices

    Product lifecycle management

    • Focusing on delivery and not the full product lifecycle
    • Ignoring support, operations, and technical debt
    • Failing to build knowledge management into the lifecycle
    • Underestimating delivery capacity, capabilities, or commitment
    • Assuming delivery stops at implementation

    Value realization

    • Focusing exclusively on “on time/on budget” metrics
    • Failing to measure a 360-degree end-user view of the product
    • Skipping business plans and financial models
    • Limiting financial management to project/change budgets
    • Ignoring market analysis for growth, penetration, and threats

    Your product vision is your North Star

    It's ok to dream a little!

    Who is the target customer, what is the key benefit, what do they need, what is the differentiator

    Adapted from: Crossing the Chasm

    Info-Tech Best Practice

    A product vision shouldn’t be so far out that it doesn’t feel real or so short-term that it gets bogged down in minutiae and implementation details. Finding the right balance will take some trial and error and will be different for each organization.

    Leverage the product canvas to state and inform your product vision

    Leverage the product Canvas to state and inform your product vision. Includes: Product name, Tracking info, Vision, List of business objectives or goals, Metrics used to measure value realization, List of groups who consume the product/service, and List of key resources or stakeholders.

    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.

    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.

    Use a balanced value to establish a common definition of goals and value

    Value drivers are strategic priorities aligned to our enterprise strategy and translated through our product families. Each product and change has an impact on the value driver helping us reach our enterprise goals.

    Importance of the value driver multiplied by the Impact of value score is equal to the Value score.

    Info-Tech Insight

    Your value drivers and impact helps estimate the expected value of roadmap items, prioritize roadmap and backlog items, and identify KPIs and OKRs to measure value realization and actual impact.

    Use CLAIM to guide your journey

    Culture, Learning, Automation, Integrated teams, Metrics and governance.

    Value is best created by self-managing teams who deliver in frequent, short increments supported by leaders who coach them through challenges.

    Product-centric delivery and Agile are a radical change in how people work and think. Structured, facilitated learning is required throughout the transformation to help leaders and practitioners make the shift.

    Product management, Agile, and DevOps have inspired SDLC tools that have become a key part of delivery practices and work management.

    Self-organizing teams that cross business, delivery, and operations are essential to gain the full benefits of product-centric delivery.

    Successful implementations require the disciplined use of metrics that support developing better teams

    Communicate reasons for changes and how they will be implemented

    Five elements of communicating change: What is the change? Why are we doing it? How are we going to go about it? How long will it take us to do it? What will the role be for each department individual?

    Leaders of successful change spend considerable time developing a powerful change message; that is, a compelling narrative that articulates the desired end state, and that makes the change concrete and meaningful to staff.

    The organizational change message should:

    • Explain why the change is needed.
    • Summarize what will stay the same.
    • Highlight what will be left behind.
    • Emphasize what is being changed.
    • Explain how the change will be implemented.
    • Address how change will affect various roles in the organization.
    • Discuss the staff’s role in making the change successful.

    Info-Tech’s methodology for mature and scale product ownership

    Phase steps

    1. Establish the foundation for product ownership

    Step 1.1 Establish an environment for product owner success

    Step 1.2 Establish your product ownership model

    2. Align product owners to products

    Step 2.1 Assign product owners to products

    Step 2.2 Manage stakeholder influence

    3. Mature product owner capabilities

    Step 3.1 Assess your Agile product owner readiness

    Step 3.2 Mature product owner capabilities

    Phase outcomes

    1.1.1 Define enablers and blockers of product management

    1.1.2 Define your product management roles and names

    1.2.1 Identify your primary product owner perspective

    1.2.2 Define your product owner RACI

    2.1.1 Assign resources to your products and families

    2.2.1 Visualize relationships to identify key influencers

    2.2.2 Group stakeholders into categories

    2.2.3 Prioritize your stakeholders

    3.1.1 Assess your real Agile skill proficiency

    3.2 Mature product owner capabilities

    3.2.1 Assess your vision capability proficiency

    3.2.2 Assess your leadership capability proficiency

    3.2.3 Assess your PLM capability proficiency

    3.2.4 Identify your business value drivers and sources of value

    3.2.5 Assess your value realization capability proficiency

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals.

    Key deliverable

    Mature and Scale Product Ownership Playbook

    Capture and organize the outcomes of the activities in the workbook.

    Mature and Scale Product Ownership Workbook

    The workbook helps organize and communicate the outcomes of each activity.

    Mature and Scale Product Ownership Readiness Assessment

    Determine your level of mastery of real Agile skills and product owner capabilities.


    Blueprint benefits

    IT benefits

    • Competent product owner who can support teams operating in any delivery methodology.
    • Representative viewpoint and input from the technical and operational product owner perspectives.
    • Products aligned to business needs and committed work are achievable.
    • Single point of contact with a business representative.
    • Acceptance of product owner role outside the Scrum teams.

    Business benefits

    • Better alignment to enterprise goals, vision, and outcomes.
    • Improved coordination with stakeholders.
    • Quantifiable value realization tied to vision.
    • Product decisions made at the right time and with the right input.
    • Product owner who has the appropriate business, operations, and technical knowledge.

    Measure the value of this blueprint

    Align product owner metrics to product delivery and value realization.

    Member outcome

    Suggested Metric

    Estimated impact

    Increase business application satisfaction Satisfaction of business applications (CIO BV Diagnostic) 20% increase within one year after implementation
    Increase effectiveness of application portfolio management Effectiveness of application portfolio management (M&G Diagnostic) 20% increase within one year after implementation
    Increase importance and effectiveness of application portfolio Importance and effectiveness to business (APA Diagnostic) 20% increase within one year after implementation
    Increase satisfaction of support of business operations Support to business (CIO BV Diagnostic) 20% increase within one year after implementation
    Successfully deliver committed work (productivity) Number of successful deliveries; burndown Reduction in project implementation overrun by 20%

    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?

    Phase 1 Establish the Foundation for Product Ownership

    Phase 2 Align Product Owners to Products

    Phase 3 Mature Product Owner Capabilities

    • Call #1:
      Scope objectives and your specific challenges
    • Call #2:
      Step 1.1 Establish an environment for product owner success
      Step 1.2 Establish your product ownership model
    • Call #3:
      Step 2.1 Assign product owners to products
    • Call #4:
      Step 2.2 Manage stakeholder influence
    • Call #5:
      Step 3.1 Assess your Agile product owner readiness
    • Call #6:
      Step 3.2 Mature product owner capabilities

    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 and 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

    Phase 1

    Phase 2

    Phase 3

    Activities

    Establish the Foundation for Product Ownership

    Step 1.1 Establish an environment for product owner success

    1.1.1 Define enablers and blockers of product management

    1.1.2 Define your product management roles and names

    1.1.3 Assess your product management readiness

    Step 1.2 Establish your product ownership model

    1.2.1 Identify your primary product owner perspective

    1.2.2 Define your product owner RACI

    Align Product Owners to Products

    Step 2.1 Assign product owners to products

    2.1.1 Assign resources to your products and families

    Step 2.2 Manage stakeholder influence

    2.2.1 Visualize relationships to identify key influencers

    2.2.2 Group stakeholders into categories

    2.2.3 Prioritize your stakeholders

    Mature Product Owner Capabilities

    Step 3.1 Assess your Agile product owner readiness

    3.1.1 Assess your real Agile skill proficiency

    Step 3.2 Mature product owner capabilities=

    3.2.1 Assess your Vision capability proficiency

    3.2.2 Assess your Leadership capability proficiency

    3.2.3 Assess your PLM capability proficiency

    3.2.4 Identify your business value drivers and sources of value

    3.2.5 Assess your Value Realization capability proficiency

    Deliverables

    1. Enablers and blockers
    2. Role definitions
    3. Product culture readiness
    4. Product owner perspective mapping
    5. Product owner RACI
    1. Product resource assignment
    2. Stakeholder management strategy
    1. Real Agile skill proficiency assessment
    2. Info-Tech’s product owner capability model proficiency assessment
    3. Business value drivers and sources of value

    Related Info-Tech Research

    Product delivery

    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.

    Build Your Agile Acceleration Roadmap

    Quickly assess the state of your Agile readiness and plan your path forward to higher value realization.

    Develop Your Agile Approach for a Successful Transformation

    Understand Agile fundamentals, principles, and practices so you can apply them effectively in your organization.

    Implement DevOps Practices That Work

    Streamline business value delivery through the strategic adoption of DevOps practices.

    Extend Agile Practices Beyond IT

    Further the benefits of Agile by extending a scaled Agile framework to the business.

    Build Your BizDevOps Playbook

    Embrace a team sport culture built around continuous business-IT collaboration to deliver great products.

    Embed Security Into the DevOps Pipeline

    Shift security left to get into DevSecOps.

    Spread Best Practices With an Agile Center of Excellence

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

    Enable Organization-Wide Collaboration by Scaling Agile

    Execute a disciplined approach to rolling out Agile methods in the organization.

    Related Info-Tech Research

    Application portfolio management

    APM Research Center

    See an overview of the APM journey and how we can support the pieces in this journey.

    Application Portfolio Management Foundations

    Ensure your application portfolio delivers the best possible return on investment.

    Streamline Application Maintenance

    Effective maintenance ensures the long-term value of your applications.

    Streamline Application Management

    Move beyond maintenance to ensuring exceptional value from your apps.

    Build an Application Department Strategy

    Delivering value starts with embracing what your department can do.

    Embrace Business-Managed Applications

    Empower the business to implement its own applications with a trusted business-IT relationship.

    Optimize Applications Release Management

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

    Related Info-Tech Research

    Value, delivery metrics, estimation

    Build a Value Measurement Framework

    Focus product delivery on business value-driven outcomes.

    Select and Use SDLC Metrics Effectively

    Be careful what you ask for, because you will probably get it.

    Application Portfolio Assessment: End User Feedback

    Develop data-driven insights to help you decide which applications to retire, upgrade, re-train on, or maintain to meet the demands of the business.

    Create a Holistic IT Dashboard

    Mature your IT department by measuring what matters.

    Refine Your Estimation Practices With Top-Down Allocations

    Don’t let bad estimates ruin good work.

    Estimate Software Delivery With Confidence

    Commit to achievable software releases by grounding realistic expectations.

    Reduce Time to Consensus With an Accelerated Business Case

    Expand on the financial model to give your initiative momentum.

    Optimize Project Intake, Approval, and Prioritization

    Deliver more projects by giving yourself the voice to say “no” or “not yet” to new projects.

    Enhance PPM Dashboards and Reports

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

    Related Info-Tech Research

    Organizational design and performance

    Redesign Your IT Organizational Structure

    Focus product delivery on business value-driven outcomes.

    Build a Strategic Workforce Plan

    Have the right people in the right place, at the right time.

    Implement a New Organizational Structure

    Reorganizations are inherently disruptive. Implement your new structure with minimal pain for staff while maintaining IT performance throughout the change.

    Build an IT Employee Engagement Program

    Don’t just measure engagement, act on it.

    Set Meaningful Employee Performance Measures

    Set holistic measures to inspire employee performance.

    Phase 1

    Establish the Foundation for Product Ownership

    Phase 1: Establish an environment for product owner success, Establish your product ownership model

    Mature and Scale Product Ownership

    This phase will walk you through the following activities:

    1.1.1 Define enablers and blockers of product management

    1.1.2 Define your product management roles and names

    1.1.3 Assess your product management readiness

    1.2.1 Identify your primary product owner perspective

    1.2.2 Define your product owner RACI

    This phase involves the following participants:

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Delivery managers
    • Business analysts

    Step 1.1

    Establish an environment for product owner success

    Activities

    1.1.1 Define enablers and blockers of product management

    1.1.2 Define your product management roles and names

    1.1.3 Assess your product management readiness

    Establish the foundation for product ownership

    This step involves the following participants:

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Delivery managers
    • Business analysts

    Outcomes of this step

    • Enablers and blockers
    • Role definitions

    Empower product owners as the true owners of their product

    Product ownership requires decision-making authority and accountability for the value realization from those decisions. POs are more than a proxy for stakeholders, aggregators for changes, and the communication of someone else’s priorities.

    “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

    Implement Info-Tech’s Product Owner Capability Model to help empower and hold product owners accountable for the maturity and success of their product. The product owner must understand how their product fits into the organization’s mission and strategy in order to align to enterprise value.

    Product and service owners share the same foundation and capabilities

    For the purpose of this blueprint, product/service and product owner/service owner are used interchangeably. The term “product” is used for consistency but applies to services, as well.

    Product = Service

    Common foundations: Focus on continuous improvement, ROI, and value realization. Clear vision, goals, roadmap, and backlog.

    “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)

    Define product ownership to match your culture and customers

    Characteristics of a discrete product:

    • Has end users or consumers
    • Delivers quantifiable value
    • Evolves or changes over time
    • Has predictable delivery
    • Has definable boundaries
    • Has a cost to produce and operate
    • Has a discrete backlog and roadmap of improvements

    What does not need a product owner?

    • Individual features
    • Transactions
    • Unstructured data
    • One-time solutions
    • Non-repeatable processes
    • Solutions that have no users or consumers
    • People or teams

    Info-Tech Insight

    • Products are long-term endeavors that don’t end after the project finishes.
    • Products mature and improve their ability to deliver value.
    • Products have a discrete backlog of changes to improve the product itself, separate from operational requests fulfilled by the product or service.

    Need help defining your products or services? Download our blueprint Deliver Digital Products at Scale.

    Connect roadmaps to value realization with KPIs

    Every roadmap item should have an expected realized value once it is implemented. The associate KPIs or OKRs determine if our goal was met. Any gap in value feedback back into the roadmap and backlog refinement.</p data-verified=

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    Info-Tech Insight

    Every roadmap item should have an expected realized value once it is implemented. The associate KPIs or OKRs determine if our goal was met. Any gap in value feedback back into the roadmap and backlog refinement.

    Identify the differences between a project-centric and a product-centric organization

    Differences between Project centric and Product centric organizations in regards to: Funding, Prioritization, Accountability, Product management, Work allocation, and Capacity management.

    Info-Tech Insight

    Product delivery requires significant shifts in the way you complete development work and deliver value to your users. Make the changes that support improving end-user value and enterprise alignment.

    Projects can be a mechanism for funding product changes and improvements

    Projects lifecycle, hybrid lifecycle and product lifecycle. Period or periods of project development have parallel services that encompass a more product-based view.

    Projects withing products

    Regardless of whether you recognize yourself as a product-based or project-based shop, the same basic principles should apply.

    You go through a period or periods of project-like development to build a version of an application or product.

    You also have parallel services along with your project development, which encompasses a more product-based view. These may range from basic support and maintenance to full-fledged strategy teams or services like sales and marketing.

    Recognize common barriers to product management

    The transition to product ownership is a series of behavioral and cultural changes supported by processes and governance. It takes time and consistency to be successful.

    • Command and control structures
    • Lack of ownership and accountability
    • High instability in the market, demand, or organization
    • Lack of dedicated teams align to delivery, service, or product areas
    • Culture of one-off projects
    • Lack of identified and engaged stakeholders
    • Lack of customer exposure and knowledge

    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...

    We value being agile: Individuals and interactions, Working Software, Customer collaboration, Responding to change. Versus being prescriptive: Processes and tools, Comprehensive documentation, Contract negotiation, following a plan.

    Exercise 1.1.1 Define enablers and blockers of product management

    1 hour
    1. Identify and mitigate blockers of product management in your organization.
    2. What enablers will support strong product owners?
    3. What blockers will make the transition to product management harder?
    4. For each blocker, also define at least one mitigating step.
    Define enablers e.g. team culture. Define blockers and at least one mitigating step

    Output

    • Enablers and blockers

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Align enterprise value through product families

    Product families are operational groups based on capabilities or business functions. Product family managers translate goals, priorities, and constraints so they are actionable at the next level. Product owners prioritize changes to enhance the capabilities that allow you to realize your product family. Enabling capabilities realize value and help reach your goals.

    Effective product delivery requires thinking about more than just a single product

    Good application and product management begins with strengthening good practices for a single or small set of applications, products, and services.

    Product portfolio

    Groups of product families within an overall value stream or capability grouping.

    Project 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

    Define the current roles that will perform the product management function or define consistent role names to product owners and managers.

    Exercise 1.1.2 Define your product management roles and names

    1-2 hour
    1. Identify the roles in which product management activities will be owned.
    2. Define a common set of role names and describe the role.
    3. Map the level of accountability for each role: Product or Product Family
    4. Product owner perspectives will be defined in the next step.

    Define roles, description and level of product accountability.

    Output

    • Role definitions

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Use CLAIM to guide your journey

    Culture, Learning, Automation, Integrated teams, Metrics and governance.

    Value is best created by self-managing teams who deliver in frequent, short increments supported by leaders who coach them through challenges.

    Product-centric delivery and Agile are a radical change in how people work and think. Structured, facilitated learning is required throughout the transformation to help leaders and practitioners make the shift.

    Product management, Agile, and DevOps have inspired SDLC tools that have become a key part of delivery practices and work management.

    Self-organizing teams that cross business, delivery, and operations are essential to gain the full benefits of product-centric delivery.

    Successful implementations require the disciplined use of metrics that support developing better teams

    Exercise 1.1.3 Assess your product management readiness

    1 hour
    1. Open and complete the Mature and Scale Product Ownership Readiness Assessment in your Playbook or the provided Excel tool.
    2. Discuss high and low scores for each area to reach a consensus.
    3. Record your results in your Playbook.

    Assess your culture, learning, automation, Integrated teams, metrics and governance.

    Output

    • Assessment of product management readiness based on Info-Tech’s CLAIM+G model.

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Readiness Assessment.

    Communicate reasons for changes and how they will be implemented

    Five elements of communicating change: What is the change? Why are we doing it? How are we going to go about it? How long will it take us to do it? What will the role be for each department individual?

    Leaders of successful change spend considerable time developing a powerful change message; that is, a compelling narrative that articulates the desired end state, and that makes the change concrete and meaningful to staff.

    The organizational change message should:

    Step 1.2

    Establish your product ownership model

    Activities

    1.2.1 Identify your primary product owner perspective

    1.2.2 Define your product owner RACI

    Establish the foundation for product ownership

    This step involves the following participants:

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Delivery managers
    • Business analysts

    Outcomes of this step

    • Product owner perspective mapping
    • Product owner RACI

    Recognize the product owner perspectives

    The 3 product owner perspectives. 1. Business: Customer-facing, value-generating. 2. Technical: IT systems and tools. 3. Operations: Keep-the-lights-on processes.

    Product owners represent one of three primary perspectives. Although all share the same capabilities, how they approach their responsibilities is influenced by their primary perspective.

    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?).

    Identify and align to product owner perspectives to ensure product success

    Product owner perspectives

    The 3 product owner perspectives. 1. Business: Customer-facing, value-generating. 2. Technical: IT systems and tools. 3. Operations: Keep-the-lights-on processes.
    1. Each product owner perspective provides important feedback, demand, and support for the product.
    2. Where a perspective is represented by a distinct role, the perspective is managed with that product owner.
    3. If separate roles don’t exist, the product owner must evaluate their work using two or three perspectives.
    4. The ultimate success of a product, and therefore product owner, is meeting the end-user value of the business product owner, tool support of the technical product owner, and manual processing support of the operations product owner.

    Line of business (LOB) product owners

    LOB product owners focus on the products and services consumed by the organization’s external consumers and users. The role centers on the market needs, competitive landscape, and operational support to deliver products and services.

    Business perspective

    • Alignment to enterprise strategy and priorities
    • Growth: market penetration and/or revenue
    • Perception of product value
    • Quality, stability, and predictability
    • Improvement and innovation
    • P&L
    • Market threats and opportunities
    • Speed to market
    • Service alignment
    • Meet or exceed individual goals

    Relationship to Operations

    • Customer satisfaction
    • Speed of delivery and manual processing
    • Continuity

    Relationship to Technical

    • Enabler
    • Analysis and insight
    • Lower operating and support costs

    Technical product owners

    Technical product owners are responsible for the IT systems, tools, platforms, and services that support business operations. Often they are identified as application or platform managers.

    Technical perspective

    • Application, application suite, or group of applications
    • Core platforms and tools
    • Infrastructure and networking
    • Third-party technology services
    • Enable business operations
    • Direct-to-customer product or service
    • Highly interconnected
    • Need for continuous improvement
    • End-of-life management
    • Internal value proposition and users

    Relationship to Business

    • Direct consumers
    • End users
    • Source of funding

    Relationship to Operations

    • End users
    • Process enablement or automation
    • Support, continuity, and manual intervention

    Operations (service) product owners

    Operational product owners focus on the people, processes, and tools needed for manual processing and decisions when automation is not cost-effective. Operational product owners are typically called service owners due to the nature of their work.

    Operational perspective

    • Business enablement
    • Continuity
    • Problem, incident, issue resolution
    • Process efficiency
    • Throughput
    • Error/defect avoidance
    • Decision enablement
    • Waste reduction
    • Limit time in process
    • Disaster recovery

    Relationship to Business

    • Revenue enablement
    • Manual intervention and processing
    • End-user satisfaction

    Relationship to Technical

    • Process enabler
    • Performance enhancement
    • Threat of automation

    Exercise 1.2.1 Identify your primary product owner perspective

    1 hour
    1. Identify which product owner perspective represents your primary focus.
    2. Determine where the other perspectives need to be part of your product roadmap or if they are managed by other product owners.

    Identify product/service name, identify product owner perspective, determine if other perspectives need to be part of roadmap.

    Output

    • Identification of primary product owner perspective.

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Realign differences between project managers and product owners

    Differences between Project Manager and Product Owners in regards to: Funding, Prioritization, Accountability, Product management, Work allocation, and Capacity management.

    Manage and communicate key milestones

    Successful product owners understand and define the key milestones in their product delivery lifecycles. These need to be managed along with the product backlog and roadmap.

    Define key milestones and their product delivery life-cycles.

    Info-Tech Best Practice

    Product ownership isn’t just about managing the product backlog and development cycles. Teams need to manage key milestones such as learning milestones, test releases, product releases, phase gates, and other organizational checkpoints.

    Define who manages each 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.

    Example milestones and Project Manager, Product Owner and Team Facilitator.

    *Scrum Master, Delivery Manager, Team Lead

    Exercise 1.2.2 Define your product owner RACI

    60 minutes
    1. Review your product and project delivery methodologies to identify key milestones (including approvals, gates, reviews, compliance checks, etc.). List each milestone on a flip chart or whiteboard.
    2. For each milestone, define who is accountable for the completion.
    3. For each milestone, define who is responsible for executing the milestone activity. (Who does the work that allows the milestone to be completed?)
    4. Review any responsibility and accountability gaps and identify opportunities to better support and execute your operating model.
    5. If you previously completed Deliver Digital Products at Scale , review and update your RACI in the Mature and Scale Product Ownership Workbook .

    Define: Milestones, Project Manager, Product/service owner, Team Facilitator, and Other roles.

    Output

    • Product owner RACI

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Phase 2

    Align Product Owners to Products

    Phase 2: Assign product owners to products, Manage stakeholder influence

    Mature and Scale Product Ownership

    This phase will walk you through the following activities:

    2.1.1 Assign resources to your products and families

    2.2.1 Visualize relationships to identify key influencers

    2.2.2 Group stakeholders into categories

    2.2.3 Prioritize your stakeholders

    This phase involves the following participants:

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Delivery managers
    • Business analysts

    Step 2.1

    Assign product owners to products

    Activities

    2.1.1 Assign resources to your products and families

    Align product owners to products

    This step involves the following participants:

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Delivery managers
    • Business analysts

    Outcomes of this step

    • Product resource assignment

    Match your product management role definitions to your product family levels

    Using the role definitions, you created in Exercise 1.1.2, determine which roles correspond to which levels of your product families.

    Product portfolio

    Groups of product families within an overall value stream or capability grouping.

    Project 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

    Define the current roles that will perform the product management function or define consistent role names to product owners and managers.

    Assign resources throughout your product families

    Project families are owned by a product manager. Product owners own each product that has a distinct backlog.

    Info-Tech Insight

    • Start by assigning resources to each product or product family box.
    • A product owner can be responsible for more than one product.
    • Ownership of more than one product does not mean they share the same backlog.
    • For help organizing your product families, please download Deliver Digital Products at Scale.

    Understand special circumstances

    In Deliver Digital Products at Scale , products were grouped into families using Info-Tech’s five scaling patterns. Assigning owners to Enterprise Applications and Shared Services requires special consideration.

    Value stream alignment

    • Business architecture
      • Value stream
      • Capability
      • Function
    • Market/customer segment
    • Line of business (LoB)
    • Example: Customer group > value stream > products

    Enterprise applications

    • Enabling capabilities
    • Enterprise platforms
    • Supporting apps
    • Example: HR > Workday/Peoplesoft > Modules Supporting: Job board, healthcare administrator

    Shared Services

    • Organization of related services into service family
    • Direct hierarchy does not necessarily exist within the family
    • Examples: End-user support and ticketing, workflow and collaboration tools

    Technical

    • Domain grouping of IT infrastructure, platforms, apps, skills, or languages
    • Often used in combination with Shared Services grouping or LoB-specific apps
    • Examples: Java, .NET, low-code, database, network

    Organizational alignment

    • Used at higher levels of the organization where products are aligned under divisions
    • Separation of product managers from organizational structure is no longer needed because the management team owns the product management role

    Map the source of demand to each product

    With enterprise applications and shared services, your demand comes from other product and service owners rather than end customers in a value stream.

    Enterprise applications

    • Primary demand comes from the operational teams and service groups using the platform.
    • Each group typically has processes and tools aligned to a module or portion of the overall platform.
    • Product owners determine end-user needs to assist with process improvement and automation.
    • Product family managers help align roadmap goals and capabilities across the modules and tools to ensure consistency and the alignment of changes.

    Shared services

    • Primary demand for shared services comes from other product owners and service managers whose solution or application is dependent on the shared service platform.
    • Families are grouped by related themes (e.g. workflow tools) to increase reusability, standard enterprise solutions, reduced redundancy, and consistent processes across multiple teams.
    • Product owners manage the individual applications or services within a family.

    Pattern: Enterprise applications

    A division or group delivers enabling capabilities and the team’s operational alignment maps directly to the modules/components of an enterprise application and other applications that support the specific business function.

    Workforce Management, Strategic HR, Talent Management, Core HR

    Example:

    • Human resources is one corporate function. Within HR, however, there are subfunctions that operate independently.
    • Each operational team is supported by one or more applications or modules within a primary HR system.
    • Even though the teams work independently, the information they manage is shared with, or ties into processes used by other teams. Coordination of efforts helps provide a higher level of service and consistency.

    For additional information about HRMS, please download Get the Most Out of Your HRMS.

    Assigning owners to enterprise applications

    Align your enterprise application owners to your operating teams that use the enterprise applications. Effectively, your service managers will align with your platform module owners to provide integrated awareness and planning.

    Family manager (top-level), Family managers (second-level) and Product owners.

    Pattern: Shared services

    Grouping by service type, knowledge area, or technology allows for specialization while families align service delivery to shared business capabilities.

    Grouping by service type, knowledge area, or technology allows for specialization while families align service delivery to shared business capabilities.

    Example:

    • Recommended for governance, risk, and compliance; infrastructure; security; end-user support; and shared platforms (workflow, collaboration, imaging/record retention). Direct hierarchies do not necessarily exist within the shared service family.
    • Service groupings are common for service owners (also known as support managers, operations managers, etc.).
    • End-user ticketing comes through a common request system, is routed to the team responsible for triage, and then is routed to a team for resolution.
    • Collaboration tools and workflow tools are enablers of other applications, and product families might support multiple apps or platforms delivering that shared capability.

    Assigning owners to shared services

    Assign owners by service type, knowledge area, or technology to provide alignment of shared business capabilities and common solutions.

    Family manager (top-level), Family managers (second-level) and Product owners.

    Map sources of demand and influencers

    Use the stakeholder analysis to define the key stakeholders and sources of demand for enterprise applications and shared services. Extend your mapping to include their stakeholders and influencers to uncover additional sources of demand and prioritization.

    Map of key stakeholders for enterprise applications and shared services.

    Info-Tech Insight

    Your product owner map defines the influence landscape your product operates. It is every bit as important as the teams who enhance, support, and operate your product directly.

    Combine your product owner map with your stakeholder map to create a comprehensive view of influencers.

    Exercise 2.1.1 Assign resources to your products and families

    1-4 hours
    1. Use the product families you completed in Deliver Digital Products at Scale to determine which products and product families need a resource assigned. Where the same resource fills more than one role, they are the product owner or manager for each independently.
    2. Product families that are being managed as products (one backlog for multiple products) should have one owner until the family is split into separate products later.
    3. For each product and family, define the following:
      • Who is the owner (role or person)?
      • Is ownership clearly defined?
      • Are there other stakeholders who make decisions for the product?
    4. Record the results in the Mature and Scale Product Ownership Workbook on the Product Owner Mapping worksheet.

    Output

    • Product owner and manager resource alignment.

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Step 2.2

    Manage stakeholder influence

    Activities

    2.2.1 Visualize relationships to identify key influencers

    2.2.2 Group stakeholders into categories

    2.2.3 Prioritize your stakeholders

    Align product owners to products

    This step involves the following participants:

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Delivery managers
    • Business analysts

    Outcomes of this step

    • Stakeholder management strategy

    Develop a product owner stakeholder strategy

    Stakeholder management, Product lifecycle, Project delivery, Operational support.

    Stakeholders are a critical cornerstone to product ownership. They provide the context, alignment, and constraints that influence or control what a product owner can accomplish.

    Product owners operate within a network of stakeholders who represent different perspectives within the organization.

    First, product owners must identify members of their stakeholder network. Next, they should devise a strategy for managing stakeholders.

    Without a stakeholder strategy, product owners will encounter obstacles, resistance, or unexpected changes.

    Create a stakeholder network map to product roadmaps and prioritization

    Follow the trail of breadcrumbs from your direct stakeholders to their influencers to uncover hidden stakeholders.

    Create a stakeholder network map to product roadmaps and prioritization. Use connectors to determine who may be influencing your direct stakeholders.

    Info-Tech Insight

    Your stakeholder map defines the influence landscape your product operates. It is every bit as important as the teams who enhance, support, and operate your product directly.

    Use connectors to determine who may be influencing your direct stakeholders. They may not have any formal authority within the organization, but they may have informal yet substantive relationships with your stakeholders.

    Exercise 2.2.1 Visualize relationships to identify key influencers

    1 hour
    1. List direct stakeholders for your product.
    2. Determine the stakeholders of your stakeholders and consider adding each of them to the stakeholder list.
    3. Assess who has either formal or informal influence over your stakeholders; add these influencers to your stakeholder list.
    4. Construct a diagram linking stakeholders and their influencers together.
      • Use black arrows to indicate the direction of professional influence.
      • Use dashed green arrows to indicate informal bidirectional influence relationships.
    5. Record the results in the Mature and Scale Product Ownership Workbook .

    Output

    • Relationships among stakeholders and influencers

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Categorize your stakeholders with a prioritization map

    A stakeholder prioritization map helps product owners categorize their stakeholders by their level of influence and ownership in the product and/or teams.

    Influence versus Ownership/Interest

    There are four areas on the map, and the stakeholders within each area should be treated differently.

    • 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 impediments to the objectives.
    • 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 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 are generally apathetic and have little influence over or interest in the initiative.

    Exercise 2.2.2 Group stakeholders into categories

    1 hour
    1. Identify your stakeholders’ interest in and influence on your Agile implementation as high, medium, or low by rating the attributes below.
    2. Map your results to the model below to determine each stakeholder’s category.
    3. Record the results in the Mature and Scale Product Ownership Workbook .

    Influence versus Ownership/Interest with CMO, CIO and Product Manager in assigned areas.

    Output

    • Categorization of stakeholders and influencers

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Prioritize your stakeholders

    There may be too many stakeholders to be able to manage them all. Focus your attention on the stakeholders that matter most.

    Stakeholder category versus level of support.

    Consider the three dimensions of stakeholder prioritization: influence, interest, and support. Support can be determined by rating the following question: How likely is it that your stakeholder would recommend your product? These parameters are used to prioritize which stakeholders are most important and should receive your focused attention. The table to the right indicates how stakeholders are ranked.

    Exercise 2.2.3 Prioritize your stakeholders

    1 hour
    1. Identify the level of support of each stakeholder by answering the following question: How likely is it that your stakeholder would endorse your product?
    2. Prioritize your stakeholders using the prioritization scheme on the previous slide.
    3. Record the results in the Mature and Scale Product Ownership Workbook .

    Stakeholder, Category, level of support, prioritization.

    Output

    • Stakeholder and influencer prioritization

    Participants

    • Product owners
    • Product managers
    • Development team leads
    • Portfolio managers
    • Business analysts

    Capture in the Mature and Scale Product Ownership Playbook.

    Define strategies for engaging stakeholders by type

    Authority Vs. Ownership/Interest.

    Type

    Quadrant

    Actions

    Players

    High influence, high interest – actively engage Keep them updated on the progress of the project. Continuously involve players in the process and maintain their engagement and 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 including 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.

    Info-Tech Insight

    Each group of stakeholders draws attention and resources away from critical tasks. By properly identifying your stakeholder groups, the product owner 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 mediators and players are met.

    Phase 3

    Mature Product Owner Capabilities

    Phase 3: Assess your Agile product owner readiness, Mature product owner capabilities.

    Mature and Scale Product Ownership

    This phase will walk you through the following activities:

    3.1.1 Assess your real Agile skill proficiency

    3.2.1 Assess your vision capability proficiency

    3.2.2 Assess your leadership capability proficiency

    3.2.3 Assess your PLM capability proficiency

    3.2.4 Identify your business value drivers and sources of value

    3.2.5 Assess your value realization capability proficiency

    This phase involves the following participants:

    • Product owners
    • Product managers

    Step 3.1

    Assess your Agile product owner readiness

    Activities

    3.1.1 Assess your real Agile skill proficiency

    Mature product owner capabilities

    This step involves the following participants:

    • Product owners
    • Product managers

    Outcomes of this step

    • Real Agile skill proficiency assessment

    Why focus on core skills?

    They are the foundation to achieve business outcomes

    Skills, actions, output and outcomes

    The right skills development is only possible with proper assessment and alignment against outcomes.

    Being successful at Agile is more than about just doing Agile

    The following represents the hard skills needed to “Do Agile”:

    Being successful at Agile needs 4 hard skills: 1. Engineering skills, 2. Technician Skills, 3. Framework/Process skills, 4. Tools skills.

    • Engineering skills. These are the skills and competencies required for building brand-new valuable software.
    • Technician skills. These are the skills and competencies required for maintaining and operating the software delivered to stakeholders.
    • Framework/Process skills. These are the specific knowledge skills required to support engineering or technician skills.
    • Tools skills. This represents the software that helps you deliver other software.

    While these are important, they are not the whole story. To effectively deliver software, we believe in the importance of being Agile over simply doing Agile.

    Adapted from: “Doing Agile” Is Only Part of the Software Delivery Pie

    Focus on these real Agile skills

    Agile skills

    • Accountability
    • Collaboration
    • Comfort with ambiguity
    • Communication
    • Empathy
    • Facilitation
    • Functional decomposition
    • Initiative
    • Process discipline
    • Resilience

    Info-Tech research shows these are the real Agile skills to get started with

    Skill Name

    Description

    Accountability

    Refers to the state of being accountable. In an Agile context, it implies transparency, dedication, acting responsibly, and doing what is necessary to get the job done.

    Collaboration

    Values diverse perspectives and working with others to achieve the best output possible. Effective at working toward individual, team, department, and organizational goals.

    Comfort with ambiguity

    Allows you to confidently take the next steps when presented with a problem without having all the necessary information present.

    Communication

    Uses different techniques to share information, concerns, or emotions when a situation arises, and it allows you to vary your approach depending on the current phase of development.

    Empathy

    Is the ability to understand and share the feelings of another to better serve your team and your stakeholders.

    Facilitation

    Refers to guiding and directing people through a set of conversations and events to learn and achieve a shared understanding.

    Functional decomposition

    Is being able to break down requirements into constituent epics and stories.

    Initiative

    Is being able to anticipate challenges and then act on opportunities that lead to better business outcomes.

    Process discipline

    Refers to the focus of following the right steps for a given activity at the right time to achieve the right outcomes.

    Resilience

    Refers to the behaviors, thoughts, and actions that allow a person to recover from stress and adversity.

    Accountability

    An accountable person:

    • Takes ownership of their own decisions and actions and is responsible for the quality of results.
    • Recognizes personal accountabilities to others, including customers.
    • Works well autonomously.
    • Ensures that the mutual expectations between themselves and others are clearly defined.
    • Takes the appropriate actions to ensure that obligations are met in a timely manner.
    • As a leader, takes responsibility for those being led.

    Accountability drives high performance in teams and organizations

    • The performance level of teams depends heavily on accountability and who demonstrates it:
      • In weak teams, there is no accountability.
      • In mediocre teams, supervisors demonstrate accountability.
      • In high-performance teams, peers manage most performance problems through joint accountability. (Grenny, 2014)
    • According to Bain & Company, accountability is the third most important attribute of high-performing companies. Some of the other key attributes include honest, performance-focused, collaborative, and innovative. (Mankins, 2013)

    All components of the employee empowerment driver have a strong, positive correlation with engagement.

    Employee empowerment and Correlation with engagement.

    Source: McLean & Company Engagement Database, 2018; N=71,794

    Accountability

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Alerts others to possible problems in a timely manner.
    • Seeks appropriate support to solve problems.
    • Actively contributes to the creation and evaluation of possible solutions.
    • Acts on solutions selected and decisions made as directed.
    • Makes effective decisions about how to complete work tasks.
    • Demonstrates the capability of breaking down concrete issues into parts and synthesizing information succinctly.
    • Collects and analyzes information from a variety of sources.
    • Seeks information and input to fully understand the cause of problems.
    • Takes action to address obstacles and problems before they impact performance and results.
    • Initiates the evaluation of possible solutions to problems.
    • Makes effective decisions about work task prioritization.
    • Appropriately assesses risks before deciding.
    • Effectively navigates through ambiguity, using multiple data points to analyze issues and identify trends.
    • Does not jump to conclusions.
    • Draws logical conclusions and provides opinions and recommendations with confidence.
    • Takes ownership over decisions and their consequences.
    • Demonstrates broad knowledge of information sources that can be used to assess problems and make decisions.
    • Invests time in planning, discovery, and reflection to drive better decisions.
    • Effectively leverages hard data as inputs to making decisions.
    • Garners insight from abstract data and makes appropriate decisions.
    • Coaches others in effective decision-making practices.
    • Has the authority to solve problems and make decisions.
    • Thinks several steps ahead in deciding the best course of action, anticipating likely outcomes, risks, or implications.
    • Establishes metrics to aid in decision-making, for self and teams
    • Prioritizes objective and ambiguous information and analyzes this when making decisions.
    • Solicits a diverse range of opinions and perspectives as inputs to decision making.
    • Applies frameworks to decision making, particularly in situations that have little base in prior experience.
    • Makes effective decisions about organizational priorities.
    • Holds others accountable for their decisions and consequences.
    • Creates a culture of empowerment and trust to facilitate effective problem solving and decision making.
    • Makes sound decisions that have organization-wide consequences and that influence future direction.

    Collaboration as a skill

    The principles and values of Agile revolve around collaboration.

    • Works well with others on specialized and cross-functional teams.
    • Can self-organize while part of a team.
    • Respects the commitments that others make.
    • Identifies and articulates dependencies.
    • Values diverse perspectives and works with others to achieve the best output possible.
    • Effective at working toward individual, team, department, and organizational goals.
    The principles and values of Agile revolve around collaboration. Doing what was done before (being prescriptive), going though the motions (doing Agile), living the principles (being Agile)

    Collaboration

    The Agile Manifesto has three principles that focus on collaboration:

    1. The business and developers must work together daily throughout the project.
    2. Build projects around motivated individuals. Give them the environment and support they need and trust them to get the job done.
    3. The most efficient and effective method of conveying information to and within a development team is face-to-face conversation.

    Effective collaboration supports Agile behaviors, including embracing change and the ability to work iteratively.

    Collaboration

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Understands role on the team and the associated responsibilities and accountabilities.
    • Treats team members with respect.
    • Contributes to team decisions and to the achievement of team goals and objectives.
    • Demonstrates a positive attitude.
    • Works cross-functionally to achieve common goals and to support the achievement of other team/department goals.
    • Values working in a diverse team and understands the importance of differing perspectives to develop unique solutions or ideas.
    • Fosters team camaraderie, collaboration, and cohesion.
    • Understands the impact of one's actions on the ability of team members to do their jobs.
    • Respects the differences other team members bring to the table by openly seeking others' opinions.
    • Helps the team accomplish goals and objectives by breaking down shared goals into smaller tasks.
    • Approaches challenging team situations with optimism and an open mind, focusing on coming to a respectful conclusion.
    • Makes suggestions to improve team engagement and effectiveness.
    • Supports implementation of team decisions.
    • Professionally gives and seeks feedback to achieve common goals.
    • Values working in a diverse team and understands the importance of differing perspectives to develop unique solutions or ideas.
    • Motivates the team toward achieving goals and exceeding expectations.
    • Reaches out to other teams and departments to build collaborative, cross-functional relationships.
    • Creates a culture of collaboration that leverages team members' strengths, even when the team is remote or virtual.
    • Participates and encourages others to participate in initiatives that improve team engagement and effectiveness.
    • Builds consensus to make and implement team decisions, often navigating through challenging task or interpersonal obstacles.
    • Values leading a diverse team and understands the importance of differing perspectives to develop unique solutions or ideas.
    • Creates a culture of collaboration among teams, departments, external business partners, and all employee levels.
    • Breaks down silos to achieve inter-departmental collaboration.
    • Demonstrates ownership and accountability for team/department/ organizational outcomes.
    • Uses an inclusive and consultative approach in setting team goals and objectives and making team decisions.
    • Coaches others on how to identify and proactively mitigate potential points of team conflict.
    • Recognizes and rewards teamwork throughout the organization.
    • Provides the tools and resources necessary for teams to succeed.
    • Values diverse teams and understands the importance of differing perspectives to develop unique solutions or ideas.

    Comfort with ambiguity

    Ability to handle ambiguity is a key factor in Agile success.

    • Implies the ability to maintain a level of effectiveness when all information is not present.
    • Able to confidently act when presented with a problem without all information present.
    • Risk and uncertainty can comfortably be handled.
    • As a result, can easily adapt and embrace change.
    • People comfortable with ambiguity demonstrate effective problem-solving skills.

    Relative importance of traits found in Agile teams

    1. Handles ambiguity
    2. Agreeable
    3. Conscientious

    Comfort with ambiguity

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Requires most information to be present before carrying out required activities.
    • Can operate with some information missing.
    • Comfortable asking people within their known circles for help.
    • Significant time is taken to reveal small pieces of information.
    • More adept at operating with information missing.
    • Willing to reach out to people outside of their regular circles for assistance and clarification.
    • Able to apply primary and secondary research methods to fill in the missing pieces.
    • Can operate essentially with a statement and a blank page.
    • Able to build a plan, drive others and themselves to obtain the right information to solve the problem.
    • Able to optimize only pulling what is necessary to answer the desired question and achieve the desired outcome.

    Communication

    Even though many organizations recognize its importance, communication is one of the root causes of project failure.

    Project success vs Communication effectiveness. Effective communications is associated with a 17% increase in finishing projects within budget.

    56%

    56% of the resources spent on a project are at risk due to ineffective communications.

    PMI, 2013.

    29%

    In 29% of projects started in the past 12 months, poor communication was identified as being one of the primary causes of failure.

    PMI, 2013.

    Why are communication skills important to the Agile team?

    It’s not about the volume, it’s about the method.

    • Effectively and appropriately interacts with others to build relationships and share ideas and information.
    • Uses tact and diplomacy to navigate difficult situations.
    • Relays key messages by creating a compelling story, targeted toward specific audiences.

    Communication effectiveness, Activity and Effort required.

    Adapted From: Agile Modeling

    Communication

    Your Score:____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Actively listens, learns through observation, and uses clear and precise language.
    • Possesses an open and approachable demeanor, with a positive and constructive tone.
    • Demonstrates interest in the thoughts and feelings of others.
    • Considers potential responses of others before speaking or acting.
    • Checks own understanding of others’ communication by repeating or paraphrasing.
    • Demonstrates self-control in stressful situations.
    • Provides clear, concise information to others via verbal or written communication.
    • Seeks to understand others' points of view, looking at verbal and non-verbal cues to encourage open and honest discussions.
    • Invites and encourages others to participate in discussions.
    • Projects a sincere and genuine tone.
    • Remains calm when dealing with others who are upset or angry.
    • Provides and seeks support to improve communication.
    • Does not jump to conclusions or act on assumptions.
    • Tailors messages to meet the different needs of different audiences.
    • Accurately interprets responses of others to their words and actions.
    • Provides feedback effectively and with empathy.
    • Is a role model for others on how to effectively communicate.
    • Ensures effective communication takes place at the departmental level.
    • Engages stakeholders using appropriate communication methods to achieve desired outcomes.
    • Creates opportunities and forums for discussion and idea sharing.
    • Demonstrates understanding of the feelings, motivations, and perspectives of others, while adapting communications to anticipated reactions.
    • Shares insights about their own strengths, weaknesses, successes, ad failures to show empathy and help others relate.
    • Discusses contentious issues without getting defensive and maintains a professional tone.
    • Coaches others on how to communicate effectively and craft targeted messages.
    • Sets and exemplifies standards for respectful and effective communications in the organization.
    • Comfortably delivers strategic messages supporting their function and the organization at the enterprise level.
    • Communicates with senior-level executives on complex organizational issues.
    • Promotes inter-departmental communication and transparency.
    • Achieves buy-in and consensus from people who share widely different views.
    • Shares complex messages in clear, understandable language.
    • Accurately interprets how they are perceived by others.
    • Rallies employees to communicate ideas and build upon differing perspectives to drive innovation.

    Empathy

    Empathy is the ability to understand and share the feelings of another in order to better serve your team and your stakeholders. There are three kinds:

    Cognitive

    Thought, understanding, intellect

    • Knowing how someone else feels and what they might be thinking.
    • Contributes to more effective communication.

    Emotional

    Feelings, physical sensation

    • You physically feel the emotions of the other person.
    • Helps build emotional connections with others.

    Compassionate

    Intellect, emotion with action

    • Along with understanding, you take action to help.

    How is empathy an Agile skill?

    Empathy enables you to serve your team, your customers, and your organization

    Serving the team

    • Primary types: Emotional and compassionate empathy.
    • The team is accountable for delivery.
    • By being able to empathize with the person you are talking to, complex issues can be addressed.
    • A lack of empathy leads to a lack of collaboration and being able to go forward on a common path.

    Serving your customers and stakeholders

    • Primary type: Cognitive empathy.
    • Agile enables the delivery of the right value at the right time to your stakeholders
    • Translating your stakeholders' needs requires an understanding of who they are as people. This is done through observations, interviews and conversations.
    • Leveraging empathy maps and user-story writing is an effective tool.

    Empathy

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Knowing how someone else feels and what they might be thinking.
    • Ability to build emotional connections with others.
    • Able to harness emotional connections to achieve tangible and experiential outcomes.
    • Demonstrates an awareness of different feelings and ways of thinking by both internal and external stakeholders.
    • Limited ability to make social connections with others outside of the immediate team.
    • Able to connect with similarly minded people to improve customer/stakeholder satisfaction. (Insights into action)
    • Able to interact and understand others with vastly different views.
    • Lack of agreement does not stop individual. from asking questions, understanding, and pushing the conversation forward

    Facilitation

    It’s not just your manager’s problem.

    “Facilitation is the skill of moderating discussions within a group in order to enable all participants to effectively articulate their views on a topic under discussion, and to ensure that participants in the discussion are able to recognize and appreciate the differing points of view that are articulated.” (IIBA, 2015)

    • Drives action through influence, often without authority.
    • Leads and impacts others' thinking, decisions, or behavior through inclusive practices and relationship building.
    • Encourages others to self-organize and hold themselves accountable.
    • Identifies blockers and constructively removes barriers to progress.

    Facilitation

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Drives action through influence, often without authority.
    • Leads and impacts others' thinking, decisions, or behavior through inclusive practices and relationship building.
    • Encourages others to self-organize and hold themselves accountable.
    • Identifies blockers and constructively removes barriers to progress.
    • Maps and executes processes effectively.
    • Uses facts and concrete examples to demonstrate a point and gain support from others.
    • Openly listens to the perspectives of others.
    • Builds relationships through honest and consistent behavior.
    • Understands the impact of their own actions and how others will perceive it.
    • Identifies impediments to progress.
    • Anticipates the effect of one's approach on the emotions and sensitivities of others.
    • Practices active listening while demonstrating positivity and openness.
    • Customizes discussion and presentations to include "what’s in it for me" for the audience.
    • Presents compelling information to emphasize the value of an idea.
    • Involves others in refining ideas or making decisions in order to drive buy-in and action.
    • Knows how to appropriately use influence to achieve outcomes without formal authority.
    • Seeks ways and the help of others to address barriers or blockers to progress.
    • Leverages a planned approach to influencing others by identifying stakeholder interests, common goals, and potential barriers.
    • Builds upon successes to gain acceptance for new ideas.
    • Facilitates connections between members of their network for the benefit of the organization or others.
    • Demonstrates the ability to draw on trusting relationships to garner support for ideas and action.
    • Encourages a culture that allows space for influence to drive action.
    • Adept at appropriately leveraging influence to achieve business unit outcomes.
    • Actively manages the removal of barriers and blockers for teams.

    Functional decomposition

    It’s not just a process, it’s a skill.

    “Functional decomposition helps manage complexity and reduce uncertainty by breaking down processes, systems, functional areas, or deliverables into their simpler constituent parts and allowing each part to be analyzed independently."

    (IIBA, 2015)

    Being able to break down requirements into constituent consumable items (example: epics and user stories).

    Start: Strategic Initiatives. 1: Epics. 2: Capabilities. 3: Features. End: Stories.

    Use artifact mapping to improve functional decomposition

    In our research, we refer to these items as epics, capabilities, features, and user stories. How you develop your guiding principles and structure your backlog should be based on the terminology and artifact types commonly used in your organization.

    Agile, Waterfall, Relationship, Decomposition skill most in demand, definition.

    Functional Decomposition

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Able to decompose items with assistance from other team members.
    • Able to decompose items independently, ensuring alignment with business value.
    • Able to decompose items independently and actively seeks out collaboration opportunities with relevant SME's during and after the refinement process to ensure completion.
    • Able to decompose items at a variety of granularity levels.
    • Able to teach and lead others in their decomposition efforts.
    • Able to quickly operate at different levels of the requirements stack.

    Initiative and self-organization

    A team that takes initiative can self-organize to solve critical problems.

    • "The best architectures, requirements, and designs emerge from self-organizing teams." (Agile Manifesto)
    • In a nutshell, the initiative represents the ability to anticipate challenges and act on opportunities that lead to better business outcomes.
    • Anticipates challenges and acts on opportunities that lead to better business outcomes.
    • Thinks critically and is motivated to use both specialist expertise and general knowledge.
    • Driven by the delivery of business value and better business outcomes.
    • Empowers others to act and is empowered and self-motivated.

    Initiative and self-organization

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Demonstrates awareness of an opportunity or issue which is presently occurring or is within the immediate work area.
    • Reports an opportunity or issue to the appropriate person.
    • Acts instead of waiting to be asked.
    • Willingly takes on challenges, even if they fall outside their area of expertise.
    • Is proactive in identifying issues and making recommendations to resolve them.
    • Within the scope of the work environment, takes action to improve processes or results, or to resolve problems.
    • Not deterred by obstacles.
    • Tackles challenges that require risk taking.
    • Procures the necessary resources, team and technical support to enable success.
    • Assists others to get the job done.
    • Demonstrates awareness of an opportunities or issues which are in the future or outside the immediate work area.
    • Typically exceeds the expectations of the job.
    • Learns new technology or skills outside their specialization so that they can be a more effective team member.
    • Recommends solutions to enhance results or prevent potential issues.
    • Drives implementation of new processes within the team to improve results.
    • Able to provide recommendations on plans and decisions that are strategic and future-oriented for the organization.
    • Identifies areas of high risk or of organizational level impact.
    • Able to empower significant recourses from the organization to enable success.
    • Leads long-term engagements that result in improved organizational capabilities and processes.

    Process discipline

    A common misconception is that Agile means no process and no discipline. Effective Agile teams require more adherence to the right processes to create a culture of self-improvement.

    • Refers to the focus of following the right steps for a given activity at the right time to achieve the right outcomes.
    • Focus on following the right steps for a given activity at the right time to achieve desired outcomes.
    Example: Scrum Ceremonies during a sprint (1 - 4 weeks/sprint). 1: Sprint planning, 2: Daily scrum, 3: Sprint review, 4: Sprint retrospective.

    Process discipline

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Demonstrates awareness of the key processes and steps that are needed in a given situation.
    • Limited consistency in following processes and limited understanding of the 'why' behind the processes.
    • Aware and follows through with key agile processes in a consistent manner.
    • Demonstrates not only the knowledge of processes but understands the 'why' behind their existence.
    • Aware and follows through with key agile processes in a consistent manner.
    • Demonstrates understanding of not only why specific processes exist but can suggest changes to improve efficiency, consistency, and outcomes.

    N/A -- Maximum level is '3

    Resilience

    If your team hits the wall, don’t let the wall hit them back.

    • Resilience is critical for an effective Agile transformation. A team that demonstrates resilience always exhibits:
    • Evolution over transformation – There is a recognition that changes happen over time.
    • Intensity and productivity – A race is not won by the ones who are the fastest, but by the ones who are the most consistent. Regardless of what comes up, the team can push through.
    • That organizational resistance is futile – Given that it is working on the right objectives, the team needs to demonstrate a consistency of approach and intensity regardless of what may stand in its way.
    • Refers to the behaviors, thoughts, and actions that allow a person to recover from stress and adversity.

    How resilience aligns with Agile

    A team is not “living the principles” without resilience.

    1. Purpose

      Aligns with: “Our highest priority is to satisfy the customer through early and continuous delivery of valuable software.” The vision or goals may not be clear in certain circumstances and can be difficult to relate to a single work item. Being able to intrinsically source and harness a sense of purpose becomes more important, especially as a self-organizing team.
    2. Perseverance

      Aligns with: “Agile processes harness change for the customer's competitive advantage.” Perseverance enables teams to continuously deliver at a steady pace, addressing impediments or setbacks and continuing to move forward.
    3. Composure

      Aligns with: “Agile processes promote sustainable development,” and “At regular intervals, the team reflects ... and adjusts its behavior accordingly.”
      When difficult situations arise, composure allows us to understand perspectives, empathize with customers, accept late changes, and sustain a steady pace.
    4. Self-Reliance

      Aligns with: “The best architectures, requirements, and designs emerge from self-organizing teams.” Knowing oneself, recognizing strengths, and drawing on past successes, can be a powerful aid in creating high-performing Agile teams
    5. Authenticity

      Aligns with: “At regular intervals, the team reflects … and adjusts its behavior accordingly,” and “Build projects around motivated individuals.”
      When difficult situations arise, authenticity is crucial. “For example, being able to openly disclose areas outside of your strengths in sprint planning or being able to contribute constructively toward self-organization.”

    Adapted from: Why Innovation, 2019.

    Resilience

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Easily distracted and stopped by moderately stressful and challenging situations.
    • Requires significant help from others to get back on track.
    • Not frequently able (or knows) how to ask for help
    • Handles typical stresses and challenges for the given role.
    • Able to get back on track with limited assistance.
    • Able to ask for help when they need it.
    • Quality of work unaffected by an increase in pressures and challenges.
    • Handles stresses and challenges what is deemed above and beyond their given role.
    • Able to provide advice to others on how to handle difficult and challenging situations.
    • Quality of work and outcomes is maintained and sometimes exceeded as pressure increases.
    • Team looks to this individual as being the gold standard on how to approach any given problem or situation.
    • Directly mentors others on approaches in situations regardless of the level of challenge.

    Exercise 1.2.1 Identify your primary product owner perspective

    1 hour
    1. Review each real Agile skill and determine your current proficiency.
    2. Complete your assessment in the Mature and Scale Product Owner Proficiency Assessment tool.
    3. Record the results in the Mature and Scale Product Ownership Playbook.
    4. Review the skills map to identify strengths and areas of growth.

    Accountability, Collaboration, Comfort in Ambiguity, Communication, Empathy, Facilitation, Functional Decomposition, Initiative, Process Discipline, Resilience.

    Output

    • Agile skills assessment results.

    Participants

    • Product owners
    • Product managers

    Capture in the Mature and Scale Product Owner Proficiency Assessment.

    Determine your Agile skills proficiency: Edit chart data to plot your scores or add your data points and connect the lines.

    Step 3.2

    Mature product owner capabilities

    Activities

    3.2.1 Assess your vision capability proficiency

    3.2.2 Assess your leadership capability proficiency

    3.2.3 Assess your PLM capability proficiency

    3.2.4 Identify your business value drivers and sources of value

    3.2.5 Assess your value realization capability proficiency

    Mature product owner capabilities

    This step involves the following participants:

    • Product owners
    • Product managers

    Outcomes of this step

    • Info-Tech product owner capability model proficiency assessment

    Product capabilities deliver value

    As a product owner, you are responsible for managing these facets through your capabilities and activities.

    The core product and value stream consists of: Funding - Product management and governance, Business functionality - Stakeholder and relationship management, and Technology - Product delivery.

    Info-Tech Best Practice

    It is easy to lose sight of what matters when we look at a product from a single point of view . Despite what "The Agile Manifesto" says, working software is not valuable without the knowledge and support that people need in order to adopt, use, and maintain it. If you build it, they will not come. Product owners must consider the needs of all stakeholders when designing and building products.

    Recognize product owner knowledge gaps

    Pulse survey of product owners

    Pulse survey of product owners. Graph shows large percentage of respondents have alignment to common agile definition of product owners. Yet a significant perception gap in P&L, delivery, and analytics.

    Info-Tech Insight

    1. Less than 15% of respondents identified analytics or financial management as a key component of product ownership.
    2. Assess your product owner’s capabilities and understanding to develop a maturity plan.

    Source: Pulse Survey (N=18)

    Implement the Info-Tech product owner capability model

    Unfortunately, most product owners operate with 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.

    Product Owner capabilities: Vision, Product Lifecycle Management, Leadership, Value Realization

    Vision

    • Market Analysis
    • Business Alignment
    • Product Roadmap

    Leadership

    • Soft Skills
    • Collaboration
    • Decision Making

    Product Lifecycle Management

    • Plan
    • Build
    • Run

    Value Realization

    • KPIs
    • Financial Management
    • Business Model

    Product owner capabilities provide support

    Vision predicts impact of Value realization. Value realization provides input to vision

    Your vision informs and aligns what goals and capabilities are needed to fulfill your product or product family vision and align with enterprise goals and priorities. Each item on your roadmap should have corresponding KPIs or OKRs to know how far you moved the value needle. Value realization measures how well you met your target, as well as the impacts on your business value canvas and cost model.

    Product lifecycle management builds trust with Leadership. Leadership improves quality of Product lifecycle management.

    Your leadership skills improve collaborations and decisions when working with your stakeholders and product delivery teams. This builds trust and improves continued improvements to the entire product lifecycle. A product owner’s focus should always be on finding ways to improve value delivery.

    Product owner capabilities provide support

    Leadership enhances Vision. Vision Guides Product Lifecycle Management. Product Lifecycle Management delivers Value Realization. Leadership enhances Value Realization

    Develop product owner capabilities

    Each capability: Vision, Product lifecycle management, Value realization and Leadership has 3 components needed for successful product ownership.

    Avoid common capability gaps

    Vision

    • Focusing solely on backlog grooming (tactical only)
    • Ignoring or failing to align product roadmap to enterprise goals
    • Operational support and execution
    • Basing decisions on opinion rather than market data
    • Ignoring or missing internal and external threats to your product

    Leadership

    • Failing to include feedback from all teams who interact with your product
    • Using a command-and-control approach
    • Viewing product owner as only a delivery role
    • Acting as a proxy for stakeholder decisions
    • Avoiding tough strategic decisions in favor of easier tactical choices

    Product lifecycle management

    • Focusing on delivery and not the full product lifecycle
    • Ignoring support, operations, and technical debt
    • Failing to build knowledge management into the lifecycle
    • Underestimating delivery capacity, capabilities, or commitment
    • Assuming delivery stops at implementation

    Value realization

    • Focusing exclusively on “on time/on budget” metrics
    • Failing to measure a 360-degree end-user view of the product
    • Skipping business plans and financial models
    • Limiting financial management to project/change budgets
    • Ignoring market analysis for growth, penetration, and threats

    Capabilities: Vision

    Market Analysis

    • Customer Empathy: Identify the target users and unique value your product provides that is not currently being met. Define the size of your user base, segmentation, and potential growth.
    • Customer Journey: Define the future path and capabilities your users will respond to.
    • Competitive analysis: Complete a SWOT analysis for your end-to-end product lifecycle. Use Info-Tech’s Business SWOT Analysis Template.

    Business Alignment

    • Enterprise alignment: Align to enterprise and product family goals, strategies, and constraints.
    • Delivery and release strategy: Develop a delivery strategy to achieve value quickly and adapt to internal and external changes. Value delivery is constrained by your delivery pipeline.
    • OCM and go-to-market strategy: Create organizational change management, communications, and a user implementation approach to improve adoption and satisfaction from changes.

    Product Roadmap

    • Roadmap strategy: Determine the duration, detail, and structure of your roadmap to accurately communicate your vision.
    • Value prioritization: Define criteria used to evaluate and sequence demand items.
    • Release and capacity planning: Build your roadmap with realistic goals and milestones based on your delivery pipeline and dependencies.

    “Customers are best heard through many ears.”

    – Thomas K. Connellan, Inside the Magic Kingdom

    Vision: Market Analysis, Business Alignment, and Product Roadmap.

    Info-Tech Insight

    Data comes from many places and may still not tell the complete story.

    Build your product strategy playbook

    Complete Deliver on Your Digital Product Vision to define your Vision, Goals, Roadmap approach, and Backlog quality filters.

    Digital Product Strategy Supporting Workbook

    Supporting workbook that captures the interim results from a number of exercises that will contribute to your overall digital product vision.

    Product Backlog Item Prioritization Tool

    An optional tool to help you capture your product backlog and prioritize based on your given criteria

    Product Roadmap Tool

    An optional tool to help you build out and visualize your first roadmap.

    Your Digital Product Vision Details Strategy

    Record the results from the exercises to help you define, detail, and make real your digital product vision.

    Your product vision is your North Star

    It's ok to dream a little!

    Who is the target customer, what is the key benefit, what do they need, what is the differentiator

    Adapted from: Geoffrey Moore, 2014.

    Info-Tech Best Practice

    A product vision shouldn’t be so far out that it doesn’t feel real or so short-term that it gets bogged down in minutiae and implementation details. Finding the right balance will take some trial and error and will be different for each organization.

    Use product roadmaps to guide delivery

    In Deliver on Your Digital Product Vision, we showed how the product roadmap is key to value realization. As a product owner, the product roadmap is your communicated path to align teams and changes to your defined goals, while aligning your product to enterprise goals and strategy.

    As a product owner, the product roadmap is your communicated path to align teams and changes to your defined goals, while aligning your product to enterprise goals and strategy

    Info-Tech Best Practice

    Info-Tech Best Practice Product delivery requires a comprehensive set of business and technical competencies to effectively roadmap, plan, deliver, support, and validate your product portfolio. Product delivery is a “multi-faceted, complex discipline that can be difficult to grasp and hard to master.” It will take time to learn and adopt methods and become a competent product manager or owner (“What Is Product Management?”, Pichler Consulting Limited).

    Match your roadmap and backlog to the needs of the product

    Ultimately, you want products to be able to respond faster to changes and deliver value sooner. The level of detail in the roadmap and backlog is a tool to help the product owner plan for change. The duration of your product roadmap is all directly related to the tier of product owner in the product family.

    The level of detail in the roadmap and backlog is a tool to help the product owner plan for change. The duration of your product roadmap is all directly related to the tier of product owner in the product family.

    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.

    Product strategy includes: Vision, Goals, Roadmap, backlog and Release plan.

    Use artifact mapping to improve functional decomposition

    In our research, we refer to these items as epics, capabilities, features, and user stories. How you develop your guiding principles and structure your backlog should be based on the terminology and artifact types commonly used in your organization.

    Agile, Waterfall, Relationship, Decomposition skill most in demand, definition.

    Manage and communicate key milestones

    Successful product owners understand and define the key milestones in their product delivery lifecycles. These need to be managed along with the product backlog and roadmap.

    Define key milestones and their release dates.

    Info-Tech Best Practice

    Product ownership isn’t just about managing the product backlog and development cycles! Teams need to manage key milestones such as learning milestones, test releases, product releases, phase gates, and other organizational checkpoints!

    Milestones

    • Points in the timeline when the established set of artifacts is complete (feature-based), or checking status at a particular point in time (time-based).
    • Typically assigned a date and used to show the progress of development.
    • Plays an important role when sequencing different types of artifacts.

    Release dates

    • Releases mark the actual delivery of a set of artifacts packaged together in a new version of the product.
    • Release dates, firm or not, allow stakeholders to anticipate when this is coming.

    Leverage the product canvas to state and inform your product vision

    Leverage the product Canvas to state and inform your product vision. Includes: Product name, Tracking info, Vision, List of business objectives or goals, Metrics used to measure value realization, List of groups who consume the product/service, and List of key resources or stakeholders.

    Capability: Vision

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Product backlog.
    • Basic roadmap with milestones and releases.
    • Unprioritized stakeholder list.
    • Understanding of product’s purpose and value.
    • Customers and end-users defined with core needs identified.
    • Roadmap with goals and capabilities defined by themes and set to appropriate time horizons.
    • Documented stakeholder management plan with communication and collaboration aligned to the stakeholder strategy.
    • Value drivers traced to product families and enterprise goals.
    • Customer personas defined with pain relievers and value creators defined.
    • Fully-developed roadmap traced to family (and child) roadmaps.
    • Expected ROI for all current and next roadmap items.
    • KPIs/OKRs used to improve roadmap prioritization and sequencing.
    • Proactive stakeholder engagement and reviews.
    • Cross-functional engagement to align opportunities and drive enterprise value.
    • Formal metrics to assess customer needs and value realization.
    • Roadmaps managed in an enterprise system for full traceability, value realization reporting, and views for defined audiences.
    • Proactive stakeholder engagement with regular planning and review ceremonies tied to their roadmaps and goals.
    • Cross-functional innovation to find disruptive opportunities to drive enterprise value.
    • Omni-channel metrics and customer feedback mechanisms to proactively evaluate goals, capabilities, and value realization.

    Exercise 3.2.1 Assess your Vision capability proficiency

    1 hour
    1. Review the expectations for this capability and determine your current proficiency for each skill.
    2. Complete your assessment in the Mature and Scale Product Owner Proficiency Assessment tool.
    3. Record the results in the Mature and Scale Product Ownership Playbook.
    4. Review the skills map to identify strengths and areas of growth.

    Output

    • Product owner capability assessment

    Participants

    • Product owners
    • Product managers

    Capture in the Mature and Scale Product Owner Proficiency Assessment.

    Capabilities: Leadership

    Soft Skills

    • Communication: Maintain consistent, concise, and appropriate communication using SMART guidelines (specific, measurable, attainable, relevant, and timely).
    • Integrity: Stick to your values, principles, and decision criteria for the product to build and maintain trust with your users and teams.
    • Influence: Manage stakeholders using influence and collaboration over contract negotiation.

    Collaboration

    • Stakeholder management: Build a communications strategy for each stakeholder group, tailored to individual stakeholders.
    • Relationship management: Use every interaction point to strengthen relationships, build trust, and empower teams.
    • Team development: Promote development through stretch goals and controlled risks to build team capabilities and performance.

    Decision Making

    • Prioritized criteria: Remove personal bias by basing decisions off data analysis and criteria.
    • Continuous improvement: Balance new features with the need to ensure quality and create an environment of continuous improvement.
    • Team empowerment/negotiation: Push decisions to teams closest to the problem and solution, using Delegation Poker to guide you.

    “Everything walks the walk. Everything talks the talk.”

    – Thomas K. Connellan, Inside the Magic Kingdom

    Leadership: Soft skills, collaboration, decision making.

    Info-Tech Insight

    Product owners cannot be just a proxy for stakeholder decisions. The product owner owns product decisions and management of all stakeholders.

    Capability: Leadership

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Activities are prioritized with minimal direction and/or assistance.
    • Progress self-monitoring against objectives with leadership apprised of deviations against plan.
    • Facilitated decisions from stakeholders or teams.
    • Informal feedback on performance and collaboration with teams.
    • Independently prioritized activities and provide direction or assistance to others as needed.
    • Managed issue resolution and provided guidance on goals, priorities, and constraints.
    • Product decision ownership with input from stakeholders, SMEs, and delivery teams.
    • Formal product management retrospectives with tracked and measured changes to improve performance.
    • Consulted in the most challenging situations to provide subject matter expertise on leading practices and industry standards.
    • Provide mentoring and coaching to your peers and/or teammates.
    • Use team empowerment, pushing decisions to the lowest appropriate level based on risk and complexity.
    • Mature and flexible communication.
    • Provide strategies and programs ensuring all individuals in the delivery organization obtain the level of coaching and supervision required for success in their position.
    • Provide leadership to the organization’s coaches ensuring delivery excellence across the organization.
    • Help develop strategic initiatives driving common approaches and utilizing information assets and processes across the enterprise.

    Exercise 3.2.2 Assess your Leadership capability proficiency

    1 hour
    1. Review the expectations for this capability and determine your current proficiency for each skill.
    2. Complete your assessment in the Mature and Scale Product Owner Proficiency Assessment tool.
    3. Record the results in the Mature and Scale Product Ownership Playbook.
    4. Review the skills map to identify strengths and areas of growth.

    Output

    • Product owner capability assessment

    Participants

    • Product owners
    • Product managers

    Capture in the Mature and Scale Product Owner Proficiency Assessment.

    Capability: Product lifecycle management

    Plan

    • Product backlog: Follow a schedule for backlog intake, grooming, updates, and prioritization.
    • Journey map: Create an end-user journey map to guide adoption and loyalty.
    • Fit for purpose: Define expected value and intended use to ensure product meets your end user’s needs.

    Build

    • Capacity management: Work with operations and delivery teams to ensure consistent and stable outcomes.
    • Release strategy: Build learning, release, and critical milestones into a repeatable release plan.
    • Compliance: Build policy compliance into delivery practices to ensure alignment and reduce avoidable risk (privacy, security).

    Run

    • Adoption: Focus attention on end-user adoption and proficiency to accelerate value and maximize retention.
    • Support: Build operational support and business continuity into every team.
    • Measure: Measure KPIs and validate expected value to ensure product alignment to goals and consistent product quality.

    “Pay fantastic attention to detail. Reward, recognize, celebrate.”

    – Thomas K. Connellan, Inside the Magic Kingdom

    Product Lifecycle Management: Plan, Build, Run

    Info-Tech Insight

    Product owners must actively manage the full lifecycle of the product.

    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.

    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.

    A backlog stores and organizes PBIs at various stages of readiness

    A backlog stores and organizes PBIs at different levels of readiness. Stage 3 - Ideas are composed of raw, vague ideas that have yet to go through any formal valuation. Stage 2 - Qualified are researched and qualified PBIs awaiting refinement. Stage 1 - Ready are Discrete, refined RBIs that are read to be placed in your development team's sprint plans.

    A well-formed backlog can be thought of as a DEEP backlog:

    Detailed Appropriately: 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 PBI’s value and priority are determined at each tier.

    (Perforce, 2018)

    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.

    Backlog refinement versus Sprint planning. Differences in Objectives, Cadence and Participants

    Use quality filters to promote high value items into the delivery pipeline

    Product backlog has quality filters such as: Backlogged, Qualified and Ready. Sprint backlog has a backlog of accepted PBI's

    Basic scrum process

    The scrum process coordinates multiple stakeholders to deliver on business priorities.

    Prioritized Backlog, Sprint Backlog, Manage Delivery, Sprint Review, Product Release

    Capability: Product lifecycle management

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Informal or undocumented intake process.
    • Informal or undocumented delivery lifecycle.
    • Unstable or unpredictable throughput or quality.
    • Informal or undocumented testing and release processes.
    • Informal or undocumented organizational change management planning for each release.
    • Informal or undocumented compliance validation with every release.
    • Documented intake process with stakeholder prioritization of requests.
    • Consistent delivery lifecycle with stable and predictable throughput with an expected range of delivery variance.
    • Formal and documented testing and release processes.
    • Organizational change management planning for each major release.
    • Compliance validation with every major release.
    • Intake process using value drivers and prioritization criteria to sequence all items.
    • Consistent delivery lifecycle with stable and predictable throughput with little variance.
    • Risk-based and partially automated testing and release processes.
    • Organizational change management planning for all releases.
    • Automated compliance validation with every major release.
    • Intake process using enterprise value drivers and prioritization criteria to sequence all items.
    • Stable Agile DevOps with low variability and automation.
    • Risk-based automated and manual testing.
    • Multiple release channels based on risk. Automated build, validation, and rollback capabilities.
    • Cross-channel, integrated organizational change management for all releases.
    • Automated compliance validation with every change or release.

    Exercise 3.2.3 Assess your PLM capability proficiency

    1 hour
    1. Review the expectations for this capability and determine your current proficiency for each skill.
    2. Complete your assessment in the Mature and Scale Product Owner Proficiency Assessment tool.
    3. Record the results in the Mature and Scale Product Ownership Playbook.
    4. Review the skills map to identify strengths and areas of growth.

    Output

    • Product owner capability assessment

    Participants

    • Product owners
    • Product managers

    Capture in the Mature and Scale Product Owner Proficiency Assessment.

    Capabilities: Value realization

    Key performance indicators (KPIs)

    • Usability and user satisfaction: Assess satisfaction through usage monitoring and end-user feedback.
    • Value validation: Directly measure performance against defined value proposition, goals, and predicted ROI.
    • Fit for purpose: Verify the product addresses the intended purpose better than other options.

    Financial management

    • P&L: Manage each product as if it were its own business with profit and loss statements.
    • Acquisition cost/market growth: Define the cost of acquiring a new consumer, onboarding internal users, and increasing product usage.
    • User retention/market share: Verify product usage continues after adoption and solution reaches new user groups to increase value.

    Business model

    • Defines value proposition: Dedicate your primary focus to understanding and defining the value your product will deliver.
    • Market strategy and goals: Define your acquisition, adoption, and retention plan for users.
    • Financial model: Build an end-to-end financial model and plan for the product and all related operational support.

    “The competition is anyone the customer compares you with.”

    – Thomas K. Connellan, Inside the Magic Kingdom

    Value Realization: KPIs, Financial management, Business model

    Info-Tech Insight

    Most organizations stop with on-time and on-budget. True financial alignment needs to define and manage the full lifecycle P&L.

    Use a balanced value to establish a common definition of goals and value

    Value drivers are strategic priorities aligned to our enterprise strategy and translated through our product families. Each product and change has an impact on the value driver helping us reach our enterprise goals.

    Importance of the value driver multiplied by the Impact of value score is equal to the Value score.

    Info-Tech Insight

    Your value drivers and impact helps estimate the expected value of roadmap items, prioritize roadmap and backlog items, and identify KPIs and OKRs to measure value realization and actual impact.

    Include balanced value as one criteria to guide better decisions

    Your balanced value is just one of many criteria needed to align your product goals and sequence roadmap items. Feasibility, delivery pipeline capacity, shared services, and other factors may impact the prioritization of backlog items.

    Build your balanced business value score by using four key value drivers.

    Determine your value drivers

    Competent organizations know that value cannot always be represented by revenue or reduced expenses. However, it is not always apparent how to envision the full spectrum of sources of value. Dissecting value by benefit type and the value source’s orientation allows you to see the many ways in which a product or service brings value to the organization.

    Business value matrix

    Graph with 4 quadrants representing Outward versus Inward, and Financial benefit versus Human benefit. The quadrants are Reach customers, Increase revenue/demonstrate value, Enhance services, Reduce costs.

    Financial benefits vs. improved capabilities

    Financial benefits refer to the degree to which the value source can be measured through monetary metrics and is often quite tangible.

    Human benefits refer to how a product or service 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.

    Exercise 3.2.4 Identify your business value drivers and sources of value

    1 hour
    1. Brainstorm the different types of business value that you produce on the sticky notes (one item per page). Draw from examples of products in your portfolio.
    2. Identify the most important value items for your organization (two to three per quadrant).
    3. Record the results in the Mature and Scale Product Ownership Workbook.

    Output

    • Product owner capability assessment

    Participants

    • Product owners
    • Product managers

    Capture in the Mature and Scale Product Ownership Workbook.

    My business value sources

    Graph with 4 quadrants representing Outward versus Inward, and Financial benefit versus Human benefit. The quadrants are Reach customers, Increase revenue/demonstrate value, Enhance services, Reduce costs.

    Capability: Value realization

    Your Score: ____

    1 - Foundational: Transitioning and Growing

    2 - Capable/Competent: Core Contributor

    3 - Influential: Gifted Improver

    4 - Transformational: Towering Strength

    • Product canvas or basic product positioning overview.
    • Simple budget or funding mechanism for changes.
    • Product demos and informal user feedback mechanisms.
    • Business value canvas or basic business model tied to roadmap funding.
    • Product funding tied to roadmap milestones and prioritization.
    • Defined KPIs /OKRs for roadmap delivery throughput and value realization measurement.
    • Business model with operating cost structures, revenue/value traceability, and market/user segments.
    • Scenario-based roadmap funding alignment.
    • Roadmap aligned KPIs /OKRs for delivery throughput and value realization measurement as a key factor in roadmap prioritization.
    • Business model tied to enterprise operating costs and value realization KPIs/OKRs.
    • P&L roadmap and cost accounting tied to value metrics.
    • Roadmap aligned enterprise and scenario-based KPIs /OKRs for delivery throughput and value realization measurement as a key factor in roadmap prioritization.

    Exercise 3.2.5 Assess your value realization capability proficiency

    1 hour
    1. Review the expectations for this capability and determine your current proficiency for each skill.
    2. Complete your assessment in the Mature and Scale Product Owner Proficiency Assessment tool.
    3. Record the results in the Mature and Scale Product Ownership Playbook.
    4. Review the skills map to identify strengths and areas of growth.

    Output

    • Product owner capability assessment

    Participants

    • Product owners
    • Product managers

    Capture in the Mature and Scale Product Owner Proficiency Assessment.

    Determine your product owner capability proficiency in regards to: Vision, Leadership, Product Lifecycle, and Value Realization

    Summary of Accomplishment

    Problem solved.

    Product ownership can be one of the most difficult challenges facing delivery and operations teams. By focusing on operational grouping and alignment of goals, organizations can improve their value realization at all levels in the organization.

    The foundation for delivering and enhancing products and services is rooted in the same capability model. Traditionally, product owners have focused on only a subset of skills and capabilities needed to properly manage and grow their products. The product owner capability model is a useful tool to ensure optimal performance from product owners and assess the right level of detail for each product within the product families.

    Congratulations. You’ve completed a significant step toward higher-value products and services.

    If you would like additional support, have our analysts guide you through other phases as apart 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 apart of an Info-Tech 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:

    3.1.1 Assess your real Agile skill proficiency

    Assess your skills and capabilities against the real Agile skills inventory

    2.2.3 Prioritize your stakeholders

    Build a stakeholder management strategy.

    Research Contributors and Experts

    Emily Archer

    Lead Business Analyst,
    Enterprise Consulting, authentic digital agency

    Emily Archer is a consultant currently working with Fortune 500 clients to ensure the delivery of successful projects, products, and processes. She helps increase the business value returned for organizations’ investments in designing and implementing enterprise content hubs and content operations, custom web applications, digital marketing, and e-commerce platforms.

    David Berg

    Founder & CTO
    Strainprint Technologies Inc.

    David Berg is a product commercialization expert who has spent the last 20 years delivering product management and business development services across a broad range of industries. Early in his career, David worked with product management and engineering teams to build core network infrastructure products that secure and power the internet we benefit from today. David’s experience also includes working with clean technologies in the area of clean power generation, agritech, and Internet of Things infrastructure. Over the last five years, David has been focused on his latest venture, Strainprint Technologies, a data and analytics company focused on the medical cannabis industry. Strainprint has built the largest longitudinal medical cannabis dataset in the world, with a goal to develop an understanding of treatment behavior, interactions, and chemical drivers to guide future product development.

    Research Contributors and Experts

    Kathy Borneman

    Digital Product Owner, SunTrust Bank

    Kathy Borneman is a senior product owner who helps people enjoy their jobs again by engaging others in end-to-end decision making to deliver software and operational solutions that enhance the client experience and allow people to think and act strategically.

    Charlie Campbell

    Product Owner, Merchant e-Solutions

    Charlie Campbell is an experienced problem solver with the ability to quickly dissect situations and recommend immediate actions to achieve resolution, liaise between technical and functional personnel to bridge the technology and communication gap, and work with diverse teams and resources to reach a common goal.

    Research Contributors and Experts

    Yarrow Diamond

    Sr. Director, Business Architecture
    Financial Services

    Yarrow Diamond is an experienced professional with expertise in enterprise strategy development, project portfolio management, and business process reengineering across financial services, healthcare and insurance, hospitality, and real estate environments. She has a master’s in Enterprise Architecture from Penn State University, LSSMBB, PMP, CSM, ITILv3.

    Cari J. Faanes-Blakey, CBAP, PMI-PBA

    Enterprise Business Systems Analyst,
    Vertex, Inc.

    Cari J. Faanes-Blakey has a history in software development and implementation as a Business Analyst and Project Manager for financial and taxation software vendors. Active in the International Institute of Business Analysis (IIBA), Cari participated on the writing team for the BA Body of Knowledge 3.0 and the certification exam.

    Research Contributors and Experts

    Kieran Gobey

    Senior Consultant Professional Services
    Blueprint Software Systems

    Kieran Gobey is an IT professional with 24 years of experience, focused on business, technology, and systems analysis. He has split his career between external and internal customer-facing roles, and this has resulted in a true understanding of what is required to be a Professional Services Consultant. His problem-solving skills and ability to mentor others have resulted in successful software implementations.

    Kieran’s specialties include deep system troubleshooting and analysis skills, facilitating communications to bring together participants effectively, mentoring, leadership, and organizational skills.

    Rupert Kainzbauer

    VP Product, Digital Wallets
    Paysafe Group

    Rupert Kainzbauer is an experienced senior leader with a passion for defining and delivering products that deliver real customer and commercial benefit. With a team of highly experienced and motivated product managers, he has successfully led highly complex, multi-stakeholder payments initiatives, from proposition development and solution design through to market delivery. Their domain experience is in building online payment products in high-risk and emerging markets, remittance, prepaid cards, and mobile applications.

    Research Contributors and Experts

    Saeed Khan

    Founder,
    Transformation Labs

    Saeed Khan has been working in high tech for 30 years in Canada and the US and has held several leadership roles in Product Management in that time. He speaks regularly at conferences and has been writing publicly about technology product management since 2005.

    Through Transformation Labs, Saeed helps companies accelerate product success by working with product teams to improve their skills, practices, and processes. He is a cofounder of ProductCamp Toronto and currently runs a Meetup group and global Slack community called Product Leaders; the only global community of senior level product executives.

    Hoi Kun Lo

    Product Owner
    Nielsen

    Hoi Kun Lo is an experienced change agent who can be found actively participating within the IIBA and WITI groups in Tampa, FL and a champion for Agile, architecture, diversity, and inclusion programs at Nielsen. She is currently a Product Owner in the Digital Strategy team within Nielsen Global Watch Technology.

    Research Contributors and Experts

    Abhishek Mathur

    Sr Director, Product Management
    Kasisto, Inc.

    Abhishek Mathur is a product management leader, an artificial intelligence practitioner, and an educator. He has led product management and engineering teams at Clarifai, IBM, and Kasisto to build a variety of artificial intelligence applications within the space of computer vision, natural language processing, and recommendation systems. Abhishek enjoys having deep conversations about the future of technology and helping aspiring product managers enter and accelerate their careers.

    Jeff Meister

    Technology Advisor and Product Leader

    Jeff Meister is a technology advisor and product leader. He has more than 20 years of experience building and operating software products and the teams that build them. He has built products across a wide range of industries and has built and led large engineering, design, and product organizations.

    Jeff most recently served as Senior Director of Product Management at Avanade, where he built and led the product management practice. This involved hiring and leading product managers, defining product management processes, solution shaping and engagement execution, and evangelizing the discipline through pitches, presentations, and speaking engagements.

    Jeff holds a Bachelor of Applied Science (Electrical Engineering) and a Bachelor of Arts from the University of Waterloo, an MBA from INSEAD (Strategy), and certifications in product management, project management, and design thinking.

    Research Contributors and Experts

    Vincent Mirabelli

    Principal,
    Global Project Synergy Group

    With over 10 years of experience in both the private and public sectors, Vincent Mirabelli possesses an impressive track record of improving, informing, and transforming business strategy and operations through process improvement, design and re-engineering, and the application of quality to business analysis, project management, and process improvement standards.

    Oz Nazili

    VP, Product & Growth
    TWG

    Oz Nazili is a product leader with a decade of experience in both building products and product teams. Having spent time at funded startups and large enterprises, he thinks often about the most effective way to deliver value to users. His core areas of interest include Lean MVP development and data-driven product growth.

    Research Contributors and Experts

    Mike Starkey

    Director of Engineering
    W.W. Grainger

    Mike Starkey is a Director of Engineering at W.W. Grainger, currently focusing on operating model development, digital architecture, and building enterprise software. Prior to joining W.W. Grainger, Mike held a variety of technology consulting roles throughout the system delivery lifecycle spanning multiple industries such as healthcare, retail, manufacturing, and utilities with Fortune 500 companies.

    Anant Tailor

    Cofounder and Head of Product
    Dream Payments Corp.

    Anant Tailor is a cofounder at Dream Payments where he currently serves as the COO and Head of Product, having responsibility for Product Strategy & Development, Client Delivery, Compliance, and Operations. He has 20+ years of experience building and operating organizations that deliver software products and solutions for consumers and businesses of varying sizes.

    Prior to founding Dream Payments, Anant was the COO and Director of Client Services at DonRiver Inc, a technology strategy and software consultancy that he helped to build and scale into a global company with 100+ employees operating in seven countries.

    Anant is a Professional Engineer with a Bachelor degree in Electrical Engineering from McMaster University and a certificate in Product Strategy & Management from the Kellogg School of Management at Northwestern University.

    Research Contributors and Experts

    Angela Weller

    Scrum Master, Businessolver

    Angela Weller is an experienced Agile business analyst who collaborates with key stakeholders to attain their goals and contributes to the achievement of the company’s strategic objectives to ensure a competitive advantage. She excels when mediating or facilitating teams.

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    Bibliography (Product Management)

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    A, Karen. “20 Mental Models for Product Managers.” Product Management Insider, Medium, 2 Aug. 2018. Web.

    Adams, Paul. “Product Teams: How to Build & Structure Product Teams for Growth.” Inside Intercom, 30 Oct. 2019. Web.

    Aghina, Handscomb, Ludolph, West, and Abby Yip, “How to select and develop individuals for successful agile teams: A practical guide” McKinsey & Company 20 Dec. 2018. Web.

    Agile Alliance. “Product Owner.” Agile Alliance. n.d. Web.

    Ambler, Scott W. "Communication on Agile Software Teams“, Agile Modeling. 2001-2022. Web.

    Ambysoft. “2018 IT Project Success Rates Survey Results.” Ambysoft. 2018. Web.

    Banfield, Richard, et al. “On-Demand Webinar: Strategies for Scaling Your (Growing) Enterprise Product Team.” Pluralsight, 31 Jan. 2018. Web.

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    Berez, Steve, et al. “How to Plan and budget for Agile at Scale.” Bain & Company, 08 Oct 2019. Web

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    Breddels, Dajo, and Paul Kuijten. “Product Owner Value Game.” Agile2015 Conference, Agile Alliance 2015. Web.

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    Cohn, Mike. “What Is a Product?” Mountain Goat Software. 6 Sept. 2016. Web.

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    Bibliography (Product Management)

    IIBA "A Guide to the Business Analysis Body of Knowledge® (BABOK® Guide) v3" IIBA. 15 APR 2015

    Kamer, Jurriaan. “How to Build Your Own ‘Spotify Model’.” The Ready, Medium, 9 Feb. 2018. Web.

    Kendis Team. “Exploring Key Elements of Spotify’s Agile Scaling Model.” Scaled Agile Framework, Medium, 23 Jul. 2018. Web.

    Lindstrom, Lowell. “7 Skills You Need to Be a Great Product Owner.” Scrum Alliance, n.d. Web.

    Lukassen, Chris. “The Five Belts Of The Product Owner.” Xebia.com, 20 Sept. 2016. Web.

    Mankins, Michael. “The Defining Elements of a Winning Culture.” Bain, 19 Dec. 2013. Web.

    McCloskey, Heather. “Scaling Product Management: Secrets to Defeating Common Challenges.” ProductPlan, 12 July 2019. Web.

    McCloskey, Heather. “When and How to Scale Your Product Team.” UserVoice, 21 Feb. 2017. Web. Mironov, Rich. “Scaling Up Product Manager/Owner Teams.” Rich Mironov's Product Bytes, Mironov Consulting, 12 Apr. 2014. Web.

    Moore, Geoffrey A. “Crossing the Chasm, 3rd Edition.” Collins Business Essentials, 28 Jan 2014

    Oh, Paul. “How Mastering Resilience Can Help Drive Agile Transformations.” Why Innovation!, 10 Oct. 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.

    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 Product Owners.” LinkedIn, 4 Sept. 2018. Web.

    Pichler, Roman. “What Is Product Management?” Pichler Consulting Limited, 26 Nov. 2014. Web.

    PMI "The high cost of low performance: the essential role of communications“. PMI Pulse of Profession, May 2013.

    Radigan,Dan. “Putting the ‘Flow' Back in Workflow With WIP Limits.” Atlassian, n.d. Web.

    Bibliography (Product Management)

    Rouse, Margaret. “Definition: product.” TechTarget, Sept. 2005. Web.

    Schuurman, Robbin. “10 Tips for Product Owners on (Business) Value.” Scrum.org, 30 Nov. 2017. Web.

    Schuurman, Robbin. “10 Tips for Product Owners on Agile Product Management.” Scrum.org, 28 Nov. 2017. Web.

    Schuurman, Robbin. “10 Tips for Product Owners on Product Backlog Management.” Scrum.org, 5 Dec. 2017. Web.

    Schuurman, Robbin. “10 Tips for Product Owners on the Product Vision.” Scrum.org, 29 Nov. 2017. Web.

    Schuurman, Robbin. “Tips for Starting Product Owners.” Scrum.org, 27 Nov. 2017. Web.

    Sharma, Rohit. “Scaling Product Teams the Structured Way.” Monetary Musings, 28 Nov. 2016. Web.

    Shirazi, Reza. “Betsy Stockdale of Seilevel: Product Managers Are Not Afraid To Be Wrong.” Austin Voice of Product, 2 Oct. 2018. Web.

    Spitz, Enid R. “The Three Kinds of Empathy: Emotional, Cognitive, Compassionate.” The Three Kinds of Empathy: Emotional, Cognitive, Compassionate. Heartmanity. Web.

    Steiner, Anne. “Start to Scale Your Product Management: Multiple Teams Working on Single Product.” Cprime, 6 Aug. 2019. Web.

    “The Qualities of Leadership: Leading Change.” Cornelius & Associates, 2016. Web.

    “The Standish Group 2015 Chaos Report.” The Standish Group. 2015. Web.

    Theus, Andre. “When Should You Scale the Product Management Team?” ProductPlan, 7 May 2019. Web.

    Tolonen, Arto. “Scaling Product Management in a Single Product Company.” Smartly.io, 26 Apr. 2018. Web.

    Ulrich, Catherine. “The 6 Types of Product Managers. Which One Do You Need?” Medium, 19 Dec. 2017. Web.

    Verwijs, Christiaan. “Retrospective: Do The Team Radar.” The Liberators, Medium, 10 Feb. 2017. Web.

    Vlaanderen, Kevin. “Towards Agile Product and Portfolio Management”. Academia.edu. 2010. Web.

    Backlog

    2009 Business Analysis Benchmark Study.” IAG Consulting, 2009. Web.

    Armel, Kate. “Data-driven Estimation, Management Lead to High Quality.” Quantitative Software Management Inc, 2015. Web.

    Bradley, Marty. “Agile Estimation Guidance.” Leading Agile, 30 Aug. 2016. Web. Feb. 2019.

    CollabNet and VersionOne. “12th Annual State of Agile Report.” VersionOne, 9 April 2018. Web.

    Craveiro, João. “Marty meets Martin: connecting the two triads of Product Management.” Product Coalition, 18 Nov. 2017. Accessed Feb. 2019.

    “Enablers.” Scaled Agile, n.d. Web.

    “Epic.” Scaled Agile, n.d. Web.

    Fischer, Christian. “Scrum Compact.” Itemis, n.d. Web. Feb. 2019.

    Hackshall, Robin. “Product Backlog Refinement.” Scrum Alliance, 9 Oct. 2014. Accessed Feb. 2019.

    Hartman, Bob. “New to agile? INVEST in good user stories.” Agile For All, 14 May 2009. Web.

    Huether, Derek. “Cheat Sheet for Product Backlog Refinement (Grooming).” Leading Agile, 2 Nov. 2013. Accessed Feb. 2019.

    Karlsson, Johan. “Backlog Grooming: Must-Know Tips for High-Value Products.” Perforce, 18 May 2018. Accessed Feb. 2019.

    Khan, Saeed. “Good Bye ‘Product Owner’, Hello ‘Backlog Manager.’” On Product Management, 27 June 2011. Accessed Feb. 2019.

    Khan, Saeed. “Let’s End the Confusion: A Product Owner is NOT a Product Manager.” On Product Management, 14 July 2017. Accessed Feb. 2019.

    Lawrence, Richard. “New Story Splitting Resource.” Agile For All. 27 Jan. 2012. Web. Feb. 2019.

    Leffingwell, Dean. “SAFe 4.0.” Scaled Agile Inc, 2017. Accessed Feb. 2019.

    Lucero, Mario. “Product Backlog – Deep Model.” Agilelucero, 8 Oct. 2014. Web.

    “PI Planning.” Scaled Agile, n.d. Web.

    Pichler, Roman. “The Product Roadmap and the Product Backlog.” Roman Pichler, 9 Sept. 2014. Accessed Feb. 2019.

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    Schuurman, Robbin. “10 Tips for Product Owners on Product Backlog Management.” Burozeven, 20 Nov. 2017. Accessed Feb. 2019.

    Srinivasan, Vibhu. “Product Backlog Management: Tips from a Seasoned Product Owner.” Agile Alliance, n.d. Accessed Feb. 2019.

    Todaro, Dave. “Splitting Epics and User Stories.” Ascendle, n.d. Accessed Feb. 2019.

    “What Characteristics Make Good Agile Acceptance Criteria?” Segue Technologies, 3 Sept. 2015. Web. Feb. 2019.

    Bibliography (Roadmap)

    Bastow, Janna. “Creating Agile Product roadmaps Everyone Understands.” ProdPad, 22 Mar. 2017. Accessed Sept. 2018.

    Bastow, Janna. “The Product Tree Game: Our Favorite Way To Prioritize Features.” ProdPad, 21 Feb. 2016. Accessed Sept. 2018.

    Chernak, Yuri. “Requirements Reuse: The State of the Practice.” 2012 IEEE International Conference, 12 June 2012, Herzliya, Israel. Web.

    Fowler, Martin. “Application Boundary.” MartinFowler.com, 11 Sept. 2003. Accessed 20 Nov. 2017.

    Harrin, Elizabeth. “Learn What a Project Milestone Is.” The Balance Careers, 10 May 2018. Accessed Sept. 2018.

    “How to create a product roadmap.” Roadmunk, n.d. Accessed Sept. 2018.

    Johnson, Steve. “How to Master the 3 Horizons of Product Strategy.” Aha!, 24 Sept. 2015. Accessed Sept. 2018.

    Johnson, Steve. “The Product Roadmap vs. the Technology Roadmap.” Aha!, 23 June 2016. Accessed Sept. 2018

    Juncal, Shaun. “How Should You Set Your Product Roadmap Timeframes?” ProductPlan, Web. Sept. 2018.

    Leffingwell, Dean. “SAFe 4.0.” Scaled Agile, 2017. Web.

    Maurya, Ash. “What is a Minimum Viable Product (MVP).” Leanstack, 12 June 2017. Accessed Sept. 2018.

    Pichler, Roman. “10 Tips for Creating an Agile Product Roadmap.” Roman Pichler, 20 July 2016. Accessed Sept. 2018.

    Pichler, Roman. Strategize: Product Strategy and Product Roadmap Practices for the Digital Age. Pichler Consulting, 2016.

    “Product Roadmap Contents: What Should You Include?” ProductPlan, n.d. Accessed 20 Nov. 2017.

    Saez, Andrea. “Why Your Roadmap Is Not a Release Plan.” ProdPad, 23 October 2015. Accessed Sept. 2018.

    Schuurman, Robbin. “Tips for Agile product roadmaps & product roadmap examples.” Scrum.org, 7 Dec. 2017. Accessed Sept. 2018.

    Bibliography (Vision and Canvas)

    Adams, Paul. “The Future Product Canvas.” Inside Intercom, 10 Jan. 2014. Web.

    “Aligning IT Funding Models to the Pace of Technology Change.” EDUCAUSE, 14 Dec. 2015. Web.

    Altman, Igor. “Metrics: Gone Bad.” OpenView, 10 Nov. 2009. Web.

    Barry, Richard. “The Product Vision Canvas – a Strategic Tool in Developing a Successful Business.” Polymorph, 2019. Web.

    “Business Canvas – Business Models & Value Propositions.” Strategyzer, 2019. Web.

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    Charak, Dinker. “Idea to Product: The Working Model.” ThoughtWorks, 13 July 2017. Web.

    Charak, Dinker. “Product Management Canvas - Product in a Snapshot.” Dinker Charak, 29 May 2017. Web.

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    Cowan, Alex. “The 20 Minute Business Plan: Business Model Canvas Made Easy.” COWAN+, 2019. Web.

    Craig, Desiree. “So You've Decided To Become A Product Manager.” Start it up, Medium, 2 June 2019. Web.

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    Eick, Stephen. “Does Code Decay? Assessing the Evidence from Change Management Data.” IEEE Transactions on Software Engineering, vol. 27, no. 1, Jan. 2001, pp. 1-12. Web.

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    “Experience Canvas: a Lean Approach: Atlassian Team Playbook.” Atlassian, 2019. Web.

    Freeman, James. “How to Make a Product Canvas – Visualize Your Product Plan.” Edraw, 23 Dec. 2019. Web.

    Fuchs, Danny. “Measure What Matters: 5 Best Practices from Performance Management Leaders.” OpenGov, 8 Aug. 2018. Web.

    Gorisse, Willem. “A Practical Guide to the Product Canvas.” Mendix, 28 Mar. 2017. Web.

    Gothelf, Jeff. “The Lean UX Canvas.” Jeff Gothelf, 15 Dec. 2016. Web.

    Gottesdiener, Ellen. “Using the Product Canvas to Define Your Product: Getting Started.” EBG Consulting, 15 Jan. 2019. Web.

    Gottesdiener, Ellen. “Using the Product Canvas to Define Your Product's Core Requirements.” EBG Consulting, 4 Feb. 2019. Web.

    Gray, Mark Krishan. “Should I Use the Business Model Canvas or the Lean Canvas?” Blog, Medium.com, 2019. Web.

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    Hanby, Jeff. "Software Maintenance: Understanding and Estimating Costs." LookFar, 21 Oct. 2016. Web.

    “How do you define a product?” Scrum.org, 4 Apr 2017, Web

    Juncal, Shaun. “How to Build a Product Roadmap Based on a Business Model Canvas.” ProductPlan, 19 June 2019. Web.

    “Lean Canvas Intro - Uber Example.” YouTube, uploaded by Railsware Product Academy, 12 Oct. 2018. Web.

    “Lesson 6: Product Canvas.” ProdPad Help Center, 2019. Web.

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    Maurya, Ash. “Create a New Lean Canvas.” Canvanizer, 2019. Web.

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    Maurya, Ash. “Why Lean Canvas vs Business Model Canvas?” Medium, 27 Feb. 2012. Web.

    Mirabelli, Vincent. “The Project Value Canvas.” Vincent Mirabelli, 2019. Web.

    Mishra, LN. “Business Analysis Canvas – The Ultimate Enterprise Architecture.” BA Times, 19 June 2019. Web.

    Muller. Jerry Z. “Why performance metrics isn’t always the best way to judge performance.” Fast Company, 3 April 2019. Web.

    Perri, Melissa. “What Is Good Product Strategy?” Melissa Perri, 14 July 2016. Web.

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    “Product Canvas.” SketchBubble, 2019, Web.

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    Royce, Dr. Winston W. “Managing the Development of Large Software Systems.” Scf.usc.edu, 1970. Web.

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    Tranter, Leon. “Agile Metrics: the Ultimate Guide.” Extreme Uncertainty, n.d. Web.

    “Using Business Model Canvas to Launch a Technology Startup or Improve Established Operating Model.” AltexSoft, 27 July 2018. Web.

    Veyrat, Pierre. “Lean Business Model Canvas: Examples + 3 Pillars + MVP + Agile.” HEFLO BPM, 10 Mar. 2017. Web.

    “What Are Software Metrics and How Can You Track Them?” Stackify, 16 Sept. 2017. Web

    “What Is a Product Vision?” Aha!, 2019. Web.

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    Tools and advice you need to be successful with Agile.

    Develop Your Agile Approach for a Successful Transformation

    Understand Agile fundamentals, principles, and practices so you can apply them effectively in your organization.

    Implement DevOps Practices That Work

    Streamline business value delivery through the strategic adoption of DevOps practices.

    Perform an Agile Skills Assessment

    Being Agile isn't about processes, it's about people.

    Define the Role of Project Management in Agile and Product-Centric Delivery

    Projects and products are not mutually exclusive.

    Supporting research and services

    Shifting toward product management

    Make the Case for Product Delivery

    Align your organization on the practices to deliver what matters most.

    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.

    Build a Better Product Owner

    Strengthen the product owner's role in your organization by focusing on core capabilities and proper alignment.

    Supporting research and services

    Improving value and delivery metrics

    Build a Value Measurement Framework

    Focus product delivery on business value-driven outcomes.

    Create a Holistic IT Dashboard

    Mature your IT department by measuring what matters.

    Select and Use SDLC Metrics Effectively

    Be careful what you ask for because you will probably get it.

    Reduce Time to Consensus With an Accelerated Business Case

    Expand on the financial model to give your initiative momentum.

    Supporting research and services

    Improving governance, prioritization, and value

    Make Your IT Governance Adaptable

    Governance isn't optional, so keep it simple and make it flexible.

    Maximize Business Value from IT Through Benefits Realization

    Embed benefits realization into your governance process to prioritize IT spending and confirm the value of IT.

    Drive Digital Transformation With Platform Strategies

    Innovate and transform your business models with digital platforms.

    Succeed With Digital Strategy Execution

    Building a digital strategy is only half the battle: create a systematic roadmap of technology initiatives to execute the strategy and drive digital transformation.

    Build a Value Measurement Framework

    Focus product delivery on business value-driven outcomes.

    Create a Holistic IT Dashboard

    Mature your IT department by measuring what matters.

    Supporting research and services

    Improving requirements management and quality assurance

    Requirements Gathering for Small Enterprises

    Right-size the guidelines of your requirements gathering process.

    Improve Requirements Gathering

    Back to basics: great products are built on great requirements.

    Build a Software Quality Assurance Program

    Build quality into every step of your SDLC.

    Automate Testing to Get More Done

    Drive software delivery throughput and quality confidence by extending your automation test coverage.

    Manage Your Technical Debt

    Make the case to manage technical debt in terms of business impact.

    Create a Business Process Management Strategy

    Avoid project failure by keeping the "B" in BPM.

    Build a Winning Business Process Automation Playbook

    Optimize and automate your business processes with a user-centric approach.

    Create a Winning BPI Playbook

    Don't waste your time focusing on the "as is." Focus on the improvements and the "to be."

    Supporting research and services

    Improving release management

    Optimize Applications Release Management

    Build trust by right-sizing your process using appropriate governance.

    Streamline Application Maintenance

    Effective maintenance ensures the long-term value of your applications.

    Streamline Application Management

    Move beyond maintenance to ensure exceptional value from your apps.

    Optimize Change Management

    Right-size your change management process.

    Manage Your Technical Debt

    Make the case to manage technical debt in terms of business impact.

    Improve Application Development Throughput

    Drive down your delivery time by eliminating development inefficiencies and bottlenecks while maintaining high quality.

    Supporting research and services

    Business relationship management

    Embed Business Relationship Management

    Leverage knowledge of the business to become a strategic IT partner.

    Improving security

    Build an Information Security Strategy

    Create value by aligning your strategy to business goals and business risks.

    Develop and Deploy Security Policies

    Enhance your overall security posture with a defensible and prescriptive policy suite.

    Simplify Identity and Access Management

    Leverage risk- and role-based access control to quantify and simplify the IAM process.

    Supporting research and services

    Improving and supporting business-managed applications

    Embrace Business-Managed Applications

    Empower the business to implement their own applications with a trusted business-IT relationship.

    Enhance Your Solution Architecture Practices

    Ensure your software systems solution is architected to reflect stakeholders’ short-and long-term needs.

    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.

    Build Your First RPA Bot

    Support RPA delivery with strong collaboration and management foundations.

    Automate Work Faster and More Easily With Robotic Process Automation

    Embrace the symbiotic relationship between the human and digital workforce.

    Supporting research and services

    Improving business intelligence, analytics, and reporting

    Modernize Data Architecture for Measurable Business Results

    Enable the business to achieve operational excellence, client intimacy, and product leadership with an innovative, Agile, and fit-for-purpose data architecture practice.

    Build a Reporting and Analytics Strategy

    Deliver actionable business insights by creating a business-aligned reporting and analytics strategy.

    Build Your Data Quality Program

    Quality data drives quality business decisions.

    Design Data-as-a-Service

    Journey to the data marketplace ecosystems.

    Build a Robust and Comprehensive Data Strategy

    Key to building and fostering a data-driven culture.

    Build an Application Integration Strategy

    Level the table before assembling the application integration puzzle or risk losing pieces.

    Appendix

    Pulse survey results

    Pulse survey (N=18): What are the key components of product/service ownership?

    Pulse survey results: What are the key components of product/service ownership? Table shows answer options and responses in percentage.

    Pulse Survey (N=18): What are the key individual skills for a product/service owner?

    What are the key individual skills for a product/service owner? Table shows answer options and responses in percentage

    Other choices entered by respondents:

    • Anticipating client needs, being able to support delivery in all phases of the product lifecycle, adaptability, and ensuring a healthy backlog (at least two sprints’ worth of work).
    • Requirements elicitation and prioritization.
    • The key skill is being product-focused to ensure it provides value for competitive advantage.

    Pulse Survey (N=18): What are three things an outstanding product/service owner does that an average one doesn’t?

    What are three things an outstanding product/service owner does that an average one doesn't? Table shows results.

    Master the Secrets of Adobe’s Creative Cloud Contracts to Right-Size Your Adobe Spend

    • Buy Link or Shortcode: {j2store}139|cart{/j2store}
    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: $63,667 Average $ Saved
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    • Parent Category Name: Licensing
    • Parent Category Link: /licensing
    • Adobe operates in its own niche in the creative space, and Adobe users have grown accustomed to their products, making switching very difficult.
    • With Adobe’s transition to a cloud-based subscription model, it’s important for organizations to actively manage licenses, software provisioning, and consumption.
    • Without a detailed understanding of Adobe’s various purchasing models, overspending often occurs.
    • Organizations have experienced issues in identifying commercial licensed packages with their install files, making it difficult to track and assign licenses.

    Our Advice

    Critical Insight

    • Focus on user needs first. Examine which products are truly needed versus nice to have to prevent overspending on the Creative Cloud suite.
    • Examine what has been deployed. Knowing what has been deployed and what is being used will greatly aid in completing your true-up.
    • Compliance is not automatic with products that are in the cloud. Shared logins or computers that have desktop installs that can be access by multiple users can cause noncompliance.

    Impact and Result

    • Visibility into license deployments and needs
    • Compliance with internal audits

    Master the Secrets of Adobe’s Creative Cloud Contracts to Right-Size Your Adobe Spend Research & Tools

    Start here – read the Executive Brief

    Procuring Adobe software is not the same game as it was just a few years ago. Adopt a comprehensive approach to understanding Adobe licensing to avoid overspending and to maximize negotiation leverage.

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

    1. Manage your Adobe agreements

    Use Info-Tech’s licensing best practices to avoid overspending on Adobe licensing and to remain compliant in case of audit.

    • Adobe ETLA vs. VIP Pricing Table
    • Adobe ETLA Forecasted Costs and Benefits
    • Adobe ETLA Deployment Forecast
    [infographic]

    Further reading

    Master the Secrets of Adobe’s Creative Cloud Contracts to Right-Size Your Adobe Spend

    Learn the essential steps to avoid overspending and to maximize negotiation leverage with Adobe.

    ANALYST PERSPECTIVE

    Only 18% of Adobe licenses are genuine copies: are yours?

    "Adobe has designed and executed the most comprehensive evolution to the subscription model of pre-cloud software publishers with Creative Cloud. Adobe's release of Document Cloud (replacement for the Acrobat series of software) is the final nail in the coffin for legacy licensing for Adobe. Technology procurement functions have run out of time in which to act while they still retain leverage, with the exception of some late adopter organizations that were able to run on legacy versions (e.g. CS6) for the past five years. Procuring Adobe software is not the same game as it was just a few years ago. Adopt a comprehensive approach to understanding Adobe licensing, contract, and delivery models in order to accurately forecast your software needs, transact against the optimal purchase plan, and maximize negotiation leverage. "

    Scott Bickley

    Research Lead, Vendor Practice

    Info-Tech Research Group

    Our understanding of the problem

    This Research is Designed For:

    • IT managers scoping their Adobe licensing requirements and compliance position.
    • CIOs, CTOs, CPOs, and IT directors negotiating licensing agreements in search of cost savings.
    • ITAM/Software asset managers responsible for tracking and managing Adobe licensing.
    • IT and business leaders seeking to better understand Adobe licensing options (Creative Cloud).
    • Vendor management offices in the process of a contract renewal.

    This Research Will Help You:

    • Understand and simplify licensing per product to help optimize spend.
    • Ensure agreement type is aligned to needs.
    • Navigate the purchase process to negotiate from a position of strength.
    • Manage licenses more effectively to avoid compliance issues, audits, and unnecessary purchases.

    This Research Will Also Assist:

    • CFOs and the finance department
    • Enterprise architects
    • ITAM/SAM team
    • Network and IT architects
    • Legal
    • Procurement and sourcing

    This Research Will Help Them:

    • Understand licensing methods in order to make educated and informed decisions.
    • Understand the future of the cloud in your Adobe licensing roadmap.

    Executive summary

    Situation

    • Adobe’s dominant market position and ownership of the creative software market is forcing customers to refocus the software acquisition process to ensure a positive ROI on every license.
    • In early 2017, Adobe announced it would stop selling perpetual Creative Suite 6 products, forcing future purchases to be transitioned to the cloud.

    Complication

    • Adobe operates in its own niche in the creative space, and Adobe users have grown accustomed to their products, making switching very difficult.
    • With transition to a cloud-based subscription model, organizations need to actively manage licenses, software provisioning, and consumption.
    • Without a detailed understanding of Adobe’s various purchasing models, overspending often occurs.
    • Organizations have experienced issues in identifying commercial licensed packages with their install files, making it difficult to track and assign licenses.

    Resolution

    • Gain visibility into license deployments and needs with a strong SAM program/tool; this will go a long way toward optimizing spend.
      • Number of users versus number of installs are not the same, and confusing the two can result in overspending. Device-based licensing historically would have required two licenses, but now only one may be required.
    • Ensure compliance with internal audits. Adobe has a very high rate of piracy stemming from issues such as license overuse, misunderstanding of contract language, using cracks/keygens, virtualized environments, indirect access, and sharing of accounts.
    • A handful of products are still sold as perpetual – Acrobat Standard/Pro, Captivate, ColdFusion, Photoshop, and Premiere Elements – but be aware of what is being purchased and used in the organization.
      • Beware of products deployed on server, where the number of users accessing that product cannot easily be counted.

    Info-Tech Insight

    1. Your user-need analysis has shifted in the new subscription-based model. Determine which products are needed versus nice to have to prevent overspending on the Creative Cloud suite.
    2. Examine what you need, not what you have. You can no longer mix and match applications.
    3. Compliance is not automatic with products that are in the cloud. Shared logins or computers with desktop installs that can be accessed by multiple users can cause noncompliance.

    The aim of this blueprint is to provide a foundational understanding of Adobe

    Why Adobe

    In 2011 Adobe took the strategic but radical move toward converting its legacy on-premises licensing to a cloud-based subscription model, in spite of material pushback from its customer base. While revenues initially dipped, Adobe’s resolve paid off; the transition is mostly complete and revenues have doubled. This was the first enterprise software offering to effect the transition to the cloud in a holistic manner. It now serves as a case study for those following suit, such as Microsoft, Autodesk, and Oracle.

    What to know

    Adobe elected to make this market pivot in a dramatic fashion, foregoing a gradual transition process. Enterprise clients were temporarily allowed to survive on legacy on-premises editions of Adobe software; however, as the Adobe Creative Cloud functionality was quickly enhanced and new applications were launched, customer capitulation to the new subscription model was assured.

    The Future

    Adobe is now leveraging the power of connected customers, the availability of massive data streams, and the ongoing digitalization trend globally to supplement the core Creative Cloud products with online services and analytics in the areas of Creative Cloud for content, Marketing Cloud for marketers, and Document Cloud for document management and workflows. This blueprint focuses on Adobe's Creative Cloud and Document Cloud solutions and the enterprise term license agreement (ETLA).

    Info-Tech Insight

    Beware of your contract being auto-renewed and getting locked into the quantities and product subset that you have in your current agreement. Determining the number of licenses you need is critical. If you overestimate, you're locked in for three years. If you underestimate, you have to pay a big premium in the true-up process.

    Learn the “Adobe way,” whether you are reviewing existing spend or considering the purchase of new products

    1. Legacy on-premises Adobe Creative Suite products used to be available in multiple package configurations, enabling right-sized spend with functionality. Adobe’s support for legacy Creative Suites CS6 products ended in May 2017.
    2. While early ETLAs allowed customer application packaging at a lower price than the full Creative Cloud suite, this practice has been discontinued. Now, the only purchasing options are the full suite or single-application subscriptions.
    3. Buyers must now assess alternative Adobe products as an option for non-power users. For example, QuarkXPress, Corel PaintShop Pro, CorelDRAW, Bloom, and Affinity Designer are possible replacements for some Creative Cloud applications.
    4. Document Cloud, Adobe’s latest step in creating an Acrobat-focused subscription model, limits the ability to reduce costs with an extended upgrade cycle. These changes go beyond the licensing model.
    5. Organizations need to perform a cost-benefit analysis of single app purchases vs. the full suite to right-size spend with functionality.

    As Adobe’s dominance continues to grow, organizations must find new ways to maintain a value-added relationship

    Adobe estimates the total addressable market for creative and document cloud to be $21 billion. With no sign of growth slowing down, Adobe customers must learn how to work within the current design monopoly.

    The image contains two pie graphs. The first is labelled FY2014 Revenue Mix, and the second graph is titled FY2017E Revenue Mix.

    Source: Adobe, 2017

    "Adobe is not only witnessing a steady increase in Creative Cloud subscriptions, but it also gained more visibility into customers’ product usage, which enables it to consistently push out software updates relevant to user needs. The company also successfully transformed its sales organization to support the recurring revenue model."

    – Omid Razavi, Global Head of Success, ServiceNow

    Consider your route forward

    Consider your route forward, as ETLA contract commitments, scope, and mechanisms differ in structure to the perpetual models previously utilized. The new model shortchanges technology procurement leaders in their expectations of cost-usage alignment and opex flexibility (White, 2016).

    ☑ Implement a user profile to assign licenses by version and limit expenditures. Alternatives can include existing legacy perpetual and Acrobat classic versions that may already be owned by the organization.

    ☑ Examine the suitability and/or dependency on Document Cloud functions, such as existing business workflows and e-signature integration.

    ☑ Involve stakeholders in the evaluation of alternate products for use cases where dependency on Acrobat-specific functionality is limited.

    ☑ Identify not just the installs and active use of the applications but also the depth and breadth of use across the various features so that the appropriate products can be selected.

    The image contains a screenshot of a diagram listing the adobe toolkit. The toolkit includes: Adobe ETLA Deployment Forecast Tool, Adobe ETLA Forecasted Cost and Benefits, Adobe ETLA vs. VIP Pricing Table.

    Use Info-Tech’s Adobe toolkit to prepare for your new purchases or contract renewal

    Info-Tech Insight

    IT asset management (ITAM) and software asset management (SAM) are critical! An error made in a true-up can cost the organization for the remaining years of the ETLA. Info-Tech worked with one client that incurred a $600k error in the true-up that they were not able to recoup from Adobe.

    Apply licensing best practices and examine the potential for cost savings through an unbiased third-party perspective

    Establish Licensing Requirements

    • Understand Adobe’s product landscape and transition to cloud.
    • Analyze users and match to correct Adobe SKU.
    • Conduct an internal software assessment.
    • Build an effective licensing position.

    Evaluate Licensing Options

    • Value Incentive Plan (VIP)
    • Cumulative Licensing Program (CLP)
    • Transactional Licensing Program (TLP)
    • Enterprise Term License Agreement (ETLA)

    Evaluate Agreement Options

    • Price
    • Discounts
    • Price protection
    • Terms and conditions

    Purchase and Manage Licenses

    • Learn negotiation tactics to enhance your current strategy.
    • Control the flow of communication.
    • Assign the right people to manage the environment.

    Preventive practices can help find measured value ($)

    Time and resource disruption to business if audited

    Lost estimated synergies in M&A

    Cost of new licensing

    Cost of software audit, penalties, and back support

    Lost resource allocation and time

    Third party, legal/SAM partners

    Cost of poor negotiation tactics

    Lost discount percentage

    Terms and conditions improved

    Explore Adobe licensing and optimize spend – project overview

    Establish Licensing Requirements

    Evaluate Licensing Options

    Evaluate Agreement Options

    Purchase and Manage Licenses

    Best-Practice Toolkit

    • Assess current state and align goals; review business feedback.
    • Interview key stakeholders to define business objectives and drivers.
    • Review licensing options.
    • Review licensing rules.
    • Determine the ideal contract type.
    • Review final contract.
    • Discuss negotiation points.
    • License management.
    • Future licensing strategy.

    Guided Implementations

    • Engage in a scoping call.
    • Assess the current state.
    • Determine licensing position.
    • Review product options.
    • Review licensing rules.
    • Review contract option types.
    • Determine negotiation points.
    • Finalize the contract.
    • Discuss license management.
    • Evaluate and develop a roadmap for future licensing.

    PHASE 1

    Manage Your Adobe Agreements

    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: Managing Adobe Contracts

    Proposed Time to Completion: 3-6 weeks

    Step 1.1: Establish Licensing Requirements

    Start with a kick-off call:

    • Assess the current state.
    • Determine licensing position.

    Then complete these activities…

    • Complete a deployment count, needs analysis, and internal audit.

    With these tools & templates:

    Adobe ETLA Deployment Forecast

    Step 1.2: Determine Licensing Options

    Review findings with analyst:

    • Review licensing options.
    • Review licensing rules.
    • Review contract option types.

    Then complete these activities…

    • Select licensing option.
    • Document forecasted costs and benefits.

    With these tools & templates:

    Adobe ETLA vs. VIP Pricing Table

    Adobe ETLA Forecasted Costs and Benefits

    Step 1.3: Purchase and Manage Licenses

    Review findings with analyst:

    • Review final contract.
    • Discuss negotiation points.
    • Plan a roadmap for SAM.

    Then complete these activities…

    • Negotiate final contract.
    • Evaluate and develop a roadmap for SAM.

    With these tools & templates:

    Adobe ETLA Deployment Forecast

    Adobe’s Cloud – Snapshot of what has changed

    1. Since Adobe has limited the procurement and licensing options with the introduction of Creative Cloud, there are three main choices:
      1. Direct online purchase at Adobe.com
      2. Value Incentive Plan (VIP): Creative Cloud for teams–based purchase with a volume discount (minimal, usually ~10%); may have some incentives or promotional pricing
      3. Enterprise Term License Agreement (ETLA): Creative Cloud for Enterprise (CCE)
    2. Adobe has discontinued support for legacy perpetual licenses, with the latest version being CS6, which is steering organizations to prioritize their options for products in the creative and document management space.
    3. Document Cloud (DC) is the cloud product replacing the Acrobat perpetual licensing model. DC extends the subscription-based model further and limits options to extend the lifespan of legacy on-premises licenses through a protracted upgrade process.
    4. The subscription model, coupled with limited discount options on transactional purchases, forces enterprises to consider the ETLA option. The ETLA brings with it unique term commitments, new pricing structures, and true-up mechanisms and inserts the "land and expand" model vs. license reassignment.

    Info-Tech Insight

    Adobe’s move from a perpetual license to a per-user subscription model can be positive in some scenarios for organizations that experienced challenges with deployment, management of named users vs. devices, and license tracking.

    Core concepts of Adobe agreements: Discounting, pricing, and bundling

    ETLA

    Adobe has been systematically reducing discounts on ETLAs as they enter the second renewal cycle of the original three-year terms.

    Adobe Cloud Bundling

    Adobe cloud services are being bundled with ETLAs with a mandate that companies that do not accept the services at the proposed cost have Adobe management’s approval to unbundle the deal, generally with no price relief.

    Custom Bundling

    The option for custom bundling of legacy Creative Suite component applications has been removed, effectively raising the price across the board for licensees that require more than two Adobe applications who must now purchase the full Creative Cloud suite.

    Higher and Public Education

    Higher education/public education agreements have been revamped over the past couple of years, increasing prices for campus-wide agreements by double-digit percentages (~10-30%+). While they still receive an 80% discount over list price, IT departments in this industry are not prepared to absorb the budget increase.

    Info-Tech Insight

    Adobe has moved to an all-or-one bundle model. If you need more than two application products, you will likely need to purchase the full Creative Cloud suite. Therefore, it is important to focus on creating accurate user profiles to identify usage needs.

    Use Info-Tech’s Adobe deployment tool for SAM: Track deployment and needs

    The image contains a screenshot of Info-Tech's Adobe deployment tool for SAM: Track deployment and needs.

    Use Info-Tech’s Adobe deployment tool for SAM: Audit

    The image contains a screenshot of the Adobe Deployment Tool for SAM, specifically the Audit tab.

    Use Info-Tech’s Adobe deployment tool for SAM: Cost

    The image contains a screenshot of the Adobe Deployment Tool for SAM, specifically the Cost tab.

    Use Info-Tech’s tools to compare ETLA vs. VIP and to document forecasted costs and benefits

    Is the ETLA or VIP option better for your organization?

    Use Info-Tech’s Adobe ETLA vs. VIP Pricing Table tool to compare ETLA costs against VIP costs.

    The image contains a screenshot of Info-Tech's Adobe ETLA vs. VIP Pricing Table.

    Your ETLA contains multiple products and is a multi-year agreement.

    Use Info-Tech’s ETLA Forecasted Costs and Benefits tool to forecast your ETLA costs and document benefits.

    The image contains a screenshot of Info-Tech's ETLA Forecasted Costs and Benefits.

    Adobe’s Creative Cloud Complete offering provides access to all Adobe creative products and ongoing upgrades

    Why subscription model?

    The subscription model forces customers to an annuity-based pricing model, so Adobe has recurring revenue from a subscription-based product. This increases customer lifetime value (CLTV) for Adobe while providing ongoing functionality updates that are not version/edition dependent.

    Key Characteristics:

    • Available as a month-to-month or annual subscription license
    • Can be purchased for one user, for a team, or for an enterprise
    • Subject to annual payment and true-up of license fees
    • Can only true-up during lifespan of contract; quantities cannot be reduced until renewal
    • May contain auto-renewal clauses – beware!

    Key things to know:

    1. Applications can be purchased individually if users require only one specific product. A few products continue to have on-premises licensing options, but most are offered by per-user subscriptions.
    2. At the end of the subscription period, the organization no longer has any rights to the software and would have to return to a previously owned version.
    3. True-downs are not possible (in contrast to Microsoft’s Office 365).
    4. Downgrade rights are not included or are limited by default.

    Which products are in the Creative Cloud bundle?

    Adobe Acrobat® XI Pro

    Adobe After Effects® CC

    Adobe Audition® CC

    Adobe Digital Publishing Suite, Single Edition

    Adobe InDesign® CC

    Adobe Dreamweaver® CC

    Adobe Edge Animate

    Adobe Edge Code preview

    Adobe Edge Inspect

    Adobe Photoshop CC

    Adobe Edge Reflow preview

    Adobe Edge Web Fonts

    Adobe Extension Manager

    ExtendScript Toolkit

    Adobe Fireworks® CS6

    Adobe Flash® Builder® 4.7 Premium Edition

    Adobe Flash Professional CC

    Adobe Illustrator® CC

    Adobe Prelude® CC

    Adobe Premiere® Pro CC

    Adobe Scout

    Adobe SpeedGrade® CC

    Adobe Muse CC

    Adobe Photoshop Lightroom 6

    Adobe offers different solutions for teams vs. enterprise licensing

    Evaluate the various options for Creative Cloud, as they can be purchased individually, for teams, or for enterprise.

    Bundle Name

    Target Customer

    Included Applications

    Features

    CC (for Individuals)

    Individual users

    The individual chooses

    • Sync, store, and share assets
    • Adobe Portfolio website
    • Adobe Typekit font collection
    • Microsoft Teams integration
    • Can only be purchased through credit card

    CC for Teams (CCT)

    Small to midsize organizations with a small number of Adobe users who are all within the same team

    Depends on your team’s requirements. You can select all applications or specific applications.

    Everything that CC (for individuals) does, plus

    • One license per user; can reassign CC licenses
    • Web-based admin console
    • Centralized deployment
    • Usage tracking and reporting
    • 100GB of storage per user
    • Volume discounts for 10+ seats

    CC for Enterprise (CCE)

    Large organizations with users who regularly use multiple Adobe products on multiple machines

    All applications including Adobe Stock for images and Adobe Enterprise Dashboard for managing user accounts

    Everything that CCT does, plus

    • Employees can activate a second copy of software on another device (e.g. home computer) as long as they share the same Adobe ID and are not used simultaneously
    • Ability to reassign licenses from old users to new users
    • Custom storage options
    • Greater integration with other Adobe products
    • Larger volume discounts with more seats

    For further information on specific functionality differences, reference Adobe’s comparison table.

    A Cloud-ish solution: Considerations and implications for IT organizations

    ☑ True cloud products are typically service-based, scalable and elastic, shared resources, have usage metering, and rely upon internet technologies. Currently, Adobe’s Creative Cloud and Document Cloud products lack these characteristics. In fact, the core products are still downloaded and physically installed on endpoint devices, then anchored to the cloud provisioning system, where the software can be automatically updated and continuously verified for compliance by ensuring the subscription is active.

    ☑ Adobe Cloud allows Adobe to increase end-user productivity by releasing new features and products to market faster, but the customer will increase lock-in to the Adobe product suite. The fast-release approach poses a different challenge for IT departments, as they must prepare to test and support new functionality and ensure compatibility with endpoint devices.

    ☑ There are options at the enterprise level that enable IT to exert more granular control over new feature releases, but these are tied to the ETLA and the provided enterprise portal and are not available on other subscription plans. This is another mechanism by which Adobe has been able to spur ETLA adoption.

    Not all CIOs consider SaaS/subscription applications their first choice, but the Adobe’s dominant position in the content and document management marketplace is forcing the shift regardless. It is significant that Adobe bypassed the typical hybrid transition model by effectively disrupting the ability to continue with perpetual licensing without falling behind the functionality curve.

    VIP plans do allow for annual terms and payment, but you lose the price elasticity that comes with multi-year terms.

    Download Info-Tech’s Adobe ETLA vs. VIP Pricing Table tool to compare ETLA costs against VIP costs.

    When moving to Adobe cloud, validate that license requirements meet organizational needs, not a sales quota

    Follow these steps in your transition to Creative Cloud.

    Step 1: Make sure you have a software asset management (SAM) tool to determine Adobe installs and usage within your environment.

    Step 2: Look at the current Adobe install base and usage. We recommend reviewing three months’ worth of reliable usage data to decide which users should have which licenses going forward.

    Step 3: Understand the changes in Adobe packages for Creative Cloud (CC). Also, take into account that the license types are based on users, not devices.

    Step 4: Identify those users who only need a single license for a single application (e.g. Photoshop, InDesign, Muse).

    Step 5: Identify the users who require CC suites. Look at their usage of previous Adobe suites to get an idea of which CC suite they require. Did they have Design Suite Standard installed but only use one or two elements? This is a good way to ensure you do not overspend on Adobe licenses.

    Source: The ITAM Review

    Download Info-Tech’s Adobe ETLA Deployment Forecast tool to track Adobe installs within your environment and to determine usage needs.

    Acquiring Adobe Software

    Adobe offers four common licensing methods, which are reviewed in detail in the following slides.

    Most common purchasing models

    Points for consideration

    • Value Incentive Plan (VIP)
    • Cumulative Licensing Program (CLP)
    • Transactional Licensing Program (TLP)
    • Enterprise Term License Agreement (ETLA)
    • Adobe, as with many other large software providers, includes special benefits and rights when its products are purchased through volume licensing channels.
    • Businesses should typically refrain from purchasing individual OEM (shrink wrap) licenses or those meant for personal use.
    • Purchase record history is available online, making it easier for your organization to manage entitlements in the case of an audit.

    "Customers are not even obliged to manage all the licenses themselves. The reseller partners have access to the cloud console and can manage licenses on behalf of their customers. Even better, they can seize cross and upsell opportunities and provide good insight into the environment. Additionally, Adobe itself provides optimization services."

    B-lay

    CLP and TLP

    The CLP and TLP are transactional agreements generally used for the purchase of perpetual licenses. For example, they could be used for making Acrobat purchases if Creative Suite products are purchased on the ETLA.

    The image contains a screenshot of a table comparing CLP and TLP.

    Source: “Adobe Buying Programs Comparison Guide for Commercial and Government Organizations”

    VIP and ETLA

    The Value Incentive Plan is aimed at small- to medium-sized organizations with no minimum quantity required. However, there is limited flexibility to reduce licenses and limited price protection for future purchases. The ETLA is aimed at large organizations who wish to have new functionality as it comes out, license management portal, services, and security/IT control aspects.

    The image contains a screenshot of a table comparing VIP and ETLA.

    Source: “Adobe Buying Programs Comparison Guide for Commercial and Government Organizations”

    ETLA commitments risk creating “shelfware-as-a-service”

    The Adobe ETLA’s rigid contract parameters, true-up process, and unique deployment/provisioning mechanisms give technology/IT procurement leaders fewer options to maximize cost-usage alignment and to streamline opex costs.

    ☑ No ETLA price book is publicly published; pricing is controlled by the Adobe enterprise sales team.

    ☑ Adobe's retail pricing is a good starting point for negotiating discounted pricing.

    ☑ ETLA commitments are usually for three years, and the lack of a true-down option increases the risk involved in overbuying licenses should the organization encounter a business downturn or adverse event.

    ☑ Pricing discounts are the highest at the initial ETLA signing for the upfront volume commitment. The true-up pricing is discounted from retail but still higher than the signing cost per license.

    ☑ Technical support is included in the ETLA.

    ☑ While purchases typically go through value-added resellers (VARs), procurement can negotiate directly with Adobe.

    "For cloud products, it is less complex when it comes to purchasing and pricing. If larger quantities are purchased on a longer term, the discount may reach up to 15%. As soon as you enroll in the VIP program, you can control all your licenses from an ‘admin console’. Any updates or new functionalities are included in the original price. When the licenses expire, you may choose to renew your subscriptions or remove them. Partial renewal is also accepted. Of course, you can also re-negotiate your price if more subscriptions are added to your console."

    B-lay

    ETLA recommendations

    1. Assess the end-user requirements with a high degree of scrutiny. Perform an analysis that matches the licensee with the correct Adobe product SKU to reduce the risk of overspending.
    • Leverage metering data that identifies actual usage and lack thereof, match to user profile functional requirements, and then determine end users’ actual license requirements.
  • Build in time to evaluate alternative products where possible and position the organization to leverage a Plan B vendor to replace or mitigate growth on the Adobe platform. Re-evaluate options well in advance of the ETLA renewal.
  • Secure price protection through negotiating a price cap or an extended ETLA term beyond the standard three-year term. Short of obtaining an escalation cap, which Adobe is strongly resisting, build in price increases for the ETLA renewal years.
    • Demand price transparency and granularity in the proposal process.
    • Validate that volume discounts are appropriate and show through to the true-up line item pricing.
  • Negotiate a true-down mechanism upfront with Adobe if usage decline is inevitable or expected due to a merger or acquisition, divestiture, or material restructuring event.
  • INFO-TECH TIP: For further guidance on ETLAs and pricing, contact your Info-Tech representative to set up a call with an analyst.

    Use Info-Tech’s Adobe ETLA Deployment Forecast tool to match licensees with Adobe product SKUs.

    Prepare for Adobe’s true-up process

    How the true-up process works

    When adding a license, the true-up price will be prorated to 50% of the license cost for previous year’s usage plus 100% of the license cost for the next year. This back-charging adds up to 150% of the overall true-up license cost. In some rare cases, Adobe has provided an “unlimited” quantity for certain SKUs; these Unlimited ETLAs generally align with FTE counts and limit FTE increases to about 5%. Procurement must monitor and work with SAM/ITAM and stakeholder groups to restrain unnecessary growth during the term of an Unlimited ETLA to avoid the risk of cost escalation at renewal time.

    Higher-education specific

    Higher-education clients can license under the ETLA based on a prescribed number of user and classroom/lab devices and/or on a FTE basis. In these cases, the combination of Creative Cloud and Acrobat Pro volume must equal the FTE total, creating an enterprise footprint. FTE calculations establish the full-time faculty plus one-third of part-time faculty plus one-half of part-time staff.

    Info-Tech Insight

    Compliance takes a different form in terms of the ETLA true-up process. The completion of Adobe's transition to cloud-based licensing and verification has improved compliance rates via phone home telemetry such that pirated software is less available and more easily detected. Adobe has actually decommissioned its audit arm in the Americas and EMEA.

    Audits and software asset management with Adobe

    Watch out for:

    • Virtual desktops, freeware, and test and trial licenses
    • Adobe products that may be bundled into a suite; a manual check will be needed to ensure the suite isn’t recognized as a standalone license
    • Pirated licenses with a “crack” built into the software

    Simplify your process – from start to finish – with these steps:

    Determine License Entitlements

    Obtain documentation from internal records and Adobe to track licenses and upgrades to determine what licenses you own and have the right to use.

    Gather Deployment Information

    Leverage a software asset management tool or process to determine what software is deployed and what is/is not being used.

    Determine Effective License Position

    Compare license entitlements with deployment data to uncover surpluses and deficits in licensing. Look for opportunities.

    Plan Changes to License Position

    Meet with IT stakeholders to discuss the enterprise license program (ELP), short- and long-term project plans, and budget allocation. Plan and document licensing requirements.

    Adobe Genuine Software Integrity Service

    • This service was started in 2014 to combat non-genuine software sold by non-authorized resellers.
    • The service works hand in hand with the cloud movement to reduce piracy.
    • Every Adobe product now contains an executable file that will scan your machine for non-genuine software.
    • If non-genuine software is detected, the user will be notified and directed to the official Adobe website for next steps.

    Detailed list of Adobe licensing contract types

    The table below describes Adobe contract types beyond the four typical purchasing models explained in the previous slides:

    Option

    What is it?

    What’s included?

    For

    Term

    CLP (Cumulative Licensing Program)

    10,000 plus points, support and maintenance optional

    Select Adobe perpetual desktop products

    Business

    2 years

    EA (Adobe Enterprise Agreement)

    100 licenses plus maintenance and support for eligible Adobe products

    All applications

    100+ users requirement

    3 years

    EEA (Adobe Enterprise Education Agreement)

    Creative Cloud enterprise agreement for education establishments

    Creative Cloud applications without services

    Education

    1 or 2 years

    ETLA (Enterprise Term License Agreement)

    Licensing program designed for Adobe’s top commercial, government, and education customers

    All Creative Cloud applications

    Large enterprise companies

    3 years

    K-12 – Enterprise Agreement

    Enterprise agreement for primary and secondary schools

    Creative Cloud applications without services

    Education

    1 year

    K-12 – School Site License

    Allows a school to install a Creative Cloud on up to 500 school-owned computers regardless of school size

    Creative Cloud applications without services

    Education

    1 year

    TLP (Transactional Licensing Program)

    Agreement for SMBs that want volume licensing bonuses

    Perpetual desktop products only

    Aimed at SMBs, but Enterprise customers can use the TLP for smaller requirements

    N/A

    Upgrade Plan

    Insurance program for software purchased under a perpetual license program such as CLP or TLP for Creative Cloud upgrade

    Dependent on the existing perpetual estate

    Anyone

    N/A

    VIP (Value Incentive Plan)

    VIP allows customers to purchase, deploy, and manage software through a term-based subscription license model

    Creative Cloud of teams

    Business, government, and education

    Insight breakdown

    Insight 1

    Adobe operates in its own niche in the creative space, and Adobe users have grown accustomed to their products, making switching very difficult.

    Insight 2

    Adobe has transitioned the vast majority of its software offerings to the cloud-based subscription model. Active management of licenses, software provisioning, and consumption of cloud services is now an ongoing job.

    Insight 3

    With the vendor lock-in process nearly complete via the transition to a SaaS subscription model, Adobe is raising prices on an annual basis. Advance planning and strategic use of the ETLA is key to avoid budget-breaking surprises.

    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

    • Understanding of the importance of licensing in relation to business objectives.
    • Understanding of the various licensing considerations that need to be made.
    • Contract negotiation.

    Deliverables Completed

    • Adobe ETLA Deployment Forecast
    • Adobe ETLA Forecasted Cost and Benefits
    • Adobe ETLA vs. VIP Pricing Table

    Related Info-Tech Research

    Take Control of Microsoft Licensing and Optimize Spend

    Create an Effective Plan to Implement IT Asset Management

    Establish an Effective System of Internal IT Controls to Mitigate Risks

    Optimize Software Asset Management

    Take Control of Compliance Improvement to Conquer Every Audit

    Cut PCI Compliance and Audit Costs in Half

    Bibliography

    “Adobe Buying Programs: At-a-glance comparison guide for Commercial and government organizations.” Adobe Systems Incorporated, 2014. Web. 1 Feb. 2018.

    “Adobe Buying Programs Comparison Guide for Commercial and Government Organizations.” Adobe Systems Incorporated, 2018. Web.

    “Adobe Buying Programs Comparison Guide for Education.” Adobe Systems Incorporated, 2018. Web. 1 Feb 2018.

    “Adobe Education Enterprise Agreement: Give your school access to the latest industry-leading creative tools.” Adobe Systems Incorporated, 2014. Web. 1 Feb. 2018.

    “Adobe Enterprise Term License Agreement for commercial and government organizations.” Adobe Systems Incorporated, 2016. Web. 1 Feb. 2018.

    Adobe Investor Presentation – October 2017. Adobe Systems Incorporated, 2017. Web. 1 Feb. 2018.

    Cabral, Amanda. “Students react to end of UConn-Adobe contract.” The Daily Campus (Uconn), 5 April 2017. Web. 1 Feb. 2018.

    de Veer, Patrick and Alecsandra Vintilescu. “Quick Guide to Adobe Licensing.” B-lay, Web. 1 Feb. 2018.

    “Find the best program for your organization.” Adobe, Web. 1 Feb 2018.

    Foxen, David. “Adobe Upgrade Simplified.” Snow Software, 7 Oct. 2016. Web.

    Frazer, Bryant. “Adobe Stops Reporting Subscription Figures for Creative Cloud.” Studio Daily. Access Intelligence, LLC. 17 March 2016. Web.

    “Give your students the power to create bright futures.” Adobe, Web. 1 Feb 2018.

    Jones, Noah. “Adobe changes subscription prices, colleges forced to pay more.” BG Falcon Media. Bowling Green State University, 18 Feb. 2015. Web. 1 Feb. 2018.

    Mansfield, Adam. “Is Your Organization Prepared for Adobe’s Enterprise Term License Agreements (ETLA)?” UpperEdge,30 April 2013. Web. 1 Feb. 2018.

    Murray, Corey. “6 Things Every School Should Know About Adobe’s Move to Creative Cloud.” EdTech: Focus on K-12. CDW LLC, 10 June 2013. Web.

    “Navigating an Adobe Software Audit: Tips for Emerging Unscathed.” Nitro, Web. 1 Feb. 2018.

    Razavi, Omid. “Challenges of Traditional Software Companies Transitioning to SaaS.” Sand Hill, 12 May 2015. Web. 1 Feb. 2018.

    Rivard, Ry. “Confusion in the Cloud.” Inside Higher Ed. 22 May 2013. Web. 1 Feb. 2018.

    Sharwood, Simon. “Adobe stops software licence audits in Americas, Europe.” The Register. Situation Publishing. 12 Aug. 2016. Web. 1 Feb. 2018.

    “Software Licensing Challenges Faced In The Cloud: How Can The Cloud Benefit You?” The ITAM Review. Enterprise Opinions Limited. 20 Nov. 2015. Web.

    White, Stephen. “Understanding the Impacts of Adobe’s Cloud Strategy and Subscriptions Before Negotiating an ETLA.” Gartner, 22 Feb. 2016. Web.

    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?

    Availability and Capacity Management

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    Develop your availability and capacity management plant and align it with exactly what the business expects.

    Activate Your Augmented Reality Initiative

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    • Augmented reality is a new technology and use cases are still emerging. Organizations have to work hard to stay ahead of the curve and predict how they will be impacted.
    • There are limited off-the-shelf augmented reality solutions in terms of business applications. IT not only needs to understand the emerging augmented reality hardware, but also the plethora of development platforms.

    Our Advice

    Critical Insight

    • Augmented reality presents a new avenue to solve problems that cannot be addressed efficiently with existing technology. It is a new tool that will impact the way you work.
    • Beyond addressing existing problems, augmented reality will provide the ability to differently execute business processes. Current processes have been designed with existing systems and capabilities in mind. Augmented reality impacts organizational design processes that are more complex.
    • As a technology with an evolving set of use cases, IT and the business must anticipate some of the challenges that may arise with the use of augmented reality (e.g. health and safety, application development, regulatory).

    Impact and Result

    • Our methodology addresses the possible issues by using a case-study approach to demonstrate the “art of the possible” for augmented reality.
    • With an understanding of augmented reality, it is possible to find applicable use cases for this emerging technology and get a leg up on competitors.
    • By utilizing Info-Tech’s Augmented Reality Use Case Picklist and the Augmented Reality Stakeholder Presentation Template, the IT team and their business stakeholders can confidently approach augmented reality adoption.

    Activate Your Augmented Reality Initiative Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why your organization should care about augmented reality’s potential to transform the workplace and how Info-Tech will support you as you identify and build your augmented reality use case.

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

    1. Understand augmented reality

    Analyze the four key benefits of augmented reality to understand how the technology can resolve industry issues.

    • Activate Your Augmented Reality Initiative – Phase 1: Understand Augmented Reality
    • Augmented Reality Glossary

    2. Finding space for augmented reality

    Develop and prioritize use cases for augmented reality using Info-Tech’s AR Initiative Framework.

    • Activate Your Augmented Reality Initiative – Phase 2: Finding Space for Augmented Reality
    • Augmented Reality Use Case Picklist

    3. Communicate project decisions to stakeholders

    Present the augmented reality initiative to stakeholders and understand the way forward for the AR initiative.

    • Activate Your Augmented Reality Initiative – Phase 3: Communicate Project Decisions to Stakeholders
    • Augmented Reality Stakeholder Presentation Template
    [infographic]

    Workshop: Activate Your Augmented Reality Initiative

    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 Augmented Reality and Its Use Cases

    The Purpose

    Understand the fundamentals of augmented reality technology and its real-world business applications.

    Key Benefits Achieved

    A prioritized list of augmented reality use cases.

    Activities

    1.1 Introduce augmented reality technology.

    1.2 Understand augmented reality use cases.

    1.3 Review augmented reality case studies.

    Outputs

    An understanding of the history and current state of augmented reality technology.

    An understanding of “the art of the possible” for augmented reality.

    An enhanced understanding of augmented reality.

    2 Conduct an Environmental Scan and Internal Review

    The Purpose

    Examine where the organization stands in the current competitive environment.

    Key Benefits Achieved

    Understanding of what is needed from an augmented reality initiative to differentiate your organization from its competitors.

    Activities

    2.1 Environmental analysis (PEST+SWOT).

    2.2 Competitive analysis.

    2.3 Listing of interaction channels and disposition.

    Outputs

    An understanding of the internal and external propensity for augmented reality.

    An understanding of comparable organizations’ approach to augmented reality.

    A chart with the disposition of each interaction channel and its applicability to augmented reality.

    3 Parse Critical Technology Drivers

    The Purpose

    Determine which business processes will be affected by augmented reality.

    Key Benefits Achieved

    Understanding of critical technology drivers and their KPIs.

    Activities

    3.1 Identify affected process domains.

    3.2 Brainstorm impacts of augmented reality on workflow enablement.

    3.3 Distill critical technology drivers.

    3.4 Identify KPIs for each driver.

    Outputs

    A list of affected process domains.

    An awareness of critical technology drivers for the augmented reality initiative.

    Reduce Time to Consensus With an Accelerated Business Case

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    • Parent Category Name: Business Analysis
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    • Enterprise application initiatives are complex, expensive, and require a significant amount of planning before initiation.
    • A financial business case is sometimes used to justify these initiatives.
    • Once the business case (and benefits therein) are approved, the case is forgotten, eliminating a critical check and balance of benefit realization.

    Our Advice

    Critical Insight

    1. Frame the conversation.

    Understand the audience and forum for the business case to best frame the conversation.

    2. Time-box the process of building the case.

    More time should be spent on performing the action rather than building the case.

    3. The business case is a living document.

    The business case creates the basis for review of the realization of the proposed business benefits once the procurement is complete.

    Impact and Result

    • Understand the drivers for decision making in your organization, and the way initiatives are evaluated.
    • Compile a compelling business case that provides decision makers with sufficient information to make decisions confidently.
    • Evaluate proposed enterprise application initiatives “apples-to-apples” using a standardized and repeatable methodology.
    • Provide a mechanism for tracking initiative performance during and after implementation.

    Reduce Time to Consensus With an Accelerated Business Case Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a business case for enterprise application investments, review Info-Tech’s methodology, and understand how we can support you in completing this project.

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

    1. Gather the required information

    Complete the necessary preceding tasks to building the business case. Rationalize the initiative under consideration, determine the organizational decision flow following a stakeholder assessment, and conduct market research to understand the options.

    • Reduce Time to Consensus With an Accelerated Business Case – Phase 1: Gather the Required Information
    • Business Case Readiness Checklist
    • Business Case Workbook
    • Request for Information Template
    • Request for Quotation Template

    2. Conduct the business case analysis

    Conduct a thorough assessment of the initiative in question. Define the alternatives under consideration, identify tangible and intangible benefits for each, aggregate the costs, and highlight any risks.

    • Reduce Time to Consensus With an Accelerated Business Case – Phase 2: Conduct the Business Case Analysis

    3. Make the case

    Finalize the recommendation based on the analysis and create a business case presentation to frame the conversation for key stakeholders.

    • Reduce Time to Consensus With an Accelerated Business Case – Phase 3: Make the Case
    • Full-Form Business Case Presentation Template
    • Summary Business Case Presentation Template
    • Business Case Change Log
    • Business Case Close-Out Form
    [infographic]

    Workshop: Reduce Time to Consensus With an Accelerated Business Case

    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 Plan for Business Case Development

    The Purpose

    Complete the necessary preceding tasks to building a strong business case.

    Key Benefits Achieved

    Alignment with business objectives.

    Stakeholder buy-in.

    Activities

    1.1 Map the decision flow in your organization.

    1.2 Define the proposed initiative.

    1.3 Define the problem/opportunity statement.

    1.4 Clarify goals and objectives expected from the initiative.

    Outputs

    Decision traceability

    Initiative summary

    Problem/opportunity statement

    Business objectives

    2 Build the Business Case Model

    The Purpose

    Put together the key elements of the business case including alternatives, benefits, and costs.

    Key Benefits Achieved

    Rationalize the business case.

    Activities

    2.1 Design viable alternatives.

    2.2 Identify the tangible and intangible benefits.

    2.3 Assess current and future costs.

    2.4 Create the financial business case model.

    Outputs

    Shortlisted alternatives

    Benefits tracking model

    Total cost of ownership

    Impact analysis

    3 Enhance the Business Case

    The Purpose

    Determine more integral factors in the business case such as ramp-up time for benefits realization as well as risk assessment.

    Key Benefits Achieved

    Complete a comprehensive case.

    Activities

    3.1 Determine ramp-up times for costs and benefits.

    3.2 Identify performance measures and tracking.

    3.3 Assess initiative risk.

    Outputs

    Benefits realization schedule

    Performance tracking framework

    Risk register

    4 Prepare the Business Case

    The Purpose

    Finalize the recommendation and formulate the business case summary and presentation.

    Key Benefits Achieved

    Prepare the business case presentation.

    Activities

    4.1 Choose the alternative to be recommended.

    4.2 Create the detailed and summary business case presentations.

    4.3 Present and incorporate feedback.

    4.4 Monitor and close out.

    Outputs

    Final recommendation

    Business case presentation

    Final sign-off

    Develop Your Value-First Business Process Automation Strategy

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    • Parent Category Name: Optimization
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    Business process automation (BPA) has gained momentum, especially as pilots result in positive outcomes such as improved customer experience, efficiencies, and cost savings. Stakeholders want to invest more in BPA solutions and scale initial successes across different business and IT functions.

    But it’s critical to get it right and not fall into the hype so that the costs don’t outweigh the benefits.

    Ultimately, all BPA initiatives should align with a common vision.

    Build the right BPA strategy – smarter, not faster

    Organizations should adopt a methodical approach to growing their BPA, taking cost, talent availability, and goals into account.

    1. Recognize the true value of automation. Successful BPA improves more than cost savings and revenue generation. Employee satisfaction, organizational reputation, brand, and better-performing products and services are other sought-after benefits.
    2. Consider all relevant factors as you build a strategy. Take into account the impact BPA initiatives will have on users, risk and change appetites, customer satisfaction, and business priorities.
    3. Mature your practice as you scale your BPA technologies. Develop skills, resources, and governance practices as you scale your automation tools. Deploy BPA with quality in mind, then continuously monitor, review, and maintain the automation for success.
    4. Learn from your initial automations. Maximize what you learn from your minimum viable automations (MVA) and use that knowledge to build and scale your automation implementation across the organization.

    Develop Your Value-First Business Process Automation Strategy Research & Tools

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

    1. Business Process Automation Strategy Deck – A step-by-step document that walks you through how to position business process automation as a key capability and assess the organization’s readiness for its adoption.

    This blueprint helps you develop a strategy justify the scaling and maturing of your business process automation (BPA) practices and capabilities to fulfill your business priorities.

    • Develop Your Value-First Business Process Automation Strategy – Phases 1-4

    2. Business Process Automation Strategy Template – A template to help you build a clear and compelling strategy document for stakeholders.

    Document your business process automation strategy in the language your stakeholders understand. Tailor this document to fit your BPA objectives and initiatives.

    • Business Process Automation Strategy Template

    3. Business Process Automation Maturity Assessment Tool – A tool to help gauge the maturity of your BPA practice.

    Evaluate the maturity of the key capabilities of your BPA practice to determine its readiness to support complex and scaled BPA solutions.

    • Business Process Automation Maturity Assessment Tool

    Infographic

    Workshop: Develop Your Value-First Business Process Automation 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 Understand the Context

    The Purpose

    Understand the business priorities and your stakeholders' needs that are driving your business process automation initiatives while abiding by the risk and change appetite of your organization.

    Key Benefits Achieved

    Translate business priorities to the context of business process automation.

    Arrive at a common definition of business value.

    Come to an understanding of the needs, concerns, and problems of BPA stakeholders.

    Discover organizational risk and change tolerance and appetite.

    Activities

    1.1 Set the Business Context

    1.2 Understand Your Stakeholder Needs

    1.3 Build Your Risk & Change Profile

    Outputs

    Business problem, priorities, and business value definition

    Customer and end-user assessment (e.g. personas, customer journey)

    Risk and change profile

    2 Define Your BPA Objectives and Opportunities

    The Purpose

    Set reasonable and achievable expectations for your BPA initiatives and practices, and select the right BPA opportunities to meet these expectations.

    Key Benefits Achieved

    Align BPA objectives and metrics to your business priorities.

    Create guiding principles that support your organization’s and team’s culture.

    Define a vision of your target-state BPA practice

    Create a list of BPA opportunities that will help build your practice and meet business priorities.

    Activities

    2.1 Define Your BPA Expectations

    2.2 List Your Guiding Principles

    2.3 Envision Your BPA Target State

    2.4 Build Your Opportunity Backlog

    Outputs

    BPA problem statement, objectives, and metrics

    BPA guiding principles

    Desired scaled BPA target state

    Prioritized BPA opportunities

    3 Assess Your BPA Maturity

    The Purpose

    Evaluate the current state of your BPA practice and its readiness to support scaled and complex BPA solutions.

    Key Benefits Achieved

    List key capabilities to implement and optimize to meet the target state of your BPA practice.

    Brainstorm solutions to address the gaps in your BPA capabilities.

    Activities

    3.1 Assess Your BPA Maturity

    Outputs

    BPA maturity assessment

    4 Roadmap Your BPA Initiatives

    The Purpose

    Identify high-priority key initiatives to support your BPA objectives and goals, and establish the starting point of your BPA strategy.

    Key Benefits Achieved

    Create an achievable roadmap of BPA initiatives designed to deliver good practices and valuable automations.

    Perform a risk assessment of your BPA initiatives and create mitigations for high-priority risks.

    Find the starting point in the development of your BPA strategy.

    Activities

    4.1 Roadmap Your BPA Initiatives

    4.2 Assess and Mitigate Your Risks

    4.3 Complete Your BPA Strategy

    Outputs

    List of BPA initiatives and roadmap

    BPA initiative risk assessment

    Initial draft of your BPA strategy

    Enhance Your Solution Architecture Practices

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    • Parent Category Name: Development
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    • In today’s world, business agility is essential to stay competitive. Quick responses to business needs through efficient development and deployment practices is critical for business value delivery.
    • A mature solution architecture practice is the basic necessity for a business to have technical agility.

    Our Advice

    Critical Insight

    Don’t architect for normal situations. That is a shallow approach and leads to decisions that may seem “right” but will not be able to stand up to system elasticity needs.

    Impact and Result

    • Understand the different parts of a continuous security architecture framework and how they may apply to your decisions.
    • Develop a solution architecture for upcoming work (or if there is a desire to reduce tech debt).

    Enhance Your Solution Architecture Practices Research & Tools

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

    1. Solution Architecture Practices Deck – A deck to help you develop an approach for or validate existing solution architecture capability.

    Translate stakeholder objectives into architecture requirements, solutions, and changes. Incorporate architecture quality attributes in decisions to increase your architecture’s life. Evaluate your solution architecture from multiple views to obtain a holistic perspective of the range of issues, risks, and opportunities.

    • Enhance Your Solution Architecture Practices – Phases 1-3

    2. Solution Architecture Template – A template to record the results from the exercises to help you define, detail, and make real your digital product vision.

    Identify and detail the value maps that support the business, and discover the architectural quality attribute that is most important for the value maps. Brainstorm solutions for design decisions for data, security, scalability, and performance.

    • Solution Architecture Template
    [infographic]

    Workshop: Enhance Your Solution Architecture Practices

    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 Vision and Value Maps

    The Purpose

    Document a vision statement for the solution architecture practice (in general) and/or a specific vision statement, if using a single project as an example.

    Document business architecture and capabilities.

    Decompose capabilities into use cases.

    Key Benefits Achieved

    Provide a great foundation for an actionable vision and goals that people can align to.

    Develop a collaborative understanding of business capabilities.

    Develop a collaborative understanding of use cases and personas that are relevant for the business.

    Activities

    1.1 Develop vision statement.

    1.2 Document list of value stream maps and their associated use cases.

    1.3 Document architectural quality attributes needed for use cases using SRME.

    Outputs

    Solution Architecture Template with sections filled out for vision statement canvas and value maps

    2 Continue Vision and Value Maps, Begin Phase 2

    The Purpose

    Map value stream to required architectural attributes.

    Prioritize architecture decisions.

    Discuss and document data architecture.

    Key Benefits Achieved

    An understanding of architectural attributes needed for value streams.

    Conceptual understanding of data architecture.

    Activities

    2.1 Map value stream to required architectural attributes.

    2.2 Prioritize architecture decisions.

    2.3 Discuss and document data architecture.

    Outputs

    Solution Architecture Template with sections filled out for value stream and architecture attribute mapping; a prioritized list of architecture design decisions; and data architecture

    3 Continue Phase 2, Begin Phase 3

    The Purpose

    Discuss security and threat assessment.

    Discuss resolutions to threats via security architecture decisions.

    Discuss system’s scalability needs.

    Key Benefits Achieved

    Decisions for security architecture.

    Decisions for scalability architecture.

    Activities

    3.1 Discuss security and threat assessment.

    3.2 Discuss resolutions to threats via security architecture decisions.

    3.3 Discuss system’s scalability needs.

    Outputs

    Solution Architecture Template with sections filled out for security architecture and scalability design

    4 Continue Phase 3, Start and Finish Phase 4

    The Purpose

    Discuss performance architecture.

    Compile all the architectural decisions into a solutions architecture list.

    Key Benefits Achieved

    A complete solution architecture.

    A set of principles that will form the foundation of solution architecture practices.

    Activities

    4.1 Discuss performance architecture.

    4.2 Compile all the architectural decisions into a solutions architecture list.

    Outputs

    Solution Architecture Template with sections filled out for performance and a complete solution architecture

    Further reading

    Enhance Your Solution Architecture Practice

    Ensure your software systems solution is architected to reflect stakeholders’ short- and long-term needs.

    Analyst Perspective

    Application architecture is a critical foundation for supporting the growth and evolution of application systems. However, the business is willing to exchange the extension of the architecture’s life with quality best practices for the quick delivery of new or enhanced application functionalities. This trade-off may generate immediate benefits to stakeholders, but it will come with high maintenance and upgrade costs in the future, rendering your system legacy early.

    Technical teams know the importance of implementing quality attributes into architecture but are unable to gain approval for the investments. Overcoming this challenge requires a focus of architectural enhancements on specific problem areas with significant business visibility. Then, demonstrate how quality solutions are vital enablers for supporting valuable application functionalities by tracing these solutions to stakeholder objectives and conducting business and technical risk and impact assessments through multiple business and technical perspectives.

    this is a picture of Andrew Kum-Seun

    Andrew Kum-Seun
    Research Manager, Applications
    Info-Tech Research Group

    Enhance Your Solution Architecture

    Ensure your software systems solution is architected to reflect stakeholders’ short- and long-term needs.

    EXECUTIVE BRIEF

    Executive Summary

    Your Challenge

    • Most organizations have some form of solution architecture; however, it may not accurately and sufficiently support the current and rapidly changing business and technical environments.
    • To enable quick delivery, applications are built and integrated haphazardly, typically omitting architecture quality practices.

    Common Obstacles

    • Failing to involve development and stakeholder perspectives in design can lead to short-lived architecture and critical development, testing, and deployment constraints and risks being omitted.
    • Architects are experiencing little traction implementing solutions to improve architecture quality due to the challenge of tracing these solutions back to the right stakeholder objectives.

    Info-Tech's Approach

    • Translate stakeholder objectives into architecture requirements, solutions, and changes. Incorporate architecture quality attributes in decisions to increase your architecture’s life.
    • Evaluate your solution architecture from multiple views to obtain a holistic perspective of the range of issues, risks, and opportunities.
    • Regularly review and recalibrate your solution architecture so that it accurately reflects and supports current stakeholder needs and technical environments.

    Info-Tech Insight

    Well-received applications can have poor architectural qualities. Functional needs often take precedence over quality architecture. Quality must be baked into design, execution, and decision-making practices to ensure the right tradeoffs are made.

    A badly designed solution architecture is the root of all technical evils

    A well-thought-through and strategically designed solution architecture is essential for the long-term success of any software system, and by extension, the organization because:

    1. It will help achieve quality attribute requirements (security, scalability, performance, usability, resiliency, etc.) for a software system.
    2. It can define and refine architectural guiding principles. A solution architecture is not only important for today but also a vision for the future of the system’s ability to react positively to changing business needs.
    3. It can help build usable (and reusable) services. In a fast-moving environment, the convenience of having pre-made plug-and-play architectural objects reduces the risk incurred from knee-jerk reactions in response to unexpected demands.
    4. It can be used to create a roadmap to an IT future state. Architectural concerns support transition planning activities that can lead to the successful implementation of a strategic IT plan.

    Demand for quick delivery makes teams omit architectural best practices, increasing downstream risks

    In its need for speed, a business often doesn’t see the value in making sure architecture is maintainable, reusable, and scalable. This demand leads to an organizational desire for development practices and the procurement of vendors that favor time-to-market over long-term maintainability. Unfortunately, technical teams are pushed to omit design quality and validation best practices.

    What are the business impacts of omitting architecture design practices?

    Poor quality application architecture impedes business growth opportunities, exposes enterprise systems to risks, and consumes precious IT budgets in maintenance that could otherwise be used for innovation and new projects.

    Previous estimations indicate that roughly 50% of security problems are the result of software design. […] Flaws in the architecture of a software system can have a greater impact on various security concerns in the system, and as a result, give more space and flexibility for malicious users.(Source: IEEE Software)

    Errors in software requirements and software design documents are more frequent than errors in the source code itself according to Computer Finance Magazine. Defects introduced during the requirements and design phase are not only more probable but also more severe and more difficult to remove. (Source: iSixSigma)

    Design a solution architecture that can be successful within the constraints and complexities set before you

    APPLICATION ARCHITECTURE…

    … describes the dependencies, structures, constraints, standards, and development guidelines to successfully deliver functional and long-living applications. This artifact lays the foundation to discuss the enhancement of the use and operations of your systems considering existing complexities.

    Good architecture design practices can give you a number of benefits:

    Lowers maintenance costs by revealing key issues and risks early. The Systems Sciences Institute at IBM has reported that the cost to fix an error found after product release was 4 to 5 times as much as one uncovered during design.(iSixSigma)

    Supports the design and implementation activities by providing key insights for project scheduling, work allocation, cost analysis, risk management, and skills development.(IBM: developerWorks)

    Eliminates unnecessary creativity and activities on the part of designers and implementers, which is achieved by imposing the necessary constraints on what they can do and making it clear that deviation from constraints can break the architecture.(IBM: developerWorks)

    Use Info-Tech’s Continuous Solution Architecture (CSA) Framework for designing adaptable systems

    Solution architecture is not a one-size-fits-all conversation. There are many design considerations and trade-offs to keep in mind as a product or services solution is conceptualized, evaluated, tested, and confirmed. The following is a list of good practices that should inform most architecture design decisions.

    Principle 1: Design your solution to have at least two of everything.

    Principle 2: Include a “kill switch” in your fault-isolation design. You should be able to turn off everything you release.

    Principle 3: If it can be monitored, it should be. Use server and audit logs where possible.

    Principle 4: Asynchronous is better than synchronous. Asynchronous design is more complex but worth the processing efficiency it introduces.

    Principle 5: Stateless over stateful: State data should only be used if necessary.

    Principle 6: Go horizonal (scale out) over vertical (scale up).

    Principle 7: Good architecture comes in small packages.

    Principle 8: Practice just-in-time architecture. Delay finalizing an approach for as long as you can.

    Principle 9: X-ilities over features. Quality of an architecture is the foundation over which features exist. A weak foundation can never be obfuscated through shiny features.

    Principle 10: Architect for products not projects. A product is an ongoing concern, while a project is short lived and therefore only focused on what is. A product mindset forces architects to think about what can or should be.

    Principle 11: Design for rollback: When all else fails, you should be able to stand up the previous best state of the system.

    Principle 12: Test the solution architecture like you test your solution’s features.

    CSA should be used for every step in designing a solution’s architecture

    Solution architecture is a technical response to a business need, and like all complex evolutionary systems, must adapt its design for changing circumstances.

    The triggers for changes to existing solution architectures can come from, at least, three sources:

    1. Changing business goals
    2. Existing backlog of technical debt
    3. Solution architecture roadmap

    A solution’s architecture is cross-cutting and multi-dimensional and at the minimum includes:

    • Product Portfolio Strategy
    • Application Architecture
    • Data Architecture
    • Information Architecture
    • Operational Architecture

    along with several qualitative attributes (also called non-functional requirements).

    This image contains a chart which demonstrates the relationship between changing hanging business goals, Existing backlog of technical debt, Solution architecture roadmap, and Product Portfolio Strategy, Application Architecture, Data Architecture, Information Architecture and, Operational Architecture

    Related Research: Product Portfolio Strategy

    Integrate Portfolios to Create Exceptional Customer Value

    • Define an organizing principle that will structure your projects and applications in a way that matters to your stakeholders.
    • Bridge application and project portfolio data using the organizing principle that matters to communicate with stakeholders across the organization.
    • Create a dashboard that brings together the benefits of both project and application portfolio management to improve visibility and decision making.

    Deliver on Your Digital Portfolio Vision

    • 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.

    Related Research: Data, Information & Integration Architecture

    Build a Data Architecture Roadmap

    • Have a framework in place to identify the appropriate solution for the challenge at hand. Our three-phase practical approach will help you build a custom and modernized data architecture.
    • Identify and prioritize the business drivers in which data architecture changes would create the largest overall benefit and determine the corresponding data architecture tiers that need to be addressed.
    • Discover the best-practice trends, measure your current state, and define the targets for your data architecture tactics.
    • Build a cohesive and personalized roadmap for restructuring your data architecture. Manage your decisions and resulting changes.

    Build a Data Pipeline for Reporting and Analytics

    • Understand your high-level business capabilities and interactions across them – your data repositories and flows should be just a digital reflection thereof.
    • Divide your data world in logical verticals overlaid with various speed data progression lanes, i.e. build your data pipeline – and conquer it one segment at a time.
    • Use the most appropriate database design pattern for a given phase/component in your data pipeline progression.

    Related Research:Operational Architecture

    Optimize Application Release Management

    • Acquire release management ownership. Ensure there is appropriate accountability for the speed and quality of the releases passing through the entire pipeline.
    • A release manager has oversight over the entire release process and facilitates the necessary communication between business stakeholders and various IT roles.
    • Instill holistic thinking. Release management includes all steps required to push release and change requests to production along with the hand-off to Operations and Support. Increase the transparency and visibility of the entire pipeline to ensure local optimizations do not generate bottlenecks in other areas.
    • Standardize and lay a strong release management foundation. Optimize the key areas where you are experiencing the most pain and continually improve.

    Build Your Infrastructure Roadmap

    • Increased communication. More information being shared to more people who need it.
    • Better planning. More accurate information being shared.
    • Reduced lead times. Less due diligence or discovery work required as part of project implementations.
    • Faster delivery times. Less low-value work, freeing up more time for project work.

    Related Research:Security Architecture

    Identify Opportunities to Mature the Security Architecture

    • A right-sized security architecture can be created by assessing the complexity of the IT department, the operations currently underway for security, and the perceived value of a security architecture within the organization. This will bring about a deeper understanding of the organizational infrastructure.
    • Developing a security architecture should also result in a list of opportunities (i.e. initiatives) that an organization can integrate into a roadmap. These initiatives will seek to improve security operations and strengthen the IT department’s understanding of security’s role within the organization.
    • A better understanding of the infrastructure will help to save time on determining the correct technologies required from vendors, and therefore, cut down on the amount of vendor noise.
    • Creating a defensible roadmap will assist with justifying future security spend.

    Key deliverable:

    Solution Architecture Template
    Record the results from the exercises to help you define, detail, and make real your digital product vision.

    Blueprint Deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    This image contains screenshots of the deliverables which will be discussed later in this blueprint

    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

    Workshop Overview

    Contact your account representative for more information. workshops@infotech.com 1-888-670-8889

    Day 1 Day 2 Day 3 Day 4
    Exercises
    1. Articulate an architectural vision
    2. Develop dynamic value stream maps
    1. Create a conceptual map between the value stream, use case, and required architectural attribute
    2. Create a prioritized list of architectural attributes
    3. Develop a data architecture that supports transactional and analytical needs
    1. Document security architecture risks and mitigations
    2. Document scalability architecture
    1. Document performance-enhancing architecture
    2. Bring it all together
    Outcomes
    1. Architecture vision
    2. Dynamic value stream maps (including user stories/personas)
    1. List of required architectural attributes
    2. Architectural attributes prioritized
    3. Data architecture design decisions
    1. Security threat and risk analysis
    2. Security design decisions
    3. Scalability design decisions
    1. Performance design decisions
    2. Finalized decisions

    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.
    This GI is between 8 to 10 calls over the course of approximately four to six months.

    Phase 1 Phase 2 Phase 2
    Call #1:
    Articulate an architectural vision.
    Call #4:
    Continue discussion on value stream mapping and related use cases.
    Call #6:
    Document security design decisions.
    Call #2:
    Discuss value stream mapping and related use cases.
    Call #5:
    • Map the value streams to required architectural attribute.
    • Create a prioritized list of architectural attributes.
    Call #7:
    • Document scalability design decisions.
    • Document performance design decisions.
    Call #3:
    Continue discussion on value stream mapping and related use cases.
    Call #8:
    Bring it all together.

    Phase 1: Visions and Value Maps

    Phase 1

    1.1 Articulate an Architectural Vision
    1.2 Develop Dynamic Value Stream Maps
    1.3 Map Value Streams, Use Cases, and Required Architectural Attributes
    1.4 Create a Prioritized List of Architectural Attributes

    Phase 2

    2.1 Develop a Data Architecture That Supports Transactional and Analytical Needs
    2.2 Document Security Architecture Risks and Mitigations

    Phase 3

    3.1 Document Scalability Architecture
    3.2 Document Performance Enhancing Architecture
    3.3 Combine the Different Architecture Design Decisions Into a Unified Solution Architecture

    This phase will walk you through the following activities:

    • Determine a vision for architecture outcomes
    • Draw dynamic value stream maps
    • Derive architectural design decisions
    • Prioritize design decisions

    This phase involves the following participants:

    • Business Architect
    • Product Owner
    • Application Architect
    • Integration Architect
    • Database Architect
    • Enterprise Architect

    Enhance Your Solution Architecture Practice

    Let’s get this straight: You need an architectural vision

    If you start off by saying I want to architect a system, you’ve already lost. Remember what a vision is for!

    An architectural vision...

    … is your North Star

    Your product vision serves as the single fixed point for product development and delivery.

    … aligns stakeholders

    It gets everyone on the same page.

    … helps focus on meaningful work

    There is no pride in being a rudderless ship. It can also be very expensive.

    And eventually...

    … kick-starts your strategy

    We know where to go, we know who to bring along, and we know the steps to get there. Let’s plan this out.

    An architectural vision is multi-dimensional

    Who is the target customer (or customers)?

    What is the key benefit a customer can get from using our service or product?

    Why should they be engaged with you?

    What makes our service or product better than our competitors?

    (Adapted from Crossing the Chasm)

    Info-Tech Insight

    It doesn’t matter if you are delivering value to internal or external stakeholders, you need a product vision to ensure everyone understands the “why.”

    Use a canvas as the dashboard for your architecture

    The solution architecture canvas provides a single dashboard to quickly define and communicate the most important information about the vision. A canvas is an effective tool for aligning teams and providing an executive summary view.

    This image contains a sample canvas for you to use as the dashboard for your architecture. The sections are: Solution Name, Tracking Info, Vision, Business Goals, Metrics, Personas, and Stakeholders.

    Leverage the solution architecture canvas to state and inform your architecture vision

    This image contains the sample canvas from the previous section, with annotations explaining what to do for each of the headings.

    1.1 Craft a vision statement for your solution’s architecture

    1. Use the product canvas template provided for articulating your solution’s architecture.

    *If needed, remove or add additional data points to fit your purposes.

    There are different statement templates available to help form your product vision statements. Some include:

    • For [our target customer], who [customer’s need], the [product] is a [product category or description] that [unique benefits and selling points]. Unlike [competitors or current methods], our product [main differentiators].
    • We believe (in) a [noun: world, time, state, etc.] where [persona] can [verb: do, make, offer, etc.], for/by/with [benefit/goal].
    • To [verb: empower, unlock, enable, create, etc.] [persona] to [benefit, goal, future state].
    • Our vision is to [verb: build, design, provide] the [goal, future state] to [verb: help, enable, make it easier to...] [persona].

    (Adapted from Crossing the Chasm)

    Download the Solution Architecture Template and document your vision statement.

    Input

    • Business Goals
    • Product Portfolio Vision

    Output

    • Solution Architecture Vision

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Product Owner
    • IT Leadership
    • Business Leadership

    Solution Architecture Canvas: Refine your vision statement

    This image contains a screenshot of the canvas from earlier in the blueprint, with only the annotation for Solution Name: Vision, unique value proposition, elevator pitch, or positioning statement.

    Understand your value streams before determining your solution’s architecture

    Business Strategy

    Sets and communicates the direction of the entire organization.

    Value Stream

    Segments, groups, and creates a coherent narrative as to how an organization creates value.

    Business Capability Map

    Decomposes an organization into its component parts to establish a common language across the organization.

    Execution

    Implements the business strategy through capability building or improvement projects.

    Identify your organization’s goals and define the value streams that support them

    Goal

    Revenue Growth

    Value Streams

    Stream 1- Product Purchase
    Stream 2- Customer Acquisition
    stream 3- Product Financing

    There are many techniques that help with constructing value streams and their capabilities.

    Domain-driven design is a technique that can be used for hypothesizing the value maps, their capabilities, and associated solution architecture.

    Read more about domain-driven design here.

    Value streams can be external (deliver value to customers) or internal (support operations)

      External Perspective

    1. Core value streams are mostly externally facing: they deliver value to either an external/internal customer and they tie to the customer perspective of the strategy map.
    • E.g. customer acquisition, product purchase, product delivery

    Internal Perspective

  • Support value streams are internally facing: they provide the foundational support for an organization to operate.
    • E.g. employee recruitment to retirement

    Key Questions to Ask While Evaluating Value Streams

    • Who are your customers?
    • What benefits do we deliver to them?
    • How do we deliver those benefits?
    • How does the customer receive the benefits?
    This image contains an example of value streams. The main headings are: Customer Acquisitions, Product Purchase, Product Delivery, Confirm Order, Product Financing, and Product Release.

    Value streams highlight the what, not the how

    Value chains set a high-level context, but architectural decisions still need to be made to deal with the dynamism of user interaction and their subsequent expectations. User stories (and/or use cases) and themes are great tools for developing such decisions.

    Product Delivery

    1. Order Confirmation
    2. Order Dispatching
    3. Warehouse Management
    4. Fill Order
    5. Ship Order
    6. Deliver Order

    Use Case and User Story Theme: Confirm Order

    This image shows the relationship between confirming the customer's order online, and the Online Buyer, the Online Catalog, the Integrated Payment, and the Inventory Lookup.

    The use case Confirming Customer’s Online Order has four actors:

    1. An Online Buyer who should be provided with a catalog of products to purchase from.
    2. An Online Catalog that is invoked to display its contents on demand.
    3. An Integrated Payment system for accepting an online form of payment (credit card, Bitcoins, etc.) in a secure transaction.
    4. An Inventory Lookup module that confirms there is stock available to satisfy the Online Buyer’s order.

    Info-Tech Insight

    Each use case theme links back to a feature(s) in the product backlog.

    Related Research

    Deliver on Your Digital Portfolio Vision

    • 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.

    Document Your Business Architecture

    • Recognize the opportunity for architecture work, analyze the current and target states of your business strategy, and identify and engage the right stakeholders.
    • Model the business in the form of architectural blueprints.
    • Apply business architecture techniques such as strategy maps, value streams, and business capability maps to design usable and accurate blueprints of the business.
    • Drive business architecture forward to promote real value to the organization.
    • Assess your current projects to determine if you are investing in the right capabilities. Conduct business capability assessments to identify opportunities and to prioritize projects.

    1.2 Document dynamic value stream maps

    1. Create value stream maps that support your business objectives.
    • The value stream maps could belong to existing or new business objectives.
  • For each value stream map:
    • Determine use case(s), the actors, and their expected activity.

    *Refer to the next slide for an example of a dynamic value stream map.

    Download the Solution Architecture Template for documentation of dynamic value stream map

    Input

    • Business Goals
    • Some or All Existing Business Processes
    • Some or All Proposed New Business Processes

    Output

    • Dynamic Value Stream Maps for Multiple Use Roles and Use Cases

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Product Owner
    • Application Architect
    • Integration Architect

    Example: Dynamic value stream map

    Loan Provision*

    *Value Stream Name: Usually has the same name as the capability it illustrates.

    Loan Application**; Disbursement of Fund**; Risk Management**; Service Accounts**

    **Value Stream Components: Specific functions that support the successful delivery of a value stream.

    Disbursement of Funds

    This image shows the relationship between depositing the load into the applicant's bank account, and the Applicant's bank, the Loan Applicant, and the Loan Supplier.

    Style #1:

    The use case Disbursement of Funds has three actors:

    1. A Loan Applicant who applied for a loan and got approved for one.
    2. A Loan Supplier who is the source for the funds.
    3. The Applicant’s Bank that has an account into which the funds are deposited.

    Style # 2:

    Loan Provision: Disbursement of Funds
    Use Case Actors Expectation
    Deposit Loan Into Applicant’s Bank Account
    1. Loan Applicant
    2. Loan Supplier
    3. Applicant’s Bank
    1. Should be able to see deposit in bank account
    2. Deposit funds into account
    3. Accept funds into account

    Mid-Phase 1 Checkpoint

    By now, the following items are ideally completed:

    • Mid-Phase 1 Checkpoint

    Start with an investigation of your architecture’s qualitative needs

    Quality attributes can be viewed as the -ilities (e.g. scalability, usability, reliability) that a software system needs to provide. A system not meeting any of its quality attribute requirements will likely not function as required. Examples of quality attributes are:

    1. Slow system response time
    2. Security breaches that result in loss of personal data
    3. A product feature upgrade that is not compatible with previous versions
    Examples of Qualitative Attributes
    Performance Compatibility Usability Reliability Security Maintainability
    • Response Time
    • Resource Utilization
    • System Capacity
    • Interoperability
    • Accessibility
    • User Interface
    • Intuitiveness
    • Availability
    • Fault Tolerance
    • Recoverability
    • Integrity
    • Non-Repudiation
    • Modularity
    • Reusability
    • Modifiability
    • Testability

    Focus on quality attributes that are architecturally significant.

    • Not every system requires every quality attribute.
    • Pay attention to those attributes without which the solution will not be able to satisfy a user’s abstract* expectation.
    • This set can be considered Architecturally Significant Requirements (ASR). ASR concern scenarios have the most impact on the architecture of the software system.
    • ASR are fundamental needs of the system and changing them in the future can be a costly and difficult exercise.

    *Abstract since attributes like performance and reliability are not directly measurable by a user.

    Stimulus Response Measurement Environmental Context

    For applicable use cases: (*Adapted from S Carnegie Mellon University, 2000)

    1. Determine the Stimulus (temporal, external, or internal) that puts stress on the system. For example, a VPN-accessed hospital management system is used for nurses to login at 8am every weekday.
    2. Describe how the system should Respond to the stimulus. For example, the hospital management system should complete a nurse login under 10ms on initiation of the HTTPS request.
    3. Set a Measurement criteria for determining the success of the response to the stimulus. For example, the system should be able to successfully respond to 98% of the HTTPS requests the first time.
    4. Note the environmental context under which the stimulus occurs, including any unusual conditions in effect.
    • The hospital management system needs to respond in under 10ms under typical load or peak load?
    • What is the time variance of peak loads, for example, an e-commerce system during a Black Friday sale?
    • How big is the peak load?

    Info-Tech Insight

    Three out of four is bad. Don’t architect for normal situations because the solution will be fragile and prone to catastrophic failure under unexpected events.
    Read article: Retail sites crash under weight of online Black Friday shoppers.

    Discover and evaluate the qualitative attributes needed for use cases or user stories

    Deposit Loan Into Applicant’s Bank Account

    Assume analysis is being done for a to-be developed system.

    User Loan Applicant
    Expectations On login to the web system, should be able to see accurate bank balance after loan funds are deposited.
    User signs into the online portal and opens their account balance page.
    Expected Response From System System creates a connection to the data source and renders it on the screen in under 10ms.
    Measurement Under Normal Loads:
    • Response in 10ms or less
    • Data should not be stale
    Under Peak Loads:
    • Response in 15ms or less
    • Data should not be stale
    Quality Attribute Required Required Attribute # 1: Performance
    • Design Decision: Reduce latency by placing authorization components closer to user’s location.
    Required Attribute # 2: Data Reliability
    • Design Decision: Use event-driven ETL pipelines.
    Required Attribute # 3: Scalability
    • Design Decision: Following Principle # 4 of the CSA (JIT Architecture), delay decision until necessary.

    Use cases developed in Phase 1.2 should be used here. (Adapted from the ATAM Utility Tree Method for Quality Attribute Engineering)

    Reduce technical debt while you are at it

    Deposit Loan Into Applicant’s Bank Account

    Assume analysis is being done for a to-be developed system.

    UserLoan Applicant
    ExpectationsOn login to the web system, should be able to see accurate bank balance after loan funds are deposited.
    User signs into the online portal and opens their account balance page.
    Expected Response From SystemSystem creates a connection to the data source and renders it on the screen in under 10ms.
    MeasurementUnder Normal Loads:
    • Response in 10ms or less
    • Data should not be stale
    Under Peak Loads:
    • Response in 15ms or less
    • Data should not be stale
    Quality Attribute RequiredRequired Attribute # 1: Performance
    • Design Decision: Reduce latency by placing authorization components closer to user’s location.

    Required Attribute # 2: Data Reliability

    • Expected is 15ms or less under peak loads, but average latency is 21ms.
    • Design Decision: Use event-driven ETL pipelines.

    Required Attribute # 3: Scalability

    • Data should not be stale and should sync instantaneously, but in some zip codes data synchronization is taking 8 hours.
    • Design Decision: Investigate integrations and flows across application, database, and infrastructure. (Note: A dedicated section for discussing scalability is presented in Phase 2.)

    1.3 Create a conceptual map between the value streams, use cases, and required architectural attributes

    1. For selected use cases completed in Phase 1.2:
    • Map the value stream to its associated use cases.
    • For each use case, list the required architectural quality attributes.

    Download the Solution Architecture Template for mapping value stream components to their required architectural attribute.

    Input

    • Use Cases
    • User Roles
    • Stimulus to System
    • Response From System
    • Response Measurement

    Output

    • List of Architectural Quality Attributes

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Application Architect
    • Integration Architect
    • Database Architect
    • Infrastructure Architect

    Example for Phase 1.3

    Loan Provision

    Loan Application → Disbursement of Funds → Risk Management → Service Accounts

    Value Stream Component Use Case Required Architectural Attribute
    Loan Application UC1: Submit Loan Application
    UC2: Review Loan Application
    UC3: Approve Loan Application
    UCn: ……..
    UC1: Resilience, Data Reliability
    UC2: Data Reliability
    UC3: Scalability, Security, Performance
    UCn: …..
    Disbursement of Funds UC1: Deposit Funds Into Applicant’s Bank Account
    UCn: ……..
    UC1: Performance, Scalability, Data Reliability
    Risk Management ….. …..
    Service Accounts ….. …..

    1.2 Document dynamic value stream maps

    1. Create value stream maps that support your business objectives.
    • The value stream maps could belong to existing or new business objectives.
  • For each value stream map:
    • Determine use case(s), the actors, and their expected activity.

    *Refer to the next slide for an example of a dynamic value stream map.

    Download the Solution Architecture Template for documentation of dynamic value stream map

    Input

    • Business Goals
    • Some or All Existing Business Processes
    • Some or All Proposed New Business Processes

    Output

    • Dynamic Value Stream Maps for Multiple Use Roles and Use Cases

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Product Owner
    • Application Architect
    • Integration Architect

    Example: Dynamic value stream map

    Loan Provision*

    *Value Stream Name: Usually has the same name as the capability it illustrates.

    Loan Application**; Disbursement of Fund**; Risk Management**; Service Accounts**

    **Value Stream Components: Specific functions that support the successful delivery of a value stream.

    Disbursement of Funds

    This image shows the relationship between depositing the load into the applicant's bank account, and the Applicant's bank, the Loan Applicant, and the Loan Supplier.

    Style #1:

    The use case Disbursement of Funds has three actors:

    1. A Loan Applicant who applied for a loan and got approved for one.
    2. A Loan Supplier who is the source for the funds.
    3. The Applicant’s Bank that has an account into which the funds are deposited.

    Style # 2:

    Loan Provision: Disbursement of Funds
    Use Case Actors Expectation
    Deposit Loan Into Applicant’s Bank Account
    1. Loan Applicant
    2. Loan Supplier
    3. Applicant’s Bank
    1. Should be able to see deposit in bank account
    2. Deposit funds into account
    3. Accept funds into account

    Mid-Phase 1 Checkpoint

    By now, the following items are ideally completed:

    • Mid-Phase 1 Checkpoint

    Start with an investigation of your architecture’s qualitative needs

    Quality attributes can be viewed as the -ilities (e.g. scalability, usability, reliability) that a software system needs to provide. A system not meeting any of its quality attribute requirements will likely not function as required. Examples of quality attributes are:

    1. Slow system response time
    2. Security breaches that result in loss of personal data
    3. A product feature upgrade that is not compatible with previous versions
    Examples of Qualitative Attributes
    Performance Compatibility Usability Reliability Security Maintainability
    • Response Time
    • Resource Utilization
    • System Capacity
    • Interoperability
    • Accessibility
    • User Interface
    • Intuitiveness
    • Availability
    • Fault Tolerance
    • Recoverability
    • Integrity
    • Non-Repudiation
    • Modularity
    • Reusability
    • Modifiability
    • Testability

    Focus on quality attributes that are architecturally significant.

    • Not every system requires every quality attribute.
    • Pay attention to those attributes without which the solution will not be able to satisfy a user’s abstract* expectation.
    • This set can be considered Architecturally Significant Requirements (ASR). ASR concern scenarios have the most impact on the architecture of the software system.
    • ASR are fundamental needs of the system and changing them in the future can be a costly and difficult exercise.

    *Abstract since attributes like performance and reliability are not directly measurable by a user.

    Stimulus Response Measurement Environmental Context

    For applicable use cases: (*Adapted from S Carnegie Mellon University, 2000)

    1. Determine the Stimulus (temporal, external, or internal) that puts stress on the system. For example, a VPN-accessed hospital management system is used for nurses to login at 8am every weekday.
    2. Describe how the system should Respond to the stimulus. For example, the hospital management system should complete a nurse login under 10ms on initiation of the HTTPS request.
    3. Set a Measurement criteria for determining the success of the response to the stimulus. For example, the system should be able to successfully respond to 98% of the HTTPS requests the first time.
    4. Note the environmental context under which the stimulus occurs, including any unusual conditions in effect.
    • The hospital management system needs to respond in under 10ms under typical load or peak load?
    • What is the time variance of peak loads, for example, an e-commerce system during a Black Friday sale?
    • How big is the peak load?

    Info-Tech Insight

    Three out of four is bad. Don’t architect for normal situations because the solution will be fragile and prone to catastrophic failure under unexpected events.
    Read article: Retail sites crash under weight of online Black Friday shoppers.

    Discover and evaluate the qualitative attributes needed for use cases or user stories

    Deposit Loan Into Applicant’s Bank Account

    Assume analysis is being done for a to-be developed system.

    User Loan Applicant
    Expectations On login to the web system, should be able to see accurate bank balance after loan funds are deposited.
    User signs into the online portal and opens their account balance page.
    Expected Response From System System creates a connection to the data source and renders it on the screen in under 10ms.
    Measurement Under Normal Loads:
    • Response in 10ms or less
    • Data should not be stale
    Under Peak Loads:
    • Response in 15ms or less
    • Data should not be stale
    Quality Attribute Required Required Attribute # 1: Performance
    • Design Decision: Reduce latency by placing authorization components closer to user’s location.
    Required Attribute # 2: Data Reliability
    • Design Decision: Use event-driven ETL pipelines.
    Required Attribute # 3: Scalability
    • Design Decision: Following Principle # 4 of the CSA (JIT Architecture), delay decision until necessary.

    Use cases developed in Phase 1.2 should be used here. (Adapted from the ATAM Utility Tree Method for Quality Attribute Engineering)

    Reduce technical debt while you are at it

    Deposit Loan Into Applicant’s Bank Account

    Assume analysis is being done for a to-be developed system.

    UserLoan Applicant
    ExpectationsOn login to the web system, should be able to see accurate bank balance after loan funds are deposited.
    User signs into the online portal and opens their account balance page.
    Expected Response From SystemSystem creates a connection to the data source and renders it on the screen in under 10ms.
    MeasurementUnder Normal Loads:
    • Response in 10ms or less
    • Data should not be stale
    Under Peak Loads:
    • Response in 15ms or less
    • Data should not be stale
    Quality Attribute RequiredRequired Attribute # 1: Performance
    • Design Decision: Reduce latency by placing authorization components closer to user’s location.

    Required Attribute # 2: Data Reliability

    • Expected is 15ms or less under peak loads, but average latency is 21ms.
    • Design Decision: Use event-driven ETL pipelines.

    Required Attribute # 3: Scalability

    • Data should not be stale and should sync instantaneously, but in some zip codes data synchronization is taking 8 hours.
    • Design Decision: Investigate integrations and flows across application, database, and infrastructure. (Note: A dedicated section for discussing scalability is presented in Phase 2.)

    1.3 Create a conceptual map between the value streams, use cases, and required architectural attributes

    1. For selected use cases completed in Phase 1.2:
    • Map the value stream to its associated use cases.
    • For each use case, list the required architectural quality attributes.

    Download the Solution Architecture Template for mapping value stream components to their required architectural attribute.

    Input

    • Use Cases
    • User Roles
    • Stimulus to System
    • Response From System
    • Response Measurement

    Output

    • List of Architectural Quality Attributes

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Application Architect
    • Integration Architect
    • Database Architect
    • Infrastructure Architect

    Prioritize architectural quality attributes to ensure a right-engineered solution

    Trade-offs are inherent in solution architecture. Scaling systems may impact performance and weaken security, while fault-tolerance and redundancy may improve availability but at higher than desired costs. In the end, the best solution is not always perfect, but balanced and right-engineered (versus over- or under-engineered).

    Loan Provision

    Loan Application → Disbursement of Funds → Risk Management → Service Accounts

    1. Map architecture attributes against the value stream components.
    • Use individual use cases to determine which attributes are needed for a value stream component.
    This image contains a screenshot of the table showing the importance of scalability, resiliance, performance, security, and data reliability for loan application, disbursement of funds, risk management, and service accounts.

    In our example, the prioritized list of architectural attributes are:

    • Security (4 votes for Very Important)
    • Data Reliability (2 votes for Very Important)
    • Scalability (1 vote for Very Important and 1 vote for Fairly Important) and finally
    • Resilience (1 vote for Very Important, 0 votes for Fairly Important and 1 vote for Mildly Important)
    • Performance (0 votes for Very Important, 2 votes for Fairly Important)

    1.4 Create a prioritized list of architectural attributes (from 1.3)

    1. Using the tabular structure shown on the previous slide:
    • Map each value stream component against architectural quality attributes.
    • For each mapping, indicate its importance using the green, blue, and yellow color scheme.

    Download the Solution Architecture Template and document the list of architectural attributes by priority.

    Input

    • List of Architectural Attributes From 1.3

    Output

    • Prioritized List of Architectural Attributes

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Application Architect
    • Integration Architect
    • Database Architect
    • Infrastructure Architect

    End of Phase 1

    At the end of this Phase, you should have completed the following activities:

    • Documented a set of dynamic value stream maps along with selected use cases.
    • Using the SRME framework, identified quality attributes for the system under investigation.
    • Prioritized quality attributes for system use cases.

    Phase 2: Multi-Purpose Data and Security Architecture

    Phase 1

    1.1 Articulate an Architectural Vision
    1.2 Develop Dynamic Value Stream Maps
    1.3 Map Value Streams, Use Cases, and Required Architectural Attributes
    1.4 Create a Prioritized List of Architectural Attributes

    Phase 2

    2.1 Develop a Data Architecture That Supports Transactional and Analytical Needs
    2.2 Document Security Architecture Risks and Mitigations

    Phase 3

    3.1 Document Scalability Architecture
    3.2 Document Performance Enhancing Architecture
    3.3 Combine the Different Architecture Design Decisions Into a Unified Solution Architecture

    This phase will walk you through the following activities:

    • Understand the scalability, performance, resilience, and security needs of the business.

    This phase involves the following participants:

    • Business Architect
    • Product Owner
    • Application Architect
    • Integration Architect
    • Database Architect
    • Enterprise Architect

    Enhance Your Solution Architecture Practice

    Fragmented data environments need something to sew them together

    • A full 93% of enterprises have a multi-cloud strategy, with 87% having a hybrid-cloud environment in place.
    • On average, companies have data stored in 2.2 public and 2.2 private clouds as well as in various on-premises data repositories.
    This image contains a breakdown of the cloud infrastructure, including single cloud versus multi-cloud.

    Source: Flexera

    In addition, companies are faced with:

    • Access and integration challenges (Who is sending the data? Who is getting it? Can we trust them?)
    • Data format challenges as data may differ for each consumer and sender of data
    • Infrastructure challenges as data repositories/processors are spread out over public and private clouds, are on premises, or in multi-cloud and hybrid ecosystems
    • Structured vs. unstructured data

    A robust and reliable integrated data architecture is essential for any organization that aspires to be relevant and impactful in its industry.

    Data’s context and influence on a solution’s architecture cannot be overestimated

    Data used to be the new oil. Now it’s the life force of any organization that has serious aspirations of providing profit-generating products and services to customers. Architectural decisions about managing data have a significant impact on the sustainability of a software system as well as on quality attributes such as security, scalability, performance, and availability.

    Storage and Processing go hand in hand and are the mainstay of any data architecture. Due to their central position of importance, an architecture decision for storage and processing must be well thought through or they become the bottleneck in an otherwise sound system.

    Ingestion refers to a system’s ability to accept data as an input from heterogenous sources, in different formats, and at different intervals.

    Dissemination is the set of architectural design decisions that make a system’s data accessible to external consumers. Major concerns involve security for the data in motion, authorization, data format, concurrent requests for data, etc.

    Orchestration takes care of ensuring data is current and reliable, especially for systems that are decentralized and distributed.

    Data architecture requires alignment with a hybrid data management plan

    Most companies have a combination of data. They have data they own using on-premises data sources and on the cloud. Hybrid data management also includes external data, such as social network feeds, financial data, and legal information amongst many others.

    Data integration architectures have typically been put in one of two major integration patterns:

    Application to Application Integration (or “speed matters”) Analytical Data Integrations (or “send it to me when its all done”)
    • This domain is concerned with ensuring communication between processes.
    • Examples include patterns such as Service-Oriented Architecture, REST, Event Hubs and Enterprise Service Buses.
    • This domain is focused on integrating data from transactional processes towards enterprise business intelligence. It supports activities that require well-managed data to generate evidence-based insights.
    • Examples of this pattern are ELT, enterprise data warehouses, and data marts.

    Sidebar

    Difference between real-time, batch, and streaming data movements

    Real-Time

    • Reacts to data in seconds or even quicker.
    • Real-time systems are hard to implement.

    Batch

    • Batch processing deals with a large volume of data all at once and data-related jobs are typically completed simultaneously in non-stop, sequential order.
    • Batch processing is an efficient and low-cost means of data processing.
    • Execution of batch processing jobs can be controlled manually, providing further control over how the system treats its data assets.
    • Batch processing is only useful if there are no requirements for data to be fresh and current. Real-time systems are suited to processing data that requires these attributes.

    Streaming

    • Stream processing allows almost instantaneous analysis of data as it streams from one device to another.
    • Since data is analyzed quickly, storage may not be a concern (since only computed data is stored while raw data can be dispersed).
    • Streaming requires the flow of data into the system to equal the flow of data computing, otherwise issues of data storage and performance can rise.

    Modern data ingestion and dissemination frameworks keep core data assets current and accessible

    Data ingestion and dissemination frameworks are critical for keeping enterprise data current and relevant.

    Data ingestion/dissemination frameworks capture/share data from/to multiple data sources.

    Factors to consider when designing a data ingestion/dissemination architecture

    What is the mode for data movement?

    • The mode for data movement is directly influenced by the size of data being moved and the downstream requirements for data currency.
    • Data can move in real-time, as a batch, or as a stream.

    What is the ingestion/dissemination architecture deployment strategy?

    • Outside of critical security concerns, hosting on the cloud vs. on premises leads to a lower total cost of ownership (TCO) and a higher return on investment (ROI).

    How many different and disparate data sources are sending/receiving data?

    • Stability comes if there is a good idea about the data sources/recipient and their requirements.

    What are the different formats flowing through?

    • Is the data in the form of data blocks? Is it structured, semi-unstructured, or unstructured?

    What are expected performance SLAs as data flow rate changes?

    • Data change rate is defined as the size of changes occurring every hour. It helps in selecting the appropriate tool for data movement.
    • Performance is a derivative of latency and throughput, and therefore, data on a cloud is going to have higher latency and lower throughput then if it is kept on premises.
    • What is the transfer data size? Are there any file compression and/or file splits applied on the data? What is the average and maximum size of a block object per ingestion/dissemination operation?

    What are the security requirements for the data being stored?

    • The ingestion/dissemination framework should be able to work through a secure tunnel to collect/share data if needed.

    Sensible storage and processing strategy can improve performance and scalability and be cost-effective

    The range of options for data storage is staggering...

    … but that’s a good thing because the range of data formats that organizations must deal with is also richer than in the past.

    Different strokes for different workloads.

    The data processing tool to use may depend upon the workloads the system has to manage.

    Expanding upon the Risk Management use case (as part of the Loan Provision Capability), one of the outputs for risk assessment is a report that conducts a statistical analysis of customer profiles and separates those that are possibly risky. The data for this report is spread out across different data systems and will need to be collected in a master data management storage location. The business and data architecture team have discussed three critical system needs, noted below:

    Data Management Requirements for Risk Management Reporting Data Design Decision
    Needs to query millions of relational records quickly
    • Strong indexing
    • Strong caching
    • Message queue
    Needs a storage space for later retrieval of relational data
    • Data storage that scales as needed
    Needs turnkey geo-replication mechanism with document retrieval in milliseconds
    • Add NoSQL with geo-replication and quick document access

    Keep every core data source on the same page through orchestration

    Data orchestration, at its simplest, is the combination of data integration, data processing, and data concurrency management.

    Data pipeline orchestration is a cross-cutting process that manages the dependencies between your data integration tasks and scheduled data jobs.

    A task or application may periodically fail, and therefore, as a part of our data architecture strategy, there must be provisions for scheduling, rescheduling, replaying, monitoring, retrying, and debugging the entire data pipeline in a holistic way.

    Some of the functionality provided by orchestration frameworks are:

    • Job scheduling
    • Job parametrization
    • SLAs tracking, alerting, and notification
    • Dependency management
    • Error management and retries
    • History and audit
    • Data storage for metadata
    • Log aggregation
    Data Orchestration Has Three Stages
    Organize Transform Publicize
    Organizations may have legacy data that needs to be combined with new data. It’s important for the orchestration tool to understand the data it deals with. Transform the data from different sources into one standard type. Make transformed data easily accessible to stakeholders.

    2.1 Discuss and document data architecture decisions

    1. Using the value maps and associated use cases from Phase 1, determine the data system quality attributes.
    2. Use the sample tabular layout on the next slide or develop one of your own.

    Download the Solution Architecture Template for documenting data architecture decisions.

    Input

    • Value Maps and Use Cases

    Output

    • Initial Set of Data Design Decisions

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Application Architect
    • Integration Architect
    • Database Architect
    • Infrastructure Architect

    Example: Data Architecture

    Data Management Requirements for Risk Management Reporting Data Design Decision
    Needs to query millions of relational records quickly
    • Strong indexing
    • Strong caching
    • Message queue
    Needs a storage space for later retrieval of relational data
    • Data storage that scales as needed
    Needs turnkey geo-replication mechanism with document retrieval in milliseconds
    • Add NoSQL with geo-replication and quick document access

    There is no free lunch when making the most sensible security architecture decision; tradeoffs are a necessity

    Ensuring that any real system is secure is a complex process involving tradeoffs against other important quality attributes (such as performance and usability). When architecting a system, we must understand:

    • Its security needs.
    • Its security threat landscape.
    • Known mitigations for those threats to ensure that we create a system with sound security fundamentals.

    The first thing to do when determining security architecture is to conduct a threat and risk assessment (TRA).

    This image contains a sample threat and risk assessment. The steps are Understand: Until we thoroughly understand what we are building, we cannot secure it. Structure what you are building, including: System boundary, System structure, Databases, Deployment platform; Analyze: Use techniques like STRIDE and attack trees to analyze what can go wrong and what security problems this will cause; Mitigate: The security technologies to use, to mitigate your concerns, are discussed here. Decisions about using single sign-on (SSO) or role-based access control (RBAC), encryption, digital signatures, or JWT tokens are made. An important part of this step is to consider tradeoffs when implementing security mechanisms; validate: Validation can be done by experimenting with proposed mitigations, peer discussion, or expert interviews.

    Related Research

    Optimize Security Mitigation Effectiveness Using STRIDE

    • Have a clear picture of:
      • Critical data and data flows
      • Organizational threat exposure
      • Security countermeasure deployment and coverage
    • Understand which threats are appropriately mitigated and which are not.
    • Generate a list of initiatives to close security gaps.
    • Create a quantified risk and security model to reassess program and track improvement.
    • Develop measurable information to present to stakeholders.

    The 3A’s of strong security: authentication, authorization, and auditing

    Authentication

    Authentication mechanisms help systems verify that a user is who they claim to be.

    Examples of authentication mechanisms are:

    • Two-Factor Authentication
    • Single Sign-On
    • Multi-Factor Authentication
    • JWT Over OAUTH

    Authorization

    Authorization helps systems limit access to allowed features, once a user has been authenticated.

    Examples of authentication mechanisms are:

    • RBAC
    • Certificate Based
    • Token Based

    Auditing

    Securely recording security events through auditing proves that our security mechanisms are working as intended.

    Auditing is a function where security teams must collaborate with software engineers early and often to ensure the right kind of audit logs are being captured and recorded.

    Info-Tech Insight

    Defects in your application software can compromise privacy and integrity even if cryptographic controls are in place. A security architecture made after thorough TRA does not override security risk introduced due to irresponsible software design.

    Examples of threat and risk assessments using STRIDE and attack trees

    STRIDE is a threat modeling framework and is composed of:

    • Spoofing or impersonation of someone other than oneself
    • Tampering with data and destroying its integrity
    • Repudiation by bypassing system identity controls
    • Information disclosure to unauthorized persons
    • Denial of service that prevents system or parts of it from being used
    • Elevation of privilege so that attackers get rights they should not have
    Example of using STRIDE for a TRA on a solution using a payment system This image contains a sample attack tree.
    Spoofing PayPal Bad actor can send fraudulent payment request for obtaining funds.
    Tampering PayPal Bad actor accesses data base and can resend fraudulent payment request for obtaining funds.
    Repudiation PayPal Customer claims, incorrectly, their account made a payment they did not authorize.
    Disclosure PayPal Private service database has details leaked and made public.
    Denial of Service PayPal Service is made to slow down through creating a load on the network, causing massive build up of requests
    Elevation of Privilege PayPal Bad actor attempts to enter someone else’s account by entering incorrect password a number of times.

    2.2 Document security architecture risks and mitigations

    1. Using STRIDE, attack tree, or any other framework of choice:
    • Conduct a TRA for use cases identified in Phase 1.2
  • For each threat identified through the TRA, think through the implications of using authentication, authorization, and auditing as a security mechanism.
  • Download the Solution Architecture Template for documenting data architecture decisions.

    Input

    • Dynamic Value Stream Maps

    Output

    • Security Architecture Risks and Mitigations

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Product Owner
    • Security Team
    • Application Architect
    • Integration Architect

    Examples of threat and risk assessments using STRIDE

    Example of using STRIDE for a TRA on a solution using a payment system
    Threat System Component Description Quality Attribute Impacted Resolution
    Spoofing PayPal Bad actor can send fraudulent payment request for obtaining funds. Confidentiality Authorization
    Tampering PayPal Bad actor accesses data base and can resend fraudulent payment request for obtaining funds. Integrity Authorization
    Repudiation PayPal Customer claims, incorrectly, their account made a payment they did not authorize. Integrity Authentication and Logging
    Disclosure PayPal Private service database has details leaked and made public. Confidentiality Authorization
    Denial of Service PayPal Service is made to slow down through creating a load on the network, causing massive build up of requests Availability N/A
    Elevation of Privilege PayPal Bad actor attempts to enter someone else’s account by entering incorrect password a number of times. Confidentiality, Integrity, and Availability Authorization

    Phase 3: Upgrade Your System’s Availability

    Phase 1

    1.1 Articulate an Architectural Vision
    1.2 Develop Dynamic Value Stream Maps
    1.3 Map Value Streams, Use Cases, and Required Architectural Attributes
    1.4 Create a Prioritized List of Architectural Attributes

    Phase 2

    2.1 Develop a Data Architecture That Supports Transactional and Analytical Needs
    2.2 Document Security Architecture Risks and Mitigations

    Phase 3

    3.1 Document Scalability Architecture
    3.2 Document Performance Enhancing Architecture
    3.3 Combine the Different Architecture Design Decisions Into a Unified Solution Architecture

    This phase will walk you through the following activities:

    • Examine architecture for scalable and performant system designs
    • Integrate all design decisions made so far into a solution design decision log

    This phase involves the following participants:

    • Business Architect
    • Product Owner
    • Application Architect
    • Integration Architect
    • Database Architect
    • Enterprise Architect

    Enhance Your Solution Architecture Practice

    In a cloud-inspired system architecture, scalability takes center stage as an architectural concern

    Scale and scope of workloads are more important now than they were, perhaps, a decade and half back. Architects realize that scalability is not an afterthought. Not dealing with it at the outset can have serious consequences should an application workload suddenly exceed expectations.

    Scalability is …

    … the ability of a system to handle varying workloads by either increasing or decreasing the computing resources of the system.

    An increased workload could include:

    • Higher transaction volumes
    • A greater number of users

    Architecting for scalability is …

    … not easy since organizations may not be able to accurately judge, outside of known circumstances, when and why workloads may unexpectedly increase.

    A scalable architecture should be planned at the:

    • Application Level
    • Infrastructure Level
    • Database Level

    The right amount and kind of scalability is …

    … balancing the demands of the system with the supply of attributes.

    If demand from system > supply from system:

    • Services and products are not useable and deny value to customers.

    If supply from system > demand from system:

    • Excess resources have been paid for that are not being used.

    When discussing the scalability needs of a system, investigate the following, at a minimum:

    • In case workloads increase due to higher transaction volumes, will the system be able to cope with the additional stress?
    • In situations where workloads increase, will the system be able to support the additional stress without any major modifications being made to the system?
    • Is the cost associated with handling the increased workloads reasonable for the benefit it provides to the business?
    • Assuming the system doesn’t scale, is there any mechanism for graceful degradation?

    Use evidence-based decision making to ensure a cost-effective yet appropriate scaling strategy

    The best input for an effective scaling strategy is previously gathered traffic data mapped to specific circumstances.

    In some cases, either due to lack of monitoring or the business not being sure of its needs, scalability requirements are hard to determine. In such cases, use stated tactical business objectives to design for scalability. For example, the business might state its desire to achieve a target revenue goal. To accommodate this, a certain number of transactions would need to be conducted, assuming a particular conversion rate.

    Scaling strategies can be based on Vertical or Horizontal expansion of resources.
    Pros Cons
    Vertical
    Scale up through use of more powerful but limited number of resources
    • May not require frequent upgrades.
    • Since data is managed through a limited number of resources, it is easier to share and keep current.
    • Costly upfront.
    • Application, database, and infrastructure may not be able to make optimal use of extra processing power.
    • As the new, more powerful resource is provisioned, systems may experience downtime.
    • Lacks redundancy due to limited points of failure.
    • Performance is constrained by the upper limits of the infrastructure involved.
    Horizontal
    Scale out through use of similarly powered but larger quantity of resources
    • Cost-effective upfront.
    • System downtime is minimal, when scaling is being performed.
    • More redundance and fault-tolerance is possible since there are many nodes involved, and therefore, can replace failed nodes.
    • Performance can scale out as more nodes are added.
    • Upgrades may occur more often than in vertical scaling.
    • Increases machine footprints and administrative costs over time.
    • Data may be partitioned on multiple nodes, leading to administrative and data currency challenges.

    Info-Tech Insight

    • Scalability is the one attribute that sparks a lot of trade-off discussions. Scalable solutions may have to compromise on performance, cost, and data reliability.
    • Horizontal scalability is mostly always preferable over vertical scalability.

    Sidebar

    The many flavors of horizontal scaling

    Traffic Shard-ing

    Through this mechanism, incoming traffic is partitioned around a characteristic of the workload flowing in. Examples of partitioning characteristics are user groups, geo-location, and transaction type.

    Beware of:

    • Lack of data currency across shards.

    Copy and Paste

    As the name suggests, clone the compute resources along with the underlying databases. The systems will use a load balancer as the first point of contact between itself and the workload flowing in.

    Beware of:

    • Though this is a highly scalable model, it does introduce risks related to data currency across all databases.
    • In case master database writes are frequent, it could become a bottleneck for the entire system.

    Productization Through Containers

    This involves breaking up the system into specific functions and services and bundling their business rules/databases into deployable containers.

    Beware of:

    • Too many containers introduce the need to orchestrate the distributed architecture that results from a service-oriented approach.

    Start a scalability overview with a look at the database(s)

    To know where to go, you must know where you are. Before introducing architectural changes to database designs, use the right metrics to get an insight into the root cause of the problem(s).

    In a nutshell, the purpose of scaling solutions is to have the technology stack do less work for the most requested services/features or be able to effectively distribute the additional workload across multiple resources.

    For databases, to ensure this happens, consider these techniques:

    • Reuse data through caching on the server and/or the client. This eliminates the need for looking up already accessed data. Examples of caching are:
      • In-memory caching of data
      • Caching database queries
    • Implement good data retrieval techniques like indexes.
    • Divide labor at the database level.
      • Through setting up primary-secondary distribution of data. In such a setup, the primary node is involved in writing data to itself and passes on requests to secondary nodes for fulfillment.
      • Through setting up database shards (either horizontally or vertically).
        • In a horizontal shard, a data table is broken into smaller pieces with the same data model but unique data in it. The sum total of the shared databases contains all the data in the primary data table.
        • In a vertical shard, a data table is broken into smaller pieces, but each piece may have a subset of the data columns. The data’s corresponding columns are put into the table where the column resides.

    Info-Tech Insight

    A non-scalable architecture has more than just technology-related ramifications. Hoping that load balancers or cloud services will manage scalability-related issues is bound to have economic impacts as well.

    Sidebar

    Caching Options

    CSA PRINCIPLE 5 applies to any decision that supports system scalability.
    “X-ilities Over Features”

    Database Caching
    Fetches and stores result of database queries in memory. Subsequent requests to the database for the same queries will investigate the cache before making a connection with the database.
    Tools like Memcached or Redis are used for database caching.

    Precompute Database Caching
    Unlike database caching, this style of caching precomputes results of queries that are popular and frequently used. For example, a database trigger could execute several predetermined queries and have them ready for consumption. The precomputed results may be stored in a database cache.

    Application Object Caching
    Stores computed results in a cache for later retrieval. For data sources, which are not changing frequently and are part of a computation output, application caching will remove the need to connect with a database.

    Proxy Caching
    Caches retrieved web pages on a proxy server and makes them available for the next time the page is requested.

    The intra- and inter-process communication of the systems middle tier can become a bottleneck

    To synchronize or not to synchronize?

    A synchronous request (doing one thing at a time) means that code execution will wait for the request to be responded to before continuing.

    • A synchronous request is a blocking event and until it is completed, all following requests will have to wait for getting their responses.
    • An increasing workload on a synchronous system may impact performance.
    • Synchronous interactions are less costly in terms of design, implementation, and maintenance.
    • Scaling options include:
    1. Vertical scale up
    2. Horizontal scale out of application servers behind a load balancer and a caching technique (to minimize data retrieval roundtrips)
    3. Horizonal scale out of database servers with data partitioning and/or data caching technique

    Use synchronous requests when…

    • Each request to a system sets the necessary precondition for a following request.
    • Data reliability is important, especially in real-time systems.
    • System flows are simple.
    • Tasks that are typically time consuming, such as I/O, data access, pre-loading of assets, are completed quickly.

    Asynchronous requests (doing many things at the same time) do not block the system they are targeting.

    • It is a “fire and forget” mechanism.
    • Execution on a server/processor is triggered by the request, however, additional technical components (callbacks) for checking the state of the execution must be designed and implemented.
    • Asynchronous interactions require additional time to be spent on implementation and testing.
    • With asynchronous interactions, there is no guarantee the request initiated any processing until the callbacks check the status of the executed thread.

    Use asynchronous requests when…

    • Tasks are independent in nature and don’t require inter-task communication.
    • Systems flows need to be efficient.
    • The system is using event-driven techniques for processing.
    • Many I/O tasks are involved.
    • The tasks are long running.

    Sidebar

    Other architectural tactics for inter-process communication

    STATELESS SERVICES VERSUS STATEFUL SERVICES
    • Does not require any additional data, apart from the bits sent through with the request.
    • Without implementing a caching solution, it is impossible to access the previous data trail for a transaction session.
    • In addition to the data sent through with the request, require previous data sent to complete processing.
    • Requires server memory to store the additional state data. With increasing workloads, this could start impacting the server’s performance.
    It is generally accepted that stateless services are better for system scalability, especially if vertical scaling is costly and there is expectation that workloads will increase.
    MICROSERVICES VERSUS SERVERLESS FUNCTIONS
    • Services are designed as small units of code with a single responsibility and are available on demand.
    • A microservices architecture is easily scaled horizontally by adding a load balancer and a caching mechanism.
    • Like microservices, these are small pieces of code designed to fulfill a single purpose.
    • Are provided only through cloud vendors, and therefore, there is no need to worry about provisioning of infrastructure as needs increase.
    • Stateless by design but the life cycle of a serverless function is vendor controlled.
    Serverless function is an evolving technology and tightly controlled by the vendor. As and when vendors make changes to their serverless products, your own systems may need to be modified to make the best use of these upgrades.

    A team that does not measure their system’s scalability is a team bound to get a 5xx HTTP response code

    A critical aspect of any system is its ability to monitor and report on its operational outcomes.

    • Using the principle of continuous testing, every time an architectural change is introduced, a thorough load and stress testing cycle should be executed.
    • Effective logging and use of insightful metrics helps system design teams make data-driven decisions.
    • Using principle of site reliability engineering and predictive analytics, teams can be prepared for any unplanned exaggerated stimulus on the system and proactively set up remedial steps.

    Any system, however well architected, will break one day. Strategically place kill-switches to counter any failures and thoroughly test their functioning before releasing to production.

    • Using Principles 2 and 9 of the CSA, (include kill-switches and architect for x-ilities over features), introduce tactics at the code and higher levels that can be used to put a system in its previous best state in case of failure.
    • Examples of such tactics are:
      • Feature flags for turning on/off code modules that impact x-ilities.
      • Implement design patterns like throttling, autoscaling, and circuit breaking.
      • Writing extensive log messages that bubble up as exceptions/error handling from the code base. *Logging can be a performance drag. Use with caution as even logging code is still code that needs CPU and data storage.

    Performance is a system’s ability to satisfy time-bound expectations

    Performance can also be defined as the ability for a system to achieve its timing requirements, using available resources, under expected full-peak load:

    (International Organization for Standardization, 2011)

    • Performance and scalability are two peas in a pod. They are related to each other but are distinct attributes. Where scalability refers to the ability of a system to initiate multiple simultaneous processes, performance is the system’s ability to complete the processes within a mandated average time period.
    • Degrading performance is one of the first red flags about a system’s ability to scale up to workload demands.
    • Mitigation tactics for performance are very similar to the tactics for scalability.

    System performance needs to be monitored and measured consistently.

    Measurement Category 1: System performance in terms of end-user experience during different load scenarios.

    • Response time/latency: Length of time it takes for an interaction with the system to complete.
    • Turnaround time: Time taken to complete a batch of tasks.
    • Throughput: Amount of workload a system is capable of handling in a unit time period.

    Measurement Category 2: System performance in terms of load managed by computational resources.

    • Resource utilization: The average usage of a resource (like CPU) over a period. Peaks and troughs indicate excess vs. normal load times.
    • Number of concurrent connections: Simultaneous user requests that a resource like a server can successfully deal with at once.
    • Queue time: The turnaround time for a specific interaction or category of interactions to complete.

    Architectural tactics for performance management are the same as those used for system scalability

    Application Layer

    • Using a balanced approach that combines CSA Principle 7 (Good architecture comes in small packages) and Principle 10 (Architect for products, not projects), a microservices architecture based on domain-driven design helps process performance. Microservices use lightweight HTTP protocols and have loose coupling, adding a degree of resilience to the system as well. *An overly-engineered microservices architecture can become an orchestration challenge.
    • The code design must follow standards that support performance. Example of standards is SOLID*.
    • Serverless architectures can run application code from anywhere – for example, from edge servers close to an end user – thereby reducing latency.

    Database Layer

    • Using the right database technologies for persistence. Relational databases have implicit performance bottlenecks (which get exaggerated as data size grows along with indexes), and document store database technologies (key-value or wide-column) can improve performance in high-read environments.
    • Data sources, especially those that are frequently accessed, should ideally be located close to the application servers. Hybrid infrastructures (cloud and on premises mixed) can lead to latency when a cloud-application is accessing on-premises data.
    • Using a data partitioning strategy, especially in a domain-driven design architecture, can improve the performance of a system.

    Performance modeling and continuous testing makes the SRE a happy engineer

    Performance modeling and testing helps architecture teams predict performance risks as the solution is being developed.
    (CSA Principle 12: Test the solution architecture like you test your solution’s features)

    Create a model for your system’s hypothetical performance testing by breaking an end-to-end process or use case into its components. *Use the SIPOC framework for decomposition.

    This image contains an example of modeled performance, showing the latency in the data flowing from different data sources to the processing of the data.

    In the hypothetical example of modeled performance above:

    • The longest period of latency is 15ms.
    • The processing of data takes 30ms, while the baseline was established at 25ms.
    • Average latency in sending back user responses is 21ms – 13ms slower than expected.

    The model helps architects:

    • Get evidence for their assumptions
    • Quantitatively isolate bottlenecks at a granular level

    Model the performance flow once but test it periodically

    Performance testing measures the performance of a software system under normal and abnormal loads.

    Performance testing process should be fully integrated with software development activities and as automated as possible. In a fast-moving Agile environment, teams should attempt to:

    • Shift-left performance testing activities.
    • Use performance testing to pinpoint performance bottlenecks.
    • Take corrective action, as quickly as possible.

    Performance testing techniques

    • Normal load testing: Verifies the system’s behavior under the expected normal load to ensure that its performance requirements are met. Load testing can be used to measure response time, responsiveness, turnaround time, and throughput.
    • Expected maximum load testing: Like the normal load testing process, ensures system meets its performance requirements under expected maximum load.
    • Stress testing: Evaluates system behavior when processing loads beyond the expected maximum.

    *In a real production scenario, a combination of these tests are executed on a regular basis to monitor the performance of the system over a given period.

    3.1-3.2 Discuss and document initial decisions made for architecture scalability and performance

    1. Use the outcomes from either or both Phases 1.3 and 1.4.
    • For each value stream component, list the architecture decisions taken to ensure scalability and performance at client-facing and/or business-rule layers.

    Download the Solution Architecture Template for documenting data architecture decisions.

    Input

    • Output From Phase 1.3 and/or From Phase 1.4

    Output

    • Initial Set of Design Decisions Made for System Scalability and Performance

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Application Architect
    • Integration Architect
    • Database Architect
    • Infrastructure Architect

    Example: Architecture decisions for scalability and performance

    Value Stream Component Design Decision for User Interface Layer Design Decisions for Middle Processing Layer
    Loan Application Scalability: N/A
    Resilience: Include circuit breaker design in both mobile app and responsive websites.
    Performance: Cache data client.
    Scalability: Scale vertically (up) since loan application processing is very compute intensive.
    Resilience: Set up fail-over replica.
    Performance: Keep servers in the same geo-area.
    Disbursement of Funds *Does not have a user interface Scalability: Scale horizontal when traffic reaches X requests/second.
    Resilience: Create microservices using domain-driven design; include circuit breakers.
    Performance: Set up application cache; synchronous communication since order of data input is important.
    …. …. ….

    3.3 Combine the different architecture design decisions into a unified solution architecture

    Download the Solution Architecture Template for documenting data architecture decisions.

    Input

    • Output From Phase 1.3 and/or From Phase 1.4
    • Output From Phase 2.1
    • Output From Phase 2.2
    • Output From 3.1 and 3.2

    Output

    • List of Design Decisions for the Solution

    Materials

    • Whiteboard/Flip Charts

    Participants

    • Business Architect
    • Application Architect
    • Integration Architect
    • Database Architect
    • Infrastructure Architect

    Putting it all together is the bow that finally ties this gift

    This blueprint covered the domains tagged with the yellow star.

    This image contains a screenshot of the solution architecture framework found earlier in this blueprint, with stars next to Data Architecture, Security, Performance, and Stability.

    TRADEOFF ALERT

    The right design decision is never the same for all perspectives. Along with varying opinions, comes the “at odds with each other set” of needs (scalability vs. performance, or access vs. security).

    An evidence-based decision-making approach using a domain-driven design strategy is a good mix of techniques for creating the best (right?) solution architecture.

    This image contains a screenshot of a table that summarizes the themes discussed in this blueprint.

    Summary of accomplishment

    • Gained understanding and clarification of the stakeholder objectives placed on your application architecture.
    • Completed detailed use cases and persona-driven scenario analysis and their architectural needs through SRME.
    • Created a set of design decisions for data, security, scalability, and performance.
    • Merged the different architecture domains dealt with in this blueprint to create a holistic view.

    Bibliography

    Ambysoft Inc. “UML 2 Sequence Diagrams: An Agile Introduction.” Agile Modeling, n.d. Web.

    Bass, Len, Paul Clements, and Rick Kazman. Software Architecture in Practices: Third Edition. Pearson Education, Inc. 2003.

    Eeles, Peter. “The benefits of software architecting.” IBM: developerWorks, 15 May 2006. Web.

    Flexera 2020 State of the Cloud Report. Flexera, 2020. Web. 19 October 2021.

    Furdik, Karol, Gabriel Lukac, Tomas Sabol, and Peter Kostelnik. “The Network Architecture Designed for an Adaptable IoT-based Smart Office Solution.” International Journal of Computer Networks and Communications Security, November 2013. Web.

    Ganzinger, Matthias, and Petra Knaup. “Requirements for data integration platforms in biomedical research networks: a reference model.” PeerJ, 5 February 2015. (https://peerj.com/articles/755/).

    Garlan, David, and Mary Shaw. An Introduction to Software Architecture. CMU-CS-94-166, School of Computer Science Carnegie Mellon University, January 1994.

    Gupta, Arun. “Microservice Design Patterns.” Java Code Geeks, 14 April 2015. Web.

    How, Matt. The Modern Data Warehouse in Azure. O’Reilly, 2020.

    ISO/IEC 17788:2014: Information technology – Cloud computing, International Organization for Standardization, October 2014. Web.

    ISO/IEC 18384-1:2016: Information technology – Reference Architecture for Service Oriented Architecture (SOA RA), International Organization for Standardization, June 2016. Web.

    ISO/IEC 25010:2011(en) Systems and software engineering — Systems and software Quality Requirements and Evaluation (SQuaRE) — System and software quality models. International Organization for Standardization, March 2011. Web.

    Kazman, R., M. Klein, and P. Clements. ATAM: Method for Architecture Evaluation. S Carnegie Mellon University, August 2000. Web.

    Microsoft Developer Network. “Chapter 16: Quality Attributes.” Microsoft Application Architecture Guide. 2nd Ed., 13 January 2010. Web.

    Microsoft Developer Network. “Chapter 2: Key Principles of Software Architecture.” Microsoft Application Architecture Guide. 2nd Ed., 13 January 2010. Web.

    Microsoft Developer Network. “Chapter 3: Architectural Patterns and Styles.” Microsoft Application Architecture Guide. 2nd Ed., 14 January 2010. Web.

    Microsoft Developer Network. “Chapter 5: Layered Application Guidelines.” Microsoft Application Architecture Guide. 2nd Ed., 13 January 2010. Web.

    Mirakhorli, Mehdi. “Common Architecture Weakness Enumeration (CAWE).” IEEE Software, 2016. Web.

    Moore, G. A. Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (Collins Business Essentials) (3rd ed.). Harper Business, 2014.

    OASIS. “Oasis SOA Reference Model (SOA RM) TC.” OASIS Open, n.d. Web.

    Soni, Mukesh. “Defect Prevention: Reducing Costs and Enhancing Quality.” iSixSigma, n.d. Web.

    The Open Group. TOGAF 8.1.1 Online, Part IV: Resource Base, Developing Architecture Views. TOGAF, 2006. Web.

    The Open Group. Welcome to the TOGAF® Standard, Version 9.2, a standard of The Open Group. TOGAF, 2018. Web.

    Watts, S. “The importance of solid design principles.” BMC Blogs, 15 June 2020. 19 October 2021.

    Young, Charles. “Hexagonal Architecture–The Great Reconciler?” Geeks with Blogs, 20 Dec 2014. Web.

    APPENDIX A

    Techniques to enhance application architecture.

    Consider the numerous solutions to address architecture issues or how they will impact your application architecture

    Many solutions exist for improving the layers of the application stack that may address architecture issues or impact your current architecture. Solutions range from capability changes to full stack replacement.

    Method Description Potential Benefits Risks Related Blueprints
    Business Capabilities:
    Enablement and enhancement
    • Introduce new business capabilities by leveraging unused application functionalities or consolidate redundant business capabilities.
    • Increase value delivery to stakeholders.
    • Lower IT costs through elimination of applications.
    • Increased use of an application could overload current infrastructure.
    • IT cannot authorize business capability changes.
    Use Info-Tech’s Document Your Business Architecture blueprint to gain better understanding of business and IT alignment.
    Removal
    • Remove existing business capabilities that don’t contribute value to the business.
    • Lower operational costs through elimination of unused and irrelevant capabilities.
    • Business capabilities may be seen as relevant or critical by different stakeholder groups.
    • IT cannot authorize business capability changes.
    Use Info-Tech’s Build an Application Rationalization Framework to rationalize your application portfolio.
    Business Process:
    Process integration and consolidation
    • Combine multiple business processes into a single process.
    • Improved utilization of applications in each step of the process.
    • Reduce business costs through efficient business processes.
    • Minimize number of applications required to execute a single process.
    • Significant business disruption if an application goes down and is the primary support for business processes.
    • Organizational pushback if process integration involves multiple business groups.
    Business Process (continued):
    Process automation
    • Automate manual business processing tasks.
    • Reduce manual processing errors.
    • Improve speed of delivery.
    • Significant costs to implement automation.
    • Automation payoffs are not immediate.
    Lean business processes
    • Eliminate redundant steps.
    • Streamline existing processes by focusing on value-driven steps.
    • Improve efficiency of business process through removal of wasteful steps.
    • Increase value delivered at the end of the process.
    • Stakeholder pushback from consistently changing processes.
    • Investment from business is required to fit documentation to the process.
    Outsource the process
    • Outsource a portion of or the entire business process to a third party.
    • Leverage unavailable resources and skills to execute the business process.
    • Loss of control over process.
    • Can be costly to bring the process back into the business if desired in the future.
    Business Process (continued):
    Standardization
    • Implement standards for business processes to improve uniformity and reusability.
    • Consistently apply the same process across multiple business units.
    • Transparency of what is expected from the process.
    • Improve predictability of process execution.
    • Process bottlenecks may occur if a single group is required to sign off on deliverables.
    • Lack of enforcement and maintenance of standards can lead to chaos if left unchecked.
    User Interface:
    Improve user experience (UX)
    • Eliminate end-user emotional, mechanical, and functional friction by improving the experience of using the application.
    • UX encompasses both the interface and the user’s behavior.
    • Increase satisfaction and adoption rate from end users.
    • Increase brand awareness and user retention.
    • UX optimizations are only focused on a few user personas.
    • Current development processes do not accommodate UX assessments
    Code:
    Update coding language
    Translate legacy code into modern coding language.
    • Coding errors in modern languages can have lesser impact on the business processes they support.
    • Modern languages tend to have larger pools of coders to hire.
    • Increase availability of tools to support modern languages.
    • Coding language changes can create incompatibilities with existing infrastructure.
    • Existing coding translation tools do not offer 100% guarantee of legacy function retention.
    Code (continued):
    Open source code
    • Download pre-built code freely available in open source communities.
    • Code is rapidly evolving in the community to meet current business needs.
    • Avoid vendor lock-in from proprietary software
    • Community rules may require divulgence of work done with open source code.
    • Support is primarily provided through community, which may not address specific concerns.
    Update the development toolchain
    • Acquire new or optimize development tools with increased testing, build, and deployment capabilities.
    • Increase developer productivity.
    • Increase speed of delivery and test coverage with automation.
    • Drastic IT overhauls required to implement new tools such as code conversion, data migration, and development process revisions.
    Update source code management
    • Optimize source code management to improve coding governance, versioning, and development collaboration.
    • Ability to easily roll back to previous build versions and promote code to other environments.
    • Enable multi-user development capabilities.
    • Improve conflict management.
    • Some source code management tools cannot support legacy code.
    • Source code management tools may be incompatible with existing development toolchain.
    Data:
    Outsource extraction
    • Outsource your data analysis and extraction to a third party.
    • Lower costs to extract and mine data.
    • Leverage unavailable resources and skills to translate mined data to a usable form.
    • Data security risks associated with off-location storage.
    • Data access and control risks associated with a third party.
    Update data structure
    • Update your data elements, types (e.g. transactional, big data), and formats (e.g. table columns).
    • Standardize on a common data definition throughout the entire organization.
    • Ease data cleansing, mining, analysis, extraction, and management activities.
    • New data structures may be incompatible with other applications.
    • Implementing data management improvements may be costly and difficult to acquire stakeholder buy-in.
    Update data mining and data warehousing tools
    • Optimize how data is extracted and stored.
    • Increase the speed and reliability of the data mined.
    • Perform complex analysis with modern data mining and data warehousing tools.
    • Data warehouses are regularly updated with the latest data.
    • Updating data mining and warehousing tools may create incompatibilities with existing infrastructure and data sets.
    Integration:
    Move from point-to-point to enterprise service bus (ESB)
    • Change your application integration approach from point-to-point to an ESB.
    • Increase the scalability of enterprise services by exposing applications to a centralized middleware.
    • Reduce the number of integration tests to complete with an ESB.
    • Single point of failure can cripple the entire system.
    • Security threats arising from centralized communication node.
    Leverage API integration
    • Leverage application programming interfaces (APIs) to integrate applications.
    • Quicker and more frequent transfers of lightweight data compared to extract, load, transfer (ETL) practices.
    • Increase integration opportunities with other modern applications and infrastructure (including mobile devices).
    • APIs are not as efficient as ETL when handling large data sets.
    • Changing APIs can break compatibility between applications if not versioned properly.

    Cost-Optimize Your Security Budget

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    • Parent Category Name: Security Strategy & Budgeting
    • Parent Category Link: /security-strategy-and-budgeting
    • The security budget has been slashed and the team needs to do more with less.
    • Mitigating risk is still the top priority, only now we need to reassess effectiveness and efficiency to ensure we are getting the greatest level of protection for the least amount of money.

    Our Advice

    Critical Insight

    A cost-optimized security budget is one that has the greatest impact on risk for the least amount of money spent.

    Impact and Result

    • Focus on business needs and related risks. Review the risk-reduction efficacy of your people, processes, and technology and justify what can be cut and what must stay.
    • Info-Tech will guide you through this process, and by the end of this blueprint you will have a cost-optimized security budget and an executive presentation to explain your revised spending.

    Cost-Optimize Your Security Budget Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should cost-optimize your security budget, 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. Cost-optimize your technology and managed services

    This phase will help you assess the efficacy of your current technology and service providers.

    • Threat and Risk Assessment Tool
    • In-House vs. Outsourcing Decision-Making Tool

    2. Cost-optimize your staffing

    This phase will help you assess if layoffs are necessary.

    • Security Employee Layoff Selection Tool

    3. Cost-optimize your security strategy

    This phase will help you revise the pending process-based initiatives in your security strategy.

    • Security Cost Optimization Workbook
    • Security Cost Optimization Executive Presentation
    [infographic]

    Select an ERP Implementation Partner

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    • Parent Category Name: Enterprise Resource Planning
    • Parent Category Link: /enterprise-resource-planning
    • Enterprise application implementations are complex, and their success is critical to business operations.
    • Selecting the right software implementation partner is as important for the success of the ERP initiative as selecting the right software.
    • System implementation often thrusts the product into the spotlight, with the implementation partner being an afterthought, and all too often organizational needs are ignored altogether.

    Our Advice

    Critical Insight

    • ERP implementation is not a one-and-done exercise. Most often it is the start of a multi-year working relationship between the software vendor or systems integrator and your organization. Take the time to find the right fit to ensure success.
    • The conventional approach to ERP implementation partner selection puts the ERP vendor and systems integrators in the driver's seat with little regard to your specific needs as an organization. You need to take an eyes-wide-open approach to your organization’s strengths and weaknesses to properly select and manage the implementation partner relationship.
    • Self-assessment is the critical first step in a successful implementation. Every organization has a unique combination of critical success factors (CSFs) that will be required to unlock the potential of their ERP. You must find the right partner or partners whose strengths complement your weaknesses to ensure your success.
    • Before you start knocking on vendors’ doors, ensure you have a holistic request that encompasses the strategic, tactical, operational, and commodity factors required for the success of your ERP implementation.

    Impact and Result

    • Use Info-Tech’s implementation partner selection process to find the right fit for your organization.
    • Understand the enterprise application CSFs and determine the unique requirements of your organization through this lens.
    • Define your implementation partner requirements separately from your software requirements and allow vendors to respond to those specifically.
    • Use our assessment tools to score and assess the CSFs required to select the right software implementation partners.

    Select an ERP Implementation Partner Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should focus on selecting the right implementation partner, 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. Identify your strategic needs

    Review the CSFs that are of strategic importance. Evaluating the gaps in your organization's capabilities enables you to choose a partner that can properly support you in your project.

    • Select an ERP Implementation Partner Workbook

    2. Review your tactical, commodity, and operational needs

    Review the CSFs that are of tactical, commodity, and operational importance. Evaluating the gaps in your organization's capabilities enables you to choose a partner that can properly support you in your project.

    3. Build your RFx and evaluate the responses

    Review your RFx and build an initial list of vendor/implementors to reach out to. Finally, build your evaluation checklist to rate the incoming responses.

    • Short-Form RFP Template
    • Long-Form RFP Template
    • Lean RFP Template
    • Supplementary RFx Material
    • RFx Vendor Evaluation Tool
    [infographic]

    Workshop: Select an ERP Implementation Partner

    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 Organizational Strategic Needs

    The Purpose

    Review the critical success factors that are of strategic importance. Evaluating the gaps in your organization's capabilities enables you to choose a partner that can properly support you in your project.

    Key Benefits Achieved

    ERP strategy model defined

    Strategic needs identified

    Activities

    1.1 Review the business context.

    1.2 Build your ERP strategy model.

    1.3 Assess your strategic needs.

    Outputs

    ERP strategy model

    ERP strategy model

    Strategic needs analysis

    2 Review Your Tactical, Commodity, and Operational Needs

    The Purpose

    Review the critical success factors that are of tactical, commodity, and operational importance. Evaluating the gaps in your organization's capabilities enables you to choose a partner that can properly support you in your project.

    Key Benefits Achieved

    Tactical, commodity, and operational needs identified

    Activities

    2.1 Assess your tactical needs.

    2.2 Assess your commodity needs.

    2.3 Assess your operational needs.

    Outputs

    Tactical needs analysis

    Commodity needs analysis

    Operational needs analysis

    3 Build Your RFx

    The Purpose

    Review your RFx and build an initial list of vendor/implementors to reach out to. Finally, build your evaluation checklist to rate the incoming responses.

    Key Benefits Achieved

    Draft RFI or RFP

    Target vendor list

    Activities

    3.1 Decide on an RFI or RFP.

    3.2 Complete the RFx with the needs analysis.

    3.3 Build a list of targeted vendors

    Outputs

    Draft RFI or RFP

    Draft RFI or RFP

    Target vendor list

    4 Evaluate Vendors

    The Purpose

    Build a scoring template for use in vendor evaluation to ensure consistent comparison criteria are used.

    Key Benefits Achieved

    A consistent and efficient evaluation process

    Activities

    4.1 Assign weightings to the evaluation criteria.

    4.2 Run a vendor evaluation simulation to validate the process.

    Outputs

    Completed partner evaluation tool

    Build IT Capabilities to Enable Digital Marketing Success

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    • Parent Category Name: Marketing Solutions
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    • Misalignment: Even if IT builds the capabilities to pursue digital channels, the channels will underperform in realizing organizational goals if the channels and the goals are misaligned.
    • Ineffective analytics: Failure to integrate and analyze new data will undermine organizational success in influencer and sentiment identification.
    • Missed opportunity: If IT does not develop the capabilities to support these channels, then lead generation, brand promotion, and engagement opportunities will be lost.
    • Lack of control: Marketing is developing and depending on internal power users and agencies. This practice can isolate IT from digital marketing technology decision making.

    Our Advice

    Critical Insight

    • Identify and understand the digital marketing channels that can benefit your organization.
    • Get stakeholder buy-in to facilitate collaboration between IT and product marketing groups to identify necessary IT capabilities.
    • Build IT capability by purchasing software, outsourcing, and training or hiring individuals with necessary skillsets.
    • Become transformational: use IT capabilities to support analytics that identify new customer segments, key influencers, and other invaluable insights.
    • Time is of the essence! It is easier to begin strengthening the relationship between marketing and IT today then it will be at any point in the future.
    • Being transformational means more than just enabling the channels marketing wants to pursue; IT must assist in identifying new segments and digital marketing opportunities, such as enabling influencer management.

    Impact and Result

    • IT is involved in decision making and has a complete understanding of the digital channels the organization is going to migrate to or phase out if unused.
    • IT has the necessary capabilities to support and enable success in all relevant digital channel management technologies.
    • IT is a key player in ensuring that all relevant data from new digital channels is managed and analyzed in order to maintain a 360 degree view of customers and feed real-time campaigns.
    • This enables the organization to not only target existing segments effectively, but also to identify and pursue new opportunities not presented before.
    • These opportunities include: identifying new segments among social networks, identifying key influencers as a new target, identifying proactive service and marketing opportunities from the public social cloud, and conducting new competitive analyses on the public social cloud.

    Build IT Capabilities to Enable Digital Marketing Success Research & Tools

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

    1. Make the case for building IT capabilities

    Identify the symptoms of inadequate IT support of digital marketing to diagnose the problems in your organization.

    • Storyboard: Build IT Capabilities to Enable Digital Marketing Success

    2. Identify digital marketing opportunities to understand the need for action in your organization

    Identify the untapped digital marketing value in your organization to understand where your organization needs to improve.

    • Digital Marketing Capability Builder Tool

    3. Mobilize for action: get stakeholder buy-in

    Develop a plan for communicating with stakeholders to ensure buy-in to the digital marketing capability building project.

    • Digital Marketing Communication Deck

    4. Identify the product/segment-specific digital marketing landscape to identify required IT capabilities

    Assess how well each digital channel reaches target segments. Identify the capabilities that must be built to enable digital channels.

    5. Create a roadmap for building capabilities to enable digital marketing

    Assess the people, processes, and technologies required to build required capabilities and determine the best fit with your organization.

    [infographic]

    Workshop: Build IT Capabilities to Enable Digital Marketing Success

    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 Digital Marketing Opportunities

    The Purpose

    Determine the fit of each digital channel with your organizational goals.

    Determine the fit of digital channels with your organizational structure and business model.

    Compare the fit of digital channels with your organization’s current levels of use to:Identify missed opportunities your organization should capitalize on.Identify digital channels that your organization is wasting resources on.

    Identify missed opportunities your organization should capitalize on.

    Identify digital channels that your organization is wasting resources on.

    Key Benefits Achieved

    IT department achieves consensus around which opportunities need to be pursued.

    Understanding that continuing to pursue excellent-fit digital channels that your organization is currently active on is a priority.

    Identification of the channels that stopping activity on could free up resources for.

    Activities

    1.1 Define and prioritize organizational goals.

    1.2 Assess digital channel fit with goals and organizational characteristics.

    1.3 Identify missed opportunities and wasted resources in your digital channel mix.

    1.4 Brainstorm creative ways to pursue untapped digital channels.

    Outputs

    Prioritized list of organizational goals.

    Assigned level of fit to digital channels.

    List of digital channels that represent missed opportunities or wasted resources.

    List of brainstormed ideas for pursuing digital channels.

    2 Identify Your Product-Specific Digital Marketing Landscape

    The Purpose

    Identify the digital channels that will be used for specific products and segments.

    Identify the IT capabilities that must be built to enable digital channels.

    Prioritize the list of IT capabilities.

    Key Benefits Achieved

    IT and marketing achieve consensus around which digital channels will be pursued for specific product-segment pairings.

    Identification of the capabilities that IT must build.

    Activities

    2.1 Assess digital channel fit with specific products.

    2.2 Identify the digital usage patterns of target segments.

    2.3 Decide precisely which digital channels you will use to sell specific products to specific segments.

    2.4 Identify and prioritize the IT capabilities that need to be built to succeed on each digital channel.

    Outputs

    Documented channel fit with products.

    Documented channel usage by target segments.

    Listed digital channels that will be used for each product-segment pairing.

    Listed and prioritized capabilities that must be built to enable success on necessary digital channels.

    3 Enable Digital Marketing Capabilities and Leverage Analytics

    The Purpose

    Identification of the best possible way to build IT capabilities for all channels.

    Creation of a plan for leveraging transformational analytics to supercharge your digital marketing strategy.

    Key Benefits Achieved

    IT understanding of the costs and benefits of capability building options (people, process, and technology).

    Information about how specific technology vendors could fit with your organization.

    IT identification of opportunities to leverage transformational analytics in your organization.

    Activities

    3.1 Identify the gaps in your IT capabilities.

    3.2 Evaluate options for building capabilities.

    3.3 Identify opportunities for transformational analytics.

    Outputs

    A list of IT capability gaps.

    An action plan for capability building.

    A plan for leveraging transformational analytics.

    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 …

    Build an ERP Strategy and Roadmap

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    • Parent Category Name: Enterprise Resource Planning
    • Parent Category Link: /enterprise-resource-planning
    • Organizations often do not know where to start with an ERP project.
    • They focus on tactically selecting and implementing the technology.
    • ERP projects are routinely reported as going over budget, over schedule, and they fail to realize any benefits.

    Our Advice

    Critical Insight

    • An ERP strategy is an ongoing communication tool for the business.
    • Accountability for ERP success is shared between IT and the business.
    • An actionable roadmap provides a clear path to benefits realization.

    Impact and Result

    • Align the ERP strategy and roadmap with business priorities, securing buy-in from the business for the program.
    • Identification of gaps, needs, and opportunities in relation to business processes; ensuring the most critical areas are addressed.
    • Assess alternatives for the critical path(s) most relevant to your organization’s direction.

    Build an ERP Strategy and Roadmap Research & Tools

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

    1. Build an ERP Strategy and Roadmap – A comprehensive guide to align business and IT on what the organization needs from their ERP.

    A business-led, top-management-supported initiative partnered with IT has the greatest chance of success.

  • Aligning and prioritizing key business and technology drivers.
  • Clearly defining what is in and out of scope for the project.
  • Getting a clear picture of how the business process and underlying applications support the business strategic priorities.
  • Pulling it all together into an actionable roadmap.
    • Build an ERP Strategy and Roadmap – Phases 1-4
    • ERP Strategy Report Template
    [infographic]

    Workshop: Build an ERP Strategy and 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 Introduction to ERP

    The Purpose

    To build understanding and alignment between business and IT on what an ERP is and the goals for the project

    Key Benefits Achieved

    Clear understanding of how the ERP supports the organizational goals

    What business processes the ERP will be supporting

    An initial understanding of the effort involved

    Activities

    1.1 Introduction to ERP

    1.2 Background

    1.3 Expectations and goals

    1.4 Align business strategy

    1.5 ERP vision and guiding principles

    1.6 ERP strategy model

    1.7 ERP operating model

    Outputs

    ERP strategy model

    ERP Operating model

    2 Build the ERP operation model

    The Purpose

    Generate an understanding of the business processes, challenges, and application portfolio currently supporting the organization.

    Key Benefits Achieved

    An understanding of the application portfolio supporting the business

    Detailed understanding of the business operating processes and pain points

    Activities

    2.1 Build application portfolio

    2.2 Map the level 1 ERP processes including identifying stakeholders, pain points, and key success indicators

    2.3 Discuss process and technology maturity for each level 1 process

    Outputs

    Application portfolio

    Mega-processes with level 1 process lists

    3 Project set up

    The Purpose

    A project of this size has multiple stakeholders and may have competing priorities. This section maps those stakeholders and identifies their possible conflicting priorities.

    Key Benefits Achieved

    A prioritized list of ERP mega-processes based on process rigor and strategic importance

    An understanding of stakeholders and competing priorities

    Initial compilation of the risks the organization will face with the project to begin early mitigation

    Activities

    3.1 ERP process prioritization

    3.2 Stakeholder mapping

    3.3 Competing priorities review

    3.4 Initial risk register compilation

    Outputs

    Prioritized ERP operating model

    Stakeholder map.

    Competing priorities list.

    Initial risk register.

    4 Roadmap and presentation review

    The Purpose

    Select a future state and build the initial roadmap to set expectations and accountabilities.

    Key Benefits Achieved

    Identification of the future state

    Initial roadmap with expectations on accountability and timelines

    Activities

    4.1 Discuss future state options

    4.2 Build initial roadmap

    4.3 Review of final deliverable

    Outputs

    Future state options

    Initiative roadmap

    Draft final deliverable

    Further reading

    Build an ERP Strategy and Roadmap

    Align business and IT to successfully deliver on your ERP initiative

    Table of Contents

    Analyst Perspective

    Phase 3: Plan Your Project

    Executive Summary

    Step 3.1: Stakeholders, risk, and value

    Phase 1: Build Alignment and Scope

    Step 3.2: Project set up

    Step 1.1: Aligning Business and IT

    Phase 4: Next Steps

    Step 1.2: Scope and Priorities

    Step 4.1: Build your roadmap

    Phase 2: Define Your ERP

    Step 4.2: Wrap up and present

    Step 2.1: ERP business model

    Summary of Accomplishment

    Step 2.2: ERP processes and supporting applications

    Research Contributors

    Step 2.3: Process pains, opportunities, and maturity

    Related Info-Tech Research

    Bibliography

    Build an ERP Strategy and Roadmap

    Align business and IT to successfully deliver on your ERP initiative

    EXECUTIVE BRIEF

    Analyst Perspective

    A foundational ERP strategy is critical to decision making.

    Photo of Robert Fayle, Research Director, Enterprise Applications, Info-Tech Research Group.

    Enterprise resource planning (ERP) is a core tool 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

    ERP systems are expensive, their benefits are difficult to quantify, and they often suffer from poor user satisfaction. Post-implementation, technology evolves, organizational goals change, and the health of the system is 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 needs of the organization. Alignment between business and IT is just one part of the overall strategy. Identifying key pain points and opportunities, assessed in the light of organizational strategy, will provide a strong foundation to the transformation of the ERP system.

    Robert Fayle
    Research Director, Enterprise Applications
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Organizations often do not know where to start with an ERP project. They focus on tactically selecting and implementing the technology but ignore the strategic foundation that sets the ERP system up for success. ERP projects are routinely reported as going over budget, over schedule, and they fail to realize any benefits.

    Common Obstacles

    ERP projects impact the entire organization – they are not limited to just financial and operating metrics. The disruption is felt during both implementation and in the production environment.

    Missteps early on can cost time, financial resources, and careers. Roughly 55% of ERP projects reported being over budget, and two-thirds of organizations implementing ERP realized less than half of their anticipated benefits.

    Info-Tech’s Approach

    Obtain organizational buy-in and secure top management support. Set clear expectations, guiding principles, and critical success factors.

    Build an ERP operating model/business model that identifies process boundaries, scope, and prioritizes requirements. Assess stakeholder involvement, change impact, risks, and opportunities.

    Understand the alternatives your organization can choose for the future state of ERP. Develop an actionable roadmap and meaningful KPIs that directly align with your strategic goals.

    Info-Tech Insight

    Accountability for ERP success is shared between IT and the business. There is no single owner of an ERP. A unified approach to building your strategy promotes an integrated roadmap so all stakeholders have clear direction on the future state.

    Insight summary

    Enterprise resource planning (ERP) systems facilitate the flow of information across business units. It allows for the 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.

    A measured and strategic approach to change will help mitigate many of the risks associated with ERP projects, which will avoid the chances of these changes becoming the dreaded “career killers.”

    A business led, top management supported initiative partnered with IT has the greatest chance of success.

    • A properly scoped ERP project reduces churn and provides all parts of the business with clarity.
    • This blueprint provides the business and IT the methodology to get the right level of detail for the business processes that the ERP supports so you can avoid getting lost in the details.
    • Build a successful ERP Strategy and roadmap by:
      • Aligning and prioritizing key business and technology drivers.
      • Clearly defining what is in and out of scope for the project.
      • Providing a clear picture of how the business process and underlying applications support the business strategic priorities.
      • Pulling it all together into an actionable roadmap.

    Enterprise Resource Planning (ERP)

    What is ERP?

    Enterprise resource planning (ERP) systems facilitate the flow of information across business units. They allow for the seamless integration of systems and create 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.

    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.

    A diagram visualizing the many aspects of ERP and the categories they fall under. Highlighted as 'Supply Chain Management' are 'Supply Chain: Procure to Pay' and 'Distribution: Forecast to Delivery'. Highlighted as 'Customer Relationship Management' are 'Sales: Quote to Cash', 'CRM: Market to Order', and 'Customer Service: Issue to Resolution'.

    ERP use cases:

    • Product-Centric
      Suitable for organizations that manufacture, assemble, distribute, or manage material goods.
    • Service-Centric
      Suitable for organizations that provide and manage field services and/or professional services.

    ERP by the numbers

    50-70%
    Statistical analysis of ERP projects indicates rates of failure vary from 50 to 70%. Taking the low end of those analyst reports, one in two ERP projects is considered a failure. (Source: Saxena and Mcdonagh)

    85%
    Companies that apply the principles of behavioral economics outperform their peers by 85% in sales growth and more than 25% in gross margin. (Source: Gallup)

    40%
    Nearly 40% of companies said functionality was the key driver for the adoption of a new ERP. (Source: Gheorghiu)

    ERP dissatisfaction

    Drivers of Dissatisfaction
    Business
    • Misaligned objectives
    • Product fit
    • Changing priorities
    • Lack of metrics
    Data
    • Access to data
    • Data hygiene
    • Data literacy
    • One view of the customer
    People and teams
    • User adoption
    • Lack of IT support
    • Training (use of data and system)
    • Vendor relations
    Technology
    • Systems integration
    • Multi-channel complexity
    • Capability shortfall
    • Lack of product support

    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.

    Info-Tech’s methodology for developing a foundational ERP strategy and roadmap

    1. Build alignment and scope 2. Define your ERP 3. Plan your project 4. Next Steps
    Phase Steps
    1. Aligning business and IT
    2. Scope and priorities
    1. ERP Business Model
    2. ERP processes and supporting applications
    3. Process pains, opportunities & maturity
    1. Stakeholders, risk & value
    2. Project set up
    1. Build your roadmap
    2. Wrap up and present
    Phase Outcomes Discuss organizational goals and how to advance those using the ERP system. Establish the scope of the project and ensure that business and IT are aligned on project priorities. Build the ERP business model then move on to the top level (mega) processes and an initial list of the sub-processes. Generate a list of applications that support the identified processes. Conclude with a complete view of the mega-processes and their sub-processes. Map out your stakeholders to evaluate their impact on the project, build an initial risk register and discuss group alignment. Conclude the phase by setting the initial core project team and their accountabilities to the project. Review the different options to solve the identified pain points then build out a roadmap of how to get to that solution. Build a communication plan as part of organizational change management, which includes the stakeholder presentation.

    Blueprint deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Sample of the Key Deliverable 'ERP Strategy Report'.

    ERP Strategy Report

    Complete an assessment of processes, prioritization, and pain points, and create an initiative roadmap.

    Samples of blueprint deliverables related to 'ERP Strategy Report'.

    ERP Business Model
    Align your business and technology goals and objectives in the current environment.
    Sample of the 'ERP Business Model' blueprint deliverable.
    ERP Operating Model
    Identify and prioritize your ERP top-level processes.
    Sample of the 'ERP Operating Model' blueprint deliverable.
    ERP Process Prioritization
    Assess ERP processes against the axes of rigor and strategic importance.
    Sample of the 'ERP Process Prioritization' blueprint deliverable.
    ERP Strategy Roadmap
    A data-driven roadmap of how to address the ERP pain points and opportunities.
    Sample of the 'ERP Strategy Roadmap' blueprint deliverable.

    Executive Brief Case Study

    INDUSTRY: Aerospace
    SOURCE: Panorama, 2021

    Aerospace organization assesses ERP future state from opportunities, needs, and pain points

    Challenge

    Several issues plagued the aerospace and defense organization. Many of the processes were ad hoc and did not use the system in place, often relying on Excel. The organization had a very large pain point stemming from its lack of business process standardization and oversight. The biggest gap, however, was from the under-utilization of the ERP software.

    Solution

    By assessing the usage of the system by employees and identifying key workarounds, the gaps quickly became apparent. After assessing the organization’s current state and generating recommendations from the gaps, it realized the steps needed to achieve its desired future state. The analysis of the pain points generated various needs and opportunities that allowed the organization to present and discuss its key findings with executive leadership to set milestones for the project.

    Results

    The overall assessment led the organization to the conclusion that in order to achieve its desired future state and maximize ROI from its ERP, the organization must address the internal issues prior to implementing the upgraded software.

    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?

    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 eight to twelve calls over the course of four to six months.

    Phase 1

    • Call #1: Scoping call to understand the current situation.
    • Call #2: Establish business & IT alignment and project scope.

    Phase 2

    • Call #3: Discuss the ERP Strategy business model and mega-processes.
    • Call #4: Begin the drill down on the level 1 processes.

    Phase 3

    • Call #5: Establish the stakeholder map and project risks.
    • Call #6: Discuss project setup including stakeholder commitment and accountability.

    Phase 4

    • Call #7: Discuss resolution paths and build initial roadmap.
    • Call #8: Summarize results and plan next steps.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Day 1 Day 2 Day 3 Day 4 Day 5
    Activities
    Introduction to ERP

    1.1 Introduction to ERP

    1.2 Background

    1.3 Expectations and goals

    1.4 Align business strategy

    1.5 ERP vision and guiding principles

    1.6 ERP strategy model

    1.7 ERP operating model

    Build the ERP operating model

    2.1 Build application portfolio

    2.2 Map the level 1 ERP processes including identifying stakeholders, pain points, and key success indicators

    2.3 Discuss process and technology maturity for each level 1 process

    Project set up

    3.1 ERP process prioritization

    3.2 Stakeholder mapping

    3.3 Competing priorities review

    3.4 Initial risk register compilation

    3.5 Workshop retrospective

    Roadmap and presentation review

    4.1 Discuss future state options

    4.2 Build initial roadmap

    4.3 Review of final deliverable

    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. ERP strategy model
    2. ERP operating model
    1. Application portfolio
    2. Mega-processes with level 1 process lists
    1. Prioritized ERP operating model
    2. Stakeholder map
    3. Competing priorities list
    4. Initial risk register
    1. Future state options
    2. Initiative roadmap
    3. Draft final deliverable
    1. Completed ERP strategy template
    2. ERP strategy roadmap

    Build an ERP Strategy and Roadmap

    Phase 1

    Build alignment and scope

    Phase 1

    • 1.1 Aligning business and IT
    • 1.2 Scope and priorities

    Phase 2

    • 2.1 ERP Business Model
    • 2.2 ERP processes and supporting applications
    • 2.3 Process pains, opportunities & maturity

    Phase 3

    • 3.1 Stakeholders, risk & value
    • 3.2 Project set up

    Phase 4

    • 4.1 Build your roadmap
    • 4.2 Wrap up and present

    This phase will walk you through the following activities:

    Build a common language to ensure clear understanding of the organizational needs. Define a vision and guiding principles to aid in decision making and enumerate how the ERP supports achievement of the organizational goals. Define the initial scope of the ERP project. This includes the discussion of what is not in scope.

    This phase involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Create a compelling case that addresses strategic business objectives

    When someone at the organization asks you WHY, you need to deliver a compelling case. The ERP project will receive pushback, doubt, and resistance; if you can’t answer the question WHY, you will be left back-peddling.

    When faced with a challenge, prepare for the WHY.

    • Why do we need this?
    • Why are we spending all this money?
    • Why are we bothering?
    • Why is this important?
    • Why did we do it this way?
    • Why did we choose this vendor?

    Most organizations can answer “What?”
    Some organizations can answer “How?”
    Very few organizations have an answer for “Why?”

    Each stage of the project will be difficult and present its own unique challenges and failure points. Re-evaluate if you lose sight of WHY at any stage in the project.

    Step 1.1

    Aligning business and IT

    Activities
    • 1.1.1 Build a glossary
    • 1.1.2 ERP Vision and guiding principles
    • 1.1.3 Corporate goals and ERP benefits

    This step will walk you through the following activities:

    • Building a common language to ensure a clear understanding of the organization’s needs.
    • Creating a definition of your vision and identifying the guiding principles to aid in decision making.
    • Defining how the ERP supports achievement of the organizational goals.

    This step involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Outcomes of this step

    Business and IT have a shared understanding of how the ERP supports the organizational goals.

    Are we all talking about the same thing?

    Every group has their own understanding of the ERP system, and they may use the same words to describe different things. For example, is there a difference between procurement of office supplies and procurement of parts to assemble an item for sale? And if they are different, do your terms differ (e.g., procurement versus purchasing)?

    Term(s) Definition
    HRMS, HRIS, HCM Human Resource Management System, Human Resource Information System, Human Capital Management. These represent four capabilities of HR: core HR, talent management, workforce management, and strategic HR.
    Finance Finance includes the core functionalities of GL, AR, and AP. It also covers such items as treasury, financial planning and analysis (FP&A), tax management, expenses, and asset management.
    Supply Chain The processes and networks required to produce and distribute a product or service. This encompasses both the organization and the suppliers.
    Procurement Procurement is about getting the right products from the right suppliers in a timely fashion. Related to procurement is vendor contract management.
    Distribution The process of getting the things we create to our customers.
    CRM Customer Relationship Management, the software used to maintain records of our sales and non-sales contact with our customers.
    Sales The process of identifying customers, providing quotes, and converting those quotes to sales orders to be invoiced.
    Customer Service This is the process of supporting customers with challenges and non-sales questions related to the delivery of our products/services.
    Field Service The group that provides maintenance services to our customers.

    Activity 1.1.1 Build a glossary

    1 hour
    1. As a group, discuss the organization’s functional areas, business capabilities, value streams, and business processes.
    2. Ask each of the participants if there are terms or “jargon” that they hear used that they may be unclear on or know that others may not be aware of. Record these items in the table along with a description.
      • Acronyms are particularly important to document. These are often bandied about without explanation. For example, people outside of finance may not understand that FP&A is short for Financial Planning and Analysis.

    Record this information in the ERP Strategy Report Template.

    Sample of the 'ERP Strategy Report Template: Glossary'.

    Download the ERP Strategy Report Template

    Activity 1.1.1 Working slide

    Example/working slide for your glossary. Consider this a living document and keep it up to date.

    Term(s) Definition
    HRMS, HRIS, HCM Human Resource Management System, Human Resource Information System, Human Capital Management. These represent four capabilities of HR: core HR, talent management, workforce management, and strategic HR.
    Finance Finance includes the core functionalities of GL, AR, and AP. It also covers such items as treasury, financial planning and analysis (FP&A), tax management, expenses, and asset management.
    Supply Chain The processes and networks required to produce and distribute a product or service. This encompasses both the organization and the suppliers.
    Procurement Procurement is about getting the right products from the right suppliers in a timely fashion. Related to procurement is vendor contract management.
    Distribution The process of getting the things we create to our customers.
    CRM Customer Relationship Management, the software used to maintain records of our sales and non-sales contact with our customers.
    Sales The process of identifying customers, providing quotes, and converting those quotes to sales orders to be invoiced.
    Customer Service This is the process of supporting customers with challenges and non-sales questions related to the delivery of our products/services.
    Field Service The group that provides maintenance services to our customers.

    Vision and Guiding Principles

    GUIDING PRINCIPLES

    Guiding principles are high-level rules of engagement that help to align stakeholders from the outset. Determine guiding principles to shape the scope and ensure stakeholders have the same vision.

    Creating Guiding Principles

    Guiding principles should be constructed as full sentences. These statements should be able to guide decisions.

    EXAMPLES

    • [Organization] is implementing an ERP system to streamline processes and reduce redundancies, saving time and money.
    • [Organization] is implementing an ERP to integrate disparate systems and rationalize the application portfolio.
    • [Organization] is aiming at taking advantage of best industry practices and strives to minimize the level of customization required in solution.

    Questions to Ask

    1. What is a strong statement that will help guide decision making throughout the life of the ERP project?
    2. What are your overarching requirements for business processes?
    3. What do you ultimately want to achieve?
    4. What is a statement that will ensure all stakeholders are on the same page for the project?

    Activity 1.1.2 – ERP Vision and Project Guiding Principles

    1 hour

    1. As a group, discuss whether you want to create a separate ERP vision statement or re-state your corporate vision and/or goals.
      • An ERP vision statement will provide project-guiding principles, encompass the ERP objectives, and give a rationale for the project.
      • Using the corporate vision/goals will remind the business and IT that the project is to find an ERP solution that supports and enhances the organizational objectives.
    2. Review each of the sample guiding principles provided and ask the following questions:
      1. Do we agree with the statement?
      2. Is this statement framed in the language we used internally? Does everyone agree on the meaning of the statement?
      3. Will this statement help guide our decision-making process?

    Record this information in the ERP Strategy Report Template.

    Sample of the 'ERP Strategy Report Template: Guiding Principles.

    Download the ERP Strategy Report Template

    Activity 1.1.2 – ERP Vision and Project Guiding Principles

    We, [Organization], will select and implement an integrated software suite that enhances the growth and profitability of the organization through streamlined global business processes, real time data-driven decisions, increased employee productivity, and IT investment protection.

    • Support Business Agility: A flexible and adaptable integrated business system providing a seamless user experience.
    • Utilize 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”: Unify data model and integrate processes where possible. Assess integration needs carefully.

    Align the ERP strategy with the corporate strategy

    Corporate Strategy Unified Strategy ERP 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.
    • ERP optimization can be and should be linked, with metrics, to the corporate strategy and ultimate business objectives.
    • 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.

    Info-Tech Insight

    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 to occur at the executive level alone, but at each level of the organization.

    1.1.3 – Corporate goals and ERP benefits

    1-2 hours

    1. Discuss the business objectives. Identify two or three objectives that are a priority for this year.
    2. Produce several ways a new ERP system will meet each objective.
    3. Think about the modules and ERP functions that will help you realize these benefits.

    Cost Reduction

    • Decrease Total Cost: Reduce total costs by five percent by January 2022.
    • Decrease Specific Costs: Reduce costs of “x” business unit by ten percent by Jan. next year.

    ERP Benefits

    • Reduce headcount
    • Reallocate workers
    • Reduce overtime
    • Increased compliance
    • Streamlined audit process
    • Less rework due to decrease in errors

    Download the ERP Strategy Report Template

    Activity 1.1.3 – Corporate goals and ERP benefits

    Corporate Strategy ERP Benefits
    End customer visibility (consumer experience)
    • Help OEM’s target customers
    • Keep customer information up-to-date, including contact choices
    • [Product A] process support improvements
    • Ability to survey and track responses
    • Track and improve renewals
    • Service support – improve cycle times for claims, payment processing, and submission quality
    Social responsibility
    • Reduce paper internally and externally
    • Facilitating tracking and reporting of EFT
    • One location for all documents
    New business development
    • Track all contacts
    • Measure where in process the contact is
    • Measure impact of promotions
    Employee experience
    • Improve integration of systems reducing manual processes through automation
    • Better tracking of sales for employee comp
    • Ability to survey employees

    Step 1.2

    Scope and priorities

    Activities
    • 1.2.1 Project scope
    • 1.2.2 Competing priorities

    This step will walk you through the following activities:

    • Define the initial scope of the ERP project. This includes the discussion of what is not in scope. For example, a stand-alone warehouse management system may be out of scope while an existing HRMS could be in scope.

    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 project scope statement and a prioritized list of projects that may compete for organizational resources.

    Understand the importance of setting expectations with a scope statement

    Be sure to understand what is in scope for an ERP strategy project. Prevent too wide of a scope to avoid scope creep – for example, we aren’t tackling MMS or BI under ERP.

    A diamond shape with three layers. Inside is 'In Scope', middle is 'Scope Creep', and outside is 'Out of 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 ERP will be based on the scope statement.

    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. HRIS, CRM, PLM etc.) rather than granular requirements that would lead to vendor application selection (e.g. SAP, Microsoft, Oracle, etc.).

    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.

    In Scope Out of Scope
    Strategy High-level ERP requirements, strategic direction
    Software selection Vendor application selection, Granular system requirements

    Activity 1.2.1 – Define scope

    1 hour

    1. Formulate a scope statement. Decide which people, processes, and functions the ERP strategy will address. Generally, the aim of this project is to develop strategic requirements for the ERP application portfolio – not to select individual vendors.
    2. To assist in forming your scope statement, answer 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?

    Record this information in the ERP Strategy Report Template.

    Sample of the 'ERP Strategy Report Template: Scope Statements'.

    Download the ERP Strategy Report Template

    Activity 1.2.1 – Define scope

    Scope statements

    The following systems are considered in scope for this project:

    • Finance
    • HRMS
    • CRM
    • Supply chain

    The following systems are out of scope for this project:

    • PLM – product lifecycle management
    • Project management
    • Contract management

    The following systems are in scope, in that they must integrate into the new system. They will not change.

    • Payroll processing
    • Bank accounts
    • EDI software

    Know your competing priorities

    Organizations typically have multiple projects on the table or in flight. Each of those projects requires resources and attention from business and/or the IT organization.

    Don’t let poor prioritization hurt your ERP implementation.
    BNP Paribas Fortis had multiple projects that were poorly prioritized resulting in the time to bring products to market to double over a three-year period. (Source: Neito-Rodriguez, 2016)

    Project Timeline Priority notes Implications
    Warehouse management system upgrade project Early 2022 implementation High Taking IT staff and warehouse team, testing by finance
    Microsoft 365 October 2021-March 2022 High IT Staff, org impacted by change management
    Electronic Records Management April 2022 – Feb 2023 High Legislative requirement, org impact due to record keeping
    Web site upgrade Early fiscal 2023

    Activity 1.2.2 – Competing priorities

    1 hour

    1. As a group, discuss the projects that are currently in flight as well as any known projects including such things as territory expansion or new regulation compliance.
    2. For each project discuss and record the following items:
      • The project timeline. When does it start and how long is it expected to run?
      • How important is this project to the organization? A lot of high priority projects are going to require more attention from the staff involved.
      • What are the implications of this project?
        • What staff will be impacted? What business users will be impacted, and what is the IT involvement?
        • To what extent will the overall organization be impacted? Is it localized to a location or is it organization wide?
        • Can the project be deferred?

    Record this information in the ERP Strategy Report Template.

    Sample of the 'ERP Strategy Report Template: Priorities'.

    Download the ERP Strategy Report Template

    Activity 1.2.2 – Competing priorities

    List all your known projects both current and proposed. Discuss the prioritization of those projects, whether they are more or less important than your ERP project.

    Project Timeline Priority notes Implications
    Warehouse management system upgrade project Early 2022 implementation High Taking IT staff and warehouse team, testing by finance
    Microsoft 365 October 2021-March 2022 High IT Staff, org impacted by change management
    Electronic Records Management April 2022 – Feb 2023 High Legislative requirement, org impact due to record keeping
    Web site upgrade Early fiscal 2023 Medium
    Point of Sale replacement Oct 2021– Mar 2022 Medium
    ERP utilization and training on unused systems Friday, Sept 17 Medium Could impact multiple staff
    Managed Security Service RFP This calendar year Medium
    Mental Health Dashboard In research phase Low

    Build an ERP Strategy and Roadmap

    Phase 2

    Define your ERP

    Phase 1

    • 1.1 Aligning business and IT
    • 1.2 Scope and priorities

    Phase 2

    • 2.1 ERP Business Model
    • 2.2 ERP processes and supporting applications
    • 2.3 Process pains, opportunities & maturity

    Phase 3

    • 3.1 Stakeholders, risk & value
    • 3.2 Project set up

    Phase 4

    • 4.1 Build your roadmap
    • 4.2 Wrap up and present

    This phase will walk you through the following activities:

    • Build the ERP business model then move on to the top level (mega) processes and an initial list of the sub-processes
    • Generate a list of applications that support the identified processes
    • Assign stakeholders, discuss pain points, opportunities, and key success indicators
    • Assign process and technology maturity to each stakeholder

    This phase involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP applications support team

    Step 2.1

    ERP business model

    Activities
    • 2.1.1 Environmental factors, technology drivers, and business needs
    • 2.1.2 Challenges, pain points, enablers, and organizational goals

    This step will walk you through the following activities:

    • Identify ERP drivers and objectives
    • Explore ERP challenges and pain points
    • Discuss the ERP benefits and opportunities

    This step involves the following participants:

    • ERP implementation team
    • Business stakeholders

    Outcomes of this step

    • ERP business model

    Explore environmental factors and technology drivers

    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.
    3. Consider external considerations, organizational drivers, technology drivers, and key functional requirements
    The ERP Business Model with 'Business Needs', 'Environmental Factors', and 'Technology Drivers' highlighted. At the center is 'ERP Strategy' with 'Barriers' above and 'Enablers' below. Surrounding and feeding into the center group are 'Business Needs', 'Environmental Factors', 'Technology Drivers', and 'Organizational Goals'.
    External Considerations
    • Regulations
    • Elections
    • Availability of resources
    • Staff licensing and certifications
    Organizational Drivers
    • Compliance
    • Scalability
    • Operational efficiency
    • Union agreements
    • Self service
    • Role appropriate dashboards and reports
    • Real time data access
      • Use of data in the system (no exports)
    Technology Considerations
    • Data accuracy
    • Data quality
    • Better reporting
    Functional Requirements
    • Information availability
    • Integration between systems
    • Secure data

    Activity 2.1.1 – Explore environmental factors and technology drivers

    1 hour

    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 ERP Strategy Report Template.

    Sample of the next slide, 'ERP Business Model', with an iconized ERP Business Model and a table highlighting 'Environmental Factors', 'Technology Drivers', and 'Business Needs'.

    Download the ERP Strategy Report Template

    ERP Business Model A iconized version of the ERP Business Model.

    Environmental FactorsTechnology DriversBusiness Needs
    • Regulations
    • Elections
    • Availability of resources
    • Staff licensing and certifications
    • Document storage
    • Cloud security standards
    • Functionality based on deployment
    • Cloud-first based on above
    • Integration with external data suppliers
    • Integration with internal systems (Elite?)
    • Compliance
    • Scalability
    • Operational efficiency
    • Union agreements
    • Self service
    • Role appropriate dashboards and reports
    • Real time data access
    • Use of data in the system (no exports)
    • CapEx vs. OpEx

    Discuss challenges, pain points, enablers and organizational goals

    1. Identify challenges with current systems and processes.
    2. Brainstorm potential barriers to successful ERP selection and implementation. Use a whiteboard and marker to capture key findings.
    3. Consider organizational goals along with barriers and enablers to ERP success.
    The ERP Business Model with 'Organizational Goals', 'Enablers', and 'Barriers' highlighted. At the center is 'ERP Strategy' with 'Barriers' above and 'Enablers' below. Surrounding and feeding into the center group are 'Business Needs', 'Environmental Factors', 'Technology Drivers', and 'Organizational Goals'.
    Functional Gaps
    • No online purchase order requisition
    Technical Gaps
    • Inconsistent reporting – data quality concerns
    Process Gaps
    • Duplication of data
    • Lack of system integration
    Barriers to Success
    • Cultural mindset
    • Resistance to change
    Business Benefits
    • Business-IT alignment
    IT Benefits
    • Compliance
    • Scalability
    Organizational Benefits
    • Data accuracy
    • Data quality
    Enablers of Success
    • Change management
    • Alignment to strategic objectives

    Activity 2.1.2 – Discuss challenges, pain points, enablers, and organizational goals

    1 hour

    1. Identify challenges with the current systems and processes.
    2. Brainstorm potential barriers to successful ERP selection and implementation. Use a whiteboard or flip chart and markers to capture key findings.
    3. Consider functional gaps, technical gaps, process gaps, and barriers to ERP success.
    4. Identify the opportunities and benefits from an integrated system.
    5. Brainstorm potential enablers for successful ERP selection and implementation. Use a whiteboard and markers to capture key findings.
    6. Consider business benefits, IT benefits, organizational benefits, and enablers of success.

    Record this information in the ERP Strategy Report Template.

    Sample of the next slide, 'ERP Business Model', with an iconized ERP Business Model and a table highlighting 'Organizational Goals', 'Enablers', and 'Barriers'.

    Download the ERP Strategy Report Template

    ERP Business Model A iconized version of the ERP Business Model.

    Organizational Goals Enablers Barriers
    • Efficiency
    • Effectiveness
    • Integrity
    • One source of truth for data
    • One team
    • Customer service, external and internal
    • Cross-trained employees
    • Desire to focus on value-add activities
    • Collaborative
    • Top level executive support
    • Effective change management process
    • Organizational silos
    • Lack of formal process documentation
    • Funding availability
    • What goes first? Organizational priorities

    Step 2.2

    ERP processes and supporting applications

    Activities
    • 2.2.1 ERP process inventory
    • 2.2.2 Application portfolio

    This step will walk you through the following activities:

    • Identify the top-level (mega) processes and create an initial list of the sub-processes
    • Generate a list of applications that support the identified processes

    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 list of in scope business processes
    • A list of current applications and services supporting the business processes

    Process Inventory

    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.

    A process map titled 'Business capability map (Level 0)' with many processes sectioned off into sections and subsections. The top-left section is 'Products and Services Development' with subsections 'Design'(6 processes) and 'Manufacturing'(3 processes). The top-middle section is 'Revenue Generation'(3 processes) and below that is 'Sourcing'(2 processes). The top-right section is 'Demand Fulfillment'(9 processes). Along the bottom is the section 'Enterprise Management and Planning' with subsections 'Human Resources'(4 processes), 'Business Direction'(4 processes), and 'Finance'(4 processes).

    If you do not have a documented process model, you can use the APQC Framework to help define your inventory of 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

    Activity 2.2.1 – Process inventory

    2-4 hours

    1. As a group, discuss the business capabilities, value streams, and business processes.
    2. For each capability determine the following:
      • Is this capability applicable to our organization?
      • What application, if any, supports this capability?
    3. Are there any missing capabilities to add?

    Record this information in the ERP Strategy Report Template.

    Sample of the 'Process Inventory' table on the next slide.

    Download the ERP Strategy Report Template

    Activity 2.2.1 – Process inventory

    Core Finance Core HR Workforce Management Talent Management Warehouse Management Enterprise Asset Management
    Process Technology Process Technology Process Technology Process Technology Process Technology Process Technology
    • General ledger
    • Accounts payable
    • Accounts receivable
    • GL consolidation
    • Cash management
    • Billing and invoicing
    • Expenses
    • Payroll accounting
    • Tax management
    • Reporting
    • Payroll administration
    • Benefits administration
    • Position management
    • Organizational structure
    • Core HR records
    • Time and attendance
    • Leave management
    • Scheduling
    • Performance management
    • Talent acquisition
    • Offboarding & onboarding
    • Plan layout
    • Manage inventory
    • Manage loading docks
    • Pick, pack, ship
    • Plan and manage workforce
    • Manage returns
    • Transfer product cross-dock
    • Asset lifecycle management
    • Supply chain management
    • Maintenance planning & scheduling
    Planning & Budgeting Strategic HR Procurement Customer Relationship Management Facilities Management Project Management
    Process Technology Process Technology Process Technology Process Technology Process Technology Process Technology
    • Budget reporting
    • Variance analysis
    • Multi-year operating plan
    • Monthly forecasting
    • Annual operating plan
    • Compensation planning
    • Workforce planning
    • Succession planning
    • Supplier management
    • Purchase order management
    • Workflow approvals
    • Contract / tender management
    • Contact management
    • Activity management
    • Analytics
    • Plan and acquire
    • Asset maintenance
    • Disposal
    • Project management
    • Project costing
    • Budget control
    • Document management

    Complete an inventory collection of your application portfolio

    MANAGED vs. UNMANAGED APPLICATION ENVIRONMENTS

    • Managed environments make way for easier inventory collection since there is significant control as to what applications can be installed on a company asset. Organizations will most likely have a comprehensive list of supported and approved applications.
    • Unmanaged environments are challenging to control because users are free to install any applications on company assets, which may or may not be supported by IT.
    • Most organizations fall somewhere in between – there is usually a central repository of applications and several applications that are exceptions to the company policies. Ensure that all applications are accounted for.

    Determine your inventory collection method:

    MANUAL INVENTORY COLLECTION
    • In its simplest form, a spreadsheet is used to document your application inventory.
    • For large organizations, reps interview all business domains to create a list of installed applications.
    • Conducting an end-user survey within your business domains is one way to gather your application inventory and assess quality.
    • This manual approach is most appropriate for smaller organizations with small application portfolios across domains.
    AUTOMATED INVENTORY COLLECTION
    • Using inventory collection compatibility tools, discover all of the supported applications within your organization.
    • This approach may not capture all applications, depending on the parameters of your automated tool.
    • This approach works well in a managed environment.

    Activity 2.2.2 – Understand the current application portfolio

    1-2 hours

    1. Brainstorm a list of the applications that support the ERP business processes inventoried in Activity 2.2.1. If an application has multiple instances, list each instance as a separate line item.
    2. Indicate the following for each application:
      1. User satisfaction. This may be more than one entry as different groups – e.g., IT vs. business – may differ.
      2. Processes supported. Refer to processes defined in Activity 2.2.1. Update 2.2.1 if additional processes are identified during this exercise.
      3. Define a future disposition: Keep, Update, Replace. It is possible to have more than one disposition, e.g., Update or Replace is a valid disposition.
    3. [Optional] Collect the following information about each application. This information can be used to calculate the cost per application and total cost per user:
      1. Number of users or user groups
      2. Estimated maintenance costs
      3. Estimated capital costs
      4. Estimated licensing costs
      5. Estimated support costs

    Record this information in the ERP Strategy Report Template.

    Sample of the 'Application Portfolio' table on the next slide.

    Download the ERP Strategy Report Template

    2.2.2 - Application portfolio

    Inventory your applications and assess usage, satisfaction, and disposition

    Application Name Satisfaction Processes Supported Future Disposition
    PeopleSoft Financials Medium and declining ERP – shares one support person with HR Update or Replace
    Time Entry (custom) Low Time and Attendance Replace
    PeopleSoft HR Medium Core HR Update or Replace
    ServiceNow High ITSM
    CSM: Med-Low
    ITSM and CSM
    CSM – complexity and process changes
    Update
    Data Warehouse High IT
    Business: Med-Low
    BI portal – Tibco SaaS datamart Keep
    Regulatory Compliance Medium Regulatory software – users need training Keep
    ACL Analytics Low Audit Replace
    Elite Medium Supply chain for wholesale Update (in progress)
    Visual Importer Med-High Customs and taxes Keep
    Custom Reporting application Med-High Reporting solution for wholesale (custom for old system, patched for Elite) Replace

    2.3.1 – Visual application portfolio [optional]

    A diagram of applications and how they connect to each other. There are 'External Systems' and 'Internal Systems' split into three divisions, 'Retail Division', 'Wholesale Division', and 'Corporate Services'. Example external systems are 'Moneris', 'Freight Carriers', and 'Banks'. Example internal systems are 'Retail ERP/POS', 'Elite', and 'Excel'.

    Step 2.3

    Process pains, opportunities, and maturity

    Activities
    • 2.3.1 Level one process inventory with stakeholders
    • 2.3.2 Process pain points and opportunities
    • 2.3.3 Process key success indicators
    • 2.3.4 Process and technology maturity
    • 2.3.5 Mega-process prioritization

    This step will walk you through the following activities:

    • Assign stakeholders, discuss pain points, opportunities, and key success indicators for the mega-processes identified in Step 2.1
    • Assign process and technology maturity to each prioritizing the mega-processes

    This step involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP applications support team

    Outcomes of this step

    For each mega-process:

    • Level 1 processes with process and technology maturity assigned
    • Stakeholders identified
    • Process pain points, opportunities, and key success indicators identified
    • Prioritize the mega-processes

    Building out the mega-processes

    Congratulations, you have made it to the “big lift” portion of the blueprint. For each of the processes that were identified in exercise 2.2.1, you will fill out the following six details:

    1. Primary stakeholder(s)
    2. A description of the process
    3. hat level 1 processes/capabilities the mega-process is composed of
    4. Problems the new system must solve
    5. What success will look like when the new system is implemented
    6. The process and technological maturity of each level 1 process.

    Sample of the 'Core Finance' slide in the ERP Strategy Report, as shown on the next slide, with numbers corresponding to the ordered list above. 1 is on a list of 'Stakeholders', 2 is by the 'Description' box, 3 is on the 'Capability' table column, 4 is on the 'Current Pain Points' box, 5 is on the 'Key Success Factors' box, and 6 is on the 'Maturity' ratings column.

    It will take one to three hours per mega-process to complete the six different sections.

    Note:
    For each mega-process identified you will create a separate slide in the ERP Strategy Report. Default slides have been provided. Add or delete as necessary.

    Sample of the 'Core Finance' slide in the ERP Strategy Report. Note on the list of stakeholders reads 'Primary Stakeholders'. Note on the title, Core Finance, reads 'Mega-process name'. Note on the description box reads 'Description of the process'. Note on the 'Key Success Factors' box reads 'What success looks like'. Note on the 'Current Pain Points' box reads 'Problems the new system must solve'. Below is a capability table with columns 'Capability', 'Maturity', and a blank on for notes. Note on the 'Capability' table column reads 'Level 1 process'. Note on the 'Maturity' ratings column reads 'Level 1 process maturity of process and technology'. Note on the notes column reads 'Level 1 process notes'.

    An ERP project is most effective when you follow a structured approach to define, select, implement, and optimize

    Top-down approach

    ERP Strategy
    • Operating Model – Define process strategy, objectives, and operational implications.
    • Level 1 Processes –Define process boundaries, scope at the organization level; the highest level of mega-process.

    • Level 2 Processes – Define processes by function/group which represent the next level of process interaction in the organization.
    • Level 3 Processes – Decompose process by activity and role and identify suppliers, inputs, outputs, customers, metrics, and controls.
    • Functional Specifications; Blueprint and Technical Framework – Refine how the system will support and enable processes; includes functional and technical elements.
    • Org Structure and Change Management – Align org structure and develop change mgmt. strategy to support your target operating model.
    • Implementation and Transition to Operations – Execute new methods, systems, processes, procedures, and organizational structure.
    • ERP Optimization and Continuous Improvement – Establish a program to monitor, govern, and improve ERP systems and processes.

    *A “stage gate” approach should be used: the next level begins after consensus is achieved for the previous level.

    Activity 2.3.1 – Level 1 process inventory with stakeholders

    1 hour per mega-process

    1. Identify the primary stakeholder for the mega-process. The primary stakeholder is usually the process owner. For example, for core finance the CFO is the process owner/primary stakeholder. Name a maximum of three stakeholders.
    2. In the lower section, detail all the capabilities/processes associated with the mega-process. Be careful to remain at the level 1 process level as it is easy to start identifying the “How” of a process. The “How” is too deep.

    Record this information in the ERP Strategy Report Template.

    Sample of the 'Core Finance' slide in the ERP Strategy Report with the 'Stakeholders' list and 'Capability' table column highlighted.

    Download the ERP Strategy Report Template

    Activity 2.3.2 – Process pain points and opportunities

    30+ minutes per mega-process

    1. As a group, write a clear description of the mega-process. This helps establish alignment on the scope of the mega-process.
    2. Start with the discussion of current pain points with the various capabilities. These pain points will be items that the new solution will have to resolve.

    Record this information in the ERP Strategy Report Template.

    Sample of the 'Core Finance' slide in the ERP Strategy Report with the 'Description', 'Key Success Factors', and 'Current Pain Points' boxes highlighted.

    Download the ERP Strategy Report Template

    Activity 2.3.3 – Key success indicators

    30 minutes per mega-process

    1. Document key success factors that should be base-lined in the existing system to show the overall improvement once the new system is implemented. For example, if month-end close takes 12 days in the current system, target three days for month-end close in the new system.

    Record this information in the ERP Strategy Report Template.

    Sample of the 'Core Finance' slide in the ERP Strategy Report with the 'Description', 'Key Success Factors', and 'Current Pain Points' boxes highlighted.

    Download the ERP Strategy Report Template

    Activity 2.3.4 – Process and technology maturity

    1 hour

    1. For each capability/level 1 process identified determine you level of process maturity:
      • Weak – Ad hoc processes without documentation
      • Moderate – Documented processes that are often executed consistently
      • Strong – Documented processes that include exception handling that are rigorously followed
      • Payroll is an example of a strong process, even if every step is manual. The process is executed the same every time to ensure staff are paid properly and on time.
    2. For each capability/level 1 process identified determine you level of technology maturity:
      • Weak – manual execution and often paper-based
      • Moderate – Some technology support with little automation
      • Strong – The process executed entirely within the technology stack with no manual processes

    Record this information in the ERP Strategy Report Template.

    Sample of the 'Core Finance' slide in the ERP Strategy Report with the 'Maturity' and notes columns highlighted.

    Download the ERP Strategy Report Template

    Activity 2.3.5 – Mega-process prioritization

    1 hour

    1. For the mega-processes identified, map each process’s current state in terms of process rigor versus organizational importance.
      • For process rigor, refer to your process maturity in the previous exercises.
    2. Now, as a group discuss how you want to “move the needle” on each of the processes. Remember that you have a limited capacity so focus on the processes that are, or will be, of strategic importance to the organization. The processes that are placed in the top right quadrant are the ones that are likely the strategic differentiators.

    Record this information in the ERP Strategy Report Template.

    A smaller version of the process prioritization map on the next slide.

    Download the ERP Strategy Report Template.

    ERP Process Prioritization

    Establishing an order of importance can impact vendor selection and implementation roadmap; high priority areas are critical for ERP success.

    A prioritization map placing processes by 'Rigor' and 'Organizational Importance' They are numbered 1-9, 0, A, and B and are split into two colour-coded sets for 'Future (green)' and 'Current(red)'. On the x-axis 'Organizational Importance' ranges from 'Operational' to 'Strategic' and on the y-axis 'Process Rigor' ranges from 'Get the Job Done' to 'Best Practice'. Comparing 'Current' to 'Future', they have all moved up from 'Get the Job Done' into 'Best Practice' territory and a few have migrated over from 'Operational' to 'Strategic'. Processes are 1. Core Finance, 2. Core HR, 3. Workforce Management, 4.Talent Management, 5. Employee Health and Safety, 6. Enterprise Asset Management, 7.Planning & Budgeting, 8. Strategic HR, 9. Procurement Mgmt., 0. CRM, A. Facilities, and B. Project Management.

    Build an ERP Strategy and Roadmap

    Phase 3

    Plan your project

    Phase 1

    • 1.1 Aligning business and IT
    • 1.2 Scope and priorities

    Phase 2

    • 2.1 ERP Business Model
    • 2.2 ERP processes and supporting applications
    • 2.3 Process pains, opportunities & maturity

    Phase 3

    • 3.1 Stakeholders, risk & value
    • 3.2 Project set up

    Phase 4

    • 4.1 Build your roadmap
    • 4.2 Wrap up and present

    This phase will walk you through the following activities:

    • Map out your stakeholders to evaluate their impact on the project
    • Build an initial risk register and ensure the group is aligned
    • Set the initial core project team and their accountabilities and get them started on the project

    This phase involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Step 3.1

    Stakeholders, risk, and value

    Activities
    • 3.1.1 Stakeholder analysis
    • 3.1.2 Potential pitfalls and mitigation strategies
    • 3.1.3 Project value [optional]

    This step will walk you through the following activities:

    • Map out your stakeholders to evaluate their impact on the project
    • Build an initial risk register and ensure the group is aligned

    This step involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Outcomes of this step

    • An understanding of the stakeholders and their project influence
    • An initial risk register
    • A consensus on readiness to proceed

    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
    Value 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.

    An example stakeholder map, categorizing stakeholders by amount of influence and interest.

    Activity 3.1.1 – Map your stakeholders

    1 hour

    1. As a group, identify all the ERP stakeholders. A stakeholder may be an individual such as the CEO or CFO, or it may be a group such as front-line employees.
    2. Map each stakeholder on the quadrant based on their expected Influence and Involvement in the project
    3. [Optional] Color code the users using the scale below to quickly identify the group that the stakeholder belongs to.
      • Sponsor – An internal stakeholder who has final sign-off on the ERP project.
      • End User – Front-line users of the ERP technology.
      • IT – Back-end support staff who are tasked with project planning, execution, and eventual system maintenance.
      • Business – Additional stakeholders that will be impacted by any ERP technology changes.

    Record this information in the ERP Strategy Report Template.

    Preview of the next slide.

    Download the ERP Strategy Report Template

    Slide titled 'Map the organization's stakeholders with a more in-depth example of a stakeholder map and long 'List of Stakeholders'. The quadrants that stakeholders are sorted into by influence and involvement are labelled 'Keep Satisfied (1)', 'Involve Closely (2)', 'Monitor (3)', and 'Keep Informed (4)'.

    Prepare contingency plans to minimize time spent handling unexpected risks

    Understanding the technical and strategic risks of a project can help you establish contingencies to reduce the likelihood of risk occurrence and devise mitigation strategies to help offset their impact if contingencies are insufficient.

    Risk Impact Likelihood Mitigation Effort
    Inadequate budget for additional staffing resources. 2 1 Use internal transfers and role-sharing rather than external hiring.
    Push-back on an ERP solution. 2 2 Use formal communication plans, an ERP steering committee, and change management to overcome organizational readiness.
    Overworked resources. 1 1 Create a detailed project plan that outlines resources and timelines in advance.
    Rating Scale:
    Impact: 1- High Risk 2- Moderate Risk 3- Minimal Risk
    Likelihood: 1- High/Needs Focus 2- Can Be Mitigated 3- Remote Likelihood

    Remember

    The biggest sources of risk in an ERP 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
    • Managing change
    • Executive sponsorship
    • Sufficient funding
    • Setting the right expectations

    Activity 3.1.2 – Identify potential project pitfalls and mitigation strategies

    1-2 hours

    1. Discuss what “Impact” and “Likelihood” mean to your organization. For example, define Impact by what is important to your organization – financial loss, reputational impact, employee loss, and process impairment are all possible factors.
    2. Identify potential risks that may impede the successful completion of each work initiative. Risks may include predictable factors such as low resource capability, or unpredictable factors such as a change in priorities leading to withdrawn buy-in.
    3. For each risk, identify mitigation tactics. In some cases, mitigation tactics might take the form of standalone work initiative. For example, if a risk is lack of end-user buy-in, a work initiative to mitigate that risk might be to build an end-user communication plan.

    Record this information in the ERP Strategy Report Template.

    Preview of the next slide.

    Download the ERP Strategy Report Template

    Risks

    Risk Impact Likelihood Mitigation Effort
    Inadequate budget for additional staffing resources. 2 1 Use internal transfers and role-sharing rather than external hiring.
    Push-back on an ERP solution. 2 2 Use formal communication plans, an ERP steering committee, and change management to overcome organizational readiness.
    Overworked resources. 1 1 Create a detailed project plan that outlines resources and timelines in advance.
    Project approval 1 1 Build a strong business case for project approval and allow adequate time for the approval process
    Software does not work as advertised resulting in custom functionality with associated costs to create/ maintain 1 2 Work with staff to change processes to match the software instead of customizing the system thorough needs analysis prior to RFP creation
    Under estimation of staffing levels required, i.e. staff utilized at 25% for project when they are still 100% on their day job 1 2 Build a proper business case around staffing (be somewhat pessimistic)
    EHS system does not integrate with new HRMS/ERP system 2 2
    Selection of an ERP/HRMS that does not integrate with existing systems 2 3 Be very clear in RFP on existing systems that MUST be integrated to
    Rating Scale:
    Impact: 1- High Risk 2- Moderate Risk 3- Minimal Risk
    Likelihood: 1- High/Needs Focus 2- Can Be Mitigated 3- Remote Likelihood

    Is the organization committed to the ERP project?

    A recent study of critical success factors to an ERP implementation identified top management support and interdepartmental communication and cooperation as the top two success factors.

    By answering the seven questions the key stakeholders are indicating their commitment. While this doesn’t guarantee that the top two critical success factors have been met, it does create the conversation to guide the organization into alignment on whether to proceed.

    A table of example stakeholder questions with options 1-5 for how strongly they agree or disagree. 'Strongly disagree - 1', 'Somewhat disagree - 2', 'Neither agree or disagree - 3', 'Somewhat agree - 4', 'Strongly agree - 5'.

    Activity 3.1.3 – Project value (optional)

    30 minutes

    1. As a group, discuss the seven questions in the table. Ensure everyone agrees on what the questions are asking. If necessary, modify the language so that the meaning is clear to everyone.
    2. Have each stakeholder answer the seven questions on their own. Have someone compile the answers looking for:
      1. Any disagrees, strongly, somewhat, or neither as this indicates a lack of clarity. Endeavour to discover what additional information is required.
      2. [Optional] Have the most positive and most negative respondents present their points of view for the group to discuss. Is someone being overly optimistic, or pessimistic? Did the group miss something?

    There are no wrong answers. It should be okay to disagree with any of these statements. The goal of the exercise is to generate conversation that leads to support of the project and collaboration on the part of the participants.

    Record this information in the ERP Strategy Report Template.

    A preview of the next slide.

    Download the ERP Strategy Report Template

    Ask the right questions now to determine the value of the project to the organization

    Please indicate how much you agree or disagree with each of the following statements.

    Question # Question Strongly disagree Somewhat disagree Neither agree nor disagree Somewhat agree Strongly agree
    1. I have everything I need to succeed. 1 2 3 4 5
    2. The right people are involved in the project. 1 2 3 4 5
    3. I understand the process of ERP selection. 1 2 3 4 5
    4. My role in the project is clear to me. 1 2 3 4 5
    5. I am clear about the vision for this project. 1 2 3 4 5
    6. I am nervous about this project. 1 2 3 4 5
    7. There is leadership support for the project. 1 2 3 4 5

    Step 3.2

    Project set up

    Activities
    • 3.2.1 Create the project team
    • 3.2.2 Set the project RACI

    This step will walk you through the following activities:

    • Set the initial core project team and their accountabilities to the project.

    This step involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Outcomes of this step

    • Identify the core team members and their time commitments.
    • Assign responsibility, accountability or communication needs.

    Identify the right stakeholders for your project team

    Consider the core team functions when composing the project team. It is essential to ensure that all relevant perspectives (business, IT, etc.) are evaluated to create a well-aligned and holistic ERP strategy.

    PROJECT TEAM ROLES

    • Project champion
    • Project advisor
    • Steering committee
    • Project manager
    • Project team
    • Subject matter experts
    • Change management specialist

    PROJECT TEAM FUNCTIONS

    • Collecting all relevant inputs from the business.
    • Gathering high-level requirements.
    • Creating a roadmap.

    Info-Tech Insight

    There may be an inclination towards a large project team 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 like HR and Finance, as well as IT.

    Activity 3.2.1 – Project team

    1 hour

    1. Considering your ERP project scope, discuss the resources and capabilities necessary, and generate a complete list of key stakeholders considering each of the roles indicated on the chart to the right.
    2. Using the list previously generated, identify a candidate(s) for each role and determine their responsibility in the ERP strategy and their expected time commitment.

    Record this information in the ERP Strategy Report Template.

    Preview of the table on the next slide.

    Download the ERP Strategy Report Template

    Project team

    Of particular importance for this table is the commitment column. It is important that the organization understands the level of involvement for all roles. Failure to properly account for the necessary involvement is a major risk factor.

    Role Candidate Responsibility Commitment
    Project champion John Smith
    • Provide executive sponsorship.
    20 hours/week
    Steering committee
    • Establish goals and priorities.
    • Define scope and approve changes.
    • Provide adequate resources and resolve conflict.
    • Monitor project milestones.
    10 hours/week
    Project manager
    • Prepare and manage project plan.
    • Monitor project team progress.
    • Conduct project team meetings.
    40 hours/week
    Project team
    • Drive day-to-day project activities.
    • Coordinate department communication.
    • Make process and design decisions.
    40 hours/week
    Subject matter experts by area
    • Attend meetings as needed.
    • Respond to questions and inquiries.
    5 hours/week

    Define project roles and responsibilities to improve progress tracking

    Build a list of the core ERP 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

    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 stakeholders are kept informed of project progress, risks, and successes.

    Activity 3.2.2 – Project RACI

    1 hour

    1. The ERP strategy will require a cross-functional team within IT and business units. Make sure the responsibilities are clearly communicated to the selected project sponsor.
    2. Modify the left-hand column to match the activities expected in your project.

    Record this information in the ERP Strategy Report Template.

    Preview of the RACI chart on the next slide.

    Download the ERP Strategy Report Template

    3.2.2 – Project RACI

    Project champion Project advisor Project steering committee Project manager Project team Subject matter experts
    Determine project scope & vision I C A R C C
    Document business goals I I A R I C
    Inventory ERP processes I I A C R R
    Map current state I I A R I R
    Assess gaps and opportunities I C A R I I
    Explore alternatives R R A I I R
    Build a roadmap R A R I I R
    Create a communication plan R A R I I R
    Present findings R A R I I R

    Build an ERP Strategy and Roadmap

    Phase 4

    Next steps

    Phase 1

    • 1.1 Aligning business and IT
    • 1.2 Scope and priorities

    Phase 2

    • 2.1 ERP Business Model
    • 2.2 ERP processes and supporting applications
    • 2.3 Process pains, opportunities & maturity

    Phase 3

    • 3.1 Stakeholders, risk & value
    • 3.2 Project set up

    Phase 4

    • 4.1 Build your roadmap
    • 4.2 Wrap up and present

    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

    Step 4.1

    Build your roadmap

    Activities
    • 4.1.1 Pick your path
    • 4.1.2 Build your roadmap
    • 4.1.3 Visualize your roadmap (optional)

    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

    Choose the right path for your organization

    There are several different paths you can take to achieve your ideal future state. Make sure to pick the one that suits your needs as defined by your current state.

    A diagram of strategies. At the top is 'Current State', at the bottom is 'Future State', and listed strategies are 'Maintain Current System', 'Augment Current System', 'Optimize', and 'Transform'.

    Explore the options for achieving your ideal future state

    CURRENT STATE STRATEGY
    Your existing application satisfies both functionality and integration requirements. The processes surrounding it likely need attention, but the system should be considered for retention. MAINTAIN CURRENT SYSTEM
    Your existing application is, for the most part, functionally rich, but may need some tweaking. Spend time and effort building and enhancing additional functionalities or consolidating and integrating interfaces. AUGMENT CURRENT SYSTEM
    Your ERP application portfolio consists of multiple apps serving the same functions. Consolidating applications with duplicate functionality is more cost efficient and makes integration and data sharing simpler. OPTIMIZE: CONSOLIDATE AND INTEGRATE SYSTEMS
    Your existing system offers poor functionality and poor integration. It would likely be more cost and time efficient to replace the application and its surrounding processes altogether. TRANSFORM: REPLACE CURRENT SYSTEM

    Option: Maintain your current system

    Resolve your existing process and people pain points

    MAINTAIN CURRENT SYSTEM

    Keep the system, change the process.

    Your existing application satisfies both functionality and integration requirements. The processes surrounding it likely need attention, but the system should be considered for retention.

    Maintaining your current system entails adjusting current processes and/or adding new ones, and involves minimal cost, time, and effort.

    INDICATORS POTENTIAL SOLUTIONS
    People Pain Points
    • Lack of training
    • Low user adoption
    • Lack of change management
    • Contact vendor to inquire about employee training opportunities
    • Build a change management strategy
    Process Pain Points
    • Legacy processes
    • Workarounds and shortcuts
    • Highly specialized processes
    • Inconsistent processes
    • Explore process reengineering and process improvement opportunities
    • Evaluate and standardize processes

    Option: Augment your current system

    Use augmentation to resolve your existing technology and data pain points

    AUGMENT CURRENT SYSTEM

    Add to the system.

    Your existing application is for the most part functionally rich but may need some tweaking. Spend time and effort enhancing your current system.

    You will be able to add functions by leveraging existing system features. Augmentation requires limited investment and less time and effort than a full system replacement.

    INDICATORS POTENTIAL SOLUTIONS
    Technology Pain Points
    • Lack of reporting functions.
    • Lacking functional depth in key process areas.
    • Add point solutions or enable modules to address missing functionality.
    Data Pain Points
    • Poor data quality
    • Lack of data for processing and reporting
    • Single-source data entry
    • Add modules or augment processes to capture data

    Option: Consolidate and integrate

    Consolidate and integrate your current systems to address your technology and data pain points

    CONSOLIDATE AND INTEGRATE SYSTEMS

    Get rid of one system, combine two, or connect many.

    Your ERP application portfolio consists of multiple apps serving the same functions.

    Consolidating your systems eliminates the need to manage multiple pieces of software that provide duplicate functionality. Reducing the number of ERP applications makes integration and data sharing simpler.

    INDICATORS POTENTIAL SOLUTIONS
    Technology Pain Points
    • Disparate and disjointed systems
    • Multiple systems supporting the same function
    • Unused software licenses
    • System consolidation
    • System and module integration
    • Assess usage and consolidate licensing
    Data Pain Points
    • Multiple versions of same data
    • Duplication of data entry in different modules or systems
    • Poor data quality
    • Centralize core records
    • Assign data ownership
    • Single-source data entry

    Option: Replace your current system

    Replace your system to address gaps in your existing processes and various pain points

    REPLACE CURRENT SYSTEM

    Start from scratch.

    You’re transitioning from an end-of-life legacy system. Your existing system offers poor functionality and poor integration. It would likely be more cost and time efficient to replace the application and its surrounding processes all together.

    INDICATORS POTENTIAL SOLUTIONS
    Technology Pain Points
    • Lack of functionality and poor integration.
    • Obsolete technology.
    • Not aligned with technology direction or enterprise architecture plans.
    • Evaluate the ERP technology landscape.
    • Determine if you need to replace the current system with a point solution or an all-in-one solution.
    • Align ERP technologies with enterprise architecture.
    Data Pain Points
    • Limited capability to store and retrieve data.
    • Understand your data requirements.
    Process Pains
    • Insufficient tools to manage workflow.
    • Review end-to-end processes.
    • Assess user satisfaction.

    Activity 4.1.1 – Path to future state

    1+ hour
    1. Discuss the four options and the implications for your organization.
    2. Come to an agreement on your chosen path.

    The same diagram of strategies. At the top is 'Current State', at the bottom is 'Future State', and listed strategies are 'Maintain Current System', 'Augment Current System', 'Optimize', and 'Transform'.

    Activity 4.1.2 – Build a roadmap

    1-2 hours

    1. Start your roadmap with the stakeholder presentation. This is your mark in the sand to launch the project.
    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.

    Record this information in the ERP Strategy Report Template.

    Note:
    Your roadmap should be treated as a living document that is updated and shared with the stakeholders on a regular schedule.

    Preview of the strategy roadmap table on the next slide.

    Download the ERP Strategy Report Template

    ERP Strategy roadmap

    Initiative Owner Start Date Completion Date
    Create final workshop deliverable Info-Tech 16 September, 2021
    Review final deliverable Workshop sponsor
    Present to executive team Oct 2021
    Build business case CFO, CIO, Directors 3 weeks to build
    3-4 weeks process time
    Build an RFI for initial costings 1-2 weeks
    Stage 1 approval for requirements gathering Executive committee Milestone
    Determine and acquire BA support for next step 1 week
    Requirements gathering – level 2 processes Project team 5-6 weeks effort
    Build RFP (based on informal approval) CFO, CIO, Directors 4th calendar quarter 2022 Possible completion January 2023
    2-4 weeks

    Activity 4.1.3 – Build a visual roadmap [optional]

    1 hour

    1. 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.

    Record this information in the ERP Strategy Report Template.

    Preview of the visual strategy roadmap chart on the next slide.

    Download the ERP Strategy Report Template

    ERP Strategy Roadmap

    A table set up similarly to the previous one, but instead of 'Start Date' and 'Completion Date' columns there are multiple small columns broken up by fiscal quarters (i.e.. FY2022: Q1, Q2, Q3, Q4). There is a key with a light blue diamond shape representing a 'Milestone' and a blue arrow representing a 'Work in progress'; they are placed the Quarters columns according to when each row item reached a milestone or began its progress.

    Step 4.2

    Wrap up and present

    Activities
    • 4.2.1 Communication plan
    • 4.2.2 Stakeholder presentation

    This step will walk you through the following activities:

    • Build a communication plan as part of organizational change management, which includes the stakeholder presentation

    This step involves the following participants:

    • Primary stakeholders in each value stream supported by the ERP
    • ERP Applications support team

    Outcomes of this step

    • An initial communication plan for organizational change management
    • A stakeholder presentation

    Effectively communicate the changes an ERP foundation strategy will impose

    A communication plan is necessary because not everyone will react positively to change. Therefore, you must be prepared to explain the rationale behind any initiatives that are being rolled out.

    Steps:

    1. Start by building a sound communication plan.
    2. The communication plan should address all stakeholders that will be subject to change, including executives and end users.
    3. Communicate how a specific initiative will impact the way employees work and the work they do.
    4. Clearly convey the benefits of the strategy to avoid resistance.

    “The most important thing in project management is communication, communication, communication. You have to be able to put a message into business terms rather than technical terms.” (Lance Foust, I.S. Manager, Plymouth Tube Company)

    Project Goals Communication Goals Required Resources Communication Channels
    Why is your organization embarking on an ERP project? What do you want employees to know about the project? What resources are going to be utilized throughout the ERP strategy? How will your project team communicate project updates to the employees?
    Streamline processes and achieve operational efficiency. We will focus on mapping and gathering requirements for (X) mega-processes. We will be hiring process owners for each mega-process. You will be kept up to date about the project progress via email and intranet. Please feel free to contact the project owner if you have any questions.

    Activity 4.2.1 – Communication plan

    1 hour

    1. List the types of communication events and documents you will need to produce and distribute.
    2. Indicate the purpose of the event or document, who the audience is, and who is responsible for the communication.
    3. Identify who will be responsible for the development and delivery of the communication plan.

    Record this information in the ERP Strategy Report Template.

    Preview of the Communication Plan table on the next slide.

    Download the ERP Strategy Report Template

    Communication plan

    Use the communication planning template to track communication methods needed to convey information regarding ERP initiatives.

    This is designed to help your organization make ERP initiatives visible and create stakeholder awareness.

    Audience Purpose Delivery/ Format Communicator Delivery Date Status/Notes
    Front-line employees Highlight successes Bi-weekly email CEO Mondays
    Entire organization Highlight successes
    Plans for next iteration
    Monthly townhall Senior leadership Last Thursday of every month Recognize top contributors from different parts of the business. Consider giving out prizes such as coffee mugs
    Iteration demos Show completed functionality to key stakeholders Iteration completion web conference Delivery lead Every other Wednesday Record and share the demonstrations to all employees

    Conduct a presentation of the final deliverable for stakeholders

    After completing the activities and exercises within this blueprint, the final step of the process is to present the deliverable to senior management and stakeholders.

    Know Your Audience

    • Decide what needs to be presented and to whom. The purpose and format for communicating initiatives varies based on the audience. Identify the audience first to ensure initiatives are communicated appropriately.
    • IT and the business speak different languages. The business may not have the patience to try to understand IT, so it is up to IT to learn and use the language of business. Failing to put messages into language that resonates with the business will create disengagement and resistance.
    • Effective communication takes preparation to get the right content and tone to convey your real message.

    Learn From Other Organizations

    “When delivering the strategy and next steps, break the project down into consumable pieces. Make sure you deliver quick wins to retain enthusiasm and engagement.

    By making it look like a different project you keep momentum and avoid making it seem unattainable.” (Scott Clark, Innovation Credit Union)

    “To successfully sell the value of ERP, determine what the high-level business problem is and explain how ERP can be the resolution. Explicitly state which business areas ERP is going to touch. The business often has a very narrow view of ERP and perceives it as just a financial system. The key part of the strategy is that the organization sees the broader view of ERP.” (Scott Clark, Innovation Credit Union)

    Activity 4.2.2 – Stakeholder presentation

    1 hour

    1. The following sections of the ERP Strategy Report Template are designed to function as the stakeholder presentation:
      1. Workshop Overview
      2. ERP Models
      3. Roadmap
    2. You can use the Template as your presentation deck or extract the above sections to create a stand-alone stakeholder presentation.
    3. Remember to take your audience into account and anticipate the questions they may have.

    Samples of the ERP Strategy Report Template.

    Download the ERP Strategy Report Template

    Summary of Accomplishment

    Get the Most Out of Your ERP

    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 an ongoing optimization to enable business processes and optimal organizational results.

    Build an ERP Strategy and Roadmap 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 ERP processes, including classification and gap analysis.
    • Measurement of user satisfaction across key departments.
    • Improved vendor relations.
    • Data quality initiatives.

    This formal ERP 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

    Name Title Organization
    Anonymous Anonymous Software industry
    Anonymous Anonymous Pharmaceutical industry
    Boris Znebel VP of Sales Second Foundation
    Brian Kudeba Director, Administrative Systems Fidelis Care
    David Lawrence Director, ERP Allegheny Technologies Inc.
    Ken Zima CIO Aquarion Water Company
    Lance Foust I.S. Manager Plymouth Tube Company
    Pooja Bagga Head of ERP Strategy & Change Transport for London
    Rob Schneider Project Director, ERP Strathcona County
    Scott Clark Innovation Credit Union
    Tarek Raafat Manager, Application Solutions IDRC
    Tom Walker VP, Information Technology StarTech.com

    Related Info-Tech Research

    Bibliography

    Gheorghiu, Gabriel. "The ERP Buyer’s Profile for Growing Companies." Selecthub. 2018. Accessed 21 Feb. 2021.

    "Maximizing the Emotional Economy: Behavioral Economics." Gallup. n.d. Accessed 21 Feb. 2021.

    Neito-Rodriguez, Antonio. Project Management | How to Prioritize Your Company's Projects. 13 Dec. 2016. Accessed 29 Nov 2021. Web.

    "A&D organization resolves organizational.“ Case Study. Panorama Consulting Group. 2021. PDF. 09 Nov. 2021. Web.

    "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, 29-37. 22 Feb. 2019. Accessed 21 Feb. 2021.

    Accelerate Digital Transformation With a Digital Factory

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    • Parent Category Name: Innovation
    • Parent Category Link: /innovation
    • Organizational challenges are hampering digital transformation (DX) initiatives.
    • The organization’s existing digital factory is failing to deliver value.
    • Designing a successful digital factory is a difficult process.

    Our Advice

    Critical Insight

    To remain competitive, enterprises must deliver products and services like a startup or a digital native enterprise. This requires enterprises to:

    • Understand how digital native enterprises are designed.
    • Understand the foundations of good design: purpose, organizational support, and leadership.
    • Understand the design of the operating model: structure and organization, management practices, culture, environment, teams, technology platforms, and meaningful metrics and KPIs.

    Impact and Result

    Organizations that implement this project will draw benefits in the following aspects:

    • Gain awareness and understanding of various aspects that hamper DX.
    • Set the right foundations by having clarity of purpose, alignment on organizational support, and the right leadership in place.
    • Design an optimal operating model by setting up the right organizational structures, management practices, lean and optimal governance, agile teams, and an environment that promotes productivity and wellbeing.
    • Finally, set the right measures and KPIs.

    Accelerate Digital Transformation With a Digital Factory Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand the importance of a well-designed digital factory.

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

    1. Build the case

    Collect data and stats that will help build a narrative for digital factory.

    • Digital Factory Playbook

    2. Lay the foundation

    Discuss purpose, mission, organizational support, and leadership.

    3. Design the operating model

    Discuss organizational structure, management, culture, teams, environment, technology, and KPIs.

    [infographic]

    Workshop: Accelerate Digital Transformation With a Digital Factory

    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 the case

    The Purpose

    Understand and gather data and stats for factors impacting digital transformation.

    Develop a narrative for the digital factory.

    Key Benefits Achieved

    Identification of key pain points and data collected

    Narrative to support the digital factory

    Activities

    1.1 Understand the importance and urgency of digital transformation (DX).

    1.2 Collect data and stats on the progress of DX initiatives.

    1.3 Identify the factors that hamper DX and tie them to data/stats.

    1.4 Build the narrative for the digital factory (DF) using the data/stats.

    Outputs

    Identification of factors that hamper DX

    Data and stats on progress of DX

    Narrative for the digital factory

    2 Lay the foundation

    The Purpose

    Discuss the factors that impact the success of establishing a digital factory.

    Key Benefits Achieved

    A solid understanding and awareness that successful digital factories have clarity of purpose, organizational support, and sound leadership.

    Activities

    2.1 Discuss

    2.2 Discuss what organizational support the digital factory will require and align and commit to it.

    2.3 Discuss reference models to understand the dynamics and the strategic investment.

    2.4 Discuss leadership for the digital age.

    Outputs

    DF purpose and mission statements

    Alignment and commitment on organizational support

    Understanding of competitive dynamics and investment spread

    Develop the profile of a digital leader

    3 Design the operating model (part 1)

    The Purpose

    Understand the fundamentals of the operating model.

    Understand the gaps and formulate the strategies.

    Key Benefits Achieved

    Design of structure and organization

    Design of culture aligned with organizational goals

    Management practices aligned with the goals of the digital factory

    Activities

    3.1 Discuss structure and organization and associated organizational pathologies, with focus on hierarchy and silos, size and complexity, and project-centered mindset.

    3.2 Discuss the importance of culture and its impact on productivity and what shifts will be required.

    3.3 Discuss management for the digital factory, with focus on governance, rewards and compensation, and talent management.

    Outputs

    Organizational design in the context of identified pathologies

    Cultural design for the DF

    Management practices and governance for the digital factory

    Roles/responsibilities for governance

    4 Design the operating model (part 2)

    The Purpose

    Understand the fundamentals of the operating model.

    Understand the gaps and formulate the strategies.

    Key Benefits Achieved

    Discuss agile teams and the roles for DF

    Environment design that supports productivity

    Understanding of existing and new platforms

    Activities

    4.1 Discuss teams and various roles for the DF.

    4.2 Discuss the impact of the environment on productivity and satisfaction and discuss design factors.

    4.3 Discuss technology and tools, focusing on existing and future platforms, platform components, and organization.

    4.4 Discuss design of meaningful metrics and KPIs.

    Outputs

    Roles for DF teams

    Environment design factors

    Platforms and technology components

    Meaningful metrics and KPIs

    Get the Most Out of Your SAP

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    • member rating overall impact: 9.7/10 Overall Impact
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    • Parent Category Name: Optimization
    • Parent Category Link: /optimization
    • SAP systems are changed rarely and changing them has significant impact on an organization.
    • Research shows that even newly installed systems often fail to realize their full potential benefit to the organization.
    • Business process improvement is rarely someone’s day job.

    Our Advice

    Critical Insight

    A properly optimized SAP business process will reduce costs and increase productivity.

    Impact and Result

    • Build an ongoing optimization team to conduct application improvements.
    • Assess your SAP application(s) and the environment in which they exist. Take a business first strategy to prioritize optimization efforts.
    • Validate SAP capabilities, user satisfaction, issues around data, vendor management, and costs to build out an optimization strategy.
    • Pull this all together to develop a prioritized optimization roadmap.

    Get the Most Out of Your SAP Research & Tools

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

    1. Get the Most Out of Your SAP Storyboard – A guide to optimize your SAP.

    SAP is a core tool that the business leverages to accomplish its goals. Use this blueprint to strategically re-align business goals, identify business application capabilities, complete a process assessment, evaluate user adoption, and create an optimization plan that will drive a cohesive technology strategy that delivers results.

    • Get the Most Out of Your SAP – Phases 1-4

    2. Get the Most Out of Your SAP Workbook – A tool to document and assist with optimizing your SAP.

    The Get the Most out of Your SAP Workbook serves as the holding document for the different elements for the Get the Most out of Your SAP blueprint. Use each assigned tab to input the relevant information for the process of optimizing your SAP.

    • Get the Most Out of Your SAP Workbook

    Infographic

    Workshop: Get the Most Out of Your SAP

    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 SAP Application Vision

    The Purpose

    Get the most out of your SAP.

    Key Benefits Achieved

    Develop an ongoing SAP optimization team.

    Re-align SAP and business goals.

    Understand your current system state capabilities and processes.

    Validate user satisfaction, application fit, and areas of improvement to optimize your SAP.

    Take a 360-degree inventory of your SAP and related systems.

    Realign business and technology drivers. Assess user satisfaction.

    Review the SAP marketplace.

    Complete a thorough examination of capabilities and processes.

    Manage your vendors and data.

    Pull this all together to prioritize optimization efforts and develop a concrete roadmap.

    Activities

    1.1 Determine your SAP optimization team.

    1.2 Align organizational goals.

    1.3 Inventory applications and interactions.

    1.4 Define business capabilities.

    1.5 Explore SAP-related costs.

    Outputs

    SAP optimization team

    SAP business model

    SAP optimization goals

    SAP system inventory and data flow

    SAP process list

    SAP and related costs

    2 Map Current-State Capabilities

    The Purpose

    Map current-state capabilities.

    Key Benefits Achieved

    Complete an SAP process gap analysis to understand where the SAP is underperforming.

    Review the SAP application portfolio assessment to understand user satisfaction and data concerns.

    Undertake a software review survey to understand your satisfaction with the vendor and product.

    Activities

    2.1 Conduct gap analysis for SAP processes.

    2.2 Perform an application portfolio assessment.

    2.3 Review vendor satisfaction.

    Outputs

    SAP process gap analysis

    SAP application portfolio assessment

    ERP software reviews survey

    3 Assess SAP

    The Purpose

    Assess SAP.

    Key Benefits Achieved

    Learn the processes that you need to focus on.

    Uncover underlying user satisfaction issues to address these areas.

    Understand where data issues are occurring so that you can mitigate this.

    Investigate your relationship with the vendor and product, including that relative to others.

    Identify any areas for cost optimization (optional).

    Activities

    3.1 Explore process gaps.

    3.2 Analyze user satisfaction.

    3.3 Assess data quality.

    3.4 Understand product satisfaction and vendor management.

    3.5 Look for SAP cost optimization opportunities (optional).

    Outputs

    SAP process optimization priorities

    SAP vendor optimization opportunities

    SAP cost optimization

    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.

    Activities

    4.1 SAP process gap analysis

    4.2 SAP application portfolio assessment

    4.3 SAP software reviews survey

    Outputs

    ERP optimization roadmap

    Further reading

    Get the Most Out of Your SAP

    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.

    The image contains a picture of Chad Shortridge.

    Chad Shortridge

    Senior Research Director, Enterprise Applications

    Info-Tech Research Group

    The image contains a picture of Lisa Highfield.

    Lisa Highfield

    Research Director, Enterprise Applications

    Info-Tech Research Group

    Enterprise resource planning (ERP) is a core tool 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.

    SAP systems are expensive, benefits can be difficult to quantify, and issues with the products can be difficult to understand. 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 integrations 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 re-align business goals, identify business application capabilities, complete a process assessment, evaluate user adoption, and create an optimization plan that will drive a cohesive technology strategy that delivers results.

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    Your SAP ERP systems are critical to supporting the organization’s business processes. They are expensive. Direct benefits and ROI can be hard to measure.

    SAP 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.

    Balancing optimization with stabilization is one of the most difficult decisions for ERP application leaders.

    Competing priorities and often unclear ERP 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.

    In today’s rapidly changing SAP landscape it is imperative to evaluate your applications for optimization, no matter what your strategy is moving forward.

    Assess your SAP applications and the environment in which they exist. Take a business-first strategy to prioritize optimization efforts.

    Validate ERP capabilities, user satisfaction, 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

    SAP ERP environments are changing, 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 SAP 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 contains an Info-Tech Thought model on get the most out of your ERP.

    Insight summary

    Continuous assessment and optimization of your SAP ERP systems 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 ERP 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.

    SAP enterprise resource planning (ERP) systems facilitate the flow of information across business units. It allows for the seamless integration of systems and creates a holistic view of the enterprise to support decision making. In many organizations, the SAP 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. ERP implementation should not be a one-and-done exercise. There needs to be ongoing optimization to enable business processes and optimal organizational results.

    SAP enterprise resource planning (ERP)

    The image contains a diagram of the SAP enterprise resource planning. The diagram includes a circle with smaller circles all around it. The inside of the circle contains SAP logos. The circles around the big circle are labelled: Human Resources Management, Sales, Marketing, Customer Service, Asset Management, Logistics, Supply Chain Management, Manufacturing, R&D and Engineering, and Finance.

    What is SAP?

    SAP ERP systems facilitate the flow of information across business units. They allow for the seamless integration of systems and create 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.

    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.

    SAP use cases:

    Product-Centric

    Suitable for organizations that manufacture, assemble, distribute, or manage material goods.

    Service-Centric

    Suitable for organizations that provide and manage field services and/or professional services.

    SAP Fast Facts

    Product Description

    • SAP has numerous ERP products. Products can be found under ERP, Finance, Customer Relations and Experience, Supply Chain Management, Human Resources, and Technology Platforms.
    • SAP offers on-premises and cloud solutions for its ERP. In 2011, SAP released the HANA in-memory database. SAP ECC 6.0 reaches the end of life in 2027 (2030 extended support).
    • Many organizations are facing mandatory transformation. This is an excellent opportunity to examine ERP portfolios for optimization opportunities.
    • Now is the time to optimize to ensure you are prepared for the journey ahead.
    The image contains a timeline of the evolution of SAP ERP. The timeline is ordered: SAP R1-R3 1972-1992, SAP ECC 2003-2006, ERP Business Suite 2000+, SAP HANA In-Memory Database 2011, S/4 2015.

    Vendor Description

    • SAP SE was founded in 1972 by five former IBM employees.
    • The organization is focused on enterprise software that integrates all business processes and enables data processing in real-time.
    • SAP stands for Systems, Applications, and Products in Data Processing.
    • SAP offers more than 100 solutions covering all business functions.
    • SAP operates 65 data centers at 35 locations in 16 countries.

    Employees

    105,000

    Headquarters

    Walldorf, Baden-Württemberg, Germany

    Website

    sap.com

    Founded

    1972

    Presence

    Global, Publicly Traded

    SAP by the numbers

    Only 72% of SAP S/4HANA clients were satisfied with the product’s business value in 2022. This was 9th out of 10 in the enterprise resource planning category.

    Source: SoftwareReviews

    As of 2022, 65% of SAP customers have not made the move to S/4HANA. These customers will continue to need to optimize the current ERP to meet the demanding needs of the business.

    Source: Statista

    Organizations will need to continue to support and optimize their SAP ERP portfolios. As of 2022, 42% of ASUG members were planning a move to S/4HANA but had not yet started to move.

    Source: ASUG

    Your challenge

    This research is designed to help organizations who need to:

    • Understand the multiple deployment models and the roadmap to successfully navigate a move to S/4HANA.
    • Build a business case to understand the value behind a move.
    • Map functionality to ensure future compatibility.
    • Understand the process required to commercially navigate a move to S/4HANA.
    • Avoid a costly audit due to missed requirements or SAP whiteboarding sessions.

    HANA used to be primarily viewed as a commercial vehicle to realize legacy license model discounts. Now, however, SAP has built a roadmap to migrate all customers over to S/4HANA. While timelines may be delayed, the inevitable move is coming.

    30-35% of SAP customers likely have underutilized assets. This can add up to millions in unused software and maintenance.

    – Upperedge

    SAP challenges and dissatisfaction

    Drivers of Dissatisfaction

    Organizational

    People and teams

    Technology

    Data

    Competing priorities

    Knowledgeable staff/turnover

    Integration issues

    Access to data

    Lack of strategy

    Lack of internal skills

    Selecting tools and technology

    Data hygiene

    Budget challenges

    Ability to manage new products

    Keeping pace with technology changes

    Data literacy

    Lack of training

    Update challenges

    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

    Other changes

    Year-over-year call topic requests

    The image contains a graph to demonstrate year-over-year call topic requests. Year 1 has 79%, Year 2 76%, Year 3 65% requests, and Year 4 has 124% requests. The image contains a graph to demonstrate other changes in year-over-year call topic requests. Year 1 has -25%, Year 2 has 4%, and Year 3 has 13%.

    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.

    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.

    The S/4HANA journey

    Optimization can play a role in your transition to S/4HANA.

    • The business does not stop. Satisfy ongoing needs for business enablement.
    • Build out a collaborative SAP optimization team across the business and IT.
    • Engage the business to understand requirements.
    • Discover applications and processes.
    • Explore current-state capabilities and future-state needs.
    • Evaluate optimization opportunities. Are there short-term wins? What are the long-term goals?
    • Navigate the path to S/4HANA and develop some timelines and stage gates.
    • Set your course and optimization roadmap.
    • Capitalize on the methodologies for an ongoing optimization effort that can be continued after the S/4HANA go-live date.

    Many organizations may be coming up against changes to their SAP ERP application portfolio.

    Some challenges organizations may be dealing with include:

    • Heavily customized instances
    • Large volumes of data
    • Lack of documentation
    • Outdated business processes
    • Looming end of life

    Application optimization is risky without a plan

    Avoid these common pitfalls:

    • Not pursuing optimization because you are migrating to S/4HANA.
    • Not considering how this plays 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.”

    – Medium

    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 SAP optimization team.
    2. Build an SAP strategy model.
    3. Inventory current system state.
    4. Define business capabilities.
    1. Conduct a gap analysis for ERP processes.
    2. Assess user satisfaction.
    3. 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. SAP optimization team
    3. SAP business model
    4. Strategy alignment
    5. Systems inventory and diagram
    6. Business capabilities map
    7. Key SAP processes list
    1. Gap analysis for SAP-related processes
    2. Understanding of user satisfaction across applications and processes
    3. Insight into SAP data quality
    4. Quantified satisfaction with the vendor and product
    5. Understanding SAP costs
    1. List of SAP optimization opportunities
    1. SAP 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 SAP Workbook

    Identify and prioritize your SAP optimization goals.

    The image contains screenshots of the SAP Workbook.

    Application Portfolio Assessment

    Assess IT-enabled user satisfaction across your SAP portfolio.

    The image contains a screenshot of the Application Portfolio Assessment.

    Key deliverable:

    The image contains a screenshot of the SAP Organization Roadmap.

    SAP Optimization Roadmap

    Complete an assessment of processes, user satisfaction, data quality, and vendor management.

    The image contains screenshots further demonstrating SAP deliverables.

    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 challenge.

    Call #2:

    • Build the SAP team.
    • Align organizational goals.

    Call #3:

    • Map current state.
    • Inventory SAP capabilities and processes.
    • Explore SAP-related costs.

    Call #4: Understand product satisfaction and vendor management.

    Call #5: Review APA results.

    Call #6: Understand SAP optimization opportunities.

    Call #7: Determine the right SAP path for your organization.

    Call #8:

    Build out optimization roadmap and next steps.

    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 8 to 12 calls over the course of 4 to 6 months.

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Day 1

    Day 2

    Day 3

    Day 4

    Day 5

    Define Your SAP Application Vision

    Map Current State

    Assess SAP

    Build Your Optimization Roadmap

    Next Steps and Wrap-Up (offsite)

    Activities

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an SAP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand SAP Costs

    2.1 Assess SAP 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. SAP optimization team
    2. SAP business model
    3. SAP optimization goals
    4. System inventory and data flow
    5. Application and business capabilities list
    6. SAP optimization timeline
    1. SAP capability gap analysis
    2. SAP user satisfaction (application portfolio assessment)
    3. SAP SoftwareReviews survey results
    4. SAP 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. SAP cost-saving opportunities
    1. SAP optimization roadmap

    Phase 1

    Map Current-State Capabilities

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an SAP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand SAP Costs

    2.1 Assess SAP 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

    This phase will guide you through the following activities:

    • Align your organizational goals
    • Gain a firm understanding of your current state
    • Inventory ERP 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 SAP optimization stakeholders

    1.1.3 Determine your SAP optimization team

    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:

    • Stakeholders
    • Project sponsors and leaders

    Outcomes of this step

    • Stakeholder map
    • SAP Optimization Team

    ERP optimization stakeholders

    • Understand the roles necessary to get the most out of your SAP.
    • 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 SAP optimization stakeholders

    1 hour

    1. Hold a meeting to identify the SAP optimization stakeholders.
    2. Use next slide as a guide.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot from the Get the Most Out of Your SAP Workbook.

    Download the Get the Most Out of Your SAP 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

    Value

    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.

    EXAMPLE: Stakeholder involvement during selection

    The image contains an example of stakeholder involvement during selection. The graph is comparing influence and interest. In the lowest section of both influence and interest, it is labelled Monitor. With low interest but high influence that is labelled Keep Satisfied. In low influence but high interest it is labelled Keep Informed. The section that is high in both interest and influence that is labelled Involve closely.

    Activity 1.1.2 Map your SAP optimization stakeholders

    1 hour

    1. Use the list of SAP optimization stakeholders.
    2. Map each stakeholder on the quadrant based on their expected influence and involvement in the project.
    3. [Optional] Color code the users using the scale below to quickly identify the group that the stakeholder belongs to.

    The image contains an example of a colour scheme. Sponsor is coloured blue, End user is purple, IT is yellow, and Business is light blue.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of an example map on organization's stakeholders.

    Download the Get the Most Out of Your SAP Workbook

    Map the organization’s stakeholders

    The image contains a larger version of the image from the previous slide where there is a graph comparing influence and involvement and has a list of stakeholders in a legend on the side.

    The SAP 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, 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 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 –All functional areas; 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 SAP optimization team

    1 hour

    1. Have the project manager and other key stakeholders discuss and determine who will be involved in the SAP 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 the size of your organization, the size of this team will vary.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of the section ERP Optimization Team in the Get the Most Out of Your SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    Step 1.2

    Build an SAP Strategy Model

    Activities

    1.2.1 Explore environmental factors and technology drivers

    1.2.2 Consider potential barriers and challenges

    1.2.3 Discuss enablers of success

    1.2.4 Develop your SAP optimization goals

    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:

    • SAP Optimization Team

    Outcomes of this step

    • ERP business model
    • Strategy alignment

    Align your SAP strategy with the corporate strategy

    Corporate Strategy

    Unified ERP Strategy

    IT 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.
    • The ideal ERP strategy is aligned with overarching organizational business goals and with 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

    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 just at the executive level but at each level of the organization.

    ERP Business Model Template

    The image contains a screenshot of a ERP Business Model Template.

    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 top three business goals
    2. Your organization’s top ten business initiatives
    3. Your organization’s mission and vision

    Understand the ERP drivers and organizational objectives

    Business Needs

    Business Drivers

    Technology Drivers

    Environmental Factors

    Definition

    A business need is a requirement associated with a particular business process.

    Business 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 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.

    Examples

    • Audit tracking
    • Authorization levels
    • Business rules
    • Data quality
    • Customer satisfaction
    • Branding
    • Time-to-resolution
    • Deployment model (i.e. SaaS)
    • Integration
    • Reporting capabilities
    • Fragmented technologies
    • Economic and political factors
    • Competitive influencers
    • Compliance regulations

    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 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 SAP Workbook.

    The image contains a diagram on exploring the environmental factors and technology drivers.

    External Considerations

    Organizational Drivers

    Technology Considerations

    Functional Requirements

    • Funding constraints
    • Regulations
    • Compliance
    • Scalability
    • Operational efficiency
    • Data accuracy
    • Data quality
    • Better reporting
    • Information availability
    • Integration between systems
    • Secure data

    Download the Get the Most Out of Your SAP 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

    ERP Business Model

    Organizational Goals

    Enablers

    Barriers

    • Efficiency
    • Effectiveness
    • Integrity
    • One source of truth for data
    • One team
    • Customer service, external and internal
    • Cross-trained employees
    • Desire to focus on value-add activities
    • Collaborative
    • Top-level executive support
    • Effective change management process
    • 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 contains a graph that demonstrates the top 15 critical success factors for ERP system implementation. The top 15 are: Top management support and commitment, Interdepartmental communication and cooperations throughout the institution, Commitment to business process re-engineering to do away with redundant processes, Implementation project management from initiation to closing, Change management program to ensure awareness and readiness for possible changes, Project team competence, Education and training for stakeholders, Project champion to lead implementation, Project mission and goals for the system with clear objectives agreed upon, ERP expert consultant use to guide the implementation process, Minimum level of customization to use ERP functionalities to maximum, Package selection, Understanding the institutional culture, Use involvement and participation throughout implementation, ERP vendor support and partnership.

    Source: Epizitone and Olugbara, 2020; 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

    1.2.2 Consider potential barriers and challenges

    1-3 hours

    • Open tab “1.2 Strategy & Goals,” in the Get the Most Out of Your SAP Workbook.
    • Identify barriers to ERP optimization success.
    • Review the ERP critical success factors and how they relate to your optimization efforts.
    • Discuss potential barriers to successful ERP optimization.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains the same diagram as shown previously, where it demonstrated the environmental factors in relation to the ERP strategy. The same diagram is used and highlights the barriers section.

    Functional Gaps

    Technical Gaps

    Process Gaps

    Barriers to Success

    • No online purchase order for requisitions
    • Inconsistent reporting – data quality concerns
    • Duplication of data
    • Lack of system integration
    • Cultural mindset
    • Resistance to change
    • Lack of training
    • Funding

    Download the Get the Most Out of Your SAP Workbook

    1.2.3 Discuss enablers of success

    1-3 hours

    1. Open tab “1.2 Strategy & Goals,” in the Get the Most Out of Your SAP 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 SAP Workbook.

    The image contains the same diagram as shown previously, where it demonstrated the environmental factors in relation to the ERP strategy. The same diagram is used and highlights the enablers and organizational goals sections.

    Business Benefits

    IT Benefits

    Organizational Benefits

    Enablers of Success

    • Business-IT alignment
    • Compliance
    • Scalability
    • Operational efficiency
    • Data accuracy
    • Data quality
    • Better reporting
    • Change management
    • Training
    • Alignment with strategic objectives

    Download the Get the Most Out of Your SAP Workbook

    The Business Value Matrix

    Rationalizing and quantifying the value of SAP

    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 contains a screenshot of a Business Value Matrix. It includes: Reach Customers, Increase Revenue or Deliver Value, Reduce Costs, and Enhance Services.

    Link SAP capabilities to organizational value

    The image contains screenshots that demonstrate linking SAP capabilities to organizational value.

    1.2.4 Define your SAP optimization goals

    30 minutes

    1. Discuss the ERP business model and ERP critical success factors.
    2. Through the lens of corporate goals and objectives think about 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?
    3. Develop five to ten optimization goals that will form the basis for the success of this initiative.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains an example of the activity describe above on defining your SAP optimization goals.

    Download the Get the Most Out of Your SAP Workbook

    Step 1.3

    Inventory Current System State

    Activities

    1.3.1 Inventory SAP applications and interactions

    1.3.2 Draw your SAP system diagram

    1.3.3 Inventory your SAP modules and business capabilities (or business processes)

    1.3.4 Define your key SAP optimization modules and business capabilities

    This step will guide you through the following activities:

    • Inventory of applications
    • Mapping interactions between systems

    This step involves the following participants:

    • SAP Optimization Team
    • Enterprise Architect
    • Data Architect

    Outcomes of this step

    • Systems inventory
    • Systems diagram

    1.3.1 Inventory SAP applications and interfaces

    1-3+ hours

    1. Enter your SAP systems, SAP extended applications, and integrated applications within scope.
    2. Include any abbreviated names or nicknames.
    3. List the application type or main function.
    4. List the modules the organization has licensed.
    5. List any integrations.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of the SAP application inventory.

    Download the Get the Most Out of Your SAP Workbook

    ERP Data Flow

    The image contains an example ERP Data Flow with a legend.

    Be sure to include enterprise applications that are not included in the ERP application portfolio. Popular systems to consider for POIs include billing, directory services, content management, and collaboration tools.

    ERP – enterprise resource planning

    Email – email system such as Microsoft Exchange

    Calendar – calendar system such as Microsoft Outlook

    WEM – web experience management

    ECM – enterprise content management

    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.

    1.3.2 Draw your SAP system diagram

    1-3+ hours

    1. From the SAP application inventory, diagram your network.
    2. Include:

    • Any internal or external systems
    • Integration points
    • Data flow

    The image contains a screenshot of the example ERP Systems Diagram.

    Download the Get the Most Out of Your SAP Workbook

    Sample SAP and integrations map

    The image contains a screenshot of a sample SAP and integrations map.

    Business capability map (Level 0)

    The image contains a screenshot of the business capability map, level 0. The capability map includes: Products and Services Development, Revenue Generation, Demand Fulfillment, and Enterprise Management and Planning.

    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.

    ERP process mapping

    The image contains screenshots to demonstrate the ERP process mapping. One of the screenshots is of the business capability map, level 0, the second screenshot contains the objectives , value streams, capabilities, and processes. The third image contains a screenshot of the SAP screenshot with the circles around it as previously shown.

    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 SAP license agreements you will be able to pinpoint the scope for investigation including the processes and modules.

    APQC Framework

    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

    Source: 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

    The value stream

    Value stream defined:

    Value Streams

    Design Product

    Produce Product

    Sell Product

    Customer Service

    • Manufacturers work proactively to design products and services that will meet consumer demand.
    • Products are driven by consumer demand and government regulations.
    • 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.
    • 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.
    • 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.

    An effective method for ensuring all value streams have been considered is to understand that there can be different end-value receivers.

    Process mapping hierarchy

    The image contains a screenshot of the PCF levels explained. The levels are 1-5. The levels are: Category, Process Group, Process, Activity, and Task.

    Source: APQC

    APQC provides a process classification framework. It allows organizations to effectively define their processes and manage them appropriately.

    APQC’s Process Classification Framework

    Cross-industry classification framework

    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.

    SAP modules and process enablement

    Cloud/Hardware

    Fiori

    Analytics

    Integrations

    Extended Solutions

    R&D Engineering

    • Enterprise Portfolio and Project Management
    • Product Development Foundation
    • Enterprise Portfolio and Project Management
    • Product Lifecycle Management
    • Product Compliance
    • Enterprise Portfolio and Project Management
    • Product Safety and Stewardship
    • Engineering Record

    Sourcing and Procurement

    • Procurement Analytics
    • Sourcing & Contract Management
    • Operational Procurement
    • Invoice Management
    • Supplier Management

    Supply Chain

    • Inventory
    • Delivery & Transportation
    • Warehousing
    • Order Promising

    Asset Management

    • Maintenance Operations
    • Resource Scheduling
    • Env, Health and Safety
    • Maintenance Management
    The image contains a diagram of the SAP enterprise resource planning. The diagram includes a circle with smaller circles all around it. The inside of the circle contains SAP logos. The circles around the big circle are labelled: Human Resources Management, Sales, Marketing, Customer Service, Asset Management, Logistics, Supply Chain Management, Manufacturing, R&D and Engineering, and Finance.

    Finance

    • Financial Planning and Analysis
    • Accounting and Financial Close
    • Treasury Management
    • Financial Operations
    • Governance, Risk & Compliance
    • Commodity Management

    Human Resources

    • Core HR
    • Payroll
    • Timesheets
    • Organization Management
    • Talent Management

    Sales

    • Sales Support
    • Order and Contract Management
    • Agreement Management
    • Performance Management

    Service

    • Service Operations and Processes
    • Basic Functions
    • Workforce Management
    • Case Management
    • Professional Services
    • Service Master Data Management
    • Service Management

    Beyond the core

    The image contains a screenshot of a diagram to demonstrate beyond the core. In the middle of the image is S/4 Core, and the BTP: Business Technology Platform. Surrounding it are: SAP Fieldglass, SAP Concur, SAP Success Factors, SAP CRM SAO Hybris, SAP Ariba. On the left side of the image are: Business Planning and Consolidations, Transportation Management System, Integrated Business Planning, Extended Warehouse Management.

    1.3.3 Inventory your SAP 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. Use tab 1.3 “SAP Capabilities” in Get the Most Out of Your SAP Workbook for a list of common SAP Level 1 and Level 2 modules/business capabilities.
    4. 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 SAP Workbook.

    The image contains a screenshot of an example of what to do for the activity 1.3.3.

    Download the Get the Most Out of Your SAP Workbook

    1.3.4 Define your key SAP 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 SAP Workbook.

    The image contains a screenshot of the Key SAP Optimization Capabilities.

    Download the Get the Most Out of Your SAP Workbook

    Step 1.4

    Define Optimization Timeframe

    Activities

    1.4.1 Define SAP key dates and SAP optimization roadmap timeframe and structure

    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:

    • SAP 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. Record 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 SAP optimization initiative.
    4. This includes short-, medium- and long-term initiatives.
    5. Enter your Roadmap Date markers: how you want dates displayed on the roadmap.
    6. Enter Column time values: what level of granularity will be helpful for this initiative?
    7. Enter the sprint or cycle timeframe; use this if following Agile.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of the Optimization Roadmap Timeframe and Structure.

    Download the Get the Most Out of Your SAP Workbook

    Step 1.5

    Understand SAP Costs

    Activities

    1.5.1 Document costs associated with SAP

    This step will walk you through the following activities:

    • Define your SAP direct and indirect costs
    • List your SAP expense line items

    This step involves the following participants:

    • Finance Representatives
    • SAP Optimization Team

    Outcomes of this step

    • Current SAP and related costs

    1.5.1 Document costs associated with SAP

    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 SAP Workbook.

    The image contains a screenshot of the activity 1.5.1 on documenting costs associated with SAP.

    Download the Get the Most Out of Your SAP Workbook

    Phase 2

    Assess Your Current State

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an SAP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand SAP Costs

    2.1 Assess SAP 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

    This phase will walk 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:

    • SAP Optimization Team
    • Users across functional areas of your ERP and related technologies

    Step 2.1

    Assess SAP Capabilities

    Activities

    2.1.1 Rate capability relevance to organizational goals

    2.1.2 Complete an SAP application portfolio assessment

    2.1.3 (Optional) Assess SAP process maturity

    This step will guide you through the following activities:

    • Capability relevance
    • Process gap analysis
    • Application Portfolio Assessment

    This step involves the following participants:

    • SAP Users

    Outcomes of this step

    • SAP Capability Assessment

    Benefits of the Application Portfolio Assessment

    The image contains a screenshot of the activity of assessing the health of the application portfolio.

    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.
    The image contains a screenshot of the activity on providing targeted department feedback.

    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.
    The image contains a screenshot of the activity on gaining insight into the state of data quality.

    Gain insight into the state of data quality

    • Data quality is one of the key issues causing poor CRM 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 SAP.

    1. Download the ERP 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 SAP 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, “SAP Assessment,” if required.

    Record Results

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of the Application Portfolio Assessment.

    Download the ERP Application Inventory Tool

    Download the Get the Most Out of Your SAP Workbook

    Sample Report from Application Portfolio Assessment.

    The image contains a screenshot of a sample report from the Application Portfolio Assessment.

    2.1.2 (Optional) Assess SAP process and technical maturity

    1-3 hours

    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.
    • Identify key stakeholders.
    • Hold sessions to document deeper processes.
    • Discuss processes and technical enablement in each area.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains an example of the process maturity activity.

    Download the Get the Most Out of Your SAP Workbook

    Process Maturity Assessment

    The image contains a screenshot of the Process Maturity Assessment.

    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 SAP product scores (if applicable)

    2.2.3 Evaluate your product satisfaction

    2.2.4 Check your business process change tolerance

    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:

    • SAP 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 SAP Workbook to review your satisfaction with your SAP software.

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of the activity Vendor Optimization.

    SoftwareReviews’ Enterprise Resource Planning Category

    Download the Get the Most Out of Your SAP Workbook

    2.2.2 Review SAP product scores (if applicable)

    30 minutes

    1. Download the scorecard for your SAP 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 SAP Workbook tab 2.2 “Vend. & Prod. Sat” to record the scorecard results.
    3. Use your Get the Most Out of Your SAP 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 SAP Workbook.

    The image contains a screenshot of the activity 2.2.2 review SAP product scores.

    Download the Get the Most Out of Your SAP Workbook

    SoftwareReviews’ Enterprise Resource Planning Category

    2.2.3 How does your satisfaction compare with your peers?

    Use SoftwareReviews to explore product features, vendor experience, and capability satisfaction.

    The image contains two screenshots of SoftwareReviews. One is of the ERP Mid-Market, and the second is of the ERP Enterprise.

    Source: SoftwareReviews ERP Mid-Market, April 2022

    Source: SoftwareReviews ERP Enterprise, April 2022

    2.2.4 Check your business process change tolerance

    1 hours

    1. As a group, review the level 0 business capabilities on the previous 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:
    • Green – Willing to follow best practices
    • Yellow – May be challenging or unique business model
    • Red – Low tolerance for change
  • For clarity, move to level 1 if specific areas need to be called out and use the same color code.
  • Input Output
    • Business process capability map
    • Heat map of risk areas that require more attention for validating best practices or minimizing customization
    Materials Participants
    • Whiteboard/flip charts
    • Get the Most Out of Your SAP Workbook
    • Implementation team
    • CIO
    • Key stakeholders

    Download Get the Most Out of Your SAP Workbook for additional process levels

    Heat map representing desire for best practice or those having the least tolerance for change

    The image contains a screenshot of a heat map to demonstrate desire for best practice or those having the least tolerance for change.

    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

    Phase 2

    Phase 3

    Phase 4

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an SAP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand SAP Costs

    2.1 Assess SAP 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

    This phase will walk you through the following activities:

    • Identify key optimization areas
    • Create an optimization roadmap

    This phase involves the following participants:

    • SAP Optimization Team

    Assessing application business value

    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.

    The image contains a screenshot of a Venn Diagram. In the left circle, labelled The Business it contains the following text: 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. In the right circle labelled IT, it contains the following text: 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. The middle space is labelled: Business Value of Applications.

    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.

    Brainstorm IT initiatives to enable high areas of opportunity to support the business

    Brainstorm ERP optimization initiatives in each area. Ensure you are looking for all-encompassing opportunities within the context of IT, the business, and SAP systems.

    Capabilities are what the system and business does 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.

    The image contains a Venn Diagram with 3 circles. The circles are labelled as: Process, Technology, and Organization.

    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.

    Step 3.1

    Prioritize Optimization Opportunities

    Activities

    3.1.1 Prioritize optimization capability areas

    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:

    • SAP Optimization Team

    Outcomes of this step

    • Application optimization plan

    The Business Value Matrix

    Rationalizing and quantifying the value of SAP

    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 contains a screenshot of a Business Value Matrix. It includes: Reach Customers, Increase Revenue or Deliver Value, Reduce Costs, and Enhance Services.

    Prioritize SAP 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 contains a screenshot of a graph that compares satisfaction by relevance to organizational goals to demonstrate high priority.

    3.1.1 Prioritize and rate optimization capability areas

    1-3 hours

    1. From the SAP capabilities, discuss areas of scope for the SAP optimization initiative.
    2. Discuss the four areas of the business value matrix and identify how each module, along with organizational goals, can bring value to the organization.
    3. Rate each of your SAP 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 SAP Workbook.

    The image contains a screenshot of activity 3.1.1.

    Download the Get the Most Out of Your SAP 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 SAP cost-saving opportunities

    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:

    • SAP Optimization Team

    Outcomes of this step

    • Application optimization plan

    Satisfaction with SAP product

    The image contains three screenshots to demonstrate satisfaction with sap product.

    Improving vendor management

    Create a right-size, right-fit strategy for managing the vendors relevant to your organization.

    The image contains a diagram to demonstrate lower strategic value, higher vendor spend/switching costs, higher strategic value, and lower vendor spend/switching costs.

    Info-Tech Insight

    A vendor management initiative (VMI) 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. Use tab 3.1 “Optimization Priorities” and tab 2.2 “Vend. & Prod. Sat” to review the capabilities and features of your SAP system.
    2. Answer the following questions:
      1. Document overall product satisfaction.
      2. How does your satisfaction compare with your peers?
      3. Is the overall system fit for use?
      4. Do you have a proactive vendor management strategy in place?
      5. Is the product dissatisfaction at the point that you need to evaluate if it is time to replace the product?
      6. Could your vendor or Systems Integrator help you achieve better results?
    3. Review the Value Effort Matrix for each initiative.

    Record this information in the Get the Most Out of Your SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    Examples from Application Portfolio Assessment

    The image contains screenshots from the Application Portfolio Assessment.

    3.2.2 Discover capability and feature optimization opportunities

    1-2 hours

    1. Use tab 3.1 “Optimization Priorities” and tab 2.2 “Vend. & Prod. Sat” to review the capabilities and features of your SAP system.
    2. Answer the following questions:
      1. What capabilities and features are performing the worst?
      2. Do other organizations and users struggle with these areas?
      3. Why is it not performing well?
      4. Is there an opportunity for improvement?
      5. What are some optimization initiatives that could be undertaken?
    3. Review the Value Effort Matrix for each initiative.

    Record this information in the Get the Most Out of Your SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    Process optimization: the hidden goldmine

    In ~90% of SAP business process analysis reports, SAP identified significant potential for improving the existing SAP implementation, i.e. the large majority of customers are not yet using their SAP Business Suite to the full extent.

    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 exercise 2.13 and tab 2.1 “SAP Current State Assessment” to assess process optimization opportunities.
    2. List underperforming capabilities around process.
    3. Answer the following:
      1. What is the state of the current processes?
      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 SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    Integration provides long-term usability

    Balance the need for secure, compliant data availability with organizational agility.

    The Benefits of Integration

    The Challenges 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 limiting 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.
    • 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 SAP 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

    • Require a holistic view of data format and accounting schedules.
    • Use a data center as the main repository to ensure all geographic locations have equal access to the necessary data.
    • Set up synchronization schedules based on data usage, not site location.
    • Carefully define older transactions. Only active transactions should be brought in the ERP. Send older data to storage.
    • 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, SAP-only portfolios, SAP 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.
    • 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 off-site 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.
    • 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 SAP, 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.
    • The 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: SAP 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 1.3.1 “SAP Application Inventory” to discuss integrations and how they are related to capability areas that are not performing well.
    2. List capabilities that might be affected by integration issues. Think about exercise 3.2.1 and discuss how integrations could be affecting overall product satisfaction.
    3. Answer the following:
      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 SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    System and data optimization

    Consolidating your business and technology requires an overall system and data migration plan.

    The image contains a screenshot of a diagram that demonstrates three different integrations: system, organization, and data.

    Info-Tech Insight

    Have an overall data migration plan before beginning your systems consolidation journey to S/4HANA.

    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. They serve 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 SAP data, additional considerations

    Data Quality Management

    Effective Data Governance

    Data-Centric Integration Strategy

    Extensible Data Warehousing

    • Prevention is ten times 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.

    Restore Trust in Your Data Using a Business-Aligned Data Quality Management Approach

    Establish Data Governance

    Build a Data Integration Strategy

    Build an Extensible Data Warehouse Foundation

    Data Optimization

    Organizations are faced with challenges associated with changing data landscapes.

    Data migrations should not be taken lightly. It requires an overall data governance to assure data integrity for the move to S/4HANA and beyond.

    Have a solid plan before engaging S/4HANA Migration Cockpit.

    Develop a Master Data Management Strategy and Roadmap

    • Master data management (MDM) is complex in practice and requires investments in governance, technology, and planning.
    • Develop a MDM strategy and initiative roadmap using Info-Tech’s MDM framework, which takes data governance, architecture, and other critical data capabilities into consideration.

    Establish Data Governance

    • Ensure your data governance program delivers measurable business value by aligning the associated data governance initiatives with the business architecture.
    • Data governance must continuously align with the organization’s enterprise governance function. It should not be perceived as a pet project of IT but rather as an enterprise-wide, business-driven initiative.
    The image contains a screenshot of the S/4HANA Migration Cockpit.

    3.2.5 Discover data optimization opportunities

    1-2 hours

    1. Use your APA or user satisfaction survey to 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 effectively
    • Reporting that is cumbersome or non-existent
  • List underperforming capabilities related to data.
  • Answer the following:
    1. What are some underlying issues?
    2. Is there an opportunity for data 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 SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    SAP cost savings

    SAP cost savings does not have to be complicated.

    Look for quick wins:

    • Evaluate user licensing:
      • Ensure you are not double paying for employees or paying for employees who are no longer with the organization.
      • Verify user activity – if users are accessing the system very infrequently it does not make sense to license them as full users.
      • Audit your user classifications – ensure title positions and associated licenses are up to date.
    • Curb data sprawl.
    • Consolidate applications.

    30-35% of SAP customers likely have underutilized assets. This can add up to millions in unused software and maintenance.

    -Riley et al.

    20% Only 20 percent of companies manage to capture more than half the projected benefits from ERP systems.

    -McKinsey
    The image contains a screenshot of the Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk.

    Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk

    The image contains a screenshot of Secrets of SAP S/4HANA Licensing.

    Secrets of SAP S/4HANA Licensing

    License Optimization

    With the relatively slow uptake of the S/4HANA platform, the pressure is immense for SAP to maintain revenue growth.

    SAP’s definitions and licensing rules are complex and vague, making it extremely difficult to purchase with confidence while remaining compliant.

    Without having a holistic negotiation strategy, it is easy to hit a common obstacle and land into SAP’s playbook, requiring further spend.

    Price Benchmarking & Negotiation

    • Use price benchmarking and negotiation intelligence to secure a market-competitive price.
    • Understand negotiation tactics that can be used to better your deal.

    Secrets of SAP S/4HANA Licensing:

    • Build a business case to evaluate S/4HANA.
    • Understand the S/4HANA roadmap and map current functionality to ensure compatibility.

    SAP’s 2025 Support End of Life Date Delayed…As Predicted Here First

    • The math simply did not add up for SAP.
    • Extended support post 2027 is a mixed bag.

    3.2.6 Discover SAP cost-saving opportunities

    1-2 hours

    1. Use tab 1.5 “Current Costs” as an input for this exercise.
    2. Look for opportunities to cut SAP costs, both quick-wins and long-term strategy.
    3. Review Info-Tech’s SAP vendor management resources to understand cost-saving strategies:
    4. List cost-savings initiatives and opportunities.

    Record this information in the Get the Most Out of Your SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    Other optimization opportunities

    There are many opportunities to improve your SAP 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
    • SAP application monitoring
    • Be aware of the SAP product roadmap
    • Implement and take advantage of SAP tools and product offerings

    Phase 4

    Build Your Optimization Roadmap

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Identify Stakeholders and Build Your Optimization Team

    1.2 Build an SAP Strategy Model

    1.3 Inventory Current System State

    1.4 Define Optimization Timeframe

    1.5 Understand SAP Costs

    2.1 Assess SAP 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

    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 SAP

    Step 4.1

    4.1 Build Your Optimization Roadmap

    Activities

    4.1.1 Pick your path

    4.1.2 Pick the right SAP migration path

    4.1.3 Build a roadmap

    4.1.4 Build a visual roadmap

    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

    Choose the right path for your organization

    There are several different paths you can take to achieve your ideal future state. Make sure to pick the one that suits your needs as defined by your current state.

    The image contains a diagram to demonstrate the different paths that can be taken. The pathways are: Optimize current system, augment current system, consolidate current systems, upgrade system, and replace system.

    Explore the options for achieving your ideal future state

    CURRENT STATE

    STRATEGY

    There is significant evidence of poor user satisfaction, inefficient processes, lack of data usage, poor integrations, and little vendor management. Look for opportunities to improve the system.

    OPTIMIZE CURRENT SYSTEM

    Your existing application is, for the most part, functionally rich but may need some tweaking. Spend time and effort building and enhancing additional functionalities or consolidating and integrating interfaces.

    AUGMENT CURRENT SYSTEM

    Your ERP application portfolio consists of multiple apps serving the same functions. Consolidating applications with duplicate functionality is more cost efficient and makes integration and data sharing simpler.

    CONSOLIDATE CURRENT SYSTEMS

    The current system is reaching end of life and the software vendor offers a fit-for-use upgrade or system to which you can migrate. Prepare your migration strategy to move forward on the product roadmap.

    UPGRADE SYSTEM

    The current SAP system and future SAP roadmap are not fit for use. Vendor satisfaction is at an all-time low. Revisit your ERP strategy as you move into requirements gathering and selection.

    REPLACE SYSTEM

    Option: Optimize your current system

    Look for process, workflow, data usage, and vendor relation improvements.

    MAINTAIN CURRENT SYSTEM

    Keep the system but look for optimization opportunities.

    Your existing application portfolio satisfies both functionality and integration requirements. The processes surrounding it likely need attention, but the system should be considered for retention.

    Maintaining your current system entails adjusting current processes and/or adding new ones and involves minimal cost, time, and effort.

    INDICATORS

    POTENTIAL SOLUTIONS

    People

    • User satisfaction is in the mid-range
    • There is an opportunity to rectify problems
    • Contact vendor to inquire about employee training opportunities
    • Build a change management strategy

    Process

    • Processes are old and have not been optimized
    • There are many manual processes and workarounds
    • Low process maturity or undocumented inconsistent processes
    • Explore process reengineering and process improvement opportunities
    • Evaluate and standardize processes

    Technology

    • No major capability gaps
    • Supported for 5+ years
    • Explore opportunities outside of the core technology including workflows, integrations, and reporting

    Alternative 1: Optimize your current system

    MAINTAIN CURRENT SYSTEM

    • Keep your SAP system running
    • Invest in resolving current challenges
    • Automate manual processes where appropriate
    • Improve/modify current system
    • Evaluate current system against requirements/processes
    • Reimplement functionality

    Alternative Overview

    Initial Investment ($)

    Medium

    Risk

    Medium

    Change Management Required

    Medium

    Operating Costs ($)

    Low

    Alignment With Organizational Goals and ERP Strategy

    Medium-Low

    Key Considerations

    • Now that I know my needs, where is the current system underused?
    • Do we have specialized needs?
    • Which functions can best enable the business?

    Advantages

    • Less cost investment than upgrading or replacing the system
    • Less technology risk
    • The current system has several optimization initiatives that can be implemented
    • Familiarity with the system; IT and business users know the system well
    • Least amount of changes
    • Integrations will be able to be maintained and will mean less complexity
    • Will allow us to leverage current investments and build on our current confidence in the solution
    • Allow us to review processes and engineer some workflow and process improvements

    Disadvantages

    • The system may need some augmentation to handle some improvement areas
    • Build some items from scratch
    • Less user-friendly
    • Need to reimplement and reconfigure some modules
    • Lots of workarounds – more staff needed to support current processes
    • Increase customization (additional IT development investment)
    • System gaps would remain
    • System feels “hard” to use
    • Workarounds still needed
    • Hard to overcome “negative” experience with the current system
    • Some functional gaps will remain
    • Less system development and support from the vendor as the product ages.
    • May become a liability and risk area in the future

    For what time frame does this make sense?

    Short Term

    Medium Term

    Long Term

    Option: Augment your current system

    Use augmentation to resolve your existing technology and data pain points.

    AUGMENT CURRENT SYSTEM

    Add to the system.

    Your existing application is for the most part functionally rich but may need some tweaking. Spend time and effort enhancing your current system.

    You will be able to add functions by leveraging existing system features. Augmentation requires limited investment and less time and effort than a full system replacement.

    INDICATORS

    POTENTIAL SOLUTIONS

    Technology Pain Points

    • Lack of reporting functions
    • Lacking functional depth in key process areas
    • Add point solutions or enable modules to address missing functionality

    Data Pain Points

    • Poor data quality
    • Lack of data for processing and reporting
    • Single-source data entry
    • Add modules or augment processes to capture data

    Alternative 2: Augment current solution

    AUGMENT CURRENT SYSTEM

    Maintain core system.

    Invest in SAP modules or extended functionality.

    Add functionality with bolt-on targeted “best of breed” solutions.

    Invest in tools to make the SAP portfolio and ecosystem work better.

    Alternative Overview

    Initial Investment ($)

    High

    Risk

    High

    Change Management

    High

    Operating Costs ($)

    High

    Alignment With Organizational Goals and ERP Strategy

    High

    Key Considerations

    • Now that I know my needs, where is the current system underused?
    • Do we have specialized needs?
    • Which functions can best enable the business?

    Advantages

    • Meet specific business needs – right solution for each component
    • Well-aligned to specific business needs
    • Higher morale – best solution with improved user interface
    • Allows you to find the right solution for the unique needs of the organization
    • Allows you to incorporate a light change management strategy that can include training for the end users and IT
    • Incorporate best practice processes
    • Leverage out-of-the-box functionality

    Disadvantages

    • Multiple technological solutions
    • Lots of integrations
    • Out-of-sync upgrades
    • Extra costs – potential less negotiation leverage
    • Multiple solutions to support
    • Multiple vendors
    • Less control over upgrades – including timing (potential out of sync)
    • More training – multiple products, multiple interfaces
    • Confusion – which system to use when
    • Need more HR specialization
    • More complexity in reporting
    • More alignment with JDE E1 information

    For what time frame does this make sense?

    Short Term

    Medium Term

    Long Term

    Option: Consolidate systems

    Consolidate and integrate your current systems to address your technology and data pain points.

    CONSOLIDATE AND INTEGRATE SYSTEMS

    Get rid of one system, combine two, or connect many.

    Your ERP application portfolio consists of multiple apps serving the same functions.

    Consolidating your systems eliminates the need to manage multiple pieces of software that provide duplicate functionality. Reducing the number of ERP applications makes integration and data sharing simpler.

    INDICATORS

    POTENTIAL SOLUTIONS

    Technology Pain Points

    • Disparate and disjointed systems
    • Multiple systems supporting the same function
    • Unused software licenses
    • System consolidation
    • System and module integration
    • Assess usage and consolidate licensing

    Data Pain Points

    • Multiple versions of same data
    • Duplication of data entry in different modules or systems
    • Poor data quality
    • Centralize core records
    • Assign data ownership
    • Single-source data entry

    Alternative 3: Consolidate systems

    AUGMENT CURRENT SYSTEM

    Get rid of old disparate on-premise solutions.

    Consolidate into an up-to-date ERP solution.

    Standardize across the organization.

    Alternative Overview

    Initial Investment ($)

    High

    Risk

    Med

    Change Management

    Med

    Operating Costs ($)

    Med

    Alignment With Organizational Goals and ERP Strategy

    High

    Key Considerations

    • Now that I know my needs, where is the current system underused?
    • Do we have specialized needs?
    • Which functions can best enable the business?

    Advantages

    • Aligns the technology across the organization
    • Streamlining of processes
    • Opportunity for decreased costs
    • Easier to maintain
    • Modernizes the SAP portfolio
    • Easier to facilitate training
    • Incorporate best practice processes
    • Leverage out-of-the-box functionality

    Disadvantages

    • Unique needs of some business units may not be addressed
    • Will require change management and training
    • Deeper investment in SAP

    For what time frame does this make sense?

    Short Term

    Medium Term

    Long Term

    Option: Upgrade System

    Upgrade your system to address gaps in your existing processes and various pain points.

    REPLACE CURRENT SYSTEM

    Move to a new SAP solution

    You’re transitioning from an end-of-life legacy system. Your existing system offers poor functionality and poor integration. It would likely be more cost- and time-efficient to replace the application and its surrounding processes altogether. You are satisfied with SAP overall and want to continue to leverage your SAP relationships and investments.

    INDICATORS

    POTENTIAL SOLUTIONS

    Technology Pain Points

    • Obsolete or end-of-life technology portfolio
    • Lack of functionality and poor integration
    • Not aligned with technology direction or enterprise architecture plans
    • Evaluate the ERP technology landscape
    • Determine if you need to replace the current system with a point solution or an all-in-one solution
    • Align ERP technologies with enterprise architecture

    Data Pain Points

    • Limited capability to store and retrieve data
    • Understand your data requirements

    Process Pains

    • Insufficient tools to manage workflow
    • Review end-to-end processes
    • Assess user satisfaction

    Alternative 4: Upgrade System

    UPGRADE SYSTEM

    Upgrade your current SAP systems with SAP product replacements.

    Invest in SAP with the appropriate migration path for your organization.

    Alternative Overview

    Initial Investment ($)

    High

    Risk

    Med

    Change Management

    Med

    Operating Costs ($)

    Med

    Alignment With Organizational Goals and ERP Strategy

    High

    Key Considerations

    • Now that I know my needs, where is the current system underused?
    • Do we have specialized needs?
    • Which functions can best enable the business?

    Advantages

    • Aligns the technology across the organization
    • Opportunity for business transformation
    • Allows you to leverage your SAP and SI relationships
    • Modernizes your ERP portfolio
    • May offer you advantages around business transformation and process improvement
    • Opportunity for new hosting options
    • May offer additional opportunities for consolidation or business enablement

    Disadvantages

    • Big initiative
    • Costly
    • Adds business risk during ERP upgrade
    • May require a high amount of change management
    • Organization will have to build resources to support the replacement and ongoing support of the new product
    • Training will be required across business and IT
    • Integrations with other applications may need to be rebuilt

    For what time frame does this make sense?

    Short Term

    Medium Term

    Long Term

    Option: Replace your current system

    Replace your system to address gaps in your existing processes and various pain points.

    REPLACE CURRENT SYSTEM

    Start from scratch.

    You’re transitioning from an end-of-life legacy system. Your existing system offers poor functionality and poor integration. It would likely be more cost and time efficient to replace the application and its surrounding processes all together.

    INDICATORS

    POTENTIAL SOLUTIONS

    Technology Pain Points

    • Lack of functionality and poor integration
    • Obsolete technology
    • Not aligned with technology direction or enterprise architecture plans
    • Dissatisfaction with SAP and SI
    • Evaluate the ERP technology landscape
    • Determine if you need to replace the current system with a point solution or an all-in-one solution
    • Align ERP technologies with enterprise architecture

    Data Pain Points

    • Limited capability to store and retrieve data
    • Understand your data requirements

    Process Pains

    • Insufficient tools to manage workflow
    • Review end-to-end processes
    • Assess user satisfaction

    Alternative 5: Replace SAP with another ERP solution

    AUGMENT CURRENT SYSTEM

    Get rid of old disparate on-premises solutions.

    Consolidate into an up-to-date ERP solution.

    Standardize across the organization.

    Alternative Overview

    Initial Investment ($)

    High

    Risk

    Med

    Change Management

    Med

    Operating Costs ($)

    Med

    Alignment With Organizational Goals and ERP Strategy

    High

    Key Considerations

    • Do we have the appetite to walk away from SAP?
    • What opportunities are we looking for?
    • Are other ERP solutions better for our business?

    Advantages

    • Allows you to explore ERP options outside of SAP
    • Aligns the technology across the organization
    • Opportunity for business transformation
    • Allows you to move away from SAP
    • Modernizes your ERP portfolio
    • May offer you advantages around business transformation and process improvement
    • Opportunity for new hosting options
    • May offer additional opportunities for consolidation or business enablement

    Disadvantages

    • Big initiative
    • Costly
    • Adds business risk during ERP replacement
    • Relationships will have to be rebuilt with ERP vendor and SIs
    • May require a high amount of change management
    • Organization will have to build resources to support the replacement and ongoing support of the new product
    • Training will be required across business and IT
    • Integrations with other applications may need to be rebuilt

    For what time frame does this make sense?

    Short Term

    Medium Term

    Long Term

    Activity 4.1.1: Pick your path

    1.5 hours

    For each given path selected, identify:

    • Advantage
    • Disadvantages
    • Initial Investment ($)
    • Risk
    • Change Management
    • Operating Costs ($)
    • Alignment With ERP Objectives
    • Key Considerations
    • Timeframe

    Record this information in the Get the Most Out of Your SAP Workbook.

    The image contains a screenshot of activity 4.1.1 pick your path.

    Download the Get the Most Out of Your SAP Workbook

    Pick the right SAP migration path for your organization

    There are three S/4HANA paths you can take to achieve your ideal future state. Make sure to pick the one that suits your needs as defined by your current state and meets your overall long-term roadmap.

    The image contains a diagram of the pathways that can be take from current state to future state. The options are: BEST PRACTICE QUICK WIN
(Public Cloud), AUGMENT BEST PRACTICE (Private Cloud), OWN FULL SOLUTION (On Premise)

    SAP S/4 HANA offerings can be confusing

    The image contains a screenshot that demonstrates the SAP S/4 Offerings.

    What is the cloud, how is it deployed, and how is service provided?

    The image contains a screenshot from the National Institute of Standards and Technology that describes the Cloud Characteristics, Service Model, and Delivery Model.

    A workload-first approach will allow you to take full advantage of the cloud’s strengths

    • Under all but the most exceptional circumstances good cloud strategies will incorporate different service models. Very few organizations are “IaaS shops” or “SaaS shops,” even if they lean heavily in a one direction.
    • These different service models (including non-cloud options like colocation and on-premises infrastructure) each have different strengths. Part of your cloud strategy should involve determining which of the services makes the most sense for you.
    • Own the cloud by understanding which cloud (or non-cloud!) offering makes the most sense for you, given your unique context.

    See Info-Tech’s Define Your Cloud Vision for more information.

    Cloud service models

    • This research focuses on five key service models, each of which has its own strengths and weaknesses. Moving right from “on-prem” customers gradually give up more control over their environments to cloud service providers.
    • An entirely premises-based environment means that the customer is responsible for everything ranging from the dirt under the datacenter to application-level configurations. Conversely, in a SaaS environment, the provider is responsible for everything but those top-level application configurations.
    • A managed service provider or other third-party can manage any or of the components of the infrastructure stack. A service provider may, for example, build a SaaS solution on top of another provider’s IaaS or offer configuration assistance with a commercially available SaaS.

    Info-Tech Insight

    Not all workloads fit well in the cloud. Many environments will mix service models (e.g. SaaS for some workloads, some in IaaS, some on-premises) and this can be perfectly effective. It must be consistent and intentional, however.

    The image contains a screenshot of cloud service models: On-prem, CoLo, laaS, PaaS, and SaaS

    Option: Best Practice Quick Win

    S/4HANA Cloud, Essentials

    Updates

    4 times a year

    License Model

    Subscription

    Server Platform

    SAP

    Platform Management

    SAP only

    Pre-Set Templates (industries)

    Not allowed

    Single vs. Multi-Tenant

    Multi-client

    Maintenance ALM Tool

    SAP ALM

    New Implementation

    This is a public cloud solution for new clients adopting SAP that are mostly looking for full functionality within best practice.

    Consider a full greenfield approach. Even for mid-size existing customers looking for a best-practice overhaul.

    Functionality is kept to the core. Any specialties or unique needs would be outside the core.

    Regional localization is still being expanded and must be evaluated early if you are a global company.

    Option: Augment Best Practice

    S/4HANA Cloud, Extended Edition

    Updates

    Every 1-2 years or up to client’s schedule

    License Model

    Subscription

    Server Platform

    AZURE, AWS, Google

    Platform Management

    SAP only

    Pre-Set Templates (industries)

    Coded separately

    Single vs. Multi-Tenant

    Single tenant

    Maintenance ALM Tool

    SAP ALM or SAP Solution Manager

    New Implementation With Client Specifics

    No longer available to new customers from January 25, 2022, though available for renewals.

    Replacement is called SAP Extended Services for SAP S/4HANA Cloud, private edition.

    This offering is a grey area, and the extended offerings are being defined.

    New S/4HANA Cloud extensibility is being offered to early adopters, allowing for customization within a separate system landscape (DTP) and aiming for an SAP Central Business Configuration solution for the cloud. A way of fine-tuning to meet customer-specific needs.

    Option: Augment Best Practice (Cont.)

    S/4HANA Cloud, Private Edition

    Updates

    Every 1-5 years or up to client’s schedule

    License Model

    Subscription

    Server Platform

    AZURE, AWS, Google

    Platform Management

    SAP only

    Pre-Set Templates (industries)

    Allowed

    Single vs. Multi-Tenant

    Single tenant

    Maintenance ALM Tool

    SAP ALM or SAP Solution Manager

    New Implementation With Client Specifics

    This is a private cloud solution for existing or new customers needing more uniqueness, though still looking to adopt best practice.

    Still considered a new implementation with data migration requirements that need close attention.

    This offering is trying to move clients to the S/4HANA Cloud with close competition with the Any Premise product offering. Providing client specific scalability while allowing for standardization in the cloud and growth in the digital strategy. All customizations and ABAP functionality must be revisited or revamped to fit standardization.

    Option: Own Full Solution

    S/4HANA Any Premise

    Updates

    Client decides

    License Model

    Perpetual or subscription

    Server Platform

    AZURE, AWS, Google, partner's or own server room

    Platform Management

    Client and/or partner

    Pre-Set Templates (industries)

    Allowed

    Single vs. Multi-Tenant

    Single tenant

    Maintenance ALM Tool

    SAP Solution Manager

    Status Quo Migration to S/4HANA

    This is for clients looking for a quick transition to S/4HANA with minimal risks and without immediate changes to their operations.

    Though knowing the direction with SAP is toward its cloud solution, this may be a long costly path to getting the that end state.

    The Any Premise version carries over existing critical ABAP functionalities, and the SAP GUI can remain as the user interface.

    Activity 4.1.2 (Optional) Evaluate optimization initiatives

    1 hour

    1. If there is an opportunity to optimize the current SAP environment or prepare for the move to a new platform, continue with this step.
    2. Valuate your optimization initiatives from tab 3.2 “Optimization Initiatives.”

    Consider: relevance to achieving goals, number of users, importance to role, satisfaction with features, usability, data quality

    Value Opportunities: increase revenue, decrease costs, enhanced services, reach customers

    Additional Factors:

    • Current to Future Risk Profile
    • Number of Departments to Benefit
    • Importance to Stakeholder Relations
    • 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?"

    Prioritize

    • Relative priority
    • Determine if this will be included in your optimization roadmap
    • Decision to proceed
    • Next steps

    Record this information in the Get the Most Out of Your SAP Workbook.

    Download the Get the Most Out of Your SAP Workbook

    Activity 4.1.3 Roadmap building blocks: SAP migration

    1 hour

    Migration paths: Determine your migration path and next steps using the Activity 4.1.1 “SAP System Options.”

    1. Identify initiatives and next steps.
    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 SAP Workbook.

    Note: Your roadmap should be treated as a living document that is updated and shared with the stakeholders on a regular schedule.

    The image contains a diagram of the pathways that can be take from current state to future state. The options are: BEST PRACTICE QUICK WIN
(Public Cloud), AUGMENT BEST PRACTICE (Private Cloud), OWN FULL SOLUTION (On Premise)

    Download the Get the Most Out of Your SAP Workbook

    Activity 4.1.4 Roadmap building blocks: SAP optimization

    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 SAP Workbook.

    Note: Your roadmap should be treated as a living document that is updated and shared with the stakeholders on a regular schedule.

    The image contains a screenshot of activity 4.1.4 SAP optimization.

    Download the Get the Most Out of Your SAP Workbook

    SAP optimization roadmap

    Initiative

    Owner

    Start Date

    Completion Date

    Create final workshop deliverable

    Info-Tech

    16 September 2021

    Review final deliverable

    Workshop sponsor

    Present to executive team

    October 2021

    Build business case

    CFO, CIO, Directors

    3 weeks to build

    3-4 weeks process time

    Build an RFI for initial costings

    1-2 weeks

    Stage 1 approval for requirements gathering

    Executive committee

    Milestone

    Determine and acquire BA support for next step

    1 week

    Requirements gathering – level 2 processes

    Project team

    1 week

    Build RFP (based on informal approval)

    CFO, CIO, Directors

    4th calendar quarter 2022

    Possible completion: January 2023

    2-4 weeks

    Data strategy optimization

    The image contains a graph to demonstrate the data strategy optimization.

    Activity 4.1.5 (Optional) Build a visual SAP roadmap

    1 hour

    1. For some, a visual representation of a roadmap is easier to comprehend. Consider taking the roadmap built in 4.1.4 and creating a visual.
    2. Record this information in the Get the Most Out of Your SAP Workbook.

      The image contains a screenshot of activity 4.1.5 build a visual SAP roadmap.

    Download the Get the Most Out of Your SAP Workbook

    SAP strategy roadmap

    The image contains a screenshot of the SAP strategy roadmap.

    Implementations Partners

    • Able to consult, migrate, implement, and manage the SAP S/4HANA business suite across industries.
    • Able to transform the enterprise’s core business system to achieve the desired outcome.
    • Capable in strategic planning, building business cases, developing roadmaps, cost and time analysis, deployment model (on-prem, cloud, hybrid model), database conversion, database and operational support, and maintenance services.

    Info-Tech Insight

    It is becoming a common practice for implementation partners to engage in a two- to three-month Discovery Phase or Phase 0 to prepare an implementation roadmap. It is important to understand how this effort is tied to the overall service agreement.

    The image contains several logos of the implementation partners: Atos, Accenture, Cognizant, EY, Infosys, Tech Mahindra, LTI, Capgemini, Wipro, IBM, tos.

    Summary of Accomplishment

    Get the Most Out of Your SAP

    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 an ongoing optimization to enable business processes and optimal organizational results.

    Get the Most Out of Your SAP 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 SAP 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

    The image contains a picture of Ben Dickie.

    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.

    The image contains a picture of Scott Bickley.

    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.

    The image contains a picture of Andy Neil.

    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

    Armel, Kate. "New Article: Data-Driven Estimation, Management Lead to High Quality." QSM: Quantitative Software Management, 14 May 2013. Accessed 4 Feb. 2021.

    Enterprise Resource Planning. McKinsey, n.d. Accessed 13 Apr. 2022.

    Epizitone, Ayogeboh. Info-Tech Interview, 10 May 2021.

    Epizitone, Ayogeboh, and Oludayo O. Olugbara. “Principal Component Analysis on Morphological Variability of Critical Success Factors for Enterprise Resource Planning.” International Journal of Advanced Computer Science and Applications (IJACSA), vol. 11, no. 5, 2020. Web.

    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.

    Lichtenwalter, Jim. “A look back at 2021 and a look ahead to 2022.” ASUG, 23 Jan. 2022. Web.

    “Maximizing the Emotional Economy: Behavioral Economics." Gallup, n.d. Accessed 21 Feb. 2021.

    Mell, Peter, and Timothy Grance. “The NIST Definition of Cloud Computing.” National Institute of Standards and Technology. Sept. 2011. 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.

    “Quarterly number of SAP S/4HANA subscribers worldwide, from 2015 to 2021.” Statista, n.d. Accessed 13 Apr. 2022.

    Riley, L., C.Hanna, and M. Tucciarone. “Rightsizing SAP in these unprecedented times.” Upperedge, 19 May 2020.

    Rubin, Kenneth S. Essential Scrum: A Practical Guide to the Most Popular Agile Process. Pearson Education, 2012.

    “SAP S/4HANA Product Scorecard Report.” SoftwareReviews, n.d. Accessed 18 Apr. 2022.

    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.

    Smith, Anthony. "How To Create A Customer-Obsessed Company Like Netflix." Forbes, 12 Dec. 2017. Accessed 21 Feb. 2021.

    Create Stakeholder-Centric Architecture Governance

    • Buy Link or Shortcode: {j2store}583|cart{/j2store}
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    • Parent Category Name: Strategy & Operating Model
    • Parent Category Link: /strategy-and-operating-model
    • Traditional enterprise architecture management (EAM) caters to only 10% – the IT people, and not to the remaining 90% of the organization.
    • EAM practices do not scale well with the agile way of working and are often perceived as "bottlenecks” or “restrictors of design freedom.”
    • The organization scale does not justify a full-fledged EAM with many committees, complex processes, and detailed EA artifacts.

    Our Advice

    Critical Insight

    Architecture is a competency, not a function. Project teams, including even business managers outside of IT, can assimilate “architectural thinking.”

    Impact and Result

    Increase business value through the dissemination of architectural thinking throughout the organization. Maturing your EAM practices beyond a certain point does not help.

    Create Stakeholder-Centric Architecture Governance Research & Tools

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

    1. Start here

    Improve benefits from your enterprise architecture efforts through the dissemination of architecture thinking throughout your organization.

    • Create Stakeholder-Centric Architecture Governance Storyboard
    [infographic]

    Adding the Right Value: Building Cloud Brokerages That Enable

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    • Parent Category Name: Strategy and Organizational Design
    • Parent Category Link: /strategy-and-organizational-design

    In many cases, the answer is to develop a cloud brokerage to manage the complexity. But what should your cloud broker be delivering, and how?

    Our Advice

    Critical Insight

    • To avoid failure, you need to provide security and compliance, but basic user satisfaction means becoming a frictionless intermediary.
    • Enabling brokers provide knowledge and guidance for the best usage of cloud.
    • While GCBs fill a critical role as a control point for IT consumption, they can easily turn into a friction point for IT projects. It’s important to find the right balance between enabling compliance and providing frictionless usability.

    Impact and Result

    • Avoid disintermediation.
    • Maintain compliance.
    • Leverage economies of scale.
    • Ensure architecture discipline.

    Adding the Right Value: Building Cloud Brokerages That Enable Research & Tools

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

    1. Build a Cloud Brokerage Deck – A guide to help you start designing a cloud brokerage that delivers value beyond gatekeeping.

    Define the value, ecosystem, and metrics required to add value as a brokerage. Develop a brokerage value proposition that aligns with your audience and capabilities. Define and rationalize the ecosystem of partners and value-add activities for your brokerage. Define KPIs that allow you to maximize and balance both usability and compliance.

    • Adding the Right Value: Building Cloud Brokerages That Enable Storyboard
    [infographic]

    Further reading

    Adding the Right Value: Building Cloud Brokerages That Enable

    Considerations for implementing an institutional-focused cloud brokerage.

    Your Challenge

    Increasingly, large institutions and governments are adopting cloud-first postures for delivering IT resources. Combined with the growth of cloud offerings that are able to meet the certifications and requirements of this segment that has been driven by federal initiatives like Cloud-First in Canada and Cloud Smart in the United States, these two factors have left institutions (and the businesses that serve them) with the challenge of delivering cloud services to their users while maintaining compliance, control, and IT sanity.

    In many cases, the answer is to develop a cloud brokerage to manage the complexity. But what should your cloud broker be delivering and how?

    Navigating the Problem

    Not all cloud brokerages are the same. And while they can be an answer to cloud complexity, an ineffective brokerage can drain value and complicate operations even further. Cloud brokerages need to be designed:

    1. To deliver the right type of value to its users.
    2. To strike the balance between effective governance & security and flexibility & ease of use.

    Info-Tech’s Approach

    By defining your end goals, framing solutions based on the type of value and rigor your brokerage needs to deliver, and focusing on the right balance of security and flexibility, you can deliver a brokerage that delivers the best of all worlds.

    1. Define the brokerage value you want to deliver.
    2. Build the catalog and partner ecosystem.
    3. Understand how to maximize adoption and minimize disintermediation while maintaining architectural discipline and compliance.

    Info-Tech Insight

    Sometimes a brokerage delivery model makes sense, sometimes it doesn’t! Understanding the value addition you want your brokerage to provide before creating it allows you to not only avoid pitfalls and maximize benefits but also understand when a brokerage model does and doesn’t make sense in the first place.

    Project Overview

    Understand what value you want your brokerage to deliver

    Different institutions want brokerage delivery for different reasons. It’s important to define up front why your users need to work through a brokerage and what value that brokerage needs to deliver.

    What’s in the catalog? Is it there to consolidate and simplify billing and consumption? Or does it add value further up the technology stack or value chain? If so, how does that change the capabilities you need internally and from partners?

    Security and compliance are usually the highest priority

    Among institutions adopting cloud, a broker that can help deliver their defined security and compliance standards is an almost universal requirement. Especially in government institutions, this can mean the need to meet a high standard in both implementation and validation.

    The good news is that even if you lack the complete set of skills in-house, the high certification levels available from hyperscale providers combined with a growing ecosystem of service providers working on these platforms means you can usually find the right partner(s) to make it possible.

    The real goal: frictionless intermediation and enablement

    Ultimately, if end users can’t get what they need from you, they will go around you to get it. This challenge, which has always existed in IT, is further amplified in a cloud service world that offers users a cornucopia of options outside the brokerage. Furthermore, cloud users expect to be able to consume IT seamlessly. Without frictionless satisfaction of user demand your brokerage will become disintermediated, which risks your highest priorities of security and compliance.

    Understand the evolution: Info-Tech thought model

    While initial adoption of cloud brokerages in institutions was focused on ensuring the ability of IT to extend its traditional role as gatekeeper to the realm of cloud services, the focus has now shifted upstream to enabling ease of use and smart adoption of cloud services. This is evidenced clearly in examples like the US government’s renaming of its digital strategy from “Cloud First” to “Cloud Smart” and has been mirrored in other regions and institutions.

    Info-Tech Insights

    To avoid failure, you need to provide security and compliance.

    Basic user satisfaction means becoming a frictionless intermediary.

    Exceed expectations! Enabling brokers provide knowledge and guidance for the best usage of cloud.

    • Security & Compliance
    • Frictionless Intermediation
    • Cloud-Enabling Brokerage

    Define the role of a cloud broker

    Where do brokers fit in the cloud model?

    • NIST Definition: An entity that manages the use, performance, and delivery of cloud services and negotiates relationships between cloud providers and cloud consumers.
    • Similar to a telecom master agent, a cloud broker acts as the middle-person and end-user point of contact, consolidating the management of underlying providers.
    • A government or institutional cloud broker (GCB) is responsible for the delivery of all cloud services consumed by the departments or agencies it supports or that are mandated to use it.

    Balancing governance and agility

    Info-Tech Insight

    While GCBs fill a critical role as a control point for IT consumption, they can easily turn into a friction point for IT projects. It’s important to find the right balance between enabling compliance and providing frictionless usability.

    Model brokerage drivers and benefits

    Reduced costs: Security through standardization: Frictionless consumption: Avoid disinter-mediation; Maintain compliance; Leverage economies of scale; Ensure architecture discipline

    Maintain compliance and ensure architecture discipline: Brokerages can be an effective gating point for ensuring properly governed and managed IT consumption that meets the specific regulations and compliances required for an institution. It can also be a strong catalyst and enabler for moving to even more effective cloud consumption through automation.

    Avoid disintermediation: Especially in institutions, cloud brokers are a key tool in the fight against disintermediation – that is, end users circumventing your IT department’s procurement and governance by consuming an ad hoc cloud service.

    Leverage economies of scale: Simply put, consolidation of your cloud consumption drives effectiveness by making the most of your buying power.

    Info-Tech Insights

    Understanding the importance of each benefit type to your brokerage audience will help you define the type of brokerage you need to build and what skills and partners will be required to deliver the right value.

    The brokerage landscape

    The past ten years have seen governments and institutions evolve from basic acceptance of cloud services to the usage of cloud as the core of most IT initiatives.

    • As part of this evolution, many organizations now have well-defined standards and guidance for the implementation, procurement, and regulation of cloud services for their use.
    • Both Canada (Strategic Plan for Information Management and Information Technology) and the United States (Cloud Smart – formerly known as Cloud First) have recently updated their guidance on adoption of cloud services. The Australian Government has also recently updated its Cloud Computing Policy.
    • AWS and Azure both now claim Full FedRAMP (Federal Risk and Authorization Management Program) certification.
    • This has not only enabled easy adoption of these core hyperscale cloud service by government but also driven the proliferation of a large ecosystem of FedRAMP-authorized cloud service providers.
    • This trend started with government at the federal level but has cascaded downstream to provincial and municipal governments globally, and the same model seems likely to be adopted by other governments and other institution types over time.

    Info-Tech Insight

    The ecosystem of platforms and tools has grown significantly and examples of best practices, especially in government, are readily available. Once you’ve defined your brokerage’s value stance, the building blocks you need to deliver often don’t need to be built from scratch.

    Address the unique challenges of business-led IT in institutions

    With the business taking more accountability and management of their own technology, brokers must learn how to evolve from being gatekeepers to enablers.

    This image This lists the Cons of IT acting as a gatekeeper providing oversight, and the Pros of IT acting as an Enabler in an IT Partnership.  the Cons are: Restrict System Access; Deliver & Monitor Applications; Own Organizational Risk; Train the Business.  The Pros are: Manage Role-Based Access; Deliver & Monitor Platforms; Share Organizational Risk; Coach & Mentor the Business

    Turn brokerage pitfalls into opportunities

    The greatest risks in using a cloud broker come from its nature as a single point of distribution for service and support. Without resources (or automation) to enable scale, as well as responsive processes for supporting users in finding the right services and making those services available through the brokerage, you will lose alignment with your users’ needs, which inevitably leads to disintermediation, loss of IT control, and broken compliance

    Info-Tech Insights

    Standardization and automation are your friend when building a cloud brokerage! Sometimes this means having a flexible catalog of options and configurations, but great brokerages can deliver value by helping their users redefine and evolve their workloads to work more effectively in the cloud. This means providing guidance and facilitating the landing/transformation of users’ workloads in the cloud, the right way.

    Challenges Impact
    • Single point of failure
    • Managing capacity
    • Alignment of brokerage with underlying agencies
    • Additional layer of complexity
    • Inability to deliver service
    • Disintermediation
    • Broken security/compliance
    • Loss of cost control/purchasing power

    Validate your cloud brokerage strategy using Info-Tech’s approach

    Value Definition

    • Define your brokerage type and value addition

    Capabilities Mapping

    • Understand the partners and capabilities you need to be able to deliver

    Measuring Value

    • Define KPIs for both compliant delivery and frictionless intermediation

    Provide Cloud Excellence

    • Move from intermediation to enablement and help users land on the cloud the right way

    Define the categories for your brokerage’s benefit and value

    Depending on the type of brokerage, the value delivered may be as simple as billing consolidation, but many brokerages go much deeper in their value proposition.

    This image depicts a funnel, where the following inputs make up the Broker Value: Integration, Interface and Management Enhancement; User Identity and Risk Management/ Security & Compliance; Cost & Workload Efficiency, Service Aggregation

    Define the categories of brokerage value to add

    • Purchasing Agents save the purchaser time by researching services from different vendors and providing the customer with information about how to use cloud computing to support business goals.
    • Contract Managers may also be assigned power to negotiate contracts with cloud providers on behalf of the customer. In this scenario, the broker may distribute services across multiple vendors to achieve cost-effectiveness, while managing the technical and procurement complexity of dealing with multiple vendors.
      • The broker may provide users with an application program interface (API) and user interface (UI) that hides any complexity and allows the customer to work with their cloud services as if they were being purchased from a single vendor. This type of broker is sometimes referred to as a cloud aggregator.
    • Cloud Enablers can also provide the customer with additional services, such as managing the deduplication, encryption, and cloud data transfer and assisting with data lifecycle management and other activities.
    • Cloud Customizers integrate various underlying cloud services for customers to provide a custom offering under a white label or its own brand.
    • Cloud Agents are essentially the software version of a Contract Manager and act by automating and facilitating the distribution of work between different cloud service providers.

    Info-Tech Insights

    Remember that these categories are general guidelines! Depending on the requirements and value a brokerage needs to deliver, it may fit more than one category of broker type.

    Brokerage types and value addition

    Info-Tech Insights

    Each value addition your brokerage invests in delivering should tie to reinforcing efficiency, compliance, frictionlessness, or enablement.

    Value Addition Purchasing Agent Contract Manager Cloud Enabler Cloud Customizer Cloud Agent
    Underlying service selection

    Standard Activity

    Standard Activity Standard Activity Standard Activity Common Activity
    Support and info Standard Activity

    Common Activity

    Standard Activity Standard Activity Common Activity
    Contract lifecycle (pricing/negotiation) Standard Activity Common Activity Standard Activity
    Workload distribution (to underlying services) (aggregation) Common Activity Standard Activity Standard Activity Standard Activity
    Value-add or layered on services Standard Activity Common Activity
    Customization/integration of underlying services Standard Activity
    Automated workload distribution (i.e. software) Standard Activity

    Start by delivering value in these common brokerage service categories

    Security & Compliance

    • Reporting & Auditing
    • SIEM & SOC Services
    • Patching & Monitoring

    Cost Management

    • Right-Sizing
    • Billing Analysis
    • Anomaly Detection & Change Recommendations

    Data Management

    • Data Tiering
    • Localization Management
    • Data Warehouse/Lake Services

    Resilience & Reliability

    • Backup & Archive
    • Replication & Sync
    • DR & HA Management
    • Ransomware Prevention/Mitigation

    Cloud-Native & DevOps Enablement

    • Infrastructure as Code (IaC)
    • DevOps Tools & Processes
    • SDLC Automation Tools

    Design, Transformation, and Integration

    • CDN Integration
    • AI Tools Integration
    • SaaS Customizations

    Activity: Brokerage value design

    Who are you and who are you building this for?

    • Internal brokerage (i.e. you are a department in an organization that is tasked with providing IT resources to other internal groups)
      • No profit motivation
      • Primary goal is to maintain compliance and avoid disintermediation
    • Third-party brokerage (i.e. you are an MSP that needs to build a brokerage to provide a variety of downstream services and act as the single point of consumption for an organization)
      • Focus on value-addition to the downstream services you facilitate for your client
      • Increased requirement to quickly add new partners/services from downstream as required by your client

    What requirements and pains do you need to address?

    • Remember that in the world of cloud, users ultimately can go around IT to find the resources and tools they want to use. In short, if you don’t provide ease and value, they will get it somewhere else.
    • Assess the different types of cloud brokerages out there as a guide to what sort of value you want to deliver.

    Why are you creating a brokerage? There are several categories of driver and more than one may apply.

    • Compliance and security gating/validation
    • Cost consolidation and governance
    • Value-add or feature enhancement of raw/downstream services being consumed

    It’s important to clearly understand how best you can deliver unique value to ensure that they want to consume from you.

    This is an image of a Venn diagram between the following: Who are you trying to serve?; Why and how are you uniquely positioned to deliver?; What requirements do they have and what pain points can you help solve?.  Where all three circles overlap is the Brokerage Value Proposition.

    Understand the ecosystem you’ll require to deliver value

    GCB

    • Enabling Effectiveness
    • Cost Governance
    • Adoption and User Satisfaction
    • Security & Compliance

    Whatever value proposition and associated services your brokerage has defined, either internal resources or additional partners will be required to run the platform and processes you want to offer on top of the defined base cloud platforms.

    Info-Tech Insights

    Remember to always align your value adds and activities to the four key themes:

    • Efficiency
    • Compliance
    • Frictionlessness
    • Cloud Enablement

    Delivering value may require an ecosystem

    The additional value your broker delivers will depend on the tools and services you can layer on top of the base cloud platform(s) you support.

    In many cases, you may require different partners to fulfil similar functions across different base platforms. Although this increases complexity for the brokerage, it’s also a place where additional value can be delivered to end users by your role as a frictionless intermediary.

    Base Partner/Platform

    • Third-party software & platforms
    • Third-party automations & integrations
    • Third-party service partners
    • Internal value-add functions

    Build the ecosystem you need for your value proposition

    Leverage partners and automation to bake compliance in.

    Different value-add types (based on the category/categories of broker you’re targeting) require different additional platforms and partners to augment the base cloud service you’re brokering.

    Security & Config

    • IaC Tools
    • Cloud Resource Configuration Validation
    • Templating Tools
    • Security Platforms
    • SDN and Networking Platforms
    • Resilience (Backup/Replication/DR/HA) Platforms
    • Data & Storage Management
    • Compliance and Validation Platforms & Partners

    Cost Management

    • Subscription Hierarchy Management
    • Showback and Chargeback Logic
    • Cost Dashboarding and Thresholding
    • Governance and Intervention

    Adoption & User Satisfaction

    • Service Delivery SLAs
    • Support Process & Tools
    • Capacity/Availability Management
    • Portal Usability/UX

    Speed of Evolution

    • Partner and Catalog/Service Additions
    • Broker Catalog Roadmapping
    • User Request Capture (new services)
    • User Request Capture (exceptions)

    Build your features and services lists

    Incorporate your end user, business, and IT perspectives in defining the list of mandatory and desired features of your target solution.

    See our Implement a Proactive and Consistent Vendor Selection Process blueprint for information on procurement practices, including RFP templates.

    End User

    • Visual, drag-and-drop models to define data models, business logic, and user interfaces
    • One-click deployment
    • Self-healing application
    • Vendor-managed infrastructure
    • Active community and marketplace
    • Prebuilt templates and libraries
    • Optical character recognition and natural language processing

    Business

    • Audit and change logs
    • Theme and template builder
    • Template management
    • Knowledgebase and document management
    • Role-based access
    • Business value, operational costs, and other KPI monitoring
    • Regulatory compliance
    • Consistent design and user experience across applications
    • Business workflow automation

    IT

    • Application and system performance monitoring
    • Versioning and code management
    • Automatic application and system refactoring and recovery
    • Exception and error handling
    • Scalability (e.g. load balancing) and infrastructure management
    • Real-time debugging
    • Testing capabilities
    • Security management
    • Application integration management

    Understand the stakeholders

    Hyperscale Platform/Base Platform: Security; Compliance and Validation;Portal/Front-End; Cost Governance; Broker Value Add(s)

    Depending on the value-add(s) you are trying to deliver, as well as the requirements from your institution(s), you will have a different delineation of responsibilities for each of the value-add dimensions. Typically, there will be at least three stakeholders whose role needs to be considered for each dimension:

    • Base Cloud Provider
    • Third-Party Platforms/Service Providers
    • Internal Resources

    Info-Tech Insights

    It’s important to remember that the ecosystem of third-party options available to you in each case will likely be dependent on if a given partner operates or supports your chosen base provider.

    Define the value added by each stakeholder in your value chain

    Value Addition Cost Governance Security & Compliance Adoption and User Satisfaction New Service Addition Speed End-User Cloud Effectiveness
    Base platform(s)
    Third party
    Internal

    A basic table of the stakeholders and platforms involved in your value stream is a critical tool for aligning activities and partners with brokerage value.

    Remember to tie each value-add category you’re embarking on to at least one of the key themes!

    Cost Governance → Efficiency

    Security & Compliance → Compliance

    Adoption & User Satisfaction → Frictionlessness

    New Service Addition Responsiveness → Frictionlessness, Enablement

    End-User Cloud Effectiveness → Enablement

    Info-Tech Insights

    The expectations for how applications are consumed and what a user experience should look like is increasingly being guided by the business and by the disintermediating power of the cloud-app ecosystem.

    “Enabling brokers” help embrace business-led IT

    In environments where compliance and security are a must, the challenges of handing off application management to the business are even more complex. Great brokers learn to act not just as a gatekeeper but an enabler of business-led IT.

    Business Empowerment

    Organizations are looking to enhance their Agile and BizDevOps practices by shifting traditional IT practices left and toward the business.

    Changing Business Needs

    Organizational priorities are constantly changing. Cost reduction opportunities and competitive advantages are lost because of delayed delivery of features.

    Low Barrier to Entry

    Low- and no-code development tools, full-stack solutions, and plug-and-play architectures allow non-technical users to easily build and implement applications without significant internal technical support or expertise.

    Democratization of IT

    A wide range of digital applications, services, and information are readily available and continuously updated through vendor and public marketplaces and open-source communities.

    Technology-Savvy Business

    The business is motivated to learn more about the technology they use so that they can better integrate it into their processes.

    Balance usability and compliance: accelerate cloud effectiveness

    Move to being an accelerator and an enabler! Rather than creating an additional layer of complexity, we can use the abstraction of a cloud brokerage to bring a wide variety of value-adds and partners into the ecosystem without increasing complexity for end users.

    Manage the user experience

    • Your portal is a great source of data for optimizing user adoption and satisfaction.
    • Understand the KPIs that matter to your clients or client groups from both a technical and a service perspective.

    Be proactive and responsive in meeting changing needs

    • Determine dashboard consumption by partner view.
    • Regularly review and address the gaps in your catalog.
    • Provide an easy mechanism for adding user-demanded services.

    Think like a service provider

    • You do need to be able to communicate and even market internally new services and capabilities as you add them or people won't know to come to you to use them.
    • It's also critical in helping people move along the path to enablement and knowing what might be possible that they hadn't considered.

    Provide cloud excellence functions

    Enablement Broker

    • Mentorship & Training
      • Build the skills, knowledge, and experiences of application owners and managers with internal and external expertise.
    • Organizational Change Leadership
      • Facilitate cultural, governance, and other organizational changes through strong relationships with business and IT leadership.
    • Good Delivery Practices & Thinking
      • Develop, share, and maintain a toolkit of good software development lifecycle (SDLC) practices and techniques.
    • Knowledge Sharing
      • Centralize a knowledgebase of up-to-date and accurate documentation and develop community forums to facilitate knowledge transfer.
    • Technology Governance & Leadership
      • Implement the organizational standards, policies, and rules for all applications and platforms and coordinate growth and sprawl.
    • Shared Services & Integrations
      • Provide critical services and integrations to support end users with internal resources or approved third-party providers and partners.

    Gauge value with the right metrics

    Focus your effort on measuring key metrics.

    Category

    Purpose

    Examples

    Business Value – The amount of value and benefits delivered. Justify the investment and impact of the brokerage and its optimization to business operations. ROI, user productivity, end-user satisfaction, business operational costs, error rate
    Application Quality – Satisfaction of application quality standards. Evaluate organizational effort to address and maximize user satisfaction and adoption rates. Adoption rate, usage friction metrics, user satisfaction metrics
    Delivery Effectiveness – The delivery efficiency of changes. Enable members to increase their speed to effective deployment, operation, and innovation on cloud platforms. Speed of deployment, landing/migration success metrics

    Determine measures that demonstrate the value of your brokerage by aligning it with your quality definition, value drivers, and users’ goals and objectives. Recognize that your journey will require constant monitoring and refinement to adjust to situations that may arise as you adopt new products, standards, strategies, tactics, processes, and tools.

    Activity Output

    Ultimately, the goal is designing a brokerage that can evolve from gatekeeping to frictionless intermediation to cloud enablement.

    Maintain focus on the value proposition, your brokerage ecosystem, and the metrics that represent enablement for your users and avoid pitfalls and challenges from the beginning.

    Activity: Define your brokerage type and value addition; Understand the partners and capabilities you need to be able to deliver; Define KPIs for both delivery (compliance) and adoption (frictionlessness); Output: GCB Strategy Plan; Addresses: Why and when you should build a GCB; How to avoid pitfalls; How to maximize benefits; How to maximize responsiveness and user satisfaction; How to roadmap and add services with agility.

    Appendix

    Related blueprints and tools

    Document Your Cloud Strategy

    This blueprint covers aligning your value proposition with general cloud requirements.

    Define Your Digital Business Strategy

    Phase 1 of this research covers identifying value chains to be transformed.

    Embrace Business-Managed Applications

    Phase 1 of this research covers understanding the business-managed applications as a factor in developing a frictionless intermediary model.

    Implement a Proactive and Consistent Vendor Selection Process

    This blueprint provides information on partner selection and procurement practices, including RFP templates.

    Bibliography

    “3 Types of Cloud Brokers That Can Save the Cloud.” Cloud Computing Topics, n.d. Web.

    Australian Government Cloud Computing Policy. Government of Australia, October 2014. Web.

    “Cloud Smart Policy Overview.” CIO.gov, n.d. Web.

    “From Cloud First to Cloud Smart.” CIO.gov, n.d. Web.

    Gardner, Dana. “Cloud brokering: Building a cloud of clouds.” ZDNet, 22 April 2011. Web.

    Narcisi, Gina. “Cloud, Next-Gen Services Help Master Agents Grow Quickly And Beat 'The Squeeze' “As Connectivity Commissions Decline.” CRN, 14 June 2017. Web.

    Smith, Spencer. “Asigra calls out the perils of cloud brokerage model.” TechTarget, 28 June 2019. Web.

    Tan, Aaron. “Australia issues new cloud computing guidelines.” TechTarget, 27 July 2020. Web.

    The European Commission Cloud Strategy. ec.europa.eu, 16 May 2019. Web.

    “TrustRadius Review: Cloud Brokers 2022.” TrustRadius, 2022. Web.

    Yedlin, Debbie. “Pros and Cons of Using a Cloud Broker.” Technology & Business Integrators, 17 April 2015. Web.

    Cut Cost Through Effective IT Category Planning

    • Buy Link or Shortcode: {j2store}213|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: Vendor Management
    • Parent Category Link: /vendor-management
    • IT departments typically approach sourcing a new vendor or negotiating a contract renewal as an ad hoc event.
    • There is a lack of understanding on how category planning governance can save money.
    • IT vendor “go to market” or sourcing activities are typically not planned and are a reaction to internal client demands or vendor contract expiration.

    Our Advice

    Critical Insight

    • Lack of knowledge of the benefits and features of category management, including the perception that the sourcing process takes too long, are two of the most common challenges that prevent IT from category planning.
    • Other challenges include the traditional view of contract renegotiation and vendor acquisition as a transactional event vs. an ongoing strategic process.
    • Finally, allocating resources and time to collect the data, vendor information, and marketing analysis prevents us from creating category plans.

    Impact and Result

    • An IT category plan establishes a consistent and proactive methodology or process to sourcing activities such as request for information (RFI), request for proposals, (RFPs), and direct negotiations with a specific vendor or“targeted negotiations” such as renewals.
    • The goal of an IT category plan is to leverage a strategic approach to vendor selection while identify cost optimizing opportunities that are aligned with IT strategy and budget objectives.

    Cut Cost Through Effective IT Category Planning Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should create an IT category plan to reduce your IT cost, 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. Create an IT category plan

    Use our three-step approach of Organize, Design, and Execute an IT Category Plan to get the most out of your IT budget while proactively planning your vendor negotiations.

    • IT Category Plan
    • IT Category Plan Metrics
    • IT Category Plan Review Presentation
    [infographic]

    Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program

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    • member rating average dollars saved: N/A
    • member rating average days saved: N/A
    • Parent Category Name: Performance Measurement
    • Parent Category Link: /performance-measurement
    • According to Info-Tech research, 74% of our clients feel that IT quality management is an important process, however, only 15% said they actually had effective quality management.
    • IT is required to deliver high quality projects and services, but if CIOs are ineffective at quality management, how can IT deliver?
    • Rather than disturb the status quo with holistic quality initiatives, heads of IT leave quality in the hands of process owners, functional areas, and other segmented facets of the department.
    • CIOs are facing greater pressures to be innovative, agile, and cost-effective, but cannot do so without stable operations, an accountable staff base, and business support; all of which are achieved by high IT quality.

    Our Advice

    Critical Insight

    • Quality management needs more attention that it’s typically getting. It’s not going to happen randomly; you must take action to see results.
    • Quality must be holistic. Centralized accountability will align inconsistencies in quality and refocus IT towards a common goal.
    • Accountability is the key to quality. Clearly defined roles and responsibilities will put your staff on the hook for quality outcomes.

    Impact and Result

    • Shift your mindset to the positive implications of high quality. Info-Tech’s quality management methodology will promote innovation, agility, lower costs, and improved operations.
    • We will help you develop a fully functional quality management program in four easy steps:
      • Position your program as a group to encourage buy-in and unite IT around a common quality vision. Enact a center of excellence to build, support, and monitor the program.
      • Build flexible program requirements that will be adapted for a fit-to-purpose solution.
      • Implement the program using change management techniques to alleviate challenges and improve adoption.
      • Operate the program with a focus on continual improvement to ensure that your IT department continues to deliver high quality projects and services as stakeholder needs change.

    Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program Research & Tools

    Start here – read the Executive Brief

    Understand why Info-Tech’s unique approach to quality management can fix a variety of IT issues and understand the four ways we can support you in building a quality management program designed just for you.

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

    1. Position the program

    Hold a positioning working session to focus the program around business needs, create solid targets, and create quality champions to get the job done.

    • Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program – Phase 1: Position the Quality Program
    • Quality Management Program Charter
    • Quality Management Capability Assessment and Planning Tool
    • Quality Management Roadmap

    2. Build the program

    Build program requirements and design standard templates that will unite IT quality.

    • Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program – Phase 2: Build a Quality Program
    • Quality Management Quality Plan Template
    • Quality Management Review Template
    • Quality Management Dashboard Template

    3. Implement the program

    Evaluate the readiness of the department for change and launch the program at the right time and in the right way to transform IT quality.

    • Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program – Phase 3: Implement the Quality Program
    • Quality Management Communication Plan Template
    • Quality Management Readiness Assessment Template

    4. Operate the program

    Facilitate the success of key IT practice areas by operating the Center of Excellence to support the key IT practice areas’ quality initiatives.

    • Drive Efficiency and Agility with a Fit-for-Purpose Quality Management Program – Phase 4: Operate the Quality Program
    • Quality Management User Satisfaction Survey
    • Quality Management Practice Area Assessment and Planning Tool
    • Quality Management Capability Improvement Plan
    [infographic]

    Workshop: Drive Efficiency and Agility with a Fit-for-Purpose Quality Management 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 Position Your Program

    The Purpose

    Create a quality center of excellence to lead and support quality initiatives.

    Position your quality program to meet the needs of your business.

    Develop clear targets and create a roadmap to achieve your vision. 

    Key Benefits Achieved

    Defined Center of Excellence roles & responsibilities.

    A firm vision for your program with clearly outlined targets.

    A plan for improvements to show dedication to the program and create accountability. 

    Activities

    1.1 Identify current quality maturity.

    1.2 Craft vision and mission.

    1.3 Define scope.

    1.4 Determine goals and objectives.

    1.5 Specify metrics and critical success factors.

    1.6 Develop quality principles.

    1.7 Create action plan.

    Outputs

    Completed Maturity Assessment

    Completed Project Charter

    Completed Quality Roadmap

    2 Build Your Program

    The Purpose

    Build the requirements for the quality program, including outputs for quality planning, quality assurance, quality control, and quality improvement.

    Key Benefits Achieved

    Defined standards for the quality program.

    General templates to be used to unify quality throughout IT. 

    Activities

    2.1 Define quality policy, procedures, and guidelines.

    2.2 Define your standard Quality Plan.

    2.3 Define your standard Quality Review Document.

    2.4 Develop your Standard Quality Management Dashboard.

    Outputs

    Quality Policy

    Standard Quality Plan Template

    Standard Quality Review Template

    Standard Quality Dashboard

    3 Implement Your Program

    The Purpose

    Launch the program and begin quality improvement.

    Key Benefits Achieved

    Perform a readiness assessment to ensure your organization is ready to launch its quality program.

    Create a communication plan to ensure constant and consistent communication throughout implementation. 

    Activities

    3.1 Assess organizational readiness.

    3.2 Create a communication plan.

    Outputs

    Completed Readiness Assessment

    Completed Communication Plan

    4 Operate Your Program

    The Purpose

    Have the Center of Excellence facilitate the roll-out of the quality program in your key practice areas.

    Initiate ongoing monitoring and reporting processes to enable continuous improvement.  

    Key Benefits Achieved

    Quality plans for each practice area aligned with the overall quality program.

    Periodic quality reviews to ensure plans are being acted upon.

    Methodology for implementing corrective measures to ensure quality expectations are met.

    Activities

    4.1 Perform a quality management satisfaction survey.

    4.2 Complete a practice area assessment.

    4.3 Facilitate the creation of practice area quality plans.

    4.4 Populate quality dashboards.

    4.5 Perform quality review(s).

    4.6 Address issues with corrective and preventative measures.

    4.7 Devise a plan for improvement.

    4.8 Report on quality outcomes.

    Outputs

    Completed Satisfaction Surveys

    Practice Area Assessments

    Quality Plans (for each practice area)

    Quality Reviews (for each practice area)

    Quality Improvement Plan

    Develop and Implement a Security Incident Management Program

    • Buy Link or Shortcode: {j2store}316|cart{/j2store}
    • member rating overall impact: 9.2/10 Overall Impact
    • member rating average dollars saved: $105,346 Average $ Saved
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    • Parent Category Name: Threat Intelligence & Incident Response
    • Parent Category Link: /threat-intelligence-incident-response
    • Tracked incidents are often classified into ready-made responses that are not necessarily applicable to the organization. With so many classifications, tracking becomes inefficient and indigestible, allowing major incidents to fall through the cracks.
    • Outcomes of incident response tactics are not formally tracked or communicated, resulting in a lack of comprehensive understanding of trends and patterns regarding incidents, leading to being re-victimized by the same vector.
    • Having a formal incident response document to meet compliance requirements is not useful if no one is adhering to it.

    Our Advice

    Critical Insight

    • You will experience incidents. Don’t rely on ready-made responses. They’re too broad and easy to ignore. Save your organization response time and confusion by developing your own specific incident use cases.
    • Analyze, track, and review results of incident response regularly. Without a comprehensive understanding of incident trends and patterns, you can be re-victimized by the same attack vector.
    • Establish communication processes and channels well in advance of a crisis. Don’t wait until a state of panic. Collaborate and exchange information with other organizations to stay ahead of incoming threats.

    Impact and Result

    • Effective and efficient management of incidents involves a formal process of preparation, detection, analysis, containment, eradication, recovery, and post-incident activities.
    • This blueprint will walk through the steps of developing a scalable and systematic incident response program relevant to your organization.

    Develop and Implement a Security Incident Management Program Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop and implement a security incident management 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. Prepare

    Equip your organization for incident response with formal documentation of policies and processes.

    • Develop and Implement a Security Incident Management Program – Phase 1: Prepare
    • Security Incident Management Maturity Checklist ‒ Preliminary
    • Information Security Requirements Gathering Tool
    • Incident Response Maturity Assessment Tool
    • Security Incident Management Charter Template
    • Security Incident Management Policy Template
    • Security Incident Management RACI Tool

    2. Operate

    Act with efficiency and effectiveness as new incidents are handled.

    • Develop and Implement a Security Incident Management Program – Phase 2: Operate
    • Security Incident Management Plan
    • Security Incident Runbook Prioritization Tool
    • Security Incident Management Runbook: Credential Compromise
    • Security Incident Management Workflow: Credential Compromise (Visio)
    • Security Incident Management Workflow: Credential Compromise (PDF)
    • Security Incident Management Runbook: Distributed Denial of Service
    • Security Incident Management Workflow: Distributed Denial of Service (Visio)
    • Security Incident Management Workflow: Distributed Denial of Service (PDF)
    • Security Incident Management Runbook: Malware
    • Security Incident Management Workflow: Malware (Visio)
    • Security Incident Management Workflow: Malware (PDF)
    • Security Incident Management Runbook: Malicious Email
    • Security Incident Management Workflow: Malicious Email (Visio)
    • Security Incident Management Workflow: Malicious Email (PDF)
    • Security Incident Management Runbook: Ransomware
    • Security Incident Management Workflow: Ransomware (Visio)
    • Security Incident Management Workflow: Ransomware (PDF)
    • Security Incident Management Runbook: Data Breach
    • Security Incident Management Workflow: Data Breach (Visio)
    • Security Incident Management Workflow: Data Breach (PDF)
    • Data Breach Reporting Requirements Summary
    • Security Incident Management Runbook: Third-Party Incident
    • Security Incident Management Workflow: Third-Party Incident (Visio)
    • Security Incident Management Workflow: Third-Party Incident (PDF)
    • Security Incident Management Runbook: Blank Template

    3. Maintain and optimize

    Manage and improve the incident management process by tracking metrics, testing capabilities, and leveraging best practices.

    • Develop and Implement a Security Incident Management Program – Phase 3: Maintain and Optimize
    • Security Incident Metrics Tool
    • Post-Incident Review Questions Tracking Tool
    • Root-Cause Analysis Template
    • Security Incident Report Template
    [infographic]

    Workshop: Develop and Implement a Security Incident Management 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 Prepare Your Incident Response Program

    The Purpose

    Understand the purpose of incident response.

    Formalize the program.

    Identify key players and escalation points.

    Key Benefits Achieved

    Common understanding of the importance of incident response.

    Various business units becoming aware of their roles in the incident management program.

    Formalized documentation.

    Activities

    1.1 Assess the current process, obligations, scope, and boundaries of the incident management program.

    1.2 Identify key players for the response team and for escalation points.

    1.3 Formalize documentation.

    1.4 Prioritize incidents requiring preparation.

    Outputs

    Understanding of the incident landscape

    An identified incident response team

    A security incident management charter

    A security incident management policy

    A list of top-priority incidents

    A general security incident management plan

    A security incident response RACI chart

    2 Develop Incident-Specific Runbooks

    The Purpose

    Document the clear response procedures for top-priority incidents.

    Key Benefits Achieved

    As incidents occur, clear response procedures are documented for efficient and effective recovery.

    Activities

    2.1 For each top-priority incident, document the workflow from detection through analysis, containment, eradication, recovery, and post-incident analysis.

    Outputs

    Up to five incident-specific runbooks

    3 Maintain and Optimize the Program

    The Purpose

    Ensure the response procedures are realistic and effective.

    Identify key metrics to measure the success of the program.

    Key Benefits Achieved

    Real-time run-through of security incidents to ensure roles and responsibilities are known.

    Understanding of how to measure the success of the program.

    Activities

    3.1 Limited scope tabletop exercise.

    3.2 Discuss key metrics.

    Outputs

    Completed tabletop exercise

    Key success metrics identified

    Further reading

    Develop and Implement a Security Incident Management Program

    Create a scalable incident response program without breaking the bank.

    ANALYST PERSPECTIVE

    Security incidents are going to happen whether you’re prepared or not. Ransomware and data breaches are just a few top-of-mind threats that all organizations deal with. Taking time upfront to formalize response plans can save you significantly more time and effort down the road. When an incident strikes, don’t waste time deciding how to remediate. Rather, proactively identify your response team, optimize your response procedures, and track metrics so you can be prepared to jump to action.

    Céline Gravelines,
    Senior Research Analyst
    Security, Risk & Compliance Info-Tech Research Group

    Picture of Céline Gravelines

    Céline Gravelines,
    Senior Research Analyst
    Security, Risk & Compliance Info-Tech Research Group

    Our understanding of the problem

    This Research is Designed For

    • A CISO who is dealing with the following:
      • Inefficient use of time and money when retroactively responding to incidents, negatively affecting business revenue and workflow.
      • Resistance from management to adequately develop a formal incident response plan.
      • Lack of closure of incidents, resulting in being re-victimized by the same vector.

    This Research Will Help You

    • Develop a consistent, scalable, and usable incident response program that is not resource intensive.
    • Track and communicate incident response in a formal manner.
    • Reduce the overall impact of incidents over time.
    • Learn from past incidents to improve future response processes.

    This Research Will Also Assist

    • Business stakeholders who are responsible for the following:
    • Improving workflow and managing operations in the event of security incidents to reduce any adverse business impacts.
    • Ensuring that incident response compliance requirements are being adhered to.

    This Research Will Help Them

    • Efficiently allocate resources to improve incident response in terms of incident frequency, response time, and cost.
    • Effectively communicate expectations and responsibilities to users.

    Executive Summary

    Situation

    • Security incidents are inevitable, but how they’re dealt with can make or break an organization. Poor incident response negatively affects business practices, including workflow, revenue generation, and public image.
    • The incident response of most organizations is ad hoc at best. A formal management plan is rarely developed or adhered to, resulting in ineffective firefighting responses and inefficient allocation of resources.

    Complication

    • Tracked incidents are often classified into ready-made responses that are not necessarily applicable to the organization. With so many classifications, tracking becomes inefficient and indigestible, allowing major incidents to fall through the cracks.
    • Outcomes of incident response tactics are not formally tracked or communicated, resulting in a lack of comprehensive understanding of trends and patterns regarding incidents, leading to being revictimized by the same vector.
    • Having a formal incident response document to meet compliance requirements is not useful if no one is adhering to it.

    Resolution

    • Effective and efficient management of incidents involves a formal process of preparation, detection, analysis, containment, eradication, recovery, and post-incident activities.
    • This blueprint will walk through the steps of developing a scalable and systematic incident response program relevant to your organization.

    Info-Tech Insight

    • You will experience incidents. Don’t rely on ready-made responses. They’re too broad and easy to ignore. Save your organization response time and confusion by developing your own specific incident use cases.
    • Analyze, track, and review results of incident response regularly. Without a comprehensive understanding of incident trends and patterns, you can be re-victimized by the same attack vector.
    • Establish communication processes and channels well in advance of a crisis. Don’t wait until a state of panic. Collaborate and exchange information with other organizations to stay ahead of incoming threats.

    Data breaches are resulting in major costs across industries

    Per capita cost by industry classification of benchmarked companies (measured in USD)

    This is a bar graph showing the per capita cost by industry classification of benchmarked companies(measured in USD). the companies are, in decreasing order of cost: Health; Financial; Services; Pharmaceutical; Technology; Energy; Education; Industrial; Entertainment; Consumer; Media; Transportation; Hospitality; Retail; Research; Public

    Average data breach costs per compromised record hit an all-time high of $148 (in 2018).
    (Source: IBM, “2018 Cost of Data Breach Study)”

    % of systems impacted by a data breach
    1%
    No Impact
    19%
    1-10% impacted
    41%
    11-30% impacted
    24%
    31-50% impacted
    15%
    > 50% impacted
    % of customers lost from a data breach
    61% Lost
    < 20%
    21% Lost 20-40% 8% Lost
    40-60%
    6% Lost
    60-80%
    4% Lost
    80-100%
    % of customers lost from a data breach
    58% Lost
    <20%
    25% Lost
    20-40%
    9% Lost
    40-60%
    5% Lost
    60-80%
    4% Lost
    80-100%

    Source: Cisco, “Cisco 2017 Annual Cybersecurity Report”

    Defining what is security incident management

    IT Incident

    Any event not a part of the standard operation of a service which causes, or may cause, the interruption to, or a reduction in, the quality of that service.

    Security Event:

    A security event is anything that happens that could potentially have information security implications.

    • A spam email is a security event because it may contain links to malware.
    • Organizations may be hit with thousands or perhaps millions of identifiable security events each day.
    • These are typically handled by automated tools or are simply logged.

    Security Incident:

    A security incident is a security event that results in damage such as lost data.

    • Incidents can also include events that don't involve damage but are viable risks.
    • For example, an employee clicking on a link in a spam email that made it through filters may be viewed as an incident.

    It’s not a matter of if you have a security incident, but when

    The increasing complexity and prevalence of threats have finally caught the attention of corporate leaders. Prepare for the inevitable with an incident response program.

    1. A formalized incident response program reduced the average cost of a data breach (per capita) from $148 to $134, while third-party involvement increased costs by $13.40.
    2. US organizations lost an average of $7.91 million per data breach as a result of increased customer attrition and diminished goodwill. Canada and the UK follow suit at $1.57 and $1.39 million, respectively.
    3. 73% of breaches are perpetrated by outsiders, 50% are the work of criminal groups, and 28% involve internal actors.
    4. 55% of companies have to manage fallout, such as reputational damage after a data breach.
    5. The average cost of a data breach increases by $1 million if left undetected for > 100 days.

    (Sources: IBM, “2018 Cost of Data Breach Study”; Verizon, “2017 Data Breach Investigations Report”; Cisco, “Cisco 2018 Annual Cybersecurity Report”)

    Threat Actor Examples

    The proliferation of hacking techniques and commoditization of hacking tools has enabled more people to become threat actors. Examples include:
    • Organized Crime Groups
    • Lone Cyber Criminals
    • Competitors
    • Nation States
    • Hacktivists
    • Terrorists
    • Former Employees
    • Domestic Intelligence Services
    • Current Employees (malicious and accidental)

    Benefits of an incident management program

    Effective incident management will help you do the following:

    Improve efficacy
    Develop structured processes to increase process consistency across the incident response team and the program as a whole. Expose operational weak points and transition teams from firefighting to innovating.

    Improve threat detection, prevention, analysis, and response
    Enhance your pressure posture through a structured and intelligence-driven incident handling and remediation framework.

    Improve visibility and information sharing
    Promote both internal and external information sharing to enable good decision making.

    Create and clarify accountability and responsibility
    Establish a clear level of accountability throughout the incident response program, and ensure role responsibility for all tasks and processes involved in service delivery.

    Control security costs
    Effective incident management operations will provide visibility into your remediation processes, enabling cost savings from misdiagnosed issues and incident reduction.

    Identify opportunities for continuous improvement
    Increase visibility into current performance levels and accurately identify opportunities for continuous improvement with a holistic measurement program.

    Impact

    Short term:
    • Streamlined security incident management program.
    • Formalized and structured response process.
    • Comprehensive list of operational gaps and initiatives.
    • Detailed response runbooks that predefine necessary operational protocol.
    • Compliance and audit adherence.
    Long term:
    • Reduced incident costs and remediation time.
    • Increased operational collaboration between prevention, detection, analysis, and response efforts.
    • Enhanced security pressure posture.
    • Improved communication with executives about relevant security risks to the business.
    • Preserved reputation and brand equity.

    Incident management is essential for organizations of any size

    Your incidents may differ, but a standard response ensures practical security.

    Certain regulations and laws require incident response to be a mandatory process in organizations.

    Compliance Standard Examples Description
    Federal Information Security Modernization Act (FISMA)
    • Organizations must have “procedures for detecting, reporting, and responding to security incidents” (2002).
    • They must also “inform operators of agency information systems about current and potential information security threats and vulnerabilities.”
    Federal Information Processing Standards (FIPS)
    • “Organizations must: (i) establish an operational incident handling capability for organizational information systems that includes adequate preparation, detection, analysis, containment, recovery, and user response activities.”
    Payment Card Industry Data Security Standard (PCI DSS v3)
    • 12.5.3: “Establish, document, and distribute security incident response and escalation procedures to ensure timely and effective handling of all situations.”
    Health Insurance Portability and Accountability Act (HIPAA)
    • 164.308: Response and Reporting – “Identify and respond to suspected or known security incidents; mitigate, to the extent practicable, harmful effects of security incidents that are known to the covered entity; and document security incidents and their outcomes.”

    Security incident management is applicable to all verticals

    Examples:
    • Finance
    • Insurance
    • Healthcare
    • Public administration
    • Education services
    • Professional services
    • Scientific and technical services

    Maintain a holistic security operations program

    Legacy security operations centers (SOCs) fail to address gaps between data sources, network controls, and human capital. There is limited visibility and collaboration between departments, resulting in siloed decisions that do not support the best interests of the organization.

    Security operations is part of what Info-Tech calls a threat collaboration environment, where members must actively collaborate to address cyberthreats affecting the organization’s brand, business operation, and technology infrastructure on a daily basis.

    Prevent: Defense in depth is the best approach to protect against unknown and unpredictable attacks. Diligent patching and vulnerability management, endpoint protection, and strong human-centric security (amongst other tactics) are essential. Detect: There are two types of companies – those who have been breached and know it, and those who have been breached and don’t know it. Ensure that monitoring, logging, and event detection tools are in place and appropriate to your organizational needs.
    Analyze: Raw data without interpretation cannot improve security and is a waste of time, money, and effort. Establish a tiered operational process that not only enriches data but also provides visibility into your threat landscape. Respond: Organizations can’t rely on an ad hoc response anymore – don’t wait until a state of panic. Formalize your response processes in a detailed incident runbook to reduce incident remediation time and effort.

    Info-Tech’s incident response blueprint is one of four security operations initiatives

    Design and Implement a Vulnerability Management Program Vulnerability Management
    Vulnerability management revolves around the identification, prioritization, and remediation of vulnerabilities. Vulnerability management teams hunt to identify which vulnerabilities need patching and remediating.
    • Vulnerability Tracking Tool
    • Vulnerability Scanning Tool RFP Template
    • Penetration Test RFP Template
    • Vulnerability Mitigation Process Template
    Integrate Threat Intelligence Into Your Security Operations Vulnerability Management
    Vulnerability management revolves around the identification, prioritization, and remediation of vulnerabilities. Vulnerability management teams hunt to identify which vulnerabilities need patching and remediating.
    • Threat Intelligence Maturity Assessment Tool
    • Threat Intelligence RACI Tool
    • Threat Intelligence Management Plan Template
    • Threat Intelligence Policy Template
    • Threat Intelligence Alert Template
    • Threat Intelligence Alert and Briefing Cadence Schedule Template
    Develop Foundational Security Operations Processes Operations
    Security operations include the real-time monitoring and analysis of events based on the correlation of internal and external data sources. This also includes incident escalation based on impact. These analysts are constantly tuning and tweaking rules and reporting thresholds to further help identify which indicators are most impactful during the analysis phase of operations.
    • Security Operations Maturity Assessment Tool
    • Security Operations Event Prioritization Tool
    • Security Operations Efficiency Calculator
    • Security Operations Policy
    • In-House vs. Outsourcing Decision-Making Tool
    • Seccrimewareurity Operations RACI Tool
    • Security Operations TCO & ROI Comparison Calculator
    Develop and Implement a Security Incident Management Program Incident Response (IR)
    Effective and efficient management of incidents involves a formal process of analysis, containment, eradication, recovery, and post-incident activities. Incident response teams coordinate root cause and incident gathering while facilitating post-incident lessons learned. Incident response can provide valuable threat data that ties specific indicators to threat actors or campaigns.
    Security Incident Management Policy
    • Security Incident Management Plan
    • Incident Response Maturity Assessment Tool
    • Security Incident Runbook Prioritization Tool
    • Security Incident Management RACI Tool
    • Various Incident Management Runbooks

    Understand how incident response ties into related processes

    Info-Tech Resources:
    Business Continuity Plan Develop a Business Continuity Plan
    Disaster Recovery Plan Create a Right-Sized Disaster Recovery Plan
    Security Incident Management Develop and Implement a Security Incident Management Program
    Incident Management Incident and Problem Management
    Service Desk Standardize the Service Desk

    Develop and Implement a Security Incident Management Program – project overview

    1. Prepare 2. Operate 3. Maintain and Optimize
    Best-Practice Toolkit 1.1 Establish the Drivers, Challenges, and Benefits.

    1.2 Examine the Security Incident Landscape and Trends.

    1.3 Understand Your Security Obligations, Scope, and Boundaries.

    1.4 Gauge Your Current Process to Identify Gaps.

    1.5 Formalize the Security Incident Management Charter.

    1.6 Identify Key Players and Develop a Call Escalation Tree.

    1.7 Develop a Security Incident Management Policy.

    2.1 Understand the Incident Response Framework.

    2.2 Understand the Purpose of Runbooks.

    2.3 Prioritize the Development of Incident-Specific Runbooks.

    2.4 Develop Top-Priority Runbooks.

    2.5 Fill Out the Root-Cause Analysis Template.

    2.6 Customize the Post-Incident Review Questions Tracking Tool to Standardize Useful Questions for Lessons-Learned Meetings.

    2.7 Complete the Security Incident Report Template.

    3.1 Conduct Tabletop Exercises.

    3.2 Initialize a Security Incident Management Metrics Program.

    3.3 Leverage Best Practices for Continuous Improvement.

    Guided Implementations Understand the incident response process, and define your security obligations, scope, and boundaries.

    Formalize the incident management charter, RACI, and incident management policy.
    Use the framework to develop a general incident management plan.

    Prioritize and develop top-priority runbooks.
    Develop and facilitate tabletop exercises.

    Create an incident management metrics program, and assess the success of the incident management program.
    Onsite Workshop Module 1:
    Prepare for Incident Response
    Module 2:
    Handle Incidents
    Module 3:
    Review and Communicate Security Incidents
    Phase 1 Outcome:
  • Formalized stakeholder support
  • Security Incident Management Policy
  • Security Incident Management Charter
  • Call Escalation Tree
  • Phase 2 Outcome:
    • A generalized incident management plan
    • A prioritized list of incidents
    • Detailed runbooks for top-priority incidents
    Phase 3 Outcome:
    • A formalized tracking system for benchmarking security incident metrics.
    • Recommendations for optimizing your security incident management processes.

    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
    • Kick off and introductions.
    • High-level overview of weekly activities and outcomes.
    • Understand the benefits of security incident response management.
    • Formalize stakeholder support.
    • Assess your current process, obligations, and scope.
    • Develop RACI chart.
    • Define impact and scope.
    • Identify key players for the threat escalation protocol.
    • Develop a security incident response policy.
    • Develop a general security incident response plan.
    • Prioritize incident-specific runbook development.
    • Understand the incident response process.
    • Develop general and incident-specific call escalation trees.
    • Develop specific runbooks for your top-priority incidents (e.g. ransomware).
      • Detect the incident.
      • Analyze the incident.
      • Contain the incident.
      • Eradicate the root cause.
      • Recover from the incident.
      • Conduct post-incident analysis and communication.
    • Develop specific runbooks for your next top-priority incidents:
      • Detect the incident.
      • Analyze the incident.
      • Contain the incident.
      • Eradicate the root cause.
      • Recover from the incident.
      • Conduct post-incident analysis and communication.
    • Determine key metrics to track and report.
    • Develop post-incident activity documentation.
    • Understand best practices for both internal and external communication.
    • Finalize key deliverables created during the workshop.
    • Present the security incident response program to key stakeholders.
    • Workshop executive presentation and debrief.
    • Finalize main deliverables.
    • Schedule subsequent Analyst Calls.
    • Schedule feedback call.
    Deliverables
    • Security Incident Management Maturity Checklist ‒ Preliminary
    • Security Incident Management RACI Tool
    • Security Incident Management Policy
    • General incident management plan
    • Security Incident Management Runbook
    • Development prioritization
    • Prioritized list of runbooks
    • Understanding of incident handling process
    • Incident-specific runbooks for two incidents (including threat escalation criteria and Visio workflow)
    • Discussion points for review with response team
    • Incident-specific runbooks for two incidents (including threat escalation criteria and Visio workflow)
    • Discussion points for review with response team
    • Security Incident Metrics Tool
    • Post-Incident Review Questions Tracking Tool
    • Post-Incident Report Analysis Template
    • Root Cause Analysis Template
    • Post-Incident Review Questions Tracking Tool
    • Communication plans
    • Workshop summary documentation
  • All final deliverables
  • Measured value for Guided Implementations

    Engaging in GIs doesn’t just offer valuable project advice – it also results in significant cost savings.

    GI Purpose Measured Value
    Section 1: Prepare

    Understand the need for an incident response program.
    Develop your incident response policy and plan.
    Develop classifications around incidents.
    Establish your program implementation roadmap.

    Time, value, and resources saved using our classification guidance and templates: 2 FTEs*2 days*$80,000/year = $1,280
    Time, value, and resources saved using our classification guidance and templates:
    2 FTEs*5 days*$80,000/year = $3,200

    Section 2: Operate

    Prioritize runbooks and develop the processes to create your own incident response program:

  • Detect
  • Analyze
  • Contain
  • Eradicate
  • Recover
  • Post-Incident Activity
  • Time, value, and resources saved using our guidance:
    4 FTEs*10 days*$80,000/year = $12,800 (if done internally)

    Time, value, and resources saved using our guidance:
    1 consultant*15 days*$2,000/day = $30,000 (if done by third party)
    Section 3: Maintain and Optimize Develop methods of proper reporting and create templates for communicating incident response to key parties. Time, value, and resources saved using our guidance, templates, and tabletop exercises:
    2 FTEs*3 days*$80,000/year = $1,920
    Total Costs To just get an incident response program off the ground. $49,200

    Insurance company put incident response aside; executives were unhappy

    Organization implemented ITIL, but formal program design became less of a priority and turned more ad hoc.

    Situation

    • Ad hoc processes created management dissatisfaction around the organization’s ineffective responses to data breaches.
    • Because of the lack of formal process, an entirely new security team needed to be developed, costing people their positions.

    Challenges

    • Lack of criteria to categorize and classify security incidents.
    • Need to overhaul the long-standing but ineffective program means attempting to change mindsets, which can be time consuming.
    • Help desk is not very knowledgeable on security.
    • New incident response program needs to be in alignment with data classification policy and business continuity.
    • Lack of integration with MSSP’s ticketing system.

    Next steps:

    • Need to get stakeholder buy-in for a new program.
    • Begin to establish classification/reporting procedures.

    Follow this case study to Phase 1

    Phase 1

    Prepare

    Develop and Implement a Security Incident Management Program

    Phase 1: Prepare

    PHASE 1 PHASE 2 PHASE 3
    Prepare Operate Optimize

    This phase walks you through the following activities:

    1.1 Establish the drivers, challenges, and benefits.
    1.2 Examine the security incident landscape and trends.
    1.3 Understand your security obligations, scope, and boundaries.
    1.4 Gauge your current process to identify gaps.
    1.5 Formalize a security incident management charter.
    1.6 Identify key players and develop a call escalation tree.
    1.7 Develop a security incident management policy.

    This phase involves the following participants:

    • CISO
    • Security team
    • IT staff
    • Business leaders

    Outcomes of this phase

    • Formalized stakeholder support.
    • Security incident management policy.
    • Security incident management charter.
    • Call escalation tree.

    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: Prepare for Incident Response
    Proposed Time to Completion: 3 Weeks
    Step 1.1-1.3 Understand Incident Response Step 1.4-1.7 Begin Developing Your Program
    Start with an analyst kick-off call:
  • Discuss your current incident management status.
  • Review findings with analyst:
  • Review documents.
  • Then complete these activities…
    • Establish your security obligations, scope, and boundaries.
    • Identify the drivers, challenges, and benefits of formalized incident response.
    • Review any existing documentation.
    Then complete these activities…
    • Discuss further incident response requirements.
    • Identify key players for escalation and notifications.
    • Develop the policy.
    • Develop the plan.

    With these tools & templates:
    Security Incident Management Maturity Checklist ‒ Preliminary Information Security Requirements Gathering Tool

    With these tools & templates:
    Security Incident Management Policy
    Security Incident Management Plan
    Phase 1 Results & Insights:

    Ready-made incident response solutions often contain too much coverage: too many irrelevant cases that are not applicable to the organization are accounted for, making it difficult to sift through all the incidents to find the ones you care about. Develop specific incident use cases that correspond with relevant incidents to quickly identify the response process and eliminate ambiguity when handled by different individuals.

    Ice breaker: What is a security incident for your organization?

    1.1 Whiteboard Exercise – 60 minutes

    How do you classify various incident types between service desk, IT/infrastructure, and security?

    • Populate sticky notes with various incidents and assign them to the appropriate team.
      • Who owns the remediation? When are other groups involved? What is the triage/escalation process?
      • What other groups need to be notified (e.g. cyber insurance, Legal, HR, PR)?
      • Are there dependencies among incidents?
      • What are we covering in the scope of this project?

    Customer Value Contribution

    I'm proud to announce our new Customer Value Contribution Calculator©, or CVCC© in short.

    It enhances and possibly replaces the BIA (Business Impact Analysis) process with a much simpler way.

    More info to follow shortly.

    Capture and Market the ROI of Your VMO

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    • Parent Category Name: Vendor Management
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    • All IT organizations are dependent on their vendors for technology products, services, and solutions to support critical business functions.
    • Measuring the impact of and establishing goals for the vendor management office (VMO) to maximize its effectiveness requires an objective and quantitative approach whenever possible.
    • Sharing the VMO’s impact internally is a balancing act between demonstrating value and self-promotion.

    Our Advice

    Critical Insight

    • The return on investment (ROI) calculation for your VMO must be customized. The ROI components selected must match your VMO ROI maturity, resources, and roadmap. There is no one-size-fits-all approach to calculating VMO ROI.
    • ROI contributions come from many areas and sources. To maximize the VMO’s ROI, look outside the traditional framework of savings and cost avoidance to vendor-facing interactions and the impact the VMO has on internal departments.

    Impact and Result

    • Quantifying the contributions of the VMO takes the guess work out of whether the VMO is performing adequately.
    • Taking a comprehensive approach to measuring the value created by the VMO and the ROI associated with it will help the organization appreciate the importance of the VMO.
    • Establishing goals for the VMO with the help of the executives and key stakeholders ensures that the VMO is supporting the needs of the entire organization.

    Capture and Market the ROI of Your VMO Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should calculate and market internally your VMO’s ROI, 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. Get organized

    Begin the process by identifying your VMO’s ROI maturity level and which calculation components are most appropriate for your situation.

    • Capture and Market the ROI of the VMO – Phase 1: Get Organized
    • VMO ROI Maturity Assessment Tool
    • VMO ROI Calculator and Tracker
    • VMO ROI Data Source Inventory and Evaluation Tool
    • VMO ROI Summary Template

    2. Establish baseline

    Set measurement baselines and goals for the next measurement cycle.

    • Capture and Market the ROI of the VMO – Phase 2: Establish Baseline
    • VMO ROI Baseline and Goals Tool

    3. Measure and monitor results

    Measure the VMO's ROI and value created by the VMO’s efforts and the overall internal satisfaction with the VMO.

    • Capture and Market the ROI of the VMO – Phase 3: Measure and Monitor Results
    • RFP Cost Estimator
    • Improvements in Working Capital Estimator
    • Risk Estimator
    • General Process Cost Estimator and Delta Estimator
    • VMO Internal Client Satisfaction Survey
    • Vendor Security Questionnaire
    • Value Creation Worksheet
    • Deal Summary Report Template

    4. Report results

    Report the results to key stakeholders and executives in a way that demonstrates the value added by the VMO to the entire organization.

    • Capture and Market the ROI of the VMO – Phase 4: Report Results
    • Internal Business Review Agenda Template
    • IT Spend Analytics
    • VMO ROI Reporting Worksheet
    • VMO ROI Stakeholder Report Template
    [infographic]

    Workshop: Capture and Market the ROI of Your VMO

    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 Get Organized

    The Purpose

    Determine how you will measure the VMO’s ROI.

    Key Benefits Achieved

    Focus your measurement on the appropriate activities.

    Activities

    1.1 Determine your VMO’s maturity level and identify applicable ROI measurement categories.

    1.2 Review and select the appropriate ROI formula components for each applicable measurement category.

    1.3 Compile a list of potential data sources, evaluate the viability of each data source selected, and assign data collection and analysis responsibilities.

    1.4 Communicate progress and proposed ROI formula components to executives and key stakeholders for feedback and/or approval/alignment.

    Outputs

    VMO ROI maturity level and first step of customizing the ROI formula components.

    Second and final step of customizing the ROI formula components…what will actually be measured.

    Viable data sources and assignments for team members.

    A progress report for key stakeholders and executives.

    2 Establish Baseline

    The Purpose

    Set baselines to measure created value against.

    Key Benefits Achieved

    ROI contributions cannot be objectively measured without baselines.

    Activities

    2.1 Gather baseline data.

    2.2 Calculate/set baselines.

    2.3 Set SMART goals.

    2.4 Communicate progress and proposed ROI formula components to executives and key stakeholders for feedback and/or approval/alignment.

    Outputs

    Data to use for calculating baselines.

    Baselines for measuring ROI contributions.

    Value creation goals for the next measurement cycle.

    An updated progress report for key stakeholders and executives.

    3 Measure and Monitor Results

    The Purpose

    Calculate the VMO’s ROI.

    Key Benefits Achieved

    An understanding of whether the VMO is paying for itself.

    Activities

    3.1 Assemble the data and calculate the VMO’s ROI.

    3.2 Organize the data for the reporting step.

    Outputs

    The VMO’s ROI expressed in terms of how many times it pays for itself (e.g. 1X, 3X, 5X).

    Determine which supporting data will be reported.

    4 Report Results

    The Purpose

    Report results to stakeholders.

    Key Benefits Achieved

    Stakeholders understand the value of the VMO.

    Activities

    4.1 Create a reporting template.

    4.2 Determine reporting frequency.

    4.3 Decide how the reports will be distributed or presented.

    4.4 Send out a draft report and update based on feedback.

    Outputs

    A template for reporting ROI and supporting data.

    A decision about quarterly or annual reports.

    A decision regarding email, video, and in-person presentation of the ROI reports.

    Final ROI reports.

    Understand the Data and Analytics Landscape

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    • Parent Category Name: Data Management
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    • The data and analytics landscape comprises many disciplines and components; organizations may find themselves unsure of where to start or what data topic or area they should be addressing.
    • Organizations want to better understand the components of the data and analytics landscape and how they are connected.

    Our Advice

    Critical Insight

    • This deck will provide a base understanding of the core data disciplines and will point to the various Info-Tech blueprints that dive deeper into each of the areas.

    Impact and Result

    • This deck will provide a base understanding of the core disciplines of the data and analytics landscape and will point to the various Info-Tech blueprints that dive deeper into each of the areas.

    Understand the Data and Analytics Landscape Research & Tools

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

    1. Understand the data and analytics landscape

    Get an overview of the core disciplines of the data and analytics landscape.

    • Understand the Data and Analytics Landscape Storyboard

    Infographic

    Gain Control of Cloud Integration Strategies Before they Float Away

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    • IT is typically backlogged with tasks while the business waits to implement key solutions to remain competitive. In this competitive space, Cloud solutions offer attractive benefits to business stakeholders especially around agility and cost.
    • Moving to the Cloud involves more than outsourcing a component of the technology stack. Roles, processes, and authentication technologies need to be redefined to fit a distributed stack where parts of the IT solution space reside on-premise while the rest are in the Cloud.
    • Cloud integration means accepting loss of control in product development. A Cloud vendor will address the needs of most constituents and any high degree of customization which counteracts their business model. This makes integration a complex initiative involving two separate parties trying to align.

    Our Advice

    Critical Insight

    • Cloud integration is a fundamental commitment to change within the organization as it deeply impacts roles, processes, and technologies.
    • Be prepared to lose some degree of control of SLA management. IT will have to manage multiple Cloud SLAs and deliver a lowest common approach to the business. This may mean lowering the SLA standards previously set with on-premise solutions.
    • Cloud integration isn’t just about the technology. It is a dedication to establish solid relationships with the Cloud vendor. Understanding where the cloud solution is moving and what issues are being addressed are critical to creating an organizational road map for the future.

    Impact and Result

    • Develop a Cloud integration strategy by proactively understanding the impact of Cloud integration efforts to the organization.
    • Realize that Cloud integration will be an ongoing process of collaboration with the business, and that the initial implementation does not constitute an end.
    • Implement an integrated support structure that includes on-premise and cloud stacks.

    Gain Control of Cloud Integration Strategies Before they Float Away Research & Tools

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

    1. Understand the impacts of Cloud computing on Data, Application, Access, and Service Level Agreement integration

    Assess your current level of Cloud adoption and integration, focusing on solutions that are emerging in the market and the applicability to your IT environment.

    • Storyboard: Gain Control of Cloud Integration Strategies Before they Float Away
    • Cloud Integration Checklist
    • None
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    Identify and Reduce Agile Contract Risk

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    • 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.

    Our Advice

    Critical Insight

    • Agile contracts require different wording and protections than traditional or waterfall contracts.
    • Agile buzzwords by themselves do not create an Agile contract.
    • There is a delicate balance between being overly prescriptive in an Agile contract and too lax.

    Impact and Result

    • Identify options for Agile contract provisions.
    • Manage Agile contract risk by selecting the appropriate level of protections for an Agile project.
    • Harness the power of Agile development and collaboration with the vendor while preserving contractual flexibility.
    • Focus on the correct contract clauses to manage Agile risk.

    Identify and Reduce Agile Contract Risk Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should treat Agile contracts differently from traditional or waterfall contracts, and review Info-Tech’s methodology, and understand the twelve contract clauses that are different for Agile contracts.

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

    1. Identify and evaluate options

    Use the information in this blueprint and Info-Tech’s Agile Contract Playbook-Checklist to review and assess your Agile contracts, ensuring that the provisions and protections are suitable for Agile contracts specifically.

    • Agile Contracts Playbook-Checklist
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    Workshop: Identify and Reduce Agile Contract 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 Identify and Evaluate Options

    The Purpose

    To understand Agile-specific contract clauses, to improve risk identification, and to be more effective at negotiating Agile contract terms.

    Key Benefits Achieved

    Increased awareness of how Agile contract provisions are different from traditional or waterfall contracts in 12 key areas.

    Understanding available options.

    Understanding the impact of being too prescriptive.

    Activities

    1.1 Review the Agile Contract Playbook-Checklist.

    1.2 Review 12 contract provisions and reinforce key learnings with exercises.

    Outputs

    Configured Playbook-Checklist as applicable

    Exercise results and debrief